Jacksonville Real Producers - October 2021

JACKSONVILLE

C O N N E C T I N G .

RISING STAR Shelby Florenz

E L E VAT I N G .

I N S P I R I N G .

TOP PRODUCER

PARTNER SPOTLIGHT Collins Builders GIVING BACK Kayla Sharp

ROCCO

OCTOBER 2021

LO SPOTLIGHT: Andrew Burkhart NMLS#2008119

Why I Love Working at fiber After spending 10 years in the restaurant industry, managing everything from casual dining to fine dining, I was looking for a new challenge. I joined fiber.mortgage in 2020 because I saw something in this company that I had rarely seen before: a passion for providing an exceptional experience for their customers. At fiber.mortgage, our mission is clear: to amaze more customers than last month. As a technology-driven company, we leverage our proprietary software to close loans quickly and efficiently. That speed and efficiency means lower rates, faster closings, and happier homebuyers. Probably the best thing about fiber.mortgage, is we treat each of our customers like family. On Google alone, we have over 100 five-star reviews. Our customers love us, and our realtors love us because we make them look like rockstars.

About Me: After joining the Navy at 19 and working on submarines, I spent a little over 10 years working in the restaurant industry, managing everything from casual restaurants all the way up to fine dining.

When I met my amazing wife in 2012, we both decided that we wanted to build a better future for ourselves and for our future family. Almost 10 years later we have four incredible children (all boys), and my wife has just completed her master’s degree in clinical mental health on top of running a very successful Etsy business. She’s very crafty that one. When I’m not taking care of my many awesome customers and realtors, I enjoy spending time with my awesome little family. Whether we’re out hiking, at the beach, shopping, or just exploring Jacksonville, it’s never a dull moment!

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Jacksonville Real Producers • 3

MEET THE JACKSONVILLE REAL PRODUCERS TEAM

TAB LE OF

CONTENTS 09

Pub Note: Hello, Top Producers!

12

Partner Spotlight: Collins Builders

Kristin and Brian Lunsford

Megan Murray

Renee Parenteau

Katie Cremean

Michele Jerrell

Jennifer Watson

Michelle Williamson

Zach Cohen

Photographer

Photographer

Ad Strategist

Owners/Publishers

18 Rising Star: Shelby Florenz

Operations Manager

Writer

Writer

Writer

If you are interested in contributing or nominations REALTORS® for certain stories, please email us at kristin.lunsford@realproducersmag.com.

22

Question of the Month

24 Giving Back: Kayla Sharp

26

Top Producer: Sarah Rocco

If you are interested in nominating people for certain stories, please email us at Kristin.Lunsford@RealProducersMag.com and/or Brian.Lunsford@RealProducersMag.com.

DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Jacksonville Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company nor the publisher may be held liable or responsible for business practices of these companies.

4 • October 2021

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Jacksonville Real Producers • 5

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Jacksonville Real Producers • 7

pub note

By Brian Lunsford

hello, Top Producers!

T

his is such a fun time of the year as fall has arrived, football season is in full swing, and we can take a deep breath to reflect on the year so far.

The first three quarters of 2021 gave us a blistering housing market with both the number of homes sold and increased sale prices–not to mention, record-low interest rates during the pandemic.

This hot housing market appears to have enough steam to continue into the holiday season and beyond.

Although the local market calmed down a little as summer was winding down, buyers in the Jacksonville area are still paying a premium of around 22% above “realistic” housing prices, according to researchers at Florida Atlantic University. This bull market in residential property that we are all enjoying should continue in the foreseeable future according to Forbes:

8 • October 2021

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realproducersmag.com

“Despite the noticeable escalation of real estate prices and the drought in home inventory that REALTORS® report everywhere, there seem to be no signs of a real estate bubble.”

The top 500 REALTORS® in Northeast Florida are the cream of the crop for good reason. On balance, you all are excellent marketers, place high value in relationships and team-building, and know how to pivot when the storms come, which they always do.

Real estate is a nonstop journey with more twists and turns than a Disney roller coaster.

And while none of us know for sure how this fourth quarter will play out, many of you can take comfort in the fact that you already

surpassed your entire 2020 sales numbers by Q3 2021. Well done!

It is true, we are all riding the wave of this great Jacksonville housing market, but most of you are still outperforming the market with your vision and leadership.

The energy you are investing into your business today has a direct influence on your profitability tomorrow.

As a business coach once said, “Real estate is the purest form of entrepreneurship.” Hearing the stories from so many of you about not only your substantial revenue growth, but also your increased profitability, is fantastic news for you, your family, your team, and this industry.

It was wonderful seeing so many of you at our launch party last month

at the Jaguars stadium! It was a big success thanks to you and our amazing business partners. Stay tuned for details about our next event!

We hope this issue of Jacksonville Real Producers will inspire you to continue to accomplish exciting things and live your best life now!

Until next month, Brian and Kristin Lunsford

Publishers Jacksonville Real Producers brian.lunsford @realproducersmag.com kristin.lunsford @realproducersmag.com

P.S. Be sure to follow Jacksonville Real Producers on Facebook and Instagram for the most up-to-date information!

Jacksonville Real Producers • 9

10 • October 2021

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Jacksonville Real Producers • 11

O n e - St o p CUSTOM Home Shop partner spotlight

Collins Builders in Jacksonville is the type of company that makes places beautiful. Bring them your dreams of the perfect home for you and your family, and Collins Builders will work with you every step of the way to make those dreams a reality.

By Jennifer Watson Photos by Megan Murray

Established in May of 2003, Collins Builders has become a premier residential builder in Northeast Florida, building luxury homes from initial project vision to land acquisition, architectural design, interior design, construction, completion, and ongoing support for years beyond move-in. Many of their homes have been recognized for Laurel Awards in multiple categories by the Northeast Florida Builders Association.

They have also been recognized by Build Magazine as the “Most Innovative Single-Family Homebuilder” for Northeast Florida, and they have been recognized for three years in a row by Houzz.com for both service and design awards.

Hazrat Inayat Khan said,

“SOME PEOPLE LOOK FOR A BEAUTIFUL PLACE. OTHERS MAKE A PLACE BEAUTIFUL.”

“We firmly believe that, through passion for our product and a strong desire to serve our clients, these accolades become a by-product of our commitment to excellence,” Ashley said.

JACKSONVILLE NATIVE BRINGS BUSINESS HOME

A third-generation home builder and small business owner, Ashley grew up in Jacksonville watching his grandfather and father navigate the building industry, and he was “speaking the language” of the profession well before he graduated from The Bolles School and pursued his bachelor’s degree in business administration at Stetson

University. It was only natural that his first steps after college led him into the home-building business as an assistant superintendent with a local company in December of 1999. By 2000, he had worked his way to superintendent, which led to him overseeing the construction of more than 70 homes through 2001.

In late 2001, Ashley moved to another local home builder in the estimating, budgeting, and purchasing department, as well as the construction department,

and he worked extensively in internet-based scheduling software until May of 2003 when he opened Collins Builders.

In its first five years, Ashley led his company from building one home in 2003 to closing 148 homes in 2008. When the economic downturn happened in 2008, Ashley strategically worked through the recession, weathered the tough times, and, since 2013, the company has experienced a 25% yearover-year growth.

While the awards and accolades are certainly well-deserved and hard-earned, for Collins Builders owner Ashley Collins, these nods have never been his first priority.

Collins Builders offers 3D services. Walk through your new home room-byroom and see how the spaces will work for your lifestyle.

12 • October 2021

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Jacksonville Real Producers • 13

Tim Calderala, Chief Operating Officer Whitney Julian, Architectural Plan Designer Ashley Collins, Owner

as they turn that concept into a reality.

and presenting predictable outcomes.”

“These resources allow our clients to perceive spaces, finishes, and architectural styles that are unique to their personal tastes and preferences,” Ashley said. “The results have been amazing, and our clients are unbelievably excited to have the ability to engage more deeply in the process and see their dreams become realities.”

“REALTORS® experience what we like to call ‘transactional ease’ with Collins Builders. We have tested and proven processes in place that make for an enjoyable and engaging experience,” Ashley said.

While some clients may find their way to Collins Builders on their own, the company considers it a great privilege when REALTORS® refer their customers to Collins, something they never take for granted. REALTORS® can be assured that by referring customers to Collins Builders, they are giving their customers the gift of ease and efficiency in a home-building process that with other companies can be complicated.

“After the economic housing downturn, I had to make the decision to fully pursue the luxury home market—a decision that proved to be invaluable,” Ashley said. “Although our core values have never changed, the size, scope, and complexities of each unique project did. Going from mass communities with our stock plans and standard

14 • October 2021

structural options, to individual, off-site, and sometimes undeveloped land, was an amazing challenge.”

But the challenge wasn’t too much for Ashley and his team who pride themselves on being committed to their faith and families above all else.

“I credit the success of Collins Builders to God, the support of my family, a talented team

of professionals…and an unwavering commitment to serving clients,” Ashley said.

INNOVATIVE HOME-BUILDING

That commitment to its clients has pushed Collins Builders to implement innovative approaches in the building industry, such as 3-D and virtual design, which allows clients to better visualize a concept

“Collins Builders handles everything under one roof for our clients. There is no need to separate the builder from the architectural designer and interior designer,” Ashley said.

“Having all perspectives and talents under one roof ultimately makes for happy customers who avoid the frustration of plans, specifications, and selections being misaligned with budget and timeframes. We pride ourselves on honest dialogue

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years, Jeanie, and his four children: Hayden, Rowan, Lawson, and Lincoln.

In fact, it was Jeanie who, while in college, discouraged Ashley from pursuing a career in the Secret Service so they could have a more present family life as they began establishing roots together.

“I certainly don’t regret my change in career paths and have welcomed the honor of being a home builder every day for 18 years,” Ashley said. “Jeanie has been a steady and faithful encouragement by my side, and I am eternally grateful to her. I must credit much

of my success to her devotion and…commitment to the Lord.”

In his free time, Ashley enjoys attending church, reading, taking his wife on dates, fishing, sporting events, and vacationing.

HUMBLE LEADERSHIP, EXCEPTIONAL SERVICE

Ashley leads his company with humility, a leadership characteristic, which he admits some may find old-fashioned. “…[Humility] is unequivocally the greatest character trait in being a good leader,” Ashley said. “We all have unique talents and skills, some inherent to our personalities, some crafted over time through experience and training…

We must have a teachable spirit and a meekness about ourselves.”

His spirit of serving others and giving his clients a pleasant home-building experience by crafting a professionally diverse and committed team has proven to be a successful equation for Ashley.

He and his company have set the standard for making places beautiful in Jacksonville and the surrounding area.

FAMILY FIRST

And, when Ashley isn’t busy making places beautiful, he is spending time with his family, which includes his wife of 20

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I credit the success of Collins Builders to God, the support of my family, a talented team of professionals… and an unwavering commitment to serving clients.

Jacksonville Real Producers • 15

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Jacksonville Real Producers • 17

SHELBY Florenz A REALTOR® with and a for Real Estate

rising star

By Michelle Williamson Photos by Megan Murray

my big girl pants. At that level, you have to be at your best every single day or they will let you go because there are a million applicants behind you.”

Shelby enjoys spending time with her husband, Billy, and their two sons when she’s not working.

She also believes her success is in part because those she met in professional sports liked her, they liked her energy and outgoing personality. “Knowing that people could connect with me was pretty awesome,” she says. Her role in professional sports also eliminated the “star struck” element when working with nationally known coaches and athletes, which helped her when it was time to work with high-end clients.

“At the end of the day, we’re all the same,” she says. “We’re all people.”

Shelby Florenz knows REALTORS® are a diverse group of professionals, and she is convinced it’s her authenticity that sets her apart. “I hope my heart is shown through what I do,” she says. “Giving my heart

Her interest in sports didn’t begin in college though. It began in her hometown, Bozeman, Montana, where she played sports growing up.

Though she’s only 5’2”, in high school, Shelby believed she “was made for the NBA.” During winters, she played basketball, and in her junior and senior high school years she was “a Montana state champion in golf.”

and whole energy to each client and creating trust between us is the most important aspect of how I run my business.”

And that is what Shelby hopes her clients remember about her — the care and energy she invests into helping them find their forever home.

At the end of the day, we’re all the same.

Already this year, Shelby has doubled her 2020 sales volume.

Shelby enjoyed helping the Jacksonville Jaguars’ top draft pick, Trevor Lawrence, and his wife, Marissa, find their home in Jacksonville.

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18 • October 2021

It’s not only her heart that clients notice though. With a degree in Sports Management and Civic Engagement and Leadership, then community relations experience working for the Tampa Bay Buccaneers and the Rays, she understands how to organize, manage, and lead effectively—skills a REALTOR® needs.

Shelby moved to the Jacksonville area after accepting a position with Jacksonville Jaguars’ then-head coach, Gus Bradley. Her role as his personal assistant eventually shifted into caring for the Bradleys’ children, a responsibility she loved, and one that helped her get to know the community.

When you ask Shelby how her community relations roles prepared her for a real estate career, she says the professionalism required to work in a top-level organization helped her most. “Right out of college, at 22, I was working in the NFL and MLB. I knew I had to step up my game, put on

When Coach Bradley was let go by the Jaguars at the end of 2016, Shelby had already lived in Jacksonville for four years, enough time for her to fall in love with the town and “make some forever friends.” By then, Shelby also had met her now-husband, Billy. “I knew this is where Billy and I wanted to stay,” she says.

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Jacksonville Real Producers • 19

Shelby laughs. “I’m definitely a buyers’ agent because once people buy their houses, I feel like they never leave. There are awesome properties in great spots here.”

Happiness Begins at Home

Shelby loves making people happy. “I believe home is not just a place, it’s a feeling,” she says. “So when I can help individuals find their very own corner of the world that brings them happiness, it brings me fulfillment.”

Shelby and Billy have now been married four years, and they have two boys, “full of love and energy,” Callahan Lou (2) and “sweet and calm,” JoJo Pippin (6 months).

They also have a “fiercely loyal and loving” golden retriever, Ruby. They love golfing, taking their boys to the beach, and just hanging out in their neighborhood– their corner of the world–with friends.

Shelby’s client list is full of high-level professionals, but she knows how blessed she is. She’s seen first-hand “just how blessed we are to have a roof over our head and food on our table.” Her experiences have made her “have a forever grateful heart.”

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She got her real estate license in 2017 to manage Coach Bradley’s properties and, she hoped, other Jaguars coaches’ properties while they were away coaching elsewhere in the country.

But her plan to grow a property management client base didn’t happen. She started helping them buy homes instead. “The football community is tight-knit and strong,” she says. “When I started selling homes to new and former Jaguar coaches, they referred me on, and my business took off from there.”

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Today, Shelby has helped 16 former Jacksonville Jaguars coaches buy homes in the area. She was also current Jaguars quarterback Trevor Lawrence’s agent when the number one overall draft pick recently moved to town. And while many coaches have moved to other states to coach, they’ve kept their forever homes in Jacksonville and the area beaches. “Everybody has kept their place because...who wouldn’t?”

20 • October 2021

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Jacksonville Real Producers • 21

JEAN PICKETT, RE/MAX

Collage empowers children to succeed.

Hairdresser/color specialist and that’s still the first thing I notice about people!

question of the month

What was your

Now Enrolling for 2021-2022 School year

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Insurance adjuster.

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I was a school psychologist!

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Marketing manager in the corporate world.

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RESOURCES? Foreign language, STEAM, music, dance, media, gifted program, guidance

EDEN JORDAN, COLDWELL BANKER REALTY

After graduating with a journalism degree, I spent a decade in the Jacksonville TV news business as assignment manager and traffic reporter for First Coast News and Action News Jax and as a freelance field producer for Good Morning America and the CBS Early Show. Before jumping into selling real estate, I worked as a PR manager doing real estate marketing and PR for Shepherd, a Jacksonville advertising firm.

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I was a fitness instructor at Williams YMCA for 15 years. I taught spin, body pump, boot camp, and water aerobics. Then got my REALTOR® license. Oh did I mention I am a mom to six kids?

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Jacksonville Real Producers • 23

USING HER SKILLS FOR GOOD

Kayla Sharp

giving back

24 • October 2021

Kayla’s role as a mortgage loan originator gives her the ability to hone her natural sales skills while making a positive impact on someone’s life. “A home is one of the biggest financial investments a person will make,” says Kayla. “The mortgage process allows me to build a foundation of trust with the families and individuals I help.

Rest assured, I guide them through the entire process and answer any questions they may have, at any time.”

Written by Michelle Williamson Photos by Sara Price

Building Community through Friendships

Kayla is now turning her service focus and caring heart to the community by impacting lives through Best Buddies. She is using her skills to build community in a way that helps her family and many others.

ABOUT BEST BUDDIES

There’s most likely not a teenager anywhere who doesn’t want a friend or two, including teenagers with intellectual or developmental disabilities (IDD). That’s why Best Buddies International has become such a big part of Kayla Sharp’s and her daughter, Sky’s, lives. It’s all about inclusion.

Kayla Sharp was first introduced to Best Buddies International when her daughter, Sky, was in middle school. Sky has Down syndrome, and Kayla wanted an inclusive environment that encouraged her to develop and work toward achieving her accomplishments and dreams.

Now Sky is in high school, and Kayla has witnessed how Sky’s connection to the organization has helped her grow.

Best Buddies is a big part of Sky’s school day. Sky and other students with IDD are paired with student volunteers or “buddies,” who over time form one-toone friendships.

“Her buddies help her throughout the day,” says Kayla, “and even join her at lunch where she gets the chance to have a friend she can talk to, just like everybody else.” Kayla remembers the first time Sky came home from school telling her about her friends and asked to call them. “She knew their names so well,” Kayla remembers. “That’s a really cool feeling for a mom.”

“When you have a disability, outside of friends and family, you don’t really experience inclusion the same way an average child or teenager would,” says Kayla. “Best Buddies gives Sky a normal experience of friendship. She now has friends she can grow with.”

A WIDE REACH

Several Northeast Florida middle and high schools have a Best Buddies volunteer group. In fact, Best Buddies operates in all 50 states.

And while one-to-one friendships are one of Best Buddies’ initiatives, there’s more to the organization. Beyond their one-to-one friendships initiative, the nonprofit works globally to create opportunities for integrated employment, leadership development, and inclusive living.

WAYS TO HELP

To help Best Buddies continue to provide meaningful opportunities to people with IDD, you can visit http/www.bestbuddieschampion.org/ northflorida/.

This year’s Best Buddies North Florida Champion of the Year Gala will be on Saturday, November 13, at 7 p.m. at the Embassy Suites by Hilton in St. Augustine.

Best Buddies gives Sky a normal experience of friendship. She now has friends she can grow with.

Kayla, a mortgage loan originator at Atlantic Trust Mortgage, is co-chair of the Best Buddies Champion of the Year Committee this year.

“I knew it would mean a lot to Sky and other parents, friends, and family who may be in the same position as me,” says Kayla. “Being able to see the smile on my daughter’s face and being recognized for her accomplishments, not her labels, means the world to me. Being a part of Best Buddies Champion of the Year is a way I can help continue to shape this community and mold a better future for her and other individuals who share the same stories.”

@realproducers

realproducersmag.com

Jacksonville Real Producers • 25

top producer

By Zach Cohen

We a c t i v e l y w o r k to identify high potential agents and team members and spend significant resources investing into their growth and development.

After exploring several career options, in early 2016 Sarah chose real estate, a career that would give her the chance to be there for her three kids while providing ample earning potential. She quickly realized that real estate could be much more: it could be an opportunity to make a difference in her community and in the lives of others.

“I remember one month in, I went to a large convention where I was surrounded by other agents who were doing some absolutely incredible things with their businesses and building massive organizations and teams,” Sarah reflects. “I remember thinking, ‘Wow, this is going to be me in five years.’ I thought, ‘This is more than just selling homes. Selling homes is the conduit and the vehicle to build a business big enough to help change lives through my organization and leadership.’”

The Rocco Group

THE NEXT CHAPTER

“[I] needed to figure out what I wanted to be when I grew up,” Sarah quips. “[I] really needed to invent myself because my identity was my children prior to that.”

ROCCO

26 • October 2021

And we are focused on long-term client relationship cultivation.

Photos by Renee Parenteau

THE ROCCO GROUP K E L L E R W I L L I A M S R E A LT Y

Little did Sarah know that the culture at Keller Williams, and in the real estate industry as a whole, would help her grow personally just as much as it did professionally.

THE ROCCO GROUP

Five years into her real estate journey, Sarah runs one of Jacksonville’s top real estate teams. She believes that her commitment to her team members’ growth and long-term client relationships are the core of building a successful real estate business.

Through 2013, Sarah Rocco’s life appeared to be an example of the idealized American existence. She was married with three kids and spent most of her time and energy as a rockstar stay-at-home mom. Yet, the following year, a divorce and the ensuing relocation to Jacksonville sent tremors through Sarah’s life, requiring her to reevaluate her relationship with work, her financial situation, and even her own mindset. @realproducers

realproducersmag.com

Jacksonville Real Producers • 27

Sarah is excited to have her fiance, Matt, join the Rocco Group!

“We actively work to identify high potential agents and team members and spend significant resources investing into their growth and development,” Sarah explains. “And we are focused on long-term client relationship cultivation. Meaning when the transaction is over, the relationship is just beginning. We are seeking to become a one-stop-shop for all their needs going forward, whether that is home services, investment opportunities, [or] personal and professional development workshops.”

I truly believe I work with some of the most talented human beings in Jacksonville.

They inspire me, they are relentlessly committed, and coming to work every day feels like I’m simply coming to my second f a m i l y.

The results prove that Sarah’s strategy is working. Today, Sarah’s team includes twenty team members — ten on the operations side and ten agents.

When asked about the people on her team, Sarah glows.

“I truly believe I work with some of the most talented human beings in Jacksonville. They inspire me, they are relentlessly committed, and coming to work every day feels like I’m simply coming to my second family.”

In 2020, her team closed 197 transactions for over $64 million, and they are pacing to help 255 families for over $96 million in 2021.

and supporting local nonprofits. Sarah and Matt are passionate about the future of Jacksonville; they believe it’s evolving into a world-class city, and their goal is to help change the landscape of opportunity within the area.

SHAPED

BY FAMILY

Over the past five years, Sarah has also experienced tremendous growth in her personal life. She’s now engaged; she and her fiancé, Matt, have a blended family of five children from ages five to nineteen.

28 • October 2021

“We are a blended family, which comes with many challenges, and we have found a way to create a really good flow together. We love to travel, we choose hiking in the mountains over the city, and we choose to give our children experiences over things,”

Sarah smiles. “My children and Matt are my biggest supporters.

I’ve been blessed beyond what I could have ever dreamed.”

Sarah and Matt also enjoy training and competing in triathlons and IronMan events, indulging in Jacksonville’s emerging food scene, going to Jaguars games, @realproducers

helps thousands of families buy, sell and invest in real estate, while also empowering our people to build wealth and create a life by design.”

For years, Matt has worked as a coach and consultant to several of the largest sales teams in the country. He’s now joining Sarah in business.

As Sarah looks ahead, she aspires to continue to impact the lives of those around her in a positive way. As John Maxwell said, “Leadership is not about titles, positions, or flowcharts. It is about one life influencing another.”

“He’s been a great sounding board for me as my team has grown,” Sarah says. “Now, we are excited to announce Matt coming on board to spearhead several new initiatives in the growth of our organization.

Our vision is to build out a sales team that

“I want people and my family to remember me for being fearless,” Sarah concludes. “Someone who influenced them to think differently and taught them to bet on themselves, believe in themselves, seek greatness, and take chances.”

realproducersmag.com

Jacksonville Real Producers • 29

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