FLORIDA 1-7-19

FLORIDA EDITION

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

Are You A VALUE-ADDED AGENT?

COVER STORY

5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

FEATURED AGENTS

SAL GIULIANO HELLE HARTLEY DAVID KURZ BRIAN OEN LAURA SANDERS DIRK SCHROEDER

TJ Cosgrove

FLORIDA EDITION Equitable Title of Celebration is proud to congratulate

SAL GIULIANO TJ COSGROVE

soon’ before it goes up on the MLS, which After spending 20 years in the Marine Corps, 7 17 18 HELLE really creates demand for that HARTLEY listing right off Sal Giuliano began a successful 14-year career the bat. We get the home show was ready, bringing in pharmaceutical sales, before moving to Helle Hartley in search for her in a cleaning crew, and staging if needed.

Florida. It was in The Sunshine State that Sal second act career when sheThen decided to take adone closer and look at the realand estate I get professional photos drone decided he wanted to give real estate a try. “I industry. With background experience walk through videosinwhen necessary. Once it’s loved sales, working with people and being retail and marketing, she decided up on MLS, it goes out to over 65 websites.

Wenatactive in my community, and thought real her existing skillset would parlay urally to life as an agent.

Now, four get every listing maximum exposure, which estate would a be a great fit. I was right.” Three years since the launch of her career, allows us to get topHelle dollar and sell the home and half years in, and Sal is already one of the has established herself as a proBRIAN OEN LAURA SANDERS DAVID KURZ quickly for our sellers.” top agents working in the lucrative markets of fessional known for her positivity, TJ COSGROVE SAL GIULIANO HELLE HARTLEY integrity, and abiding Sarasota and Charlotte Counties.

How did Laura Sanders become one of the most a buyer or seller to I’m her, she willcommitment enter theirto “I’ve always hadmost a knack for real estate,” Brian and some even have their own single on every “I email them and follow up. become one of the page step. websites. serving to clients to the fullest. trusted and beloved agents in South Florida? name in a drawing win an iPad. She sends One of the things that Sal loves about the real 21 He conducts 22 marketing 27 DIRK state and Owners a thorough campaign via25with them during and after OenBroker explains, when asked about thisfeatured career constantly engaging on being for the state SC thoughtful gifts for clients’ special occasions hepath.

United Marine on the ground” estate business is the connection it offers Sal knew he didn’t wantittoingosome to asocial largemedia. bro- He also has a “boots “I States knew I would be doing the transaction to maintain relationship.”

Originally from the Denmark, Helle now calls Florida home.him There, Laura purchased her first investment property like the birth of a child orhimself, a graduation and she Florida Top Agent Magazine! is capacity hometown Miami. approach, his team out to to knock on every she and herand husband—a licensed agent of two years forofthe rest of my life.”forces Hisin first stepone the community, he pop-bys is always looking forasBroker/Owner ways to kerage, so of he joined with of thesending area’s premier As when she was indoor graduate school.

Withintotwo doesacross to checkCounty in personally and see the mortgage industry, in the neighborhood share information about ago—serve clients the Pinellas region.

Under the into the real estate world was in 2004, when he When it comes to marketing, Brian aims to tailor give back. Onetoof his favorite charities toand support is Fisher boutique brokerages, Elevate Realbought Estate Brokers, where he Prope years, she’d six properties. how21 clients are doing let Augustine them she the home and calling In overorder 100 agents in the area necting with people and banner of Century Jim White & Associates, Helleknow has earned began investinga with a friend. While heherself con-professionals. itHouse, to eachan property.

“Every property is support different, organization that offers toover veterans’ famreal estate Sal and his is for save commission fees, became appreciates referrals. eder understands a variety of accolades andtheir designations the course of her let them know theshe property sale. He hosts a estate. Heleads receivedsmall his team of to tinued toteam invest, he also started working as the so I do an individualized marketing plan each canAgent licensed as an approach agent.

Sheopen started an houses. career, including recognition as for a Multi-Million Dollar isProducer, about ilies by putting up in housing, so they be there for fa stand personal to sales, and as the a thriving business!

He’sout with their brokers’ andworking multiple open The result isthem Vice President and Director of National Oper- often type of listing, but all of them itget professional agent part-time with RE/MAX when she was When comes to marketing listings, Laura a Beach and Waterfront Luxury Specialist, and as the recipient of his agent wife, who runs a quick sale at a very competitive price. figures and their loved ones during the rehabilitation process. He is also “dol incredible special programs they offer their clients. the nation’s largest independent realas a psychotherapist. She finally photos,” Brian explains.

“IAward. also profes2017’s Centurion Helle also start managed cultivate still working knows thathave mosthas buyers theirtosearch for a o veations agent for himself, David committed focus a big supporter of organizations thatneed help thebusiness, homeless, as “Allsearch of ourcompany. buyers get a years 13-month home warranty Sandy Thompson & Yaritza Logrono significant of repeat and amounting decided toago, pursue herworking passion for through real estate a property online.

Asreferral ait,certified home stager, estate Two sional videography properties that After with David, his clients remember that forcontingent the agentstitle on his team. tional client servic to more than 50% of on her clientshare.

To account for her consistent well as the local bank. us.his We want to make sure that they have peace of mind with full-time.

She soon found herself in the 100% she’s able to help clients prepare their home EQUITABLE TITLE OF LLC earned real estate license, and decided and every listing isfood advertised social media.” ndhe collaborative environheCELEBRATION, was available and always there for them personLAURA SANDERS DIRK SCHROEDER DAVID KURZ BRIAN OEN about his buyers a success since her industry debut half a decade ago, Helle cites then#190, became a give Platinum and34747 now Group for himself, his so that it looks its best. She then hires prothat property that year.

We also them buyback ove culture.

I love full-time to for ally.

He sets upAgent, a aWhat’s App? to our begin working as first anClub, agent.

With 610 SYCAMORE ST., CELEBRATION, FL ified his reputatio friendliness, patience, and follow-through as some of the key is18 Diamond Club.

She’s now number one fessional photographers to take high aquality uild businesses.

That’s aifpassion clients and anypurchasing, involved team members constant commuSal couldn’t be happier with how far he’s in just few guarantee, so (407) within months of they’re notsoin that histheir extensive background in the industry, he After the transaction clients glowdrivers ofisherover, working style.leave “I strive tocome treat everyone like fam-an 566-0776 | Info@equitabletitle.com Broward County and number two in theare state.

With sixteen photos that highlight the best features of theknowledgeable property.

Each s team serve all of Miami Dade and nication is possible and all questions answered promptly.

“I’m was destined for success as home, a Realtor.

Today, ing reviews about Brian.

One recently said, short years and would love to continue to grow his busisatisfied with that we’ll buy it back or sell it for free ily, like how I would want to be treated,” she says.

“Honesty and professional.

With asmore decades equitabletitlegroup.net years’ experience a licensed agent, is still with RE/ listing marketed internationally, well than as on three the MLS, all o CONTENTS there, I as have a high level ofLaura communication, and I pick up ofisgo integrity a long way, and I always makemembers myself available.

I’ll he worksand withget Thomas Realtyalways in Gainesville, Florida, “Brian did anness outstanding job assisting me in purchasing and his team.

“I’d like to add 2-3 team on in them Group into another property.

We also have a unique is ideally suited to that help hishonest, buyers and seller MAX. She serves Palm Beach, Broward and Dade Counties the major real estate websites, and on social media. my phone,” he says. answer my phone 24/7.

Clients trust I’m transparent, and has selling his ownprogram, team consisting ofisan assistant, transaction the right and but worked through two different contracts, my priority always offering my clients anexper whichand that we guarantee we’ll yourhome often completes more than 120sell transactions a2019, year. treacherous process and siness comes from repeat and referral and top patient when it is comes totransaction finding the right match forthat them.

I coordinator and buyer’s agent.

Together they serve the north two changes of closing, and negotiated repairs.

He was always What’s Laura’s favorite part ofand therepeat job?

“I love help4) ARE A VALUE-ADDED 23) SELLERS: level ofAND service.

Our trust and that we’ll buyYOU it. We’re allDavid’s about keeping people lates into loyalty business. like the time to listen toclients my clients andus really hear what What’s favorite part of hismovjob? It’sunsurpassed two fold.BUYERS First isto take over 1,000home, homes,”or David says.

As central portionthe of word the state.

Much theirthebusiness positive and eager to resolve the many arose Anof impressive 50%product: ofderives her comes from cliing people findchallenges their dreamthat home orusgettothe best friends price for really want.” seeing final ajourney.” very emotional andrepeat happy family buys eager to spread about makes themthey comfortable recommending their ing forward and wehiswant to help them on thatbusiness AGENT? UNDERSTANDING HOW from referrals and repeat clients, which is no doubt due to and was able to negotiate quite strategically from a position ents and referrals.

What sets Laura apart from other agents their property!” she says.

She hires a coach to ensure she’s ing their dream home. Second is seeing hisand agents growwhich and is the“Igreatest sphere of influence. What keeps his was freshly out of college and working family, compliment.

We don’t just HOME INSPECTIONS ARE their superior service. of overall market knowledge, neighborhood specifics, and in her area?

She’s honest, meticulous and an excellent always learning and improving.

To give back to the commuWhen it comes to listing properties, Helle taps Century 21’s extenbecome more successful by helping those families. David believes t a transaction artist. I’m a relationship saysWe Dirk, when asked how he began work TOP TIPS AND One of 14) the ways SalAGENT ensures great results is her with hisrecent innovamake apresident saleIsive and move on. maintain those relationships. platform to readhome a wide-ranging audience.

Beginning with that receive the best possinity, Laura participates in fundraisers for the Festival of the trends.

I past feel like got an excellent at the right strongly ensuring in supporting his clients community.

He is the of who move on as soon as the transac- negotiator, NEGOTIATION TOOLS “Someone mentioned that Florida would high-quality professional photography that showcases homes ble price for a property.

“I’ve often gotten my clients more Flutes and the Stockdale Foundation, which provides scholtive and comprehensive we secure Ourongoal isagain.” to always create raving fans, and I’m happy to inbe QUESTIONS FOR CHOOSING “I’m very communicative and toVeterans reach.

Iplans. answer”Once myof Real price.

I will call Brian maintaining those relationships.

“My easymarketing the Association Estate Professionals.

Last year intolight, the want business, because they thought their most Helle then leverages social mar-tha money what told me wanted,” shesay says.

Shehave arships to winning students to pursue vocation or media technical they than gave away aZillow home to homeless veteran.

He raises toys forYOU me.

They know I’ll goIback above andproperties the that listing, get LISTING the onthey asathey a ‘coming we the reviews to who support that.” phone, always text and answer myup emails,” Brian YOUR AGENT 26) ARE DOING BUSINESS keting and exposure across the leading online listing platforms to www.

www.

beginning to school show aand lotshe of potential. thesets timehim tochildren communicate herBrian clients and find out training after high sponsors a Strange local underserved the As holidays and sponsors families in programs Heexplains. goes the Itextra mileBrian’s to ensure his takes is also expertise that apart during from with looks towards the future, he is working on growing when interest rates were at about luau, 14%.”sheObta their goals, and she attendsand inspections and He appraisals.

“I’m nature preserve.

At her annual client appreciation AS YOU ON FACEBOOK? need for Thanksgiving Christmas. and his team are also bleothers and have their needs met. in the industry. an in-depth knowledgeSHIFTS about into the commercial side of the business while continuing to 19) “I 5 have SIMPLE MINDSET 1984, he wasand mentored by the twoshe Brokers there at appraisals with the my Children’s list of upgrades andCaring comparables a school supply drive, at her holiday party col- w very involved with Cancer Center.

Indoes Janthe market and the entire processtoofjustify buying/selling a home. serve his under residential clients.

He is eager to build up hisher team why thewill house is worth what it’s contract lects for Tots. cherished free the time, and In went on to obtain histime, ownshe Brok eting. “I often tell my agents that we HELP uary 2019, he launch Kurz Cares, a charitable foundation for toys for Toys THAT WILL YOU ACHIEVE Being an investor, I’m always up to speed with what the curwith like-minded people who can help him with grow more than explains. in touch with spending past clients, family children andfirm. go to 1995, heher became aand partner in the hisshe team.

In his To freestay time, he enjoys timeLaura with hisloves wife to spendIntime keting company that has the pleasure for,” YOUR rent values are and what theGOALS market is doing.

I feel touch. like I havethrows ever before. a personal year for the to beach. For the future she wants to grow a strong team and four children. ForShe the future, two he’dparties love toa grow his team s with a smile. “We are very focused prefers a very well-rounded understanding of everything and how to clients, a big for clients families, she can serve even more people in her community! ng.” At the beginning of the process, her250 agents andsummer hit his luau long-time goal and of atheir billion dollars in so sales Specializing in Northeast Florida’s Now St. Joh get everyone to makeany a deal happen.”

Noperiod. matterNext how much he that’s expands, Brian’s passion forwith thisher passion and drive, andas a acatered holiday with entertainment.

She sends goal and one that singleWhen office working inparty a 12-month year, he plans to a worthy e house with the together client to discuss longevity in the industry has translated into them mailers every days reminding that if remain they refer she’s “I sure to achieve.

Brian, one can in-house expect tohigh receive guidance willhis theplatform same. love helping people in what write and publish thirdthe book, industry andthem expand national e.with He has professional Phone 888-461-3930 | throughout Fax45a310-751-7068

based more than 90% upon repeat clients a

transaction, no the question left unanswered.

He takes most goals consider to bethat thewith largest as a speaker. Now those his are ambitious and ones his transaction of their lives. I deographers thatwith capture best feameasure of a job well done in the highly-com mag@topagentmagazine.com job are verylisted seriously, each client todedication, have a smooth and |forwww.topagentmagazine.com really enjoyhe’s using mytoknowledge drive, and talent the industry, sure achieve! and experience to help them erties on the and Kurzwants websites To learn more ab

world. “I believe it’s about my attention to d stress-free experience. This includes keeping them updated make the best decision.” email arrowlists@cs.com, show for every client,” Dirk,visit whenhelle asked No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Topsays Agent exceptional level of consumer loyalty.

“I beli Magazine is published Featuremore Publications GA, Inc.Sal Although precautionscall are taken to ensure the accuracy of published To by learn about Giuliano, 941-626-3069, the core of every one of my transactions.

Put materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. email salgiuliano6@gmail.com or visit SalGiulianoHomes.com paying attention to their needs, and listening To subscribe or change address, send inquiry to mag@topagentmagazine.com. sound pretty basic, but you’d be surprised Published in the U.S. Realtors don’t attend to the basics.” Maki know what is happening with the transaction 2 Top AgenttoMagazine To find out more about Laura Sanders, contact her by email at lauraess@bellsouth.net paramount importance Dirk, as well. “I th or by phone at 954-650-0827. You can also check her out online Copyright Top Agentof Magazine the client aboutat thelaurasell.com details the process is www.

www.

www.

mailto:mag@topagentmagazine.com http://www.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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TJ Cosgrove

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TJ Cosgrove Following his career as a Golf Pro at Isleworth Country Club, TJ Cosgrove, jumped wholeheartedly into his passion for his real estate career in 2005. At the start of his business, he built experience working alongside developers and resort communities, developing the skills and relationships needed to succeed in the marketplace. Fourteen years later, TJ’s brokerage has differentiated him as a top agent in Orlando’s bustling real estate scene.

His reputation for professionalism, in-depth expertise, and an abiding commitment to client-centric care makes TJ a prominent leader in today’s real estate market.

8Copyright Top Agent Magazine

Today, TJ operates two innovative real estate brokerages serving the greater Orlando area. Reunion Realty, TJ’s first real estate brokerage, focuses on expertise and knowledge on Reunion Resort, a 2,300-acre resort style community, targeting prospective buyers, sellers as well as investors. Champions Realty, TJ’s secondary brokerage in the Southwest Orlando area, has a team that focuses on vacation and second homes as well as the primary owner and investment properties ranging from $100,000 condos to estates over $7-million, and caters to both buyers and sellers.

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Over the course of his career, TJ’s client relationships and expert marketing has led to repeat and referral clientele—a testament to the lasting impression he makes upon clients. TJ attributes his success to his daily reminder and his office’s slogan: “Solving the Problem.” Client care, regional knowledge, and consistent communication are key to TJ’s continued success in real estate. “To us, the client’s needs are first and foremost,” he says. “We are in a service industry and providing the highest level of service is what we do.” TJ’s brokerages also rely heavily on seamless communication and Top Agent Magazine

accessibility by consistently staying in touch to maintain a good rapport with clients over time. “The more that our agents make themselves available, the better service they’ll have with their clientele.”

With Orlando a global destination, buyers come from all over the world and arrive in Copyright Top Agent Magazine9

Florida with unique real estate needs. TJ and his team serve as seasoned stewards who understand the region’s distinct, layered marketplace and help clients in and out of state navigate the purchase and sale process. “Buyers everywhere are looking online, trying to educate themselves. There are so many communities here that may appear similar, but we set ourselves apart for being experts and understanding the intricacies of different properties and neighborhoods within those varying communities and developments,” TJ says.

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“When we sit down with someone, we try to determine exactly what they’re looking for, then we use our vast knowledge base to help them find that ideal property and opportunity they’re seeking.”

When it comes to marketing, TJ and his team earn full exposure on behalf of his clientele.

Complete with high-quality photography that showcases each property in its finest light, listings enjoy highly-trafficked search sites, premium visibility on the leading online listTop Agent Magazine

ing platforms, and even worldwide exposure to fellow brokerages across the globe. Last year alone, 72-million people visited Orlando from around the world, to enjoy the sun, theme parks, and real estate. “When we reach out to international brokerages, it is our firsthand knowledge and responsibility to get in front of them with information,” TJ says. “When clients arrive, we’ve already made a natural connection.”

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Away from the office, TJ gives back to his community by contributing to local organizations such as Matthew’s Hope Ministries, which supports the local homeless as they get back on their feet. TJ and his team also give back to the local Vietnam Veterans of America through various outreach programs and support. In his remaining free hours, TJ enjoys spending time with family and friends, as well as playing the Copyright Top Agent Magazine 11

occasional round of golf to reconnect with one of his earliest passions.

As for the future, TJ plans to keep momentum strong as both brokerages rapidly grow and new team members join. “We’re really excited about the Orlando area’s market,” he says. “As boutique brokerages, we’re able to make quick decisions and move into markets to help clients best. We are always looking to continue to grow our team and position in the marketplace.”

With more than a twenty-four years of insight in the market, TJ Cosgrove considers what he enjoys most about his career as a broker. “We are in a service industry and we really enjoy helping people,” he reflects. “It’s exciting to meet so many people from across the world—from Monaco to Barcelona to Rio to China. We enjoy the process of getting to know them and connecting with them over the years. After building those relationships, it’s incredibly rewarding to help clients find their dream home.”

To learn more about TJ Cosgrove email TJ@ReunionRealty.com, visit ReunionRealty.com or ChampionsRealty.com, or call (407) 494 –1191 or toll free at (888) 835 – 3702 www.

Copyright Top Agent Magazine 12

Top Agent Magazine

Equitable Title of Celebration is proud to congratulate

TJ COSGROVE

on being featured for the state of Florida in Top Agent Magazine!

Sandy Thompson & Yaritza Logrono

EQUITABLE TITLE OF CELEBRATION, LLC 610 SYCAMORE ST., #190, CELEBRATION, FL 34747 www.

(407) 566-0776 | Info@equitabletitle.com equitabletitlegroup.net www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 14

Top Agent Magazine

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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SAL GIULIANO After spending 20 years in the Marine Corps, Sal Giuliano began a successful 14-year career in pharmaceutical sales, before moving to Florida. It was in The Sunshine State that Sal decided he wanted to give real estate a try. “I loved sales, working with people and being active in my community, and thought real estate would a be a great fit. I was right.” Three and half years in, and Sal is already one of the top agents working in the lucrative markets of Sarasota and Charlotte Counties.

Sal knew he didn’t want to go to a large brokerage, so he joined forces with one of the area’s premier boutique brokerages, Elevate Real Estate Brokers, where he leads a small team of real estate professionals. Sal and his team stand out with their personal approach to sales, and the incredible special programs they offer their clients.

“All of our buyers get a 13-month home warranty through us. We want to make sure that they have peace of mind with that property for that first year. We also give them a buyback guarantee, so if within 18 months of purchasing, they’re not satisfied with that home, we’ll buy it back or sell it for free and get them into another property. We also have a unique selling program, which is that we guarantee we’ll sell your home, or we’ll buy it. We’re all about keeping people moving forward and we want to help them on that journey.”

One of the ways Sal ensures great results is with his innovative and comprehensive marketing plans. ”Once we secure the listing, I get the properties up on Zillow as a ‘coming

soon’ before it goes up on the MLS, which really creates demand for that listing right off the bat. We get the home show ready, bringing in a cleaning crew, and staging if needed. Then I get professional photos done and drone and walk through videos when necessary. Once it’s up on MLS, it goes out to over 65 websites. We get every listing maximum exposure, which allows us to get top dollar and sell the home quickly for our sellers.”

One of the things that Sal loves about the real estate business is the connection it offers him to the community, and he is always looking for ways to give back. One of his favorite charities to support is Fisher House, an organization that offers support to veterans’ families by putting them up in housing, so they can be there for their loved ones during the rehabilitation process. He is also a big supporter of organizations that help the homeless, as well as the local food bank.

Sal couldn’t be happier with how far he’s come in just a few short years and would love to continue to grow his business and his team. “I’d like to add 2-3 team members on in 2019, but my top priority is always offering my clients an unsurpassed level of service. Our clients trust us and that makes them comfortable recommending us to their friends and family, which is the greatest compliment. We don’t just make a sale and move on. We maintain those relationships.

Our goal is to always create raving fans, and I’m happy to say we have the reviews to support that.”

To learn more about Sal Giuliano, call 941-626-3069, email salgiuliano6@gmail.com or visit SalGiulianoHomes.com www.

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HELLE HARTLEY Helle Hartley was in search for her second act career when she decided to take a closer look at the real estate industry. With background experience in retail and marketing, she decided her existing skillset would parlay naturally to life as an agent. Now, four years since the launch of her career, Helle has established herself as a professional known for her positivity, integrity, and abiding commitment to serving clients to the fullest.

Originally from Denmark, Helle now calls Florida home. There, she and her husband—a licensed agent himself, as of two years ago—serve clients across the Pinellas County region. Under the banner of Century 21 Jim White & Associates, Helle has earned a variety of accolades and designations over the course of her career, including recognition as a Multi-Million Dollar Producer, a Beach and Waterfront Luxury Specialist, and as the recipient of 2017’s Centurion Award. Helle has also managed to cultivate a significant contingent of repeat and referral business, amounting to more than 50% of her clientshare. To account for her consistent success since her industry debut half a decade ago, Helle cites friendliness, patience, and follow-through as some of the key drivers of her working style. “I strive to treat everyone like family, like how I would want to be treated,” she says. “Honesty and integrity go a long way, and I always make myself available. I’ll answer my phone 24/7. Clients trust that I’m honest, transparent, and patient when it comes to finding the right match for them. I like to take the time to listen to my clients and really hear what they really want.”

When it comes to listing properties, Helle taps Century 21’s extensive platform to read a wide-ranging audience. Beginning with high-quality professional photography that showcases homes in their most winning light, Helle then leverages social media marketing and exposure across the leading online listing platforms to

ensure online audiences are courted. From there, she incorporates post-cards, open houses, and neighborhood door-knocking to drum up local buzz. Combining digital and traditional marketing efforts ensures listed properties are highly visible to audiences near and far. Likewise, her specialty with luxury and beachfront homes sets her apart in a coastal Florida marketplace where demand is high.

Whether she is navigating the listing or house-hunting process on behalf of her clients, Helle streamlines transactions to keep stresses low and optimism high. “I have a lot of energy and a positive attitude,” she says. “By the time we finish a transaction, my clients feel comfortable and we’ve grown close along the way.”

Beyond the office, Helle gives back to her community through organizations such as the Toys for Tots holiday drive and through other local charities. She also hopes to learn American Sign Language in the years to come and expand her real estate services to the hearing impaired in her community. In her free hours, she most enjoys time spent with her family and loved ones, sampling new restaurants, and exploring home décor trends. She also enjoys trips to visit her native Denmark and teaches an exercise class every weekday morning at the area’s recreational center.

As for the future, Helle shows no signs of slowing anytime soon.

In fact, she intends to keep her business on its steady upswing as she expands her roster and services in the years to come. “I never want to retire,” she says. “I like what I do too much. My plan is to keep going, while potentially building a team.” She also hopes to court the Scandinavian market abroad as they explore second home options in sunny Florida.

Finally, with four years of insight and success behind her, Helle Hartley considers what she has come to enjoy most about her chosen field. “Everyone has a story,” she says, “and I love people. The more you listen and learn about someone, the more information you have to help them. To me, it’s all about helping people move on to the next chapter in the lives successfully. Along the way, I like to have fun, listen, and learn their stories—while making a positive difference in their lives.”

To learn more about Helle Hartley email arrowlists@cs.com, visit hellehartley.com, or call (727) 504 – 2487 www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 20

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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DAVID KURZ How did David Adam Kurz become one of the most successful and admired real estate Broker and Owners in Miami? After serving in the United States Marine Corps, David returned to his hometown of Miami.

His cousin, who worked in the mortgage industry, recognized his gift for connecting with people and encouraged him to try real estate. He received his license in 2005 and soon had a thriving business! He’s now a broker and works with his agent wife, who runs the Kurz Team. Still an active agent himself, David also focuses on mentoring the agents on his team.

“We have a beautiful, open and collaborative environment,” he says. “Our agents love our culture. I love to coach, teach and help them build their businesses. That’s a passion for me,” he says. He and his team serve all of Miami Dade and Broward Counties.

An impressive 80% of his business comes from repeat and referral customers. “I’ve easily sold over 1,000 homes,” David says. As a result, he has 1,000 families eager to spread the word about his amazing service among their sphere of influence. What keeps his clients coming back? “I’m not a transaction artist. I’m a relationship artist,” he says. Unlike agents who move on as soon as the transaction closes, David focuses on maintaining those relationships. “My clients know me. They trust me. They know that I’ll go above and beyond for them,” he says. He goes the extra mile to ensure his clients get the best deal possible and have their needs met.

David has a passion for marketing. “I often tell my agents that we at Kurz Real Estate are a marketing company that has the pleasure of selling real estate,” he says with a smile. “We are very focused on heavy and strong marketing.” At the beginning of the process, he does a walkthrough of the house with the client to discuss any changes that need to be made. He has professional in-house high quality photographers and videographers that capture the best features of the listing. All properties are listed on the Kurz websites

and some even have their own single page websites.

He conducts a thorough marketing campaign via social media. He also has a “boots on the ground” approach, sending his team out to knock on every door in the neighborhood to share information about the home and calling over 100 agents in the area to let them know the property is for sale. He hosts a brokers’ open and multiple open houses. The result is often a quick sale at a very competitive price.

After working with David, his clients remember that he was available and always there for them personally. He sets up a What’s App? Group for himself, his clients and any involved team members so that constant communication is possible and all questions are answered promptly. “I’m always there, I have a high level of communication, and I pick up my phone,” he says.

What’s David’s favorite part of his job? It’s two fold. First is seeing the final product: a very emotional and happy family buying their dream home. Second is seeing his agents grow and become more successful by helping those families. David believes strongly in supporting his community. He is the past president of the Veterans Association of Real Estate Professionals. Last year they gave away a home to a homeless veteran. He raises toys for underserved children during the holidays and sponsors families in need for Thanksgiving and Christmas. He and his team are also very involved with the Children’s Cancer Caring Center. In January 2019, he will launch Kurz Cares, a charitable foundation for his team. In his free time, he enjoys spending time with his wife and four children. For the future, he’d love to grow his team to 250 agents and hit his long-time goal of a billion dollars in sales as a single office in a 12-month period. Next year, he plans to write and publish a third book, and expand his national platform as a speaker. Now those are ambitious goals and ones that with his drive, dedication, and talent for the industry, he’s sure to achieve!

To find out more about David Adam Kurz, email at david.kurz@kurzre.com or by phone at 786-299-2532.

You can also check him out online at davidkurz360.com. www.

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BRIAN OEN “I’ve always had a knack for real estate,” Brian Oen explains, when asked about this career path. “I knew I would be doing it in some capacity for the rest of my life.” His first step into the real estate world was in 2004, when he began investing with a friend. While he continued to invest, he also started working as the Vice President and Director of National Operations for the nation’s largest independent real estate title search company. Two years ago, he earned his real estate license, and decided to begin working full-time as an agent. With his extensive background in the industry, he was destined for success as a Realtor. Today, he works with Thomas Group Realty in Gainesville, Florida, and has his own team consisting of an assistant, transaction coordinator and buyer’s agent. Together they serve the north central portion of the state. Much of their business derives from referrals and repeat clients, which is no doubt due to their superior service.

“I’m very communicative and easy to reach. I answer my phone, always text back and answer my emails,” Brian explains. It is also Brian’s expertise that sets him apart from others in the industry. “I have an in-depth knowledge about the market and the entire process of buying/selling a home.

Being an investor, I’m always up to speed with what the current values are and what the market is doing. I feel like I have a very well-rounded understanding of everything and how to get everyone together to make a deal happen.” When working with Brian, one can expect to receive guidance throughout the transaction, with no question left unanswered. He takes his job very seriously, and wants each client to have a smooth and stress-free experience. This includes keeping them updated

on every step. “I email them and follow up. I’m constantly engaging with them during and after the transaction to maintain the relationship.”

When it comes to marketing, Brian aims to tailor it to each property. “Every property is different, so I do an individualized marketing plan for each type of listing, but all of them get professional photos,” Brian explains. “I also have professional videography for properties that need it, and every listing is advertised on social media.”

After the transaction is over, clients leave glowing reviews about Brian. One recently said, “Brian did an outstanding job of assisting me in purchasing the right home and worked through two different contracts, two changes of closing, and negotiated repairs. He was always positive and eager to resolve the many challenges that arose and was able to negotiate quite strategically from a position of overall market knowledge, neighborhood specifics, and recent trends. I feel like I got an excellent home at the right price. I will call on Brian again.”

As Brian looks towards the future, he is working on growing into the commercial side of the business while continuing to serve his residential clients. He is eager to build up his team with like-minded people who can help him grow more than ever before.

No matter how much he expands, Brian’s passion for this industry will remain the same. “I love helping people in what most consider to be the largest transaction of their lives. I really enjoy using my knowledge and experience to help them make the best decision.”

For more information about Brian Oen, please call 352-494-2100 or email brian@thomasgrouprealty.com or visit brianoen.thomasgrouprealty.com https://

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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LAURA SANDERS How did Laura Sanders become one of the most trusted and beloved agents in South Florida?

Laura purchased her first investment property when she was in graduate school. Within two years, she’d bought six properties. In order to save herself commission fees, she became licensed as an agent. She started working as an agent part-time with RE/MAX when she was still working as a psychotherapist. She finally decided to pursue her passion for real estate full-time. She soon found herself in the 100% Club, then became a Platinum Agent, and now is Diamond Club. She’s now number one in Broward County and number two in the state. With sixteen years’ experience as a licensed agent, Laura is still with RE/ MAX. She serves Palm Beach, Broward and Dade Counties and often completes more than 120 transactions a year.

An impressive 50% of her business comes from repeat clients and referrals. What sets Laura apart from other agents in her area? She’s honest, meticulous and an excellent negotiator, ensuring that her clients receive the best possible price for a property. “I’ve often gotten my clients more money than what they told me they wanted,” she says. She takes the time to communicate with her clients and find out their goals, and she attends inspections and appraisals. “I’m there at appraisals with my list of upgrades and comparables to justify why the house is worth what it’s under contract for,” she explains. To stay in touch with past clients, Laura prefers a personal touch. She throws two parties a year for her clients, a big summer luau for clients and their families, and a catered holiday party with entertainment. She sends them mailers every 45 days reminding them that if they refer

a buyer or seller to her, she will enter their name in a drawing to win an iPad. She sends thoughtful gifts for clients’ special occasions like the birth of a child or a graduation and she does pop-bys to check in personally and see how clients are doing and let them know she appreciates their referrals.

When it comes to marketing listings, Laura knows that most buyers start their search for a property online. As a certified home stager, she’s able to help clients prepare their home so that it looks its best. She then hires professional photographers to take high quality photos that highlight the best features of the property. Each listing is marketed internationally, as well as on the MLS, all the major real estate websites, and on social media.

What’s Laura’s favorite part of the job? “I love helping people find their dream home or get the best price for their property!” she says. She hires a coach to ensure she’s always learning and improving. To give back to the community, Laura participates in fundraisers for the Festival of the Flutes and the Stockdale Foundation, which provides scholarships to students who want to pursue vocation or technical training programs after high school and she sponsors a local nature preserve. At her annual client appreciation luau, she does a school supply drive, and at her holiday party she collects toys for Toys for Tots. In her cherished free time, she loves to spend time with her family and children and go to the beach. For the future she wants to grow a strong team so she can serve even more people in her community! Now that’s a worthy goal and one that with her passion and drive, she’s sure to achieve.

To find out more about Laura Sanders, contact her by email at lauraess@bellsouth.net or by phone at 954-650-0827. You can also check her out online at laurasell.com www.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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DIRK SCHROEDER As Broker/Owner of Century 21 St. Augustine Properties, Dirk Schroeder understands that being a Top Agent is about far more than sales figures and “dollar volume”. His committed focus on providing exceptional client service, and truly caring about his buyers and sellers has solidified his reputation as a trustworthy, knowledgeable and honest real estate professional. With more than three decades of experience, Dirk is ideally suited to help his buyers and sellers navigate the often treacherous transaction process and that experience always translates into loyalty and repeat business.

“I was freshly out of college and working in manufacturing,” says Dirk, when asked how he began working in real estate.

“Someone mentioned that Florida would be a great place to get into the business, because they thought that Florida was just beginning to show a lot of potential. Strangely enough, that was when interest rates were at about 14%.” Obtaining his license in 1984, he was mentored by the two Brokers who ran the firm at the time, and went on to obtain his own Brokers license in 1987.

In 1995, he became a partner in the firm.

Specializing in Northeast Florida’s St. John’s County, Dirk’s longevity in the industry has translated into a business that is based more than 90% upon repeat clients and referrals, a true measure of a job well done in the highly-competitive real estate world. “I believe it’s about my attention to detail and the care I show for every client,” says Dirk, when asked to account for this exceptional level of consumer loyalty. “I believe that’s what is at the core of every one of my transactions. Putting the client first, paying attention to their needs, and listening to them. That may sound pretty basic, but you’d be surprised at how many other Realtors don’t attend to the basics.” Making sure his clients know what is happening with the transaction at it proceeds is of paramount importance to Dirk, as well. “I think that educating the client about the details of the process is extremely helpful, and many times those details are glossed over by agents. That’s when surprises can occur that customers don’t appreciate.”

Dirk puts his clients first, being accessible and responsive, as is made evident by the many glowing reviews he has received for his services. Among the many testimonials on his website is this one, which perfectly illustrates the positive experience his clients have when working with him: “Dirk Schroeder is a fantastic real estate Broker. He is very professional, and we appreciated his knowledge about the local area. Dirk is an expert negotiator

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and a great communicator. If we had any questions, he was very quick to get back to us...usually in just a few minutes. I would highly recommend Dirk if you are selling or buying.”

Cutting-edge, savvy marketing also plays a vital role in Dirk’s success story. That process begins with a consultation with clients to advise on ways to make the property look its best.

That is followed by professional photography, which is utilized exclusively. Drone footage when appropriate is employed to great effect, followed by blasting the listing out to three different MLS’s and hundreds of websites, ensuring maximum exposure to potential buyers. A robust social media presence is also employed.

When he’s not working, Dirk enjoys spending time with his wife, his children and the most recent addition to his family, their granddaughter. He is also committed to giving back to both his profession and his community, and does so through the Sertoma Club of St. Augustine and his involvement serving on Committees at the National Association of Realtors, Florida Realtors and the St. Augustine and St. Johns County Board of Realtors, where he has served as its President. He currently is Chairman of the St. Johns County Chamber of Commerce.

Dirk’s plans for the future include staying abreast of emerging real estate technologies, growing his business, and continuing to provide the amazing, caring, dedicated customer service that has become his calling card. “Providing the best service you can to people is the number one job of a Realtor,” he says. “If you do that, the numbers will follow.”

For more information about Dirk Schroeder, please call 904-540-2360 or email DirkSchroeder@msn.com Copyright Top Agent Magazine 27

mailto:mag@topagentmagazine.com

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