FLORIDA 2-8-21

FLORIDA EDITION

How to Recognize

TRUE LUXURY PROPERTIES 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS COVER STORY

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

JOE EPIFANIO FEATURED AGENTS

DONNA COX ERIN FRIEDMAN KEVIN SPINA

FLORIDA EDITION

DONNA ERIN COX FRIEDMAN KEVIN SPINA

orworked Erin Friedman, thefor heart of realKevin estate already, with nearly Spina has enjoyed a thrivingsure real her clients’ helped in real estate making properties gain 7 15 21 23 estate career with a proven track record The helping herasclients create the life they year. Whether clientco she is just passionate wide visibility and interest. of obtaining the best results for his satisDolphi ssion now as when she ve always wanted.

“Buying or fied selling cate as a family, or clients. Kevin started out in real What does like about she n her journey after conversation,” estate after he left a successful careerDonna in house is partshortly of a bigger tomost figure outwhat theWhen nex restaurant business,does? and decided Kevin i “I gettoup everytioning day with a purpose,” an investment property, in says.

“Where do you want tothe raise whether to pu try his hand at something new. He first time w she says, “To help people make important d to learn more about the our kids? What do you want yourobtained life tohis license in order to buy propproperty, Erin isandenth clo decisions in their lives.

It is often the most y soon, I found out I liked to rent, but he quickly realized nent of ok like? I love that I get to help erties people resource and a guide. expensive decision.

And it’s emotional. than what IJOE was doing,” that real estate would be a great longavid at EPIFANIOJOE DONNA COX ERIN FRIEDMAN KEVIN SPINA ong that path.” her accessibility, her term vocation for him.The He job eventually EPIFANIO is to help them figure out whatweek. they H ve learned it’s very hard to formed The Spina Group, powered by hits mo how she m want and what will be bestseamless for their goals.” eal estate. You either get The Keyes Company, where along with paddle eal estate runs in toErin’s family: Her buying and selling. or you don’t.

It has be his team, he serves clients throughout active other was a broker at a family-owned Northern Palm Beach County Florida. helps to With in her limited free time, Donna dedicates outique firm, where Erin spent several Erin livesyear, in Boca Ra herself to philanthropy.

“This I found His invaluable experience in the restaurant industry Going forward, Ke CONTENTSout people were having athaway HomeServices their water turned ars learning about thein industry. taught “I just children and her husb Kevin the importance of excellent customer keep breaking their da, Donna works independently, comoff due to of volunteer payment thatlack he with himright into hisbefore always giving their c uldn’t resist real estate,” Erin says.service, “Yousomething could say it brought energies on Christmas,” her childre 4) 7 REASONS WHY YOUR 18) HOW TO RECOGNIZE real estate work.

His high level of professionalism, attention.

“When we 60 intransactions year.

Working at Donna says. “I paidwith the water bills for and somecharity folks anonas my blood.”per Now with seven years of experience, fundraisers even follow-up, communication, and results continues to When hit a $100,000,000 PROSPECTS AREN'T TURNING TRUE LUXURY PROPERTIES nt, serves a variety of clients, ymously.

I love doing things like that.”

Donna isE in Donna is a trusted realtor in Boca Raton, Florida, and in break from helping her clients, bring in repeat and referral business.

The Spina Group did it this year, an INTO CLIENTS y first homes, upgrade to accommodate not working, she loves to travel in her RV, meeting up is ranked in the top 1% of real estate groups in the state lucky with our amaz e surrounding areas, including Delray and Boynton with herYOU family, tackling her hom 22) 5 THINGS CAN DO milies, or find investment properties. of Florida. with friends around a fire pit and potluck.

She is alsoand an “We sell in excess of $1,500,000 a week in stay consistent each. As a13) Principal Agent at Compass, Erin created with her husband, and dining out IS STARTING A TEAM THE ACHIEVE BIGGEST properties. resultsTO speak for themselves,” says. new and past c avidOurgardener.

“The gardenYOUR is hemy calmwith zone,” Donna RIGHT SOLUTION FOR YOUR GOALS einSelling Suburbia Team, which focuses on the suburbs the business, Donna has cultivated says. “I’m out there every chance I get, with my phone Marketing their on over 900 websites,Erin envisions ta BUSINESS? South Florida.

The members of the team alllistings natives Fordifferent theRegularly, future, and her high repeat and referral rate the is Spina inare my pocket, of course.”

Group has helped countless clients sell for Donna opens her area,which and have years of combined full-time realand role.

“I’d love to trainorganization, new people erthe motto, is to16 treat every client garden through a local top price.

They to alsotours invest intovisitors professional photography, and do Suburbia a lot of unbranded marketing help tatewant experience in the The Selling way to thetofuture of this industr uld to be treated.

“It’sregion. at the point Keep Brevard Beautiful. their listings stand out. Their hard work and commite several generations clients,” Donna eam is rich in both of professional expertise and knowlErin is still in love with what she ment to their clients bring in anywhere from 125 to use onePhone mother, then to her daughter, For understand the future, plans toshe keep doing what shea loves. ge to beyond the310-734-1440 transaction “We lenge,” says.

“To take client 160 transactions per year.Donna |process.

Fax 310-734-1440 kids. It’sthe very special.”

“Some me when going to retire,” saughter’s about finding right home and the| www.topagentmagazine.com right fitRealtors in the ask the finishI’m line is just reallyDonna fulfill mag@topagentmagazine.com His natural affinity for helping people makes Kevin says.

“But I’m not ready.

I don’t know when I’ll be ready. mmunity,” Erinofsays.

“Imay love our team, we have a lot of near-future?

“Continue No portion this issue be reproduced in any manner without prior of the publisher. truly enjoy hiswhatsoever real estate work.

“Iconsent like meeting new Top Agent riding this na’s clients coming back is her personI’m healthy, and I love what I do.

It keeps me active and Magazine is published by Feature Publications GA,and Inc. Although areto taken to ensure thegoals. accuracy of published people workingprecautions with them achieve their n doing what we love!” materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

nd her persistence. “You have to take vital, and I’llmarket keep helps going longthem as that’s true.”

My knowledge of the measguide in To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. To learn m the right direction,” he says. His desire to help also e,” Donna says. “You keep moving forplease c sositive. a second-generation native Erin has translates into hisunique personal life. Outside of work Kevin It’s my job to help myFloridian, clients email KevinSpi is involved in the cared local community and helps raise cal knowledge that helps make her clients feel o.” or visit Th 2 Top Agent Magazine money for various charities. In the last two years he’s

r and supported in their goals. Erin’s personable and

www.

mailto:mag@topagentmagazine.com

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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JOE EPIFANIO

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Top Agent Joe Epifanio is the Broker Associate of Epifanio Team where he serves clients throughout Naples and all of Southwest Florida.

After overseeing yet another smooth transaction, Joe Epifanio prepares an elegant closing gift for his clients. Having placed a bow on the door of their new home, he greets them at the doorstep with a bottle of champagne—a toast to their future. To him, the little touches like these matter most.

taught him the ins and outs of the industry from day one. “Just sitting at the dinner table, listening to my dad talk about open houses and contracts, I absorbed so much about the industry,” Joe says. “When I got to the right age, I jumped right into the business, and I haven’t looked back.”

For Joe, real estate is something of a family business. His father, a successful Realtor,

Today, Joe is the Broker Associate of Epifanio Team where he serves clients throughout Naples

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and all of Southwest Florida. Alongside his elite team, he has streamlined the process, serving his buyers and sellers with a consultant’s approach. “Our team was formed to create a perfect customer experience,” he says. “Instead of one person shouting from the tallest tree about a listing, there’s a whole group of us.”

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When listing a home, Joe prefers a comprehensive strategy. On top of hosting spectacular open houses and harnessing his extensive professional network, he utilizes targeted digital and social media campaigns. A one stop shop for sellers, he has also embraced the latest cutting edge technology.

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“I simply love what I do,” Joe says. “I’ll jump at any opportunity to help someone. In my business, success is a byproduct of outstanding customer service.”willingness to be patient with them.”

Joe is equally attentive when assisting his buyers. By leaning on his more than 29 years in the real estate business, he guides clients to safe and sound decisions on the market. But through it all, Joe most values honesty and communication. “Openness is key for us,” he says. “We want to know a client’s ultimate goals and what matters most to them. Over time, we peel back the onion and discover exactly what they’re looking for. The only way to do that is to listen carefully to their needs.”

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Through the years, Joe has earned a fantastic reputation throughout Florida, with the vast majority of his transactions coming from either repeat clients or referrals; however, he’s not focused on the numbers. “I simply love what I do,” he says. “I’ll jump at any opportunity to help someone. In my business, success is a byproduct of outstanding customer service.”

Outside his career, Joe is tremendously active in his community. He is heavily involved with Top Agent Magazine

the St. Jude Children’s Research Hospital and has served on the board of directors for Guardian Ad Litem. Moreover, he also contributes to the Special Olympics. “Everything I do is children-related,” he says. “We can provide a voice where they have none. After all, our kids are our future.”

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When he’s not helping clients or giving back, Joe can be found rescuing dogs and horses, relaxing on the water or enjoying everything that Naples has to offer. A devoted family man, he has four children who currently live in cities all over the world, from Los Angeles, California to Cardiff, Wales.

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Going forward, Joe intends on continuing to build on his team’s momentum without compromising his own lofty standards for service.

“We’re growing at a sustainable pace,” he says.

“Above all, we’re always looking to improve the experience for our customers. Here, we promise a lot and deliver more—every time.”

To learn more about Joe Epifanio call (239) 825 6161, visit realestatejoe.com or email joe@realestatejoe.com www.

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Top Agent Magazine

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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DONNA COX Donna Cox has worked in real estate for forty years, and she is just as passionate about the profession now as when she started. She began her journey shortly after she purchased an investment property, when she decided to learn more about the business. “Pretty soon, I found out I liked real estate more than what I was doing,” Donna says. “I’ve learned it’s very hard to teach someone real estate. You either get it in your blood, or you don’t. It has to be a passion.”

At Berkshire Hathaway HomeServices in Titusville, Florida, Donna works independently, completing around 60 transactions per year. Working at every price point, Donna serves a variety of clients, helping them buy first homes, upgrade to accommodate their growing families, or find investment properties.

With forty years in the business, Donna has cultivated a loyal clientele, and her high repeat and referral rate is a testament to her motto, which is to treat every client the way she would want to be treated. “It’s at the point now where I have several generations of clients,” Donna says. “I sold a house to one mother, then to her daughter, and then to the daughter’s kids. It’s very special.”

What keeps Donna’s clients coming back is her personable approach and her persistence. “You have to take rejection in stride,” Donna says. “You keep moving forward and stay positive. It’s my job to help my clients stay positive, too.”

To stay in touch with past clients, Donna sends personalized texts and makes phone calls, in addition to sending out calendars each year. “After they close, I always visit with a gift,” Donna says. “They are so proud to show off their new home.” Donna uses a comprehensive digital marketing strategy to advertise her clients’ homes.

Additionally, she leverages her extensive network to spread the word. With beautiful photographs, drone videos, and effective pricing, Donna is experienced in

making sure her clients’ properties gain wide visibility and interest.

What does Donna like most about what she does? “I get up every day with a purpose,” she says, “To help people make important decisions in their lives. It is often the most expensive decision. And it’s emotional.

The job is to help them figure out what they want and what will be best for their goals.”

With her limited free time, Donna dedicates herself to philanthropy. “This year, I found out people were having their water turned off due to lack of payment right before Christmas,” Donna says. “I paid the water bills for some folks anonymously. I love doing things like that.” When Donna is not working, she loves to travel in her RV, meeting up with friends around a fire pit and potluck. She is also an avid gardener. “The garden is my calm zone,” Donna says. “I’m out there every chance I get, with my phone in my pocket, of course.” Regularly, Donna opens her garden to tours and visitors through a local organization, Keep Brevard Beautiful.

For the future, Donna plans to keep doing what she loves.

“Some Realtors ask me when I’m going to retire,” Donna says. “But I’m not ready. I don’t know when I’ll be ready.

I’m healthy, and I love what I do. It keeps me active and vital, and I’ll keep going as long as that’s true.”

To find out more about Donna Cox, please call 321-223-7048, email donnacoxsells@gmail.com, or visit donnacoxhomes.com www.

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Laughs!

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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ERIN FRIEDMAN For Erin Friedman, the heart of real estate is helping her clients create the life they have always wanted. “Buying or selling a house is part of a bigger conversation,” Erin says. “Where do you want to raise your kids? What do you want your life to look like? I love that I get to help people along that path.”

Real estate runs in Erin’s family: Her mother was a broker at a family-owned boutique firm, where Erin spent several years learning about the industry. “I just couldn’t resist real estate,” Erin says. “You could say it was in my blood.” Now with seven years of experience, Erin is a trusted realtor in Boca Raton, Florida, and in the surrounding areas, including Delray and Boynton Beach. As a Principal Agent at Compass, Erin created the Selling Suburbia Team, which focuses on the suburbs of South Florida. The members of the team are all natives of the area, and have 16 years of combined full-time real estate experience in the region. The Selling Suburbia Team is rich in both professional expertise and knowledge beyond the transaction process. “We understand it’s about finding the right home and the right fit in the community,” Erin says. “I love our team, we have a lot of fun doing what we love!”

As a second-generation native Floridian, Erin has unique local knowledge that helps make her clients feel cared for and supported in their goals. Erin’s personable and outgoing style sets her clients at ease and keeps them coming back. The bulk of her business comes directly from repeat clients or referrals, a point of pride for Erin.

“It’s keeping me very busy,” Erin says. “At this point in my career, I have this network of amazing clientele. As I see it, you have one shot to really make your clients happy and find that perfect house. And the referrals continue to come, so I must be doing something right!”

With a diversified marketing strategy tailored to each listing, this year has been record-breaking for Erin Top Agent Magazine

already, with nearly 50 transactions this year. Whether clients are looking to relocate as a family, or are retired and trying to figure out the next chapter, or are questioning whether to purchase an investment property, Erin is enthusiastic to serve as a resource and a guide. Her clients rave about her accessibility, her earnest approach, and how seamless she makes the process of buying and selling.

Erin lives in Boca Raton with her two small children and her husband. She focuses her volunteer energies on her children’s schools, assisting with fundraisers and charity events. When she takes a break from helping her clients, Erin loves beach days with her family, tackling her home renovation projects with her husband, and dining out with friends.

For the future, Erin envisions taking on a mentorship role. “I’d love to train new people, to give back in some way to the future of this industry.” In the meantime, Erin is still in love with what she does. “I love the challenge,” she says. “To take a client from their wish list to the finish line is just really fulfilling.” Her goal for the near-future? “Continue riding this roller coaster!”

To find out more about Erin Friedman, please call (954) 448-0573, email erin.friedman@compass.com, or visit compass.com/agents/erin-friedman 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 22

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.

Top Agent Magazine

Top Agent Magazine

KEVIN SPINA Kevin Spina has enjoyed a thriving real estate career with a proven track record of obtaining the best results for his satisfied clients. Kevin started out in real estate after he left a successful career in the restaurant business, and decided to try his hand at something new. He first obtained his license in order to buy properties to rent, but he quickly realized that real estate would be a great longterm vocation for him. He eventually formed The Spina Group, powered by The Keyes Company, where along with his team, he serves clients throughout Northern Palm Beach County in Florida.

His invaluable experience in the restaurant industry taught Kevin the importance of excellent customer service, something that he brought with him into his real estate work. His high level of professionalism, follow-up, communication, and results continues to bring in repeat and referral business. The Spina Group is ranked in the top 1% of real estate groups in the state of Florida. “We sell in excess of $1,500,000 a week in properties. Our results speak for themselves,” he says.

helped raise $60,000 for Cystic Fibrosis.

The company also participates in the Dolphins Cancer Challenge.

When he’s not working or giving back, Kevin is a family man who likes spending time with his wife, children, grandson and close family. He’s also a big proponent of leading a healthy lifestyle, and an avid athlete who works out 6 to 7 days a week. He participates in a swim league, hits mountain biking trails, and loves to paddle board. “I like to do something active every day before I get to work, it helps to set my frame of mind.”

Going forward, Kevin and his team are looking to keep breaking their professional selling records, while always giving their clients the highest level of care and attention. “When we started the team our goal was to hit a $100,000,000 closed transactions in a year. We did it this year, and surpassed it. We’ve been very lucky with our amazing clients, and our goal now is to stay consistent and continue to develop relationships with new and past clients.”

Marketing their listings on over 900 different websites, the Spina Group has helped countless clients sell for top price. They also invest into professional photography, and do a lot of unbranded marketing to help their listings stand out. Their hard work and commitment to their clients bring in anywhere from 125 to 160 transactions per year.

His natural affinity for helping people makes Kevin truly enjoy his real estate work. “I like meeting new people and working with them to achieve their goals.

My knowledge of the market helps me guide them in the right direction,” he says. His desire to help also translates into his personal life. Outside of work Kevin is involved in the local community and helps raise money for various charities. In the last two years he’s Top Agent Magazine

To learn more about Kevin Spina please call (561) 722–1169, email KevinSpina@TheSpinaGroup.com, or visit TheSpinaGroup.com www.

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Top Agent Magazine