Florida 4-8-24

Agent Strategies To GROW YOUR SOCIAL MEDIA PRESENCE

FEATURED AGENTS

DAVID JABLONSKI

JOHNNY MANSILLA KAREN MATLUCK

MILLENNIAL BUYERS:

Where They Are & What to Know

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

COVER STORY

JOHN FEVRIER

Putting the power of humour to work for you!

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grahamharrop.com

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

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

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

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.

AGENT STRATEGIES TO GROW YOUR SOCIAL MEDIA PRESENCE

In real estate, where connections and maintaining relationships with clients are crucial, having a strong social media presence is essential for any REALTOR®. A wellcrafted agent profile on social platforms can not only showcase your expertise but

also help you connect with a wider audience, build trust, and ultimately grow your business. Here are some comprehensive agent-profile tips to elevate your social media presence and establish a strong online persona:

1CREATE AN ENGAGING AND INFORMATIVE BIO

Your bio should introduce you as a real estate expert and spotlight your specialties, service areas, and what makes you unique. Include relevant keywords so you will rank high in a Google search.

2 HAVE A PROFESSIONAL APPEARANCE IN PROFILE PICTURES

It’s important to have a clear, high-definition photo of yourself. You should look professional, but at the same time approachable. Wear clothes that align with your brand, and keep the background simple.

3 SHOW OFF YOUR ACHIEVEMENTS

Share your professional success, accomplishments, accreditations, and awards. This will enhance your credibility and make you appealing to potential clients. Those who visit your social media site will know you’re an expert.

4 MAINTAIN A PERSONAL CONNECTION THROUGH POSTS

Buying and selling real estate is a highly personal experience. It’s vital that you showcase your personality and relatability. Clients want to work with someone who they feel comfortable with. Incorporate your hobbies, personal anecdotes, and interests in your posts.

5 HIGHLIGHT YOUR COMMUNITY WORK

Whether you’re sponsoring an event, volunteering, or supporting local businesses, it’s beneficial to show your followers that you care for your community. It will help portray a positive brand image, and demonstrate a dedication to the areas you serve as a REALTOR®.

6

CREATE CONTENT THAT CAPTIVATES

Produce varied and interesting content, balancing listings with insights into the market, news, and tips for buyers or sellers. This will keep your followers engaged and help solidify your status as a top expert in the field.

7 ENGAGE FOLLOWERS

When people comment or message you, it’s important to respond. It’s also great to get conversations going on your social media pages by posing questions with your posts, running polls, or asking for opinions.

8 KEEP TO A SCHEDULE

Post regularly on social media, at times when your audience is most active. This will ensure your posts are being seen by the largest audience possible. And when your followers know when to expect your posts, they will remember to check it out.

9 POST BEHIND THE SCENES INSIGHTS

Offer a look into your everyday life in the real estate world, including preparing for open houses, client meetings, or your office setup. Maintaining an authentic presence will help you connect to your followers.

10 DON’T FORGET ABOUT STORIES AND REELS

Take advantage of Instagram and Facebook’s Stories and Reels. This is where you can post more spontaneous and creative content. Some of the highest engagement on social media happens on these platforms.

11STRATEGIC HASHTAG USE

Use hashtags that are relevant to what you’re posting. You can even create your own hashtag that reflects your brand. When you use a mix of the two, you’ll reach a larger audience.

12 COLLABORATE WITH PEERS

Don’t be afraid to partner up with local businesses, industry influencers, and other professionals. You can cross-promote content and create content together. This will introduce you and your brand to new audiences.

13 CREATE EDUCATIONAL CONTENT

Establish yourself as an expert by sharing knowledge about the real estate market,

process, or regulatory changes. Educating your audience not only demonstrates your expertise but also provides them with valuable information.

14 POST CLIENT FEEDBACK

Feature positive feedback from satisfied clients. Testimonials build trust and provide social proof of your skills and commitment to client satisfaction. Consider creating visually appealing graphics or dedicated posts to showcase these testimonials.

15 QUALITY VISUALS ARE KEY

Invest in high-quality visuals for your posts. Clear and appealing images are crucial in the real estate industry, whether you’re showcasing a property, sharing a personal story, or promoting your services. Professional visuals make a significant impact on social media platforms.

Remember, building a strong social media presence is an ongoing process that requires a blend of creativity, consistency, and genuine engagement. Regularly assess your analytics to understand what resonates with your audience, and adjust your strategy accordingly. By incorporating these agent-profile tips, you can effectively grow your social media presence, establish a meaningful connection with your current and potential clients, and differentiate yourself in the competitive real estate landscape.

JOHN FEVRIER

After nearly 3 decades in the industry, Top Agent John Fevrier leads a team of seven servicing an area that includes all of Sarasota & Manatee Counties.

In a Sarasota-Manatee market teeming with over 12,000 Realtors®, we meet John Fevrier, a seasoned veteran with nearly 30 years of experience in the industry, who began his career back in 1995 as a Sarasota real estate agent when he was just twenty-five years old.

“I was eager to start a real career after graduating from St. Mary’s College of Maryland and wanted to learn everything about the industry from the ground up. I truly fell in love with the business. When I first started in real estate there were no computers and very few agents even

had cell phones believe it or not. Everything moved much slower then,” Fevrier reminisced.

Fast forward 29 years and Fevrier now has a team of seven, including a full-time assistant. His team members collaborate, support, and assist each other in a way that makes them all more efficient and successful as a group.

Fevrier and his team’s service area includes all of Sarasota & Manatee Counties. After nearly 3 decades in the industry, over 70% of his business stems from repeat and referral clients who remain loyal and return to work with him due to his professional approach, devotion to service, and always having his client’s best interests at heart. It’s very evident that John’s business

Over 70% of John’s business stems from repeat and referral clients who remain loyal and return to work with him due to his professional approach, devotion to service, and always having his client’s best interests at heart.

It’s very evident that John’s business ethos is rooted in integrity. “I focus on making sure our clients have the absolute best buying/selling experience possible in the marketplace. The rest takes care of itself.”

ethos is rooted in integrity. “I focus on making sure our clients have the absolute best buying/ selling experience possible in the marketplace. The rest takes care of itself.”

To effectively market listings, Fevrier works with the best photographers and stagers in the business to ensure perfect product packaging. Additionally, he spends a substantial amount of time creating public remarks for each new property to highlight its unique selling features. “You have to get photos and listing remarks

perfect every single time,” Fevrier shares. He also syndicates his listings to over 1,000 websites worldwide to expose properties with 24/7 visibility, 365 days a year. Lastly, he’s big on using paid ads and posts to his sphere of influence on major social media platforms like Facebook, Instagram, Linked In, X, and Nextdoor to drive additional traffic. Above all, John shares the advantage of RE/MAX’s marketing and technology resources along with a worldwide network which extends to 110 countries globally. As a result of their efforts, Fevrier

and his team ended 2023 with an impressive 85 sold and pending properties totaling over 63 million dollars in value placing them in the top 1% of the Realtor® Association of SarasotaManatee (RASM).

Despite Fevrier’s professional achievements, he finds the personal development and learning opportunities offered by his career particularly fulfilling. He embraces the highs and lows that come with his work and has somehow found a way to remain balanced. When he isn’t working, he enjoys fishing, boating, and traveling with his family.

The future looks promising for Fevrier, with a crystal-clear goal to reach 100 million dollars in volume annually. He plans to do this by adding and mentoring experienced agents to his team who seek to greatly enhance their income while going to the next level in their careers. “The only way to do this right is to truly serve and help others,” Fevrier shares with enthusiasm. As he recalls his journey as an agent over the last twenty-nine years, you can feel his deep gratitude, excitement, and commitment to continuous improvement in his professional and personal endeavors while helping everyone around him achieve their goals.

Millennial Buyers: Where They Are & What to Know

Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know that you’re savvy, available, and understand the value of their preferred method of communication.

financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home. Also consider fielding Millennial clientele with the long view in mind. You might be

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

DAVID JABLONSKI

David Jablonski’s journey into real estate began serendipitously, guided by familial ties and a knack for sales and technology. After assisting his aunt, Susan Owens, an ultra-luxury real estate icon since 1990 in southwest Florida, his natural affinity for the industry became undeniable.

The collaboration eventually blossomed into a partnership. Now, as a key partner alongside Susan in The Owens Jablonski Team, David brings a fresh perspective to their operations. Together, they serve the prestigious areas of Bonita Springs, Naples, and Estero, known as the Golden Coast of Southwest Florida, where they specialize in coastal and luxury golf course communities. With over 300 communities under their belt, their team demonstrates a versatile and inclusive approach to real estate, meeting the needs of their discerning clientele.

a high-quality presentation, including cinematic video, drone aerials, and thorough showcases of the community lifestyle and amenities. Social media campaigns are a staple in their selling strategy, with a dedicated budget for advertising on platforms such as Google, Facebook, Instagram, and LinkedIn, ensuring maximum visibility for each listing. To handle their extensive marketing efforts, David’s team collaborates with Nagel Media Group, a professional marketing company that specializes in luxury real estate marketing and advertising. This approach not only keeps their properties at the forefront of potential buyers’ minds but also contributes significantly to their impressive annual sales volume of between $25 and $30 million.

David’s distinctive approach as an affluent real estate agent is anchored by the golden rule: treat others as you would like to be treated. His philosophy has not only nurtured a strong base of repeat and referral business, accounting for 65% of their business portfolio, but has also cultivated lasting relationships. “We just sort of live by the golden rule, treat others the way you want to be treated,” he explains. Their comprehensive services, including a rental division and a foray into renovations and working with investors to flip homes, strengthen their versatility and client-focused strategies. David’s commitment to accessibility is unparalleled. Whether through calls, text messages, or in-person consultations, he is wholeheartedly dedicated to transparent communication throughout the transaction process and beyond.

When it comes to marketing, David stays innovative, ensuring each property receives the proper recognition and exposure it deserves. “Recently, we were featured on a local news channel,” he says. Each listing includes

Community plays a pivotal role in David’s life. He has taken on various leadership roles and continually supports local causes and events. “We sponsor a couple of local events, like the Bonita Brew Fest and Bonita Fest,” he explains. His dedication shines through in times of crisis, as demonstrated by the initiative he and Susan took after Hurricane Ian, raising over $11,000 for Camp Bonita Hope, aiding those severely affected. Beyond his contributions, David cherishes spending time with his family, from teaching his daughters to ride scooters and bikes to undertaking home renovations with his wife.

The Owens Jablonski Team has a vision for the future that is clear and ambitious, aiming to achieve remarkable expansion. Their recent partnership with Compass and the expansion of their team are strategic moves expected to propel their business forward. With the integration of innovative tools and technology, along with a growing team, David is confident that this year will mark a significant milestone, achieving the targets they have set for themselves. “We have all the pieces in place to double our business, so this is the time to do it.”

JOHNNY MANSILLA: WHERE LUXURY MEETS LEGEND

Johnny Mansilla stands as a towering figure in the luxury real estate realm of Miami, Florida, celebrated for his distinguished two-decade-plus tenure. His expertise and innovative approach have garnered him prestigious features on platforms like the Million Dollar Real Estate TV Show, The Real Deal, Forbes Morning News, Inman Magazine, Mayfair Magazine, and The Wall Street Journal. Johnny articulates his vision for the industry’s future with enthusiasm: “I’m perpetually on the quest for exploration. Be it a novel dining spot or a fresh venue, I make it my mission to experience it firsthand. My profession transcends the mere transaction of properties; it’s about curating a lifestyle. I’m thrilled about the evolving dynamics of Miami - a city that has transcended its tourist hotspot reputation to become a coveted residential haven. Now it is a home for a lot of American families and families from all around the world.”

mentorees as well, who are now co-dominating the South Florida market with him with great gratitude and experience. This elite team caters to a prosperous clientele on a global scale, with a keen focus on waterfront properties and bespoke vacation experiences.

Johnny’s decade-long allegiance to Nest Seekers is underpinned by an unparalleled marketing strategy that ensures every listing gains instant exposure through more than 116 real estate syndications globally. His commitment to a vibrant digital presence is matched by his passion for connecting with the community and culture of Miami, often through leisurely bike rides along the city’s scenic beaches.

Johnny embarked on his real estate journey as a savvy private investor in 2002 working in different markets across the US. He recalls, “I discovered my gift for real estate quite serendipitously and decided to fully immerse myself in this domain. My defining moment happened when I was working in NYC for over a decade. I realized I had become a real estate icon.” His proficiency in English, Spanish, and Portuguese, coupled with his specialization in new developments, resales, and commercial properties, swiftly catapulted him to the status of a revered international broker with a worldwide clientele.

Fast forward to 2024, Johnny is at the helm of The Mansilla Team under the wing of Nest Seekers International, orchestrating a formidable force of over sixty agents across New York City, Miami, and Beverly Hills. His legacy continues to live through his previous

Beyond the realm of real estate, Johnny dedicates himself to philanthropic pursuits. He is a founding partner of The Pennies From Heaven Charity Events, serves on the board of The Mennello Museum of American Folk Art, and actively participates in the Pink Ribbon Committee and Ronald McDonald House, making significant contributions to his community and beyond.

Despite his global reach and professional achievements, Johnny prioritizes the individual experiences and growth of his clients above all. He believes in the symbiosis of living an aspirational lifestyle and making astute investments, a philosophy that he suggests defines the essence of top-tier brokerage services. “Aligning with individuals who are on an upward trajectory, including those I represent, is pivotal. A proficient broker not only facilitates an ideal lifestyle but also ensures sound financial investments, offering invaluable service that’s beyond monetary measure.”

Are you ready to work with the best?

For inquiries or to learn more about Johnny Mansilla’s transformative approach to luxury real estate, he can be reached at 917-963-3566 or via email at JM@nestseekers.com

Daily Habits That Will Increase Your Mental Strength

When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER

That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE

A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE

Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

KAREN MATLUCK

Karen Matluck’s journey in the real estate industry is truly inspiring. After starting her career in retail, Karen was drawn to real estate by watching her father enjoy life while working in Real Estate. Since 2018, Karen has been a founding broker with Compass, serving the greater Aventura, Sunny Isles, and S.E. Florida areas with a heartfelt business ethos. Karen’s approach to staying connected with past clients is simple and effective, involving direct calls, note cards, and biweekly email blasts. Her dedication has resulted in about 60% of her business coming from repeat clients, with the remaining 40% from referrals and new leads.

Clients are drawn to her authentic nature, relationship-building skills, and unwavering commitment to their best interests. In her marketing efforts, Karen uses professional photography and carefully crafted personalized email blasts to create a memorable experience for her clients. She also leverages social media and in-person networking to connect with new agents, leading to a successful track record of closing transactions.

Beyond her professional achievements, Karen is deeply involved in her community, serving on

the board of the Master Brokers Forum, and contributing to charitable organizations. Her passion for giving back extends to her involvement with the Friends of Israel Defense Force, Zaka Magen David Adom, and educational initiatives. In Karen’s free time, she loves relaxing with her family, including her three adult children and four grandchildren. “I made all three of my kids get their real estate licenses!” she says.

Looking ahead, Karen is set to expand her public speaking skills in marketing and mentorship, embracing new technological challenges as opportunities for personal growth. Her philosophy that “every day is a new day” reflects her passion for real estate and her continuous journey as a top agent in Florida.

Karen’s multifaceted approach to real estate, community involvement, and personal interests paints a vibrant picture of a dedicated professional who values meaningful connections and ongoing growth. Her story serves as an inspiration to others in the real estate industry, showcasing the impact of genuine relationships and a passion for making a difference.

To learn more about Karen, please email karen.matluck@compass.com, call 305-335-1010, or visit karenmatluck.com