SOUTHERN FLORIDA 8-8-22

SOUTHERN FLORIDA EDITION

3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

24-HOUR TOUCH-UPS

ARE YOU A VALUE-ADDED AGENT?

TO MAXIMIZE YOUR PRICE LIST

Every Player is Valuable:

HOW TO BOOST YOUR TEAM’S MORALE

FEATURED AGENT

VANESSA MAGGI COVER STORY

ANDREA DAVIS

mailto:mag@topagentmagazine.com

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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?

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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 5

‘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’!

Copyright ©, 2016 Carla Cros

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.

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ANDREA DAVIS

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Top Agent Andrea Davis is the team leader of Team Ocean Breeze, serving Florida’s Charlotte and Sarasota counties.

Bringing a compassionate, joyful attitude to serving her clients, Andrea Davis is making an impact on people’s lives every day and having the time of her life doing it. A Michigan native who traded the cold winters for sunny Florida in 2019, Andrea still owns the successful cleaning company she started in Michigan, where her love of real estate was first kindled.

“When I started my cleaning company, I found that I enjoyed working with real estate agents the most,” Andrea recalls. “I just loved watching the real estate market turn! Every time I 8Copyright Top Agent Magazine

met a new agent, they would tell me I would make a great real estate agent, so after I moved to Florida I got licensed.”

Almost immediately after Andrea got her start, the pandemic hit, but she made the best of the situation and her business took off quickly.

“After I sold my first house, the floodgates opened and I started building my team from there,” Andrea says. Now, as the team leader of Team Ocean Breeze, Andrea has many knowledgeable buyer’s agents working under Top Agent Magazine

her, including her husband and son-in-law, as well as a competent admin staff. The team has become an incredible production machine with an established footprint, serving Charlotte and Sarasota counties.

Team Ocean Breeze thrives because Andrea encourages them to bring the best of themselves Top Agent Magazine

to real estate. “I’ve built our team based on letting people do what they do best,” she explains.

“When you concentrate on your strengths, you’re so much more successful. Every person here is operating at full capacity, doing what they love and what their passion is.” As a result, Andrea says, “Production increases significantly, and morale is unbelievable! Everybody Copyright Top Agent Magazine 9

Andrea has the utmost gratitude for her clients and team. “Not a day goes by that we don’t think about how incredibly blessed we are,” she says.

“I’m proud of what we’ve accomplished.” is happy, positive, and optimistic about what they do.” This approach has proved a resounding success, and Andrea has earned the high honor of ICON status with eXp Realty.

Florida lifestyle. She loves being by the pool with her kids and grandkids, as well as traveling, boating, and doing anything outdoors, from kayaking to fishing.

When she is not working, Andrea loves spending time with her family and living the fabulous

As for what the future holds, Andrea says, “I plan to grow the team and keep doing what

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we’re doing, duplicating and multiplying the awesomeness! I want to keep encouraging all of the agents to keep producing and bringing more people to the team. I love being able to see the gifts and talents people have that they don’t even see within themselves, and helping Top Agent Magazine

bring out that excellence. That’s what really drives me.”

Andrea has the utmost gratitude for her clients and team. “Not a day goes by that we don’t think about how incredibly blessed we are,” Copyright Top Agent Magazine 11

she says. “I’m proud of what we’ve accomplished, but we could not do this without every single client and team member. I’m grateful for all of our clients and team members. This is an

amazing team to work with or be on, and we’d love to have more awesomeness with us! For anybody who has a need in real estate anywhere, we are happy to help!”

To find out more about Andrea Davis, call 941-441-5505, visit TeamOceanBreeze.com www.

or email andrea@teamoceanbreeze.com Copyright Top Agent Magazine 12

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 13

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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Laughs!

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Making the workplace happy is what we do.

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the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

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Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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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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VANESSA MAGGI Houses are like snowflakes. To the naked eye, they are all the same – a roof, a door, some windows. But upon closer inspection it becomes clear that each one is different, special even. As someone who grew up in real estate Vanessa Maggi was blessed with a keen eye and her clients love her for it. “Every time I have a house, I find the uniqueness of that property and that’s how we market,” she says. “I always tell my clients, you’re paying me to market your property to the world.”

Indeed, Vanessa operates a small, luxury boutique firm whose reach is far beyond its Miami Shores location.

Thanks to her experience as publisher for Vogue Latin America, Vanessa has implemented strategies that reach buyers as far away as New York and California.

That means mixing traditional methods like newspaper ads and postcards with more innovative ones like social media platforms Instagram, LinkedIn, Facebook and Google. “And then we do geo farming,” she says.

“New Yorkers are still coming. Californians are still coming. So, we’re going to buy ads – Google ads there, Facebook ads there.” Pricier listings – $2 million and up – are posted on Wall Street Journal’s Mansion.

more directly, making an effort to talk to them several times a year. “So they’re gonna hear from me, too, on their birthdays, Christmas, special holidays,” she says.

“They’re gonna get something from me, or they’re gonna hear from me.” Vanessa also stays connected to her customers and community through her work with the Miami Shores Chamber of Commerce. “We have a downtown … and it’s a vibrant downtown with new, small businesses,” she says. “So, I’m involved in the Chamber of Commerce just to help those businesses flourish and do the best that they can.”

Vanessa is doing her part to ensure Maggi Realty is one of those flourishing businesses. While her business relies on human contact now, she is aware that technology will play a bigger role. “So right now, it just looks better,” she says. “I’m a firm believer in education and just getting familiar with what’s new. I think technology has taken a huge part in the world, and I’m curious to see what’s gonna happen with real estate.”

By focusing her marketing efforts, Vanessa has been able to grow her business from a solo agent to a team with two agents under her. “We opened our own brokerage about five months ago, which is called Maggi Realty Group. My uncle is the broker,” she says.

There is also a marketing and admin person on staff.

“And our service is white gloves, so I think that’s the uniqueness that we have.” The team is producing oneof-a-kind numbers, on pace to total between $70-75 million this year.

With a 60-percent repeat and referral rate Vanessa makes keeping up with her customers after the sale a top priority. Email blasts keep buyers abreast of what’s going on in the community as well as new listings and open houses. She also reaches out to clients Top Agent Magazine

To learn more about Vanessa Maggi, please visit MaggiRealty.com, email vanessa@maggirealty.com or call 305.582.7917 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 22

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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