FLORIDA 10-18-21

FLORIDA EDITION

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

Are You A VALUE-ADDED AGENT?

HOW TO BUILD A TEAM

THAT WILL WIN BIG NO MATTER ITS SIZE

FEATURED AGENTS

MICHAEL ALCANTARA WILLOW ARNOLD AMIE BALCHUNAS BARBARA BRUNNER ANNE BUTCHER CRAIG CUNHA ARMANDO DELGADO KATHY HAINEY DAVIDE TIMORI & MIRCO TIBALDO DRAGOS VODA

COVER STORY

AMANDA J. MILLER

FLORIDA EDITION

WILLOW ARNOLD MICHAEL ALCANTARA For many years, Michael Alcantara worked as Marketing Director at26 a large manufacturer in Florida. He was in a good position, but found that he didn’t have enough time to spend with his girls and his wife, and began seeking out a career that could offer more freedom. He KATHY had long been fascinated by real estate, HAINEY and got his license three and a half years ago. At this point, Michael has a total of five members on his Team, which serves Northwest Miami-Dade County, and he has seen continued growth in his busiHAINEY WILLOW ARNOLD ness since he started.

for each listing. They use hig professional photography, dro and 3D Matterport tours to the best features of each ho create a unique website for ea to ensure it shows up at the t page when potential buyers s address online. The Team’s soc presence is significant as well ing both interest in listings a an online referral base for th business. Additionally, Michae generates interest locally throu AMANDA MILLER ARMANDO ARMANDO KATHY MICHAEL open houses, and door knocking houses with DELGADO DELGADO ALCANTARA CRAIG CUNHA radius of each property.

Michael employs a unique split strategy Dragos Voda’s realparadigm estate story beganto all he well as Through integrity and determination, Providing outstanding service Throughout her life, Anne sellers Butcher has vastwhen majority her volume coming from it comesof to training his agents to be the best they In his free time, Michael enjoys spending t or34been buyers, strive make roof when he and his word partner bought platform Craig Cunha haswe reached great to heights serves, hasTiffany quickly spread about 33 37 38 41 driven by a passion for entrepreneurship.

From repeat clients and referrals.

Having personally to Florida, and earned my lip Top Agent Willow Arnoldof Homerun Realty in can be - he qualifies all leads and pre-approves them his wife and girls, playing video games, and their first property together.

“This is out to p in the Florida estate market.

He his work. One buyer said, “We recently experience as real stress-free as possirom whenover possible before submitting them to the agents music. supporting businesse industrylocal since.”

Ocala, Floridaamong that rareonbreed of He realis biginonthe running her own business totheir working in sales, closed $140 million in is real estate sales, when we moved fell in love with realBarbara estate,” base of off Barbara in the mortgage industry, but her from Michigan to Florida and To and market her clients’ listings, implements Brunner began hisremains Team, he takes time to them developTeam regularly holds events at businesses in Ourstarted clients always know what to rom estate agents who truly putsinthe needs and goals of she has consistently pursuedble. opportunities that she focused on thecoach compassionate soon became curious about a career as an Craig was an incredible help to us.

He Dragos recalls.

“Tiffany and I decided andhis we thebusiness, full range of hands-on tools and resources atcommission her future disposal. journey in real estate four years ing their including training inofcold The looks bright afor Michael and Selling wide swath of the T c her many grateful clients ahead her applied her elite communication approach that hastoset herupapart theout first expectskills from us, andsomeone they’re t my agent.and “I knew whonever worked in for the spent several days showing us houses team and in stand byplace. approaching particul negotiating, and more.

“I place hopes to continue developing and adding more “Weknocking, have an amazing marketing platform at Coldwell ago, and already she has builtcalls, a door shine State, Willow has buil check.the Possessed of deep industry and local market a builder, and I realized it was the perfect while we were in town, then set up a penchant for customer service.

Searching for “I treat each client way I would want to be real estate from a“Idifferent angle.

Nowthe Team dark at any point throughout the trans-and ple,” a high Banker,” priority on Barbara leadership and Team development,” while solid training his currentof agents to b says. with a marketing specialfoundation referral successful business knowledge, hardworking, operating aback place to gethighly started in it,” he explains.

It treated,” portal for uswork toand use wefrom were a career that still complimented her time business she says. theyseveral need something, I’m we“If own investment properties, Theand res Michael my Team from thewhile ground in their own right, expanding his sphere other agents and lenders; ae action process.” ldn’t of“I’ve honesty and integrity, Willow has more than earned ist,says. who is trained incredible.”

Barbara has earned remarkable earned aofstellar reputation for was during the boom 2004, with many in Michigan to continue our search.

He acumen while leaving her time to be there for hereuptosince walkwethem the entire started in November, and process— we’ve already Team in the process. past If you’r andthrough being directly involved helps us com-the reach of hisexponentially yea year after yea her impressive reputation as a trusted real estate results from over her approach; this year, she points has completed new developments being built. customer So Craig serhelped us negotiate on several with the high-caliber ould reached $8M inprehend that time period, Florida who is a strong the process.

Remodeling 70 nego deal her family, she decided to obtain her real estate whether they’re asales buyer orbuyers seller.

At the completely end of homesfor a Realtor inpeople find and 43me candid advocate and alike. earned his license and hit the groundWhen run- her the seller, he sellers talkedand us through all oftoour $13incredibly million inforvolume already, she plans hit $20 vicelooking she provides. fresh.

I’m proud ofabout them.” a great leader, look no further than Michael A ourselves helps us to understand the cost Despite Amie isning, always for ways to busilicense in 2003, and in the years since, she has the day, this business is all relationships Willow, when asked how sh working with three national builders questions and anxiety and got us into our millionand by the year’s end. husband earned his commercial work that goes into transforming says, on to author anBARBARA accomplished career astalents communication.” such VODA impressive levels of “t Willow began herprovided experience of thefor forher several years. Once the market to tookthe aand downturn, dream home.

He contacts vendors forDRAGOS a exercise in BUTCHER service here AMIEgone BALCHUNAS BRUNNER CRAIG DAVIDE TIMORI One of theCUNHA first things Michael teaches his isworld to realANNE estate license, he encourareal piece of property into aTeam dream home, themsel an agent. In fact, her son Tyler Butcher, having Craig expanded his reach into general real estate sales few things we want to get done on the house and all of estate in 2000, working in a real put theFor client first. “We take the selfishness out of the &part MIRCO TIBALDO community.

One of Barbara her favorite chariBarbara, the best ofour her career is the people.

“The aged toToday pursue her and now we can pass on to our clients.” being too small or to and hasn’ther looked back since. he isher with eXp been great.

We could notexperience have asked estate law firm in Charlotte, NC. “That grown up with a REALTOR® mom, inherited entrepreAnne loves community and is currently serving on the game - we gohave out of our way to help our clients, and we isfor a better connection with people is the most fun part of real the proresidential license, which she clients, no matter the is the Ronald McDonald House forprioritizes Realty inagent.

Fort Myers, where he agent recommend Craig for all your how Iand broke into the business,” she recalls. are not afraid to go to Ibat for them when negotiations neurial spirit and has been anties award-winning He andFlorida, social committee.

Moreover, she ishighly tremendously active Tiffany and Dragos serve the entire southeast coast of cess,” Barbara says.

“I love figuring out what their needs giving worked his clients stress-free experiences during their estate needs!” did without realizing how that decision would transform are on the table,” Michael says.

Through putting clients’ “I started with a different perspective which she’s to help create safe ated Anne have been working together for eight years. with her area food pantries and nonprofit organizations. buying selling journeys.

Florida, everywhere Port St.and Lucie downlistening. to Miami.

In the future, Dragos really are by getting to as know them really her life. “I found workorwith a local agency, I discovinterests first, Michael’s Team isfrom to establish than newcomers.

Iable do sales, Butand Anne also best gives back to most her industry; a didn’t Certified and attractive spaces for children with erior Almost twofigure decades into his career, Craig’s passion for and Ais large portion of their comes fromthem, repeat and to real estate and to rapportMy withjob their clients, which leads to abusiness strong referto out what I can do to help ered that but I learned a lot of things, recording, ® I really loved it,” Barbara says. “It was just fun.

Today, Anne is a REALTOR Mentor at eXp, mentoring up-and-coming real for eXp Realty where Wanting only what she is best for his clients, heralshe estabwhat he exceptional does only strengthens with time.that If hespeaks could to the cancer and their families.

009, baseenjoys for them and service for the clients. referral an impressive feat about real estate is th title work,clients, closings, putting together then delivering on that at the highest level.”

I never expected to love it as much as I do, and for real estatethem, agents.

AMichael scholar atadvise heart, she has alsoonobtained her assists clients throughout Bonita Springs, Fortrelationships Myers, lishes strong with often before aims any newhis agents how become successful, he people totrust organize business in ato way that is and confidence they inspire.

With more experience you have, files, and the ins and outs of the real When she’s not working or volunteeror a estate to become myeven new career.

My only regret is that Iwhich they “I have a YouTube channel, would suggest they be open and accepting change.

ABR designation Accredited buyers representative, CNE Estero, Naples, and the surrounding beaches ofmeet.

Southwest symbiotic and beneficial toto everyone, from himself to ofalso relocating Florida than ever, Dragos reports that us, every transaction estate from the legalbusiness end.”

Shortly after Though her growing keeps her busy, in her didn’t take the plunge thirty years ago!” gives me the opportunity to be in front of people so “This field is continually evolving, so it is worth it ing, she likes to hit the beach, especially ents his agents to their clients, a trait that makesare him stand certified negotiations expert designation, and CDPE certiFlorida. Ranked in America’s top 1% of agents in 2020 over 60% of their clients from out of state. is different. You come that, Willow signed up for a real estate free time, Barbara and her are they can see who I am and how I speak,” Craig says. to learn new things.

Dig deeper andhusband stay updated on Youactively can contact Michael at (786) 202 out in alimited competitive field. fied distressed property expert designation. and 2021,inshePalm has been awarded ICON Agent Status with Beach or down in the Keys.

Amie also spends ishing of both resiall the time, and this course, though her industry trajectory understand that I’m honest, andin they are able to marketintrends, it will alloworganizations, you to give people the inforinvolved animal rescue a cause close to Now an agent “They with Coldwell Banker Sunstar Punta AlcantaraRealty@gmail.com, eXp Realty, a status to agents who achieve excepTheir in-depth of US theirArmy. local areaorsets Dragos real estate.” and yo was interrupted byknowledge a stint in the plenty of given time loving on her Olde English Bulldogge, esign projects dried gather information about me weeks or months before mation they need.”

Michael’s Team employs a robust marketing strategy her heart.

She is also the bestselling author of visit Dog-Ma: Gorda, Florida, Barbara the luxury residential MIAhomegroup.com for more de Tiffany apart.

“We take a different approach her career, Anne isaand probably doing yoga or to playtional sales volume and exemplify core values.

Aserves Certified “Later, after college and try raising kids, I we ever speak.

This buildsOutside the trust level wayleverages in that variety of angles maximize Daisy Buchanan (she doesn’t care who about funding in the wake The Zen Slobber, atomemoir ofexposure their life in than the dog resmarket, offering both buyers sellersknows aing boutique expetoOf real estate and do things differently anybody ended up relocating from North Carolina withbase her granddaughter Bryelle.

She Negotiation Expert and committed advocate forWith her and clients, advance.” a growing subscriber ofbeloved 13,000 little not busy helping her to clients rience.

Barbara serves southwest from Tampa to living her the Fitzgerald crush!), or enjoying herFlorida original artistic cognizing the talent else,”When Dragos explains.

“That’s we like cover and counting, he shares valuable insight about has been married tocue herworld. husband JimBarbara for 27 is years, andwhy she possesses sharp instincts, experience, and integrity Copyright Top Agent orcook giving back her time, she andfamily herknow husband love tothere fish,is Naples, and she provides Florida every and client with an on-theafor very wide area. We like to everything in southwest what to expect whenlove buying, painting. id for her to getneeded her tovocation, together, they to and entertain their serve any buyer or seller.

Co swim, and enjoyabout all the things thatcity Florida has tosooffer. ground, local expertise, wellinasthe a wealth selling or as renting region. of knowledge to know every single and town that we

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AMIE BALCHUNAS

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DRAGOS VODA

ANNE BUTCHER

BARBARA BRUNNER

AMANDA J. MILLER

CONTENTS

4) ARE YOU A VALUE-ADDED AGENT? 13) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

18) HOW TO BUILD A TEAM THAT

28) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

31) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES www.

Anne TO also has excitingYOUR WORKSPACE her Realtor career asWILL WIN about BIG the NO MATTER ITS SIZEand friends. But going 35)forward, 3canWAYS tell ourmaintains clients MAKE allits about the local schools, activimarket. plans for the future.

As her volume steady When listing a property, Anne equips her clients with a caring nature is andgoing expertise is immediately There’s lots of work to Craig’s be done if Amie to keep the next eight years WORK FOR YOU ties, dining, and Barbara more. Weplans don’ttolike focusing in one Looking toscaling the future, continue to build growth, she intends on further the standards of serhighly targeted approach. After helping them fully prepare apparent to those who watch his videos and work with particular area; we likeand to explore everywhere.

This up with the rapidly-increasing volume, and growing the ndustry and honing on her formidable success, to stay committed to theis With her emphasis on customer service, her personable EMPLOYEE vice that earned 5-star reviews. As one their24) home WHY for the market and providing them with a suite him.APPRECIATION He truly wants to help others makehave the best deci- her countless verythat helpful forled us in our business, especially practices have to her achievements.

“Inowadays plan to approach, and her passion forand working with people, it“Anne is the Lamacchia Realty’s Fort Lauderdale office is one of her t like she was living sions possible, loves guiding them through client writes, was absolutely fantastic.

We can’t say of professional photography and videography services, she MATTERS & CAN BOOST YOUR 39) DAILY HABITS THAT WILL when we get a in lotthe of best out-of-state buyers who are not keep helping people way I can to make their surprise Barbara’s repeat client and referral rate our isareexperience transaction.

“I didn’t realize how manyabout people so enough with Anne.

She was comshares their listing to no apriorities. blend of that social andalso digital media immediate Amie has her own associate ed to make a change, 100% sure wheresays. theyMENTAL want to go. It’s in ourmy bestbusiinterBOTTOM LINE INCREASE YOUR STRENGTH lives easier,” Barbara “If I focus on that, already exceptional.

“My career before real estate was in lost when they come into this, and they really don’t pletely full service, professional knowledgeable. campaigns.

Anne leans on her expert social forward media assistant est to and knowvery what is going on in different cities so that broker’s license, and looks to one day opening ealty, where I found know where to said, turn,” he says.

“Sometimes ness success will follow.” the service industry,” Barbara “and IAnne understand thatthey’re did everything for us and ensured that our home to give her clients an added advantage, as well as outreach we can help our clients findsold the place that’s right for just picking peopleBecause out of a Google search.

They don’t an office of her own. hat I had been lookFor more information about Craig Cunha, it’s all about customer service. of the high level for the through her own popular newsletter. know how to go about this process. them based on their needs.” TO SAY THANK YOU CREATIVE WAYS Sobest beingpossible able to 42) getprice.”

To find out mo please call 239-292-0440 or of service I provide, my buyers and sellers come back and percent!” in front of them in a way that relates to them has just

email craigcunha68@gmail.com please c meattentive to friends and family.

They work WhenAnne it comes marketing their listings, Dragos and been a huge blessing.”

“I’m anmy entrepreneur at heart,” says.to“In some way Meanwhile, Anne is refer just as when assisting her appreciate email dragosh.r ethic and my attention to detail.”

Barbara has a knack Tiffany take a comprehensive approach to ensure maxor another, I’ve been in sales and marketing my whole life. buyers, leveraging her years of experience and acute 2019, and her quick formarket makingtothe real them estateto process fun andBut stress-free, Copyright Toplisting Agent Magazine visit zillow.com/ exposure. new In addition to on the MLS as with realand estate, I get toimum meet someone every day, knowledge of the local guide the right mer broker, Anthony she has found that the luxury market has been the perfect and there’s nothing more rewarding than getting to know investment for their best interests. In her career, she has ist her arm whenearned he a terrific reputation fit for her skill set.Florida, “I love working myclients clients; andwe helping them accomplish their goals.” throughout with the withmy just click,” Barbara says. After closing, Barbara stays in gent in an expansion with herbe clients through the marking of Noinportion thistouch issue may reproduced intraditional anyemail manner whatsoever without prior consent of the publisher. Top Tooflearn more about Anne Butcher anne.butcher@exprealty.com, e real estate scene birthdays and anniversaries, but she also goes above and Agent Magazine isbeyond published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy annebutcher.com orbelieve call (239) visit with personalized phone calls. “I in the 872-1574 To find out more about Barbara Brunner, of published materials, Top Agent be held responsible for opinions expressed or facts supplied by its personal touch and Magazine maintaining cannot the one-on-one connecplease email at barbarabrunner@me.com. tion,”or Barbara says. pectations for ourauthors. To subscribe change address, send inquiry to mag@topagentmagazine.com. in the U.S. You can also visit her Published online at BarbSellsFL.com

Phone 310-734-1440 | Fax 310-734-1440

www.

mag@topagentmagazine.com | www.topagentmagazine.com

very creative with social media 2 in fun a huge pool of buywe’re working with

www.

Copyright Top Agent Magazine www.

Contact Amie at 954-664-1199 or email amie@lamacchiarealty.com

Copyright Top Agent TopMagazine Agent

Magazine

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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AMANDA J. MILLER Top Agent Magazine

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“I am grateful to have JUST SOLD the second most expensive home in Seminole County since 2008 for $6.6 Million Dollars”

AMANDA J. MILLER “It’s really important to take the time to learn what clients are looking for and what’s important to them.

Being a good listener and truly caring about their experience are just two things that sets me apart.”

“I really love what I do,” Amanda J. Miller explains, while discussing her career in real estate. She entered the field as a receptionist for a home builder back in 1989. “After two years, I was promoted to a sales position,” she says. “After a few 8

months of training, they put me into my first new home community.” Amanda was instantly hooked, and hasn’t looked back since. Today she works as a solo agent serving Seminole County in Florida.

By prioritizing her client’s experience, Top Agent Magazine

her business has become largely referral-based. It’s her communication skills and ability to go above and beyond expectations that has helped her succeed in this industry.

“I’m really responsive,” she says. “My clients don’t have to worry about getting in touch with me. I try to always be available, and I’m very honest.” Amanda’s Top Agent Magazine

goal is to ensure her customers a great experience by setting proper expectations, honesty and being available to them.

Understanding this is one of the largest purchases or sales they will ever make, she guides every client through each step of the transaction while also listening to their needs. “It’s really important to take the time to learn what clients are looking for and what’s important to them. Being 9

a good listener and truly caring about their experience are just two things that sets me apart.”

I was showing a house, and this poor little dove was trapped inside the screened pool enclosure. I was able to catch him and set him free. I’m a huge animal lover!

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This results in word spreading fast about Amanda. One client recently said, “Amanda is extremely hard working.

She knows her neighborhoods and all the comps. Her marketing expertise is vast – our home was photographed, video-tour taped and virtually staged – then listed on MLS and many other media sites. She had numerous suggestions as to what needed to be fixed or cleaned or painted

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so that the house would show beautifully.

Her technical knowledge is also first rate, such as contracts, disclosure statements, contingency clauses, etc. We had amazing traffic through our house and received multiple full-price offers.”

When Amanda isn’t working, she’s giving back to the community by donating her time and funds to causes close to her heart. She is involved with the CORE Foundation, which is a recovery and exercise center for survivors of spinal cord injuries. “It’s really special to me because a friend of mine had a tragic fall off a horse and is now paralized. It was at her fundraiser that I met Top Agent Magazine

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her brother, who is now my husband. The CORE foundation helps my sister in-law and countless others in their recovery from spinal cord injuries.”

Looking ahead, Amanda hopes to continue

growing and helping more people achieve their real estate dreams. She can’t picture herself in any other field, and feels she has found her true calling. “I don’t want to retire any time soon. I love helping my customers.”

For more information about Amanda J. Miller, please call 321-303-9424 or email ajmiller1027@gmail.com

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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ARMANDO DELGADO Top Agent Magazine

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ARMANDO DELGADO

With a desire to help others and a talent for business, Armando Delgado has made great strides as a real estate agent. He got his start in 2013, when he was working as a teacher. Ever since then, his business has continued to grow.

“Everything has really taken off in the past four years, and my background in teaching has helped me expand,” he explains. Utilizing his connections with educators, and even past students, he’s built a strong referral network. Serving MiamiDade and Broward counties, he covers a wide area and loves guiding people towards their real

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estate goals. Working as a solo agent from the beginning, Armando is now ready to build a team consisting of agents just as committed to delivering superior service.

“I’ve been blessed that people are starting to recognize me in the community as a trusted and experienced real estate professional,” he explains.

“People will tell their friends and family that they can trust me to take care of them and point them in the right direction.” His past career has helped him teach his buyers and sellers about the real estate

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world, letting them know what to expect and how to make the transaction smoother. With a love for learning, he’s also an exceptional listener, which means he knows exactly what each customer wants. Committed to getting them through this chapter of life, he makes the process as stress-free as possible, negotiating to get them the best deal and leaving no questions unanswered. “I’m willing to go the extra mile,” he says. “I don’t mind working late hours. I make myself available for my clients no matter the time of day.”

After working with Armando, buyers and sellers love spreading the word about his work.

One recently said, “I had the pleasure of working with Armando throughout the past several months. Armando has been there every step of the way on my home journey. He has always answered every call or email no matter what time of day or night it was. His professionalism, mentorship, knowledge, honesty, and hard work ethic are much respected and appreciated. I never felt that he was just trying to sell me a house, but that he was a mentor to answer my questions and help me to make the best decision for my family. Words could never express the amount of gratitude I have for Armando and highly recommend him as your next agent.”

When Armando isn’t working, he’s staying active in his community by donating to local schools, sponsoring events and helping out in any way he can. “I’ll go visit schools and provide teachers breakfast here and there,” he says.

During any free time, he’s usually at the beach, golfing, or cooking.

Looking ahead, he hopes to grow a team of passionate people while continuing to work closely with his clients. “I don’t want my agents to do all the work with me handling the backend, I still want to be out there and producing. I’m a people person and I really love what I do.”

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For more about Armando Delgado, please call 786-210-4604 or email adelgado.realtor17@gmail.com Copyright Top Agent Magazine 17

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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KATHY HAINEY

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KATHY HAINEY

Kathy Hainey has never been one to sit still.

It just isn’t in her DNA. A 30-year veteran of corporate America, she began her career working for Sheraton Hotels and Resorts before transitioning to a manufacturer’s-representative company. She worked overseas for 4 years, returning to the US to take a job with Coca-Cola, where she retired after 20 years with the company. Then came real estate.

3 years. Representing clients up and down Florida’s East Coast with Dale Sorensen Real Estate in Sebastian, she’s already a Top Producer.

In only her first year she closed 20 transactions for $5 million in sales, doubled that volume in the second year, and is on pace to close between 55 and 60 transactions in 2021. Much of that business already comes from referrals or repeat clients, with whom Kathy has created a deep

“I had gained all of this sales experience in the corporate world that I knew I could use to help people,” Kathy explains. “I didn’t just want to sit on it. Nor was I ready to quit working anyway. Real estate felt like a natural next step where I could share my knowledge and experience with those who needed it, and continue doing something I loved.”

Kathy got her Realtor®’s license in 2018 and has built a very successful business after only 22

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trust. “We have a lot of people who are moving here from out of state, and many of them are purchasing homes sight-unseen. So it’s important for me to get to know them well, make sure I understand what they want, and then be creative in finding a home that meets their needs. I take that responsibility very seriously.”

To that end, Kathy spends a lot of time on video calls with those buyers, asking and answering questions, establishing a relationship with them so that they feel comfortable calling on her for anything they need. She also creates lots of videos of homes that she sends to them to make their shopping experience easier. Even so, she knows that many clients won’t necessarily be ready to purchase right away. “Real estate is a long game,” she explains. “I’m patient and disciplined, and I always follow through on things. I’ll keep looking, so when they are ready to buy, I’ve got something to show them. It doesn’t matter to me how long it takes, because I really love connecting with people and helping them fulfill that dream of owning a home.”

Kathy actively serves her community’s broader interests as well. She’s a member of the Rotary Cub and the Sebastian Chamber of Commerce, and works with the city’s leaders to find ways to improve life in the area.

Away from work, she’s very family oriented, spending as much time as she can with her three adult children and two grandchildren.

She loves to garden, and to travel with her husband whenever they can.

Going forward, Kathy plans to continue improving her business model, finding creative ways to better serve her clients and expand her presence in the community. One thing is certain: no matter what she’s accomplished for a client, her community, or herself, she’ll always be moving the bar.

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Contact Kathy at 772-584-9674 or email khainey@sorensenrealestate.com.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 24

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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WILLOW ARNOLD

Top Agent Willow Arnold- of Homerun Realty in Ocala, Florida- is among that rare breed of real estate agents who truly puts the needs and goals of her many grateful clients ahead of her commission check. Possessed of deep industry and local market knowledge, hardworking, and operating from a place of honesty and integrity, Willow has more than earned her impressive reputation as a trusted real estate advocate for buyers and sellers alike.

Willow began her experience of the world of real estate in 2000, working in a real estate law firm in Charlotte, NC. “That is how I broke into the business,” she recalls.

“I started with a different perspective than most newcomers. I didn’t do sales, but I learned a lot of things, recording, title work, closings, putting together files, and the ins and outs of the real estate from the legal end.” Shortly after that, Willow signed up for a real estate course, though her industry trajectory was interrupted by a stint in the US Army.

“Later, after college and raising kids, I ended up relocating from North Carolina 26

to Florida, and earned my licensure, where I’ve been in the industry since.”

Selling a wide swath of the central portion of the Sunshine State, Willow has built a thriving business on a solid foundation of referrals from both past clients, other agents and lenders; a business that has grown exponentially year after year. “I think that’s because people find me candid and easy to work with,” says Willow, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst

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those she works with. “I’m really more like a family friend, but on a more professional level.

My clients know that I truly care about them.”

The care Willow shows clients - both past, present and prospective - is obvious to anyone she has worked with. This care is made evident by her go-above-and-beyond attitude, which includes helping first time home buyers build their credit profiles so they can transition from renting to owning. “I truly believe that everyone has a right to own a home, often people just don’t know where to start.”

Another factor in Willow’s continuing success story would be her intelligent and comprehensive marketing strategies that strongly leverage social media platforms to gain maximum, targeted exposure of her many listings. This, when coupled with her expert negotiation skills, results in fast sales for top dollar, not to mention happy and returning and referring - customers.

When Willow isn’t busy making her clients happy, she loves nothing more than spending time with her family. “We enjoy spending time together as a family and participating in the community.” Willow and her husband are also ardent philanthropists who have worked extensively in the communities where they have lived, with outreach to the homeless. Willow also has been a doula for women, and support advocate for victims of violent crimes such as child abuse, where she helped establish awareness, and a non-profit for Shaken Baby Syndrome in NC among many other charitable efforts.

Willow has many plans for the future of her business, namely continued growth and building upon the many excellent relationships she continues to form in the business. She credits her dynamic experience, education, remarkable mentors and many colleagues along the way for helping her learn new ways to continue improving on her craft. Most of all, however, is her longtime objective: to continue providing her clients with the top-of-the-line customer service that has become synonymous with her name.

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For more information about Willow Arnold, please call 352-470-9315 or email Willow@OcalaWillow.com Copyright Top Agent Magazine 27

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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MICHAEL ALCANTARA For many years, Michael Alcantara worked as Marketing Director at a large manufacturer in Florida. He was in a good position, but found that he didn’t have enough time to spend with his girls and his wife, and began seeking out a career that could offer more freedom. He had long been fascinated by real estate, and got his license three and a half years ago. At this point, Michael has a total of five members on his Team, which serves Northwest Miami-Dade County, and he has seen continued growth in his business since he started.

Michael employs a unique split paradigm strategy when it comes to training his agents to be the best they can be - he qualifies all leads and pre-approves them when possible before submitting them to the agents on his Team, and he takes time to coach them in developing their business, including hands-on training in cold calls, door knocking, negotiating, and more. “I place a high priority on leadership and Team development,” Michael says. “I’ve trained my Team from the ground up since we started in November, and we’ve already reached $8M in sales over that time period, completely fresh. I’m incredibly proud of them.”

One of the first things Michael teaches his Team is to put the client first. “We take the selfishness out of the game - we go out of our way to help our clients, and we are not afraid to go to bat for them when negotiations are on the table,” Michael says. Through putting clients’ best interests first, Michael’s Team is able to establish rapport with their clients, which leads to a strong referral base for them and exceptional service for the clients.

Michael aims to organize his business in a way that is symbiotic and beneficial to everyone, from himself to his agents to their clients, a trait that makes him stand out in a competitive field.

Michael’s Team employs a robust marketing strategy that leverages a variety of angles to maximize exposure 30

for each listing. They use high quality professional photography, drone video, and 3D Matterport tours to highlight the best features of each home, and create a unique website for each listing to ensure it shows up at the top of the page when potential buyers search the address online. The Team’s social media presence is significant as well, generating both interest in listings as well as an online referral base for the team’s business. Additionally, Michael’s Team generates interest locally through flyers, open houses, and door knocking houses within a mile radius of each property.

In his free time, Michael enjoys spending time with his wife and girls, playing video games, and producing music. He is big on supporting local businesses, and his Team regularly holds events at businesses in the area.

The future looks bright for Michael and his Team - he hopes to continue developing and adding more agents to the Team while training his current agents to be leaders in their own right, expanding his sphere and extending the reach of his Team in the process. If you’re looking for a Realtor in Florida who is a strong negotiator and a great leader, look no further than Michael Alcantara!

You can contact Michael at (786) 202-6233 or AlcantaraRealty@gmail.com, and you can visit MIAhomegroup.com for more details. www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 32

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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AMIE BALCHUNAS Realtor Amie Balchunas is living proof of the rewards that can come from taking a leap of faith. “I moved from Boston to Fort Lauderdale with just my dog, knowing only a couple of people,” Amie explains. “At the time I couldn’t have imagined that my business would take off as it has, but my referral business is already huge. Work and life here are good!”

A native of Boston, Amie graduated with a Bachelor’s degree in Interior Design from Becker College in 2009, and initially took a job working for a real estate company to advise clients on layout, color palettes, and furnishing of both residential and commercial spaces. Design projects dried up, however, due to clients’ lack of funding in the wake of the housing market crash. Recognizing the talent they had in Amie, the company paid for her to get her real estate license, and she began her Realtor career as a short-sale specialist. She spent the next eight years expanding her knowledge of the industry and honing her negotiation skills, but never felt like she was living up to her potential. “I knew I needed to make a change, and in 2017 I joined Lamacchia Realty, where I found the support and tools and training that I had been looking for. My business grew by 400 percent!”

sellers or buyers, we strive to make their experience as stress-free as possible. Our clients always know what to expect from us, and they’re never in the dark at any point throughout the transaction process.”

Amie is always looking for ways to exercise her talents in service to the community. One of her favorite charities is the Ronald McDonald House for which she’s worked to help create safe and attractive spaces for children with cancer and their families.

When she’s not working or volunteering, she likes to hit the beach, especially in Palm Beach or down in the Keys. Amie also spends plenty of time loving on her Olde English Bulldogge, Daisy Buchanan (she doesn’t care who knows about her Fitzgerald crush!), or enjoying her original artistic vocation, painting.

There’s lots of work to be done if Amie is going to keep up with the rapidly-increasing volume, and growing the Lamacchia Realty’s Fort Lauderdale office is one of her immediate priorities. Amie also has her own associate broker’s license, and looks forward to one day opening an office of her own.

Amie took her talents to Florida in 2019, and her quick success got the attention of her former broker, Anthony Lamacchia, who didn’t have to twist her arm when he invited her to be his trusted lead agent in an expansion office there. She’s been crushing the real estate scene in Fort Lauderdale ever since.

“At Lamacchia, we set high expectations for ourselves and we meet them. We’re very creative with our marketing, utilizing tons of social media in fun and interactive ways, which draws a huge pool of buyers to our listing sites. Whether we’re working with Top Agent Magazine

Contact Amie at 954-664-1199 or email amie@lamacchiarealty.com Copyright Top Agent Magazine 33

BARBARA BRUNNER Barbara Brunner began her journey in real estate four years ago, and already she has built a highly successful business and earned a stellar reputation for the high-caliber customer service she provides. When her husband earned his commercial real estate license, he encouraged Barbara to pursue her residential license, which she did without realizing how that decision would transform her life. “I found work with a local agency, and I discovered that I really loved it,” Barbara says. “It was just fun.

I never expected to love it as much as I do, and for real estate to become my new career. My only regret is that I didn’t take the plunge thirty years ago!”

Now an agent with Coldwell Banker Sunstar in Punta Gorda, Florida, Barbara serves the luxury residential market, offering both buyers and sellers a boutique experience. Barbara serves southwest Florida from Tampa to Naples, and she provides every client with an on-theground, local expertise, as well as a wealth of knowledge about the market.

With her emphasis on customer service, her personable approach, and her passion for working with people, it is no surprise that Barbara’s repeat client and referral rate is already exceptional. “My career before real estate was in the service industry,” Barbara said, “and I understand that it’s all about customer service. Because of the high level of service I provide, my buyers and sellers come back and refer me to friends and family. They appreciate my work ethic and my attention to detail.” Barbara has a knack for making the real estate process fun and stress-free, and she has found that the luxury market has been the perfect fit for her skill set. “I love working with my clients; we just click,” Barbara says. After closing, Barbara stays in touch with her clients through the traditional marking of birthdays and anniversaries, but she also goes above and beyond with personalized phone calls. “I believe in the personal touch and maintaining the one-on-one connection,” Barbara says.

To market her clients’ listings, Barbara implements the full range of tools and resources at her disposal.

“We have an amazing marketing platform at Coldwell Banker,” Barbara says. “I work with a marketing specialist, who is incredible.” Barbara has earned remarkable results from her approach; this year, she has completed $13 million in volume already, and she plans to hit $20 million by year’s end.

For Barbara, the best part of her career is the people. “The connection with people is the most fun part of the process,” Barbara says. “I love figuring out what their needs really are by getting to know them and really listening.

My job is to figure out what I can do to help them, and then delivering on that at the highest level.”

Though her growing business keeps her busy, in her limited free time, Barbara and her husband are actively involved in animal rescue organizations, a cause close to her heart. She is also the bestselling author of Dog-Ma: The Zen Of Slobber, a memoir of their life in the dog rescue world. When Barbara is not busy helping her clients or giving back her time, she and her husband love to fish, swim, and enjoy all the things that Florida has to offer.

Looking to the future, Barbara plans to continue to build on her formidable success, and to stay committed to the practices that have led to her achievements. “I plan to keep helping people in the best way I can to make their lives easier,” Barbara says. “If I focus on that, my business success will follow.”

To find out more about Barbara Brunner, please email at barbarabrunner@me.com.

You can also visit her online at BarbSellsFL.com www.

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

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

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

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

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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ANNE BUTCHER Throughout her life, Anne Butcher has been driven by a passion for entrepreneurship. From running her own business to working in sales, she has consistently pursued opportunities that applied her elite communication skills and penchant for customer service. Searching for a career that still complimented her business acumen while leaving her time to be there for her family, she decided to obtain her real estate license in 2003, and in the years since, she has gone on to author an accomplished career as an agent. In fact, her son Tyler Butcher, having grown up with a REALTOR® mom, inherited her entrepreneurial spirit and has been an award-winning agent. He and Anne have been working together for eight years.

Today, Anne is a REALTOR® for eXp Realty where she assists clients throughout Bonita Springs, Fort Myers, Estero, Naples, and the surrounding beaches of Southwest Florida. Ranked in America’s top 1% of agents in 2020 and 2021, she has been awarded ICON Agent Status with eXp Realty, a status given to agents who achieve exceptional sales volume and exemplify core values. A Certified Negotiation Expert and committed advocate for her clients, she possesses the sharp instincts, experience, and integrity needed to serve any buyer or seller.

vast majority of her volume coming from repeat clients and referrals. Having personally closed over $140 million in real estate sales, she remains focused on the compassionate approach that has set her apart in the first place.

“I treat each client the way I would want to be treated,” she says. “If they need something, I’m here to walk them through the entire process— whether they’re a buyer or seller. At the end of the day, this business is all about relationships and communication.”

Anne loves her community and is currently serving on the social committee. Moreover, she is tremendously active with her area food pantries and nonprofit organizations.

But Anne also gives back to her industry; as a Certified Mentor at eXp, she enjoys mentoring up-and-coming real estate agents. A scholar at heart, she has also obtained her ABR designation Accredited buyers representative, CNE certified negotiations expert designation, and CDPE certified distressed property expert designation.

When listing a property, Anne equips her clients with a highly targeted approach. After helping them fully prepare their home for the market and providing them with a suite of professional photography and videography services, she shares their listing to a blend of social and digital media campaigns. Anne leans on her expert social media assistant to give her clients an added advantage, as well as outreach through her own popular newsletter.

Outside her career, Anne is probably doing yoga or playing with her beloved little granddaughter Bryelle. She has been married to her husband Jim for 27 years, and together, they love to cook for and entertain their family and friends. But going forward, Anne also has exciting plans for the future. As her volume maintains its steady growth, she intends on further scaling the standards of service that have earned her countless 5-star reviews. As one client writes, “Anne was absolutely fantastic. We can’t say enough about our experience with Anne. She was completely full service, professional and very knowledgeable.

Anne did everything for us and ensured that our home sold for the best possible price.”

Meanwhile, Anne is just as attentive when assisting her buyers, leveraging her years of experience and acute knowledge of the local market to guide them to the right investment for their best interests. In her career, she has earned a terrific reputation throughout Florida, with the

“I’m an entrepreneur at heart,” Anne says. “In some way or another, I’ve been in sales and marketing my whole life.

But with real estate, I get to meet someone new every day, and there’s nothing more rewarding than getting to know my clients and helping them accomplish their goals.”

To learn more about Anne Butcher email anne.butcher@exprealty.com, visit annebutcher.com or call (239) 872-1574 www.

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CRAIG CUNHA Through integrity and determination, Craig Cunha has reached great heights in the Florida real estate market. He started off in the mortgage industry, but soon became curious about a career as an agent. “I knew someone who worked for a builder, and I realized it was the perfect time to get started in it,” he explains. It was during the boom of 2004, with many new developments being built. So Craig earned his license and hit the ground running, working with three national builders for several years. Once the market took a downturn, Craig expanded his reach into general real estate sales and hasn’t looked back since. Today he is with eXp Realty in Fort Myers, Florida, where he prioritizes giving his clients stress-free experiences during their buying or selling journeys.

Wanting only what is best for his clients, he establishes strong relationships with them, often before they even meet. “I have a YouTube channel, which gives me the opportunity to be in front of people so they can see who I am and how I speak,” Craig says.

“They understand that I’m honest, and they are able to gather information about me weeks or months before we ever speak. This builds the trust level way in advance.” With a growing subscriber base of 13,000 and counting, he shares valuable insight about living in southwest Florida and what to expect when buying, selling or renting in the region.

Craig’s caring nature and expertise is immediately apparent to those who watch his videos and work with him. He truly wants to help others make the best decisions possible, and loves guiding them through the transaction. “I didn’t realize how many people are so lost when they come into this, and they really don’t know where to turn,” he says. “Sometimes they’re just picking people out of a Google search. They don’t know how to go about this process. So being able to get in front of them in a way that relates to them has just been a huge blessing.”

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Providing outstanding service to all he serves, word has quickly spread about his work. One buyer said, “We recently moved from Michigan to Florida and Craig was an incredible help to us. He spent several days showing us houses while we were in town, then set up a portal for us to use while we were back in Michigan to continue our search. He helped us negotiate on several points with the seller, he talked us through all of our questions and anxiety and got us into our dream home. He provided contacts for vendors for a few things we want to get done on the house and all have been great. We could not have asked for a better agent and I highly recommend Craig for all your real estate needs!”

Almost two decades into his career, Craig’s passion for what he does only strengthens with time. If he could advise any new agents on how to become successful, he would suggest they be open and accepting of change.

“This field is continually evolving, so it is worth it to learn new things. Dig deeper and stay updated on market trends, it will allow you to give people the information they need.”

For more information about Craig Cunha, please call 239-292-0440 or email craigcunha68@gmail.com TopAgent AgentMagazine Magazine Copyright Top

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 39

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 40

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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DAVIDE TIMORI & MIRCO TIBALDO An entrepreneurial spirit and a love for business inspired Davide Timori to move to Florida in 2018. Originally from Italy, he started his journey in real estate investing in his early 20s.

Wanting to take his business to new heights, he decided to enter the St. Petersburg market. “I realized that in order to reach my financial and professional goals, I had to relocate to an area where I could have higher yields, solid policies and stronger laws to protect my assets,” he explains. After a few negative experiences with investment companies, he met Mirco Tibaldo. “We decided to start our own investment company, INVESTIT, based on trust and reliability,” Davide explains. INVESTIT has three verticals: real estate investments, property management, and new construction.

Abiding by the mission of providing clients with a safe and trustworthy way to invest in the United States, their company has made great strides. Davide and Mirco are passionate about creating passive income for their investors, and will help them every step of the way. “We do it all, from researching the asset to managing the profits.”

They have an entire team in place to handle each aspect, including real estate agents, architects, general contractors, handymen and construction crews. “We provide our clients with unparalleled support, which includes locating the ideal property for them in an area that will only continue to appreciate in value.”

Their success is partly due to the fact that Davide and Mirco are real estate investors themselves, knowing first-hand how to successfully purchase, manage and maintain a property. “Since starting INVESTIT in 2019, we’ve completed more than 200 transactions and currently have around 50 units for rent in our portfolio,” Davide says. “Our goal next year is to provide the community with 100 new affordable and upscale rental units, as well as new constructions for first time buyers.”

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With a reputation for providing high quality service, INVESTIT’s clients love spreading the word about their experience. One recently said, “I worked with Davide for the sale of my rental property and the purchase of other investment properties. He and his team were professional, courteous, and able to find me opportunities and list my properties at the right price. I strongly recommend Davide for retail home buyers and investors.”

Davide and Mirco feel a strong connection to their community, so they are always thinking of ways to give back.

“We saw an increasing need for affordable housing when we first began studying St. Petersburg, so we decided to purchase run-down properties, renovate them and rent them in collaboration with the St. Petersburg, Clearwater and Pinellas Housing Authority, and the Veteran’s Associations,” Davide explains.

It’s clear their journey is just beginning, and they can’t wait to see what the future holds. “Our plan is to continue creating new units, growing our investments, and helping others with their real estate goals. We strive to become the best real estate investment firm in Tampa Bay.”

For more information about INVESTIT, please call 727-301-5827, 727-470-3533 or email info@investit.us 41 Copyright Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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DRAGOS VODA Dragos Voda’s real estate story began when he and his partner Tiffany bought their first property together. “This is when we fell in love with real estate,” Dragos recalls. “Tiffany and I decided to team up and stand out by approaching real estate from a different angle. Now we own several investment properties, and being directly involved helps us comprehend the process. Remodeling homes ourselves helps us to understand the cost and the work that goes into transforming a piece of property into a dream home, and now we can pass our experience on to our clients.”

Tiffany and Dragos serve the entire southeast coast of Florida, everywhere from Port St. Lucie down to Miami.

A large portion of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. With more people relocating to Florida than ever, Dragos also reports that over 60% of their clients are from out of state.

Their in-depth knowledge of their local area sets Dragos and Tiffany apart. “We try to take a different approach to real estate and do things differently than anybody else,” Dragos explains. “That’s why we like to cover a very wide area. We like to know everything there is to know about every single city and town so that we can tell our clients all about the local schools, activities, dining, and more. We don’t like focusing in one particular area; we like to explore everywhere. This is very helpful for us in our business, especially nowadays when we get a lot of out-of-state buyers who are not 100% sure where they want to go. It’s in our best interest to know what is going on in different cities so that we can help our clients find the place that’s right for them based on their needs.”

When it comes to marketing their listings, Dragos and Tiffany take a comprehensive approach to ensure maximum exposure. In addition to listing on the MLS as Top Agent Magazine

well as Zillow, Trulia, and other online platforms, Dragos says, “We also reach out to past clients. We maintain a database of clients who might be interested, and we can see exactly which client a particular property will appeal to.”

The results speak for themselves. In the past year, Dragos and Tiffany closed over 70 deals for over $25 million in sales.

Despite these great numbers, Dragos says, “We focus more on the clients themselves. We don’t believe in a deal being too small or too big. We just want to serve our clients, no matter the property.”

In the future, Dragos says, “We are committed 100% to real estate and to serving our clients. What I love about real estate is the fact that no matter how much experience you have, every transaction is different. For us, every transaction is a story, and everybody’s story is different. You come in contact with different people all the time, and this is what we love the most about real estate.”

To find out more about Dragos Voda, please call (561)542-5368, email dragosh.realestate@gmail.com, or visit zillow.com/profile/TIFFANYandVODA www.

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