SOUTHERN FLORIDA 2-5-24 by Top Agent Magazine

SOUTHERN FLORIDA EDITION

3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

24-HOUR TOUCH-UPS to Maximize Your Price List

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

Are You A VALUE-ADDED AGENT?

FEATURED LENDER

JUSTIN FELZER COVER STORY

STEVE BUCHALTER

SOUTHERN FLORIDA EDITION

JUSTIN FELZER

Justin Felzer decided to enter loans in a 21 ortgage industry 21 years ago, it 9 “I have th spontaneous deviation for him. His comm riginally wanted to become a tenacious developer; attending school for the found uction for 3 years. While Justin back to w ed for a top REALTOR® in his Despite h city of Philadelphia, heSTEVE saw the STEVE BUCHALTER JUSTIN FELZER BUCHALTER most prid success of his sister and brother, complex t that time his brother was the dreams i rformer at JP Morgan Chase CONTENTS cherishes Mortgage Division. It sparked 4) Justin’s A STEP-BY-STEP 15) HOW TO OVERCOME develops ial shift in career GUIDE aspiraTO CONVERTING INTERNET YOUR WORKPLACE FEARS tions clie This significant moment pressed LEADS TO REAL LIFE SALES 17) 24-HOUR TOUCH-UPS TO end as tru to redirect toward the mortgage MAXIMIZE YOUR LIST PRICE each opp ry, a decision has 6) AREthat YOU A shaped his 3 WAYS YOUR His man or MAKE complexity. journey VALUE-ADDED over the past AGENT? twenty-one years.22) Now a TO WORK FOR YOUtestify to clients ned loan originator and Founder of TheWORKSPACE Felzer isfied – a division of Allied Mortgage in Delray Beach commitment. ustin is a very reputable figure in the mortgage Phone 310-734-1440 | Fax 310-734-1440 Justin is looking for ry, leading a reliable team that supports the promag@topagentmagazine.com | www.topagentmagazine.com ® REALTORS of his business, primarily focusing on improving Associati No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published yers experience in each and every deal. stay involved in the com 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. the knowledge throug Published in the U.S. has sharpened his expertise in all factors of resAdditionally, he parta al loans, earning acclaim among peers for his seminars andMagazine contribut 2 Top Agent ve and results-oriented technique. He specializes thousand dollars; som

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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. 4

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 Top Agent Magazine

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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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 6

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 7

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 8

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STEVE BUCHALTER Top Agent Magazine

After becoming officially licensed in 2022, Steve signed on with Downing Frye Realty Inc., serving Naples as a solo agent and clearing $7 million in collective sales in his first calendar year. Steve Buchalter of Naples, Florida, has launched a meteoric career in the world of real estate by combining his entrepreneurial spirit with unparalleled renovating expertise. “I may be new to the industry, but my approach is pretty old school. I run as many open houses as I can, and when I’m introducing a client to the area I try to get them out on the water for a cocktail 10 Copyright Top Agent Magazine

at sunset so they can feel what it might be like to live here. Even if they don’t buy a home from me, they leave feeling excited about the area – that enthusiasm is the source of my referrals.” Before formally entering real estate, Steve spent over twenty years in Massachusetts building his commercial Top Agent Magazine

cleaning business. “Ironically about three and a half years ago, my wife and I were on vacation in Southwest Florida,” he recalls, “and we decided we just never wanted to go home. We purchased a small villa for $299,000, and we were able to sell it for over $500,000.” Steve and his

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wife embraced their passion for renovation and rehabilitation, and their early success saw the duo investing in over fourteen houses in Naples, turning them into luxurious rentals and single-family paradises. “I woke up one day and thought, ‘We’re good at this. We’ve flipped fourteen

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“My experience as a private renovator helps investors see the potential in every home,” he exudes. “Painting the picture of what ‘could be,’ just by opening a few walls and changing the lighting, makes people want to work with you because they can feel your dedication to making their dream a reality.” houses using a REALTOR® – I should just get my license.” After becoming officially licensed in 2022, Steve signed on with Downing Frye Realty Inc., serving Naples as a solo agent and clearing $7 million in collective sales in his first calendar year. “My experience as a private Copyright Top Agent Magazine 12

renovator helps investors see the potential in every home,” he exudes. “Painting the picture of what ‘could be,’ just by opening a few walls and changing the lighting, makes people want to work with you because they can feel your dedication to making their dream a reality.” The burgeoning rental market in Naples Park allows Steve to highlight the Top Agent Magazine

bustling restaurant district and everpresent beach access for his clients, and his current book of business is over fifty percent repeat and referral clients. As Steve prepares to embrace the shifting landscape in 2024, he is doubling down on his position as a fiduciary confidante.

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“We may never see the same market that we had during COVID,” he reflects. “Different agents have different strategies for the upcoming year, but the winter months are always busy for us no matter what. I plan to keep my clients informed and up-to-date on the latest trends so they can stay ahead of the curve.”

In addition to supporting his clients, Steve aims to champion his local community in Naples the same way he did when he was living in Massachusetts. Some of the organizations Steve has been involved with include the Red Cross and the March of Dimes. He plans to remain active in the Naples area,

giving back where he can. “My philosophy has always been to support the community that supports you. I’ve been able to donate to local causes and fundraisers, and now that I’ve settled into my new home I’m excited to get more involved by giving my time and treasure.”

For more information about Steve Buchalter, call 508-509-1423 or email sbuchalter@enterprisecleaningcorp.com

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad Top Agent Magazine

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look. Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures. A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling. If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway. It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out. Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought. Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries. Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease. If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space. It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately. Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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JUSTIN FELZER When Justin Felzer decided to enter the mortgage industry 21 years ago, it was a spontaneous deviation for him. He originally wanted to become a home developer; attending school for construction for 3 years. While Justin interned for a top REALTOR® in his home city of Philadelphia, he saw the career success of his sister and brother, and at that time his brother was the #1 performer at JP Morgan Chase Retail Mortgage Division. It sparked a crucial shift in Justin’s career aspirations. This significant moment pressed Justin to redirect toward the mortgage industry, a decision that has shaped his career journey over the past twenty-one years. Now a renowned loan originator and Founder of The Felzer Team – a division of Allied Mortgage in Delray Beach FL, Justin is a very reputable figure in the mortgage industry, leading a reliable team that supports the processes of his business, primarily focusing on improving the buyers experience in each and every deal. Justin has sharpened his expertise in all factors of residential loans, earning acclaim among peers for his creative and results-oriented technique. He specializes in originating tough deals that were previously denied, and is renowned for putting on his magic hat to transform a file from a shattered, disorganized state to a well-kept and presentable file that a bank would want to originate. His service mainly spans from Miami to Port St. Lucie County and much more in the US. Justin’s business is developed remarkably of 99% REALTOR® referred business and previous client/ referrals. Noted for his refined loan origination process, Justin has mastered the art of efficiently closing

loans in as little as 7 to 10 days, sharing, “I have this process down to a science.” His commitment to resourcefulness and tenacious devotion to client service are the foundation he believes draws clients back to work with him. Despite his accomplishments, Justin’s most pride is tackling the challenging complex loans and helping clients turn dreams into tangible realities. Justin cherishes the profound relationships he develops with his clients as he mentions clients start off as strangers & end as trusted friends, and he cherishes each opportunity regardless the amount or complexity. His many five-star reviews from satisfied clients testify to the quality of his service and commitment. Justin is looking forwrd to engaging with the REALTORS® Association of Palm Beach County to stay involved in the community, where he can spread the knowledge throughout the local REALTORS®. Additionally, he partakes in first-time homebuyer seminars and contributes from his pocket up to four thousand dollars; sometimes more towards closing costs in one of many ways to give back his appreciation. As for the future, Justin is prepared and motivated to dive deeper into the consultancy facets of mortgage origination, and continues to expand his influence within the industry. By embracing the challenges as an opportunity and maintaining his excellence, Justin Felzer is etching up a legacy characterized by devotion and a determined pursuit of bringing dreams to fruition in the mortgage world.

To learn more about Justin, call 561-223-7799, email jfelzer@alliedmg.com or justin@justinmortgage.com, visit justinmortgage.com or pro.experience.com/reviews/justin-felzer-328202 www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. 22

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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