COOPERATION, NOT COMPETITION, Creates Mutual Success for Agents HOW TO NOT LOSE A CLIENT in 10 Days
CARLO DIPASQUALE
Laughs!
AGENTS WITH HEART
A pivotal question we pose to featured agents in Top Agent Magazine is, ‘Tell us about your community involvement.’ This query holds immense significance, not only as a benchmark for nominees but also as a crucial factor contributing to the success and prestige of top agents.
Top Agent Magazine defines community involvement based on three key factors: Events, Associations, and Charities. Beyond serving clients, top agents demonstrate an outstanding commitment to their communities and the place they call home. Their measures involve volunteering time,
Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos.
financial contributions to organizations helping those in need, and active participation in community events. This distinctive trait is a testament to how their generosity extends beyond clients, enhancing the lives of those in their surrounding communities.
most fulfilling part of my career is knowing that I will change somebody’s life.”
Take Cindy Ambuehl, a former actress and model who has evolved into one of LA’s most sought-after luxury real estate agents, gracing the cover of Top Agent Magazine. Cindy passionately supports PS Arts, a foundation reinstating arts education in schools. Through events and fundraising initiatives, she’s contributed to maintaining art education for an entire year to 30,000 students.
Consider Josh Flagg, whose enormous rise in real estate landed him a spot on Bravo’s Million Dollar Listing and a cover feature in Top Agent Magazine. Despite his stardom, Josh travels throughout America, mentoring brokers, agents, and students, sharing insights on achieving success. He finds fulfillment in transforming lives through his career and shares, “The
These examples are just a peek at how agents engage with their communities. Whether gathering Christmas gifts for underprivileged children, supporting children’s hospitals financially, advocating to end homelessness, or volunteering at local animal shelters, these agents extend their reputation beyond transactions. They’re known not only for their professional success but also for their unwavering support of community causes.
Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. In the real estate landscape, where relationships and integrity are central, active participation in the community builds credibility and fosters meaningful connections. Beyond boosting their reputations, community involvement mirrors a profound commitment to the areas they serve. Agents invested in their communities acquire a deep understanding of local needs and through active engagement, these agents become vital parts of the social tapestry, earning the regard and trust of the community.
“Agents with Heart” displays how top agents have left a mark on the real estate landscape by imbuing their work with heart and soul, influencing lives outside of transactions.
CINDY AMBUEHL
JOSH FLAGG
Cooperation, Not Competition, Creates
Mutual Success for Agents
When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.
“Bring everyone together”
Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best
Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem
for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”
But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.
Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the
same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.
Co-listing cooperation
Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.
This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.
Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and
co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.
Networking and “Co-opertition”
When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always
willing to offer help, even to agents outside of The Luxe Collective.”
Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”
Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.
CARLO DIPASQUALE
CARLO DIPASQUALE
Top Agent Carlo Dipasquale lives and specializes in the South of Fifth neighborhood of Miami Beach, one of the five most desirable neighborhoods in the entire country.
Incandescent; flourishing; vibrant: Miami Beach, Florida, houses millions of people from all walks of life. They travel the globe to walk the heavenly shores and experience the world-renowned nightlife. At the hub of this rapidly spinning wheel sits Carlo Dipasquale, an artistic polyglot who combines twenty-five years of
real estate expertise with an unparalleled work ethic and a spirit of collectivism to fuel his thriving business. “Every day is different. Some people prefer the fake safety net of a nine-to-five job – I would rather embrace the unknown. That’s given me the education to serve people from all over the world.”
A native of Taormina, Italy, Carlo moved to Miami Beach twenty-six years ago. “I started working for the Consulate General of Italy,” he recalls. “I was buying and selling real estate for myself, and helping my coworkers do the same. I was already
deeply connected to the Italian community here – I saw an opportunity to help people understand the market and thrive like I was.” Carlo issued his last passport with the consulate, passed his exam, and signed on with Cervera Real Estate Inc.
A native of Taormina, Italy, Carlo moved to Miami Beach twenty-six years ago. “I have traveled extensively,” he exudes, “and nothing compares to this city.
Fluent in four languages, Carlo averages between 100 and 120 transactions each year, helping investors and travelers experience the luxury of Miami Beach.
Today in 2024, Carlo lives and specializes in the South of Fifth neighborhood of Miami Beach, one of the five most desirable neighborhoods in the entire country. “I have traveled extensively,” he exudes, “and nothing compares to this city. We redefine what it means to have
white-glove service.” Fluent in four languages (English, Spanish, Portuguese, Italian), Carlo averages between 100 and 120 transactions each year, helping investors and travelers experience the luxury of Miami Beach. In 2021, he was featured in Forbes Magazine when
he sold the $6 million condo of Novak Djokovic. With 25 years of experience, he has cemented himself in the luxury real estate market.
In addition to helping his clients, Carlo prides himself on bolstering his colleagues while benefiting from their strengths. “If I know somebody who could help one of my clients, whether they are a member of my team or not, I bring them into the transaction. Whatever it takes to make my client
feel comfortable – I can connect with most people, but sometimes there are cultural differences that others understand better.” Carlo’s team of twelve agents includes representatives from Argentina, Cuba, Germany, Brazil, and Switzerland. “We market locally and internationally – branded and unbranded videos, a bus stop here in South Beach, and most importantly, we keep people up to date on the market. It’s our job to know when the best time to buy and sell could be, and for our clients, that means
USING CLIENT FEEDBACK TO ELEVATE YOUR REAL ESTATE BUSINESS
For real estate professionals, publishing your client testimonials is a key strategy for establishing trust, enhancing your reputation, and drawing in new clients. Through the strategic use of positive
client feedback, you can demonstrate your expertise and the exceptional value you offer in real estate transactions. Here are key strategies for maximizing the impact of real estate testimonials in your business:
Diversify Your Testimonials
Collect feedback from a broad spectrum of clients, such as first-time buyers, sellers, investors, and those facing unique challenges. This approach offers a comprehensive view of your capabilities.
Promptly Request Testimonials
Aim to obtain testimonials soon after closing a deal. Prompt timing ensures clients’ memories are fresh, enabling them to share detailed and impactful experiences.
Enhance Your Website with Testimonials
Develop a section on your website dedicated to client testimonials. Display them attractively, including clients’ names, photos, and specific transaction details if possible.
Utilize Testimonials in Marketing Efforts
Embed powerful testimonial excerpts in your marketing materials, including brochures and flyers, to catch the eye of prospective clients and underscore your track record.
Broadcast Testimonials on Social Media
Publicize your client feedback on social platforms, using engaging visuals or property photos to accompany the testimonials.
Innovate with Testimonial Videos
Elevate your client feedback with video testimonials. Short, engaging videos can make a lasting impression on potential clients by showcasing genuine satisfaction.
Incorporate Testimonials into Email Marketing
Utilize testimonials in your email campaigns to underscore your expertise and encourage engagement from potential clients.
Present Testimonials to Prospective Clients
Integrate client success stories into your presentations to illustrate your track record and reassure potential clients of your ability to deliver favorable results.
Feature Testimonials in Your Blog
Share client success stories in blog posts, integrating testimonials to lend credibility and a personal touch to your narratives.
Create Detailed Case Studies
With client consent, develop case studies that explore specific challenges and your successful interventions, offering deep insights into your problem-solving prowess.
Highlight Testimonials in Your Online Presence
Feature client testimonials in your profiles on key real estate and social media sites to bolster your online reputation and attract new clients.
Promote Third-Party Platform Reviews
Encourage clients to review your services on esteemed real estate platforms, enhancing your visibility and credibility.
Engage Through Testimonial Events
Host webinars or events where clients can share their experiences, providing a dynamic forum for potential clients to learn and interact.
Advertise with Testimonials
Use testimonials in your advertising campaigns to spotlight positive client experiences and foster trust with your target audience.
Keep Your Testimonials Current
Regularly refresh your testimonials to maintain relevance and demonstrate your continuous commitment to excellence and client satisfaction.
By strategically publishing real estate testimonials across various platforms and marketing channels, you can build a compelling narrative that resonates with potential clients. Authentic endorsements from satisfied clients serve as a powerful tool for establishing trust and differentiating yourself in a competitive real estate market.
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
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!”
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
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
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 presentation 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
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.
It is paramount that an agent is educated about present market trends and informed about the local real estate market.
Rule number 8: Deliver What You Promise.
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.
Rule number 10: Get Versed in Market Knowledge.
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.
