FLORIDA 10-21-19

FLORIDA EDITION

Small Yard?

Big Statement: How to Make the Most Out of Micro Outdoor Spaces

PLAYING THE REAL ESTATE

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

Why Millennials Are Now

The Hottest Segment of the Buyers Market

Tiffany Comunale COVER STORY

FEATURED AGENT

VICKY SANTANA

FLORIDA EDITION

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TIFFANY COMUNALE

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VICKY SANTANA

CONTENTS 4) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE 6) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

15) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 20) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 4

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Tiffany Comunale Top Agent Magazine

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CLOSING DAY

TIFFANY COMUNALE

Berkshire Hathaway HomeServices Florida Realty “I selected the pineapple to represent my brand, which is the international symbol for hospitality. The pineapple symbolizes warmth, welcome, new home, and tradition. I’ve really embraced that message and it is the foundation of my business.”

Tiffany Comunale was exposed to the real estate industry at a young age, as her parents are professionals in sales and marketing in the hospitality and real estate industries.

Tiffany decided to pursue a career in real estate when she moved to South Florida and 10 Copyright Top Agent Magazine

has been licensed since 2005. In the years since, she has built a solid reputation as a successful agent. “I really had to put in the effort and hard work,” Tiffany remembers, “but I love what I do and the lifestyle of being in real estate.”

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DOLPHIN ISLE BEACH HOUSE

Tiffany serves clients across Broward County, focusing on Parkland, Fort Lauderdale, and the beach communities. Her business is built almost exclusively by repeat and referral clientele. The answer, Tiffany says, is authenticity. “I truly care about my clients,” she explains. “I selected the pineapple to represent my brand, which is the international Top Agent Magazine

symbol for hospitality. The pineapple symbolizes warmth, welcome, new home, and tradition. I’ve really embraced that message and it is the foundation of my business.”

Over the years, Tiffany has established relationships with top industry professionals.

“I’m always a resource for my clients,” she says. “I’m also an advocate of continuing 11 Copyright Top Agent Magazine

PARKLAND GOLF & COUNTRY CLUB

education and have earned several designations to expand my knowledge base and best serve my clients. The industry is always changing, so it’s important to stay up-todate on trends, buyer preferences, contracts, and general market conditions so I can give my clients a competitive advantage when negotiating.”

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Tiffany is unique in that she has a culinary background as a chef and hospitality manager—skills she brings to the transaction.

“I have a creative side and I really enjoy the preparation and launch of a property to market,” she says. “I really act as a coach in helping my buyers and sellers get the best value. It is all about engaging the five senses Top Agent Magazine

EAGLE TRACE DREAM HOME

and creating the right atmosphere. That sort of styling is really fun for me.” Tiffany creates global exposure for all listings through highend photography, drone footage, luxury property videos, and target marketing.

While she is well-versed in the luxury sphere, she has worked with a variety of clients and listings—from first-time buyers Top Agent Magazine

and corporate relocation, to empty-nesters, condos, and waterfront properties.

Outside of the office, Tiffany gives back through supporting Place of Hope, and through her role on the board of directors for Nicole’s Cardiac Kids, a charity in honor of her late aunt. In her free time, she Copyright Top Agent Magazine 13

most enjoys time spent with her husband and three kids, exploring the outdoors, hitting the beach, and traveling.

As for the future, Tiffany intends to maintain her boutique-style client care, while eyeing future growth. Now, with more than a decade

of experience, Tiffany Comunale considers what she enjoys most about her chosen field. “I like running my own business. You really get what you put into it,” she says. “It all comes down to those relationships, and real estate allows me to connect on that level, while doing what I love.”

To learn more about Tiffany Comunale email Tiffany@ComunaleRealEstate.com, visit ComunaleRealEstate.com, or call (954) 612–1705 www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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VICKY SANTANA With a love for helping others, Vicky Santana has truly found her dream career as a Realtor® in the Indian River County, Florida region. She got her start in 2004, after previously working in the medical field as a business assistant and in financial case management. “I felt I was stuck and hitting a ceiling,” she explains. Soon, one of her friends began working as an agent, this encouraged her to get her license. “It intrigued me,” she explains. “I loved that I could have flexibility and there was no limit to my growth or income.” So she hit the ground running and hasn’t looked back since.

Today she owns and manages NextHome® Santana Real Estate with two offices in Sebastian and Orlando.

She opened her brokerage in 2009 and the Santana Team started around 7 years ago. Their business now consisting primarily of repeat clients and referrals.

What sets Vicky and her team apart is their commitment to staying in touch with their clients. “I stay in contact with them and provide excellent service,” she says.

This has resulted in her being a go-to agent for multiple generations in a family, and even helping some clients sell and buy over 10 properties. Vicky not only maintains relationships with her clients, she also makes sure she is knowledgeable about all aspects of real estate so she can be a resource for them during and after the transaction. “I make myself available morning, afternoon and evenings,” she says. Whether she’s helping a buyer or a seller, clients can rely on her to be there for them throughout the process, guiding them at every step. She has earned 13 real estate specialty designations and certifications and believes she needs to continue to evolve as her profession does. She has received continuous Honor Society Awards, is ranked on Real Trends Top Agents and has received Master’s Club, President’s Circle & Hall of Fame Awards with NextHome®.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, 18

“Vicky was a lifesaver and I don’t know what I would have done without her as my agent. I had 2 homes to sell in the Indian River County area after my father unexpectedly passed away. Living 2000 miles away from Florida, I had to rely on Vicky more than a typical seller would for help with the homes and also for recommendations of local organizations to help with repairs or services. She went above and beyond to help me navigate through both home sales.”

When Vicky isn’t working, she’s staying actively involved in her profession. She is the 2019 Florida Chapter President for the Real Estate Business Institute and was re-elected for 2020. She was also a president on her local board, Realtors® Association of Indian River County 2011-2012 and serves on multiple real estate committees both local & state levels. Vicky loves giving back to her community, including contributing to Habitat for Humanity, Silent Angels, Halo and Canine Companions. On Sundays and any free time she enjoys creating memories and traveling with her family currently consisting of 5 generations.

As she looks towards the future, she is excited to continue growing and is adding a limited function referral company to her business to help other real estate agents. Vicky loves every second of being a Realtor®, and can’t imagine doing anything else. “I love helping people. Every day is different. It’s so rewarding to help others achieve their dreams.”

For more information about Vicky Santana, please call or text 772-538-8383 or email Vicky@NextHomeSantana.com Copyright Top Top Agent Agent Magazine Magazine

Peninsula Title Services is proud to congratulate

Vicky Santana

IF YOUR ADfeatured IS GOOD, YOU CAN REPLY TO THIS on being for the State of Florida EMAIL THAT IT IS “APPROVED” in Top Agent Magazine! OR SIGN AND FAX BACK THIS FORM TO 1-802-231-3581.

CELEBRATING 20 YEARS OF SERVICE EXCELLENCE Se Habla Español Gloria I. Robaina & Nancy Domonousky Title Agents 4888 Babcock Street NE, Palm Bay, Florida 32905 Bus: (321) 726-6414 • Fax: (321) 726-6557 Gloria@peninsula-title.com Nancy@peninsula-title.com Gloria@peninsula-title.com • Nancy@peninsula-title.com peninsulatitleservices.com www.PeninsulaTitleServices.com https://

Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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