FLORIDA 5-15-23

FLORIDA EDITION

How to Cut Down on Digital Distractions and Up Your Productivity

THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

FEATURED AGENTS

CAROLINE HARPER CATHY IMBURGIA JENNIFER RESTREPO JENNY BEACH KT TERSHOWSKI

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

COVER STORY

BONNIE HALL

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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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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BONNIE HALL Top Agent Magazine

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Top Agent Bonnie Hall primarily serves the area from Destin to Panama City Beach, encompassing the beach areas along the Emerald Coast, as well as some areas to the north, including Niceville and Freeport.

With a passion for helping clients and a long history in the area, Bonnie Hall has positioned herself as a go-to REALTOR® serving Florida’s Emerald Coast. Since getting her start in the business in 2003, Bonnie has enabled a multitude of clients to find the home that’s right for them or get top dollar for their home.

As a Broker Associate, Certified Luxury Home Marketing Specialist (CHLMS), Residential Resort & 2nd Home Specialist (RSPS), Certified Residential Specialist (CRS), Relocation Specialist, and RPAC major investor, Bonnie forms strong relationships with her clients that continue long after the closing.

Bonnie primarily serves the area from Destin to Panama City Beach, encompassing the beach areas along the Emerald Coast, as well as some areas to the north, including Niceville and Freeport. An impressive 90% of Bonnie’s business comes from repeat and referral clients, a feat that demonstrates the trust and confidence she inspires. “I routinely hear from my clients that I listen to their needs, and I’m 8 Copyright Top Agent Magazine

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diligent without the high-pressure sales tactics that they remember from other experiences they’ve had in the past,” Bonnie explains.

“That’s the way I like to do my business. I like to make sure that I’m looking for the correct property for each buyer, because not all buyers have the same needs.”

ways. “Being a Coldwell Banker agent, we have great tools that we can use, from our luxury magazine on down to my social media marketing videos,” Bonnie says. “I invest in professional photography and videography.

I’m very diverse in my marketing techniques to get out there to as many people as possible.”

When it comes to working with sellers, Bonnie markets her listings in a variety of different

Bonnie loves to give back to her community. “I work with a wonderful organization of women

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“I love seeing how excited my buyers are to get into their new home and to be moving here to the beach. It could be their retirement home or their first investment purchase that will give them memories to last a lifetime.” called Impact 100,” she says. “It is a group of women who donate to local nonprofit organizations in Walton and Okaloosa counties. We provide grants to these nonprofits in amounts of no less than $100,000, which really makes an impact to each organization.” Bonnie is also active in her local association by serving on the MLS Committee and the Public Policy Committee. When she’s not working 10Copyright Top Agent Magazine

or giving back, Bonnie enjoys visiting with her grandchildren, traveling, and enjoying all that the Emerald Coast has to offer. She and her husband love to go out and have dinner with friends.

Looking forward, Bonnie says, “I would like to be able to continue growing my business.

I’ve got a great business and thankfully I Top Agent Magazine

am very successful. I think that is due to the support systems that I have around me, both personal and professional. I want to be able to provide excellent service to my future customers, and grow my team so that my customers old and new know that they’re going to be taken care of.”

For Bonnie, it all comes back to helping people. “I love seeing how excited my buyers are

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to get into their new home and to be moving here to the beach. It could be their retirement home or their first investment purchase that will give them memories to last a lifetime. For sellers, elevating as much stress as possible providing an excellent sales experience is my goal, whether they’re moving on to their next phase in another area or moving up from one investment to the next. I just like making my clients happy. That’s what’s important to me.”

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To find out more about Bonnie Hall, you can call her at 850-240-9901 or email Bonnie@BonnieHallRealtor.com.

You can find her online at BonniesBeachBuys.com www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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CAROLINE HARPER How did REALTOR® Caroline Harper sell $100 million in real estate in 5 years? With a positive outlook, expert communication and a focus on highend intracoastal properties in Jupiter and Palm Beach, Florida. Having lived in the area for the past twenty years, Caroline has been able to use her knowledge of neighborhoods and local resources to help countless families find their perfect place. Recently nominated as one of the top three agents in Palm Beach County, Caroline’s star is rising ever higher as she expands her business.

With a background in communications and experience working in the retail and hospitality industries, Caroline was well equipped to start a career in real estate, though she waited seven years after getting licensed in 2007 to become a full-time REALTOR®.

She joined the Meyer Lucas Team at Compass, which allowed her to focus on luxury sales with the support of other talented agents. “I’m blessed to be on an amazing team,” she says. Caroline’s ability to listen to her client’s needs coupled with her excellent negotiation skills are what set her apart in the industry. As a result, the majority of her clients come to her through referrals.

Part of why Caroline joined Holly’s team in 2018 was because she wanted a team that really excelled at marketing. “I knew Holly was amazing at marketing when I joined her team. Her strategies have been invaluable as our business grows,” explains Caroline. To complement their strong public outreach and presence, Caroline puts effort into extending a lot of personal touches within her network. She takes many clients to weekly lunches and hosts fun events to show them how much they are appreciated.

“We recently hosted a Chick-fil-A and champagne Top Agent Magazine

night with a guest speaker who spoke about interior design,” she says.

“These fun and educational events are always a hit.”

Caroline loves her community and supports many local causes and events. Whether it’s swimming, paddle-boarding, biking, or doing beach yoga, she makes the most of the sunny lifestyle Palm Beach affords. Caroline and her husband have a 15-year-old daughter and two dogs who keep them busy with lots of fun activities.

In the past five years, Caroline has completed a whopping $99 million in sales. As her team grows and the area becomes even more desirable, the opportunities to work on higher-end properties seem inevitable. More than anything, she is excited to share her passion for Palm Beach with as many people as possible. “I’ve lived here for two decades and can honestly say that I love this area so much. You’re going to be so happy here.”

Contact Caroline at 561-531-4117, email caroline@meyerlucas.com, or visit meyerlucas.com www.

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CATHY IMBURGIA Cathy Imburgia has built a successful real estate enterprise by combining her inherited, insider’s knowledge of the industry with an unwavering dedication to unparalleled client satisfaction.

Her testimonials broadcast a passion for candor, a penchant for transparency, and a heartfelt desire to help as many people as she possibly can. “I love what I do. I get to help people relocate, or figure out their dream situation. A house is usually a person’s most important asset, so I take what I do very seriously – but that’s easy if you make it your motto to just treat other people the way you yourself want to be treated!”

Imburgia Realty is a third generation real estate company, and they are proud to boast a family owned, boutique style business that emphasizes concierge services and white glove treatment. “It all started with my mother-in-law back in 1962,” Cathy recalls.

“Then my husband Louis got involved, and he and I have had our licenses since 1978. Eventually, Vincent and Cristina also came aboard.” Cathy also enjoyed a prior career in business development in the banking industry, and she leverages her knowledge to serve her clients, colleagues, and family every day. She has continued to pursue her ongoing education by becoming a Certified Home Luxury Marketing Specialist (CLHMS), Graduate of Real Estate Institute (GRI), Seller’s Representative Specialist (SRS), and she is an active member (and former board member) of the Miami Shores Chamber of Commerce.

This breadth of industry and financial expertise helps Cathy and Imburgia Realty serve all of the northeast corridor of Miami, with a special focus on Miami Shores. “We raised our family here,” Cathy exudes.

“And my husband was the former mayor of our city.

It’s safe to say we’re a pretty common name.” In addition to her organic, interpersonal networks, Cathy 16

boasts a digital footprint that includes social media outlets and an established database of clients and agents who have done business in her geographic territory. “We’ve got connections in Miami, Broward, Palm Beach, and The Keys; plus proprietary software through the Miami Board of REALTORS®. We also advertise locally through a magazine called ‘The Egret’ – we cover all the bases to get our listings out there.”

With their name and legacy cemented in the real estate industry, Imburgia Realty is excited to expand their team into nearby Stuart, Florida. “We’re looking to grow up the coast – I’ve been traveling to Stuart for the past forty years, and many of my clients are looking to move northward. I have a deep knowledge and understanding of this market.” Cathy also aims to bring her success and prosperity to her extended community: she is a member of the Heidi Hewes Cancer Association of Miami Shores. “I love to be outdoors, exercise, spend time at the beach, and just help anyone and everyone – as long as I keep doing those things, we’ll continue to grow!”

Contact Cathy Imburgia at 786-566-1903, email cathy@imburgiarealty.com or visit her website: imburgiarealty.com www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JENNIFER RESTREPO Jennifer Restrepo has built a real estate enterprise that has taken Miami Beach by storm. With unparalleled industry expertise and a commitment to robust marketing and international networking, Jennifer has built a loyal following of repeat and referral clients that is almost one hundred percent organic.

“I’m a people person, and I love to talk! I create relationships with my clients that extend well beyond real estate – I get to know their families, their lives, and their travel plans; I love to learn how people in different cities and countries live. I like to be on that level, and I enjoy keeping in touch – those kinds of relationships usually circle back to real estate as a referral or a connection.”

Jennifer originally pursued a career in property management, but her passion for real estate led her to get her license and put her knowledge to work.

Over the course of her fifteen-year career, Jennifer has perfected her systems and approaches to establish a book of business that is almost entirely based on repeat and referral clients. “It’s a nice world to be in – when you do a particularly good job for a client, word gets around eventually.”

In addition to her organic, interpersonal network, Jennifer also leverages a myriad of physical and digital marketing strategies to bolster her advertising footprint. “We have an in-house marketing team.

Obviously, you have to be on all the major search engines and social media platforms, and then there are direct mailing and paid advertising opportunities.

We touch a little bit of everything.” These platforms help Jennifer broadcast the opportunities available, which includes luxury real estate sales and rentals with a special emphasis on condos.

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But Jennifer’s success in the industry isn’t just about her business. She’s also a champion of giving back to her local community and instills a sense of humility and gratitude in her children. “Every time I donate or give to a cause or organization, I make sure to share this with my children in as much detail as possible ensuring they understand the importance.”

With her position cemented in the luxury real estate industry, Jennifer is looking forward to growing her independent portfolio alongside the bustling markets of Miami Beach. “I don’t just sell these properties – I believe in my product, and real estate is an incredible investment. I am always looking to purchase for myself.” When she’s not busy growing her business or supporting her community, Jennifer enjoys spending time with her family and keeping her tennis skills sharp.

Contact Jennifer Restrepo at 786.262.8063, visit jenniferrestrepo.com or email Jennifer@fivestarluxurytravel.com www.

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JENNY BEACH Jenny Beach with the Pascual Beach Team of Fort Myers, Florida, is celebrating her seventh year in the real estate industry by sharing her knowledge and expertise with a growing team of licensed agents alongside John R. Wood Properties. “Veronique and I were growing so fast, we started needing to refer buyers out to other agents. When we take on a customer, we want to make sure they get 100% of our attention. To continue to provide the service our customers had grown to expect, we needed to expand our team. We carefully choose talented and high producing agents who have the same work ethic and values as us to join the team. We are proud to be able to offer a greater reach with the new additions to our team.”

Before formally entering the world of real estate, Jenny and her husband bought and sold many homes back home in Minnesota. “My husband and I moved to Florida seven years ago,” she recalls, “and he encouraged me to get my license. It’s been a crazy fun journey, and there’s plenty more to come.” Jenny and her business partner Veronique Pascual service all of SWFL from Cape Coral through Naples, with a special emphasis on Fort Myers Beach.

They boast a book of business that is eighty-five percent repeat and referral clients, and last year they combined to close $33 million spread across forty-eight transactions.

“We are very hands-on when it comes to keeping in touch with all our customers. We don’t inundate them with high pressure sales, but we keep them informed about the market. We send our customers monthly newsletters with market reports, our team’s current listings and sold properties, current events, and a little fun. We also call and text our customers just to check in.”

The team’s penchant for constant and transparent communication served as a reliable platform for aid during, and immediately after, Hurricane Ian. “For a while there we

were sending updates daily and weekly,” she reflects. “Updates on when it was safe to return, and resources people could use for post hurricane services. We were out there for months trying to obtain housing for displaced friends/customers, emptying refrigerators, tearing out sheetrock and cooking/serving food for people because there was no infrastructure for electricity or water.

We still have clients who are displaced – it’s been a challenging six months, but that’s why we do what we do. This was our time to give back to the community we love.”

In addition to the current sales, the team has partnered with a local builder of luxury modular homes to help the community build back better, faster and less expensive than other custom builders. “We are very excited to offer this opportunity to the community of Fort Myers Beach. Our heart is to allow families to be able to stay home on Fort Myers Beach.”

In addition to her hurricane relief efforts, Jenny is a proud ongoing supporter of several local charities and nonprofit organizations. “My daughter is involved with a dance charity called ‘Imperial Dance Corp’ where their motto is ‘Kids helping kids through dance’, which I was the board president of for several years. They help raise money for local kids charities, which I just really love.” The organization puts on a show each year, which raises $10-$20 thousand dollars for local charities. Jenny and Veronique also regularly support the fundraising efforts of their brokerage.

When she’s not expanding her enterprise or supporting her community, Jenny takes every chance she can to travel with her husband and spend time with her five children.

“I have one son in Minnesota with his family, one son in college, and three teenage girls at home – their activities are my activities. They are into theater, dance, and cross country, so those are my hobbies right now!”

To learn more about Jenny Beach, visit johnrwoodflorida.com/agents/jenny-beach, email Jenny@JennyBeach.Realtor or call 239-201-7567 www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 22

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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KT TERSHOWSKI In a heartwarming tale of legacy and family bonds, real estate agent KT Tershowski found her calling through an unexpected invitation.

Following her father’s passing, KT’s mother encouraged her to join her in the family business, igniting a passion that has burned brightly since 2012. As a solo agent, KT proudly serves Carrollwood and the greater Tampa Bay area, where she was born and raised. With idyllic residential neighborhoods and proximity to the beach, KT’s territory has something for everyone. With a deep connection to her community and a family legacy to uphold, KT is the go-to real estate agent for anyone looking to find a home in Hillsborough, Pinellas and Pasco Counties.

What truly sets KT apart as a real estate agent is her dedication to staying connected with past clients and her strategic approach to marketing. With a background in advertising and a master’s degree from the University of Florida in business management, she understands its power and believes in its ability to help her business grow. To maintain strong relationships with her clients, KT employs various strategies, including phone calls, email databases, and social media. She also understands the value of small, thoughtful gestures, such as stopping by past clients’ homes to drop off a treat to remind them they are always appreciated. When it comes to marketing her listings, she pulls out all the stops: from top-notch professional photography, custom brochures, open houses and mailers to social media campaigns and targeted advertising in magazines and community newsletters. With her innovative approach and personal touch, KT demonstrates the perfect blend of old-school charm and modern marketing savvy that keeps her top-of-mind for clients and referrals alike.

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KT is not only an outstanding real estate agent, but she is also deeply involved in her community. She is passionate about her church and actively participates in the Knights of Columbus, stating, “I give back to the church and many other organizations.” Her charitable spirit is evident in her support for causes like feeding children who lack meals during weekends, and she also participates in events such as golf tournaments organized by the church.

As time goes on, KT’s love for what she does continues to grow. “I really love what I do,” she says. “I grew up in the business so it’s kind of in my blood.” This love for her work not only keeps her motivated but also helps her excel in her field. Her dedication to her career, her clients, and her community truly sets her apart as an exceptional real estate agent. With her deep roots in the Carrollwood area, a strong commitment to staying connected with her clients, and an unwavering passion for her work, KT is undoubtedly the ideal agent to help anyone find their dream home in the Tampa Bay area.

To contact KT Tershowski, call/text 813-503-1117, email ktershowski@gmail.com or visit her website at KTSellsTampaBay.com www.

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