FLORIDA 11-19-2018

FLORIDA EDITION

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

CONNECT BEYOND REAL ESTATE

to Attract Future Clients

COVER STORY

FEATURED AGENTS

GENE BATRONIE JOE COOPER MATT GUARRO JASON LIPSHER BOBBY VALENO

Jennifer Kenna

FLORIDA EDITION

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JOE COOPER It’s not obvious that 22 years in law enforcement would prepare Joe Cooper to become one of Central Florida’s most successful Realtors®, but his time with the Federal Bureau of Prisons actually gave him a strong foundation to enter real estate upon retirement.

JENNIFER KENNA

GENE BATRONIE

JOE COOPER

“I spent most of my time overseeing the Facility Department,” he explains. “I oversaw contracts and contractors, and I knew 20 24 27 the trades. I didn’t go into real estate with no experience - I actually knew the construction and maintenance of buildJason Lipsher of RE/MAX homestead exemption and tak Matt Guarro found his way Top intoAgent motivation from his desire to serve with become honesty an How did Bobby Valeno ings and thestems negotiating of contracts.” in Fort Myers, Florida exemptions. try tojourney. make every the real estate business from Realty the Group transparency while also remembering hisI own “It known throughout Jacksonville has beenhard providing his many so ifwith Ithe seefantastic in public ground up, working for a custom to forget that Igrateful started inseamless 2008 agent before market crare asenforcement a talented Moresellers than that, Joe’s law career saw him transbuyers and with expert real then I will send them the homes home builder in Pennsylvania after ferring and really had to put my nose States, to the grindstone. rememb communication skills? throughout United andappreciate he soldIBobby his own since 2005.the Jason’s they really it once Ir college and eventually formingestate his guidance not knowing where my next tank of gas was coming from and his wife bought their first homes whoppingthe seven clear focus on a providing verytimes. Dealing with that process own construction business. “My exposed Those memories drive Matt towhen where is now.

He20tak house hehe was only him to isthe frustrations and problems buyers best customer service matched While genial andthat approachab knowledge of construction helpsonly in a byand nothing for granted. years old.

He was then asked to sellers face, and impacted how he approached realp his knowledge of the local professional. “If you can get unique way; I’m better able to serve partner inshow another market, estate. his solid work ethic and be his you themproperty, how to sol “When I decided to aget intocan the business I decided MATT GUARRO JASON BOBBY VALENO clients, given my LIPSHER understandingunassailable of that Hard workgoing andConsistently service go he hand-in-hand witha always gratitude, integrity. they will do business with put you and soon became property we’re to be different,” he says.

“We everything from inspection reports well.

As he builds his business with even more listings, Ma breakingthe hisclients own sales year people’s and the manager and amoney contractor.

“My first,records no matter what.

Period.

That’s thehelping way my to the construction process.” His realtoestate appreciates the established brokerage where he works and th after2008 year,entry he hasinto come be known as one of the most trusted cial decisions, you have to be business runs.” work in real estate basically went from there,” Bobby ac also gives him a unique perspective, to mention a strong exposure that his listings get through Collado Real Estate.

Realtorsnot currently working in The said.

Sunshine State.

“I became involved in real estate in my early twen- H work ethic. is also grateful for the that endless of his wife, Heather, an When he’s not working, Jason Running business waysupport has out well for Joe. ties.”

Nowhiswith three decades in worked the business, Bobby Jason’s entry into the world of realSince estate seems almost pre-orgirlfriend and their new for thethe gifts of theirof two cherished sons.

Being able todog rai beginning 2016, he has completed 97 transacworks at Keller Williams Realty Atlantic Partners serving dained.

Jeannie Steidel,a whom he credits as beinghe loves Jason is an avid fisherman andth After entering real estate on the eve ofHis themother, Great Recession, family in community gift,secret as are tions andJacksonville hasa had a little over $24misinanother sales. The to the entire area. incredible mentor, hascoastal been a top agent forrepresents. nearly thirty-five extremely active with Habitat f Matt has thrived for more than aandecade in the beloved clients he “I love to see people get so happy whe that incredible productivity is return business and referrals. years, and his“I step-father was aonproject manager at the Bonita Bay to use havewith assisted with the purchase community of New Smyrna Beach, Florida. pride myself they find that beach home their family.”

He al are thecommunities qualities past clientscomes working withb AWhat high percentage of that Bobby’s business from who has developed some the nicest inonkeep been rehabbed occupation working as hard for my clients Group, on a $25,000 sale as I do on a ofJoe? enjoys seeing his clientsdown ato regular basis,for whether aroun “I’m just a really earth person and I’m very repeat and referral clients.

What keeps his customers Southwest up gettingtown all kinds of realtaking estate infor$2 million sale,” he says, adding that he Florida. worked “I asgrew a buyer’s or when in his favorite pastimes of fishing an honest,” he Jason, says.

“I with clients, I treat mation just sitting around the kitchen table,”back says “socommunicate when Looking to my future, Jason and10eager toI’m spread the word about Bobby for coming agent for New Smyrna Beach’s top REALTOR®/Broker golfing.

“After years, starting to bethe able to job have a pla litt them right and I do what I have to do to get the done. the real estate market exploded in 2004 andfriends 2005 I went and got “Communication,” ness by hiring a buyer’s agent their says. eight years before deciding to become an independent agent tobit more fun onand thefamily? weekends,” he says. “Familyheand clien my license, and found it to be veryBobby rewarding.”

Unfortunately, thewithhandle the growth. stays in close touch his clients, keeping them with the same brokerage, Collado Real Estate. always come first.” infamous market crash occurred soon after, though informed during Jason each found stage of the process, and he has the challenging situation to be a solid educational opportunity. excellent follow through, doing what he says he’s “Working here has given me opportunities relationships Matt plans to expand hisalways “I discovered and the harsh reality of how much work it takes to beNew Smyrna Beach specializatio going to do.

His quick response time sets“The himnext apartstep from that I otherwise would not have,” he says.inHe now even has building hisdedication presence to as his a local leader. wou successful this industry,” he arecalls.

Jason’s other agents in the area.

“If my eyes are open, you are buyer’s agent working with him.

Matt’s breadthensured of experience to become a broker.

And new profession that he not be only succeeded, but that he I’ll always keep good relationshi getpeople ahold in ofthis me,” he explains. you give contact with buyers benefits his sellers thrived, as muchand ashe it continues does his buyers. with to other business and I’ll“If always back to do so. going metheatcommunity.”

4:30 in the morning, when my eyes open, then I’m But he is careful to point out that working collaboratively with Phone 888-461-3930 | Fax 310-751-7068 to though get backhetowouldn’t you,” he says. To keep in touch with Jason currently works with his going mother, other agents in the area is a fundamental component of success. describe it asisa team situation.

“We run Bobby our ownreaches separate out by phone and texts, does past clients, “The best way to deliver the utmost in client service to work mag@topagentmagazine.com | precisely www.topagentmagazine.com businesses, but we do cover for each other sends and wehelpful share some well with other agents.” pop-bys, emails and newsletters, and uses For more informatio says. The pride he takes in her career is obvious when Top No portion of this issue may be reproduced in anylistings,” mannerhe whatsoever without prior consent of the publisher.

Agent social media. speaking witha him.

“She’s been and athe great support of published call (352) 874 Magazine is published Feature himself Publications GA, Inc. Although precautions are takenmentor to ensure accuracy visit teamcooperhomes.com, Mattbyconsiders an area expert across distinct stretch ofa great to me.

It’sfor been a fantastic alliance for me over the years.” materials, Top AgentCoastal Magazine cannot beNew heldSmyrna responsible opinions expressed or facts supplied by its authors.

Florida, from Beach through Edgewater, When it comes to marketing listings, Bobby understands To subscribe or change address, to mag@topagentmagazine.com. describing thesend area inquiry as a niche community with a character all that most buyers start their search for a home online.

Perhaps the most obvious reason for Jason’s success is the true the market, earning approx- “Every listing gets professional photographs,” he says.

Published in the U.S.its own. He immerses himself in concern he exhibits for his clients, whether they be buyers or imately 85% of his business from referrals and repeat clients. This ensures buyers have a strong first impression sellers. “I don’t use high-pressure tactics,” he that explains.

“Too While he does conduct advertising, he enjoys loyalty home. vacantI prefer land listings, Bobby reaches out to many people see real estatefrom agentsofasaused car For salesmen. residential buyers and sellers astowell as commercial simply be a resourceinvestors, for information, and an educator. multiple builders to I’m seethere if they might be interested. After Top Agent Magazine who see him as the area’s expert commercial In working to in help them makereal the estate. best decision for themselves.

I’m not with Bobby, hishere clients remember his professionfact, the commercial segment of business to Matt’s sell them a house;continues the housetois going sell itself. and My job is to availability to answer any alism,toexpertise constant

Jennifer Kenna

MATT GUARRO JASON LIPSHERBOBBY VALENO

CONTENTS

4) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

17) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

13) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU

25) THINKING OF LISTING? NINE WAYS TO GET READY

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mailto:mag@topagentmagazine.com

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 4

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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Jennifer Kenna

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Jennifer Kenna “We already have a database of over 3,000 buyersin-waiting looking to buy homes in Manatee and Sarasota area. I’m so confident in our approach that I guarantee I will sell your home or I will buy it myself.”

Real estate runs in Jennifer Kenna’s blood she got started in the business with her father.

“My dad is a real estate investor,” she says.

“I got my license so we could do something on the side together, to have something in common. I’d help him locate the properties, do all the research, get them fixed up and 8Copyright Top Agent Magazine

back on the market and get them sold. We had a few great years, so great that I left my corporate job.”

Now an independent broker-owner, Jennifer has her own staff of 12 and serves the Sarasota and Manatee County areas. She Top Agent Magazine

focuses on buyers who are moving up into a larger home, both from in-state and snowbirds coming down for the milder winter climate. Jennifer knows that people making these changes want them to happen easily and without headaches.

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“We want to make it as simple as possible,” she says. “We don’t want our clients to have to worry about little things. We’ll send in house cleaners, schedule movers, home inspectors, and we have lenders that we recommend to get buyers pre-approved easily.”

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“For us it’s not about just closing deals. We want clients to be so happy that they not only come back to us, but they want their friends and family, and even strangers on the internet to have the same experience that they had.”

Making it simple includes taking the fear out of selling their old home. “One of the main things that we offer is a guaranteed sale program,” she explains. “We guarantee their home will sell and if not, we will buy it. We’ll put it on the market, we’ll advertise it, and if it doesn’t sell in six months, we’ll buy it. This saves our clients from the Copyright Top Agent Magazine Copyright 10

Real Estate Catch-22 - that they’re either going to be stuck with two mortgages or that they’ll be homeless when their home sells but they couldn’t buy something else.”

This kind of service fits in with the Three Rs, a concept on which Jennifer focuses. “It’s referrals, reviews and return clients,” she Top Agent Magazine

says. “That’s really how you grow a business, especially in real estate, which is so referral driven.” In fact, Jennifer estimates 80% of her clients are referrals or returns.

She thinks she knows why.

my first house it was a horrible situation, so stressful. I want to make our clients’ experience as stress free as possible, and that’s why people keep coming back and referring us.”

“What we hear a lot is that the process was hassle-free,” Jennifer says.”When I bought

Those referrals actually help give back to the community. “Anytime that we’re given

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a referral from somebody, we donate to the Manatee Area Youth Soccer Organization in their name,” she says. “Our goal is to be able to sponsor every child to be able to play for free. We’ve sponsored 17 children this year thanks to people making referrals.”

Jennifer loves helping people move into new homes, and in the future she would like to

take it one step further - to help people build their dream homes. “I want to create what I call a New Home Center where I can actually educate customers on all the builders that are available in the market,” she says. “We are low on inventory in this area, and there’s so much construction. I would like to get in on that and help guide people and help them build their perfect home.”

To find out more about Jennifer Kenna, visit AspireHasTheBuyers.com, call 941 - 462 - 3321 www.

or email her at jkenna@aspirehomebuyer.com

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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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Gene Batronie

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GENE BATRONIE Real estate has always been a part of Gene Batronie’s life in some way.

He worked in the mortgage industry before deciding to get his real estate license, and has been working fulltime as an agent since 2013. Today, he and his wife Denise have a team Anchor Realtor Group at Keller Williams South Shore in Apollo Beach, Florida, consisting of six other agents. They mainly focus on the South Shore area, covering parts of Tampa and much of Hillsborough county. With around 75% of their business being based off of referrals, it is clear they go above and beyond expectations, always putting their clients first. “I’m very passionate about doing the right thing,” Gene explains. “It’s all about doing what’s right and treating people how you would want to be treated. I think that’s really important and it gets me a lot of repeat business.”

With a strong background in mortgage financing, he has extensive experience in many aspects of the real estate world, and uses this to help his clients make the right decision. In addition to working in various different mortgage roles, he was also a partner at a title company and property manager.

“I feel like I’m well-rounded, and that experience has really helped me,” Gene says. His clients find it easy to trust him, as they appreciate his knowledge and expertise. “I’ve seen so many appraisals in my career, so I have an understanding on what the appraiser will be looking for when choosing sold comparables and giving adjustments that I very rarely have issues with values. That really helps, the more experience you have the better.” Whenever an issue pops up, Gene is well-equipped to handle it, and he often diffuses a

potential problem before it becomes serious. “I communicate with my clients about things before they become issues. You can always troubleshoot problems but understanding the problem is important.”

When it comes to marketing, Gene also exceeds expectations, utilizing videos or the home, drone videos and professional photography. “My photographer is amazing, and I’ve even gained new listings after neighbors see how great the photos and videos look. It helps my properties stand out,” he says.

Gene also advertises the videos and photos on social media, ensuring they’re seen by as many people as possible.

After the transaction is over, clients love to leave glowing reviews about their time with him. One recently said, “I couldn’t be more grateful to him for the things he did to help my wife and I, as we had already relocated during the sale period. Way above and beyond, representing us well as a realtor, and treating us well as friends. His work done with photography/video to prep for the sale was compelling...I actually wanted to buy my own house! Gene did a great job for us and I heavily recommend him for any seller.”

As Gene looks towards the future, he is excited to continue growing, especially in the waterfront homes segment. He would like to start doing boat tours of properties on the water, giving potential clients a different viewpoint. Meanwhile, he will enjoy every minute of his work. “I just love it, I love every aspect of it. But I find the most satisfaction is at the closing table, knowing I have a happy client.”

For more information about Gene Batronie, please call 813-380-9310 or email geneflhomes@gmail.com 16

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

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

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 17

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

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

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

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 18

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

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

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

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JOE COOPER It’s not obvious that 22 years in law enforcement would prepare Joe Cooper to become one of Central Florida’s most successful Realtors®, but his time with the Federal Bureau of Prisons actually gave him a strong foundation to enter real estate upon retirement.

“I spent most of my time overseeing the Facility Department,” he explains. “I oversaw contracts and contractors, and I knew the trades. I didn’t go into real estate with no experience - I actually knew the construction and maintenance of buildings and the negotiating of contracts.”

More than that, Joe’s law enforcement career saw him transferring throughout the United States, and he sold his own homes a whopping seven times. Dealing with that process exposed him to the frustrations and problems that buyers and sellers face, and impacted how he approached real estate. “When I decided to get into the business I decided that we’re going to be different,” he says. “We always put the clients first, no matter what. Period. That’s the way my business runs.”

Running his business that way has worked out well for Joe. Since the beginning of 2016, he has completed 97 transactions and has had a little over $24m in sales. The secret to that incredible productivity is return business and referrals.

What are the qualities that keep past clients working with Joe? “I’m just a really down to earth person and I’m very honest,” he says. “I communicate with my clients, I treat them right and I do what I have to do to get the job done.

My clients are never wrong. They’re always right. If they don’t like something we’re doing, they know they can come and talk to me and we’ll fix it.”

That’s a big change from his last job. “Working in the Federal Bureau of Prisons is not an easy job, but the staff there are some of the most dedicated people you’ll ever meet. It was a job that taught me how to listen and how to address issues, sometimes in very stressful situations.” Joe smiles, “Now my negotiations are with nice people, and I just love working with them and helping them out.”

Helping people out is a big part of Joe’s life and he loves to give back to his community. “I’ve got a high school I’ve kind of adopted,” he says. “My kids don’t go there, but I’m an Excalibur level sponsor for their football team. They use the sponsorship to take the players on trips and give them their first ever experience with colleges,” Joe continues, “I’ve been a volunteer coach for baseball, football or soccer. We just try to give back whenever we can.”

With the incredible growth Joe has seen in the past three years, he’s ready to bring on more agents. “I’m getting to a point where I want to expand the team, but I’m going slow with it.” One reason he’s going slow: he wants to make sure everything is done right. “I take every listing and personally manage it myself,” he says. “I work hard to be someone my clients fully trust.” His motto, “Say what you do. Do what you say. No surprises,” sums up the way he runs his business. Joe ends with, “Some people say, ‘I really don’t like staying at hotels.’ But they just say that because they’ve never stayed at the Ritz-Carlton. I try to bring a Ritz-Carlton level of personal care to every one of my clients.”

For more information about Joe Cooper, visit teamcooperhomes.com, call (352) 874-5764 or email joe@teamcooperhomes.com http://

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MATT GUARRO Matt Guarro found his way into the real estate business from the ground up, working for a custom home builder in Pennsylvania after college and eventually forming his own construction business. “My knowledge of construction helps in a unique way; I’m better able to serve clients, given my understanding of everything from inspection reports to the construction process.” His 2008 entry into real estate also gives him a unique perspective, not to mention a strong work ethic.

After entering real estate on the eve of the Great Recession, Matt has thrived for more than a decade in the beloved coastal community of New Smyrna Beach, Florida. “I pride myself on working as hard for my clients on a $25,000 sale as I do on a $2 million sale,” he says, adding that he worked as a buyer’s agent for New Smyrna Beach’s top REALTOR®/Broker for eight years before deciding to become an independent agent with the same brokerage, Collado Real Estate.

“Working here has given me opportunities and relationships that I otherwise would not have,” he says. He now even has a buyer’s agent working with him. Matt’s breadth of experience with buyers benefits his sellers as much as it does his buyers.

But he is careful to point out that working collaboratively with other agents in the area is a fundamental component of success.

“The best way to deliver the utmost in client service is to work well with other agents.”

Matt considers himself an area expert across a distinct stretch of Coastal Florida, from New Smyrna Beach through Edgewater, describing the area as a niche community with a character all its own. He immerses himself in the market, earning approximately 85% of his business from referrals and repeat clients.

While he does conduct advertising, he enjoys loyalty from residential buyers and sellers as well as commercial investors, who see him as the area’s expert in commercial real estate. In fact, the commercial segment of Matt’s business continues to grow, due to his ongoing presence in front of longtime business owners and residents.

People know that Matt goes to bat for them. “I keep my clients front-and-center, I work hard and I stay humble,” he says. “I understand how important their transaction is to them. Even if I do this all the time, I don’t get desensitized to it.” His 20

motivation stems from his desire to serve with honesty and transparency while also remembering his own journey. “It’s hard to forget that I started in 2008 before the market crash and really had to put my nose to the grindstone. I remember not knowing where my next tank of gas was coming from.”

Those memories drive Matt to where he is now. He takes nothing for granted.

Hard work and service go hand-in-hand with gratitude, as well. As he builds his business with even more listings, Matt appreciates the established brokerage where he works and the exposure that his listings get through Collado Real Estate. He is also grateful for the endless support of his wife, Heather, and for the gifts of their two cherished sons. Being able to raise a family in a community he loves is another gift, as are the clients he represents. “I love to see people get so happy when they find that beach home to use with their family.” He also enjoys seeing his clients on a regular basis, whether around town or when taking in his favorite pastimes of fishing and golfing. “After 10 years, I’m starting to be able to have a little bit more fun on the weekends,” he says. “Family and clients always come first.”

Matt plans to expand his New Smyrna Beach specialization, building his presence as a local leader. “The next step would be to become a broker. And I’ll always keep good relationships with other people in this business and I’ll always give back to the community.”

To learn more about Matt Guarro visit mattguarro.com or go to https://www.facebook.com/MattGuarroRealtor/ https://www.instagram.com/mattguarro/ his Facebook page or Instagram page, email mattguarro@gmail.com or call 386.314.9502 www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 22

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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JASON LIPSHER Top Agent Jason Lipsher of RE/MAX Realty Group in Fort Myers, Florida has been providing his many grateful buyers and sellers with expert real estate guidance since 2005. Jason’s clear focus on providing the very best customer service is matched only by his knowledge of the local market, his solid work ethic and his unassailable integrity. Consistently breaking his own sales records year after year, he has come to be known as one of the most trusted Realtors currently working in The Sunshine State.

Jason’s entry into the world of real estate seems almost pre-ordained. His mother, Jeannie Steidel, whom he credits as being an incredible mentor, has been a top agent for nearly thirty-five years, and his step-father was a project manager at the Bonita Bay Group, who has developed some of the nicest communities in Southwest Florida. “I grew up getting all kinds of real estate information just sitting around the kitchen table,” says Jason, “so when the real estate market exploded in 2004 and 2005 I went and got my license, and found it to be very rewarding.” Unfortunately, the infamous market crash occurred soon after, though Jason found the challenging situation to be a solid educational opportunity.

“I discovered the harsh reality of how much work it takes to be successful in this industry,” he recalls. Jason’s dedication to his new profession ensured that he not only succeeded, but that he thrived, and he continues to do so.

homestead exemption and take advantage of other tax savings exemptions. I try to make every aspect of the transaction easy and seamless so if I see in public records that my client has not filed then I will send them the homestead application already filled out, they really appreciate it once I remind them.”

While genial and approachable, Jason is also consummately professional. “If you can get people to like you, trust, you, and you can show them how to solve their problems,” he says, “then they will do business with you. When you’re dealing with other people’s money and helping them make one of their biggest financial decisions, you have to be accountable and professional.”

When he’s not working, Jason enjoys spending time with his girlfriend and their new dog, “Buttercup the Aussiedoodle.”

Jason is an avid fisherman and golfer. He and his mother are also extremely active with Habitat for Humanity, and the two of them have assisted with the purchase of over ninety properties that have been rehabbed for occupation by the charity.

Looking to the future, Jason plans on continuing to grow his business by hiring a buyer’s agent and a transaction coordinator to handle the growth.

Jason currently works with his mother, though he wouldn’t precisely describe it as a team situation. “We run our own separate businesses, but we do cover for each other and we share some listings,” he says. The pride he takes in her career is obvious when speaking with him. “She’s been a great mentor and a great support to me. It’s been a fantastic alliance for me over the years.”

Perhaps the most obvious reason for Jason’s success is the true concern he exhibits for his clients, whether they be buyers or sellers. “I don’t use high-pressure tactics,” he explains. “Too many people see real estate agents as used car salesmen. I prefer to simply be a resource for information, and an educator. I’m there to help them make the best decision for themselves. I’m not here to sell them a house; the house is going to sell itself. My job is to protect my clients during the transaction process. I will always tell them the truth: the good, the bad and the ugly.”

The solid relationships Jason forms with his clients does not end at the closing table, as it often does with many other agents. “Not only do I keep in touch with them,” he says, “I follow up after the transaction to make sure they don’t forget to file for their 24

https://www.facebook.com/remaxbeyond2000katybrahler/ For more information about Jason Lipsher, please call 239 - 850 - 0466 or email jasonlipsher@remax.net

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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BOBBY VALENO How did Bobby Valeno become known throughout Jacksonville as a talented agent with fantastic communication skills? Bobby and his wife bought their first house when he was only 20 years old. He was then asked to be a partner in another property, and he soon became a property manager and a contractor. “My work in real estate basically went from there,” Bobby said. “I became involved in real estate in my early twenties.” Now with three decades in the business, Bobby works at Keller Williams Realty Atlantic Partners serving the entire Jacksonville area.

money for worthy charities and causes. He’s played at venues around the world. “I think the communication skills I learned as a musician have helped me with my real estate business. If you get a call for a gig, and you are not able to answer, the person on the other end is going to call the next person in line,” he says. “There are a lot of similarities between the music business and the real estate business.

In both, communication is key.” In his free time, Bobby enjoys playing the piano and composing music. He’s also the music director for the Sawgrass Singers in Ponte Vedra Beach. For the future, he hopes to continue moving forward and serving his clients and his community!

A high percentage of Bobby’s business comes from repeat and referral clients. What keeps his customers coming back and eager to spread the word about Bobby to their friends and family? “Communication,” he says.

Bobby stays in close touch with his clients, keeping them informed during each stage of the process, and he has excellent follow through, always doing what he says he’s going to do. His quick response time sets him apart from other agents in the area. “If my eyes are open, you are going to get ahold of me,” he explains. “If you contact me at 4:30 in the morning, when my eyes open, then I’m going to get back to you,” he says. To keep in touch with past clients, Bobby reaches out by phone and texts, does pop-bys, sends helpful emails and newsletters, and uses social media.

When it comes to marketing listings, Bobby understands that most buyers start their search for a home online.

“Every listing gets professional photographs,” he says.

This ensures that buyers have a strong first impression of a home. For vacant land listings, Bobby reaches out to multiple builders to see if they might be interested. After working with Bobby, his clients remember his professionalism, expertise and constant availability to answer any questions or concerns they have throughout the transaction.

What does Bobby like most about his work? “I like helping people,” he says. “And I love negotiating on behalf of my clients.” Bobby uses his talents as a musician to raise Top Agent Magazine

To find out more about Bobby Valeno, email BobbyValeno@gmail.com, call (215) 443-8687, or visit kw.com/kw/agent/bobbyvaleno

www.

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