SOUTHERN FLORIDA 9-5-22

SOUTHERN FLORIDA EDITION

4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

3 EASY AT-HOME

DIY PROJECTS TO INCREASE PROPERTY VALUE

FEATURED AGENTS

GIULIANA OCAMPO MARY ROBINSON RAFAEL ZUZOLO

COVER STORY

JESSALYN FALCON

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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JESSALYN FALCON

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JESSALYN FALCON “It’s really important to know the person you’re shopping for homes with,” says Jessalyn. “I try to build a close rapport with everyone I work with so that they feel that personalized attention that makes them comfortable.”

Growing up in a family who owned mortgage, real estate and title companies, REALTOR® Jessalyn Falcon gained an in-depth level of knowledge of the industry from a very early 8

age. After she graduated from high school, she started doing appraisals and worked on that side of the business for twenty years. Eventually, she moved into real estate sales and Top Agent Magazine

now, she’s at the helm of her own brokerage. Representing homebuyers and sellers, Jessalyn’s team, which includes many of her family members provide a high level of service to their clients in Miami-Dade and Broward counties, Florida.

“It’s really important to know the Top Agent Magazine

person you’re shopping for homes with,” says Jessalyn. “I try to build a close rapport with everyone I work with so that they feel that personalized attention that makes them comfortable.” Her customer-first approach coupled with her knowledge of home values after years of appraising have bolstered Jessalyn’s business over the 9

years. Around half of her business comes from either past clients or referrals from them and other agents.

“My team and I go to all the networking events in the area to meet other skilled professionals in the industry. It’s really great to have those contacts on hand as they can help find prospective buyers and sellers,” explains Jessalyn.

When it comes to marketing, Jessalyn’s team does a lot of social media and

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email campaigns to spread the word.

She has weekly calls with her clients to check in and see how they are doing and is always available by text to answer a quick question. “I reach out whenever I can, even if it’s just following up to see how they are doing,” she says.

Jessalyn and her team are involved with local charities and give back where possible to support the local communities they work in. She works a lot, but it’s

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clear that she loves what she does. Her business seems to follow her wherever she goes — even on vacation. “Instead of relaxing, I find myself checking out all the different construction styles of homes in other countries. I love seeing older styles of homes than what we have here. What can I say, I just have a passion for houses.”

On her own, Jessalyn does between $8-10 million in sales volume per year while her team brings in an Top Agent Magazine

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additional $5-8 million. They have plans to continue to grow their volume and expand the team in the near future. For the moment, however, she’s concentrated on doing what she loves while getting to know her

clients on a deeper level. “I work with a lot of first-time homebuyers and it’s so exciting to help them through this major decision in their life. This business is a lot of fun and it’s also very meaningful.”

To learn more about Jessalyn Falcon please call 305-479-5585, email jfalcon@falconempirerealty.com or visit falconempirerealty.com www.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 14

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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GIULIANA OCAMPO With a strong inner motivation to work very hard, Giuliana Ocampo ran her own business for years before becoming a REALTOR®. At a difficult time in her life eight years ago, her friend, a lawyer whom she admires and greatly trusts, suggested that she get licensed in real estate. After taking the courses, she realized that she loved everything about the industry. Today, she works as an individual agent representing residential and some commercial clients. Giuliana primarily works in Miami Beach, Aventura, and Sunny Isles Beach, but she has also done business in other areas in Florida and even other states.

Around 50% of Giuliana’s clients live out of state, meaning that she sells a lot of homes without her clients ever setting foot on the properties. This requires a high level of trust in Giuliana that she doesn’t take lightly. “I’m not just here to sell my clients something, I look at the properties as if I was the one buying,” she says. Giuliana knows the ins and outs of every neighborhood in the areas she covers and can identify properties that will be great investments and those that won’t. As a result of her knowledge and honesty, Giuliana counts around 90% of her business as coming from repeat clients and referrals.

When it comes to marketing her listings, Giuliana does a mixture of social media, MLS, and email newsletters. With a strong referral network, she also receives a lot of business through word of mouth. Of course, Giuliana is always available to take client questions over the phone and is known for acting immediately on anything they need. “I don’t like to leave anything for the next day. I believe the best time to get things done was yesterday,” she says with a laugh.

As a single mom, Giuliana spends most of her spare time with her 11-year-old daughter. “From a very young Top Agent Magazine

age, I would bring her to the office, showings, and even listing presentations. My colleagues loved her. She’s everything in my life,” says Giuliana.

Every month or two, Giuliana and her daughter take a day to put together around 150 sandwiches to bring to local nuns who distribute them to the homeless. “It’s a small way of giving back, but it helps. I want to set a good example for my daughter so that she knows how important it is to give back,” she explains. Giuliana has also volunteered by delivering blankets and clothes to people through the same organization.

No matter what Giuliana pursues in her career, giving up is never an option. She’s worked through numerous challenges over the years in multiple businesses, which has taught her to be resilient and flexible when it comes to solving problems. “With real estate, I do whatever it takes to close a sale,” she says. “Even if there are complications during the process, there is nothing better than delivering the property to my clients and seeing their happy faces.”

To learn more about Giuliana, call 786-290-6091 or email gocamporealestate@gmail.com Copyright Top Agent Magazine 17

MARY ROBINSON Moving up a path from being an admin for a developer through project manager, Mary already had plenty of industry experience behind her before she went for her real estate license in 2002. Twenty years later, she runs a brokerage with nine agents centered on a personalized client deliverable which has created an ever-expanding loyal following. Today, the Oyler and Robinson Real Estate Practice and Mary Robinson herself, has generated such positive feedback resulting in upwards of 99% of her client base stemming from referrals alone. Mary’s advocacy for her clients naturally led her to step into community service where she recently served six years on the Board of Directors with the Gilda’s Club of South Florida and is an active volunteer working with Bella’s Promise Pet Rescue.

Mary runs a one stop shop serving both standard and complex transactions. She works extensively with probates, and most of the time, those reps aren’t even in the state at all. She’ll step up to handle absolutely everything, from the proper invoicing procedures for the probate courts to handle, to furniture removal so there are no worries for anyone else involved. Mary applies her background as a prior paralegal to get contracts and transactions moving along over obstacles that would have stopped others.

When dealing with more standard listings, Mary rises above the industry standard and deploys each listing to over 150 affiliated sites and implements a hands-on proactive marketing and social media strategy resulting in attracting active buyers and producing the desired results of her sellers. Throughout the process Mary keeps her client base up to date on the latest developments and trends not just with a monthly email, but also a quarterly magazine. Her daily check in calls to present and past clients keep Mary connected on 18

a personal level, while offering professional support when needed.

For those relocating, Mary goes well above and beyond. The journey begins with introducing clients to neighborhoods and cities her clients have suggested that they would like to live in and what meets their “wants and needs”. From there, a carefully planned day in each selected neighborhood supported by handpicked properties typically results in her clients making an informed discussion. Not being from the area, most relocating clients aren’t exactly sure of what they’re looking for and trust Mary and her approach leading to their desired outcome.

All of this special attention has brought Mary to over $14 million in transactions last year, a number which will only continue to grow. She’s always been service oriented, and the growing client base is a testament to the extra care she gives. Her focus is on helping each client in whatever unique way they need to reach their real estate goals. That’s the kind of care that drives her to work regularly with local animal rescues as well – finding the right new life for those looking to settle someplace else.

For more information about Mary, please call 954-854-8428 or email mary@orrealestatepractice.com Copyright Top Top Agent Agent Magazine Magazine

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 20

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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RAFAEL ZUZOLO When Rafael Zuzolo first immigrated to the United States from Venezuela, he knew he would accomplish his American Dream. Driven and business-oriented, Rafael wanted to pursue an entrepreneurial path. He worked in the car industry, but when friends and family around the world began calling him for real estate advice, he decided to become an agent. “They wanted to know how to invest in Miami,” Rafael explains. “And as I saw the market grow and grow, I knew it was time to leave the car business and devote all my time to real estate.” Fluent in Spanish, Italian and English, Rafael’s client base is largely international. Many are located abroad, and trust Rafael to find them the ideal property. “I always analyze each investment thoroughly, so I’m able to tell them if it’s worth going for,” he says. Having lived in the region for a considerable amount of time, he also loves referring his clients to the vast network of professionals he’s met over the years, including loan officers, title companies, immigration lawyers, and more.

With his CIPS certification (Certified International Property Specialist), Property Management Certification, Green Certification and Military Relocation Certification, Rafael is uniquely equipped to guide his buyers and sellers throughout their transactions. He can also manage their properties and find the perfect tenant for each unit. His exceptional ability to understand what his clients need has allowed him to grow his business to great heights. “I put in 100% effort at all times,” Rafael says. “And because I have clients all over the world, I make sure to always be available. Even if it’s 9 or 10 at night, I’m there for them and ready to help.” Knowing that this process can be

stressful, his aim is to eliminate worry, answering questions as quickly as possible and preparing clients for what comes next. Having won the Top Sales Agent Award for his brokerage, it’s clear Rafael is going above and beyond.

Word spreads fast about Rafael’s work.

One recent client raved, “Outstanding results! Best value and service. I’ve bought over 10 properties in my lifetime and Rafael Zuzolo is at the top of my list. He is always available, very knowledgeable on real estate processes, and has an excellent structure for managing all the steps from beginning to closing. Rafael has so much patience as well and if he can put up with my demanding character he will do a great job for you for sure. I don’t ever write reviews but I was so pleased with Rafael that I felt he deserved the recognition for a JOB WELL DONE!” Another wrote, “Rafael is a true professional and expert in his field. Working with him has been such a pleasure and a great learning experience. He has not only become one my favorite people to work with but a great friend as well. Definitely recommend him for all your real estate needs.”

When Rafael isn’t working, he’s giving back to his community by feeding the homeless. He also loves riding his motorcycle and traveling across the country during his free time. But much of his day is spent helping clients, and he wouldn’t have it any other way. As his team grows, Rafael is eager to assist as many people as possible in their real estate goals. “If I can help you, I will do it with no hidden interest. I have worked hard to get to where I am now, I know the value of every dollar of my clients and I take care of them as if they were one of my own.”

For more information about Rafael Zuzolo, please call 786-499-4095 or email info@rafaelzuzolorealtor.com, visit rafaelzuzolo.com www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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