FLORIDA 3-14-22

FLORIDA EDITION

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TIPS TO GET NEW CLIENTS

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

HOW TO THROW A NETWORKING EVENT

that Can Put Your Business on the Map

INCORPORATING CHARITABLE GIVING In Your Real Estate Practice FEATURED AGENTS

COVER STORY

JACQUELYN SCOTT

MONICA DE LA TORRE SAM TUNO HOLDEN

mailto:mag@topagentmagazine.com

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some 4

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a Top Agent Magazine

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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MONICA DE LA TORRE For Monica Vecino De La Torre, real estate felt like the natural career choice. She was drawn to the industry after buying her first house. “I became passionate about it,” she explains. Once she had a baby she decided to earn her license and quickly began building her client base. “I was lucky to start assisting clients right away,” Monica says. “It was so much fun, and I knew it would become my lifelong pursuit.” Today Monica works as a solo agent serving the greater Naples, Florida region. Fluent in both English and Spanish, Monica assists a wide variety of buyers, sellers and investors. Her background in accounting helps her explain the numbers in a clear, concise way to her clients, and her interpersonal skills assist in building trust. The entirety of her business derives from repeats and referrals, as those who work with Monica love to spread the word about her service.

“During every transaction, we get to the point where my clients become my friends,” she says. She focuses on building lasting relationships with everyone, which means clients always think of Monica when they have a real estate need or know someone who does. For her buyers, she is patient and takes the time to understand their goals. This means outlining their budget, determining what area they wish to live in, and discussing their future plans. Monica never pressures them to make decisions. Instead, she gives them all the tools necessary to make informed choices. Ultimately, she only wants what is best for them, and goes above and beyond to ensure that happens.

At the same time, she implements strategic marketing plans for her sellers which leads to them receiving the most for their listings in the shortest time possible.

Monica takes high quality photos of each property and lists them on all the top real estate websites as well as social media. “I have a great photographer that takes photos, so we can showcase each property in its best light. And I have a good amount of followers on my social media accounts, so I am able to capture the 6

attention of potential buyers that way.”

Staying in touch with her clients is a top priority during and after the transaction.

Throughout the process, she keeps all involved parties informed via in person meetings, emails, and phone calls. After the deal is closed, she continues to reach out and meets up with them regularly. “We become close when we work together, so it’s easy to maintain those connections.”

Monica frequently donates to charities and non-profit organizations, as community is important to her.

During any free time, she can be found enjoying everything Florida has to offer, including going to the beach. “I also love to travel, and spend time with family and friends.”

As she looks ahead, she hopes to continue on her current path and grow her own team. Monica feels she is exactly where she’s meant to be, as she loves everything about her work. “I enjoy seeing my clients succeed and seeing them happy. I’m really passionate about what I do, that’s why I love to go to work every day.”

To contact Monica Vecino De La Torre please call 305-450-8141 or email imonica.realtor@gmail.com Top Agent Magazine

Threlkeld Law, P.A. is proud to congratulate

Monica Vecino De La Torre

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

THRELKELD LAW, P.A. Phone: 239-234-5034 | Fax: 239-330-1364 www.napleslegal.net 3003 Tamiami Trail North, Suite 400, Naples, Florida 34103

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 8

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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JACQUELYN SCOTT Top Agent Magazine

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With at least one or two people working beside her for the last dozen years, Top Agent Jackie Scott serves Fort Lauderdale and Broward County—an estimated 75 percent of her business comes from repeat clients and referrals.

There might not be a single person in Broward County, Fla. more devoted to, and passionate about, the city of Fort Lauderdale than Jacquelyn “Jackie” Scott.

The love for her hometown of more than 65 years is evident in everything she does, from her real estate agency – Jacquelyn Scott & Associates – to her community 12 Copyright Top Agent Magazine

involvement. And when we say dedication to service, believe it.

In addition to being one of the top REALTORS® in Broward, Jackie is an active member of the Southeast Florida Board of REALTORS® and previously on the Grievance Committee. She is also a member of Top Agent Magazine

the National Association of REALTORS®.

As they say on informercials, ‘But wait!

There’s more!’ Jackie is presently the chair of the Planning and Zoning Board for the city of Fort Lauderdale. She presently serves on the Infrastructure Task Force for the city. She Top Agent Magazine

is the Vice-Chair of the Noise Committee, is a founding member of the Sexual Assault Treatment Center of Broward County, one of the founders for the county’s Homeless Assistance Center and is the President of the Colee Hammock HOA. 13 Copyright Top Agent Magazine

“This has been my city since 1958. I just like to help people...I think people realize that I’m honest, smart and I put their interests in the forefront.”

“This has been my city since 1958. I just like to help people,” Jackie says modestly.

“In 1998 I just wanted a change of career. I had been selling medical equipment around the country for 18 years (after starting out as a registered nurse), and I got tired of traveling. I figured I would trade that kind of sales and go into real estate.”

Now, with at least one or two people working beside her for the last dozen years, Jackie Copyright Top Agent Magazine 14

serves Fort Lauderdale and Broward County as a REALTOR®, with an estimated 75 percent of her business coming from repeat clients and referrals.

“I reach out to them every way imaginable.

I do mailings, social media, I even see (her clients) out and about. I have a website and I even use snail mail still,” Jackie said with a laugh. “I think people realize that I’m honest, smart and I put their interests in the forefront.”

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Now, you would think that someone with a vibrant real estate business and a plate that’s full of community service wouldn’t have much time left for personal passions. Think again. Jackie is an avid, skilled poker player

who won the 2015 World Series of Poker Ladies Championship in Las Vegas, beating out 794 other players and earning $153,876.

“I do play poker at a very high level,” she deadpanned.

You can find Jackie Scott in her Fort Lauderdale office on the famed Las Olas Blvd. She can be reached by phone at (954) 895-1400 or email at jackie@jackiescott.net, On the internet, find her at jacquelynscott.com and jackielistings.com www.

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http://

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 18

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 20

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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SAM TUNO HOLDEN Growing up with both parents in the real estate business, Sam Tuno Holden always knew that she would become a REALTOR®. Since 1979, her father has run a brokerage and vacation rental company in Panama City Beach, which Sam joined in 2018. Today, their team consists of Sam, her father, and another knowledgeable sales associate offering a boutique service to every client. Sam’s strong local connections, marketing expertise, and penchant for negotiation make her a highly sought after agent in her area, which spans from Panama City Beach to Mexico Beach.

Prior to earning her real estate license in 2019, Sam earned a marketing degree from Florida State University and worked as a Marketing Director. Her inherent communication skills coupled with her work experiences have led her to be an efficient REALTOR® because she puts people first. “Not only can clients call me anytime, but I’m very transparent with them,” she says. Nurturing relationships with her clients is at the top of Sam’s priorities and even while many of her clients come from other states, she still has repeat and referral business. “Relationships are vital to this business. You want to be a part of their journey in real estate,” she says.

In addition to representing the single family rental homes and townhomes that her father has focused on, Sam has expanded her reach to include residential homes and military relocation. Her husband is an active duty member of the 325th Munitions Squadron at Tyndall, which encouraged Sam’s interactions with military families specifically. “I really love helping them,” she says. “It’s not just the active duty member, it’s their whole family.” Sam also acts as a key spouse for the squadron, meaning that she acts as a resource for spouses when they are moving to a new location. “This is my way of serving,” she says.

As many of her clients have vacation homes in the area, but live elsewhere in the country for most of the year, Sam primarily stays in touch via email, phone calls, and a strong social media presence.

She keeps up group texts with her clients and considers many of them to be like friends when it comes to texting. To make her marketing efforts stand out, she has high-quality images of properties taken, which she then sends out on all her channels. This is only her third year in the business, but she already produced 6 million in volume last year.

When she’s not working, Sam enjoys dancing, spending time with her family, walking her dog, attending concerts, and of course, going to the beach. Every morning before work, she heads to a local studio to dance. After teaching dance for ten years, this is her way of staying connected to what she loves doing as well as getting exercise. She’s also actively involved in the community. Looking to the future, Sam plans to take on more of the responsibilities of her father’s business. She is aiming for slow and steady expansion while holding onto the boutique feel their company is known for.

“Ultimately, I’m excited to continue my Dad’s legacy and everything he has done,” she says.

Photo by Teresa Tuno

For more about Sam Tuno Holden, please call 850-234-7151, email sam@sunspotrealty.com, or visit SunspotRealty.com www.

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