FLORIDA 11-5-18

FLORIDA EDITION

The Daily Schedule of a

BEYOND

SUCCESSFUL REAL ESTATE AGENT

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

COVER STORY

Joe Pavich Jr.

FEATURED AGENTS

NATHAN BROWN LISA LEATH CAREY LIGHT JAMES & CHRISTINE MADALONE BRAGI SIGURDSSON

FLORIDA EDITION

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16 LISA LEATH NATHAN BROWN

Eight years ago, Nathan Brown wasTrueplans within those nine expertise andconventional knowledge in the midst of purchasing a familyacquired “I’m flexible and partner with my c overnight. After 35 years in home, guided by a friend and agent. there, it’s about getting results. We do real estate industry, Lisa Leath has After the process was complete, his in the yard and walk away—we wor be called an expert in friend suggested that Nathan parlaya reputation and thingsto happen.” estate.

As a Ponte Vedra Beach lo his people skills and try his hand at the business. Intrigued by the challenge,she When listing properties, Nathan leve has worked with many develop Nathan made the leap, earning hisWorking Beginning professional photogr withwith a number of commun license and beginning his near-decade by a dedicated videographer, Nathan from before the infrastructure was tenure as an agent. Today, he has built met with an immersive look at proper completion of applied the neighborho JOE PAVICH JR. NATHAN BROWN LISA LEATH an earnest reputation for accessibility,to the staging services are where ne She wasand alsoa aproven part oftrack the on-site sales and properties development of communication, new construction that Nath Carey Light of Keller Williams Advanmy clients meet each other and their record kids get to of Orange Park, Hampton Glen and From Queens Harbor. ofIsland professional promises kept. and developers. there, all prope n Orlando, Florida has thirteen years 19 know each other. We’re community 20 builders.” Her 23 across the leading online listing platf nce assisting buyers and sellers in the efforts towards hosting eventsNathan like a spearheads his work solo in addition to promotions across N Based this in St.include Petersburg, Florida, Lisa was co-owner of a Commercial and Residential buil State. Her focus on providing her clients neighborhood night.ofCarey nourishesGroup, these serving the greater Clear- Regardless of property, Nathan does undermovie the banner Park Property James and Christinewhere Madalone along with information at residential the ready an company, she each sold commercial and luxury ptional advocacy and top-notch service relationships andand maintains contact with herincluding clients moving Miami Beach water St. Petersburg areas, of Pinellas County.After approach, but to instead customizes arrived to realallestate from different Should a prospective buyer explorehisa estate properties. business, Lisa has experience luxury commun ed her to the top of her profession, and through a There, variety he of other ways,a as well,angles. including back inwith 1999, Bragi Sigurd has built robust repeat and referral-based “When we Christine say we’re going do som James’ journey began backIceland James and ensure atosuite of her reputation as an agent who is trustannual customer appreciation them such asbuilding the Plantation atbroke Ponte Vedra, Queens Harbor, Co amounting to roughlyevents, 50% ofphoning his In lasting relathose professional Natha into the industry with little in clientshare.

1988.

He knew he wanted a career ready—from room promises,” sizes and school d highly-knowledgeable. quarterly, tionships and holiday gifts.

Oaks at Nocatee and Marsh Club Augus with clients, Nathan’sthat approach isallow personable steeped make aCountry home their own.” would him aand sense ofthanCreek tours.

“Everything youin could possibl a sense of ambition.

“ISt.was gre in integrity. He cites clear communication andwhile steadfast attention tocan be,” self-direction, giving him the and its community, we provide access he remembers, “but I had a ng with her husband Jim, oversees a team Consummately marketing of her of list-his to detail professional as some of the leading drivers those far. LikeBeyond office, Nathan of opportunity workreceived alongside thedesignation Christinethe says.

From there,and theyhis leve Lisa success Leath the as a Broker/Realtor and workteer ethic, worked extremely hard ighly-professional and dedicated agents. ings has also a significant role public in Carey’s wise,played his commitment to personalized client care is a central pillar opportunities with Habitat for Hu to build community.

Chrisform to secure maximum visibility, in continued to build her career.

Thefirst Northeast Builders A year, I Florida was able to event com s the lead on residential real estate, while continuingof success.

High-definition his working style. “One of professional the most important in this busisponsor for various community tine’s career beganthings in marketing andin my across the leading online listing platfo ciation (NEFBA) Sales and Marketing Council celebrates e s on the commercial side of the business. photography, drone and walkthrough sales—not understan ness communication,” Nathan says.

“I always keep in the touch with myforty-nine odist Church of St. even Petersburg’s shu she videos, keenly identified industry’s and robust social media promotion areto available used tomarketing. year recognizing the bestAndrew’s brightest estate marke CAREY LIGHT JAMES & CHRISTINE BRAGI SIGURDSSON itandwas above average.”

Since clients and make sure I’m readily toby them.

ItTen doesn’t Presbyterian Church of Du need for an updated approach digital yearsmatter ago,that Beyond the office,real James and Christi o was previously a teacher, began her journey in real great effect, ensuring her by working as many potential shelistings parlayed herseen experience and hit theauspicious ground running.

Now, James tionBragi a foundational pillar their an of what price are point we’re with.

My primary goalin isinNortheast always to Florida also like to has go beyond sponsorships professionals with the Laurel start the industry, gone on toofAward. comma MADALONE 2005, and has been with Keller Williams her entire buyers as possible, andhelp always their best light.

Open houses and Christine have built a dynamic in NextHome contests alongside local historica theminsell their property for theimprint best value or find theReal bestEstate home says.

“Weintegrity, make athe point to be there, Leath has been one of thehis recipients of thatitprestigious award compelling reputation for abiding client-centric a rey professes a long-time fascination with real estate. are enhanced by using them for events, suchis as a recent taco and Executives, complete with a to reputation for the personalized client care, supporting community “It’s for them.

Everyone made feel they’re priority.

We have therecord our community.”

In his children. free hours, N sibility, and proven track of success. en I was a kid I used to draw floor plans,” she recalls margarita night. “We trytype to make our openknowledge, houses a little fun they can incisive industry andmore a where tech-forward approach a community of our office’s of relationship with our clients trust mewith to get with his wifeas andpart family, cheering on ch Today she leads a team at PalmerHouse Properties, le. “My husband and I had also done some real estate and interesting, and thatthe helps us from everyone else.” proven track estate isinour andgetting we serving use jobdistinguish done record. for them in the right way.” playing thepassion pool, and in that the greaterBragi Jacksonville area. his Lisa hasinexpanded make Today, spearheads work under thetobanner of Dou before we got into real estate.” those our community.”

As an for add the Carey is deeply grateful that her have chosen work Elliman Real and aworking tightknit teamof three, focu to her real estate experience by with investors and r Serving Palmclients Beach County, Jamestoand Christine head aEstate team of nineheads and Christine intend toofhis keep moment Furthermore, Nathan’s personable relationships makes it natural As for the future business, serves the entirety of the Orlando area, Carey’s efforts with her. “I feel very honored toinhave been chosen tohaul, help and them agents counting. the way, they cultivated aproperties business to continue their office’s steady grow to keepand touch for Along the long hehave frequently reunites with in growing imprint steadily, with largely on luxury the Miami Beach area.

Well-ve vating investment properties.

With thehis newest campaign launc ily in the southeastern quadrant of the city, and she through what is often apast veryclients emotional shecup explains. largely driven repeat referral clientele—amounting to roughly the community, take part inability areatoat forbya transition,” round and of golf, ofin coffee, or shared All in sheyears to come.

For now, hethe plans the find areas of meal.

Coral Gables, and Edgew “You it, We fund it,” canCoconut offer herGrove, team the of a business that is based nearly 75% upon repeat and “Sometimes they just need the feeling ofputs having someone 75%Nathan’s of secure their approach clientshare.

Further underscoring their longevity and associates to prosper,” and James says. “ all, clients’ interests first, and he maintains area new construction developm Bragi has a substantial component of repeat andmul ref homes, dobuilt the renovation, and list the property creating ients, a sure sign of customer satisfaction. “I think my help them, someone who knows for whatstrong they’re doing.toJames Ifield become penchant results, and client Christine steadfast the community and industryhome as a who round-the-clock accessibility any needscite or questions at large—one at business, amounting tothe morecommunity than tohalf ofhalf hisofclientele.

Wf lines of income and an opportunity earn the profits tinue to use me and to refer me because of the relationvery intertwined with them.” communication, public relations savvy, and superlative service as as they arise. “I make myself available to work within my clients’ of experience and insight behind hi more, his relationships with clients make repeat business a na m with them,” says Carey, “and because of the trust and the sale.

“I bring in construction crews in to get things finish hallmarks of their working style.

“Above all, we always work in the schedules, realizing that they can’t always visit properties or discuss bright for Nathan Brown. of customer service they receive.” She also points to Looking to the future, best Carey and Jim are clients,” exploring the ideainevitability, of what interest of our Christine says.

“Ouritrelationships don’t andtoheget has with she some to generate rou do takes theworked deal done!” exclaims. s they have in place to ensure smooth transactions for expanding into other markets.

“Wethe have such a great administraend when transactions end.”

Likewise, both James and Chris$100 million in repeat business alone. Accounting for his ma tine credit theirofhigh-performing, team far, in accounting ts. “We have a wonderful transaction coordinator who tive hub,” says Carey, “that is capable running a lot of collaborative things. success thus Bragiknown cites for personal attention, consistency Lisa is currently well her ability to assist military f forplace.” their successes far.

“Allthey of our associates are great people,” us full-time,” explains Carey, “so our clients receive We have great systems in No matterthus how large grow, delivery of results as the key drivers of his professional s lies in on thewith involved process Jamesmost says.strongly “Integrityfocused is something focus our team, and of relocating to and from Jacksonv munication during the entire transaction process. They however, Carey will remain on the we thing “Integrity is key,” he says.

“Basically, my clients know that I w She currently holds the designations Certified Military Reloca we’ve builtinantheir office cultureproviding where being ow what’s coming next, and the communication is that has been most instrumental success: thea good person—alongside for above all.we I look at everything through “I thegrew lens up of youravailable. clients and in your community—is atthem, the heart of what do.Relocation from my very first meeting with them all the way to very best customer service Specialist and Military Professional.

We’re always generous with our experience and workand together in my absolute priority. Because I m best interests, they’re g table. Nobody is ever left in the dark about anything.” one they another.” onships she forms with her clients are of the utmost “If you were to ask oursupport clientsof what remember most about tain that focus, I’m able to produce good results and that k e to Carey, as is her commitment to community. “I working with us,” muses Carey, “I’d have to say that they felt they them coming back. My core belief is that if you add value to team members weighed n a Southern town,” she explains, “so I love it when were taken care of.” In fact, at least a few of James and Christine’s work with clients, business will keep coming your way—an in on their decisions to join about the team and what their office meansemail Nathan@ParkProper Toown learn more Nathan Brown, you ofkeep maintaining those relationships for the l to them. “I knew I wanted to join thealso teamhow because James and NathanBrownRealty.com, callquestions (727) 463 – 63 visitMichael term.”

Staying available clients’ and concer Christine’s vision,” says agent Seville.

“Not only do theyto field or offer extensive trainingwithout and technological advancements, they approach. hallmark ofbutBragi’s No portion of this issue may be reproduced in any manner whatsoever prioranother consent of the publisher.

Top AgentNot only does it ensure engage with theprecautions community and something I always wanted reachable around clock, of butpublished clients gain a sense of sec Magazine is published by Feature Publications GA, Inc. Although arethat’s taken to ensure the the accuracy Copy in a broker. It’s a family environment and here calm and we’re encouraged toagent is dependable and accessible. knowing their materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. come to the table and share our ideas.” Another fellow agent, Daryl the first one in the office and I create a strong foundation fo To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Philibert, had this to say regarding NextHome’s dynamic approach to work,” he says.

“This gives my clients a sensecall of certainty the industry: “We’re a growing company withFor strong strategies,” he more about Lisa Leath, 904 - 5a Published in the U.S. who Ithey’re dealing with, by displaying the type of consist says. “When I set out to choose a brokerage, was looking for accessibility and communication. From their training excellent people platform can relyand on.”

For more information about Carey Light, track record to their organization and systems—I knew they were the right broker for me.” please 2 call 407 - 844 - 7134 or email carey@lightteamrealty.com Top Agent Magazine

CAREY LIGHT

JAMES & CHRISTINE MADALONE BRAGI SIGURDSS

CONTENTS

4) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

17) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

13) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

21) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

Phone 888-461-3930 | Fax 310-751-7068

mag@topagentmagazine.com | www.topagentmagazine.com www.

When it comes to marketing, James and Christine optimize the listing Top Agenttech Magazine processCopyright through progressive tools and customized campaigns.

To learn mor James and Christi email NextHomePalmB

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

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Joe Pavich Jr. Top Agent Magazine

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Servicing buyers and sellers across the southwest Florida region, Joe Pavich Jr. is an industry leader with the highest sales in the world by Realty World International.

JOE PAVICH JR. Back in the late 1990s, Joe Pavich Jr. was in the midst of a career with Enterprise Rent-A-Car. He’d always been interested in real estate, but until then he had never considered the possibility of becoming an agent. He knew he wanted a job that would allow him to be his own boss, affording him limitless potential and creativity. That’s when he realized how perfectly his skillset in client care with Enterprise would transition to the world of real estate. Inspired by the challenge of a new professional path, Joe earned his license 8Copyright Top Agent Magazine

and hit the ground running as a full-time agent in 2001. In his first month, he sold three homes— an early indicator of the many successes still to come. Now, seventeen years later, Joe is an industry leader with the highest sales in the world by Realty World International and has received the Chairman Award for highest sales in the World six years in a row in a company nearing 1000 offices across the nation. Joe is a leader, with a reputation defined by knowledge, integrity, and trust, plus a personal touch. To date, he has personally sold more than $600,000,000 in real estate in southwest Florida’s competitive marketplace.

Joe services buyers and sellers across the southwest Florida region. There, he works with the full-time support of a dynamic staff that includes Top Agent Magazine

Executive Administrative Assistant Teresa Thullen, and two assistants, Caroline Bennett and Julie Ciaramitaro. “I have an incredibly talented staff that really focuses on supporting our clients,” Joe says. “We have a seamless process in place, and when I receive a call from a potential client, they meet with me directly. I’m able to handle a high volume of business because I am able to delegate duties to my staff who genuinely cares and we’re able to work closely together to support our clients.” Beyond his collaborative approach, Joe cites industry knowledge and forthright communication as some of the core tenets of his working style. “I listen to my clients,” Joe says. “Whether I’m working with a buyer or a seller, I focus foremost on what my clients’ needs and goals are. I always look at the transaction from their perspective. I always put their needs first and I never sell something to a client that I don’t believe in.” All told, Joe has managed to drive roughly 80% of Top Agent Magazine

his business through repeat and referral clientele alone—a testament to the lasting relationships he nurtures along the way. “We were the first real estate office in Estero, founded by my father in 1997. Mainly, what sets me apart is my branding, time in the market, referral base, and our high level of experience,” Joe says. “I am able to sell a home faster and for more money. We have a great team here and when people work with us, they realize we create a very stress-free process where things progress smoothly. We have three full-time assistants on-call 24/7, so we’re always reachable with immediate responses to whatever questions a client might have. We’re a very hands-on office and that gives our clients a strong sense of confidence as they go through the process.”

When embarking upon the house-hunting process, Joe applies his in-depth local knowledge to ensure buyers benefit from a comprehensive overview of Copyright Top Agent Magazine9

each locality. “I know every single community in and out,” he says. “When I meet with my clients, I consider what type of pricing and lifestyle they’re looking for, down to the detail—from whether they play golf or want a pool, to whether they’re looking for a single-story home or otherwise. When listing with clients, we discuss their timeline and get all the information necessary to time their transition properly.” In fact, from buyers to sellers, countless clients have shared their winning experiences alongside Joe. One client who sold his house with Joe in May 2018 had this to say about his experience: “I was very impressed with Joe and his team during the process of selling our home. His market insight, strong work ethic, and strong investment in marketing our home resulted in an offer after only twelve days. Joe was always available to answer our questions, and update us on any and all developments. Joe’s marketing is simply incredCopyright Top Agent Magazine 10

ible, I had my home listed with another agent for one year and Joe sold it in one week. I would highly recommend Joe to anyone looking to sell or buy a home in Southwest Florida.” On the buyer’s side of the closing table, another of Joe’s clients remembered him for his detail-oriented service and above and beyond delivery: “As out-of-state buyers, Joe and his team provided incredibly invaluable local assistance with our second home buying process. He and his team went above and beyond in providing real estate broker assistance.

They guided my wife and I through the entire buying process: finding suitable sites, selecting our best choices, financing options, closing process, and even provided incredibly helpful post-closing assistance, like transferring utilities and providing us with an exhaustive list of local service providers. They really made a difficult process pain-free, relaxing, and enjoyable! Joe is top on my list!”

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Joe’s approach to marketing is similarly detailed and includes a variety of cutting-edge tools that showcase listings in their finest light. Beginning with a home assessment to ensure homes are market-ready, Joe then leverages professional photography, drone video, and 3D Matterport tours to ensure listing presentations are both high-quality and immersive. From there, exposure across the leading online listing platforms and social media, through video postcards, and on Joe’s highly-trafficked website ensure online visitors are courted Top Agent Magazine

in style. Whether customizing marketing materials for television, smartphones, magazines, or otherwise, Joe’s approach is comprehensive and attuned to detail.

In the community, Joe gives back through a variety of local and regional charities and organizations, including sponsorships for Super Kids, New Horizons, the Florida Stingrays, Alico Family Golf, the Literacy Council, Golisano Children’s Hospital, Southwest Florida Family Businesses, and the Copyright Top Agent Magazine 11

American Heart Association’s Circle of Red. When he finds spare time beyond the office, Joe most enjoys time spent with his family and loved ones— his wife, Jenn, and their children Joey, Juliana, and Jacob. He also enjoys Florida’s idyllic outdoors and staying active.

Finally, with nearly two decades of superlative service under his belt, Joe Pavich Jr. considers what he values most about his chosen path. “Every day is different and that keeps things fun and challeng-

ing. It’s so rewarding to meet a buyer or seller’s timing on a transaction to make it as seamless as possible. A lot goes on behind the scenes, and we take our roles seriously,” he says. “Beyond that, it’s incredibly rewarding to build lasting relationships with my clients. People continue to come back to me and work with me because they trust my team and me, and know that I will get the job done. It’s so rewarding that my clients rely on me to help make a milestone decision like buying or selling a home.”

To learn more about Joe Pavich Jr., email pavich123@gmail.com, visit joepavichjr.com, call (239) 910 - 0304, or visit https://property.mibor.com/profile/35331 his Facebook, Linkedin, Twitter, Instagram www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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NATHAN BROWN Eight years ago, Nathan Brown was in the midst of purchasing a family home, guided by a friend and agent.

After the process was complete, his friend suggested that Nathan parlay his people skills and try his hand at the business. Intrigued by the challenge, Nathan made the leap, earning his license and beginning his near-decade tenure as an agent. Today, he has built an earnest reputation for accessibility, communication, and a proven track record of professional promises kept.

Based in St. Petersburg, Florida, Nathan spearheads his work solo under the banner of Park Property Group, serving the greater Clearwater and St. Petersburg areas, including all of Pinellas County.

There, he has built a robust repeat and referral-based business, amounting to roughly 50% of his clientshare. In building lasting relationships with clients, Nathan’s approach is personable and steeped in integrity. He cites clear communication and steadfast attention to detail as some of the leading drivers of his success those far. Likewise, his commitment to personalized client care is a central pillar of his working style. “One of the most important things in this business communication,” Nathan says. “I always keep in touch with my clients and make sure I’m readily available to them. It doesn’t matter what price point we’re working with. My primary goal is always to help them sell their property for the best value or find the best home for them. Everyone is made to feel they’re the priority. We have the type of relationship with our clients where they can trust me to get the job done for them in the right way.”

Furthermore, Nathan’s personable relationships makes it natural to keep in touch for the long haul, and he frequently reunites with past clients for a round of golf, cup of coffee, or shared meal. All in all, Nathan’s approach puts clients’ interests first, and he maintains round-the-clock accessibility to field any client needs or questions as they arise. “I make myself available to work within my clients’ schedules, realizing that they can’t always visit properties or discuss

plans within those conventional nine to five hours,” Nathan says.

“I’m flexible and partner with my clients to make it work. From there, it’s about getting results. We don’t just put a For Sale sign up in the yard and walk away—we work to get results for our clients and things happen.”

When listing properties, Nathan leverages every tool in his arsenal.

Beginning with professional photography, aerial footage, and work by a dedicated videographer, Nathan ensures prospective buyers are met with an immersive look at properties on the market. Design and staging services are applied where needed, but especially benefit the new construction properties that Nathan frequently lists for builders and developers. From there, all properties enjoy maximum exposure across the leading online listing platforms and social media outlets, in addition to promotions across Nathan’s sizable email base.

Regardless of property, Nathan does not employ a one-size-fits-all approach, but instead customizes his methods for the home at hand.

“When we say we’re going to do something, we follow through on those professional promises,” Nathan says. “I love seeing people make a home their own.”

Beyond the office, Nathan and his office give back through volunteer opportunities with Habitat for Humanity and serve as a marquee sponsor for various community events, including First United Methodist Church of St. Petersburg’s shuffleboard tournament and St. Andrew’s Presbyterian Church of Dunedin’s golf tournament. “We also like to go beyond sponsorships and take part in the area,” Nathan says. “We make it a point to be there, play, and get to know those in our community.” In his free hours, Nathan most enjoys time spent with his wife and family, cheering on his kids at their sporting events, playing in the pool, and getting in the occasional round of golf.

As for the future of his business, Nathan intends to continue growing his imprint steadily, with hopes to grow a team in the years to come. For now, he plans to build his partnerships with area new construction and development companies, while building community at large—one home at a time. Now, with four years of experience and insight behind him, the future looks decidedly bright for Nathan Brown.

To learn more about Nathan Brown, email Nathan@ParkPropertyGroup.com, visit NathanBrownRealty.com, or call (727) 463 – 6303 www.

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LISA LEATH True expertise and knowledge isn’t acquired overnight. After 35 years in the real estate industry, Lisa Leath has built a reputation to be called an expert in real estate. As a Ponte Vedra Beach local, she has worked with many developers.

Working with a number of communities from before the infrastructure was built to the completion of the neighborhoods.

She was also a part of the on-site sales and development of Pace Island of Orange Park, Hampton Glen and Queens Harbor.

Lisa was co-owner of a Commercial and Residential building company, where she sold commercial and luxury residential real estate properties. Lisa has experience with luxury communities such as the Plantation at Ponte Vedra, Queens Harbor, Coastal Oaks at Nocatee and Marsh Creek Country Club in St. Augustine.

Lisa Leath received the designation as a Broker/Realtor and has continued to build her career. The Northeast Florida Builders Association (NEFBA) Sales and Marketing Council celebrates every year by recognizing the best and brightest real estate marketing professionals in Northeast Florida with the Laurel Award. Lisa Leath has been one of the recipients of that prestigious award.

military family, and I love helping families find their newest place to call home. It gives me a lot of satisfaction.”

Not only is Lisa eager to help people, but animals are her second love. Her contribution to being of service to the community is rescuing pets. Time doesn’t permit as many resuces these days, so she is getting more involved in fundraising to support rescue groups.

Lisa offers a Concierge Real Estate Service. The real estate process can be very stressful, whether you are a buyer, seller, or investor, she does what she can to alleviate that by guiding you through the process and utilizing her network of connections to help meet deadlines, exceed every customer’s expectations, and get the deal to closing on time (or at least as quick as humanly possible). She will cater to your needs and customize her services in making sure your goals for the transaction is her primary focus.

Lisa uses extensive marketing techniques to showcase properties across hundreds of websites and advertisements. She says, “Getting our properties out on the web is the number one way. If you’re not on the web, you’re losing. We syndicate to over 100 websites and target market through Facebook and Google.”

Today she leads a team at PalmerHouse Properties, serving the greater Jacksonville area. Lisa has expanded to make an addition to her real estate experience by working with investors and renovating investment properties. With the newest campaign launching “You find it, We fund it,” she can offer her team the ability to find homes, do the renovation, and list the property creating multiple lines of income and an opportunity to earn half of the profits from the sale. “I bring in construction crews in to get things finished, I do what it takes to get the deal done!” she exclaims.

Her business continues to grow. The biggest contribution to her success is the compliment her past customers give her and that is Referrals and Word of Mouth. Her personal touch to every deal she closes, motivates every client to promote Lisa Leath. One of her past customers, Laura says, “Lisa has been a great friend of mine for many, many years, which is why I chose her to help me find my next home. Her professionalism, dedication to her clients and knowledge of area markets make her invaluable to her team! Keep on keeping on Lisa! You’ll always have my vote.”

Lisa strives to create lasting relationships and earn the loyalty and trust of clients who become lifelong friends.

Lisa is currently well known for her ability to assist military families in the involved process of relocating to and from Jacksonville.

She currently holds the designations Certified Military Relocation Specialist and Military Relocation Professional. “I grew up in a

As we stated in the beginning, true expertise and knowledge isn’t acquired overnight. Lisa Leath has earned the reputation of a name we can all trust and a true expert in all aspects of the real estate industry.

For more about Lisa Leath, call 904 - 545 - 5700 or email lisaleathhomes@gmail.com 16

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 17

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 18

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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CAREY LIGHT Top Agent Carey Light of Keller Williams Advantage III in Orlando, Florida has thirteen years of experience assisting buyers and sellers in the Sunshine State. Her focus on providing her clients with exceptional advocacy and top-notch service has elevated her to the top of her profession, and resulted in her reputation as an agent who is trustworthy and highly-knowledgeable.

my clients meet each other and their kids get to know each other. We’re community builders.” Her efforts towards this include hosting events like a neighborhood movie night. Carey nourishes these relationships and maintains contact with her clients through a variety of other ways, as well, including annual customer appreciation events, phoning them quarterly, and holiday gifts.

Carey, along with her husband Jim, oversees a team of seven highly-professional and dedicated agents.

Carey takes the lead on residential real estate, while Jim focuses on the commercial side of the business.

Consummately professional marketing of her listings has also played a significant role in Carey’s continuing success. High-definition professional photography, drone and walkthrough videos, and robust social media promotion are used to great effect, ensuring her listings are seen by as many potential buyers as possible, and always in their best light. Open houses are enhanced by using them for events, such as a recent taco and margarita night. “We try to make our open houses a little more fun and interesting, and that helps distinguish us from everyone else.”

Carey, who was previously a teacher, began her journey in real estate in 2005, and has been with Keller Williams her entire career. Carey professes a long-time fascination with real estate.

“Even when I was a kid I used to draw floor plans,” she recalls with a smile. “My husband and I had also done some real estate investing before we got into real estate.”

While she serves the entirety of the Orlando area, Carey’s efforts are primarily in the southeastern quadrant of the city, and she can boast of a business that is based nearly 75% upon repeat and referred clients, a sure sign of customer satisfaction. “I think my clients continue to use me and to refer me because of the relationships I form with them,” says Carey, “and because of the trust and high level of customer service they receive.” She also points to the systems they have in place to ensure smooth transactions for their clients. “We have a wonderful transaction coordinator who works for us full-time,” explains Carey, “so our clients receive clear communication during the entire transaction process. They always know what’s coming next, and the communication is consistent from my very first meeting with them all the way to the closing table. Nobody is ever left in the dark about anything.”

The relationships she forms with her clients are of the utmost importance to Carey, as is her commitment to community. “I grew up in a Southern town,” she explains, “so I love it when

Carey is deeply grateful that her clients have chosen to work with her. “I feel very honored to have been chosen to help them through what is often a very emotional transition,” she explains.

“Sometimes they just need the secure feeling of having someone help them, someone who knows what they’re doing. I become very intertwined with them.”

Looking to the future, Carey and Jim are exploring the idea of expanding into other markets. “We have such a great administrative hub,” says Carey, “that is capable of running a lot of things.

We have great systems in place.” No matter how large they grow, however, Carey will remain most strongly focused on the thing that has been most instrumental in their success: providing the very best customer service available.

“If you were to ask our clients what they remember most about working with us,” muses Carey, “I’d have to say that they felt they were taken care of.”

For more information about Carey Light, please call 407 - 844 - 7134 or email carey@lightteamrealty.com Top Agent Magazine

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JAMES & CHRISTINE MADALONE James and Christine Madalone each arrived to real estate from different angles. James’ journey began back in 1988. He knew he wanted a career that would allow him a sense of self-direction, while giving him the opportunity to work alongside the public to build community. Christine’s career began in marketing and she keenly identified the industry’s need for an updated approach to digital marketing. Ten years ago, she parlayed her experience and hit the ground running. Now, James and Christine have built a dynamic imprint in NextHome Real Estate Executives, complete with a reputation for personalized client care, incisive industry knowledge, and a tech-forward approach with a proven track record.

Serving Palm Beach County, James and Christine head a team of nine agents and counting. Along the way, they have cultivated a business largely driven by repeat and referral clientele—amounting to roughly 75% of their clientshare. Further underscoring their longevity and penchant for strong results, James and Christine cite steadfast communication, public relations savvy, and superlative service as the hallmarks of their working style. “Above all, we always work in the best interest of our clients,” Christine says. “Our relationships don’t end when the transactions end.” Likewise, both James and Christine credit their high-performing, collaborative team in accounting for their successes thus far. “All of our associates are great people,” James says. “Integrity is something we focus on with our team, and we’ve built an office culture where being a good person—alongside your clients and in your community—is at the heart of what we do.

We’re always generous with our experience and work together in support of one another.”

In fact, at least a few of James and Christine’s team members weighed in on their own decisions to join the team and what their office means to them. “I knew I wanted to join the team because of James and Christine’s vision,” says agent Michael Seville. “Not only do they offer extensive training and technological advancements, but they engage with the community and that’s something I always wanted in a broker. It’s a family environment here and we’re encouraged to come to the table and share our ideas.” Another fellow agent, Daryl Philibert, had this to say regarding NextHome’s dynamic approach to the industry: “We’re a growing company with strong strategies,” he says. “When I set out to choose a brokerage, I was looking for accessibility and communication. From their training platform and excellent track record to their organization and systems—I knew they were the right broker for me.”

When it comes to marketing, James and Christine optimize the listing process through progressive tech tools and customized campaigns.

“Every house is different, and we put a marketing-specific strategy on paper for every client we work with,” James explains. These plans include decluttering and professional photography prior to market, 20

along with information at the ready and optimized for mobile devices.

Should a prospective buyer explore a potential home via their device, James and Christine ensure a suite of immersive information is at the ready—from room sizes and school district information, to virtual tours. “Everything you could possibly want to know about a house and its community, we provide access to that right from your phone,” Christine says. From there, they leverage NextHome’s sizable platform to secure maximum visibility, in addition to targeted exposure across the leading online listing platforms and social media outlets.

Beyond the office, James and Christine make community participation a foundational pillar of their office—from hosting scarecrow contests alongside the local historical society to sponsoring causes supporting community children. “It’s important to give back to the community as part of our office’s culture,” Christine says. “Real estate is our passion and we use that as a tool to build and support those in our community.” As for the future of their business, James and Christine intend to keep momentum on the upswing, with plans to continue their office’s steady growth. “Our goal is to grow with the community, take part in the area and its events, and for all of our associates to prosper,” James says. “Above all, our goal is to uplift the community and industry as a whole.”

To learn more about James and Christine Madalone email NextHomePalmBeach@gmail.com, visit nhree.com, call (561) 207 – 7647, https://www.facebook.com/palmbeachcountyrocks/ or visit their Facebook page here www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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BRAGI SIGURDSSON After moving to Miami Beach from Iceland back in 1999, Bragi Sigurdsson broke into the industry with little more than a sense of ambition. “I was green as can be,” he remembers, “but I had a good work ethic, worked extremely hard, and in my first year, I was able to complete forty-nine sales—not even understanding that it was above average.” Since his auspicious start in the industry, Bragi has gone on to command a compelling reputation for his abiding integrity, client-centric accessibility, and proven track record of success.

Today, Bragi spearheads his work under the banner of Douglas Elliman Real Estate and heads a tightknit team of three, focusing largely on luxury properties in the Miami Beach area. Well-versed in the areas of Coral Gables, Coconut Grove, and Edgewater, Bragi has built a substantial component of repeat and referral business, amounting to more than half of his clientele. What’s more, his relationships with clients make repeat business a natural inevitability, and he has worked with some to generate roughly $100 million in repeat business alone. Accounting for his marked success thus far, Bragi cites personal attention, consistency, and delivery of results as the key drivers of his professional style.

“Integrity is key,” he says. “Basically, my clients know that I work for them, above all. I look at everything through the lens of their best interests, and they’re my absolute priority. Because I maintain that focus, I’m able to produce good results and that keeps them coming back. My core belief is that if you add value to your work with clients, business will keep coming your way—and it’s also how you keep maintaining those relationships for the longterm.” Staying available to field clients’ questions and concerns is another hallmark of Bragi’s approach. Not only does it ensure he’s reachable around the clock, but clients gain a sense of security and calm knowing their agent is dependable and accessible. “I’m the first one in the office and I create a strong foundation for my work,” he says. “This gives my clients a sense of certainty about who they’re dealing with, by displaying the type of consistency people can rely on.”

When it comes to marketing properties, Bragi stays ahead of the curve and tailors his listing approach to new market evolutions, trends, and digital tools. Beginning with a top-level photography and videographer, Bragi ensures all homes are displayed in their finest light, with immersive presentations and marketing aesthetics meant to evoke an emotional response from prospective buyers.

From there, exposure is reached through targeted social media ads, visibility across the leading online listing platforms, and by marketing directly to top brokers in the region on the hunt for their clients’ next dream home. “We never stop looking for ways to get in front of the right buyer at the right time,” Bragi says. “It’s basically a never-ending quest to stay ahead of the curve. We’re also really focused on building those relationships with area brokers, and that can be a tremendously valuable marketing tool, making sure we’re top of mind with other leaders in the area. What it comes down to is that the highest caliber material leads to the best exposure—and all that reflects who we are as agents.”

Beyond the office, Bragi takes an active role in mentoring up and coming industry talent, and counts himself a Tony Robbins devotee.

He also enjoys pairing charitable efforts with staying active by participating in fundraising runs for worthy causes. Likewise, he most enjoys time spent with family and loved ones, as well racing cars.

Looking ahead to the future of his business, Bragi is in the process of expanding his team of likeminded professionals, as well as his media presence. In the upcoming months, he will be participating in a new television program, American Dream, and he also intends to continue his role as an active investor in the region’s marketplace.

Finally, with eighteen sterling years in the industry and no signs of slowing, Bragi Stigurdsson considers what he has come to enjoy most about his tenure in real estate. “I really enjoy the personal relationships I’m able to build with my clients, and we often become very close,” he reflects. “I also enjoy that this is an everchanging industry. I always wake up thinking of new ways to market, or find new leads, or stay on top of what’s going on. It’s not an easy, happygo-lucky type of business, and you really have to work hard to stay on top, but that unpredictably and challenge is a huge motivator and makes every day exciting.”

To learn more about Bragi Sigurdsson, email Bragi.Sigurdsson@elliman.com, Facebook page here. call (305) 815 – 2771, visit TheSigurdssonTeam.Elliman.com, or visit hishttps://www.facebook.com/bragi.sigurdsson www.

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