FLORIDA 2-5-24

FLORIDA EDITION

HOW TO NOT LOSE A CLIENT IN 10 DAYS

CREATIVE MEDITATION

for the Real Estate Professional

SMALL YARD? COVER STORY

SARA FAYE NICHOLAS

BIG STATEMENT:

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

BEYOND

CLEANING AND DECLUTTERING:

What Improvement Expenses Make the Most Sense?

FLORIDA EDITION

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SARA FAYE NICHOLAS

CONTENTS 4) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 6) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

15) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 20) HOW TO NOT LOSE A CLIENT IN 10 DAYS

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

easily into the daily hustle & bustle world of the busy real estate agent.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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

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

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

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Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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SARA FAYE NICHOLAS

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Specializing in distressed property disposition and management, Top Agent Sara Faye Nicholas is in the process of building her own team that operates across four to five counties in Central Florida.

Sara Faye Nicholas’ entry into real estate is a story of personal growth and clever strategy.

Initially an investor, she ventured into short sales, navigating the complexities of bank offers. However, Sara soon recognized a pivotal opportunity: her experience as an investor would translate well into a career as an agent.

This realization spurred her to obtain her real estate license, shifting her role from an investor to a dedicated advocate for buyers and 10Copyright Top Agent Magazine

sellers. In the early stages of her career, Sara affiliated with Exit Realty in New Smyrna Beach, where she honed her skills and grasped the fundamentals of the real estate industry.

Her thirst for growth and learning led her to transition to another Exit franchise, allowing her to join a group that became instrumental in defining her niche. As a team leader for an REO team, Sara managed all the teams listings and the buyer’s agents while overseeing Top Agent Magazine

the successful closing on hundreds of properties, acquiring valuable expertise. She was awarded Unsung Hero in 2013 for her accomplishments with the team. The team awards for 2014 included, Top Listing Team, Highest Grossing Team Per Person Productivity, Top Closing Team, Top Sales Team, Highest Grossing Team.

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The year 2015 marked a significant milestone in Sara’s career when she decided to venture independently. Despite uncertainties, her endeavor proved successful, leading to her remarkable growth over the past several years.

Today, Sara is in the process of building her own team. Operating across four to five counties in Central Florida, Sara specializes in

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“I specialize in selling houses for the most amount of money possible in the least amount of time on the market,” Sara explains. “And I tend to take on properties that other agents don’t really want to or know how to handle. I have a proven track record of not only selling but exceeding the value.” distressed property disposition and management, adeptly handling distressed properties and generating profitable outcomes. “I specialize in selling houses for the most amount of money possible in the least amount of time on the market,” Sara explains. “And I tend to take on properties that other agents don’t really want to or know how to handle. I have a proven track record of not only selling but exceeding the value.”

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Sara maintains a high retention rate of her clientele, with around 75% of her business stemming from repeat clients or referrals.

This impressive figure is a testament to the trust and satisfaction her clients have in her services. Sara attributes this success to her extensive knowledge in real estate. She says, “There’s really not much about real estate you could ask me that I wouldn’t have an answer to.” She’s also known for her ability to make Top Agent Magazine

clients feel at ease during transactions, keeping everyone informed and prepared for various scenarios. Her proactive approach, coupled with her motto to “prepare for the worst and hope for the best,” resonates well with clients. She often finds herself being the driving force in getting deals across the finish line, which leaves a lasting impression.

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In her community, Sara is involved in assisting lower-income families with housing solutions. Her current focus is on helping these families secure housing until they are able to stand on their own feet. Looking ahead to 2024, Sara plans to expand her community efforts by organizing food drives during the holidays and engaging in other charitable

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activities. She is also passionate about educating potential homeowners on downpayment assistance programs.

The coming years will include a focus on innovative marketing techniques and enhanced team collaboration. Despite the challenge of working across different brokerages, she is determined

to unify her team’s efforts, particularly through social media and individual marketing strategies.

Her goal is clear: to exceed clients’ expectations by maximizing profits through strategic marketing and further expanding her buyer network.

This approach reflects Sara’s confidence in her team’s ability to grow and succeed, setting the stage for an incredible year ahead.

For more information about Sara Faye Nicholas, call 407-864-1745 or email sarasellsflahomes@gmail.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 Top Agent Magazine

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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HOW TO NOT LOSE A CLIENT IN 10 DAYS While we won’t be serenading a Carly Simon song or tugging on the heartstrings of a Hollywood heartthrob, we will be sharing ten essential tips for agents, the key pitfalls to avoid and the most common mistakes agents make that can cost them 20

a client. Whether you are a new agent or seasoned veteran in today’s market, get ready for ten insights from Top Agent Magazine. Sit down, grab your popcorn, and tune in to “How To Not Lose a Client in 10 Days!”

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Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey.

Rule number 1:

Prioritize Client Well-being Over Transactions.

Something we hear time and time again from agents featured in Top Agent Magazine is that their business and relationship with a client is not just about the transaction but more about devotion to serving their clients.

Suppose a client suspects you are only eager for a quick commission versus their welfare; they may move on to a new agent who puts their welfare ahead of a transaction. Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. If an agent is more transaction-focused than client-centric, this is a sure way to lose a client.

Rule number 2:

Be Transparent in Property Disclosures.

Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family.

When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them Top Agent Magazine

to understand the magnitude of what home repairs need addressing before purchasing.

If an agent conceals property issues for their client to discover later, they may lose future business.

Rule number 3:

Practice Prompt and Consistent Communication.

Failing to respond to your client may cause severe frustration. Your clients will have questions—point blank. The client relies on their agent as their voice of reason to distribute facts, relay progress, handle disruptions in the home buying process, and close the deal as seamlessly as possible. In a way, as an agent, you pledge to take on the stress. When you leave your clients without answers, they may not feel like a priority to you. Promptly return those phone calls and emails!

Rule number 4:

Thorough Property Knowledge is Non-Negotiable.

Agents must do their homework on a property to avoid losing potential customers and leads.

Picture this - It’s an open house flooded with

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potential clients, but you struggle to answer questions regarding the property accurately.

Your potential client will be running for the hills! Conduct thorough research on the home and property, plunging into every detail from the construction date of the home to the specifics of the flooring. When your clients ask about the home, land, and local community, they expect you to inform them properly. Keep your leads impressed while you share your knowledgeable expertise about your listings so they feel secure in their home purchase.

Rule number 5:

Implement Effective Marketing Strategies.

Marketing properties sufficiently is critical for generating new leads and sales. Top agents effectively market their listings through email marketing, social media, print advertising, drone photography, and professional staging. For example, TV Personality from Selling Sunset and one of Southern California’s most well-known luxury real estate brokers featured on Top Agent Magazine’s cover, Jason Oppenheim from the Oppenheim Group, shares, “We focus on the presentaJASON OPPENHEIM tion of a property beforehand, and we even have a concierge service that can help get the home ready for sale. We really like to have a property looking as new as possible before we photograph and get them to market, so that often means staging, painting, landscaping, and sometimes a light remodel.”

Implement Jason’s advice by employing 22

effective marketing strategies to have plenty of leads and prevent losing potential clients.

Rule number 6:

Master the Art of Negotiation.

Lacking confidence in negotiation can give the impression that an agent needs a grip on the sale. Successful agents who know how to negotiate home prices find reward by keeping clients long-term while serving their clients’ best interests. A client will expect their agent to handle the negotiation aspects of the home buying process to give them the most favorable outcome. Poor negotiation skills can look like rushing, passivity, and lack of decision-making ability. On the other hand, a confident negotiator will have patience, assertion, and the ability to make decisions by articulating a client’s boundaries when discussing the closing price. You could miss out on future business or a five-star review if you don’t bring your A-game for your client.

Rule number 7:

Take Your Client Feedback Seriously.

Ignoring client feedback will result in client frustration and pose a significant risk of losing repeat and referral business. Constructive criticism from clients can be a guiding light to where an agent needs improvement in how they do business and, in the long term, may help refine an agent’s skills. Which agent doesn’t want to be the best version of themselves? Take advantage of your client’s advice to leverage it as an opportunity for career growth.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market.

Rule number 8:

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

Overpromising and under delivering is an easy way to taint your image and name in the business of real estate. To uphold your reputation among clients and industry peers, it’s crucial to fulfill the expectations you’ve committed to meeting. An agent should strive to be realistic when working with their client to avoid false hope or unrealistic results in the buying and selling process. Furthermore, it helps everyone prepare emotionally for potential obstacles in the homebuying process.

Rule number 9:

Cultivate Patience and Professionalism.

Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client.

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It is paramount that an agent is educated about present market trends and informed about the local real estate market. Should an agent not prove they are up-to-date with the latest market knowledge, they risk looking unprofessional and unfit to represent a client. By knowing the state of the market, you become a proficient representative for your client. Additionally, you stay properly educated and may earn respect in the industry for your knowledge. Learning things like year-to-year home values, current interest rates, and home inventory stock, as well as the best time to list or purchase a home, will demonstrate to your clients that they are in good hands with an agent who holds vast knowledge of the real estate world.

In the competitive world of real estate, the success of your business relies on your clients’ loyalty and the prestige of your reputation. By implementing these rules into practice, you can avoid future challenges as you flourish in your business and cultivate enduring relationships with your clients for years to come.

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