FLORIDA 11-12-18

FLORIDA EDITION

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS 4 WAYS TO WIN THE

BATTLE AGAINST PROCRASTINATION

COVER STORY

FEATURED AGENTS

GARRETT BELL ROBERT “BOBBY” CHRISTIANO DEAN DEVRIES SADIE AND LUKE NEWCOMER TERRY STORY TOM VARGA

LACEY DICKINSON

FLORIDA EDITION

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LACEY DICKINSON DEAN

ROBERT “BOBBY” TERRY STORY DEVRIES SADIE AND LUKE NEWCOMER GARRETT BELL CHRISTIANO

Third-generation Realtor Garrett Bell has built a magazines, Sometimes has an unexpected including educational videos, monthly grounds in the restaurant business, we understand 24a near-tragedy 27 28 31 successful business by focusing on Such what he upside. wasdoes the case for Sadie and Luke social media and emails. the importance of service.” During each transaction, best: provide each and everyNewcomer, one of his many buy- three years ago were planwho nearly they get to know clients personally, absorbing their ers and sellers in Florida’s Brevard County with the restaurant business of their State-of-the-art, savvy marketinggoals has also played ning the beach-town as their own and communicating thoroughly.

Tom Varga alway very best in customer service.

His honesty, coupled success, dreams.

“We had the papers ready to go and the a significant role in Garrett’s continuing “We become friends with ourinclients,” she says. real estate, so a with his stellar work ethic, has resulted in a reputa-here in St. Augustine Beach, and his embrace of new technology and is trends has space was identified “This a close-knit community; we follow each ty-three, he decide tion as a real estate professional who when can bewe trusted in both best Florida, got into a terrible car accident,” resulted in his listings being seen other ontheir social media, run into each faithother and and earnknow his to put his clients’ needs front and center in every light and by as many potential buyers as possible.

Luke remembers. He and Sadie were recently what’s going on in each other’s lives.” years later, Tom ha transaction. engaged and planning their wedding. But with “Every property gets a professional photography as a regional ind package that includes aerial drone shots, and 3-D Sadie’s injuries requiring a full year to recover, The Newcomer Group is naturally seeing an uptick efficient Garrett grew up listening tosome his parents about presentation dreamstalk were put on hold. “I was working Matter Port tours,” says Garrett. “Our in referrals.

“I’m really excited an to see that taketrack off,” real estate around the dinner table.

“I had no interest online has always been one of the things we focus legacy of success DEAN DEVRIES GARRETT BELL SADIE AND LUKE TOM VARGA part-time in a restaurant, trying to figure out what says Luke. While they launched their business by in real estate, in fact, I was sick of hearing about on the most.” has built a reputation forwing himself over the NEWCOMER we needed to do with ourselves,” adds Luke, representing buyers, they now an increasing it,” he recalls with a smile. After graduating from onof accessibility, responsiveness, and utmo noting that they gained a whole new perspective number listings. “With listings, we know how college and working several other jobs, however, he began to Going the extra mile is another factor that has helped build Garon life in general. to market the homes to the kinds of buyers we’ve represented,” reconsider the industry. “I realized the potential of working for rett’s business and solidify his stellar reputation. “We help our explains Luke. “It’s pictures, Florida’s price and Pinellas marketing,” adds Sadie, County, Tom myself,” he says, “so despite having avoided it for my entire life, clients take care of things that other agents normallyServing don’t,” he “We knew we wouldn’t be able to do the restaurant business,” says explaining their professional storytelling approach to selling homes. a primary focus on listing properties.

Ov I decided to just give it a try. I pretty much fell in love with it explains, “whether that’s helping them schedule repairs, inspecSadie. labor intensive andinsothe many tions, hours appraisals, on your feet.”

Mean21) BRANDING BAD INtenure REAL 4)inCOOPERATION, NOT thirty-year in the industry, he has cu immediately.” Licensed 2010, and“It’s commencing working insurance quotes or just helping them get their while, during her the long recuperation, spent hourson.inWe front ofall of Both and enjoy work together as a team while helping business full-time inCOMPETITION, 2013, Garrett has spent last five years Sadie utilities turned have this Sadie down to a Luke system.” expertise in crafting tailored marketing CREATES ESTATE MARKETING the television.

“I watched a lot of HGTV and started getting interclients move on to the next stages of their lives through real estate. honing his craft and developing a strong, loyal client base. cient systems, and staying available nearly MUTUAL SUCCESS FOR AGENTS ested in real estate. We had a friend who had just licensed, says that theyhe each take specific roles in the business, Giving backgotten is also important Luke to Garrett, and because to thatservice end is his of clientele.

Accordingly, muc 26) HOW TOcomplement OVERCOME motivated us to on try.” strengths each other, without anyone stepping on So loyal, in fact, that 45% ofwhich his business is based repeat cliinvolved in multiple charitabletheir organizations.

He was recently driven by direct mail marketing and advert the other’s toes.

“We work hard and play hard,” says Luke.

“When 13)theFIVE WAYSthatTO YOUR FEARS ents and referrals, perhaps truest indicator he is INCREASE providing involved in the Real Men Wear PinkWORKPLACE campaign that raised two way he lasting connections withallc Having grownforupthis around his dad’s of flipping andbreast reno- cancer we awareness, take time off, love thenurtures beach and traveling; I’ve surfed exemplary service. When asked to account impressive cus- business thousand dollars for andwe also helped a YOUR COMMISSION out homemade each h vating homes, Luke latched onto thewomen’s idea. “While Sadiefundraiser. was the globe.”

Their pastimes alsocookies include and golf cards and anything tomer loyalty, Garrett replies: “As cliché as it sounds, it’s really self-defense 29)around 4 itWAYS TOpeoWIN Business hasrecovering, always comewe naturally Dean DeVries.

The Dean’s List Group. consists of 8take earnedforour licenses and linked up with a local Today, outdoors, as they advantage of the lives they have been simple reminder of his services andgiven. endu about giving each customer an excellent experience and having 17) 3boutique MENTAL THAT THE BATTLE beenI an entrepreneur sinceTRICKS he was 18 ple, including administrative staff and power-lifter fiveAGAINST agents. brokerage, where weyears gained firstnot tools for 3success.” them be your topHe’s priority. treat each transaction as if it were my old,the When working, Garrett is a competitive who, last touch is a key component of To a personal his way through college running his they own year, Located in Port Lucie,weight-lifting Florida, theymeets. serve the isinalso InTAKE their first year, abypartial year, closed seven transactions “Our accident put things perspective fordependability, us,” says Sadie.and “We are WILL YOUR BUSINESS own.” Garrett haspaying spent a significant amount of time developing competed in hisSaint firstPROCRASTINATION three He an he cites diligence, com businesses.

After working in the consulting industry, entire Treasure Coast. and about $1.5 million.

“That was the groundwork we needed for growing a business, but we’re also really involved in helping people and enhancing systems designed to make the often-convoluted avid student of Jiu-Jitsu. of the leading drivers of his success thus TO THE NEXT LEVEL he proceed decided to make a career change.

Inspired by $13 his million the next year.” In transaction process as smoothly as possible.

This includes closing 40 transactions and almost who are going through difficult times.” Their gratitude for the help reliable, knowledgeable, and I make mys many friends in real estate, he took the leap and got “We invest a lot in our people, we know if our people constant check-ins, with boththeir current past clients. evento close Looking to the in future, plansreceived are fairlyafter simple: conthirdand year, they were “We on track $22 million salesGarrett’s and they theirtoaccident, along with the community’s clients until ten p.m. every day of the wee his license.

“I’ve always had the belief that it’s more are fulfilled and happy, that’s going to translate into a amazing call our clients when we don’t have any news for them, tinue to grow his business whilecontinued sacrificingsupport none ofofthe overreally 70 transactions. their business, motivates them to provide the important to focus whoto you’re doing business great experience forhas ourcome buyers,” Dean explains.

He above my pro we just call toPhone check in and theyon seem appreciate that,” hewith, customer service that to define him and his team.

“I beyond 888-461-3930 | Fax 310-751-7068 highest possible standards ofand service.

“Wewith want tolevel growof ourmy team versus what you’re doing, and I knew so many great don’t refers toany hisdesire team as abuild family, and loves to encourage take my role seriously and from a busines explains. Garrett and his team – which currently consists of a Clihave to a really large team,” says Garrett, “I “We hustle!” says Sadie. The Newcomer Group now includes and give the people who join us the tools they need to succeed,” people in real estate.

I wanted toBuyer’s surround myself everyone to be the best version of themselves.

“We provide mag@topagentmagazine.com | just www.topagentmagazine.com ent Care Manager, a Transaction Coordinator and awith want to Although gather a handful of says amazing agents who I’m able to communicate my client several other agents, plansAgent continue growing.

Sadie Luke.

“We wantcan to be a powerhouse team!”with As people who with them,” Dean explains.

He was eager totobuild a excellent have aservice belief on our team that the more weshare.” grow as – also maintain contact through a variety of other methods.

These and help increase our market out what their needs are.

From there, we d is originally from New York City and Luke is from Pennsylvania, have seen how a single event tragedy could have unraveled their team from of thethis veryissue beginning, butreproduced had to grow on his manner people, whatsoever the more thatwithout everyoneprior and consent everythingofgrows No portion may be in any the publisher. Top Agent they have built their Northeast Florida business through an optimal entire lives, they approach work and relationships with gratitude. frame and expectations.

Those are prima own first. is Hepublished made Rookie of the Year his first year around us.” Itprecautions is this mentality that has resultedthe in accuracy of published Magazine

by Feature Publications GA, Inc. Although are taken to ensure blend of30aggressive and customertheir service.

“Weleaving are 100% “Giving theblown best service possible andgives impacting lives in the bat, which us a people’s steady momen in business, selling homes andmarketing reachingbe $6 million clients every transaction away materials, Top Agent Magazine cannot held responsible for opinions expressed or facts supplied by its authors. about customer careheand says Sadie. our backways“Our are what matter the in volume. In November 2016, wasfollow-up,” ready to start by the “From team’s hard work andpositive dedication. main through the most.” transaction.” If his extensive i

TOM VAR

CONTENTS

“Our main priority is taking care of the client.

We believe that buyers, sellers and investors deserve an amazing experience.”

To subscribe or change address, send inquiry to mag@topagentmagazine.com. knowledge, and over 2,000 closed trans Published in the U.S. Copyright Top Agent Magazine

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cation enough, Tom also managed to clo last year alone, working entirely solo. “E this business,” he explains.

“I work with Top Agent Magazine owners are motivated and I’ve learned to who are ready to make the move with my

mailto:mag@topagentmagazine.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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LACEY DICKINSON Top Agent Magazine

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Top Agent Lacey Dickinson’s independent brokerage, Legacy International Realty serves all of Southwest Florida.

Lacey, who earned her license on the heels of the recession and quickly began establishing herself as a new brand of real estate agent. “I had a bad experience when purchasing my house,” she says. “I wanted to make sure that the homeowners I worked with would only have positive experiences.”

Lacey Dickinson While earning her college degree in information technology and marketing, Lacey Dickinson fell in love with sales service in the fashion industry. When she received an offer to move to Southwest Florida, the beach quickly became home. Lacey bought her first home just before the Great Recession and watched the market boom and quickly fall. “I decided to get into real estate when I noticed the market was starting to shift again,” says 8Copyright Top Agent Magazine

With that objective in mind, Lacey built her independent brokerage, Legacy International Realty. “I work very closely with my clients and provide boutique services,” she explains. “We may be in the age of instant gratification, but you really need to work with a professional when investing money in a property. People deserve to be confident they’re purchasing something that will bring them wealth, not become a bad asset.”

Along with her 20 agents, Lacey is known for taking care of every little worry that may accompany a home purchase or sale. “Buying Top Agent Magazine

a home and moving can be a stressful time, so we walk them through the entire transaction, reassuring them and offering insight into the whole process.” People remember that Lacey handled negotiations, assisted in home inspections, coordinated repairs and taught about how to increase their equity quickly. “When they close, I want them to be happy that they decided to purchase or sell with me.”

Lacey also wants to be part of her clients’ futures. She gets to know some clients Top Agent Magazine

so well that they feel like extended family members. With many, she continually educates them, making herself available to advise them on market conditions or other considerations that affect their property values. “I enjoy leading and guiding them, prompting them to reevaluate their portfolio so they can make the wisest buying or selling decisions.”

The same goes for the least experienced of her clients. When buyers state their ideal price range, for instance, Lacey immediCopyright Top Agent Magazine9

ate shows them how to adjust that range to account for closing costs and to have money available for minor repairs or improvements after closing. “Most of them remember that I negotiated a really good deal and helped them enjoy a process that was as stress free as possible.” It’s on Lacey, she believes, to absorb stress and resolve any challenges. “That’s my added value; we’re in this together.”

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Legacy International Realty has a strong reputation for showcasing its listings in the best possible light through professional photography; 3D virtual tours; extensive social media campaigns; syndication to hundreds of property-search websites; direct marketing to agents and potential buyers; and more. “We want sellers to be excited by how their property is being feaTop Agent Magazine

tured and happy with the final contract price!” says Lacey.

“The best part of real estate is being able to see each family enjoy their new home, especially living here in Florida,” says Lacey.

“It’s like being on vacation every day. I Top Agent Magazine

get to help people purchase a little piece of Florida, to enjoy our laid back lifestyle and become part of the community that I love so much.” For Lacey, the best times of that lifestyle are spent either on or near the water. She loves boating with friends, spending time at the beach, and exploring Copyright Top Agent Magazine 11

each local beach town, all while building her business.

“I’d love for people to feel the culture behind our brand,” says Lacey. “A legacy is what you share from generation to generation, just

as real estate is something to be shared.” As Legacy International Realty grows, they aim to be the primary place for people to embrace the potential of real estate. “We want to help them use real estate to generate wealth that helps them create a legacy of profit.”

To learn more about Lacey Dickinson, visit laceydickinson.com or go to her Facebook page, email laceyjae4@gmail.com or call 239.292.3184 https://www.facebook.com/legacyinternationalrealty/

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Top Agent Magazine

Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

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Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

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Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

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Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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Top Agent Magazine

ROBERT “BOBBY” CHRISTIANO Top Agent Magazine

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ROBERT “BOBBY” CHRISTIANO For more than twelve years, Robert “Bobby” Christiano has been providing professional, informative and dedicated service to each of his clients.

His passion for real estate began after the purchase of his home in Florida. At the time he had two degrees in other fields, but Robert saw the need for more professional and caring service in the residential real estate industry. “I was not impressed with how I was treated throughout the process and I decided to follow my passion for real estate and treat people fairly.”

Robert attributes his success to immense market knowledge, unparalleled customer service and an incomparable commitment to his clients and their needs. Whether he is working with repeat clients or first-time home buyers, he is known for his quality service and professionalism. “A home is most likely the biggest purchase in someone’s lifetime. I take that very seriously,” he says. And Bobby’s passion for his clients shows in every transaction. He assists everyone with the highest level of attention and customized considerations. “Each successful purchase and sale of my clients’ homes serve as fuel for hard work. The best interest of my clients always comes first in each and every transaction.” Not surprisingly, Bobby is dedicated to the development of long-term client relationships.

Bobby is an independent Coldwell Banker agent known for exceeding his client’s expectations. His sellers receive the full power of Coldwell Banker’s marketing tools paired up with Robert’s extensive market knowledge and experience, warrantying success. “All my properties get professional photography and walk -thru videos,” he adds. “I have even received offers as a direct result of the videos.” Given his attention to detail and strong negotiation skills, along with his commitment to

ethics and providing the highest quality of service to all his clients, Robert earns a great deal of return business and referrals. These same qualities have led to many honors and awards from many of the companies where he has worked, including the Top Agent award at each prior company. Most recently, in his first year at Coldwell Banker, he received the INTERNATIONAL PRESIDENT’S CIRCLE AWARD. Some of the many designations Robert holds are Luxury Listing Specialist (LUXE), Sellers Representative Specialist (SRS), Certified Distressed Property Expert (CDPE). He is also Relocation Certified, working with top corporations and their transferees.

A dedicated community member, Robert also remains active in supporting causes that benefit local residents, pets and people across the country. “We’re big supporters of the Ronald McDonald House,” he says. “Our twins were born prematurely, and we were able to stay there while our babies were being treated in the NICU, which spawned our interest in contributing to such great cause.” Robert and his wife take part in cancer walks and fundraisers, raising money to help people recover.

They understand the importance of these events firsthand as his wife has faced cancer twice. In addition, he makes sure to spend valuable time with this family, enjoying life to the fullest.

Meanwhile, Robert says that the greatest joy of his professional life is witnessing his clients’ happiness when they get the home of their dreams or sell at the optimal price. Always eager to learn more, Robert plans to continue earning more designations and certifications so that he can serve his dedicated buyers and sellers even better over the years.

To learn more about Robert “Bobby” Christiano, visit robertchristiano.com or go to his Facebook page, email bobbychristiano@gmail.com or call 407.353.5714 www.

https://www.facebook.com/RobertChristianoAuthor/

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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Terry Story Top Agent Magazine

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TERRY STORY How did Terry Story become one of the most trusted names in real estate in Boca Raton, Florida? Terry started her career in real estate when she was only 26-years old. She grew up in a real estate family, and received an MBA from Barry University. “When I moved to Boca Raton from Miami where I grew up, my father encouraged me to try real estate,” Terry says. She did just that, hitting the ground running, and becoming Rookie of the Year for the region her very first year!

Since then, with 29 years in the business, she has remained a consistent Top Sales Producer in the industry, winning countless prestigious sales awards over the course of her career, including most recently placing among the top ten Keller Williams Realty South Florida Region award winners for Top Team in Closed Units and Volume, as well as Top Team for Listings Taken, Units and Volume. Her sales focus is in Boca Raton, Deerfield, Lighthouse Point, and Delray Beach.

“Real estate is all about solving problems and helping people through challenging life transitions,” Terry says, “and about the journey and the relationships we build along the way.” Team Terry Story’s core values and mission are reflected in the impressive 85 percent of her business which comes from repeat and referral clients.

with other top agents in the area, resulting in properties selling efficiently and for top dollar.

What’s Terry’s favorite part of the job? “I very much enjoy helping people and my work allows me to do that,” she says, “and to give back to my community.” Terry is treasurer of Soroptimist International, a global volunteer organization for business and professional women working to improve the lives of women and girls in local communities and throughout the world. Terry is also active in her church in a variety of ministries and participates in various fundraising events. Terry is married with two children. In her free time, she loves to hike, play tennis, golf, fish, dive and just generally spend time outdoors and with friends and family. She’s a dedicated traveler and enjoys exploring new places. For the future, she hopes to double her business, and expand her team. “I want to serve more people and give back more,” she says. “My goal is to become the best version of myself.”

As regional and national spokesperson for the real estate industry, Terry Story’s Real Estate Survival Guide podcast on iTunes includes her weekly round-up of NPR’s The Steve Pomeranz Show, WLRN and affiliates. The show provides expert advice in all aspects of the real estate transaction from listing to negotiations, to sales and purchase and everything in between.

As a trusted advisor to countless homebuyers, Terry shares invaluable insight into showcasing a property to its highest and best potential, and how to factor in present market conditions to make informed real estate decisions.

What keeps her clients coming back and eager to spread the word about Terry among their friends and family? “It’s our emphasis on five-star customer service,” she says, “and our efficiency with the details, high level of communication with the help of my team, and positive and streamlined customer experience as we go through the process that makes the difference,” she says. Terry’s strong work ethic and commitment to treating others with dignity and respect make her known for truly being there for her clients.

Additionally, Terry has lived in Boca Raton for almost 30 years, so she is an expert on the area and its market and stays current and up-to-date on real estate trends in the marketplace. During the course of the transaction, she is able to advise her clients about everything from neighborhoods to local schools and area amenities.

When it comes to marketing listings, Terry understands that most buyers begin their search online. So, she not only lists each property on the MLS, but also syndicates out to more than 76,000 additional sites around the world. Her marketing plan also includes conducting a thorough local, national and international campaign that includes custom, professional voice-over videography of listings, and websites for each property. Listings information is also shared quickly and efficiently among her sphere of influence and 20

To find out more about Terry Story -Sharing Your Success Story in Boca Raton Real Estate, check out her weekly podcast at: realestatesurvivalguide.podbean.com and online at: TerryStory.com, or on social media on Facebook at Terry Story ~ Beautiful Boca Raton and YouTube. You can also contact her via email at: teamterrystory@gmail.com or by phone at: (561) 945-4348 http://

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Branding Bad in Real Estate Marketing

by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are.

Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have.

If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one.

Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you.

The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients.

In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important.

By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client.

And there is another devastating result—the agent ends up financing the brand of their brokerage.

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The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone.

The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over.

The solution for any agent is to drill 22

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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DEAN DEVRIES

“Our main priority is taking care of the client.

We believe that buyers, sellers and investors deserve an amazing experience.”

Business has always come naturally for Dean DeVries.

He’s been an entrepreneur since he was 18 years old, paying his way through college by running his own businesses. After working in the consulting industry, he decided to make a career change. Inspired by his many friends in real estate, he took the leap and got his license. “I’ve always had the belief that it’s more important to focus on who you’re doing business with, versus what you’re doing, and I knew so many great people in real estate. I wanted to surround myself with them,” Dean explains. He was eager to build a team from the very beginning, but had to grow on his own first. He made Rookie of the Year his first year in business, selling 30 homes and reaching $6 million in volume. In November 2016, he was ready to start 24

The Dean’s List Group. Today, it consists of 8 people, including 3 administrative staff and five agents.

Located in Port Saint Lucie, Florida, they serve the entire Treasure Coast.

“We invest a lot in our people, we know if our people are fulfilled and happy, that’s going to translate into a great experience for our buyers,” Dean explains. He refers to his team as a family, and loves to encourage everyone to be the best version of themselves. “We have a belief on our team that the more we grow as people, the more that everyone and everything grows around us.” It is this mentality that has resulted in their clients leaving every transaction blown away by the team’s hard work and dedication. “Our main Copyright Top Agent Magazine

priority is taking care of the client. We believe that buyers, sellers and investors deserve an amazing experience,” he says. They go above and beyond expectations, communicating every step of the way and leaving no question unanswered. Throughout the process, they are genuinely happy to be doing what they do. “Every morning, when we come into the office, we share what we’re grateful for, so we always start every day with gratitude.”

When it comes to marketing, Dean and his team have a multi-layered approach.

They host 3-5 open houses every weekend, and also advertise heavily on social media. “We don’t rely on the MLS, we take it a step further and create social campaigns targeting specific buyers,” Dean explains. Additionally, they post listings on their website, which generates 2,000 unique visitors every month, and send out emails to their database of 6,000 email list subscribers. Each listing gets their own property website and domain, so potential buyers can easily learn more.

Not only are Dean’s clients and team incredibly important to him, his community is as well. The Dean’s List Group is partnered up with the St. Lucie County School District to provide educators and their employees with a relocation program that includes down payment assistance, help with closing costs and much more.

As he looks towards the future, he is excited to continue growing and giving back. But most of all, he can’t wait to continue helping everyone he can with their real estate needs. “Our motto is, ‘Let our family serve yours.’ Our goal is to provide our clients with a red carpet service. They are hiring not just one agent, but a team who will work in unison to create the ultimate experience.”

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 26

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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GARRETT BELL Third-generation Realtor Garrett Bell has built a successful business by focusing on what he does best: provide each and every one of his many buyers and sellers in Florida’s Brevard County with the very best in customer service. His honesty, coupled with his stellar work ethic, has resulted in a reputation as a real estate professional who can be trusted to put his clients’ needs front and center in every transaction.

Garrett grew up listening to his parents talk about real estate around the dinner table. “I had no interest in real estate, in fact, I was sick of hearing about it,” he recalls with a smile. After graduating from college and working several other jobs, however, he began to reconsider the industry. “I realized the potential of working for myself,” he says, “so despite having avoided it for my entire life, I decided to just give it a try. I pretty much fell in love with it immediately.” Licensed in 2010, and commencing working in the business full-time in 2013, Garrett has spent the last five years honing his craft and developing a strong, loyal client base.

So loyal, in fact, that 45% of his business is based on repeat clients and referrals, perhaps the truest indicator that he is providing exemplary service. When asked to account for this impressive customer loyalty, Garrett replies: “As cliché as it sounds, it’s really about giving each customer an excellent experience and having them be your top priority. I treat each transaction as if it were my own.” Garrett has spent a significant amount of time developing and enhancing systems designed to make the often-convoluted transaction process proceed as smoothly as possible. This includes constant check-ins, with both current and past clients. “We even call our clients when we don’t really have any news for them, we just call to check in and they seem to appreciate that,” he explains. Garrett and his team – which currently consists of a Client Care Manager, a Transaction Coordinator and a Buyer’s Agent – also maintain contact through a variety of other methods. These

including educational videos, monthly magazines, social media and emails.

State-of-the-art, savvy marketing has also played a significant role in Garrett’s continuing success, and his embrace of new technology and trends has resulted in his listings being seen in both their best light and by as many potential buyers as possible.

“Every property gets a professional photography package that includes aerial drone shots, and 3-D Matter Port tours,” says Garrett. “Our presentation online has always been one of the things we focus on the most.”

Going the extra mile is another factor that has helped build Garrett’s business and solidify his stellar reputation. “We help our clients take care of things that other agents normally don’t,” he explains, “whether that’s helping them schedule repairs, inspections, appraisals, insurance quotes or just helping them get their utilities turned on. We have all of this down to a system.”

Giving back is also important to Garrett, and to that end he is involved in multiple charitable organizations. He was recently involved in the Real Men Wear Pink campaign that raised two thousand dollars for breast cancer awareness, and also helped a women’s self-defense fundraiser.

When not working, Garrett is a competitive power-lifter who, last year, competed in his first three weight-lifting meets. He is also an avid student of Jiu-Jitsu.

Looking to the future, Garrett’s plans are fairly simple: to continue to grow his business while sacrificing none of the amazing customer service that has come to define him and his team. “I don’t have any desire to build a really large team,” says Garrett, “I just want to gather a handful of amazing agents who can provide excellent service and help increase our market share.”

For more information about Garrett Bell, please call 321-537-6697 or email GBellCanSell@Gmail.com Top Agent Magazine

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SADIE AND LUKE NEWCOMER Sometimes a near-tragedy has an unexpected upside. Such was the case for Sadie and Luke Newcomer, who nearly three years ago were planning the beach-town restaurant business of their dreams. “We had the papers ready to go and the space was identified here in St. Augustine Beach, Florida, when we got into a terrible car accident,” Luke remembers. He and Sadie were recently engaged and planning their wedding. But with Sadie’s injuries requiring a full year to recover, some dreams were put on hold. “I was working part-time in a restaurant, trying to figure out what we needed to do with ourselves,” adds Luke, noting that they gained a whole new perspective on life in general.

“We knew we wouldn’t be able to do the restaurant business,” says Sadie. “It’s labor intensive and so many hours on your feet.” Meanwhile, during her long recuperation, Sadie spent hours in front of the television. “I watched a lot of HGTV and started getting interested in real estate. We had a friend who had just gotten licensed, which motivated us to try.”

Having grown up around his dad’s business of flipping and renovating homes, Luke latched onto the idea. “While Sadie was recovering, we earned our licenses and linked up with a local boutique brokerage, where we gained the first tools for success.”

In their first year, a partial year, they closed seven transactions and about $1.5 million. “That was the groundwork we needed for closing 40 transactions and almost $13 million the next year.” In their third year, they were on track to close $22 million in sales and over 70 transactions.

“We hustle!” says Sadie. The Newcomer Group now includes several other agents, with plans to continue growing. Although Sadie is originally from New York City and Luke is from Pennsylvania, they have built their Northeast Florida business through an optimal blend of aggressive marketing and customer service. “We are 100% about customer care and follow-up,” says Sadie. “From our back-

grounds in the restaurant business, we understand the importance of service.” During each transaction, they get to know clients personally, absorbing their goals as their own and communicating thoroughly.

“We become friends with our clients,” she says.

“This is a close-knit community; we follow each other on social media, run into each other and know what’s going on in each other’s lives.”

The Newcomer Group is naturally seeing an uptick in referrals. “I’m really excited to see that take off,” says Luke. While they launched their business by representing buyers, they now wing an increasing number of listings. “With listings, we know how to market the homes to the kinds of buyers we’ve represented,” explains Luke. “It’s pictures, price and marketing,” adds Sadie, explaining their professional storytelling approach to selling homes.

Both Sadie and Luke enjoy work together as a team while helping clients move on to the next stages of their lives through real estate.

Luke says that because they each take specific roles in the business, their strengths complement each other, without anyone stepping on the other’s toes. “We work hard and play hard,” says Luke. “When we take time off, we love the beach and traveling; I’ve surfed all around the globe.” Their pastimes also include golf and anything outdoors, as they take advantage of the lives they have been given.

“Our accident put things in perspective for us,” says Sadie. “We are growing a business, but we’re also really involved in helping people who are going through difficult times.” Their gratitude for the help they received after their accident, along with the community’s continued support of their business, motivates them to provide the highest possible standards of service. “We want to grow our team and give the people who join us the tools they need to succeed,” says Luke. “We want to be a powerhouse team!” As people who have seen how a single event tragedy could have unraveled their entire lives, they approach work and relationships with gratitude.

“Giving the best service possible and impacting people’s lives in positive ways are what matter the most.”

To learn more about The Newcomer Group, visit thenewcomergroup.com or go tohttps://www.facebook.com/SadieLukeSales/ their Facebook page, email sadielukesales@gmail.com or call 904.599.5633 http://

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

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

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

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

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

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 30

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

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

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

There’s no one way to overcome procrastination.

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

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TOM VARGA Tom Varga always had an interest in real estate, so at the age of twenty-three, he decided to make a leap of faith and earn his license. Now, thirty years later, Tom has cemented himself as a regional industry leader with an efficient track record and a long legacy of success. What’s more, he has built a reputation for himself over the years, with a focus on accessibility, responsiveness, and utmost professionalism.

sive view of a potential home. From there, each property is leveraged across the leading online listing outlets and area MLS platforms, netting superlative visibility in short order.

All told, Tom has always thrived on the challenges and unpredictability inherent in the real estate business, and he applies that spirit of entrepreneurship in his work with sellers. “I’ve always loved that every day is different,” Tom says. “I’m always encountering new circumstances and new people. It never gets boring, and it’s always exciting to see what’s on the agenda for the day.”

Serving Florida’s Pinellas County, Tom serves clients with a primary focus on listing properties. Over the course of his thirty-year tenure in the industry, he has cultivated unmatched expertise in crafting tailored marketing plans, honing efficient systems, and staying available nearly round-the-clock in service of his clientele. Accordingly, much of his business is driven by direct mail marketing and advertisement. In fact, one way he nurtures lasting connections with clients is by sending out homemade cookies and cards each holiday season as a simple reminder of his services and enduring loyalty. While a personal touch is a key component of Tom’s working style, he cites diligence, dependability, and communication as some of the leading drivers of his success thus far. “Foremost, I’m reliable, knowledgeable, and I make myself available to my clients until ten p.m. every day of the week,” Tom says. “I go above and beyond with my level of my professionalism, and I take my role seriously and from a business-minded approach.

I’m able to communicate with my clients, listen, and figure out what their needs are. From there, we determine their timeframe and expectations. Those are primary focuses right off the bat, which gives us a steady momentum as we proceed through the transaction.” If his extensive industry experience, knowledge, and over 2,000 closed transactions aren’t indication enough, Tom also managed to close 92 transactions last year alone, working entirely solo. “Efficiency is key in this business,” he explains. “I work with listings where the owners are motivated and I’ve learned to focus on the people who are ready to make the move with my help and I only go on listing appointments where the owners are committed to list with me when I arrive.”

Beyond the office, Tom has given back to his community in a variety of ways over the years. For more than a decade, he served as a Big Brother through the Big Brothers Big Sisters of Tampa Bay, even earning the honor of Big Brother of the Year for Pinellas County back in 2011. From there, he spent the next few years participating in school-based mentoring programs in the community. In his free hours outside of work, Tom enjoys activities that take him into the great outdoors—from biking, tennis and CrossFit, to boating and walking the beach.

As for his proven specialty in listing properties, Tom’s marketing process begins with a customized program to ensure each home makes a dynamic impact upon its market debut. This is achieved through high-quality photographs and detailed brochures that provide prospective buyers an immer-

To learn more about Tom Varga email TomVargasells@gmail.com, visit TomVarga.com, or call (727) 946–8100

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As for what’s next for Tom Varga, he shows no signs of slowing anytime soon. With a three-decade career and legacy already firmly in place, he intends to keep quality high, maintain the relationships that have driven his career thus far, and continue serving the community he calls home. “My clients know I’m here for them and I’m always there to pick up the phone,” Tom says. “All in all, having been in this business thirty years, I feel very fortunate to have what I have.”

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