FLORIDA 6-20-22

FLORIDA EDITION

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THINGS YOU NEED TO DO TO BE A GREAT MENTOR

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

FEATURED AGENTS

JOANNA JIMENEZ JORGE & EVA GONZALEZ

4 WAYS TO WIN THE

3 MENTAL TRICKS

THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

BATTLE AGAINST PROCRASTINATION

COVER STORY

ANGELIA MICHALAK

JOANNA JIMENEZ FLORIDA EDITION

Area

from re menez JORGE & EVA GONZALEZ the bu means 7 17 18 have a It’s our rep why have a n an cesses sell a accoun lifeny of CONTENTS Joanna don’t ANGELIA 4) 6 THINGS YOU 19) 3 MENTAL TRICKS THAT MICHALAK a perso We’reNEED TO DO TO BE WILL TAKE YOUR BUSINESS A GREAT MENTOR TO THE NEXT LEVEL contact an be 14) WELCOME HOME: 22) 4 WAYS TO WIN THE BATTLE AGAINST the occ ation,WORKING WITH RELOCATORS IN TRANSITION PROCRASTINATION It’s no expebecome more like frien ay experience.” about their real estate tr ing me to ask if I have experience since she or do I have a restauran in 2009. “My family like that, because then e construction side of 2

Longtime residents of Florida, the husexperience band and wife team of Jorge and Eva ment for eac Gonzalez have always been drawn to more than an real estate. Jorge first took an interest in ing newcom the business while serving in the Navy, community, when he began dabbling in investsector to th ment properties at 21 years old. After sine found graduating from Florida International 14 Bar and University in 1990 with his Bachelor of Cuban Cuis Business Administration and focus on Finance and International Business, he Over the y would go on to author an accomplished earned a fan ANGIE MICHALAK JOANNA JIMENEZ JORGE & EVA GONZALEZ career in investment, multifamily, and commercial proptheir home state, as evidenced erties. Leaning on these proven foundations, he and Eva reviews. “When Eva and I w later decided the time was right to leverage their experithem like members of our ow ence and transition into residential real estate—and the REALTORS®, we’re privileg two have been going strong ever since. personal and sensitive mom whether they are buying or s Today, Jorge and Eva lead Team Dad of Eight—yes, they most significant financial mo do have eight children!— powered by Keller Williams we take that extremely seriou Realty Premier Properties, where they assist clients throughout Southwest Miami and the surrounding areas.

Outside of real estate, Jorge a Combining their shared values of openness, integrity, and community. As members of S compassion, the two have established a boutique workthey support and volunteer flow to meet the needs of any client, from first time buyers region, such as Camino del M to seasoned investors. is equally committed to out South Florida’s Puerto Rica When listing a property, Jorge and Eva are there for their aren’t with clients or giving clients each step of the way. Starting out, they help their spending quality time with t the beach, boating, or enjoyin sellers make strategic and cost effective preparations to offer. for the market, providing a suite of professional stagPhone 310-734-1440 | Fax 310-734-1440 ing, photography, and videography services. From there, mag@topagentmagazine.com | www.topagentmagazine.com Going forward, Jorge and Eva they share their listings to both the regional MLS and a No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine business.

With Team Dad of highly targeted blend of digital and social media camis published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top year, they intend on expand paigns—all to generate as much exposure, excitement, Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. their vision of service throug andaddress, demand possible in the leadup to the standout To subscribe or change send as inquiry to mag@topagentmagazine.com.

Published in the U.S. to include their children in th open house showing. the meantime, though, the t with the legacy of service they Elsewhere, Jorge and Eva are just as attentive when Top they Agentlove.

Magazine munity assisting their buyers, drawing from their decades of

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6 Things You Need to Do to Be a Great Mentor

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

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

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

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

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

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

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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ANGELIA MICHALAK

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While Top Agent Angie Michalak occasionally lists and shows houses in the area, most of her business is repeat investors.

She guides them away from flashy, high risk house flipping endeavors, and instead pairs them with a construction contractor that builds new homes in St. Johns County.

Angelia Michalak of Jacksonville, Florida, has enjoyed a divergent and meandering path on her way toward a career in real estate.

Nine years after acquiring her license, she has skillfully carved out a niche in this profession that affords her the opportunity to leverage her multifaceted skill set and build lifelong connections, all while continuing to serve the communities closest to her.

Prior to moving to Florida, Angie was in financial management while serving the military. She was an accountant and financial analyst for ten years, and was a multi-franchise owner of Once Upon A Child stores.

When she received an invitation from eXp Realty at the onset of COVID-19, she naturally approached the opportunity as a financial manager, rather than a home salesperson.

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Her unique perspective helps her investors access opportunities that other REALTORS® may not even recognize: “I really became the financial REALTOR®, as my dad calls me. … I tell my investors, ‘I could manage your money, but that’s really not in your best interest. Then you’d have to pay me for it– instead, let me Top Agent Magazine

show you where you can invest with no management fees and low expense ratios, and I can help you with your real estate needs for a balanced portfolio.’ Then everyone wins.”

While Angie lists and shows houses in the area, most of her business is repeat investors. She Copyright Top Agent Magazine9

Over the years, Angie has been dedicated to assisting military families. She has been a Family Readiness Leader and Key Spouse for the Headquarters of the 180th Fighter Wing and 125th Fighter Wing for over twenty years. guides them away from flashy, high risk house flipping endeavors, and instead pairs them with a construction contractor that builds new homes in St. Johns County (a suburb of Jacksonville that, thanks in part to its outstanding school districts, is poised to appreciate continuously as the city grows).

The relationships she has formed with the Builder, Jerry Folckemer, with Old City Homes, and NEFBA, the Northeast Florida Builders Association, have proved invaluable – so much so that Angie’s next goal for her business is to get her own contractor license. “The summer between high school and college, my dad told me, ‘There’s nothing more important than your education.’ I guess I just never stopped!”

In between mastering the fields of finance and construction, Angie prides herself in volunteering her knowledge to aid her extended military family. Over the years, Angie has been dedicated to assisting military families.

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She has been a Family Readiness Leader and Key Spouse for the Headquarters of the 180th Fighter Wing and 125th Fighter Wing for over twenty years, and has been a volunteer for Yellow Ribbon events. She is a volunteer Financial Counselor for military families and Top Agent Magazine

veterans. She volunteers for the First Command Educational Foundation, and provides benefits seminars throughout the state upon request.

She aims to serve and connect with anyone and everyone. When brief periods of rest and relaxation present themselves, she travels along the Copyright Top Agent Magazine 11

coast to the National Guard Bureau, Joint Base Andrews, Washington D.C., where her husband is currently stationed for a three-year tour.

To some, Angie’s life may seem overwhelming, but when asked about her pursuits outside of work, the question elicits mostly laughter. “It’s hard for me to have friends that are not in my

business world because that is my life, and my life is what I enjoy. This is what I do! I love the fact that I get so close to my investors – I really am like family. One investor, she works in the hospital, and she’s in surgery a lot. I literally talk to her sometimes at midnight. … My relationships are so special to me. It’s just like helping my friends, and my work is my service to God.”

To learn more about Angelia Michalak, please call (904) 616-8361, visit angeliamichalak.exprealty.com or email Angelia.Michalak@eXpRealty.com https://

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 14

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JOANNA JIMENEZ Miami REALTOR® Joanna Jimenez knows that purchasing a home means more than just buying a house. It’s investing in a way of life. That’s why she considers herself more than an agent. She’s an advisor. “I don’t sell a condo. I don’t sell a house. I sell a lifestyle, is how I see it,” she says. Many of her clients are new to Miami and don’t know anything about the area. ”We’re showing them the lifestyle, what can be everyday. This is not only your vacation, this could be your every weekend experience or this could be your everyday experience.”

Joanna has been sharing the Miami experience since she began selling real estate part time in 2009. “My family was in the real estate industry in the construction side of the business, so I grew up with it and I always was interested in it,’’ she says. “After college I worked at a REIT, and in the finance sector. And I decided, what I truly enjoyed was working as a sales associate so I decided to jump full time.”

She has since grown her business to a team of 17 full time agents and six executive team members. They are on track to do over $100 million in sales, but Joanna says that comes secondary to the relationships they build with clients. “We’re not in this business for a transaction, we’re really in this business for the relationships and to do what’s best for our clients,” she says. “I think people know that.”

from repeats and referrals. “We are in the business of relationships, and we have a client service model to service our repeat clients,” she says. “Then, we have all these other systems and processes in place within our own team for accountability, for goals.”

Joanna also knows the importance of a personal touch, maintaining regular contact through emails, postcards and the occasional top dining experience.

It’s no wonder many of her clients have become more like friends. “They’re not only calling me about their real estate transaction, but they might be calling me to ask if I have an electrician that I recommend or do I have a restaurant I recommend. And I personally like that, because then you stay top of mind for many things within Miami.”

With two young children, Joanna doesn’t have much free time. Still, she manages to enjoy Miami life. “We live on the beach, and at least one day out of the weekend, usually Sundays, we do a full beach day.” She plans to continue helping others find their own Miami, while investing in their future. “We’re in this for a relationship. Not only to give them a future lifestyle, but also to help them build a real estate portfolio.”

One way she looks out for her clients is by helping them to invest in real estate. “We work with a lot of people that start with one property, and through the years we’ve been able to help them achieve a real estate portfolio of five or six properties,” she says. “We consider ourselves more real estate advisors. We’re advising you, look, this is a good future investment.”

Sound advice and good systems keep Joanna’s customers coming back, with about half of her business coming Top Agent Magazine

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Contact Joanna Jimenez at joanna.jimenez@compass.com Copyright Top Agent Magazine 17

Area Specialists JORGE & EVA GONZALEZ Longtime residents of Florida, the husband and wife team of Jorge and Eva Gonzalez have always been drawn to real estate. Jorge first took an interest in the business while serving in the Navy, when he began dabbling in investment properties at 21 years old. After graduating from Florida International University in 1990 with his Bachelor of Business Administration and focus on Finance and International Business, he would go on to author an accomplished career in investment, multifamily, and commercial properties. Leaning on these proven foundations, he and Eva later decided the time was right to leverage their experience and transition into residential real estate—and the two have been going strong ever since.

Today, Jorge and Eva lead Team Dad of Eight—yes, they do have eight children!— powered by Keller Williams Realty Premier Properties, where they assist clients throughout Southwest Miami and the surrounding areas.

Combining their shared values of openness, integrity, and compassion, the two have established a boutique workflow to meet the needs of any client, from first time buyers to seasoned investors.

When listing a property, Jorge and Eva are there for their clients each step of the way. Starting out, they help their sellers make strategic and cost effective preparations for the market, providing a suite of professional staging, photography, and videography services. From there, they share their listings to both the regional MLS and a highly targeted blend of digital and social media campaigns—all to generate as much exposure, excitement, and demand as possible in the leadup to the standout open house showing.

Elsewhere, Jorge and Eva are just as attentive when assisting their buyers, drawing from their decades of

experience to uncover the right investment for each client’s best interests. But more than anything, they enjoy welcoming newcomers into their South Florida community, from its thriving business sector to the diverse culture and cuisine found in local hotspots like Table 14 Bar and Restaurant and Mojitos Cuban Cuisine.

Over the years, Jorge and Eva have earned a fantastic reputation throughout their home state, as evidenced by their countless five-star reviews. “When Eva and I work with a client, we treat them like members of our own family,” Jorge says. “As REALTORS®, we’re privileged to be invited in such a personal and sensitive moment of every person’s life, whether they are buying or selling. These are among the most significant financial moves anybody can make, and we take that extremely seriously.”

Outside of real estate, Jorge and Eva are dedicated to their community. As members of St. Timothy Catholic Church, they support and volunteer for ministries spanning the region, such as Camino del Matrimonio. Meanwhile, Eva is equally committed to outreach organizations within South Florida’s Puerto Rican community. When they aren’t with clients or giving back, the two can be found spending quality time with their eight children, visiting the beach, boating, or enjoying all that South Florida has to offer.

Going forward, Jorge and Eva have exciting plans for their business. With Team Dad of Eight on pace for a career year, they intend on expanding their team and scaling their vision of service throughout the region, with hopes to include their children in the business in the future. In the meantime, though, the two are more than satisfied with the legacy of service they have cultivated in the community they love.

To learn more about Jorge & Eva Gonzalez, email Jorge@Dadof8RealEstate.com, visit dadof8realestate.com or call (305) 239-8939 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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Laughs!

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 22

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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