FLORIDA 2-21-22

FLORIDA EDITION

If it’s Good for the Soul,

Playing the Real Estate Matchmaker

IT’S GOOD FOR THE BUSINESS

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

FEATURED AGENTS

CATHY ALLEY MATTHEW MILLER MARK NESTLER & JOHN POLETTO MARIA RASPANTI COVER STORY

DEBI FREED

FLORIDA EDITION

MATTHEW MILLER

MARIA RASPANTI MARK NESTLER AND JOHN POLETTO

Meet Matthew Miller, an agent based goal is to hit the $10 million mark in 2022.

Maria Raspanti’s journey in real estate attentive and caring counsel, Maria’sm Mark Nestler and John Poletto, based in in Central Florida his way 15 comprise 16the 90s, when she began work19 7 who foundSouth started in as those Florida, a seasoned and for a very effective23 business.

CATHY ALLEY to real estate after spending twenty-five passion ingofforover a title Matthew’s company in New York. for real estate comes others a durable real estate partnership After severalreal years, sheassisting moved marketing, to Florida rece years in the banking industry.33After from people Nestler inCathy finding their foryears his and over $6.75B in sales.

They and Poletto haveentafor per For Cathy Alley, estate eschews email and became a lead escrow officer for two work w met in1980, whenstarts both joined a lead marketing team, in addition to Na branch shut down due to the COVID-19 ever homes and helping people leave an and ends with family. ioned postcards, letters and calendars to title offices.

During the downturn of the house a developer in Southeast Florida, where and International support from ® Pandemic, Matthew found himself with undesirable situation when it comes to more She became a Realtor market, Maria pivoted her focus to foreour new worked together first in the resale Sotheby’s and Sotheby’s Interna an opportunity to follow a they long-time their circumstances.

“I love seeing her closures, managing REO department edgeabl than two decades agothehome to Beyond reaching out through ag division and later in new sales. During al Realty. At this point, they are at a law firm.

Throughout every role, had all t interest which was to pursuethishis joy people get when give her a career thatthewould deeply entrenched inthat herone timereal the two teamed upher whenever to they utilizefind the best of communit the ifbest ma passion for real estate grew, and she she di estate license.

Moving forward, Matthew he shares.

Feeling fulfilled bypicks hisSotheby’s provide income andhome,” allow Panhandle.

Every year she ait chari possible, and eventually formed Nestler decided tools provided by MATTHEW MILLER MARK NESTLER MARIA RASPANTI CATHY ALLEY DEBI FREED eventually to become an agent. ing out fo Realty in space 1989. IntoToday 2007 with the skilled contributions of raisethey her children. and the last two years she has donated finished his course and became Poletto a licensed new career in real estate, Matthew also & JOHN POLETTO she’s reached great heights. She that very became Nestler Poletto Sotheby’s International Realty, two marketing and administrative assistants Now a top producer, Cathy closing to Healing is a member ofmakes the Agent Leadership agent in November of 2020. He is a significant effort to bePaws activeforin Warriors servicing from North Fort Lauderdale to Manalapan, small team of fourwith is ranked the very highest Council 4 years running and chairs the Staying remains sensitive to the sitdogs to work Veterans with postatt currently serving the Orlando from area;thehowever, he is his community.

He will pursuea his thirdwith annual toy ocean to the everglades.

In 2018 they sold Sotheby’s, franchise over 1000 agents).

Keller Williams Realty Wellington’s Luxury Division daily pursuit for Mar uations that leadOne families to allows disorder.

She counts many past custom also expanding to Volusia County and thoroughly drive, time going city-wide after successtheir company to their Miamiinaffiliate, theiragent marketing aa high degree faces. of flexibilit additionthis to Sotheby’s working as a producing withtwo people’s “We buy a new home. “This one of the mostfrom important Voters elected hera toallers City Council in enjoying his new career. ful years.

HeMiami alsoanon the board ofand directors of the anworld.

International Realty,iswhich now services connectivity – essentially over team behind her.

“Iishave Associate Agent before and during decisionstothat make, whether it’s selling or gagement with state and local comm Director of Operations,” she explains.

Maria consisafter it’s over,” she s northfamilies of Vero Beach. organization called Family Renew Community, a tently ranks at the top for her office, and has her sights teachers.”

Maria vo John and Mark areroles bothfind as competitive buying,” says. “There’s a lot of unforeseen situato leadership with Florida outside Realto CONTENTS As a solo agent within his currentshe brokerage, Matthew nonprofit that helps struggling families shelter setbrings on landing inthis thepeotop 1%asfor 2022.

Palm sponsors local Now working within One Sotheby’s Realty, year they are Serving at on work, and theyand often compete as frs tions that happen, and that’s what me into selection the organization’s Leader is eager to form a team as heNestler continues down his and move toward a brighter future.

Beach County and surrounding areas, Maria puts her possible to make eve Poletto have completed 32atransactions golf,twice tennis, or skiing.

ThisRealtor dynamicofclearly ple’swhat lives.sets Sometimes it’sfrom a divorce, deathabove or awith job inand being named the Y clients’ needs everything, only wanting what is the day.” career path. When asked him apart over $175 million in sales. Mark andMODERN John have tributes to their remarkable and ambitious sy 4) THERE GOES THE 17) EMAIL ETIQUETTE relocation.

So, I’m very mindful ofWhen the situation thatis Inotas best for an exceptional referral business of them. multiple repeat professional from his peers and competitors, he shares, “Going above Matthew working, hepartners. enjoysAside filling in sports, th With riding. a young son wh go into, and I care asellers greatbased deal upon aboutstrong how personal transactions Withlive such a busy schedule, Cathy still NEIGHBORHOOD: HOW TO FOR TODAY’S AGENTS buyers and relaenjoy music and horseback They are and beyond when it comes to customer service.” In “I’m withall local musicians as ashe drummer and spending about customer service,” says.

“I treat to grow her business affect families’ lives.

When a transaction goes south quilting, scrapbooking and race walkin tionships with clients through dedication and expert involved with many charities and community ev LIST HIGHmakes WHEN NEIGHBORS addition, Matthew an effort to present him- alltime boating, crabbing beachmy clients withfishing, integrity, and dignity and the along utmost thelegacy for him. “He guidance.

“Ourfamilies objectiveathas always been in to propThey strive to support orphanages, foster-care it’s a crisis for those that moment time. competitors race as with running but m respect.”

Maria tends to every detail,REAL ensuring everyand Itime hope he is,” s NUISANCE PLAYING THE ESTATE self atARE every A showing while demonstrating that he is es 20) ofwith Volusia County.

Also, he loves to spend erly advise our buyers and sellers one of their single parent organizations.

As Sotheby’s R For me, I try very hard every day do the feet are on answered. the ground all times.

“I lo oneto is taken carebest of andjob all questions She atbalance, while contin well educated on the details ofmost the property.

He has assets; with hisand family and grandson.

When asked about the MATCHMAKER—FOLLOW THESE important financial their home,” says owners they participated in a Sotheby’s goes above beyond at every level, offering a varinity, is the goal forpro th possible that I can do.”

I’m getting slower because I’m getting Nestler.

The relationship that they’ve established in which involved building houses for those in ne found success by marketing for particular areas and etyfuture and his plans as a solo agent, Matthew is eager of8concierge services throughout the home buying DATING RULES TO ENSURE YOU love doing it and I love getting out th 13) IF IT’S GOOD FOR looking after their client’s best interests endures. theclients Caribbean. orto selling process.

“I want my to feel special,” also through sending postcards, giving handwritten grow a successful team, first in Orlando and then legacy.

Applying that family-first philosophy earns Cathy She hopes to leave aTHE real estate MATCH YOUR CLIENT WITH THE SOUL, IT’S GOOD Maria says.

“I’m really true to myself, and genuinely notes, and using social Eighty media topercent connectofwith expanding to the County Beach Area. It is herpotenbusiness referrals.

HerVolusia This client-centric practice,care a in “deep understandAs FOR forthroughout, theTHEM futurewith of their business, the tw PERFECT HOME about them.”

Buyers are guided FOR THE BUSINESS tial clients and repeat customers. hard not toinadmire the the easy-going yetdreams brightto personaling ofteam who has it is soared that you’re working with,” is what devoting time ultra-luxury prope three-person to $22 million annual Maria patiently finding them house ofmore their ity of Matthew Miller, Top Agent of Central Florida. sets John and Mark apart.

The two are excellent at as they continue refining their knowledge o and giving them the knowledge to make educated decisales. “I think it’s being able to connect with people sions. Maria’s extensive marketing spreads the worda mortgage, title and quickly ascertaining their client’s wants and needs, craft.

Having owned Matthew uses targetedand marketing lists as a primary it’s becoming part of their family life,” she says, aboutstep heroflistings, with properties being advertised then guiding them through the process. struction company, they feel that they’re truly approach for marketing properties.

Hetoshares that each recounting a sale a second-generation client. in various ways. of “ICathy have housetheir marketing Their expertise and in-depth knowledge over an in hitting stride team at this moment. As John tel this method allows himhad to sold find35 theyears avatar client, an later homes toinathe family and to their andcombined vendor outdaughter, of San Diego,“There’s together no weend are in able to marketplace, with their sight.”

For more a share our listings multiple platforms. We utilize ideal buyer, hoping to whose matchfiancé themproposed with something during the walkthrough ofover their please multiple social media platforms engaging potential You can reach John at 561-239-0700 orfor john@onesothebysrealty.com, in his inventory.

In addition, Matthew stays inhad touch new home.

“They just their first baby so, yeah, Phone 310-734-1440 | Fax 310-734-1440 or email maria buyers and future sellers.” and full Mark at 561-212-1517 or mark@onesothebysrealty.com.

I’ve just kind gifts, of seen it come circle.” with his clients by sending holiday rememberVisit nestlerpolettoluxuryhomes.com for more information. mag@topagentmagazine.com | www.topagentmagazine.com ing birthdays and anniversaries, and even following Noutility portion of this issue may ultimately be reproduced in any manner priorreconsent of the publisher. Top Agent Cathy keeps communication the centerwithout of client up with connections, making sureat whatsoever Magazine is published by Feature Publications GA, Inc. Although precautions are taken lations.

A quick response time, for example, enables to ensure the accuracy of published his clients are content and problem-free in their new materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. customers tofirst know they are in in attentive hands.

“I tell To learn more about Matthew Miller homes.ToAn activeoragent thesend of January subscribe changefrom address, inquiry to mag@topagentmagazine.com. them that if you call me and leave me a message or visit eliterealtybrokerage.com/team/matt-miller 2021, Matthew $2.6 million in transactions for Published insold the U.S. email text with me, and you haven’t heard me emailfrom mmiller@eliterealtybrokerage.com 2021. Already beginning the me neworyear a bang, within three hours, something’s wrong.

Either I didn’t or call 407-480-0271 he has sold nearly $300,000 in sales, mentioning his 2 Top Agent Magazine get it, or something has happened.” Once a sale closes, To learn more about Cathy clients move into her inner circle of contacts, where please email eracj@cox. www.

www.

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

Top Agent Magazine

3

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

4

First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

Top Agent Magazine ®

Top Agent Magazine

How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

Top Agent Magazine ®

5

squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

Top Agent Magazine ®

Top Agent Magazine

DEBI FREED Top Agent Magazine

7

Top Agent and Team Lead with eXp Realty, Debi Freed serves the Gulf Coast area, serving both Alabama and Florida.

Debi Freed has the experience, market knowledge, and dedication to help her clients achieve their real estate goals. She began her journey in the industry twenty-one years ago when she made the career switch from a government job, where she worked in Contract Management and Negotiation. “I realized I wanted to be in sales,” Debi says. “Though I was skilled at negotiation, deep down I’m also a people-person. I wanted a job that would 8Copyright Top Agent Magazine

bring me face-to-face with folks and allow me to help them.” With a lifelong interest in design, Debi decided to turn to real estate. “I absolutely love it,” Debi says. “It’s been a great career.”

Now a Realtor and Team Lead with eXp Realty, Debi serves the Gulf Coast area, serving both Alabama and Florida. She manages a team of ten dedicated professionals, and Top Agent Magazine

together they serve their clients with compassion and attentiveness. Debi operates on the values of educating her clients and going above and beyond to serve their needs. She has built a stellar reputation for her top-tier customer service and for the comprehensive Top Agent Magazine

tools and resources she provides. Debi and her team work with clients at every price point, including servicing high-profile clients through their VIP Division. Debi has sold over $100 million in real estate, and she is a multi-million-dollar producer every year.

Copyright Top Agent Magazine9

Debi and her team work with clients at every price point, including servicing high-profile clients through their VIP Division. Debi has sold over $100 million in real estate, and she is a multi-million-dollar producer every year.

With Debi’s expertise, personability, and client-centered approach, it is no surprise that over 65% of her business stems from repeat clients and referrals. Debi’s attention to her clients’ needs extends well beyond closing.

“We work with many members of the military,” Debi says. “When they get orders, we assist them with the sale of their home locally and find them an agent at their new location Copyright Top Agent Magazine 10

to help ease the burden of that transition. My philosophy has always been that we’re in a customer service business. Our number one mission is to make sure clients are happy and serviced well.”

What sets Debi and her team apart are the ways they customize their service and demonstrate care for customers. “We keep in touch Top Agent Magazine

long after the sale to make sure our clients are being taken care of,” Debi says. “Clients become personal friends.” With the guiding philosophy of customer care and long-lasting relationships, Debi has built a business that always puts her clients’ needs first. “We make sure we know the areas we’re servicing,” Debi says. “When we’re asked to go outside the area where we live, we go there in advance Top Agent Magazine

to make sure we have knowledge about the neighborhoods. That’s one example of how we provide that extra level of service.”

Dedicated to her community, Debi gives back in many ways. She is involved in a Secret Santa program through local elementary schools, which provides gifts for children in underserved families. She is also very active Copyright Top Agent Magazine 11

in many organizations that support the military and veterans, regularly organizing and participating in fundraisers for non-profits such as Mission 22, among others. When Debi is not busy helping clients or giving back her time, she and her husband love to travel, to spend time at the beach, and to hike.

Proud of what she has built, Debi has no plans to slow down. Her vision for the future includes growing her team and expanding their geographical reach, extending their services to the Georgia and Tennessee markets. “We look forward to helping more people, and to many more great years in this incredible business,” Debi says.

For more about Debi Freed, please call 850-261-1554 or email debisellsparadise@yahoo.com

Copyright Top Agent Magazine 12

Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

Top Agent Magazine

13

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

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

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

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

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

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

Top Agent Magazine

Top Agent Magazine

CATHY ALLEY For Cathy Alley, real estate starts and ends with family.

She became a Realtor® more than two decades ago to give her a career that would provide income and allow space to raise her children.

Now a top producer, Cathy remains sensitive to the situations that lead families to buy a new home. “This is one of the most important decisions that families make, whether it’s selling or buying,” she says. “There’s a lot of unforeseen situations that happen, and that’s what brings me into people’s lives. Sometimes it’s a divorce, a death or a job relocation. So, I’m very mindful of the situation that I go into, and I care a great deal about how transactions affect families’ lives. When a transaction goes south it’s a crisis for those families at that moment in time.

For me, I try very hard every day to do the best job possible that I can do.”

Applying that family-first philosophy earns Cathy Eighty percent of her business in referrals. Her three-person team has soared to $22 million in annual sales. “I think it’s being able to connect with people and it’s becoming part of their family life,” she says, recounting a sale to a second-generation client. Cathy had sold homes to a family and later to their daughter, whose fiancé proposed during the walkthrough of their new home. “They just had their first baby so, yeah, I’ve just kind of seen it come full circle.”

Cathy keeps communication at the center of client relations. A quick response time, for example, enables customers to know they are in attentive hands. “I tell them that if you call me and leave me a message or email me or text me, and you haven’t heard from me within three hours, something’s wrong. Either I didn’t get it, or something has happened.” Once a sale closes, clients move into her inner circle of contacts, where she goes beyond customary birthday greetings online.

Believing people already receive too much email Top Agent Magazine

marketing, Cathy eschews email for good old-fashioned postcards, letters and calendars to stay in touch.

Beyond reaching out through her agency, Cathy is deeply entrenched in her community in Florida’s Panhandle. Every year she picks a charity to donate to, and the last two years she has donated a part of each closing to Healing Paws for Warriors, which trains dogs to work with Veterans with post traumatic stress disorder. She counts many past customers as friends.

Voters elected her to City Council in 2019. Her engagement with state and local committees extends to leadership roles with Florida Realtors®, including selection on the organization’s Leadership Academy and twice being named Realtor of the Year.

With such a busy schedule, Cathy still makes time for quilting, scrapbooking and race walking. In that sport, competitors race as with running but must have their feet on the ground at all times. “I love competing.

I’m getting slower because I’m getting older, but I still love doing it and I love getting out there,” she says.

She hopes to leave a real estate legacy.

To learn more about Cathy Alley, please email eracj@cox.net, visit cathyalley.com, or call 850.585.2303 www.

15

MATTHEW MILLER Meet Matthew Miller, an agent based in Central Florida who found his way to real estate after spending twenty-five years in the banking industry. After his branch shut down due to the COVID-19 Pandemic, Matthew found himself with an opportunity to follow a long-time interest which was to pursue his real estate license. Moving forward, Matthew finished his course and became a licensed agent in November of 2020. He is currently serving the Orlando area; however, he is also expanding to Volusia County and thoroughly enjoying his new career.

As a solo agent within his current brokerage, Matthew is eager to form a team as he continues down his career path. When asked what sets him apart from his peers and competitors, he shares, “Going above and beyond when it comes to customer service.” In addition, Matthew makes an effort to present himself at every showing while demonstrating that he is well educated on the details of the property. He has found success by marketing for particular areas and also through sending postcards, giving handwritten notes, and using social media to connect with potential clients and repeat customers.

Matthew uses targeted marketing lists as a primary approach for marketing properties. He shares that this method allows him to find the avatar client, an ideal buyer, hoping to match them with something in his inventory. In addition, Matthew stays in touch with his clients by sending holiday gifts, remembering birthdays and anniversaries, and even following up with utility connections, ultimately making sure his clients are content and problem-free in their new homes. An active agent from the first of January in 2021, Matthew sold $2.6 million in transactions for 2021. Already beginning the new year with a bang, he has sold nearly $300,000 in sales, mentioning his 16

goal is to hit the $10 million mark in 2022.

Matthew’s passion for real estate comes from assisting people in finding their forever homes and helping people leave an undesirable situation when it comes to their home circumstances. “I love seeing the joy people get when they find that one home,” he shares. Feeling fulfilled by his new career in real estate, Matthew also makes a significant effort to be active in his community. He will pursue his third annual toy drive, this time going city-wide after two successful years. He is also on the board of directors of an organization called Family Renew Community, a nonprofit that helps struggling families find shelter and move toward a brighter future.

When Matthew is not working, he enjoys filling in with local musicians as a drummer and spending time boating, fishing, and crabbing along the beaches of Volusia County. Also, he loves to spend time with his family and grandson. When asked about the future and his plans as a solo agent, Matthew is eager to grow a successful team, first in Orlando and then expanding to the Volusia County Beach Area. It is hard not to admire the easy-going yet bright personality of Matthew Miller, Top Agent of Central Florida.

To learn more about Matthew Miller visit eliterealtybrokerage.com/team/matt-miller email mmiller@eliterealtybrokerage.com or call 407-480-0271 www.

Top Agent Magazine

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.

Top Agent Magazine ®

17

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, 18

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.

Top Agent Magazine ®

Top Agent Magazine

MARK NESTLER AND JOHN POLETTO Mark Nestler and John Poletto, based in South Florida, comprise a seasoned and durable real estate partnership of over 33 years and over $6.75B in sales. They met in1980, when both joined a lead developer in Southeast Florida, where they worked together first in the resale division and later in new sales. During this time the two teamed up whenever possible, and eventually formed Nestler Poletto Realty in 1989. In 2007 they became Nestler Poletto Sotheby’s International Realty, servicing from North Fort Lauderdale to Manalapan, from the ocean to the everglades. In 2018 they sold their company to their Miami affiliate, One Sotheby’s International Realty, which now services from Miami to north of Vero Beach.

attentive and caring counsel, makes for a very effective business.

Nestler and Poletto have a personal marketing team, in addition to National and International support from ONE Sotheby’s and Sotheby’s International Realty. At this point, they are able to utilize the best of the best marketing tools provided by Sotheby’s itself with the skilled contributions of their two marketing and administrative assistants (this small team of four is ranked the very highest at ONE Sotheby’s, a franchise with over 1000 agents). This allows their marketing a high degree of flexibility and connectivity – essentially all over the world.

Now working within One Sotheby’s Realty, this year Nestler Poletto have completed 32 transactions with over $175 million in sales. Mark and John have an exceptional referral business of multiple repeat buyers and sellers based upon strong personal relationships with clients through dedication and expert guidance. “Our objective has always been to properly advise our buyers and sellers with one of their most important financial assets; their home,” says Nestler. The relationship that they’ve established in looking after their client’s best interests endures.

John and Mark are both as competitive outside work as they are at work, and they often compete as friends in golf, tennis, or skiing. This dynamic clearly contributes to their remarkable and ambitious synergy as professional partners. Aside from sports, the two enjoy live music and horseback riding. They are also involved with many charities and community events.

They strive to support orphanages, foster-care and single parent organizations. As Sotheby’s Realty owners they participated in a Sotheby’s program which involved building houses for those in need in the Caribbean.

This client-centric practice, a “deep understanding of who it is that you’re working with,” is what sets John and Mark apart. The two are excellent at quickly ascertaining their client’s wants and needs, then guiding them through each step of the process.

Their expertise and in-depth knowledge of over 35 years in the marketplace, combined with their

As for the future of their business, the two are devoting more time to ultra-luxury properties, as they continue refining their knowledge of the craft. Having owned a mortgage, title and construction company, they feel that they’re truly just hitting their stride at this moment. As John tells us, “There’s no end in sight.”

You can reach John at 561-239-0700 or john@onesothebysrealty.com, and Mark at 561-212-1517 or mark@onesothebysrealty.com.

Visit nestlerpolettoluxuryhomes.com for more information. www.

Top Agent Magazine

19

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

20

Top Agent Magazine Top Agent Magazine

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

Top Agent Magazine

21 Top Top Agent Agent Magazine Magazine

mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

22

Top Agent Magazine Top Agent Magazine

MARIA RASPANTI Maria Raspanti’s journey in real estate started in the 90s, when she began working for a title company in New York.

After several years, she moved to Florida and became a lead escrow officer for two title offices. During the downturn of the market, Maria pivoted her focus to foreclosures, managing the REO department at a law firm. Throughout every role, her passion for real estate grew, and she eventually decided to become an agent.

Today she’s reached great heights. She is a member of the Agent Leadership Council 4 years running and chairs the Keller Williams Realty Wellington’s Luxury Division in addition to working as a producing agent with a team behind her. “I have an Associate Agent and a Director of Operations,” she explains. Maria consistently ranks at the top for her office, and has her sights set on landing in the top 1% for 2022. Serving Palm Beach County and surrounding areas, Maria puts her clients’ needs above everything, only wanting what is best for them.

“I’m all about customer service,” she says. “I treat all my clients with integrity, dignity and the utmost respect.” Maria tends to every detail, ensuring everyone is taken care of and all questions are answered. She goes above and beyond at every level, offering a variety of concierge services throughout the home buying or selling process. “I want my clients to feel special,” Maria says. “I’m really true to myself, and genuinely care about them.” Buyers are guided throughout, with Maria patiently finding them the house of their dreams and giving them the knowledge to make educated decisions. Maria’s extensive marketing spreads the word about her listings, with properties being advertised in various ways. “I have an in house marketing team and vendor out of San Diego, together we are able to share our listings over multiple platforms. We utilize multiple social media platforms for engaging potential buyers and future sellers.”

Maria’s business is continually growing, as those who work with her love to tell others about their time together. One client recently said, “Maria was a dream to work with. She handled the sale of our house and the simultaneous purchase of our new home. She is extremely knowledgeable about the entire industry, she had all the answers to every question and if she didn’t know the answer she sought it out for us and got us the information that very day.”

Staying active in the community is a daily pursuit for Maria, as she loves to bring smiles to people’s faces. “We give back to our frontline workers before and during the pandemic, and will continue after it’s over,” she says. “I’m also a big supporter of teachers.” Maria volunteers at senior citizen homes and sponsors local schools. “We’re doing everything possible to make everybody’s life a little happier for the day.”

With a young son who loves real estate, Maria’s plan is to grow her business exponentially so she can leave a legacy for him. “He wants to be the next Gary Keller, and I hope he is,” she says. Maintaining a work/life balance, while continuing to give back to her community, is the goal for the years to come.

For more about Maria Raspanti, please call 561-800-3609 or email maria@yourfamilyliving.com

Top Agent Magazine

23 Copyright Top Agent Magazine Top Agent Magazine

mailto:mag@topagentmagazine.com

24

Top Agent Magazine