FLORIDA 7-18-22

FLORIDA EDITION

FEATURED AGENTS

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MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

SUSAN DE LEON HEATHER STRAZINSKY & DANIELLE RODRIGUEZ NICK GRECCO SANDY SHARPE VIVIAN MACIAS

INCORPORATING CHARITABLE GIVING

IN YOUR REAL ESTATE PRACTICE

COVER STORY

HOW TO MAKE YOUR COMMUTE PRODUCTIVE

TURN OPEN HOUSES INTO DESTINATIONS

TIM KIRK

FLORIDA EDITION

Karen DeLeo is proud to congratulate

TIM KIRK

SUSAN DE LEON

of course, you’re helping them with one Whiting Field. Corry Station. Hurlburt HEATHER STRA 17 21 of their of the biggest investments lives.

Field. Eglin. These might 7 sound like And you stay with them through the unfamiliar names to many, but to Heather Strazinsky a entire process and beyond. I’ve helped REALTOR® and Broker Associate Susan De Leon they represent family, people pack, paint, clean, evenDanielle helped Rodriguez two top-producing r they represent honor, and they reprethem move. Really, a lot of my clients estate who are d sent the best of America. Those are just have become friends and you want agents to icated to providing a s a few of the plethora of military bases help them as much as possible.” vice experience that me in the northwest Florida Panhandle, clients’ individ surrounding the towns of Navarre and Coldwell Banker has a systemtheir known TIMSusan KIRKjust happens SUSAN DE LEON HEATHER STRAZINSKY Pensacola – where as a listing concierge that takesneeds, a lot oflifestyles, and SANDY SHARPE &theDANIELLE implepractice her successful pressure offRODRIGUEZ REALTORS® to pectations.

With over on to being featured for the real Stateestate of Florida ® ment the tools they need to promote their career in with Coldwell Banker Realty. years of combined experience as Realtors , they have Top of Agent Magazine!

A resident Florida since she was three in-depth knowledge of the Panhandle, estate agent withTo Blue produced $8.7 millionofin sales volume lastdevote Serving her clients with a combination actors to show listings and more time to to clients. her, these aren’t just military bases knowledge and expertise years old, Sandy Sharpe watch clients throughout pro- help their clients find 22would 25 whatsheheeducates 26addthe ings, Florida. Hewith has year – more than double produced That allows Susan to her own eleunknown faces.

They’re family. perfectsure home. understandfeatures that the home-buy K professionalism E E her P I NDestin G Y O Ucommunity R T I T L E Wflourish Oand R K O while Nfriendliness, T R Ashe CK Vivian of th cess, making they They make informed ments to the relationship – following any for over four years the previous year.

What Nick likes most, as came of age in the region. After graduatdecisions on their future.

This boutique so up process can be overwhelming, they take the time Macias sets herself apart her property, and with new home buyers less than a month “We have major bases herewith as her asthrough ing fromthree Florida State University approach has earned a fantastic rep-and s two trainees. Nick got cliché it sounds, is being able tolisten see the to theirher clients’ needs understand the “Wh after closing, being there for advice and resources after well as several auxiliary bases.

The Air Force and the degree in marketing and advertising, she utation throughout Florida, with the vast exposu work ethic and herTallahassee creativity.

Vivian’s ate industry after meetsmiles on someone’s face when he handsthe process as smooth proper to make and stress-free as p position with majority handwritten of her volume comingcards, from hosting the sale, sending holiday Navyaccepted have thea big bases, butThe the Army is also here, even sible.

When you work with Heather and Danielle, y lue Realty at the the gym. them the keys.

Most of his clients are surDemocrat, where she her military way up deep, repeat clients and referrals. interest in real estate runs a result client appreciation events, and even making her own Coast Guard.

We areworked just a big community, can rest assured knowing that you’re in good hands from Sales Assistant to manage major that Nick wouldabe a afamily,” prised they can buygifts andfor how affordKaren DeLeo closing a more personal touch. military said Susan, who is estate partby ofwhat Navarre of growing up in a real family.

“I Vivian likes t accounts with leading REALTORS® and Even though 2021 P: 321-242-1690 | F: 321-242-1628 pany, and after getting able homeownership can be.

“Being able to would certainly prove Chamber’s Military Affairs Committee. “I like knowing builders spanning the Panhandle. Through itself aAs challenging year for Sandy perCertified Military Relocation was born and raised inlikehelp real estate,” Vivian voluth thetitlestation.com Susan is sonally, a the member of found Navarre Area Boardthrough of Specialists, what’s going on with them and being part of their ined Michael Longo’s buyers, younger them, she eventually took anI interest infirst-time she still time to exceed NICK GRECCO SANDYhome SHARPE VIVIAN MACIAS ® team at Momentum Realty understands the uniq , a member of the Chamber of Commerce, REALTORS andNestate being able to 3200 Wickham Road, #7,help.”

Melbourne, 32935 real and began dabblingFL in invest- this expectations professionally.

While baleam to 15 agentslives that couples, it’s just something special to me.” says.

“My parents started office in tions.

She bel challenges that come with relocating for military p and donates a portion every salecar to accident different chariment properties, which later inspired her to launch her ancing her recovery from of a hit-and-run d and mentored. Since then, Blue poses.

They specialize in serving the areas of St. Joh Circle and is 1977 and ties.battling When cancer, she isn’t she enjoys indulging her Susan treats allagent. hermy clients way, militaryjoined or not. A them career as an The grandparent restthat is history. and sheworking, would complete nearly $27 manage 50 agents.solo Nick attributes his team at Blue are proud to sponmillion in volume, making her –thewhich top producer at herJacksonville, St. Augustine, and and passion for driftwood art she South called relaxing agent at Coldwell, Nick she gotand her license in 2003 when Realty soon after that, sosheIdescribed amREALTOR a events third-generaas well.FLVivi ® Today, Sandy is a Broker-Associate brokerage.

Now cancer free and recovered, she with ss to its focus on customer service sor charity like hometown Christmas and something she could dofully hours your – and likes to as smooth as p she was going through whatlocal as some life the committed tofor making transition ® where she assists clients remains focused ontime the standards that continue set because Coldwell tion REALTOR ! I’ve been in real estate Firstthey Vice Pr golf and spend at the nearby white sand But itBanker was anRealty, off-hand remark family that ning new agents. changes. parade and golfbyoutings.

They feel it’s important tobeautiful sible.

Their clients love tothem are resp her apart. throughout Fort Walton, Niceville, Freeport, Northern beaches.

As for her business future?

Just keep growing precipitated the switchgive in careers.

When her sister-insive and provide essential information at a momen back toBeach, the community supported them Real Estate C allwas my life.” officially herhas Santa Rosa Beach,Since Panama City and getting Destin. that – but not keep theestate, same professional and personal service. taking a sales associate class, she said to Susan, notice.

Heather Danielle’s repeat clients and cializes in servinglaw Coral Springs, throughout he’s working, Nick Outside of real Sandy is deeply and committed to Drawing from her strong roots in thethe area,years. she has When comlicense in 1988, Vivian has made a name the of Miami As ‘Hey, you her should comewith with me!’

Susan did, “and it was ent referrals account for 40%-50% their busine her community.

On top of having volunteered numerbined expertise her core values of integrity and Beach County, one Florida, Nick enjoys playing golf, fishing, and spending time with “I like that things have relaxed since the pandemic.

Now of the best decisions of my life.” ous times at a localThey nursing home in Niceville, she service to meet the needs of anyclients buyer or seller. work well under pressure and have an excell forclient herself helping turn their Governor for errals are key to longevity in this byloved ones. In the future, he plans onget growing his team I can out andtrack getefforts more involved with theincommuhas also contributed to for Children in Crisis record for keeping touch and staying act y he always tries “I toreal be open andadreams opening his branch of Blue in the Boca innity FortRealty Walton Susan Beach.

When she is not with clients orand she’s When listing property, Sandy equips her clients estate into reality. not wor again,” said.

“That is so important also just love helping andand meeting people.

I’ve beenwith told inbetheir community.

For instance, on Valentine’s d giving back, she can found relaxing on the water, comprehensive strategy.

Starting out, she helps them meeting up with clients.

This year I started again having I’m a little bit of a social butterfly,” said Susan, a solo nts, giving them the best advice Raton, and Delray Beach area of Florida. is self-described “beach they dropped off aboxes of chocolate to all of their p theiran home the market, a visiting or enjoying all the Florida coffee friends, and lunches with them andscenery just catching up with agentprepare who has 80 for percent rate ofproviding referral.them “Butwith I do ies they see together.

Nick wants clients, and for Summer they plan on giving has to offer. suite of standout staging and photography services.

From them.business I feel much more involvedher withfamily my clients.” like meeting newProperties people and learning stories and, Principal is atheirfamily-owned that and friends. spic

VIVIAN MACIAS, crs, gri, clhms, srs, sfr, cdp NICK GRECCO

www.

CONTENTS

4) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

19) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

15) HOW TO MAKE 23) TURN OPEN HOUSES YOUR COMMUTE INTO DESTINATIONS referring him to yourthere, family and Blue Realty currently she broadcasts her listings over aishighly targeted experiencing transitional The team loves to host client appreciation events a blend of digital andgrowth, social media campaigns, ensuring Going forward, Sandy has strong plans for the future theater and pre-screen operates a small boutique office in Hialeah.

Vivian and PRODUCTIVE at he’ll always have their best with 2-3 new locations set to open this year just recently rented a movie Contact Susan De Leon by phone at 850-449-0647 a seamless transaction catered to each client’s needs.

of her business. As her volume maintains its steady

for their clients.

Theythe alsofuture send an alone.

This expansion is thanks, in part, to Nick’s dedi-World her“Leveraging teammates serve of Hialeah and theJurassic Looking toward growth, she intends onsuradding a marketing assistant my or fifteen years ofthe sales,city management, through email at SusanDeLeonSells@gmail.com versary gifts and will begin hosting a monthly dinn cation to providing and building and marketing experience, I bring a wealth of quality resourcesservice expanding her vision of compassionate service Her profile can beMiramar, found on while LinkedIn and onlasting her Facebook page. rounding areas, including Pembroke Pines, “I see a lot shifting right n Phone 310-734-1440 | Fax 310-734-1440 throughout the region.

In the meantime, though, she is the knowltable for my clients,” she says.with “I canclients. help them t from other agents istohis relationships He looks forward to continumorebusiness than satisfiedcomes with the fulfilling life will and career not only ready property A to sell, but also93% developof a her Heather and Danielle provide a trulyto unique Weston, andtheirDavie. strong we have be home-b more ngs. He studiesmag@topagentmagazine.com the MLS daily and ing this tradition excellence in the to come. | ofwww.topagentmagazine.com highly adaptable marketing strategy that works.” she has years established in her hometown.

“I love helping experience.

Not only will you find all the typi Copyright Agentshe Magazine from to see need for the REA f the top of his head.

Thisrepeat makes and referral clients, and it’s ing easy people realize the why potential of stronger theirTop home,” listing like photos, No portion of this issue may be reproduced in any manner whatsoever without prior consent offeatures the publisher.

Top Agent videos, Magazineand open ho says. “Whether I’m educating my buyers or working Elsewhere, Sandy is just as proactive when assistat networking isand finding properfrom the strong relationships she builds.

“My clients are and advocate published Inc. Although are taken to my ensure thethere’s accuracy ofsionalism published materials, Top es, but you’ll also berewardable to take advantage offo th ing by herFeature buyers,Publications thoughtfullyGA, guiding them to precautions the right closely with sellers, nothing more eds or wants. Nick uses social Agentalso Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Alexa-enabled features.

With Alexa, you can get ing than seeing them cross the finishVivian’s line.” for their best Drawing from her notinvestment just clients to interests. me,” Vivian explains.

“They become favorite part of r To subscribe change with past clients.

He triesorto com-address, send inquiry to mag@topagentmagazine.com.

Published infriends, the U.S.He andTothey part of the family.

Because nd stay relevant in my their lives. learnbecome more about Sandy Sharpe, call (850) 830-2222,people! I’ve met so many e sandysharpe.com email office, sandy.sharpe@floridamoves.com or visit rsary dates and likeswe’re to stay such top of a small we can pay such close attenfamilies through real esta Top Agent Magazine r vendors2and contractors. tion to each client.” the relationships I’ve crea Copyright Top Agent Magazine helped me get here.” www.linkedin.com/in/susandurfee/&sa=D&source=calendar&ust=1654957845475990&usg=AOvVaw1M8-l0TLWQ6PVqVS-74vsL

www.elliman.com/florida/associate/510-a-548-fl-3046165/edward-fernandez www.

mailto:mag@topagentmagazine.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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TIM KIRK Top Agent Magazine

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A licensed Broker in Costa Rica and Florida, Top Agent Tim Kirk currently serves Brevard County, FL on the Space Coast.

Top Agent Tim Kirk is a branding and marketing expert with a degree in computer science.

A long-time Realtor®, Tim got started in the business over 20 years ago. After moving to Costa Rica with his Colombian wife, Tim saw a need for an MLS type system for Costa Rican Real Estate. He partnered with several well-established international brokers and developed the software. Tim later decided to get more involved in sales and became a licensed Broker 8Copyright Top Agent Magazine

in Costa Rica and Florida. Currently serving Brevard County, FL on the Space Coast, Tim is excited to meet new people and help reshape their lives one deal at a time.

Port Canaveral in Brevard County is one of the busiest cruise ship ports in the USA, and the county is also home to the US space industry.

Rocket launches occur weekly, and the area’s housing market is very active. There are many Top Agent Magazine

things to do in Brevard County, Florida with boating, surfing, fishing, and beach activities at the top of the list. You can visit major Orlando tourist attractions within an hour, go shopping at unique venues, or take a cruise. There are also many restaurants and cafes to choose from. Tim Top Agent Magazine

lives in an area called Viera which is a private, manicured development that offers additional amenities including golf courses, resort style community parks and several miles of multiuse trails used for golf carts (a favorite form of transportation), biking, running or walking.

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Tim’s international clientele has been growing steadily over the years. His multilingualism and ability to connect with people from all over the world have made him a sought-after consultant.

The regional park is over 117 acres containing sports fields and courts. On any given Saturday you can find hundreds of local youths playing tournament sports. Viera has been rated one of the top 15 planned communities in the USA. For Tim, one of the most rewarding aspects of his job is developing long-term relationships with clients. “I’ve always wanted to make friends with the people that I deal with Copyright Top Agent Magazine 10

and they’ve become lifelong friends.” What keeps them coming back is the high level of personalization he provides. Tim’s international clientele has been growing steadily over the years. His multilingualism and ability to connect with people from all over the world have made him a sought-after consultant.

Approximately half of his business comes from referrals. “Lately I’ve been getting a lot of people through the Christian Realtor® network.”

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Tim is very active in his church and has previous experience working in ministry. Tim has trained to be a Pastor and graduated from the Calvary Chapel School of Ministry. Tim enjoys helping people and he feels that this is his calling in life. It gives him a great sense of satisfaction to know that he played a part Top Agent Magazine

in making someone’s dream come true. When marketing a listing, Tim has a network of brokers and agents who can help get your listing seen by people all over the world. Plus, he regularly posts and advertises listings on his website, ensuring that they get plenty of exposure.

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In his free time, Tim enjoys spending time outdoors, camping and hiking with his two sons, visiting his daughter at UF, and studying the Bible. Recently, Tim has been working with other professionals in the home building industry to learn more about concrete printing, a new

technology that will be widely available soon.

Tim hopes to make this technology more mainstream in new home constructions in Florida.

Concrete printing has the potential to revolutionize the home building industry, and Tim hopes to be at the forefront of this new technology.

To learn more about Tim Kirk, call (321) 698-1947, visit timkirk.com www.

or email tim@timkirk.com Copyright Top Agent Magazine 12

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Karen DeLeo is proud to congratulate

TIM KIRK

on being featured for the State of Florida in Top Agent Magazine!

KEEPING YOUR TITLE WORK ON TRACK

Karen DeLeo P: 321-242-1690 | F: 321-242-1628 thetitlestation.com www.

3200 N Wickham Road, #7, Melbourne, FL 32935

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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SUSAN DE LEON Whiting Field. Corry Station. Hurlburt Field. Eglin. These might sound like unfamiliar names to many, but to REALTOR® and Broker Associate Susan De Leon they represent family, they represent honor, and they represent the best of America. Those are just a few of the plethora of military bases in the northwest Florida Panhandle, surrounding the towns of Navarre and Pensacola – where Susan just happens to practice her successful real estate career with Coldwell Banker Realty.

To her, these aren’t just military bases with unknown faces. They’re family.

“We have three major bases here as well as several auxiliary bases. The Air Force and the Navy have the big bases, but the Army is also here, even the Coast Guard. We are just a big military community, a military family,” said Susan, who is part of Navarre Chamber’s Military Affairs Committee. “I like knowing what’s going on with them and I like being part of their lives and being able to help.”

Susan treats all her clients that way, military or not. A solo agent at Coldwell, she got her license in 2003 when she was going through what she described as some life changes. But it was an off-hand remark by family that precipitated the switch in careers. When her sister-inlaw was taking a sales associate class, she said to Susan, ‘Hey, you should come with me!’ Susan did, “and it was one of the best decisions of my life.”

“I just love helping and meeting people. I’ve been told I’m a little bit of a social butterfly,” said Susan, a solo agent who has an 80 percent rate of referral. “But I do like meeting new people and learning their stories and,

of course, you’re helping them with one of the biggest investments of their lives.

And you stay with them through the entire process and beyond. I’ve helped people pack, paint, clean, even helped them move. Really, a lot of my clients have become friends and you want to help them as much as possible.”

Coldwell Banker has a system known as a listing concierge that takes a lot of the pressure off REALTORS® to implement the tools they need to promote their listings and devote more time to clients.

That allows Susan to add her own elements to the relationship – following up with new home buyers less than a month after closing, being there for advice and resources after the sale, sending handwritten holiday cards, hosting client appreciation events, and even making her own closing gifts for a more personal touch.

Susan is a member of Navarre Area Board of REALTORS®, a member of the Chamber of Commerce, and donates a portion of every sale to different charities. When she isn’t working, she enjoys indulging her passion for driftwood art – which she called relaxing and something she could do for hours – and likes to golf and spend time at the beautiful nearby white sand beaches. As for her business future? Just keep growing – but keep the same professional and personal service.

“I like that things have relaxed since the pandemic. Now I can get out and get more involved with the community again,” Susan said. “That is so important and also meeting up with clients. This year I started again having coffee and lunches with them and just catching up with them. I feel much more involved with my clients.”

Contact Susan De Leon by phone at 850-449-0647 or through email at SusanDeLeonSells@gmail.com Her profile can be found on LinkedIn and on her Facebook page. www.linkedin.com/in/susandurfee/&sa=D&source=calendar&ust=1654957845475990&usg=AOvVaw1M8-l0TLWQ6PVqVS-74vsL

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Copyright Top Agent Magazine 17

Sunbelt Title congratulates

Susan De Leon

on being featured for the State of Florida in Top Agent Magazine!

Kimberley Anderson| NW FL Sales & Marketing Mgr. 803-645-8898 | Kimberley.Anderson@SunbeltTitle.com Sunbelt...Your trusted partner, we handle the details, while you GROW your business!

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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.

2

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.

3

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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HEATHER STRAZINSKY & DANIELLE RODRIGUEZ Heather Strazinsky and Danielle Rodriguez are two top-producing real estate agents who are dedicated to providing a service experience that meets their clients’ individual needs, lifestyles, and expectations. With over 12 years of combined experience as Realtors®, they have the knowledge and expertise to help their clients find the perfect home. They understand that the home-buying process can be overwhelming, so they take the time to listen to their clients’ needs and understand the “Why” to make the process as smooth and stress-free as possible. When you work with Heather and Danielle, you can rest assured knowing that you’re in good hands.

As Certified Military Relocation Specialists, their team at Momentum Realty understands the unique challenges that come with relocating for military purposes. They specialize in serving the areas of St. Johns, St. Augustine, and South Jacksonville, FL and are committed to making your transition as smooth as possible. Their clients love them because they are responsive and provide essential information at a moment’s notice. Heather and Danielle’s repeat clients and client referrals account for 40%-50% of their business.

They work well under pressure and have an excellent track record for keeping in touch and staying active in their community. For instance, on Valentine’s day they dropped off boxes of chocolate to all of their past clients, and for Summer they plan on giving spices.

The team loves to host client appreciation events and just recently rented a movie theater and pre-screened Jurassic World for their clients. They also send anniversary gifts and will begin hosting a monthly dinner.

Heather and Danielle provide a truly unique home-buying experience. Not only will you find all the typical listing features like photos, videos, and open houses, but you’ll also be able to take advantage of their Alexa-enabled features. With Alexa, you can get an Top Agent Magazine

in-depth tour of the home with all of the key details about the listing, so you won’t miss a thing. It’s just one more way that they’re making sure their clients have all the information they need to make the best decision for their families. Last year they sold 52 units and produced $22M in sales. What the pair like most is being able to help people overcome the challenges that they are presented with every day. “Just knowing that we were able to find them the perfect homes brings [us] great satisfaction,” says Danielle.

Heather and Danielle have been partnering with Murphy’s Kittens for the past two years to help raise funds for the rescue of homeless or discarded cats and kittens. “They are a wonderful organization that doesn’t get enough funding,” says Heather. “So we partner with them quite often.” Heather also donates a portion of her checks to the organization. The duo tries to engage as much as they can in their community and provide activities that everyone can do.

Danielle and Heather feel that going back to the drawing board to improve their business will propel them forward. They are constantly looking for ways to grow and evolve their company. They have done a great job of using their resources to create a unique client service experience. This adaptive attitude is what makes their team so successful. They are always changing to meet the needs of their clients each day.

For more information about Heather Strazinsky & Danielle Rodriguez please call (904) 598-4656 or email hd@teamheatheranddanielle.com 21

NICK GRECCO Nick Grecco is a real estate agent with Blue Realty in Coral Springs, Florida. He has been with the company for over four years and currently mentors two trainees. Nick got his start in the real estate industry after meeting the owners of Blue Realty at the gym.

Mike Longo thought that Nick would be a good fit for the company, and after getting his license, Nick joined Michael Longo’s team and grew the team to 15 agents that they have both trained and mentored. Since then, Blue Realty has grown to manage 50 agents. Nick attributes the company’s success to its focus on customer service and dedication to training new agents.

As someone who specializes in serving Coral Springs, Parkland, and Palm Beach County, Florida, Nick knows that client referrals are key to longevity in this business. That’s why he always tries to be open and honest with his clients, giving them the best advice based on the properties they see together. Nick wants you to feel confident referring him to your family and friends, knowing that he’ll always have their best interests at heart.

What sets Nick apart from other agents is his knowledge of the MLS listings. He studies the MLS daily and knows the listings off the top of his head. This makes him extremely good at networking and finding properties that fit buyers’ needs or wants. Nick also uses social media to stay in touch with past clients. He tries to comment on their posts and stay relevant in their lives. He sends gifts on anniversary dates and likes to stay top of mind as a resource for vendors and contractors.

The first step in Nick’s marketing strategy, when listing a property, is to attract buyers from the neighborhood. He believes that people generally prefer to live close to their family and friends, so neighbors are a good source of potential buyers. To reach these neighbors, Nick and his team use professional photos, flyers, and postcards. They also send out targeted social media posts. As a result of this marketing strategy, Nick 22

produced $8.7 million in sales volume last year – more than double what he produced the previous year. What Nick likes most, as cliché as it sounds, is being able to see the smiles on someone’s face when he hands them the keys. Most of his clients are surprised by what they can buy and how affordable homeownership can be. “Being able to help first-time home buyers, the younger couples, it’s just something special to me.”

Nick and his team at Blue Realty are proud to sponsor local charity events like the hometown Christmas parade and golf outings. They feel it’s important to give back to the community that has supported them throughout the years. When he’s not working, Nick enjoys playing golf, fishing, and spending time with loved ones. In the future, he plans on growing his team and opening his branch of Blue Realty in the Boca Raton, and Delray Beach area of Florida.

Blue Realty is currently experiencing transitional growth, with 2-3 new locations set to open this year alone. This expansion is thanks, in part, to Nick’s dedication to providing quality service and building lasting relationships with clients. He looks forward to continuing this tradition of excellence in the years to come.

To learn more about Nick Grecco email nickgreccorealtor@gmail.com, call (954) 626-8996 or visit bluerealty.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 24

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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SANDY SHARPE A resident of Florida since she was three years old, Sandy Sharpe would watch her Destin community flourish while she came of age in the region. After graduating from Florida State University with her degree in marketing and advertising, she accepted a position with The Tallahassee Democrat, where she worked her way up from a Sales Assistant to manage major accounts with leading REALTORS® and builders spanning the Panhandle. Through them, she eventually took an interest in real estate and began dabbling in investment properties, which later inspired her to launch her career as an agent. The rest is history.

Today, Sandy is a Broker-Associate REALTOR® with Coldwell Banker Realty, where she assists clients throughout Fort Walton, Niceville, Freeport, Northern Santa Rosa Beach, Panama City Beach, and Destin.

Drawing from her strong roots in the area, she has combined her expertise with her core values of integrity and client service to meet the needs of any buyer or seller.

When listing a property, Sandy equips her clients with a comprehensive strategy. Starting out, she helps them prepare their home for the market, providing them with a suite of standout staging and photography services. From there, she broadcasts her listings over a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction catered to each client’s needs.

“Leveraging my fifteen years of sales, management, and marketing experience, I bring a wealth of resources to the table for my clients,” she says. “I can help them not only ready their property to sell, but also develop a highly adaptable marketing strategy that works.”

Elsewhere, Sandy is just as proactive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. Drawing from her

in-depth knowledge of the Panhandle, she educates clients throughout the process, making sure they make informed decisions on their future. This boutique approach has earned her a fantastic reputation throughout Florida, with the vast majority of her volume coming from repeat clients and referrals.

Even though 2021 would certainly prove itself a challenging year for Sandy personally, she still found time to exceed expectations professionally. While balancing her recovery from a hit-and-run car accident and battling cancer, she would complete nearly $27 million in volume, making her the top producer at her brokerage. Now cancer free and fully recovered, she remains focused on the standards that continue to set her apart.

Outside of real estate, Sandy is deeply committed to her community. On top of having volunteered numerous times at a local nursing home in Niceville, she has also contributed to efforts for Children in Crisis in Fort Walton Beach. When she is not with clients or giving back, she can be found relaxing on the water, visiting friends, or enjoying all the scenery Florida has to offer.

Going forward, Sandy has strong plans for the future of her business. As her volume maintains its steady growth, she intends on adding a marketing assistant while expanding her vision of compassionate service throughout the region. In the meantime, though, she is more than satisfied with the fulfilling life and career she has established in her hometown. “I love helping people realize the potential of their home,” she says. “Whether I’m educating my buyers or working closely with my sellers, there’s nothing more rewarding than seeing them cross the finish line.”

www.elliman.com/florida/associate/510-a-548-fl-3046165/edward-fernandez To learn more about Sandy Sharpe, call (850) 830-2222, email sandy.sharpe@floridamoves.com or visit sandysharpe.com www.

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VIVIAN MACIAS, crs, gri, clhms, srs, sfr, cdpe, pmn, awhd Serving her clients with a combination of professionalism and friendliness, Vivian Macias sets herself apart through her work ethic and her creativity. Vivian’s interest in real estate runs deep, a result of growing up in a real estate family. “I was born and raised in real estate,” Vivian says. “My parents started this office in 1977 and my grandparent joined them soon after that, so I am a third-generation REALTOR®! I’ve been in real estate all my life.” Since officially getting her license in 1988, Vivian has made a name for herself by helping clients turn their real estate dreams into reality.

Principal Properties is a family-owned business that operates a small boutique office in Hialeah. Vivian and her teammates serve the city of Hialeah and the surrounding areas, including Miramar, Pembroke Pines, Weston, and Davie. A strong 93% of her business comes from repeat and referral clients, and it’s easy to see why from the strong relationships she builds. “My clients are not just clients to me,” Vivian explains. “They become my friends, and they become part of the family. Because we’re such a small office, we can pay such close attention to each client.”

Clients keep coming back to work with Vivian again because of her dedication and the proactive way she takes care of them. “I always make sure the client is being served properly,” she says. “I help them negotiate their contracts if they’re purchasing, and I help my sellers market their property to the highest capacity.”

That marketing approach is tailored to suit the specifics of the individual property. Vivian graduated from Florida International University with a Marketing degree, and she draws on this expertise to think outside the box and look at things from a different angle.

“It might be a simple, strong open house that works, or maybe it’s an evening soiree for an elegant luxury home,” she says. “Sometimes I even shoot videos with 26

actors to showcase some of the dramatic features of the house. It depends on the property, and what is needed to give it the proper exposure.”

Vivian likes to give back to her industry through volunteering in leadership positions. She belongs to the RPAC President Circle and is very active in other councils as well. Vivian was recently elected the First Vice President for the Residential Real Estate Council, and she also serves in the Miami Association of REALTORS® as Governor for the Residential Board. When she’s not working or giving back, Vivian is a self-described “beach bum” who loves cooking for her family and friends.

Looking toward the future of her industry, Vivian says, “I see a lot shifting right now in the market, and I think we will have to be more proactive. There will be a stronger need for the REALTOR® to show our professionalism and advocate for ourselves and our clients.”

Vivian’s favorite part of real estate, she says, is “The people! I’ve met so many extraordinary individuals and families through real estate, and I’m so thankful for the relationships I’ve created and the clients who have helped me get here.”

Contact Vivian at 305-300-4425 email vivian@principalproperties.com, or visit vivianmacias.realtor www.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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