SOUTHERN FLORIDA 1-8-24

SOUTHERN FLORIDA EDITION

BEYOND

How to Answer the Inevitable Question:

CLEANING AND DECLUTTERING:

WHY SHOULD I CHOOSE YOU?

What Improvement Expenses Make the Most Sense?

MILLENNIAL BUYERS:

Where They Are & What to Know

The Making of

A TOP AGENT FEATURED AGENT

SABRINA PEREZ

COVER STORY

JEHAD BADER

SOUTHERN FLORIDA EDITION

SABRINA PER 9

JEHAD JEHADBADER BADER

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SABRINA PEREZ

For Sabrina Perez, real estate was a natural choice.

With a determined nature and a love of people, she CONTENTS has flourished in this field. She began her journey as a commercial sales assistant for a large commercial lender in south Florida.

Her career branched out 4) HOW TO ANSWER THE 15) MILLENNIAL BUYERS: from there, as she worked as a mortgage processor, INEVITABLE QUESTION: WHY WHERE THEY ARE & WHAT then a certified paralegal and leasing administraSHOULD I CHOOSE YOU? TO tor KNOW for a commercial owner/developer, and now a real estate broker. “I was selling real estate parttimeTHE for many years, and OF then in 2020, I decided 6) BEYOND CLEANING 22) MAKING to venture out on my own,” she explains. With her AND DECLUTTERING: WHAT Ahusband TOP AGENT investing in real estate, she began helping him find properties and write contracts. Sabrina’s IMPROVEMENT EXPENSES work expanded from there, and in July MAKE THE MOST SENSE? 2021, she transitioned from a one-woman show to opening a burgeoning brokerage called Red Pin Realty.

Red Pin Realty serves a wide area, including Pompano Beach, and Fort Lauderdale in Broward County and as far north as mag@topagentmagazine.com | www.topagentmagazine.com Martin County, Florida, with a focus on No portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher. personal, localized service.ofSabrina’s suc-Top Agent Magazine is published by Feature Publications GA, Inc. Although are taken to ensure the accuracy cess isprecautions largely driven by word-of-mouth

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of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

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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 4

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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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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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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JEHAD BADER Top Agent Magazine

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Top Agent Jehad Bader leads a team of twenty agents as the Broker/ Owner of Mamba Realty, with a geographic range that spans all of Southwest Florida.

Jehad Bader of Fort Myers, Florida, combines his deep understanding of the mortgage industry with an entrepreneurial passion to build his thriving real estate business. “I am one hundred percent dedicated, and my clients learn that about me from the very beginning.

Once we start working together, I’m with you at every step of the transaction, and I make sure everything inside the home is ready to support you and your family – plumbing, electrical, roofing; it needs to be taken care of inside and out.”

Before becoming a fully licensed REALTOR®, Jehad enjoyed a successful career in the mortgage industry. “In 2002 I was working at a supermarket called Publix here in Miami,” he recalls. “I was regularly helping people with Western Union, and one gentleman wired $10,000 two weeks in a row. I asked him what he did for work and he started talking to me about being a loan officer. I jumped in with First Jersey and got to work.” After two years of success, Jehad was able to open his own brokerage, and he steadily grew his book of 10 Copyright Top Agent Magazine

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business in the ensuing seven years. “I had eight clients in 2016, and they grew to over 260 referrals without spending a single penny on marketing. That tells me I’m doing something right.”

Today in 2023, Jehad leads a team of twenty agents (including his son Joseph!) as the Broker/

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Owner of Mamba Realty, with a geographic range that spans all of Southwest Florida. “Cape Coral is the second largest city in the state of Florida in terms of square footage,” he exudes.

“We’ve watched it slowly transition from rural to urban, and we’re excited to grow alongside the city.” In addition to Jehad’s constantly expanding book of business, the team boasts

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“I’d like to thank Maurya and the rest of Team Bader for helping me open Mamba!

I couldn’t have done it without them.” a robust digital footprint on social media platforms, and they’ve recently agreed to advertise with Amazon commercials in January of 2024 to fuel their expansion.

Despite this meteoric trajectory, Jehad insists that the bulk of his success relies on his passion for serving individual clients, particularly Copyright Top Agent Magazine 12

those who share his Latin heritage. “I have a client right now begging me to get back inside a house just so they can measure the living room. I feed off of that excitement and happiness when someone is about to be a homeowner – I love getting those phone calls and handing over the keys.” This disposition helped Jehad clear $12 million in volume in a Top Agent Magazine

single year solely representing buyers, and he eagerly shares his passion for service with the agents he coaches every day.

In addition to mentoring his team and aiding his clients, Jehad champions his extended community by organizing Turkey Drives – Mamba Realty has donated over nine hundred turkeys so far this year! His dedication

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to networking and community building has him poised to continue growing both his brokerage and his mortgage business for many years to come. “I want to leave a legacy – not only for my son but for the agents who have stuck with me from the beginning.

It’s been an amazing adventure building this business together. We have a lot to look forward to.”

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For more information about Jehad Bader, please call 239-628-5565 or email jehad@mambarealtyteam.com

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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SABRINA PEREZ

For Sabrina Perez, real estate was a natural choice.

With a determined nature and a love of people, she has flourished in this field. She began her journey as a commercial sales assistant for a large commercial lender in south Florida. Her career branched out from there, as she worked as a mortgage processor, then a certified paralegal and leasing administrator for a commercial owner/developer, and now a real estate broker. “I was selling real estate parttime for many years, and then in 2020, I decided to venture out on my own,” she explains. With her husband investing in real estate, she began helping him find properties and write contracts. Sabrina’s work expanded from there, and in July 2021, she transitioned from a one-woman show to opening a burgeoning brokerage called Red Pin Realty.

and referrals, accounting for an impressive 80% of her business. She stands out as a real estate broker through her exceptional communication skills and dedication to educating her clients about the intricacies of real estate transactions. “I like to give information upfront,” Sabrina explains. “I really want my buyers and sellers to understand the process, because it can be tedious, overwhelming and unforeseen circumstances can happen.” Her approach involves thorough explanations of paperwork and contracts, areas often misunderstood by clients. Sabrina also delves into the nuances of contract terms, especially in the context of Florida’s real

Red Pin Realty serves a wide area, including Pompano Beach, and Fort Lauderdale in Broward County and as far north as Martin County, Florida, with a focus on personal, localized service. Sabrina’s success is largely driven by word-of-mouth

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estate market. She addresses common misconceptions and questions, such as the implications of buying a property ‘as is.’ Her ability to demystify complex legal jargon and clarify what these terms mean in practical scenarios sets her apart.

Sabrina markets her listings with a blend of traditional methods and personal touch. “We advertise through marketing videos, email blasts and targeted ads,” she explains. “But we bring a unique quality to them.” The marketing videos are more than just showcases of the listings, they are reflections of the team’s energy and understanding of what makes each property special. Sabrina believes that the distinctiveness of their marketing lies not in the use of special tools but in how they infuse their personal touch and insights into these tools.

Engaging with the community is important to Sabrina as well. She recently participated in a holiday toy drive for Kids in Distress. Looking forward, Sabrina plans to continue her charitable efforts, especially focusing on programs for children. She is also active in business networks, participating in groups like Legs of Boca (a golf networking group), which brings together likeminded, aspiring businesswomen. Outside of work, Sabrina is an avid enthusiast of outdoor and water sports.

Sabrina has clear aspirations for her business’s growth and expansion. She is actively seeking to recruit more full-time agents, emphasizing the importance of finding individuals who are dedicated and proactive in the real estate market. Her vision includes expanding her operations into Palm Beach, a region where she’s already experiencing a significant uptick in deals. “I would like to open another office in Palm Beach, maybe the Delray Beach area,” she mentions. This forward-thinking mindset, combined with her efforts to build a strong team, positions her business for continued success and broader influence in the real estate sector.

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For more about Sabrina Perez, please email redpinrealty@gmail.com or call 954-815-1973

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The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success?

As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to 22

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent.

First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients.

For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find.

Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone.

Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving Top Agent Magazine

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong.

The making of a top agent doesn’t stop there.

Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events.

Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business.

As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is.

The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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