SOUTHERN FLORIDA 11-20-23 by Top Agent Magazine

SOUTHERN FLORIDA EDITION

GOOGLE ADWORDS:

How to Make Google Do the Work for You

HOW TO NOT LOSE A CLIENT IN 10 DAYS

The Daily Schedule of a

Take My Word For It:

SUCCESSFUL REAL ESTATE AGENT

The Power of Testimonials & Making Word-of-Mouth Count

FEATURED AGENT

ALEKSANDRA MARZEC

COVER STORY

ERICA EISTER

SOUTHERN FLORIDA EDITION

ALEKSANDRA MARZEC

On the glimmering shores of MiamiShe also stands out with h Dade County, Aleksandra Marzec is7 tise and creative marketing 17 taking the real estate world by storm. World Realty, Aleksandra She touched American soil in 1995 on 800+ relevant website and, by the turn of the millennium, had countries on three continent dabbled in public relations, marketing, sive reach is a testament to and sales. However, her innate leadertruly global marketing strat ship spirit felt stifled by the confines in 2004, The World Real of a regular nine-to-five job. It was the rooted itself in Florida’s h swift sale of her first home in 2000, dential property landscape. where she experienced the exhilarataffiliations, including the ERICA EISTER ALEKSANDRA MARZEC ing potential of the real estate world, Real Estate Federation an that truly beckoned her into the field. Board of Realtors, furthe Today, as a proud broker-owner of The credibility and internation World Realty, Aleksandra stands at the brings to every transactio helm of a multi-lingual team specializing in high-end blend of experience, connections, and cutt CONTENTS EISTER luxury properties,ERICA with a clientele stretching from the keting techniques, Aleksandra ensures e beaches of Palm Beach to the energetic streets of Miami receives the attention and value it deserve 4) GOOGLE ADWORDS: 18) THE DAILY SCHEDULE Dade County. With a hefty 30% repeat business rate, her HOW TO MAKE GOOGLE OFandA SUCCESSFUL REAL involvement seam team’s expertise is trusted by both individual clients Aleksandra’s community DO THErealWORK FOR YOU AGENT prominent estate portfolio companies alike. ESTATEwith her passion for real estate. Her love evident as she channels her resources int Aleksandra’s to LOSE real estate WhenTAKE tection While 13) HOWapproach NOT TO A is holistic. 22) MYorganizations. WORD FOR IT:she often dona listing a property, she ensures it’s not just another giving doesn’t stop at monetary contributi CLIENT IN 10 DAYS THE POWER OF TESTIMONIALS number in the catalog. The property is professionally at heart, she offers unique opportunities fo & MAKING WORD-OF-MOUTH presented, with guidance on prepping it for showings. estate enthusiasts, especially international COUNTthe University of Miami. Whether pairin Buyers benefit from an expanded portfolio, including access to off-market listings. Moreover, her team offers herself or another seasoned agent, she ens an integrated suite of services – from title and mortgage invaluable insights into the world of real setup to insurance – ensuring a seamless experience. their brief shadowing stints. With a keen understanding that every market is unique, Phone 310-734-1440 | Fax 310-734-1440 Aleksandra educates her clients about the nuances of Looking ahead, Aleksandra plans to cont mag@topagentmagazine.com | www.topagentmagazine.com Miami’s real estate, empowering them to make well-inand welcoming hardworking agents to her No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent formed afterGA,the ink dries, her aretrack of accuracy over 18of years, Magazine decisions. is published byAnd, Feature even Publications Inc. Although precautions taken torecord ensure the publishedThe World materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. post-purchase support, complete with a home manageicated to offering tailor-made real estate To subscribe or change address, send inquiry to mag@topagentmagazine.com. ment system, continues to guide homeowners through making property purchases both convenien Published in the U.S. their new journey. “We take pride in offering ethical, efficie services to our clients, and we always deli 2

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For more information about Aleksandra Marzec,

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers. Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you. 4

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic. You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns. 6

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ERICA EISTER

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Erica Eister has solidified her status as a top REALTOR® in southwest Florida, but her reputation has earned her an upcoming spot as a host on American Dream Network TV, where she will be highlighting lifestyle and culture in the region. “I’m very excited about that!” she enthuses. In the sun-soaked paradise of southwest Florida, where luxury living meets pristine beaches and golf courses, one name stands out in the world of real estate: Erica Eister. What began as a corporate job in the luxury apartment business has turned into a family affair, with Erica and her husband owning their own brokerage that includes her motherin-law and son, as well as a handful of other trusted agents. “We wanted to create a family legacy and so far, it seems like that’s happening,” explains Erica. “My other kids are a little young, but they have expressed that they want to get involved in real estate.” Erica and her husband knew that when they formed their own company the sky was the limit, so she took the opportunity to create a concierge-style brokerage. Drawing on her background in rentals, she initially showcased her skills in marketing and renting properties. “I advertised those rentals all over my social media, posters, anything I could think of, and 8Copyright Top Agent Magazine

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I was able to start renting them immediately,” she recalls. The rest is history, as her expertise in the rental market and her unwavering dedication soon led to countless transactions and a trail of satisfied clients. Her in-depth knowledge and hands-on approach have garnered trust among clients, with an impressive 95 percent repeat and referral

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business. Since earning her real estate license in 2009, Erica’s business has grown exponentially. Not only has she solidified her status as a top REALTOR® in southwest Florida, but her reputation has earned her an upcoming spot as a host on American Dream Network TV, where she will be highlighting lifestyle and culture in the region. “I’m very excited about that!” she enthuses.

“I love helping clients, including their family members, and seeing them all have that same joy of owning property,” she shares. “It’s the ultimate thing to do as an American, to be able to own land and do what you want with it, to build on your land and turn a piece of dirt into a masterpiece.” Erica’s husband, a general contractor, plays a vital role in offering clients access to various vendors and contractors for their property needs. Having built more than a dozen homes in the area, Erica has cultivated relationships with top contractors, inspectors, lenders, attorneys, title companies, appraisers and bankers. But her real estate prowess isn’t just limited to traditional methods. She’s a social media sensation, with a significant following across Copyright Top Agent Magazine 10

platforms like Facebook, Instagram, TikTok, LinkedIn, X and YouTube. When asked about her favorite part of the job, Erica enthusiastically shares her passion for helping clients achieve their American dream of property ownership. “I love helping clients, including their family members, and seeing them all have that same joy of owning property,” she shares. “It’s the ultimate thing to do Top Agent Magazine

as an American, to be able to own land and do what you want with it, to build on your land and turn a piece of dirt into a masterpiece.” Outside of her professional life, Erica enjoys the natural beauty of southwest Florida. Boating, jet skiing and traveling to scenic destinations like the mountains and national parks are some of her favorite activities. Her commitment to community involvement shines through her participation in her children’s school activities, skin cancer

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prevention initiatives, Meals on Wheels and various charitable events. With more than $200 million in closed sales, a thriving brokerage and an unyielding commitment to her clients, Erica Eister is a real estate powerhouse who is shaping the future of the industry in southwest Florida. “I love what I do,” she says, and adds with a chuckle, “I’ll be that little five-foot-one woman walking around crouched over, still selling real estate when I’m in my 80s.”

For further information about Erica Eister, call 239-898-4077, email Erica@eisterland.com or visit EsteroBonitaHomes.com www.

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HOW TO NOT LOSE A CLIENT IN 10 DAYS While we won’t be serenading a Carly Simon song or tugging on the heartstrings of a Hollywood heartthrob, we will be sharing ten essential tips for agents, the key pitfalls to avoid and the most common mistakes agents make that can cost them Top Agent Magazine

a client. Whether you are a new agent or seasoned veteran in today’s market, get ready for ten insights from Top Agent Magazine. Sit down, grab your popcorn, and tune in to “How To Not Lose a Client in 10 Days!”

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Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. Rule number 1:

Prioritize Client Well-being Over Transactions. Something we hear time and time again from agents featured in Top Agent Magazine is that their business and relationship with a client is not just about the transaction but more about devotion to serving their clients. Suppose a client suspects you are only eager for a quick commission versus their welfare; they may move on to a new agent who puts their welfare ahead of a transaction. Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. If an agent is more transaction-focused than client-centric, this is a sure way to lose a client. Rule number 2:

Be Transparent in Property Disclosures. Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family. When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them 14

to understand the magnitude of what home repairs need addressing before purchasing. If an agent conceals property issues for their client to discover later, they may lose future business. Rule number 3:

Practice Prompt and Consistent Communication. Failing to respond to your client may cause severe frustration. Your clients will have questions—point blank. The client relies on their agent as their voice of reason to distribute facts, relay progress, handle disruptions in the home buying process, and close the deal as seamlessly as possible. In a way, as an agent, you pledge to take on the stress. When you leave your clients without answers, they may not feel like a priority to you. Promptly return those phone calls and emails! Rule number 4:

Thorough Property Knowledge is Non-Negotiable. Agents must do their homework on a property to avoid losing potential customers and leads. Picture this - It’s an open house flooded with

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potential clients, but you struggle to answer questions regarding the property accurately. Your potential client will be running for the hills! Conduct thorough research on the home and property, plunging into every detail from the construction date of the home to the specifics of the flooring. When your clients ask about the home, land, and local community, they expect you to inform them properly. Keep your leads impressed while you share your knowledgeable expertise about your listings so they feel secure in their home purchase. Rule number 5:

Implement Effective Marketing Strategies. Marketing properties sufficiently is critical for generating new leads and sales. Top agents effectively market their listings through email marketing, social media, print advertising, drone photography, and professional staging. For example, TV Personality from Selling Sunset and one of Southern California’s most well-known luxury real estate brokers featured on Top Agent Magazine’s cover, Jason Oppenheim from the Oppenheim Group, shares, “We focus on the presentaJASON OPPENHEIM tion of a property beforehand, and we even have a concierge service that can help get the home ready for sale. We really like to have a property looking as new as possible before we photograph and get them to market, so that often means staging, painting, landscaping, and sometimes a light remodel.” Implement Jason’s advice by employing Top Agent Magazine

effective marketing strategies to have plenty of leads and prevent losing potential clients. Rule number 6:

Master the Art of Negotiation. Lacking confidence in negotiation can give the impression that an agent needs a grip on the sale. Successful agents who know how to negotiate home prices find reward by keeping clients long-term while serving their clients’ best interests. A client will expect their agent to handle the negotiation aspects of the home buying process to give them the most favorable outcome. Poor negotiation skills can look like rushing, passivity, and lack of decision-making ability. On the other hand, a confident negotiator will have patience, assertion, and the ability to make decisions by articulating a client’s boundaries when discussing the closing price. You could miss out on future business or a five-star review if you don’t bring your A-game for your client. Rule number 7:

Take Your Client Feedback Seriously. Ignoring client feedback will result in client frustration and pose a significant risk of losing repeat and referral business. Constructive criticism from clients can be a guiding light to where an agent needs improvement in how they do business and, in the long term, may help refine an agent’s skills. Which agent doesn’t want to be the best version of themselves? Take advantage of your client’s advice to leverage it as an opportunity for career growth.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market. Rule number 8:

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

Overpromising and under delivering is an easy way to taint your image and name in the business of real estate. To uphold your reputation among clients and industry peers, it’s crucial to fulfill the expectations you’ve committed to meeting. An agent should strive to be realistic when working with their client to avoid false hope or unrealistic results in the buying and selling process. Furthermore, it helps everyone prepare emotionally for potential obstacles in the homebuying process. Rule number 9:

Cultivate Patience and Professionalism. Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client. 16

It is paramount that an agent is educated about present market trends and informed about the local real estate market. Should an agent not prove they are up-to-date with the latest market knowledge, they risk looking unprofessional and unfit to represent a client. By knowing the state of the market, you become a proficient representative for your client. Additionally, you stay properly educated and may earn respect in the industry for your knowledge. Learning things like year-to-year home values, current interest rates, and home inventory stock, as well as the best time to list or purchase a home, will demonstrate to your clients that they are in good hands with an agent who holds vast knowledge of the real estate world. In the competitive world of real estate, the success of your business relies on your clients’ loyalty and the prestige of your reputation. By implementing these rules into practice, you can avoid future challenges as you flourish in your business and cultivate enduring relationships with your clients for years to come.

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ALEKSANDRA MARZEC On the glimmering shores of MiamiDade County, Aleksandra Marzec is taking the real estate world by storm. She touched American soil in 1995 and, by the turn of the millennium, had dabbled in public relations, marketing, and sales. However, her innate leadership spirit felt stifled by the confines of a regular nine-to-five job. It was the swift sale of her first home in 2000, where she experienced the exhilarating potential of the real estate world, that truly beckoned her into the field. Today, as a proud broker-owner of The World Realty, Aleksandra stands at the helm of a multi-lingual team specializing in high-end luxury properties, with a clientele stretching from the beaches of Palm Beach to the energetic streets of Miami Dade County. With a hefty 30% repeat business rate, her team’s expertise is trusted by both individual clients and prominent real estate portfolio companies alike. Aleksandra’s approach to real estate is holistic. When listing a property, she ensures it’s not just another number in the catalog. The property is professionally presented, with guidance on prepping it for showings. Buyers benefit from an expanded portfolio, including access to off-market listings. Moreover, her team offers an integrated suite of services – from title and mortgage setup to insurance – ensuring a seamless experience. With a keen understanding that every market is unique, Aleksandra educates her clients about the nuances of Miami’s real estate, empowering them to make well-informed decisions. And, even after the ink dries, her post-purchase support, complete with a home management system, continues to guide homeowners through their new journey.

She also stands out with her vast expertise and creative marketing. Through The World Realty, Aleksandra can advertise on 800+ relevant websites across 20+ countries on three continents. This expansive reach is a testament to her belief in a truly global marketing strategy. Founded in 2004, The World Realty has firmly rooted itself in Florida’s high-end residential property landscape. Aleksandra’s affiliations, including the International Real Estate Federation and the Miami Board of Realtors, further amplify the credibility and international scope she brings to every transaction. Through a blend of experience, connections, and cutting-edge marketing techniques, Aleksandra ensures every property receives the attention and value it deserves. Aleksandra’s community involvement seamlessly blends with her passion for real estate. Her love for animals is evident as she channels her resources into animal protection organizations. While she often donates funds, her giving doesn’t stop at monetary contributions. A mentor at heart, she offers unique opportunities for budding real estate enthusiasts, especially international students from the University of Miami. Whether pairing them with herself or another seasoned agent, she ensures they gain invaluable insights into the world of real estate during their brief shadowing stints. Looking ahead, Aleksandra plans to continue growing and welcoming hardworking agents to her team. With a track record of over 18 years, The World Realty is dedicated to offering tailor-made real estate solutions and making property purchases both convenient and thrilling. “We take pride in offering ethical, efficient, hassle-free services to our clients, and we always deliver results.”

For more information about Aleksandra Marzec, please call 305-760-9121 or email alek@aleksandrateam.com

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. 18

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The 22

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver. With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do. If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective. If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial. Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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