NATIONWIDE & INTERNATIONAL 7-25-22

NATIONWIDE & INTERNATIONAL EDITION

WELCOME HOME:

FEATURED AGENTS

JUSTIN ADAMS LORI ANDERST

Working with Relocators in Transition

JENNIFER BADALAMENTI CHRISTY BERGEN BRENDA CORDERO LESLEY GONZALEZ RODRIGUEZ

THERE GOES THE NEIGHBORHOOD:

LINDSAY HERNANDEZ

How to List High When Neighbors Are a Nuisance

CAITLIN JONES NATE KING IRIT NAYMAK KATIE OLEJNICZAK CARLOS M. PARRA

SMALL YARD? BIG STATEMENT:

How to Make the Most Out of Micro Outdoor Spaces

JOSE PEÑA JOE POLYAK PAULA POMPA CANDACE PULITANO

COVER STORY

SHELBY ROCKWELL

Is Finding a

NICHE ANGELA MARKET Right for You?

KETELSEN

Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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Area Specialist JUSTIN ADAMS Justin Adams is a passionate real estate agent serving central Orlando. At only three and a half years in the industry, Justin continues to raise the bar with his exceptional professionalism and customer service. He comes from a military family and was raised abroad in Italy for the majority of his life. Justin relocated to North Florida almost 30 years ago and to the Greater Orlando area 12 years ago.

He quickly made a name for himself working at Publix Super Markets. His natural affinity for leadership quickly escalated Justin in his career at Publix, which he now utilizes in the real estate industry.

Justin notes how, while working at Publix, he accompanied a friend who was looking to purchase a home. Even before licensure, Justin could identify various gaps in the market and the home buying process. He became determined to pursue this career for himself. During this time, a Publix customer coincidentally asked, “Have you ever thought about going into real estate?” Now, just over three years later, Justin works as a solo agent under eXp Realty.

Justin’s personability and down-to-earth client approach directly contribute to his success in the industry. He strives to go above and beyond for clients, “It was never about the money for me.”

Currently a solo agent, Justin intends to form a real estate team soon. He shares, “I’ve built great relationships with lenders and inspectors that can further help his clients in the best way possible.” Justin continues, “We all work together, it feels like I’m already on a team.” Furthermore, Justin took the opportunity, in 2020, to become certified as a Pricing Strategy Advisor (PSA) and Seller Representative Specialist (SRS) through the National Association of Realtors® (NAR) as well as being Gold Key Certified through the local, Orlando Regional Realtor® Association (ORRA), which specifically focuses on raising the bar on customer service in the industry. In 2022, Justin also was the recipient of the “Rate My Agent”- “Agent of the Year Awards” as the Top 5 Agent in Seminole County.

Backed by his solid network, Justin serves the greater Orlando area, specializing in east Orlando, where he resides. Justin notes, “There’s a place for everyone here [Orlando].” He elaborates, “It’s so diverse.” From coveted suburbia to world-renowned theme parks to stellar universities, Orlando’s offerings are virtually limitless. Justin highlights Leo’s Bar, Yellow Dog Eats,

and Rustique as a few of his favorite local hotspots. He also uses “Twins that Clean” for all of his home cleaning needs.

Justin shares that repeat and referral clients are his largest lead sector, at over 75%. He says that another 10% come exclusively come from social media, likely due to his dedicated value-based content strategy. Justin regularly creates and distributes educational videos to inform his community on DIY content, industry tips, and current trends. He notes that his brokerage, eXp Realty offers “a lot of marketing options beyond the traditional MLS.” Justin says, “I also run ads on Facebook, Instagram, YouTube, and Google.” Inspired by the contactless restaurant menus, Justin’s promotional materials feature QR codes that directly link to his contact information, including mailers, postcards, and for sale signs. He creates 3D tours for current listings and stays in touch with past clients via regular email campaigns.

Justin says his annual volume has “increased every year.” From 2.7 million in his first year to 6.5 in 2021, Justin continues to grow upward. He is projected to surpass 2021’s goals, with 3.1 million in volume already completed in 2022.

Justin stays heavily involved in his local community. He is currently funding a marketing campaign to promote local businesses via professional videography. He intends to host a community event this fall as well as partner with a no-kill animal shelter fundraiser. Justin also gives back to newly licensed Florida agents at eXp Realty, through his dedication to being a Certified eXp Mentor, which helps guide agents through their first customer transactions in hopes of helping the agents beat the odds in the industry where many unfortunately fall off within their first year due to lack of guidance and collaboration.

Outside of work, Justin enjoys spending time with his 11-yearold son, Luca. A single father, he shares how he prioritizes time management to give Luca the love and direction he needs.

Growing up in Italy, Justin has an affinity for the beach. He laughs, “I’m definitely a water person.” Justin shares, “Orlando is very big on pride and inclusivity.” He can often be found eagerly accompanying family and friends to the various pride events across Orlando.

Justin’s plans for the future include starting a team and earning his broker’s license. With eXp Realty expanding to his home country of Italy, Justin has big plans to expand his business abroad and “bring value to real estate on a global level.”

To work with Justin, call 407-257-9737 or email Justin.Adams@REJadams.com.

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Justin Adams Cooper Long is proud to congratulate

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

Cooper Long Sales Team Manager | NMLS #1284548 Cell: 407.267.2348 | Fax: 407.264.8843 amerifirst.com/cooper-long www.

1270 N Orange Ave Suite D Winter Park, FL 32789

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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Top Agent Magazine

1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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LESLEY GONZALEZ RODRIGUEZ In 2017, Lesley Gonzalez Rodriguez found herself working just to make ends meet. With two teenagers, the single mother decided she needed to make a change, “I was working a regular nine-to-five and I was living paycheck to paycheck,” she says. “I said this couldn’t be it, and I wanted something more.” The “something more” was real estate. Lesley began wholesaling real estate and got her real estate license in 2018. She made her first sale six months later, but didn’t make the move to full time until the following year. “That’s pretty much how I started and took off, I would say.”

Since making the move to a full time agent, Lesley has made her mark in Broward and Dade counties.

The areas attract two different types of buyers, she says, so she gets to broaden her areas of expertise. “I do both Dade and Broward. I don’t just stick to one particular area,” she says. “(Broward County) it’s just very family oriented. I also work in the areas of what we call Midtown, so it’s more of a younger crowd looking to be in the center of everything that comes downtown. A lot more of your night living, lifestyle, restaurants, socializing. So it goes both spectrums.”

No matter which side her clients fall on, Lesley treats them all as if they’re a part of her family. “They’re no longer just clients. We have built friendships,” she says. “I just text them and call them just to see how they’re doing and so it’s a mutual thing. They’ll text me or call me, let’s go have brunch or lunch or something like that.” Getting to interact with people is one of the things Lesley loves about real estate.

“Everybody brings something special to the table – what their interest is cultural wise, knowledge wise – so it’s pretty much just being able to relate with them. We’ve become pretty much like friends and family, so that’s the best part.”

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Lesley’s relationships with her clients are helping to build her repeat and referral business. About one third of her customers are referrals, she says. With so many past clients putting in the good word for her, Lesley’s business is growing. “So far for this year I’ve already done about, I would say, a few sales,” she says. Add that to the dozen or so rentals and deals under contract, and it makes sense that the solo agent is in the process of expanding her team. “I am now trying to build a team slowly, getting a transaction coordinator or virtual assistant. But, I’m also training some people who are in the process of getting their license.”

Continuing education is important to Lesley. She is studying to get her broker license but she doesn’t plan on leaving her brokerage any time soon. “I feel it’s still a good opportunity for myself and just building a team and being able to educate more people and teach them then go and succeed the way my broker has helped me,” she says. Lesley won’t stop there.

“Eventually (I will) probably get into the fixing and the flipping–investing myself.”

To learn more about Lesley Rodriguez, visit lesley.findmiamihomelistings.com, email lesleymiamire@gmail.com or call 786.355.2501 www.

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Tyler L. Bahnsen is proud to congratulate

Lesley Rodriguez

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

TYLER L. BAHNSEN | NMLS #362852 Sales Manager, Mortgage Loan Originator (305) 978-7399 tyler.bahnsen@homebridge.com TylerBahnsen.com www.

HomeBridge Financial Services, Inc., 255 Alhambra Circle, Suite 1170, Coral Gables, FL 33134 Branch NMLS #1563608

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 12

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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Top Agent Magazine

same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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Area Specialist SHELBY ROCKWELL Shelby Rockwell is a Buyer Specialist for The Beth Hines Team in Garner, NC. Her first job ever was at a real estate agency making marketing brochures as a high school student. In 2006 she started a position at Prudential in Fayetteville as a receptionist and, was later promoted to Transaction Coordinator. In 2010 Shelby joined The Beth Hines Team at REMAX Southland II and she has been an agent ever since. Currently, on a 14 agent team, their office is based just outside of Raleigh. However, Shelby focuses on the Fayetteville and Fort Bragg area exclusively. The area is known for its military community. Fort Bragg happens to be the largest Army installation in the country. “It is definitely military forward.”

Shelby is dedicated to understanding every buyer’s needs, expectations, and goals. She attributes her ability to follow through and develop friendships and lasting relationships with her clients as her key to consistent referrals. Approximately 60%-70% of her business is a repeat client or client referral. It doesn’t end at the dotted line for Shelby and she is keen to meet for coffee, go out to lunch, join a play date and chat on the phone.

In addition to finding the right home and negotiating the right price, she goes above and beyond to ensure normal complications in the home buying process are avoided.

When marketing a listing, Shelby uses an aggressive internet marketing campaign that includes staging, professional photos, and Matterport for virtual walktroughs. She also utilizes three different MLS databases to increase her online presence to over 350 websites, getting the most exposure possible. Shelby’s team provides top-notch customer care and will be there every step of the way. Shelby believes that her commitment to customer satisfaction makes all the difference. Last year Shelby produced $6M in transactional sales and her volume this year is on par for a personal record.

What Shelby loves most is the flexibility real estate provides. It has allowed her to support her family while giving her the time she needed to attend to her kids.

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“The flexibility of the job is great and I do love working with people. I’ve been called a social chameleon...I get along with pretty much anybody.”

As an agent and a neighbor, Shelby is not only dedicated to her clients but also to her community. She donates a portion of every check from closing to the Children’s Miracle Network to fight childhood cancer. Shelby also helps host local festivals and events with her team. As a full-time agent and fulltime mom, there isn’t much time to spare in Shelby’s schedule. Most of her spare time is spent at home with her family and 4 children. Between track, football, cross country, and volleyball, Shelby has her hands’ full shuttling to each after-school activity.

Looking ahead. Shelby’s goals are to continue to grow and build in her community. Her biggest goal this year is continued success in Fayetteville. Shelby’s life and real estate career have been built around military service. She understands the relocation process first hand and, as an “Army Wife”, not only empathizes but is here to make the process, moving forward, stress and hassle-free. “I work hard to make your real estate experience memorable and enjoyable.”

To learn more about Shelby Rockwell please call (910) 366 9171 or email buywithshelby@gmail.com Top Agent Magazine

Dave Ferrell is proud to congratulate

Shelby Rockwell

on being featured in Top Agent Magazine for the state of North Carolina!

Dave Ferrell Production Manager/Loan Officer PrimeLending – Clayton C 919-649-0379 | F 877-417-8213 Lo.primelending.com/dferrell 8998 US Hwy 70 Bus W, Ste 105, Clayton, NC 27520 NMLS 74826 | PrimeLending NMLS 13649

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 16

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

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

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Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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ANGELA KETELSEN

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Licensed in both Illinois and Wisconsin, Top Agent Angela Ketelsen serves Rockford, Beloit and all the surrounding areas.

She works for Keller Williams Realty Signature in their Loves Park & Janesville locations.

Empathetic and compassionate in her dealings with clients, Angela Ketelsen has quickly established herself as a go-to REALTOR® in her local community.

Combining a love of real estate with a helpful, can-do attitude, Angela personifies the ideal of the agent who will go the extra mile to assist her clients in achieving their real estate goals. “I like to put myself in my clients’ shoes,” Angela explains. “I experience everything along with them, from the vibe when we walk into a house all the way to the closing.” Honest and forthright, Angela says, “I build a genuine friendship with everybody I meet.”

Licensed in both Illinois and Wisconsin, Angela serves Rockford, Beloit and all the surrounding areas. She works for Keller Williams Realty Signature in their Loves Park & Janesville locations. Angela 20Copyright Top Agent Magazine

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embarked on her real estate journey after years of wanting to get into the industry. “I started in real estate a year and a half ago,” Angela recalls. “I was always interested in it, but I was a single mom and didn’t think Top Agent Magazine

I would have the time to do it. I had been operating a home day care for 15 years when Covid came along and we had to shut down, and I used that opportunity to get out and pursue this career as a REALTOR®!”

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“My favorite thing about real estate is that it doesn’t even feel like work because I love it so much,” Angela says. “I’ve finally found my niche, the thing I wholeheartedly love.”

The rest is history, and Angela hasn’t looked back since. She made Rookie of the Year in her first year, and recently she was even featured on HGTV’s House Hunters Season 213 episode 11, an experience she calls “Really cool, and a little bit surreal!” It’s easy to see why clients want to work with Angela, from her empathetic nature to her comprehensive communication that keeps clients updated every step of the way.

Angela likes being involved in her beloved community, and she currently serves on the planning committee of the Village of Rockton. She is also involved with a local group called Elev815, and is a member of the Rockford Area REALTORS® and Wisconsin REALTORS®. When she is not working, Angela enjoys spending time with her fiancée, her 17-year-old son, and her 15-year-old daughter. In the warmer months, Angela can be found by her pool surrounded by friends and family. “I’ve 22Copyright Top Agent Magazine

Top Agent Magazine

always been the events planner, and I’m always bringing people together,” Angela says. “I love making everybody happy!”

As for what the future holds, Angela plans to continue serving her clients as a solo Top Agent Magazine

agent, with a long-term goal of building a vacation rental company someday. “My favorite thing about real estate is that it doesn’t even feel like work because I love it so much,” Angela says. “I’ve finally found my niche, the thing I wholeheartedly Copyright Top Agent Magazine23

love. I really relate with my clients. I listen to exactly what they want, and I make that happen for them. All I want is for my clients to be happy at the end of the day, and

that’s been my driving force in real estate.

The paycheck is just an extra bonus! The real reward comes from making people’s dreams come true.”

To find out more about Angela Ketelsen, call 815 980 0144, email angketelsen@kw.com, or visit realtor.com/realestateagents/5fa374b7e2ebfc0011548b92

www.

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Top Agent Magazine

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn 26

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor Top Agent Magazine

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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IRIT NAYMAK

Miami-Dade County is known for its beautiful weather all year round and high quality of life. In the past few years, top real estate agent Irit Naymark has seen people moving here in droves. Living and working in the beach areas for the past 30+ years, she’s become an expert in this region. Utilizing her vast knowledge and wide network, Irit guides her clients through each step of the transaction, leaving no question unanswered.

She started her professional life in retail, owning and operating stores in the upscale Aventura Mall and Miami Beach. It was here that she honed her customer service and entrepreneurial skills, learning what it takes to run a successful business. After raising her children, Irit felt the excitement of a new beginning and she decided to become a real estate agent, as she was always interested in the field. “It felt like the right time to get my license when my youngest son was attending high school,” she explains. “I loved that real estate would allow me to meet people from all over the world and be a part of their life changing decisions.”

well respected. It allows me to connect or collaborate with exceptional sales associates. I network globally as well as within the USA,” Irit explains. In the last 2 years the Florida real estate market is in SuperBoom Mode fueled by domestic and international homebuyers.

A growing portion of her business derives from repeats and referrals, with Irit always putting her clients’ needs first. Speaking English, Hebrew and partial Spanish, she is able to serve a wide variety of buyers and sellers. “My goal is to provide them with the best service,” she explains. Though she works as

Today she’s reached great heights at ONE Sotheby’s International Realty in Aventura.

“The Sotheby’s brand is recognized and 28

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a solo agent, she does partner with other agents if she believes they could double their power and provide a more comprehensive service to the client together. “It could be that they would benefit from someone who speaks a different language, or if there is a need to scale up the search area,” Irit explains. She will truly do whatever it takes to ensure her clients are receiving the best and most thorough care possible.

While leading her clients through the transaction, Irit listens intently, determining what they are looking for and customizing her approach accordingly. “I become their real estate advisor, focusing on facilitating all their real estate resources and needs even after the closing,” she says. “They always feel comfortable returning to me for any questions they have, and they refer me to their friends and family.”

When assisting sellers, Irit takes aim at enabling her clients to sit back in confidence while she leads and oversees the transaction from listing to a successful closing. Her goal is to release their stress and make it feel like a walk on the beach. She provides tips on how to increase the appeal of each property. “I give them advice on decluttering and prepping the home for sale so we can ensure we are impressing every buyer that walks through the door,” she says. She also captures each listing with professional photography, walkthrough videos, drone aerial footage, shares it across social media platforms, mailers to the neighborhood and hosts an open house. Aside from the MLS (Multiple Listing Services), through her brokerage, she is able to promote her properties on a global scale, syndicating with a variety of websites like Wall Street Journal and the New York Times. With 730 offices worldwide and 24,000 sales associates, her reach is vast.

Years into her career, Irit loves it just as much as she did on day one. Each day is different, she meets new people, explores new properties, and deals with new challenges. She hopes to assist more people with their real estate dreams, as it brings her endless joy.

“Sometimes, the process gets tough. But when I’m at the closing table and I see them smiling, that makes it all worth it. I never take it for granted. I appreciate every opportunity I get to make people happy.”

Getting a testimonial review from a happy client is her best marketing tool.

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For more information about Irit Naymark, please call 305-710-6982 or email inaymark@onesothebysrealty.com, or visit IritMiamiRealEstate.com www.

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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 30

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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LORI ANDERST Lori Anderst got started in real estate nearly 20 years ago. With two parents who were real estate agents, Lori grew up in the business and fell in love with it.

Today, Lori is a solo agent with Brokers Guild located in Lakewood, Colorado.

Lori loves working as a real estate agent, sharing in the joy and thrill of helping her clients realize their dream of home ownership. She is committed to client satisfaction and makes sure that her clients don’t “settle” but, instead, find their perfect home.

Her many five-star reviews are a testament to her integrity, personality and attention to detail. Lori’s goal is to keep doing the work she loves for many years to come with no plans of slowing down or retiring any time soon.

Lori serves the Denver metro area from Colorado Springs to Boulder. This area offers Denver’s large, thriving downtown situated at a high elevation in the beautiful Rocky Mountains, hence the nickname: Mile High City. With its mountain location, outdoor recreation is a huge factor in attracting residents and tourists alike. There are 200 urban parks and 20,000 acres of park land in the Rockies. Denver is also one of the most walkable cities in the country and boasts 300 days of sunshine per year even with a four-season climate. The metro area also offers numerous shopping amenities, a plethora of restaurants and breweries, museums, a botanical garden and professional teams in all four major sports (baseball, hockey, football and basketball). There’s no shortage of benefits for those who live and work in the area. As a native, Lori has a deep knowledge of and appreciation for Colorado and considers it one of the more valuable parts of the services she offers her clients.

After nearly 20 years in business, Lori has an enviable 80% repeat and referral rate and also works with many first time home buyers. She credits her success to the relationships she builds with clients. Lori believes in Top Agent Magazine

the importance of listening to people to understand their needs and goals. She is committed to being there for her clients whenever they need her and serving as a trusted advisor during what can be a stressful process. For her, helping people is its own rich reward.

Lori currently averages two transactions per month with an average price point of $590K. She markets listings through an online listing service that feeds to all the main real estate sites such as realtor.com and Zillow and sends out occasional mailers. Lori also stays in touch with past clients on a regular basis, reaching out to them with a text or phone call and sending out a monthly email newsletter that keeps her clients updated on the state of the local market.

When she’s not working, Lori enjoys spending time with her family including her five dogs! She also loves to travel. Her future plans involve continuing to do the work she loves and staying busy.

To learn more about Lori, call 303-564-5918, email anderst97@gmail.com, visit her website at lakewoodhomescolorado.com or the company website: BrokersGuild.com www.

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JENNIFER BADALAMENTI North Carolina’s ‘Triangle’ region is anchored by three stunning cities: Chapel Hill, Raleigh, and Durham. The towns within this region offer a high quality of life, with good schools and many job opportunities. REALTOR® Jennifer Badalamenti knows the area well. She moved here from New York over a decade ago, seeking a better quality of life. With her roots firmly set in the city of Apex, she finds joy in helping others reach their real estate goals in The Triangle. Jennifer decided to enter the field after working as a teacher for two decades. “A friend of mine was showing me homes, and while I was walking through properties with her she suggested I become an agent,” Jennifer explains. After realizing her skills as an educator would translate well into this industry, she decided to earn her license. Today she works with brokerage Dash Carolina, where she is also part owner.

“This area is the peak of good living,” Jennifer says.

“There are so many great communities, and people continue to relocate here.” Passionate about where she lives, she provides expert advice to those she serves and is happy to guide them along the way. Buyers and sellers appreciate her teaching background, as she prioritizes keeping them informed. With exceptional listening and communication skills, she knows how important this transaction is in her clients’ lives, and goes above and beyond to ensure their needs are met. She offers unparalleled advice and support, only wanting what is best for them. “What I love most is educating my clients on the process of purchasing or selling a property. When going through a house, I point out all the things I see as potential issues, or that

might come up during inspection,” she explains. Jennifer isn’t afraid to get into the details, even looking at the crawlspace and exploring the attic. “I do all of this so that I know my clients are making the most informed decision.

This is one of the largest investments they will ever make. So it’s incredibly important they know what they’re getting into.”

Clients love to tell others about their time with Jennifer. One recently said, “We had the pleasure of working with Jennifer Badalamenti to both help us purchase our house and to sell our old house. I can say that she and the entire DASH team are top of the industry. Jennifer was always available to us when we needed her, gave us great advice, looked out for our interests, and was pleasant and honest. I don’t think we could have asked for a better advocate and advisor.

We are extremely happy with the outcome of both our purchase and our sale and would recommend Jennifer and DASH to anyone and everyone who needs an agent who is direct, friendly, and helpful. I consider Jennifer a friend and I am glad that we had the opportunity to work with her.”

When Jennifer isn’t working, she’s giving back to the community through her church. She also enjoys cooking, kayaking, walking her dog and going to local events. But much of her time is spent with her clients, and she wouldn’t have it any other way.

“My goal is to keep growing and expanding my ownership percentage,” she explains. “I’m so excited about where the company is headed, and I can’t wait to see what the future holds.”

For more information about Jennifer Badalamenti, please call 919-619-1390 or email jenniferb@dashnc.com 34

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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CHRISTY BERGEN Christy Bergen embarked on a second career in real estate at the age of 40.

After years working as a district manager for a chain of portrait studios, the changeover to digital photography created a rapidly-changing field and a need to restructure. Friends and family had always told Christy that she’d be great working in real estate, something she’d always been interested in pursuing.

Now, nearly one year after completing her real estate license, Christy is thriving in her new career and loves the fresh challenges and variety that each day brings.

A solo agent with Classic Properties in Clarks Summit, Pennsylvania, Christy covers the Northeastern Pennsylvania region including Luzerne County and Lackawanna County where Scranton is located. She has closed on over $2 million in sales during her first year in business. This achievement is even more noteworthy considering that homes in the area tend toward lower price points averaging around $250K. Building strong and lasting client relationships is a fundamental part of Christy’s success; she intends to be with them for the long haul, through their first home purchase to later upsizing, downsizing, relocation or vacation home purchases. She stays in touch with clients through social media, mailers and monthly check-ins that include sending updates on the local real estate market. Christy also utilizes social media to market her listings as well as the MLS Adwerx service that her brokerage provides to broadcast listings across multiple online channels like realtor.com and Zillow.

Christy’s extensive professional and social network proved beneficial in generating referrals upon launching her real estate business. She has expanded her service offerings and specializations with Military Relocation Certification and Short Sales Top Agent Magazine

and Foreclosure Resource certification.

She has also earned the Commitment to Excellence (C2EX) endorsement from the National Association of REALTORS®. Future goals for Christy include being the best she can be in real estate while being an advocate for clients and the community. She’s thankful for the support that has helped her launch this new business which is tough to get started in but very rewarding work.

As a member of the LGBTQ+ community, Christy is actively involved with the NEPA Rainbow Alliance. She is also in the process of organizing a fundraising dinner to benefit the Trevor Project, a non-profit that provides crisis support for LGBTQ+ youth. When she’s not working, Christy enjoys spending time with her spouse and hiking with their 2-year-old Corgie. The couple also loves to travel with future trips planned to the Dominican Republic, Greece and Provincetown, Massachusetts (P-town), a popular beach vacation destination for the LGBTQ+ community. Christy says they try to experience life to the fullest.

To learn more about Christy call 570-290-5321, email cbergen@classicproperties.com, or visit classicproperties.com/agents/1083456/Christy+Bergen

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Area Specialist BRENDA CORDERO Originally from San Luis Potosi, Mexico, Brenda Cordero has called Colorado Springs her home since 2001.

There, she first took an interest in real estate while purchasing a house with her husband, when she identified a distinct need for bilingual agents in the region. Inspired, she would launch her career as an agent in 2017 and quickly establish a niche within the area’s Latin American community. The rest is history.

Today, Brenda is a Broker Associate with The Danielle Frisbie Home Group at The Cutting Edge REALTORS®, where she assists clients throughout Colorado Springs and the surrounding areas. Combining her outgoing personality with her strong roots in the community, she has cultivated a boutique workflow to meet the needs of any buyer or seller.

When listing a property, Brenda is there for her clients each step of the way. Starting out, she helps them fully prepare for the market and provides them with a suite of standout photography and videography services.

From there, she broadcasts her listings via a series of highly targeted digital and social media campaigns.

Along the way, she also leverages her own extensive sphere of influence within The Danielle Frisbie Home Group to give her clients an added advantage.

But Brenda is just as thoughtful when assisting her buyers, carefully guiding them to the right investment for their best interests. Most of all, she loves welcoming newcomers into her thriving Colorado Springs community—from its outstanding school system to its family-friendly businesses and locally owned restaurants like Fiesta Jalisco. “At the end of the day, I believe in being honest and transparent with my clients,” she says. “I don’t make any selections for them; rather, I want to give them all the information needed to make fully informed decisions on their future.”

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Over the years, Brenda has earned a terrific reputation throughout Colorado, with the vast majority of her volume coming from referrals. Through it all, though, she remains committed to the core values that brought her to real estate in the first place. “When my family relocated to Colorado, my parents and grandparents struggled with the language barrier, but they always had the support of those in our community. Because of that, I strive to take care of my clients and exceed their expectations—just as so many others have done for my family.”

Outside her career, Brenda is dedicated to her community. On top of working on the upcoming NAHREP chapter for Southern Colorado, she and her team enjoy volunteering and contributing to local causes like Habitat for Humanity. She also serves as a Sunday school teacher at her church. When she’s not with clients or giving back, she can be found spending quality time with her family or visiting the lush forests surrounding Colorado Springs—enjoying all her state has to offer.

Going forward, Brenda has strong plans for her business. As her volume maintains its steady growth, she intends on expanding her vision of compassionate service throughout the region. “That’s the beauty of our industry,” she says. “For me, real estate is all about getting to know people on a personal level. More than anything, I’m blessed to have made so many great friends in my career.”

To learn more about Brenda Cordero email resultswithbrenda@gmail.com, call (719) 209-9489 or visit thecuttingedgerealtors.com www.

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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LINDSAY HERNANDEZ A longtime resident of the Tampa Bay area, Lindsay Hernandez has always believed in empowering those in her community. For over 20 years, she would build an accomplished career in special education, where she further cultivated the compassion and communication skills that she would later need to excel as a REALTOR®. After delving into investment properties, she found herself seeking a fresh opportunity that better complemented her entrepreneurial spirit while still speaking to her service-oriented mindset. Inspired, she decided to pursue her career as an agent in 2016—and the rest is history.

Today, Lindsay is a REALTOR® with Property Holdings Realty Group LLC, a family-owned brokerage where she assists clients throughout Tampa Bay and the surrounding counties. There, she has combined her tireless work ethic with her outgoing personality to meet the demands of any transaction, from residential real estate to farmland, vacant acreage, and beachside condos.

When listing a property, Lindsay is there for her clients each step of the way. Starting out, she helps them fully prepare their home for the market and provides them with a suite of professional photography services. From there, she broadcasts her listings via a highly targeted blend of digital and social media campaigns, generating a groundswell of word-of-mouth buzz within the community. Elsewhere, she leverages her extensive sphere of influence to give her clients an added advantage, ensuring a seamless transaction catered to their needs.

But Lindsay is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. Above all, though, she enjoys

welcoming newcomers to her vibrant Tampa Bay community—from the diverse culture and cuisine at the Riverwalk’s Armature Works, to local cafes and hotspots like The Stein & Vine.

Over the years, Lindsay has earned a fantastic reputation throughout Florida, as evidenced by her strong rate of repeat clients and referrals. Having completed $18 million in volume in 2021 alone, she remains committed to the core values that brought her to real estate in the first place.

“I pride myself on diligent service and personalized assistance,” she says. “For me, it’s not about the sale, but rather building a lasting connection with my clients. When they’re in my care, nothing matters more to me than getting them across the finish line.”

Outside her career, Lindsay is dedicated to her community. Deeply influenced by the loss of her son, she and her husband established the Christian Michael Hernandez Foundation, whose Be the Light Project lends support to those in-need around the globe. When she’s not with clients or giving back, she can be found traveling, spending quality time with her family, or enjoying all the festivals and events that Tampa has to offer.

As for the future, Lindsay has a clear vision for her business. Having already exceeded $5 million in volume in the first 12 weeks of 2022, she remains focused on the proven standards that continue to set her apart in the region. “Throughout my life, I’ve always had a heart for service,” she says. “My buyers and sellers are never just clients to me; instead, I see them as friends or even members of my own family. At the end of the day, those relationships are why I love what I do.”

For more about Lindsay Hernandez, call 813-453-6209, email lindsayhernandezrealtor@gmail.com, or visit tourbuzz.net/customer-portal/368050/tours www.

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CAITLIN JONES With an authentic and inclusive approach, Caitlin Jones has become a top agent in the Tampa Bay region.

Leading The Jones Home Team, she aims to bring social justice to the real estate world. “We’re really focused on serving marginalized folks and giving back to the community,” Caitlin explains. Her team is united by their goal of making every person feel welcome and heard. Caitlin first entered this industry after working in higher education. When a friend joined a large local real estate team, Caitlin’s natural talent for sales and experience in people management caught their attention.

They recruited her, and Caitlin seized the opportunity, earning her license and learning as much as possible.

Soon after, she felt ready to go out on her own, building a business based on empathy and compassion.

Known for its crystal clear waters, white sand and endless amenities, the greater Tampa Bay area is a year-round destination. It has seen an influx of buyers from all over the world in recent years, and Caitlin finds joy in helping people set roots here. Her strong presence in the LGBTQ community has contributed to her success, as she strives to be a resource for this demographic. “Nationally, the LGBTQ homeownership rate is only 49%, compared to 64% for the national average,” Caitlin explains. As the local president of the LGBTQ Real Estate Alliance, she is continually educating people about home buying and selling, and ensuring they are knowledgeable about all of the options available.

No matter who she is serving, Caitlin’s top priority is meeting their goals and forming genuine connections.

“I focus on doing good work for good people,” she says. “I don’t look at my job as sales. I look at it as facilitating a process to meet my client’s needs on their timeline, and making them feel taken care of at every step.”

Clients show their appreciation for her work by leaving glowing reviews. One recent seller/buyer said, “Caitlin did an amazing job making an incredibly stressful process into an easy and exciting venture. Caitlin kept us informed every step of the way, and worked tirelessly to sell and find us a new home we would love. We had no issues finding a great lender, carpenter and inspector, because Caitlin had all the contacts we needed to get the job done quickly and easily. You are in great hands when working with Caitlin!”

Caitlin demonstrates her love for the area by hosting community events throughout the year. “We have a fall picnic, where people can come out and get free pumpkins. It’s been a really fun way to meet new people and their families.” With two young children, she finds it incredibly rewarding to form relationships with other LGBTQ parents. “It’s important to me that my kids can grow up normalizing our family.”

As time goes on, Caitlin hopes to fill her team with agents who embody inclusive real estate. “I want our team to represent the demographic of where we live,” she says. “It’s about building a team focused on best serving our community. There are so many good folks out there who want to do things for the right reason.

I am all about finding those people and maximizing their impact.”

For more information about Caitlin Jones, please call 813-530-5687 or email cjones@thejoneshometeam.com

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 44

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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NATE KING For Nate King, real estate is a family affair. His mother, Debbie, is a successful agent throughout Butler and Mercer County. Although he has only been fully licensed for the last 2 years, he has spent the last decade as an unlicensed assistant while purchasing investment properties and renting them out. Nate has also spent the last 9 years leading several business development initiatives within the criminal justice system and understands the Greater Pittsburgh Area’s job market better than most. With a master’s degree in business, he has been able to combine his education and experience into a comprehensive real estate experience for his clients.

Today, Nate and Debbie have become a prominent duo from Mercer to Allegheny County. “I’m an extremely passionate and hardworking individual,” Nate explains.

“My mom and I are willing to go above and beyond what a typical agent would do.” From helping them move to replacing electrical outlets, Debbie and Nate do everything possible to meet their needs. Their business is almost entirely made up of referrals, which stands as a testament to their superior customer service.

They’ve become experts in the region, with Debbie living in Slippery Rock and Nate in Pittsburgh. He grew up in the area, and enjoys showing people everything it has to offer. “We encompass a large area, from the city to more rural parts,” he explains. Wherever they are serving clients, their priorities remain the same. “When I became an agent I vowed that I would maintain integrity and excellent communication with every client.”

Nate carries this strong work ethic into his marketing, ensuring his listings are present on all the top real estate platforms. “At RE/MAX Select Realty, we have access to top of the line advertising technology, which allows us to get our properties in front of many people,” Nate says. “We’re on Facebook, Realtor.com, Zillow and more.” They also send out postcards and reach out to their vast network of past and current clients.

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After the transaction, clients never hesitate to tell their friends and family about their time with Nate. One buyer said, “Nate was willing to jump on the phone any time of day or night to help answer our questions and was a knowledgeable guide through the whole experience. It was his guidance that ultimately helped us submit the winning bid on our dream home….and in 2021 that’s a huge feat!”

Having studied criminal justice, Nate is passionate about staying involved in this field. He serves on several coalitions and volunteers in several events throughout Pittsburgh. He also recently served on the executive leadership team for the Leukemia and Lymphoma Society for two years, where he helped raise over $700,000. Additionally, he and Debbie are extremely active in many of the local housing committees while also advocating the other family business, King Auto’s run by his dad.

Nate and Debbie’s future looks promising, as the two are hitting their stride. They ended last year at just over $10 million in production volume, and are part of RE/ MAX’s 100% Club. They are also looking to expand as Nate’s sister recently got her license! They hope to continue growing for years to come. “We love what we do.

Making our clients happy is our top priority.”

For more about Nate King, please call 724-674-2389 or email njking7789@gmail.com 45 Copyright Top Agent Magazine

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

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 48

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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KATIE OLEJNICZAK Katie Olejniczak has been in the real estate industry since 2016. After meeting her wonderful husband Dave, Katie moved to Charlotte, NC from New Milford, Connecticut where she was the manger of a medical office. While out looking for apartments in Charlotte, the leasing specialist asked if she was in the business. To her surprise, Katie was hired shortly thereafter, beginning her career in real estate on the property management side. She quickly realized she loved sales and dove in head first at Keller Williams.

Katie is now running Redbud’s expansion team in Charleston, SC. “Charleston is a very fun market in general. Very similar to Charlotte but now we’re at the beach!” Katie gets to see a lot of different aspects of real estate everyday. “We have been seeing a lot of people move from out of state to enjoy better weather and the ocean.” With a relaxed lifestyle, low cost of living and renowned southern cuisine; Charleston is attracting more and more professionals that are able to work remote each day.

Katie has sought to provide great experiences to all her clients. She is an expert at taking the stress out of the process and problem solving, while still keeping things fun. Katie attributes 80% of her business to repeat clients or client referrals. She takes it beyond the transaction.

“We don’t just close the deal and say goodbye, we close the deal and stay in their lives.” Always trying to find a way to keep client engagement high, Katie uses giveaways and events as a meaningful way to stay in touch.

Some of her younger clients enjoy going out, so inviting them to events and engaging with them on social media works well. She also sends emails with useful information about home ownership throughout the year.

For sellers, Katie is very strategic with pricing and placement. Combined with Redbud’s marketing team and tools; she helps sellers move quickly and achieve their goals. As a part time producer & full time manager, Top Agent Magazine

Katie averages around $10M in sales volume per year since moving into a training and management role. What Katie loves most is being able to enjoy the flexibility in her calendar. “I’m able to spend a lot of time with my daughter and also serve all my clients like they’re my only clients.”

Katie is still fairly new to the area and learning the ins and outs. However, she has already begun bridging her community involvement. Katie has been a partner of The Sandbox Charity for a few years and hopes to bring the benefits of the Charlotte based charity to Charleston. “My heart is still with The Sandbox Charity and I’m trying to shed light on it and help it grow.” She also started a very much needed “Mom’s Night Out” event that she sponsors alongside @chswithkids and hosts every quarter at Charleston Distillery.

When not working Katie finds the most joy spending time with her 1 year old daughter. They enjoy exploring Charleston and visiting its wonderful parks. In the future, Katie looks to grow the Charleston team to be as big as the Charlotte team. This year they are looking to hire at least ten more agents. “We’re really trying to make our foot print here in Charleston.” With a drive to help new agents be the best they can be, Katie is excited to lead the team.

To learn more about Katie Olejniczak, please email KatieOlejniczak@kw.com, call 980-207-9428 or visit redbudgroup.com http://

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CARLOS M. PARRA Coming from an extremely humble background, Carlos M. Parra aspired to one day make a difference in his life, and to do the same for others. In 2001, after their first year of marriage, Carlos and his wife immediately started working with urban youth in South Phoenix and began serving their community. In 2007, his wife, Noahmi Parra, was determined to get her real estate license, unknowingly before what would soon be the housing crash of 2008. Carlos was shadowing her as she developed her real estate career, going to open houses, helping her promote, and growing a marketing presence in one of the toughest real estate markets of their generation. After doing very well, with a growing business and a high volume of referrals, Carlos got his own license and jumped in to form a team to help handle the traffic she was getting.

Carlos, his wife and three daughters relocated to Frisco, Texas to start their own family legacy. After some tough struggles in a new city and new environment, Carlos and Noahmi were invited to join The Jason Mitchell Group. Shortly after their first year with the company their numbers and expertise landed them positions as Division Presidents in Dallas. JMG is ranked America’s #1 Real Estate Team, and Jason Mitchell and his team, The Jason Mitchell Group, have established a business almost unmatched in the industry. They serve as the preferred real estate group for national powerhouse companies like Quicken Loans, Zillow, Rocket Homes, New American Funding, Bank of America, Veterans United, and many more.

The Jason Mitchell Group has made its mark as being the trusted referral source to the biggest name brands

in Real Estate. In 2022 alone, JMG has achieved over 4 Billion dollars in sales and over 2,000 transactions with only about 350 agents nationwide. Today, over 90% of its business comes through referrals from its trusted partners.

Carlos and Noahmi each handle their own client load, while also managing The Parra Team. They have a strong focus together on mentoring agents new to the real estate world. “Our goal is to help inspire, develop, and help navigate new agents in this unpredictable market”, says Carlos. Being scared in the industry isn’t restricted just to clients, but agents as well. Carlos and Noahmi work as mentors, explaining actual actionable steps to new agents to get on a path to success. Noahmi says “We love meeting new people, and walking alongside them from point A-Z.” Understanding the way people think is a skill picked up from many years of serving the community and working with so many different people and personalities. Carlos and Noahmi understand that people want someone they can trust, someone to put them first.

Clients want to be informed, listened to, and educated at every step in a transaction. The more information they can give, the stronger the connection to their clients.

There’s a lot of fear in the current marketplace with bidding wars, lotteries, low inventories, and changing interest rates, but he eases client tension with knowledge and reassurance, helping them see the overall picture and goal of landing the house they want. The work never stops. However, after a long day of handling his own deals and mentoring others, it’s time to work off the tension behind a grill and cook up a fine meal to enjoy with his family.

For more info, call 469-442-8080 and email cparra@jasonmitchellgroup.com

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 52

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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Area Specialist JOSE PEÑA Jose Peña brings decades of expertise and know-how to the Florida real estate market, and with 2022 already on track to be one of his most successful years to date, he’s perfectly poised to help his customers capitalize on the increased demand for luxury waterfront homes.

“I’m focused on the East Coast, from West Palm Beach to Fort Lauderdale and all the way down to Miami and Miami Beach where I grew up – if you go to my Zillow page, you’ll see I’ve helped families all over the State of Florida, but my focus is luxury waterfront properties all along Florida’s east coast.”

Jose originally became a REALTOR® immediately after graduating high school in 1987. His work ethic paid dividends in 1992: by the time Hurricane Andrew swept the Florida coastline, Jose was market savvy enough to read the long term potential of specific properties, and chose to invest with a team of friends; and he did it again after the 2008 real estate meltdown. His relatively early success cemented his position in the industry, and he continued to develop his skills and expertise. Today, he is ready to celebrate his twelfth year as a full time REALTOR®, and his upward trajectory doesn’t show any signs of slowing down.

With over twenty-seven [One] Sotheby’s offices located along Florida’s east coast, Jose manages to service clients locally, domestically and internationally – “with the world renowned Sotheby’s brand behind me, I’m not only expected to set the standard, it’s my obligation to raise the bar on customer service; and I do! Ask my clients.” Educated in various disciplines of the real estate industry, Jose brings a “Real-Time, Real-World” perspective and approach to every transaction. He is skilled at leveraging every available resource to assure his customers realize their goals whether selling or buying.

Jose has been a mentor, teacher, speaker and volunteer.

He has spoken at numerous real estate events throughout the State of Florida and has presented nationally Top Agent Magazine

at various real estate conferences. His certifications and distinctions include: Certified Luxury Home Marketing Specialist (CLHMS), Certified International Property Specialist (CIPS), and Accredited Buyer’s Representative (ABR). He is an active member of The National Association of REALTORS® (NAR), the Miami Association of REALTORS®, and a Guild member of the highly esteemed Institute for Luxury Home Marketing (ILHM).

Receiving a CARTUS certification back in 2017, which qualified him as a Realogy relocation specialist, Jose has had the pleasure of working with a diverse group of individuals. Having helped everyone from CEOs/CFOs of multinational conglomerates to young first time home buyers relocate, Jose takes special pride in “serving those that serve us.” “It is an honor and a privilege to serve our first responders and those who serve in our military; active or retired.” Jose is a passionate and adventurous spirit: when he’s not tackling his lofty ambitions or simply networking with like minded individuals, you can spot him with his family at local air and sea shows, museums, art galleries, and deep-sea fishing expeditions.

To learn more about Jose Peña, visit josepenapa.com, email jpena@onesothebysrealty.com or call 786-486-0496. www.

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JOE POLYAK Wanting to pursue an entrepreneurial path, Joe Polyak entered the real estate industry. He made the leap after working for his uncle’s rare coins business.

“There wasn’t much room for growth there, so I decided to pursue real estate,” he explains. He hit the ground running straight away, taking classes and passing his exam. Today he has his own team consisting of himself, three other agents, two full-time operational staff members, an escrow manager and a marketing coordinator. Serving the San Francisco Bay area, Joe is eager to help people accomplish their real estate goals. He grew up in the region and has a large sphere of influence, which has allowed him to reach great heights as an agent. Based in San Mateo, Joe is just 30 minutes from San Francisco and Silicon Valley, so he is able to serve a wide variety of buyers and sellers. Almost all of his business consists of repeats and referrals, as he consistently goes above and beyond to reach their goals.

“We are very turnkey,” Joe explains. “We do our best to offer a full and complete agency concierge service.”

Specializing in probate sales, he has a solid system in place that allows the process to go as seamlessly as possible. Joe and his team can prepare a property for sale even when the heir lives in another state. “They can give us the keys and we will help arrange moving items to storage, shipping things to them and just clearing the property out,” Joe says. They can complete minor repairs, hire contractors, and stage the home. This means the seller can be entirely hands off, only needing to approve the work they recommend and deciding on which offer to accept. Joe’s work often results in their property going for $100,000+ more than it would have garnered otherwise. “We truly add value to the property, and that’s what is so fulfilling about the work we do. We help people add more to their retirement and life savings. They are able to do things they wouldn’t have been able to do.” Joe and his 54

team take that same proactive approach with their buyers, getting them into the home they want and helping their offers stand out. “It’s a very competitive market, but we are able to make their dreams come true.”

Community plays an important role in Joe’s life. He is part of the Belmont Redwood Shores Rotary Club, where he participates in various donation, fundraising and clean-up events. Once every few months, they help Habitat for Humanity build homes for people in need. Joe also gives back to the Russian Jewish Community Center in San Francisco. He supports local businesses whenever possible, and during his free time, he can be found enjoying everything the Bay Area has to offer.

In the coming years, Joe sees his team expanding. As they grow, his priority is to provide the same great service. “We want to make sure that every single client turns into a raving fan. We want them to be happy with the job we did. Along the way, we’re going to continue focusing on improving every facet of our business.”

To learn more about Joe Polyak, please call 415-595-2647 or email joe@homesbyrise.com Copyright Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 56

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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PAULA POMPA Paula Pompa is a seasoned real estate agent with a sound reputation across southern Florida. She found her way into the industry right out of high school when a close friend’s mother offered to fund her real estate education. Upon earning her licensure, Paula began working for a bank’s real estate department. This financial background provided Paula with ample experience managing property loans, mortgages, and foreclosures.

43 years later, Paula continues to make a name for herself across Broward County.

She works as a solo agent, born and raised in the city of Plantation. Paula says, “I just love it.” She shares about the beautiful parks and recreation surrounding Fort Lauderdale and describes it as, “A big city with a hometown feel.” Paula expresses her appreciation for its high-quality police department, which she describes as “extremely important, as I have a special needs son.”

Over four decades into her career, Paula has maintained a sound reputation with many of her clients. She notes, “I’ve sold many people their first house, and then their kids, and now their grandkids!” Nowadays, she prioritizes one on one client relationships. Paula spent time doing foreclosure work and managed a team of 14 people, but shares that it “didn’t feel hands on.” She strives to provide customized service for every client. Paula says, “My motto is, ‘I always answer the phone.’” Her approchabiliy and genuine care make Paula a valuable agent within South Florida.

Paula stays in touch with past clients via frequent email campaigns and newsletters. She goes above and beyond on holidays, sending out flags on the Fourth

of July, Easter and Thanksgiving cards, and special Christmas gifts to all of her clients. Paula also commemerates client birthdays, anniversaries, and house anniversaries.

Paula’s current volume is 12-14 transactions per year. Her brokerage, Coldwell Banker, hosts a listing concierge to promote new properties. Paula shares how she wants clients to feel comfortable when visiting an open house, so she pitches a tent in the driveway to “camp out” and greet potential clients as they arrive.

Paula frequently donates her time at the local nursing home, where she sings and does crafts with the residents. She also volunteers with her son at the local wildlife rescue and says that he has logged “hundreds of hours this year.” Paula’s humanitarian heart is evident in the three trips she has taken with Samaritan’s Purse to aid communities impacted by hurricanes.

Outside of work, Paula loves to garden. She notes how she planted a brand new garden around her pool and deck during the height of the pandemic, “It was something good that came out of these awful years.” Paula can often be spotted at a local park, or taking her dogs to one of the many dog parks in the area. She regularly enjoys spending time with friends.

When asked about her plans for the future, Paula shares that she has “no intention of slowing down.”

Her workload is as busy as ever, and she says, “There’s no reason why I can’t keep working.” Paula shares about her inspiration, a fellow real estate agent who is in her nineties. She says, “I always tell her, ‘You can’t retire, Rose, because you’re my hero!’”

To get in touch with Paula, call 954 655-6540 or email paula.pompa@floridamoves.com Top Agent Magazine

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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Area Specialist CANDACE PULITANO Owning and operating a small business in the middle of a worldwide pandemic was, to say the least, a challenge. For Candace Pulitano it was disastrous. She didn’t own just one thriving business; she owned two – a full service salon with four stations and a specialty hair and makeup business with twelve team members specializing in weddings and other special events. Like turning the tap on a faucet, those businesses shut down nearly overnight. But when the world gave Candace lemons, she decided to make lemonade.

Both sides of Candace’s family are in the construction and contracting business. For some time they had talked about the opportunities in real estate and perhaps getting involved in flipping houses or purchasing rental properties. Recalling those conversations, Candace knew what her new career path was going to be. “In July of 2020 I started taking classes and working toward getting my real estate license,’ explained Candace. “It has been a wild, wild ride ever since.”

Candace joined Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, which has over 4,000 agents in 60 offices throughout the Tri-State area.

Candace is in their Bethlehem, Pennsylvania office but specializes in what is referred to as the West End, covering the Poconos area including communities such as Saylorsburg, Effort and Brodheadsville. “This is such a great area,” said Candace, “and I am fortunate to be with what I think is the best brokerage in the business.

The quality of life here is just incredible, which is why we tend to draw a lot of buyers from nearby metropolitan areas such as New York City and Philadelphia.

They can get so much more for their money here – more house, more acreage.” The Poconos is also a big recreational area, so there is a significant market for vacation homes, investment properties and short-term

rentals. Candace has been able to take advantage of all those market segments. “I did about $4 million in sales in 2021,” Candace said proudly. “And that was my first full year and pretty much on a part-time basis.

I am on target to hit that same volume this year…and that is with the added distraction of me expecting a baby.”

There is something about the home buying experience that really resonates with Candace. “I have a true understanding of what people are going through when they are experiencing a ‘first’ in their lives,” Candace explained. “Very much like when I was dealing with people getting married, I really connect with clients who are buying a first home or acquiring their first investment property. It is often a fresh start or a new chapter for people and I really enjoy being a part of that process.” Candace prides herself on the fact that she is always accessible to her clients. “If you look at my Zillow reviews,” said Candace, a familiar theme from my clients is how reachable I am. Day or night my clients know that they can count on getting a prompt response from me.”

In addition to preparing for a growing family, Candace is a proud supporter of and fundraiser for breast cancer research. She also actively supports and promotes small businesses in her market area, recognizing that those independent businesses are the life blood of the communities in which she makes her living. Through her brokerage firm, Candace also helps raise funds for local Little League programs and for aid and relief during natural disasters. As for her future, Candace looks forward to shifting into fulltime and eventually pursuing her broker’s license. “I love the firm I am with so I don’t see myself going off on my own,” says Candace. “I just want to pursue additional education and learn as much about this business as possible.”

You can contact Candace Pulitano at candacepulitano@gmail.com or by calling 570-926-0793 Top Agent Magazine

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