FLORIDA 2-7-22

FLORIDA EDITION

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Fresh New Approaches to Content Marketing

The Daily Schedule of

A SUCCESSFUL REAL ESTATE AGENT

Creative Ways to Say

SUCCESS–

THANK YOU

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

FEATURED AGENTS

ANA MILENA VEGA MISSY BALESTRA DARCY COVINGTON KENDRA SHEIKHO PAUL DONO HANNAH RILEY

5 Things You Can Do to Achieve Your Biggest Goals COVER STORY

VANESSA VIGNATI

FLORIDA EDITION

ANA MILENA VEGA

ega, a 10-year realtor and Keller community. She works with nonprofit 11 6 19 ms’ North Florida Region Cultural organizations focused on financial edusador and premier agent, is the cation to aid veterans, first time home combination of marketing experibuyers, and seniors on fixed incomes find ulture and natural talent. A native of affordable housing. In her free time, she bia, Ana relocated from Miami to enjoys traveling to exotic locations and in 2010 after 11 years in corporate immersing herself in the local culture. nd marketing. She’s an avid travTraveling allows her to discover local th strong creative and interpersonal artisanal cuisines and handicrafts with culAs a frequent traveler she services tural significance. She alsoHANNAH enjoys reading RILEY MISSY PAUL DONO VANESSA VIGNATI ANA MILENA VEGA MISSY BALESTRA SHEIKHO -ranging area from Boca Raton to and watching goodKENDRA movies.

BALESTRA Myers and leverages a network that began his real A University of South Florida alum and to uncov Paul Dono estate journey in place. They feel that marketplace it’s been a positive As Ana continues to grow her business, 25 30 35 the entire Florida panhandle.

Ana 33 resident of Jacksonville since 2004, ment for their need 2003, following his brother into the busiexperience, so they remember me and will she’s Riley set her sights on somethe expansive goals for the sitive and energetic go getter who, believe it or Hannah grew up around real about everything fro ness. “I was working as an executive for always come back to me.” upcoming year.

Her team has invested in flipping homes, t started in real estate back in the early 2000’s by estate industry.

For as long as she can tion to down paymen Bank of New York Mellon at the time, and income her property and building over sing her first home after knocking door to doorremember, dad has served innew newconstructions there strategy, for her clients my twin brother was in realthe estate in5South Speaking of marketing Paul ea past years.

The nature of her business prompted g for a “for sale by owner” opportunity. construction, and through him, she had placing them in the d Florida,” Paul recalls. “While travel-her General Contractor’s licensedraws on the extensive resources available AnaI was to obtain so that an opportunity to learn the business from transaction.

“Through ing the country hecan wasbegin livingworking as a developer and help to create him through Compass to ensure optimakes Ana such an exceptional broker is herdoing devo-sales, she the ground up.

After graduating from colso many b and doing well in realaffordable estate. I housing opportunities in themum exposure for hisinvited listings.to“Compass her clients. She’s coinedhere the phrase “realvery estate more Tampa lege, she began assisting other agents in dings, birthdays, and decided to move to South Florida Her and team’s go has amazing technology, and I also have for life” and she really means it. 90% percent ofthe Jacksonville market. vision is to begin buying at a bigger area, which inspired her she says. “Nothing is m for it!” rest history, and inand the investing years aHANNAH marketing he says. For siness comes from referrals, andThe sheCOVINGTON has is logged scale in building communities all while RILEYteam there,” DARCY KENDRA PAUL DONO to pursue herSHEIKHO license in 2017.

Leaning on cultivating these lastin since then, Paul has steadily grown his high-end listings, “I will sit down with the ds of 65 sales for 2021. Her clients have becomethesecontinuing to provide exceptional service. “Whether it’s strong foundations, she would find my clients. After all, t businessexceptional and built asersolid base of loyal climarketing to her, and she strives to provide a multimillion-dollar investor trusting [me] with their team and we put together a spequick success as a Realtor, establishing by the end of their tran ents who value his dedication to helping them achieve cialized strategy for ot only in real estate but as a source for anything big project, or a 1st time home buyer using all their sav-that property. For some big listings, CONTENTS a robust network of satisfied clients and theirsomeone real estate I’ll even fly tohell New York to visit some of the offices and ay need. “Even if they need togoals. bake a ings, or a single mother that has gone through and colleagues that spans the state. Most recently, though, In her career, Hannah has earned a campaigns.

Moreover, she leverages numero graduate ofaBryant and here Stratton private color rent a bounce house, they call me to see if I A finally gets break; I’m for you.” present it there.” she decided to apply her acute knowledge of the new throughout the Jacksonville area, a 4) THE DAILY SCHEDULE OF A 22) SUCCESS–THESE 7 HABITS ARE resources to give her sellers an added advanta lege and proud mother of three, Kendra Sheikho omeone who I can refer them to!”

As Principal of The Dono Team at business Compass, Paul construction and joinpriAshley Homes, a leading growing rate of repeat clients and r SUCCESSFUL REAL ESTATE AGENT REAL TO SUCCESS utilizing proven tools like personal websites firstDelray took an interest in real estate in The 2013, whenSECRET marily serves the area from to in Jupiter.

AnTHE results speak foraging themselves, custom homeBeach builder her region. betweenand fourPaul and is sixsetting comple y to Ana’s success is her amazing ability to build relationmaximize their exposure.

But from having start to f she wascomes seeking an repeat opportunity spoke to left 95% of his business from and that sales records and right in his market.

“I love sheher remains focused on the n all levels and a8) true5recognition that reala APPROACHES estate she month, is there for clients, personalizing herspeaks entrepreneurial spirit, her the ish, FRESH NEW 32)theCREATIVE TO referral clients, feat that to theistrust and but con-afforded satisfaction ofWAYS knowing that ISAY got my clients the bestre Today, Hannah a Broker-Associate with Ashley continue to set her apart in the siness built on collaborations.

Using herinspires. extensive“People strategy toproperty,” their needs. time toalways be thereask for me her family.

After possible earning her fidence Paul why my price for their he says.

TO CONTENT MARKETING THANK YOU SilverLeaf Village, where shebusiness, assists clients going above and beyond, no matter w ence in marketing, Ana has built a very strongHomes license, she is found fast success in the rate of repeat and referral business so high, and it’s throughout Jacksonville and the surrounding areas. my Kendra own experiences—especially ce online. She has a database of contacts span- building a robust network of satisfied clients Elsewhere, is just as committed to because I honestly do care for my clients,” Paul says.

His advice to other agents?

“Always put your clientclie Having cultivated her process around values of integrity, new construction—I A STEP-BY-STEP 34) 5 THINGS YOUleaning CAN 0 years and keeps 17) her business front of mind usingGUIDE and colleagues that spans the Panhandle.

Today, buyers, onDO her TO yearscan of provide experience “I take care of them, I compassion, always put them first, and I will first, not yourself or the deal.

You have to dedicate and expertise, sheall hasthebuilt specialized assistance from beginning to end.”

TOcalls, CONVERTING INTERNET ACHIEVE YOUR BIGGEST GOALS she assists buyers and sellers waya from carefully guide them to the right investment d digital marketing, emails, fliers, videos, always push to get them the highest price.

There are so yourself to the business and be honest about everything workflow to meet the needs of any buyer or seller.

Panama City to Perdido Key. An deling and prospecting.

What she likes most of SALES LEADS TOagents REAL LIFE there who are only in it for thefrom deal,residenbut with everyone in theOutside transaction.

WhenHannah you doisthat, her career, deepl expert in everything working with people eachmany day to solveout problems I’m not one of them.

I will be there for my clients every you will have very few hiccups, because you’ve been When listing a home, Hannah offers her clients a community.

An avid supporter of the ely while providing a sense of calmness for her tial properties to new construction, step of the way.” upfront about everything.” comprehensive strategy.

Starting out, she conducts a Research Hospital, she also volunte boutique “When everything is going crazy you have to be she has cultivated Fora more aboutproAna Milena Vega walkthrough of their property, identifying through Ashley Homes, such as a Phoneto310-734-1440 Fax cess 310-734-1440 to meet the demands of any le that brings everybody center and I do that.”| preliminary please call (305) 343-4597, Clients also give Paul exactly high marks his to availability what for needs be done prior to listing. After marathon. When she’s not with clie transaction. email mag@topagentmagazine.com | a www.topagentmagazine.com and communication.

“Ihelping work 7her days week, and I’m their house for the she enjoys reading, gardening, or pr clients fullyanamilena.vega80@gmail.com, prepare a part of the ALC leadership team at Keller oritThat visit anavega.kw.com always my clients,” he says. market, she shares via aemphablend ofistargeted and of the publisher. Top ms New Tampa, No Anaportion is constantly involved inbe her When listing a manner property Kendra of thisavailable issue mayfor reproduced in any whatsoever withoutdigital prior consent social media campaigns, as well as proven outlets like forward, Hannah has an exc there for her clients from beginning sis on is communication also means that he give Agent Magazine published by Feature Publications GA,will Inc. Although precautions are taken Going to ensure the accuracy to end.

After helping them print media.

Along way, she personally attends key business.

Having by earned her Bro his materials, clients allTop theAgent information they need to make anfully Copyright Topopinions Agent Magazine of published Magazine cannot bethe held responsible for expressed or facts supplied prepare their home for the market, ensuring a seamcheckpoints like the home inspection, intends on scaling her client-first ap informed decision when it comes to their most importits authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. shetransaction shares it via a blend of highly less catered to each client’s best interests. her work with new listings, and b ant investment, their home.

“I will be totally honest Published in the U.S. targetedand digital social media in the future. More than anything, with my clients about pricing, aboutand how we can Elsewhere, Hannah is just as helpful when assisting all the new clients and connection utilize marketing strategy and myself to give them the 2 Top Agent Magazine Copyright Top Agent Maga her buyers, leveraging her in-depth knowledge of the Jacksonville community. top dollar for their property.”

ARCY COVINGTON

mailto:mag@topagentmagazine.com

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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

Top Agent Magazine

Top Agent Magazine

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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ANA MILENA VEGA Ana Vega, a 10-year realtor and Keller Williams’ North Florida Region Cultural Ambassador and premier agent, is the perfect combination of marketing experience, culture and natural talent. A native of Colombia, Ana relocated from Miami to Tampa in 2010 after 11 years in corporate sales and marketing. She’s an avid traveler with strong creative and interpersonal skills. As a frequent traveler she services a wide-ranging area from Boca Raton to Fort Myers and leverages a network that spans the entire Florida panhandle. Ana is a positive and energetic go getter who, believe it or not, got started in real estate back in the early 2000’s by purchasing her first home after knocking door to door looking for a “for sale by owner” opportunity.

What makes Ana such an exceptional broker is her devotion to her clients. She’s coined the phrase “real estate partner for life” and she really means it. 90% percent of her business comes from referrals, and she has logged upwards of 65 sales for 2021. Her clients have become family to her, and she strives to provide exceptional service, not only in real estate but as a source for anything they may need. “Even if they need someone to bake a cake, or rent a bounce house, they call me to see if I know someone who I can refer them to!”

The key to Ana’s success is her ability to build relationships on all levels and a true recognition that real estate is a business built on collaborations. Using her extensive experience in marketing, Ana has built a very strong presence online. She has a database of contacts spanning 20 years and keeps her business front of mind using targeted digital marketing, calls, emails, fliers, videos, 3D modeling and prospecting. What she likes most of all is working with people each day to solve problems creatively while providing a sense of calmness for her clients. “When everything is going crazy you have to be that pole that brings everybody to center and I do that.”

Being a part of the ALC leadership team at Keller Williams New Tampa, Ana is constantly involved in her 6

community. She works with nonprofit organizations focused on financial education to aid veterans, first time home buyers, and seniors on fixed incomes find affordable housing. In her free time, she enjoys traveling to exotic locations and immersing herself in the local culture.

Traveling allows her to discover local artisanal cuisines and handicrafts with cultural significance. She also enjoys reading and watching good movies.

As Ana continues to grow her business, she’s set her sights on some expansive goals for the upcoming year. Her team has invested in flipping homes, income property and building new constructions over the past 5 years. The nature of her business prompted Ana to obtain her General Contractor’s license so that she can begin working as a developer and help create more affordable housing opportunities in the Tampa market. Her team’s vision is to begin buying at a bigger scale and investing in building communities all while continuing to provide exceptional service. “Whether it’s a multimillion-dollar investor trusting [me] with their big project, or a 1st time home buyer using all their savings, or a single mother that has gone through hell and finally gets a break; I’m here for you.”

For more about Ana Milena Vega please call (305) 343-4597, email anamilena.vega80@gmail.com, or visit anavega.kw.com Copyright Top Top Agent Agent Magazine Magazine

Jennifer Davila and the Team at All About Title are proud to congratulate

Ana Milena Vega on being featured for the state of Florida in Top Agent Magazine!

10330 N. Dale Mabry, Hwy Ste 224 • Tampa, FL 33618

813-933-4200 (P) • 813-699-8683 (F)

JENNIFER DAVILA | ALL ABOUT TITLE LLC jdavila@allabouttitle.com Top Agent Magazine

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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Top Top Agent Agent Magazine Magazine

balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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VANESSA VIGNATI

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Top Agent Vanessa Vignati is a BrokerAssociate for Realty World Executive Homes, where she assists clients throughout MiamiDade County and the surrounding areas.

A Top Producer in the Miami market, Vanessa Vignati started her real estate career in 2000. Prior, she had been in the radio business, touring the nation as a popular DJ as well as a Spanish television reporter; however, when the time came to start her family, she began seeking opportunities that allowed her to be there for her children while still balancing her own entrepreneurial spirit.

Inspired, she decided to pursue her real estate license, utilizing her tireless work ethic and outstanding communication skills to establish a network of colleagues and clients that spans the region.

Today, Vanessa is a Broker-Associate for Realty World Executive Homes, where she assists clients throughout 12 Copyright Top Agent Magazine

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Miami-Dade County and the surrounding areas. Equipped with a range of distinguished certifications, including Certified Residential Specialist, Short Sale & Foreclosure Resource, Accredited Buyers Representative, and Certified Distressed Property Expert designations, she possesses Top Agent Magazine

the insight, expertise, and integrity needed to meet the needs of any transaction.

When listing a home, Vanessa equips her clients with a comprehensive strategy.

After providing them with a suite of professional photography and videography 13 Copyright Top Agent Magazine

“I believe in going above and beyond for all my clients,” she says. “I treat each transaction as if I were buying or selling my own house, and as a result, my clients know they can trust me—not as their Realtor, but as their friend.” services, including drone imaging, she broadcasts their listing through a blend of targeted digital media campaigns, sharing it to over 500 unique websites both nationally and internationally. Along the way, she also leverages her own extensive Copyright Top Agent Magazine 14

sphere of influence to generate even more buzz around each home, giving her clients an added advantage.

Meanwhile, Vanessa is just as devoted to her buyers, leaning on her decades of Top Agent Magazine

experience to uncover the right home for their best interests. In fact, she prefers to stay in touch long after the deals are done through regular check-ins to ensure her clients are fully satisfied and keep them informed about any changes in the market.

Over the years, Vanessa has earned a fantastic reputation throughout Florida, with the vast majority of her volume coming from repeat clients and referrals. Having completed 46 transactions in 2021 alone, Top Agent Magazine

she remains committed to the compassionate approach that has anchored her accomplished career. “At the end of the day, I believe in going above and beyond for all my clients,” she says. “I treat each transaction as if I were buying or selling my own house, and as a result, my clients know they can trust me—not as their Realtor, but as their friend.”

Outside of real estate, Vanessa is deeply committed to her community. Alongside Copyright Top Agent Magazine 15

her husband, a dentist in Miami-Dade County, she conducts outreach to provide accessible dental services to individuals with special needs. When she’s not with clients or giving back, she can be found reading, writing, or spending quality time with her family.

Going forward, Vanessa has a bold vision for the future of her business. Having attained her Broker’s license, she intends on

expanding her real estate portfolio while one day expanding her reach into upscale healthcare commercial real estate. More than anything, though, she is excited for the new connections that await on the Florida coast.

“Throughout my life, I’ve always been an extroverted person,” she says. “I love going above and beyond for my clients and seeing them fulfilled at the end of their transactions.

For me, there’s nothing more gratifying.”

To learn more about Vanessa Vignati email miamirealtyexperts@gmail.com, call (305) 305-4443, or visit zillow.com/profile/user09590216 www.

Copyright Top Agent Magazine 16

Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 18

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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MISSY BALESTRA Top Agent Magazine

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MISSY BALESTRA

For 17 years, Missy Balestra worked as a paralegal by trade before getting into real estate. She moved to Florida, and after realizing that she needed something new to go along with her new surroundings, she got her Realtor®’s license in the beginning of 2019 and dove headlong into the world of buying and selling properties. She has been working as a solo agent for three years now, providing phenomenal service for a myriad of clients everywhere from Nassau County to Nocatee, and looks forward to growing her business and building lasting relationships with a lot more people as time goes on.

When it comes to her business philosophy, Missy places a high emphasis on providing value to her clients, and takes a service-first approach to each and every transaction. Rather than focus on her own bottom line, Missy 20

does everything in her power to ensure her clients have a pleasant and satisfying experience during their transaction and beyond, and exceeds expectations with her heavily personalized service. “A lot of times, when I first meet with a client, they are expecting me to act like a car salesman. It doesn’t work like that with me,” Missy says. “I always give my clients the time and space they need to make the best possible decision, and I work with them the entire time to ensure all of their needs are met as my top priority.”

Especially when working on long term deals, when clients tend to get a little frustrated after months of waiting, Missy makes sure to remind them that if the sale is meant to be, it will be, and to practice patience in the meantime. In large part due to the quality of her service, Missy has received all of her business in 2021 from referrals, an impressive Top Agent Magazine

feat considering this is only her third year in the field!

A big factor in Missy’s success is her communication, which bolsters her ability to build relationships with her clients. She keeps herself available to answer any questions her clients may have throughout the transaction process, and makes a sincere effort to keep up with clients long after the transaction is closed. “I spend a lot of time talking to my clients about the transaction, but we talk about regular life, too,” Missy says. “A lot of my clients end up becoming good friends, and love the many chances I get to form relationships with people through my work.”

When marketing her listings, Missy uses social media and the MLS, as well as her own website to ensure each property reaches a wide audience. She also generates interest locally through word of mouth advertising, and leverages a wide sphere of influence to make sure each property gets the exposure it deserves. In 2020, her second year, Missy closed $7M in total sales volume, and is projecting to double that number by the end of 2021. She hopes to continue pushing those numbers as her career progresses.

In what limited free time she has, Missy loves spending time cooking for her family. She got into real estate because she truly loves helping people, and in keeping with that ideology, she routinely helps out the homeless population in her locale. If you’re looking for a Realtor® who goes above and beyond the call of duty for her clients, her family, and her community, look no further than Missy Balestra!

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You can contact Missy at 757.240.1545, missy@teambalestra.com, or visit her website at teambalestra.com www.

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Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

The The answer answer is is that, that,in inaamanner, manner,there thereis. is.The The trick trick is is in in how how you you think think about about success success and and what what itit means means for for you. you. Many Many people people define define success success as as achieving achieving their their personal personal goals, goals, but but could could this this be be leading leading them them to to look look atat the the world a little too narrowly? The people people that that are are truly truly successful successful in in every every aspect aspect of of 22

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing.It doesn’tmatter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir self-awareness. If a spare moment exists,then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from others, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to draw other people in. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

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BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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DARCY COVINGTON Top Agent Magazine

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DARCY COVINGTON

Hello Florida! Following a family relocation, Top Agent Darcy Snyder Covington has arrived in Central Florida. She has put down roots and is once again open for business!

Darcy hails from three generations of Realtors®. Her grandfather was a commercial agent in Atlanta, Georgia, where her mother and aunt were both Million Dollar producers in Residential Real Estate. Darcy fondly recalls helping her mother stuff mailboxes after school. “You could say, real estate runs in my veins,” she says.

repeat and referral clients, Darcy clearly has the right recipe. When asked why her clients return to her, she responds, “One of the first laws I ever learned about sales was that it is about building long-term relationships more

Initially, Darcy’s career centered around medical and pharmaceutical sales, but then she transitioned to Real Estate, building a thriving business. She focused on the same basic foundations that brought her success in the past. “When you keep your clients happy,” she explains, “business booms.” With numerous 26

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than anything else. Clients typically turn into lifelong friends as well, and I strive to remain their real estate expert for life.”

Going above and beyond for her clients is part of Darcy’s internal drive of excellence. Every transaction, no matter how big or how small, is as important as the next. She truly believes that in the long run, this attitude results in additional business. As well as being highly personable, Darcy is very detail-oriented, both essential traits in the often-complicated real estate buying and selling processes. These strengths allow Darcy to ensure her clients have a much smoother ride. “I strive to make this process as seamless as possible,” she says, “and this requires a great deal of communication between many professionals to negotiate and close a good deal for my buyers and sellers.” Combine all this with her strong negotiation skills and marketing experience in medical and pharmaceutical sales, and you can see why Darcy gives her clients a winning experience.

Darcy is also a passionate philanthropist who dedicates countless hours working for many local and national charities, including the Central Florida YMCA, the Titusville Rotary Club, The Missing Children’s Project, and Give Kids the World. She is also involved with many of the local schools. When not working, Darcy enjoys spending time with her children, husband, mother, friends, 2 dogs, and parrot. Her hobbies include water aerobics, tennis, going to the beach or the lake, and traveling. When asked about her plans for the future, Darcy says, “I am super happy living here in beautiful Florida with my family. Real estate allows me to fund those precious moments with family and helps me make an impact not only for my clients and their future but the community at large.”

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You can reach out and follow all of Darcy’s exciting updates at: 321-591-7546, Darcy@DarcyLynTeam.com, darcylynteam.com, Top Agent Magazine Cover Article www.

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Laughs!

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KENDRA SHEIKHO

A graduate of Bryant and Stratton private college and proud mother of three, Kendra Sheikho first took an interest in real estate in 2013, when she was seeking an opportunity that spoke to her entrepreneurial spirit, but afforded her the time to be there for her family. After earning her license, she found fast success in the business, building a robust network of satisfied clients and colleagues that spans the Panhandle. Today, she assists buyers and sellers all the way from Panama City to Perdido Key. An expert in everything from residential properties to new construction, she has cultivated a boutique process to meet the demands of any transaction.

campaigns. Moreover, she leverages numerous resources to give her sellers an added advantage, utilizing proven tools like personal websites to maximize their exposure. But from start to finish, she is there for her clients, personalizing her strategy to their needs.

Elsewhere, Kendra is just as committed to her buyers, leaning on her years of experience to carefully guide them to the right investment for

When listing a property Kendra is there for her clients from beginning to end. After helping them fully prepare their home for the market, she shares it via a blend of highly targeted digital and social media 30

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their best interests. In fact, she keeps in touch long after the deals are done to provide ongoing support and cultivate a lasting friendship with each client. Along the way, she has found a distinct niche in assisting military families looking to relocate in the region. “Being that my husband is on active duty, I understand that buying a house can be intimidating for military families,” she says. “For that reason, I strive to help them make informed decisions and keep the process as seamless as possible.”

Over the years, Kendra has earned a fantastic reputation throughout Florida, with the vast majority of her volume coming from repeat clients and referrals. Having completed 60 transactions so far in 2021 alone, she is most inspired by the ways in which real estate has allowed to help those in her community. “I am very passionate about assisting first time home buyers. At the end of the day, there’s nothing better than seeing a family celebrate when they close on their first house and achieve such a major life accomplishment.”

Outside her career, Kendra is deeply involved with her community. As a parent to a son on the autism spectrum, she sponsors autism awareness events throughout the year, promoting education and understanding in her hometown. When she’s not with clients or giving back, she can be found travelling to attend her daughters’ volleyball tournaments, spending quality time with her family, or enjoying all the scenery and culture Florida has to offer.

Going forward, Kendra has exciting plans for her business. As her volume maintains its steady growth, she intends on scaling the model of service that continues to set her apart in the region. More than anything, though, she is excited for the new clients and connections that await on the coast.

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To learn more about Kendra Sheikho email kendrasellsthecoast@gmail.com, visit kendrafindemeraldcoasthomes.com or call (315) 405-6744 www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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PAUL DONO Paul Dono began his real estate journey in 2003, following his brother into the business. “I was working as an executive for Bank of New York Mellon at the time, and my twin brother was in real estate in South Florida,” Paul recalls. “While I was traveling the country doing sales, he was living here and doing very well in real estate. I decided to move to South Florida and go for it!” The rest is history, and in the years since then, Paul has steadily grown his business and built a solid base of loyal clients who value his dedication to helping them achieve their real estate goals.

As Principal of The Dono Team at Compass, Paul primarily serves the area from Delray Beach to Jupiter. An amazing 95% of his business comes from repeat and referral clients, a feat that speaks to the trust and confidence Paul inspires. “People always ask me why my rate of repeat and referral business is so high, and it’s because I honestly do care for my clients,” Paul says.

“I take care of them, I always put them first, and I will always push to get them the highest price. There are so many agents out there who are only in it for the deal, but I’m not one of them. I will be there for my clients every step of the way.”

place. They feel that it’s been a positive experience, so they remember me and will always come back to me.”

Speaking of marketing strategy, Paul draws on the extensive resources available to him through Compass to ensure optimum exposure for his listings. “Compass has amazing technology, and I also have a marketing team there,” he says. For high-end listings, “I will sit down with the marketing team and we put together a specialized strategy for that property. For some big listings, I’ll even fly to New York to visit some of the offices and present it there.”

The results speak for themselves, and Paul is setting sales records left and right in his market. “I love having the satisfaction of knowing that I got my clients the best possible price for their property,” he says.

His advice to other agents? “Always put your client first, not yourself or the deal. You have to dedicate yourself to the business and be honest about everything with everyone in the transaction. When you do that, you will have very few hiccups, because you’ve been upfront about everything.”

Clients also give Paul high marks for his availability and communication. “I work 7 days a week, and I’m always available for my clients,” he says. That emphasis on communication also means that he will give his clients all the information they need to make an informed decision when it comes to their most important investment, their home. “I will be totally honest with my clients about pricing, and about how we can utilize marketing strategy and myself to give them the top dollar for their property.”

As a result, Paul says, “At the end of the deal, clients always feel like I actually worked for my money. They know that I invested my own money into their listing, or I invested my time into helping them find their Top Agent Magazine

To find out more about Paul Dono, call 561.777.4242, email paul.dono@compass.com, or visit compass.com/agents/paul-dono www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 34

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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HANNAH RILEY A University of South Florida alum and resident of Jacksonville since 2004, Hannah Riley grew up around the real estate industry. For as long as she can remember, her dad has served in new construction, and through him, she had an opportunity to learn the business from the ground up. After graduating from college, she began assisting other agents in the Jacksonville area, which inspired her to pursue her license in 2017. Leaning on these strong foundations, she would find quick success as a Realtor, establishing a robust network of satisfied clients and colleagues that spans the state. Most recently, though, she decided to apply her acute knowledge of the new construction business and join Ashley Homes, a leading custom home builder in her region.

Today, Hannah is a Broker-Associate with Ashley Homes SilverLeaf Village, where she assists clients throughout Jacksonville and the surrounding areas.

Having cultivated her process around values of integrity, compassion, and expertise, she has built a specialized workflow to meet the needs of any buyer or seller.

When listing a home, Hannah offers her clients a comprehensive strategy. Starting out, she conducts a preliminary walkthrough of their property, identifying exactly what needs to be done prior to listing. After helping her clients fully prepare their house for the market, she shares it via a blend of targeted digital and social media campaigns, as well as proven outlets like print media. Along the way, she personally attends key checkpoints like the home inspection, ensuring a seamless transaction catered to each client’s best interests.

Elsewhere, Hannah is just as helpful when assisting her buyers, leveraging her in-depth knowledge of the

marketplace to uncover the right investment for their needs. Knowledgeable about everything from new construction to down payment assistance, she is there for her clients each step of the way, placing them in the driver’s seat of their transaction. “Through the years, I’ve been invited to so many baby showers, weddings, birthdays, and Christmas parties,” she says. “Nothing is more rewarding than cultivating these lasting relationships with my clients. After all, they feel like family by the end of their transaction.”

In her career, Hannah has earned a terrific reputation throughout the Jacksonville area, as evidenced by her growing rate of repeat clients and referrals. Now averaging between four and six completed transactions per month, she remains focused on the elite standards that continue to set her apart in the region. “I believe in going above and beyond, no matter what. Drawing from my own experiences—especially my background in new construction—I can provide clients with thoughtful assistance from beginning to end.”

Outside her career, Hannah is deeply committed to her community. An avid supporter of the St. Jude Children’s Research Hospital, she also volunteers at local events through Ashley Homes, such as a recent gingerbread marathon. When she’s not with clients or giving back, she enjoys reading, gardening, or practicing the piano.

Going forward, Hannah has an exciting vision for her business. Having earned her Broker’s License, she intends on scaling her client-first approach, expanding her work with new listings, and becoming a Broker in the future. More than anything, she is heartened by all the new clients and connections that await in her Jacksonville community.

To learn more about Hannah Riley, email hannah@ashleyhomesjax.com, visit ashleyhomesjax.com or call (904) 305-1270 www.

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