FLORIDA 4-5-21

FLORIDA EDITION

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU? Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

MAKE SOCIAL MEDIA MARKETING Your Calling Card

COVER STORY

JAMES GEDDES FEATURED AGENTS

RUTH ABECKJERR BOB BAGDON CHRIS KIRCHNER JASON LITT

FLORIDA EDITION

RUTH ABECKJERR BOB BAGDON

JASON LITT

Jason Litt has always had asolve—whether passion for real active Ruth Abeckjerr began herhistory real estate it’s closing out a permit orthro and former clientscamp Bob’s with career the real estate industry goes 7 15 21 22 25 estate, so when he was ready for a career team in her twenties. Having justfifty moved getting documents re-signed.

Whatever it media.

His monthly newslette back over years,back starting with growing up change four years ago, he took the plunge. bene a family construction to the United Statesinfrom Switzerland, sheand lumber business. takes, I’ll do.” to a mailing list compiled from “I went full force,” Jason says. “I started years in the business.

“I started that at nine yearstoold in the back of a was seeking an opportunity spoke doing well, building my business, and I Jason family truck, on homes, and I loved her acute problem solving skillsworking and love Moreover, Ruth remains in touch with just fell in love with it.” theBo p comes to marketing, it fromastheI first Bob says. of helping others. “But wasday,” looking her clients wellWhen afteritclosing, providing Jason one tool is his referrals. His ma for my first home, IThroughout just fell inhislove with has owned additional support and becoming friends a teamlumleader at Rausch Real Estate worth Zillow reviews, repeat clients a career, Bob Now real estate,” she says.

“Soon after, I realwith them along the way.

Through the Group in Boca Raton, Florida, Jason has my mouth recommendations bringc ber yards, construction companies, and real GEDDES CHRIS KIRCHNER RUTH BOB BAGDON LITT ized IJAMES wanted to do this a living—and I built years, has earned her athree fantastic aABECKJERR thriving and ashe stellar two ofJASON every clientsrepto him estatefor businesses in Florida, Maryland, and business reputation.

Serving all of Palm Beach Thou haven’t looked back.” utation throughout the month vast ads inMiami, targetedwith high-end Massachusetts. A licensed residential conCounty, Jason provides every clientofwith work publications tractor for nearly forty years, Bob founded majority her terly volume coming like fromSun re-an the highest quality of service at every price point. to explore the loc lo Neighbors, factor into the companies PrestigeanConstruction and clients Prestige Since then, Ruth has gone onlike to author accompeat andCoastal referrals; however, sheheavily isn’t focused Driven, dedicated, and passionate about what he his fiance.

Jason Bob and Ann’s marketing strategy.

Last year, Homecare, among building, repair®other companies, plished, 37-year career as a Realtor . Today, she is on the numbers. “Every client has their own story. does, Jason hasemphasis earned in numerous awards and recover twenty-three million family dollarsand in friend sales ing and managing high-end homes, with an the Broker and Owner of Miami Connections Realty, That’s what I love about this business: You never ognitions his Atlantic achievements in Florida the industry.

County, alone. coastal properties from Chesapeake Bayfor to the CONTENTS where she assists clients throughout Aventura, Goldknow what’s going happen on anyWith given This past year, he was honored withtothe HomeLite plansday. for co coast of Florida. en Beach, Sunny Isles Beach, and the surrounding one could difficult, but “I enjoy asnext I didmight yesterd AchievementSure, Award forday being in be theevery Top day 5% exactly of the the future.

He h WELCOME HOME: 19) HOW TO ANSWER THE areas. 4) A specialist in waterfront properties, she has be amazing.” losethe it,”Top BobNegotiator says of what hewhich loves would most abo Bob works with Ann, his wifeagents of fifty-six has with in hisyears, area,who along al anchored her unique workflow around integrity and “There’s a new challenge and something to partnered with Bob in housing and real estate endeavors Award and the Top Producer Award. services for his c WORKING WITH RELOCATORS INEVITABLE QUESTION: day inRuth industry.” for over thirty yearsservice and hastoanevery extensiveOutside background clients, professionalism, providing boutique her career, plays anYOU? active role Iinwant her t IN TRANSITION WHY SHOULD I this CHOOSE in business and marketing.

Within two years of moving Given his accomplishments, work previously ethic, and run drive, makes the proce buyer and seller. community, having for City CommisLooking to the business future, Bob and Ann are makit to Florida, Bob and Ann opened own brokerage, it is notheir surprise that the majority of Jason’s more seamless, sioner of North Miami Beach. A devoted mother, she of their retirement, called by Coastal Neighbor 13) 4 WAYS MENTORING 23) HOW TO SEND SMARTER Distinguished Homes Realtycomes in 2012 in Flagler County, from repeat clients and referrals.

Jason’s clients When listing a home, Ruth offers her clients a compre- can be found spending time on the water with fami“The hardest working Florida. rave about hisEMAILS clear communication, his integrity, andretirees in Flagler Cou EMPLOYEES hensiveUP-AND-COMING strategy. Starting out, she helps them prepare ly when she’s not with clients.

ButFirst Ruth also enjoys associate broker with his personable approach. He prides himself on be- Coast Sotheby’s I MAKES YOU A BETTER AGENT their house for the market and and provides a associate suiteingofavailable progiving back her industry, taking time to mentor the Realty, Bob can devote his attention to work Today, Bob Ann are brokers for Coast to to First his MAKE clients whenever they need him, 26) SOCIAL MEDIA fessional photography.

Once International the home isRealty ready to go, newer professionals within “I love tobusine see lineshisof home her selling, the aspect of the Sotheby’s covering coastal commuready to answer questions or offer support.

“I sphere. work MARKETING YOUR CALLING CARD most.

“We doing exactly what in Flagler, Johns, and Volusia she shares it over a nities mix of targetedSt.digital social counties. people she says. forward, I want to w extremely hard for mysucceed,” clients,” the Jason says.

“I“Going goenjoy above right now,” he says.

“Selling houses and media campaigns, as well as personalized and websites help our they newneed, agents and them how to build brin a beyond. Whatever I can do teach it for them.

A builder his whole life, Bob has always loved the act of together with their retirement and forever hom I’m full and third party marketing services. She also filters herservice.” healthy, referral-based business.” putting a house together, from concept to completion. His listings through her own extensive network to give her passion and integral understanding of homes supports Jason understands that his clients arefor thethe heart of his sellers Phone an added advantage.

Ruth has strong plans future of her brokerage as 310-734-1440 | Faxrepeat 310-734-1440 his success with and referral clients who trust his their business, andwell. he prioritizes satisfaction above As her volume continues to grow, she intends on technical knowledge of everyallaspect a property. else.ofTo keep in touch with past clients, Jason mag@topagentmagazine.com www.topagentmagazine.com But Ruth is just as committed to her buyers,| educating hiring more agents and supporting the up-and-coming leverages digitalwithout tools to manage his growing contact No portion of this “If issue may bespending reproducedthree in anymillion mannerthe whatsoever prior consent of the publisher.

Agent them and protecting their best interests throughout you’re dollars members on a home,” of her team.

But most ofTop all, she looks forward list.Although Jason precautions takes great care marketing Magazine is published by Feature Publications GA, Inc. arepride taken toand ensure thein accuracy of published “My experience tells me the high-end buyer transaction.

Most ofBob all,says, she leans on her experience, to the potential transactions and clients his clients’ homes, providing with tool that lieToahead materials, Top Agent Magazine cannot be held responsible for opinions expressed or factsthem supplied by itsevery authors. find o wants to touch and feel that house, to understand it from attention to detail, and elite negotiation find on theproperties Florida waterfront. compassionTo subscribe or change address, send inquiry skills to mag@topagentmagazine.com. to to showcase their in the best “I’m light.genuinely With plea the insideon out.”

Published in the U.S. the right investment based each client’s needs.

“I professional ate in all that we do,” she says. “It means the world to gorgeous photography, virtual tours, email Jaso and advertising across numerous markets, Jason’s will bend over backwards to make everything happen me that everyone leaves the closing table happy andCo Find out more at firstcoastsir.com. o Bob remains in touch with many of his Massachusetts clients are thrilled by the competitive Jason’s for my clients,” sheclients says. “There’s no problem nothing more rewarding.” with offers Bob via phone at: 774.245.7717 while staying extremelyI can’t active in satisfied—there’s real estate in www.

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Maryland and Florida. He is in consistent contact with

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via email at: bob.bagdon@firstcoasts

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JAMES GEDDES

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JAMES GEDDES For 10 years, The Geddes Group was serving clients in South Florida’s Palm Beach and Broward counties. But a year ago, James and his wife Eleni decided to move back to Jacksonville where they previously lived for more than a decade and own several properties.

“I’m basically starting my business all over again,” he says.

Before entering the real estate industry, James Geddes was a serial entrepreneur, having founded several investor-backed Internet and mobile startup companies, as well as being a co-founder of a prominent Silicon Valley venture capital fund. “As a VC we raised $300M from institutional investors,” he recalls. “Over the next 7-year period we invested in dozens of companies. Several went public on NASDAQ while many others were acquired by Microsoft, AOL, Amazon, and others, which skyrocketed the value of our fund to more than $2B. As an entrepreneur and venture capitalist, I honed my skills of buying equity very 8Copyright Top Agent Magazine

low and selling very high. Equity in a company and equity in a house are the same. It’s all about creating value for the buyers or the sellers of companies and homes.”

Having retired from corporate life at the age of 53, he diversified his investment portfolio to include real estate. He purchased many single-family homes and condos throughout Florida as well as Brazil where his wife is from. “I became a licensed Realtor in 2004 so I could reduce my transaction costs of buying and selling and thus increase my net profits,” he notes. “It wasn’t my plan to become Top Agent Magazine

a real estate agent to help buyers and sellers but in a serendipitous way that’s exactly what happened, and I love every minute of it.”

For 10 years, The Geddes Group was serving clients in South Florida’s Palm Beach and Broward counties. But a year ago, he and his wife Eleni decided to move back to Jacksonville where they previously lived for more than a decade and own several properties. “I’m basically starting my business all over again,” he says. James attributes his ongoing success to being a discount agent. “Most agents charge a 6% commission. I offer a very heavily discounted flat-fee commission on the listing side and do everything that 6% agents do,” he says. “My clients save thousands of dollars of their hard-earned equity.”

He boasts a 25% cash rebate to his buyer clients.

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Extreme Full Service is James’ way of expressing that he goes much further and takes more proactive measures in selling a home than the vast majority of other agents. “I know how to create more value to ensure a home sells for the most money, in less time, all while offering a heavily discounted flatfee commission,” he asserts. According to James, the U.S. is the last remaining major market for what he calls the “antiquated” 6% commission.

“Canada, UK, Europe, South America, Australia and South Africa are seeing discount real estate brokerage companies become dominant in each of their countries,” he explains. James is so convinced that offering a lower commission breeds more business, he wrote a book about it. “Farewell to the 6% Commission,” his free e-book (and paperback), which has been downloaded over Copyright Top Agent Magazine9

“Most agents charge a 6% commission. I offer a very heavily discounted flat-fee commission on the listing side and do everything that 6% agents do,” he says. “My clients save thousands of dollars of their hard-earned equity.”

2,000 times, answers consumer’s questions like: Why is 6% the traditional fee Realtors expect you to pay? What does it really take to sell your home in 2020 and in the future, and do both agents need an equal cut of the commission? At the end of the day sellers all agree that the buyers and their agents were more critical to the transaction successfully closing than the listing agent.

It’s no surprise Jim receives stellar reviews for his esteemed work ethic. One client recently wrote: “So, folks, I am writing my third review of Jim. Copyright Top Agent Magazine 10

There are very good agents out there, and I commend them. BUT - Jim is the superstar in the universe of agents! This is serious and not a joke.

Three sales, one of which just closed, and it was no cake walk, but sometimes you let someone else do the driving, and he is the one. We are not talking about buy and sell; we are talking about an “art form” with the very best results and all the bases covered. There is no question - if you are looking for an agent to represent you in a purchase or sale, you have an easy choice - Jim Geddes, a superior, personable, patient, and right to the point!”

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To market his listings, James utilizes all of the latest state-of-the-art technologies, including professional photography/videography, virtual tours, virtual staging, and creates multiple-page full-color brochures. To promote a property, he turns to paid video ads on Facebook. “Years ago, selling real estate was all about curb appeal. Today it’s all about web appeal,” he notes.” And, of course, all of my listings are electronically shared with Zillow and the other 500+ consumer-facing real estate websites.”

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As far as other methods, James offers his own unique take: “Consumers have learned so much over the past two decades from websites like Zillow, Trulia, Redfin, etc., that the knowledge gap between consumers and Realtors has never been more level. You want to know the value of your house, type in your address and, ‘voila’ it’s there.

Want to buy a house and not sure of the price? Type in the address on dozens of websites and, ‘voila’ the price is there.”

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No matter how things have changed over the years, James continues to love what he does.

“It’s doing the transaction,” he asserts. “It’s like being a professional athlete. You know right away whether you win or lose. There’s no grey area. I love that part.”

“The reason consumers need real estate agents is much different today than it was two decades ago. Nowadays, all a real estate agent has to do is navigate the path to the closing table with the least amount of friction. Pretty much everything in between has been automated. That includes artificial intelligence and machine learning for

pricing, advertising, contracts, surveys, title work, and more.”

James affords his clients unparalleled expertise which gives them the best possible upside, no matter what end of the transaction they’re on. He is dedicated to the details to ensure the greatest potential and benefit to those he represents.

Going forward, James wants to continue along his successful path. “Money doesn’t motivate me, and I don’t want to build a team,” he says. “I’m very happy being a one-man band. Each of my clients get 100% of my time.”

To learn more about James Geddes, call 904-747-2171 email jim@thegeddesgroup.com, or visit his website at www.thegeddesgroup.com

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Top Agent Magazine

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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CHRIS KIRCHNER Top Agent Magazine

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CHRIS KIRCHNER

Chris Kirchner took a winding road to the real estate industry. At 17 years old, he enlisted in the National Guard, and after serving his country, he went on to accept a managerial position for the U.S. Postal Service. Along the way, he took an interest in entrepreneurship, studying under business masterminds like Dave Ramsey and Brian Buffini, and he decided to dabble in real estate. At the time, Chris was balancing his life as a Realtor with his work at the post office, sometimes even writing contracts in the back seat of his truck. But he credits the Corace Family, along with many of his fellow realtors and postal co-workers, with giving him the encouragement and confidence to take the next step and become a fulltime agent. “I’ve been blessed with a tremendous support system, not only in my family, but also in my customers, who have become some of my closest mentors.”

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Chris soon became a rising star in the Southwest Florida real estate industry. Later, he decided to seize on his momentum and partner up with his then-mentor, Sarah Ashton, to launch a boutique office through Keller Williams Realty, the Ashton Kirchner Group, where he currently assists clients not only on Sanibel and Captiva Islands, but throughout Southwest Florida.

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When listing a home, Chris provides his clients with a comprehensive approach, sharing their property over a blend of targeted digital and social media campaigns. Meanwhile, he utilizes trusted methods, like newspaper advertisements to the surrounding communities, to provide his sellers with an additional reach. Elsewhere, Chris is equally as hands-on with his buyers, educating and informing them throughout their transaction. He also remains in touch with his clients long after the deals are done, providing added support and referrals to contractors in his professional sphere. But through it all, he is there for his clients to streamline, troubleshoot, and navigate each step of the process.

In his award-winning career, Chris has earned a fantastic reputation throughout Southwest Florida, with the majority of his volume coming from repeat clients or referrals. Moreover, he has seen his annual volume triple in the past year alone. Despite all this success, though, he remains focused on what matters most. “I’m passionate about helping people start the next chapter of their lives. There’s nothing more fulfilling than supporting someone through their transaction—whether it’s selling a vacant lot or a multi million dollar luxury home. One of the great bonuses in my profession is that you get to become such close friends with your clients.”

Outside his career, Chris stays active in his community through participating in frequent food and toy drives to support families in need. When he’s not with clients or giving back, he can be found spending quality time at home with his beloved wife and their two toddler children.

Chris has strong plans for the future of his business. As his volume continues its rapid, organic growth, he intends on scaling his workflow—and even building a team—around his unique business model and high ethical standards. “I truly love what I do. For the past several years, it has been so gratifying to be a part of my community and help so many people. When it comes to real estate, I take my work seriously, and I serve each customer with love and care as if they are family.”

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To learn more about Chris Kirchner please email kirchnercn@gmail.com, visit ListedSWFL.com, or call (239) 470-4650 www.

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mag@TopAgentMagazine.com http://www.TopAgentMagazine.com

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 20

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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RUTH ABECKJERR Ruth Abeckjerr began her real estate career in her twenties. Having just moved back to the United States from Switzerland, she was seeking an opportunity that spoke to her acute problem solving skills and love of helping others. “But as I was looking for my first home, I just fell in love with real estate,” she says. “Soon after, I realized I wanted to do this for a living—and I haven’t looked back.”

Since then, Ruth has gone on to author an accomplished, 37-year career as a Realtor®. Today, she is the Broker and Owner of Miami Connections Realty, where she assists clients throughout Aventura, Golden Beach, Sunny Isles Beach, and the surrounding areas. A specialist in waterfront properties, she has anchored her unique workflow around integrity and professionalism, providing boutique service to every buyer and seller.

When listing a home, Ruth offers her clients a comprehensive strategy. Starting out, she helps them prepare their house for the market and provides a suite of professional photography. Once the home is ready to go, she shares it over a mix of targeted digital and social media campaigns, as well as personalized websites and third party marketing services. She also filters her listings through her own extensive network to give her sellers an added advantage.

But Ruth is just as committed to her buyers, educating them and protecting their best interests throughout the transaction. Most of all, she leans on her experience, attention to detail, and elite negotiation skills to find the right investment based on each client’s needs. “I will bend over backwards to make everything happen for my clients,” she says. “There’s no problem I can’t

solve—whether it’s closing out a permit or getting documents re-signed. Whatever it takes, I’ll do.”

Moreover, Ruth remains in touch with her clients well after closing, providing additional support and becoming friends with them along the way. Through the years, she has earned her a fantastic reputation throughout Miami, with the vast majority of her volume coming from repeat clients and referrals; however, she isn’t focused on the numbers. “Every client has their own story.

That’s what I love about this business: You never know what’s going to happen on any given day.

Sure, one day could be difficult, but the next might be amazing.”

Outside her career, Ruth plays an active role in her community, having previously run for City Commissioner of North Miami Beach. A devoted mother, she can be found spending time on the water with family when she’s not with clients. But Ruth also enjoys giving back to her industry, taking time to mentor the newer professionals within her sphere. “I love to see people succeed,” she says. “Going forward, I want to help our new agents and teach them how to build a healthy, referral-based business.”

Ruth has strong plans for the future of her brokerage as well. As her volume continues to grow, she intends on hiring more agents and supporting the up-and-coming members of her team. But most of all, she looks forward to the potential transactions and clients that lie ahead on the Florida waterfront. “I’m genuinely compassionate in all that we do,” she says. “It means the world to me that everyone leaves the closing table happy and satisfied—there’s nothing more rewarding.”

For more information about Ruth Abeckjerr, please call (305) 542-4823, email ruthabeckjerr@gmail.com, or visit miamiconnectionsrealty.com Top Agent Magazine

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BOB BAGDON Bob’s history with the real estate industry goes back over fifty years, starting with growing up in a family construction and lumber business.

“I started at nine years old in the back of a family truck, working on homes, and I loved it from the first day,” Bob says.

Throughout his career, Bob has owned lumber yards, construction companies, and real estate businesses in Florida, Maryland, and Massachusetts. A licensed residential contractor for nearly forty years, Bob founded companies like Prestige Construction and Prestige Homecare, among other companies, building, repairing and managing high-end homes, with an emphasis in coastal properties from Chesapeake Bay to the Atlantic coast of Florida.

Bob works with Ann, his wife of fifty-six years, who has partnered with Bob in housing and real estate endeavors for over thirty years and has an extensive background in business and marketing. Within two years of moving to Florida, Bob and Ann opened their own brokerage, Distinguished Homes Realty in 2012 in Flagler County, Florida.

Today, Bob and Ann are associate brokers for First Coast Sotheby’s International Realty covering coastal communities in Flagler, St. Johns, and Volusia counties.

A builder his whole life, Bob has always loved the act of putting a house together, from concept to completion. His passion and integral understanding of homes supports his success with repeat and referral clients who trust his technical knowledge of every aspect of a property.

active and former clients through social media. His monthly newsletter circulates to a mailing list compiled from over fifty years in the business.

When it comes to marketing, Bob’s number one tool is his referrals. His many five-star Zillow reviews, repeat clients and word-ofmouth recommendations bring as many as two of every three clients to him. Full-page ads in targeted high-end monthly and quarterly publications like Sun and Surf and Coastal Neighbors, factor heavily into the local aspect of Bob and Ann’s marketing strategy. Last year, Bob closed over twenty-three million dollars in sales in Flagler County, Florida alone.

“I enjoy every day exactly as I did yesterday. I don’t lose it,” Bob says of what he loves most about his work.

“There’s a new challenge and something to learn every day in this industry.”

Looking to the future, Bob and Ann are making the most of their retirement, called by Coastal Neighbors magazine, “The hardest working retirees in Flagler County.” As an associate broker with First Coast Sotheby’s International Realty, Bob can devote his attention to work on the front lines of home selling, the aspect of the business he enjoys the most. “We enjoy doing exactly what we’re doing right now,” he says. “Selling houses and bringing people together with their retirement and forever homes.”

“If you’re spending three million dollars on a home,” Bob says, “My experience tells me the high-end buyer wants to touch and feel that house, to understand it from the inside out.”

Bob remains in touch with many of his Massachusetts clients while staying extremely active in real estate in Maryland and Florida. He is in consistent contact with 22

Find out more at firstcoastsir.com. Connect with Bob via phone at: 774.245.7717, and via email at: bob.bagdon@firstcoastsir.com www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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JASON LITT Jason Litt has always had a passion for real estate, so when he was ready for a career change four years ago, he took the plunge.

“I went full force,” Jason says. “I started doing well, building my business, and I just fell in love with it.”

Now a team leader at Rausch Real Estate Group in Boca Raton, Florida, Jason has built a thriving business and a stellar reputation. Serving all of Palm Beach County, Jason provides every client with the highest quality of service at every price point.

Driven, dedicated, and passionate about what he does, Jason has earned numerous awards and recognitions for his achievements in the industry.

This past year, he was honored with the HomeLite Achievement Award for being in the Top 5% of agents in his area, along with the Top Negotiator Award and the Top Producer Award.

Given his accomplishments, work ethic, and drive, it is no surprise that the majority of Jason’s business comes from repeat clients and referrals. Jason’s clients rave about his clear communication, his integrity, and his personable approach. He prides himself on being available to his clients whenever they need him, ready to answer questions or offer his support. “I work extremely hard for my clients,” Jason says. “I go above and beyond. Whatever they need, I can do it for them.

I’m full service.”

Jason understands that his clients are the heart of his business, and he prioritizes their satisfaction above all else. To keep in touch with past clients, Jason leverages digital tools to manage his growing contact list. Jason takes great pride and care in marketing his clients’ homes, providing them with every tool to showcase their properties in the best light. With gorgeous professional photography, virtual tours, and advertising across numerous markets, Jason’s clients are thrilled by the competitive offers Jason’s Top Agent Magazine

campaigns attract. Now, Jason and his team offer a 1% listing fee, which has benefited his clients.

Jason is passionate about people. “I love the people I get to meet in this career,” Jason says. “The clients make everything worthwhile. When I see how I’ve helped my clients, that’s the real payday.”

Though it is not too often that Jason is not working, in his limited free time he loves to explore the local area and try new restaurants with his fiance. Jason also prioritizes spending time with family and friends.

With plans for continued growth, Jason is excited about the future. He hopes to start his own title company, which would allow him to provide in-house titling services for his clients. “Anything I can do to help my clients, I want to do it,” Jason says. “Anything that makes the process easier for them, less stressful and more seamless, that’s my priority.”

To find out more about Jason Litt, please call 561.860.7637, email JasonLittRealEstate@gmail.com or visit JasonLitt.com

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence 26

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and Top Agent Magazine

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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