FLORIDA 5-22-23

FLORIDA EDITION

RECONSIDER REFERRAL-ONLY

WHEN PLANNING FOR THE FUTURE

IS FINDING A NICHE MARKET RIGHT FOR YOU?

THINGS YOU CAN DO TO

ANTICIPATE YOUR CLIENT'S NEEDS 5 TIPS TO MAKE

FEATURED AGENTS

ALYSSA PASCUCCI DEBBIE JAMES KIM DUCHARME LEVENSOHN LARRY MASTROPIERI THOMAS HOMAN VIKTORIYA DONISOVA HO

NEW HIRES A LONG-LASTING SUCCESS

COVER STORY

LORI BRIGLEY

FLORIDA EDITION

KIM DUCHARME LEVEN

ALYSSA PASCUCCIDEBBIE JAMES

From flipping houses before it was an Debbie has shifted her focus towards mes the universe has a funny a HGTV to mastering the online marketing,21 which allows her to 7phenomenon 17way 18 Emerald Coast’s real estate scene, Debbie capture her audience more effectively and James’s journey is one of resilience and tailor advertisements to specific democting your future.

After graduating b determination. Beginning her real estate graphics and target markets. As a part of adventure in Atlanta back in 2000, she her comprehensive marketing plan, Debllege, Kim Ducharme Levensohn h and her husband initially dipped their bie also employs postcard campaigns and toes into the world of property investing, distributes brochures to potential buyers. eventually finding their niche flipping and This well-rounded approach has proven to only interview for positions s renting single-family homes. It wasn’t successful, as she is consistently in the top until their moveALYSSA to Florida in 2004 that 1% of agents in her region.

LORI BRIGLEY PASCUCCI DEBBIE JAMES DONISOVA KIM DUCHARME LARRY MASTROPIERI e commission-based.

At the time, h VIKTORIYA HO HOMAN, JR. Debbie decided to takeTHOMAS the plunge and get LEVENSOHN her real estate license. Today, she proudly When Debbie isn’t busy assisting clients the never past ninefrom years, REALTOR dance are also nearqualto her he A veteranshe of theserves United States Armed front of real us, we want to she get enjoys creative and isted that would work dc the In sun-soaked stretch Destin to thecampaigns western inwith their estate needs, spending ri, the mechanimail and MLS listings, but 22 25 26 Viktoriya Donisova Ho has carved loves her regular Bachata Forces and top producing agent in Hernando come up with a solution that works for all end of Panama City Beach, delighting in the region’s ity time outdoors with her husband. The couple relishes lmission, estate maestro also embrace modern byas utilizout niche for selling upscale oceanalso enjoys playing tennis w signature sand beaches and emerald green waters. parties playing golf methods and pickleball, well as we exploring County,so Thomas Homan, Jr.white hasaalways posinvolved.

Not only that, but also beaushe moved home to front properties throughout the greater kids in her spare time.

With a penchant for both the naturaling beauty and the tiful to local courseswhether during their travels.

In addition e South Florida social media.

Ascollaborate, agolf listing-heavy team, sessed an entrepreneurial spirit. Following love we’re workthriving fishing culture of the area, Debbie has truly to these more active pursuits, Debbie finds contentment Miami, Florida area.

Viktoriya raises tour LORI of Iraqat andher Afghanistan, he relocatedmedical ing professional alongside our team members or peers mothera worktheyofprioritize photography, eis front desk father’s A BRIGLEY found her calling in on the idyllic coastal towns Florida. in simply unwinding at a coffee shop, soaking up future the the bar concierge-level customer As she looks to the o to Florida in search of a new opportunity in the industry.” g agent while he including video, aerials, floororplans, and Her expertise on the region and unparalleled support beautiful surroundings, getting lost in a goodisbook. service in real estate, neighborhood ness, Viktoriya excited t thatastill spoke tomake his her passion foragent service the go-to for anyone looking to buy, sell .hisWhen marketing and front desk l expertise and ultimate discretion.

She’s tours. meeting people in real es father within investMatterport By these his community.

Drawing inspiration With teamdistributing having closed on 70new homes or invest in the Emerald Coast.

Withhis ambitious goals for the future, Debbie is deterworked exclusively with some of the ing great relationships with from his father, a prominent REALTOR inmined thevarious first quarter 2023 alone, Thomas knew he would visuals through media channels, to double herofbusiness in the next year or two opened at a new location of a a most high-profile projects in Miami and providing the best THOMAS VIKTORIYA A service-oriented Debbie prioritizes team her remains and ultimately achieve 100% referral-based in the area, Thomas wouldLARRY pursue professional, his own focused on theacore values that set model. ser s first foray into Larry’s sets their clients up for including Fendi Chateau, The Four growing her numbers.

Last MASTROPIERI HOMAN DONISOVA needs is evenThe willing talk them of “At Recognizing value collaboration, license and launchclients’ his career as and an agent. two to later himout apart. the end ofthetheHO day,ofone of the best she mo-aims to Seasons at if theit isn’t Surf the Club, Turnberry teamwith closed over $50 million 010 andecided inves-office success, making a strong impression on ealasestate in the mid-2000s, e purchasing a property right fit.

“I really build a strong referral network other Sotheby’s to take their work to the next level and start ments in life is when you reach the closing table and Ocean Club, Chateau Beach and more. they represented domestic a love what I do,” she explains.

“I only want what is best International Realty agents.

Wherever her path leads, erties. Bytheir 2017, team, The Homan Group, quickly establishingpotential a receivebuyers. the keys to your new home. There are times for them, and I tell them we will keep working until we she will never tire of her work.

“I love helping people tional clientele throughout M de the transition toHardworking, this industry. e CONTENTS network of satisfied and colleagues that spansand experience, when I’ve givenfinding up my commission to helpI’ve clients get cision to commit findclients the right property.”

Her knowledge the perfect been here for 19 trilingual, and dedicated to herand clients, them County with place. a focus on luxury properties the with state. into a property, because it’s the right thing do.

After honed by Viktoriya a decade ofhas running a vacation rental comyears, so it’s clients incredibly rewarding to guide my clients partnering After the love to toGrove, tell forged a reputation as atransaction, sought-after Beach, Coconut Coral Gables ally decided to take the plunge to iB 4) 5 TIPS TO MAKE 19) IS FINDING A all, I don’t count dollars; I count smiling faces.” pany withREALTOR her husband, provide invaluable insights into through this chapter in life.” throughout South Florida.

Four years Downtown and Midtown Miami, North pieri, to establish others about their time with the team. rental market, clients seekingNICHE MARKET Today, ThomasHIRES isthethearea’s Team Owner of especially The NEW Aago, LONGshe teamed up Homan withforsuccessful real estate agent Bal Harbour, Bay Harbour, Sunny Isles, Mi vacation properties.

“We’re a one-stop shop for people his nsed in 2006, only to be welcomed F lled Florida Homes Boca One recently said, “This was ouratFOR 3rd with Group, powered

by Raton eXp Andy Realty,Rotondaro, where hefounder assists Outside career, Thomas and his“What team support of The Daro Team andtransaction Aventura. keeps me motivated t LASTING SUCCESS RIGHT YOU? looking for a vacation rental property,” Debbie explains. clients Spring Compass.

Hill and surrounding numerous localwon’t causes consider for children, veterans, andmore ani- people in an namic team of throughout twelve “I operates Thethe Mastropieri Group. any other was thrilled to income be a part ofWe this excepchance to connect with am able to answerShe questions about the they areas during of Hernando County.

Asmarket a member of the Fast mals in and need.

He also intends on funding his own anil estate the crash S diverse group of professionals continues way,” explains Viktoriya.

“I want to help expecttionally from the home and find Larry, them the right placeand oward Counties, servingcanclients agent.

Joy, Gary, Antoinette are the recently perfect Forward Movement—a group of leading eXp producmal rescue in the near future.

Having opened 14) RECONSIDER 23) THINGS YOU to work alongside them today. achieve their long-term goals.” for their goals.” e and West Beach.

Witha anew standard combination of competent coupled ers Palm committed to setting within their a new officeprofessionals in downtown Spring Hill, hewith looks fora REFERRAL-ONLY CAN DO TO has Debbie’s cultivated distinct workflow to afriendliness. ward to furtherOur scaling his model boutique service aton, theirindustry—he team consists of four compassion and Open Houseofattracted marketing strategy for her listings is aofmultiAt athis point in her career, lot business comes WHEN ANTICIPATE YOUR faceted approach that takes advantage of both from traditional meetand the needs ofPLANNING any buyer seller. throughout theclients region.

“I’ll always follow my heart,” toorViktoriya through referrals her past m ding Larry his mom, and over 100 visitors.

We received multiple offers which and digital channels.

“We’ve got a really fabulous marhe says.

“It’s my heart that’s guided me this far. It’s my FOR THE FUTURE CLIENT'S who have had great experiences working with her For moreNEEDS information about Debbie James, o manageWhen transactions, listings, were well International above the list for price.

Their support duringin proketing team Scenic Realty,” listing a property, Thomas takes aSotheby’s comprehensive heart that’s driven our team to 532%debbie@debbiejames.com increase andat the team.

“Going aboveDucharme and beyond my850-450-2000 clicall ora email joining at an inauspicious time, Levand state leve she says.

To maximize her reach and effectiveness, s development.

AsStarting they continue stepprepare of tothe usAnd of their approach. out, he helps clients fully ductionofassured since 2022. it’s mycommitment heart that’s cultivatents his hasevery been essential theprocess growth my career,” Phone 310-734-1440 | Fax 310-734-1440 their homeand for the market, providing them with aClients suitebest edinterest.” a client-first atmosphere among our team. For me, explains appreciate her market end of precision real estate toaViktoriya. their client’s persisted and built up strong client base that with local re of mag@topagentmagazine.com professional photography, videography, and drone nothing could be more rewarding.” expertise, work ethic, high level of dedication, integ| www.topagentmagazine.com set them apart in the competitive and With a passion for learning and a photography services. Fromrity, there, he honesty. shares their listing er working independently in central Florida.

As [and] show th Whether they’re assisting a prior seasoned investor orTop aAgent firstNo portion of this issue may be reproduced in any manner whatsoever without the publisher.

Magazine generosity her knowledge, she is more thanconsent just of to both four regional MLS systems andwith a highly targetpublished

by Feature Publications GA, Inc. Although precautions toand ensure the accuracy of published materials, a REALTOR ,home she an advisorare to taken her clients.

With edisblend of social media campaigns.

Above all, isthough, time buyer, Larry his team prioritize their Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. she believes the majority of her she is workin the backing of herneeds, team, who she says sharebusiness the samebeyond to help is there for histhat clients, keeping them informed while ound as ahemechanical engineer going above and them To subscribe or change address, sendclients’ inquiry to mag@topagentmagazine.com. moral compass and passion for real estate, Viktoriya ensuring a seamless throughout.

Published in the U.S. transaction he competitive real estate transaction process. As they or expand rom referrals andmarrepeat clients, Kim remarks, working w rises tothroughout meet every newthe challenge that is presented. l of organization and attention to their reach, they will continue to exceed expectations.

Elsewhere, Thomas is just as attentive when assisting When not working, Viktoriya enjoys a clients. mix of pride in going over and beyond for my fight h To learn to more help about Doniso his buyers, carefully guiding themshe’s to the right investiate. “There’s a certain personal“We always want to deliver exceptional experiences for Viktoriya activities designed for movement, relaxation, and fun.

Even in her childhood, Alyssa Pascucci knew that she would one day work in real estate. Her mother was a REALTOR® for over 50 years and Alyssa remembers going around to open houses with her, enjoying the architecture of the homes and the whole process of selling. Today, Alyssa is licensed in Florida, California and South Carolina, which provides her with ample opportunities to work on a diverse portfolio of projects and with clientele from all walks of life. From horse farms in Ocala, to high-end properties in Malibu and a private island off the coast of South Carolina, Alyssaʼs career is far more exciting than that of your average REALTOR®.

Now based in Ocala in Marion County, Florida, Alyssa counts around 90% of her clients as coming to her via referrals. Sheʼs proud to be a REALTOR® people can trust. “Most importantly, I listen to my clients,” she says.

“So many people think itʼs just about finding the property, but itʼs keeping everything together throughout the process. It’s the research and having the right contacts to answer all the questions and issues that come up.”

Alyssa always does her due diligence and makes sure® that all the needs and wants of her clients are fulfilled throughout the real estate process.

While she works with a lot of people moving from California and from the northeast where she lived, Alyssaʼs niche is selling Ocala premier horse farms. She is an avid equestrian and owns a 20 acre horse farm in Ocala, so she knows and understands the requirements of what her clients are looking for. Her daughter also ® with rides and they have 6 horses (5 in training) along a Great Dane named Luca. Alyssa also enjoys working with investors and loves touting the fast and exciting growth of Marion County.

To market her listings, Alyssa focuses her efforts on relationships and building a social media presence. “Itʼs important to keep a network between agents, clients, and neighbors, both online and off,” she explains. “I love the personal connections you create in this business and find it easy to stay in touch during the horse circuit at WEC and HITS.” Alyssaʼs listings are also frequently featured in local press outlets and equestrian magazines.

When sheʼs not working, Alyssa spends time with her daughter and the horses. She’s often either helping her daughter at school or getting outside to enjoy a stand-up ® paddle board session, bike ride or a hike together in one of Marion County’s numerous preserves or springfed rivers. Alyssa also enjoys spending time with her elderly mother, who loves watching the horses in the Grand Prix. Finally, Alyssa is a competitive show jumper. This is not only her passion, but another way that she networks with her community, both personally and professionally.

In the past five years, Alyssa has been a witness to the tremendous growth in Ocala, from the World Equestrian Center to numerous distributions centers and medical centers that are being built. She is currently involved in selling 10-acre lots in Saratoga South, an equine development. Being involved with projects of this nature and the future of northwest and southwest Marion County is a joy that she doesn’t take for granted. Ultimately, Alyssa wants to be able to share her beautiful home with others, giving them the same lifestyle that she has come to love. “We have so much here, from lovely golf courses to the vast expanse of protected state forest, abundance of natural springs, rolling green pastures and, of course, the live oak trees with Spanish moss,” she says. “Ocala is a hidden gem.”

To learn more about Alyssa Pascucci, please call 310-926-8527 or email alyssa.pascucci@goldenocalarealestate.com

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ment forhe their best interests. he clients.” prefers to keep ng an engineer,” explains.

HisIn fact, our

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call 786-252-2835, visit daroteam https://

mailto:mag@topagentmagazine.com

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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LORI BRIGLEY

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Nicknamed “The Condo Queen,” Top Agent Lori Brigley with Oceans Luxury Realty has a history of selling along the World’s Most Famous beach in Florida, and has sold some of the most luxurious properties.

Lori Brigley’s meteoric rise in the world of real estate has been nothing short of brilliant.

Currently with Oceans Luxury Realty, Lori has a history of selling along the World’s Most Famous beach in Florida, and has sold some of the most luxurious properties. Nicknamed “The Condo Queen,” she has sold oceanfront dreams to the masses and is very passionate about her love and dedication to her clients. Nothing is more important to Lori than the satisfaction 8Copyright Top Agent Magazine

of those she serves. “I have coined the phrase, chase the soul, not the sale, to reflect my deep connection to the people. I create a long-lasting bond with customers that transcends into the future and bonds us on a deeper, more personal, organic level.”

Lori began her career as an interior designer at the tender age of 20, opened her own design firm in Massachusetts, Furnishing Homes Top Agent Magazine

Across America, and grew it exponentially over 2 decades. “I was always an entrepreneur, even as a young child, with the drive and spirit of my father.” Business sense came easily to Lori, having grown up immersed in the business world through her parents who were savvy entrepreneurs. Lori’s family owned a dress shop in Manhattan across from Bloomingdale’s, before moving to Southern Florida and owning an insurance business, later dabbling in real estate.

Lori’s sense of entrepreneurship also extends to her mother’s side of the family. Lori’s cousin, David Krebs, has enjoyed a career of legendary success, famed for his multi-decade history as one of the most prolific and innovative producers and managers in the entertainment industry.

Included among the many artists whose careers Krebs launched and guided to superstardom are AC/DC, Aerosmith, Beatlemania, Ted Nugent, the Scorpions, and Michael Bolton. Each of

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these performers has sold millions of dollars in sales. “David was an Attorney and acquired three degrees from Columbia University. I remember going to concerts as a young child and admiring David’s tenacity. I was especially fond of his classic Bentley that was housed in the garage.

Generational entrepreneurs surround me all throughout my life and I attribute my success today to my deep-rooted ancestral drive.”

Being immersed in the interior design world for 2 decades created a deep love for architecture, and the history of oceanfront buildings became Lori’s fascination when she merged into real estate 3.5 years ago. She says, “I know every building along South Atlantic Avenue, I study it. I know the inventory and the history of the buildings, the architects, who bought them, and when they were bought and sold. I essentially specialize in twenty-three miles of oceanfront condos along the iconic beach and enjoy tracing the sale, and its historical history.”

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“I know every building along South Atlantic Avenue, I study it. I know the inventory and the history of the buildings, the architects, who bought them, and when they were bought and sold. I essentially specialize in twenty-three miles of oceanfront condos along the iconic beach and enjoy tracing the sale, and its historical history.”

Lori explains, “I’m confident I can sell a condo because I can tell them what’s happened with the condo across the hall and two doors over.”

Lori’s insider knowledge is particularly helpful for clients moving to Daytona Beach for the first time. The rich tapestry of properties and her focus on connecting with her clients has become invaluable to her career.

The high level of detail that Lori brings to every transaction as well as her vast network of contacts are what sets her apart from others in this highly competitive market. “I’ve worked Copyright Top Agent Magazine 10

with many of the professionals in the area,” she explains. “I connect my clients to a contractor, landscaper, designer, plumber, just about anything they need. I only refer people I know will be the best.” This full-service approach includes all aspects of the transaction even long after the initial deal has closed. “You have to stay in contact with your client list.” This allows Lori to ensure that each of her clients receives high-quality service.

Lori continues to expand her horizons and her personal growth. When she traced her ancestry Top Agent Magazine

to Germany and Austria, Lori realized many of her relatives were killed in the Holocaust. Lori developed a deep desire to speak out about racial and religious hatred. To this end, she has published a book, “The 10,000 Children That Hitler Missed.” It includes a synopsis of the children rescued on the Kindertransport during the onset of World War II. Lori interviewed the survivors and shared their touching testimonies of loss, grief, and perseverance during a dark time in history. “Their stories are deep and personal to me and bring perspective to my life.” Lori carries their stories with her as she navigates her own path in life.

The most fulfilling part of her career is knowing that she will change somebody’s life, and she encourages them to live the coastal lifestyle. “What I mean is that your home

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influences your entire existence; do you walk on the beach each day? Surf in the waves?

Take your grandchildren to pick out shells? I take great pleasure in knowing that somebody I sell a home to will potentially form the most wonderful memories of their lives there. That is very special to me.”

At any price point, a home is where memories are built and the responsibility to find the place where they create cherished memories is one that Lori takes very seriously. “To be successful in this business you have to be motivated by the real love of selling the lifestyle,” she says, “It’s never been about the money, it’s always my passion that drives me. I’m excited to keep growing, evolving, opening my sphere, expanding my brand, and just climbing the mountain of success!”

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For more about Lori, email lorisellsvolusia@gmail.com, call 508-735-7298, visit her website: loribrigley.com, or Facebook: facebook.com/profile.php?id=100087369875461 https://

www.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 14

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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ALYSSA PASCUCCI Even in her childhood, Alyssa Pascucci knew that she would one day work in real estate. Her mother was a REALTOR® for over 50 years and Alyssa remembers going around to open houses with her, enjoying the architecture of the homes and the whole process of selling. Today, Alyssa is licensed in Florida, California and South Carolina, which provides her with ample opportunities to work on a diverse portfolio of projects and with clientele from all walks of life. From horse farms in Ocala, to high-end properties in Malibu and a private island off the coast of South Carolina, Alyssaʼs career is far more exciting than that of your average REALTOR®.

Now based in Ocala in Marion County, Florida, Alyssa counts around 90% of her clients as coming to her via referrals. Sheʼs proud to be a REALTOR® people can trust. “Most importantly, I listen to my clients,” she says.

“So many people think itʼs just about finding the property, but itʼs keeping everything together throughout the process. It’s the research and having the right contacts to answer all the questions and issues that come up.”

Alyssa always does her due diligence and makes sure that all the needs and wants of her clients are fulfilled throughout the real estate process.

While she works with a lot of people moving from California and from the northeast where she lived, Alyssaʼs niche is selling Ocala premier horse farms. She is an avid equestrian and owns a 20 acre horse farm in Ocala, so she knows and understands the requirements of what her clients are looking for. Her daughter also rides and they have 6 horses (5 in training) along with a Great Dane named Luca. Alyssa also enjoys working with investors and loves touting the fast and exciting growth of Marion County.

To market her listings, Alyssa focuses her efforts on relationships and building a social media presence. “Itʼs important to keep a network between agents, clients, and neighbors, both online and off,” she explains. “I love the personal connections you create in this business and find it easy to stay in touch during the horse circuit at WEC and HITS.” Alyssaʼs listings are also frequently featured in local press outlets and equestrian magazines.

When sheʼs not working, Alyssa spends time with her daughter and the horses. She’s often either helping her daughter at school or getting outside to enjoy a stand-up paddle board session, bike ride or a hike together in one of Marion County’s numerous preserves or springfed rivers. Alyssa also enjoys spending time with her elderly mother, who loves watching the horses in the Grand Prix. Finally, Alyssa is a competitive show jumper. This is not only her passion, but another way that she networks with her community, both personally and professionally.

In the past five years, Alyssa has been a witness to the tremendous growth in Ocala, from the World Equestrian Center to numerous distributions centers and medical centers that are being built. She is currently involved in selling 10-acre lots in Saratoga South, an equine development. Being involved with projects of this nature and the future of northwest and southwest Marion County is a joy that she doesn’t take for granted. Ultimately, Alyssa wants to be able to share her beautiful home with others, giving them the same lifestyle that she has come to love. “We have so much here, from lovely golf courses to the vast expanse of protected state forest, abundance of natural springs, rolling green pastures and, of course, the live oak trees with Spanish moss,” she says. “Ocala is a hidden gem.”

To learn more about Alyssa Pascucci, please call 310-926-8527 or email alyssa.pascucci@goldenocalarealestate.com Top Agent Magazine

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DEBBIE JAMES From flipping houses before it was an HGTV phenomenon to mastering the Emerald Coast’s real estate scene, Debbie James’s journey is one of resilience and determination. Beginning her real estate adventure in Atlanta back in 2000, she and her husband initially dipped their toes into the world of property investing, eventually finding their niche flipping and renting single-family homes. It wasn’t until their move to Florida in 2004 that Debbie decided to take the plunge and get her real estate license. Today, she proudly serves the sun-soaked stretch from Destin to the western end of Panama City Beach, delighting in the region’s signature white sand beaches and emerald green waters.

With a penchant for both the natural beauty and the thriving fishing culture of the area, Debbie has truly found her calling in the idyllic coastal towns of Florida.

Her expertise on the region and unparalleled support make her the go-to agent for anyone looking to buy, sell or invest in the Emerald Coast.

A service-oriented professional, Debbie prioritizes her clients’ needs and is even willing to talk them out of purchasing a property if it isn’t the right fit. “I really love what I do,” she explains. “I only want what is best for them, and I tell them we will keep working until we find the right property.” Her knowledge and experience, honed by a decade of running a vacation rental company with her husband, provide invaluable insights into the area’s rental market, especially for clients seeking vacation properties. “We’re a one-stop shop for people looking for a vacation rental property,” Debbie explains.

“I am able to answer questions about the income they can expect from the home and find them the right place for their goals.”

Debbie’s marketing strategy for her listings is a multifaceted approach that takes advantage of both traditional and digital channels. “We’ve got a really fabulous marketing team at Scenic Sotheby’s International Realty,” she says. To maximize her reach and effectiveness, 18

Debbie has shifted her focus towards online marketing, which allows her to capture her audience more effectively and tailor advertisements to specific demographics and target markets. As a part of her comprehensive marketing plan, Debbie also employs postcard campaigns and distributes brochures to potential buyers.

This well-rounded approach has proven successful, as she is consistently in the top 1% of agents in her region.

When Debbie isn’t busy assisting clients with their real estate needs, she enjoys spending quality time outdoors with her husband. The couple relishes playing golf and pickleball, as well as exploring beautiful local golf courses during their travels. In addition to these more active pursuits, Debbie finds contentment in simply unwinding at a coffee shop, soaking up the beautiful surroundings, or getting lost in a good book.

With ambitious goals for the future, Debbie is determined to double her business in the next year or two and ultimately achieve a 100% referral-based model.

Recognizing the value of collaboration, she aims to build a strong referral network with other Sotheby’s International Realty agents. Wherever her path leads, she will never tire of her work. “I love helping people and finding them the perfect place. I’ve been here for 19 years, so it’s incredibly rewarding to guide my clients through this chapter in life.”

For more information about Debbie James, call 850-450-2000 or email debbie@debbiejames.com Copyright Top Top Agent Agent Magazine Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 19

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 20

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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KIM DUCHARME LEVENSOHN Sometimes the universe has a funny way of predicting your future. After graduating from college, Kim Ducharme Levensohn seemed to only interview for positions that were commission-based. At the time, Kim insisted that she would never work for commission, so she moved home to work the front desk at her father’s medical practice. When a marketing and front desk position opened at a new location of a known real estate office in the mid-2000s, she made the transition to this industry.

Kim finally decided to take the plunge to get licensed in 2006, only to be welcomed into real estate during the market crash of 2008.

Despite joining at an inauspicious time, Ducharme Levensohn persisted and built up a strong client base that keeps her working independently in central Florida. As to why she believes that the majority of her business comes from referrals and repeat clients, Kim remarks, “I take pride in going over and beyond for my clients.

I care more about the relationship than I do about a transaction.”

Beyond her deep connection to serving the people of her community, Kim always uses professional photography and videography to promote her listings. Her listings can be found on multiple outlets, including 40+ different websites, virtual tour platforms, social media, and local magazines like Lake & Sumter Style Magazine.

Kim goes above and beyond the normal advertising strategies for her listings, which clearly pays off with her annual sales volume of over $6 million.

Staying true to her business philosophy of nurturing relationships over transactions, Kim’s favorite part of the job is meeting new people. “I love helping people achieve the American Dream,” she comments. “It’s one of their biggest investments.” She clearly makes a huge impact in educating and assisting her clients.

Kim shared a heartwarming anecdote of her impact on Top Agent Magazine

a former client who is a first-time home buyer. After catching up over breakfast, her client informed her that Kim taught her so much about the process of purchasing a home, that she was now sharing that wisdom with her friends!

Although Kim has a self-proclaimed problem with her work-life balance, as she always wants to be there for her clients, she enjoys a variety of hobbies outside of real estate. She enjoys the outdoors, whether it is exploring bicycle trails around central Florida, or heading to the beach or pool.

She loves to discover free activities in the area and share her experiences on social media. Kim is very involved in the local and state levels of the Realtors Association. She works with local realtors to “give back to the community, [and] show the community what realtors do.” Whether she is working on a project to clean local water ways, or working with the Mid-Florida Homeless Coalition to help fight homelessness, Kim is always giving back.

As for the future of her business? Kim hopes to keep growing and helping more families. She plans to dig in further to social media, and is in talks to start a podcast to help share her knowledge of real estate.

For more about Kim at Morris Realty & Investments, Inc, please call her at (352) 874-5906 or email kim@morrisrealtors.com. To check out her listings, head to morrisrealtors.com/kim-ducharme-levensohn, or visit kimsellscentralflorida.com https://

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LARRY MASTROPIERI Meet Larry Mastropieri, the mechanical engineer-turned-real estate maestro who’s transforming the South Florida property scene. With his mother working as a top performing agent while he was growing up, and his father investing in real estate, Larry knew he would flourish in this field. His first foray into the industry began in 2010 as an investor in multifamily properties. By 2017, he had made the bold decision to commit full-time to real estate, partnering with his mother, Joy Mastropieri, to establish their own brokerage called Florida Homes Boca Raton Realty. Today, their dynamic team of twelve operates in Palm Beach and Broward Counties, serving clients between Fort Lauderdale and West Palm Beach. With a strong focus on Boca Raton, their team consists of four dedicated agents, including Larry and his mom, and eight support staff who manage transactions, listings, marketing, and business development. As they continue to grow, their unique blend of precision and real estate know-how promises to set them apart in the competitive South Florida market.

Larry’s unique background as a mechanical engineer gives him an edge in the competitive real estate market, offering a high level of organization and attention to detail that clients appreciate. “There’s a certain personality that comes with being an engineer,” he explains. His extensive experience as a multifamily real estate investor also sets him apart in this industry, as he owns nearly 100 apartments in Palm Beach County. He explains, “I’m very knowledgeable about these areas.” In addition, Larry is deeply involved in the renovation process, understanding the costs and intricacies associated with property improvements. His ability to provide his clients with a skilled crew for their own projects is an undeniable value add.

For marketing, Larry and his team take a comprehensive approach, ensuring each property receives maximum exposure. They leverage traditional strategies, such as 22

mail campaigns and MLS listings, but also embrace modern methods by utilizing social media. As a listing-heavy team, they prioritize professional photography, including video, aerials, floor plans, and Matterport tours. By distributing these visuals through various media channels, Larry’s team sets their clients up for success, making a strong impression on potential buyers.

After the transaction, clients love to tell others about their time with the team.

One recently said, “This was our 3rd transaction with The Mastropieri Group. We won’t consider any other agent. Joy, Larry, Gary, and Antoinette are the perfect combination of competent professionals coupled with compassion and friendliness. Our Open House attracted over 100 visitors. We received multiple offers which were well above the list price. Their support during every step of the process assured us of their commitment to their client’s best interest.”

Whether they’re assisting a seasoned investor or a firsttime home buyer, Larry and his team prioritize their clients’ needs, going above and beyond to help them throughout the transaction process. As they expand their reach, they will continue to exceed expectations.

“We always want to deliver exceptional experiences for our clients.”

For more about Larry Mastropieri, please call 561-544-7000 or email larry@floridahomesbocaraton.com Copyright Top Top Agent Agent Magazine Magazine

Things You Can Do to Anticipate Your Client’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

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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 24

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.

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THOMAS HOMAN, JR. A veteran of the United States Armed Forces and top producing agent in Hernando County, Thomas Homan, Jr. has always possessed an entrepreneurial spirit. Following a tour of Iraq and Afghanistan, he relocated to Florida in search of a new opportunity that still spoke to his passion for service within his community. Drawing inspiration from his father, a prominent REALTOR® in the area, Thomas would pursue his own license and launch his career as an agent. The two later decided to take their work to the next level and start their team, The Homan Group, quickly establishing a network of satisfied clients and colleagues that spans the state.

Today, Thomas is the Team Owner of The Homan Group, powered by eXp Realty, where he assists clients throughout Spring Hill and the surrounding areas of Hernando County. As a member of the Fast Forward Movement—a group of leading eXp producers committed to setting a new standard within their industry—he has cultivated a distinct workflow to meet the needs of any buyer or seller.

When listing a property, Thomas takes a comprehensive approach. Starting out, he helps his clients fully prepare their home for the market, providing them with a suite of professional photography, videography, and drone photography services. From there, he shares their listing to both four regional MLS systems and a highly targeted blend of social media campaigns. Above all, though, he is there for his clients, keeping them informed while ensuring a seamless transaction throughout.

Elsewhere, Thomas is just as attentive when assisting his buyers, carefully guiding them to the right investment for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins and appreciation events, such as an upcoming family portrait photo shoot—all to make sure his clients are satisfied in their new homes. “Our team does things differently,” he says. “If there’s a problem Top Agent Magazine

in front of us, we want to get creative and come up with a solution that works for all parties involved. Not only that, but we also love to collaborate, whether we’re working alongside our team members or peers in the industry.”

With his team having closed on 70 homes in the first quarter of 2023 alone, Thomas remains focused on the core values that set him apart. “At the end of the day, one of the best moments in life is when you reach the closing table and receive the keys to your new home. There are times when I’ve given up my commission to help clients get into a property, because it’s the right thing to do. After all, I don’t count dollars; I count smiling faces.”

Outside his career, Thomas and his team support numerous local causes for children, veterans, and animals in need. He also intends on funding his own animal rescue in the near future. Having recently opened a new office in downtown Spring Hill, he looks forward to further scaling his model of boutique service throughout the region. “I’ll always follow my heart,” he says. “It’s my heart that’s guided me this far. It’s my heart that’s driven our team to a 532% increase in production since 2022. And it’s my heart that’s cultivated a client-first atmosphere among our team. For me, nothing could be more rewarding.”

To learn more about Thomas Homan, Jr. email TJ@TheHomanGroup.com, visit thehomangroupflorida.com or call (352) 585-5205 www.

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VIKTORIYA DONISOVA HO In the past nine years, REALTOR® Viktoriya Donisova Ho has carved out a niche for selling upscale oceanfront properties throughout the greater Miami, Florida area. Viktoriya raises the bar on concierge-level customer service in real estate, neighborhood expertise and ultimate discretion. She’s worked exclusively with some of the most high-profile projects in Miami including Fendi Chateau, The Four Seasons at the Surf Club, Turnberry Ocean Club, Chateau Beach and more.

Hardworking, trilingual, and dedicated to her clients, Viktoriya has forged a reputation as a sought-after REALTOR® throughout South Florida. Four years ago, she teamed up with successful real estate agent Andy Rotondaro, founder of The Daro Team at Compass. She was thrilled to be a part of this exceptionally diverse group of professionals and continues to work alongside them today.

dance are also near to her heart and she loves her regular Bachata classes. She also enjoys playing tennis with her two kids in her spare time.

As she looks to the future of her business, Viktoriya is excited to continue meeting new people in real estate, building great relationships with her clients, and providing the best service while growing her numbers. Last year, her team closed over $50 million in sales as they represented domestic and international clientele throughout Miami-Dade County with a focus on luxury properties in Miami Beach, Coconut Grove, Coral Gables, Brickell, Downtown and Midtown Miami, North Bay Village, Bal Harbour, Bay Harbour, Sunny Isles, Miami Shores and Aventura. “What keeps me motivated to sell is the chance to connect with more people in an authentic way,” explains Viktoriya. “I want to help my clients achieve their long-term goals.”

At this point in her career, a lot of business comes to Viktoriya through referrals from her past clients who have had great experiences working with her and the team. “Going above and beyond for my clients has been essential to the growth of my career,” explains Viktoriya. Clients appreciate her market expertise, work ethic, high level of dedication, integrity, and honesty. With a passion for learning and a generosity with her knowledge, she is more than just a REALTOR®, she is an advisor to her clients. With the backing of her team, who she says share the same moral compass and passion for real estate, Viktoriya rises to meet every new challenge that is presented.

When she’s not working, Viktoriya enjoys a mix of activities designed for movement, relaxation, and fun.

She has followed Eastern philosophies for many years and practices yoga and meditation. Latin music and 26

To learn more about Viktoriya Donisova Ho, call 786-252-2835, visit daroteam.com or email viktoriya.Ho@compass.com https://

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