FLORIDA 5-17-21

FLORIDA EDITION

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TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

How To Overcome YOUR WORKPLACE FEARS COVER STORY

JANIE COFFEY

CREATIVE WAYS TO SAY THANK YOU FEATURED AGENTS

JORDAN TROSCLAIR LAURIE SPECTOR LINDA GOODWIN-NICHOLS

A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS

TO REAL LIFE SALES

FLORIDA EDITION

LINDA GOODWIN-NICHO 7

Over nearly five decades as a Realtor, 15 19 Linda Goodwin-Nichols has seen everything. “When we moved to Kissimmee in 1972, my husband and I opened our own real estate office the following year—on the day the market tanked in Osceola County!” The couple adapted, though, building a successful business that has seen interest rates rise and fall, periods of low inventory and high, market booms and market crashes. Those experiences impressed upon her theLAURIE need toSPECTOR be a stable JORDAN TROSCLAIR resource for clients, no matter what else is happening in the world.

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the nes kee fam trea to any

Wh Lin ma ers.

JANIE COFFEY LINDA me GOODWIN-NICHOLS the keting, sending o “I’m a bigCONTENTS believer in professional ethics, sound plan- listing. “I think p ning and persuasive strategies, and a strong company hold in their han support system, to help our agents help our clients,” that’s still very p 4) 5 TIPS TO MAKELinda NEW 18) they CREATIVE WAYS explains. “I tell people can trust my reputaHIRES A LONG-LASTING TO SAY THANK YOU tion, and count on my character.”

Linda’s contribu SUCCESS sive for a compre 22) HOW TO OVERCOME That philosophy has proven effective. Since opening, on numerous d 14) A STEP-BY-STEPGoodwin GUIDERealty & Associates, YOURit WORKPLACE FEARS has grown to be one other institutions TO CONVERTING INTERNET of the leading residential and commercial real estate Kissimmee Boar sales firms in Osceola County. Over the last several Chairman of the LEADS TO REAL LIFE SALES years alone, Linda has personally closed over $100 She was also twi million in sales, with a repeat client and referral rate Commissioner a of around 75 percent. In 2020 Linda was inducted Kissimmee. “Th into the Mid Florida Business Hall of Fame sponsored I’ve always striv by 310-734-1440 Jr. Achievement, the RPAC Major Investors Hall Phone 310-734-1440 | Fax of Fame |bywww.topagentmagazine.com the National Association of Realtors, and Free time is spen mag@topagentmagazine.com received the Lifetime Achievement Award from the travel when we c No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine County Association Realtors. lifeTop is full! I’m v is published by Feature Publications Osceola GA, Inc. Although precautions are taken toofensure the accuracy of published materials,

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Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, sendAinquiry to mag@topagentmagazine.com. family owned boutique agency, Linda’s Published in the U.S.

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company Linda still enjoy now employs 6 to 9 agents at any given time, includ- doesn’t see herse ing her two daughters, Kim Goodwin and Carolee me why I haven Blackmore, both of whom have been brokers with the doing it. When Top Agent Magazine office for 30 years. That familiarity spills over into over to my daugh

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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JANIE COFFEY Top Agent Magazine

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Top Agent Janie Coffey, the leader of The Coffey Team in northeastern Florida, says “My team and I bring our experience and expertise to every transaction.”

“I’m passionate about helping people move on to the next chapter of their lives,” says Janie Coffey, leader of The Coffey Team in northern Florida.

“Whether they’re buying or selling, an owner or an investor, that’s what they’re doing. My team and I bring our experience and expertise to every transaction.”

Janie started her real estate career as a general contractor. “People started to ask me to help them with their real estate needs,” she says. She credits this background as a part of her success. Janie explains, “Having that understanding and construction is very useful. I also came from a tenured career in real estate management in the luxury side in Miami.

The market is crazy down there, so when I moved here five years ago, I employed that same work ethic. That 8Copyright Top Agent Magazine

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really resonated in this market, especially with the sellers.”

Janie and The Coffey Team service northeast Florida, an area which includes Jacksonville, St. Augustine, Fernandina Beach, and Amelia Island. “We’re all professionals, and we are all highly educated,” says Janie, describing her five-member team. “One of us is an attorney, others have their MBA, and so we bring that high level of education to what we’re doing.”

The Coffey Team focuses on luxury, historic, waterfront, and equestrian properties.

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Last year, they completed $40 million in sales. Of that total volume, Janie herself was responsible for approximately $25 million. Additionally, two-thirds of Janie’s total business is built of repeat and referral clients. “We provide a really good service that proves memorable,” Janie says. “It makes clients want to come back to or refer us.”

One of Janie’s favorite aspects of working in real estate is making connections with other agents, who provide half of her referred clients. With her varied experience in multiple facets of the business, Janie is Copyright Top Agent Magazine9

Janie and The Coffey Team service northeast Florida, an area which includes Jacksonville, St. Augustine, Fernandina Beach, and Amelia Island. excited to share her knowledge with her peers. “I enjoy sharing how to get into the luxury market, how to build out a niche like I have with historical and equestrian,” she says. “I love giving back.”

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A self-proclaimed real estate nerd, Janie is extremely active in Historic Springfield, Florida, the historic community in which she lives. A member of the Springfield Preservation and Revitalization Council, Top Agent Magazine

Janie is dedicated to upholding the guidelines that preserve the registered historic district.

“I’m on the Design Review committee, so we help owners who want to renovate their historic home,” she says. “I do a lot with that organization.”

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Looking to the future, Janie is excited to grow her team. The Coffey Team hopes to add two more members, and Janie in particular is looking forward to taking on a more active role in training, mentoring, and guiding up and coming agents.

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When asked if she has any advice for other real estate professionals, Janie doesn’t hesitate to answer. “Five years ago, I started a new career from scratch. Then, two and a half years ago, I moved to a whole new market and started over from scratch again,” she says. “A lot of agents

aren’t happy where they are, but they’re petrified of changing or reinventing themselves.

They shouldn’t be! It takes a little bit of time, and a lot of hard work, but you can definitely do it. Real estate is one of the best careers for that.”

To learn more about Janie Coffey and The Coffey Team, call 904-525-1008, email janie@TheCoffeyTeamFL.com, or visit thecoffeyteamfl.com www.

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A Step-by-Step Guide to Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter sign-ups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam.

Other ideas to consider when adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

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JORDAN TROSCLAIR Top Agent Magazine Top Agent Magazine

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JORDAN TROSCLAIR

Jordan Trosclair was a personal trainer for over ten years before he turned his talents and passions to real estate. “I loved helping people work towards their goals,” Jordan says.

“I transferred those same skills from being a personal trainer to real estate. I helped a lot of people as a trainer, and as a Realtor®, I experience the same joy from helping folks achieve their goals. Seeing my clients’ happiness and excitement is what keeps me going. There is no better feeling.”

Jordan was inspired to earn his real estate license by his wife, who encouraged him to try his hand at the business for years. “At first, I got into real estate just to prove to her I wouldn’t like it,” Jordan says, “but then, of course, I became quickly addicted to it and loved it. She was right. Now she jokes that she has created a monster.”

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Now a Realtor® with Berkshire Hathaway in Florida’s gorgeous Emerald Coast region, Jordan excels at providing every client with top-notch customer service. In an area known for its white-sand beaches and recreational activities, Jordan serves both buyers and sellers with excellence, committing himself to going above and beyond and doing whatever it takes to help his clients achieve their goals.

With his positive attitude, strong work ethic, organizational skills, and dedication, Jordan has built a thriving business and a stellar reputation. Much of his business now stems from repeat clients and referrals, a testament to his commitment to providing an excellent experience at every price point. “I’m in this to look out for the best interest of my clients, fullstop,” Jordan says. “I give them the ultimate buying and selling experience. Once they Top Agent Magazine

experience the process with me, once they see how smooth and enjoyable I make the process, and once they see how I’m able to negotiate on their behalf, they tell everyone, ‘You’ve got to work with Jordan.’ Their happiness and recommendation means the world to me.”

To market his listings, Jordan implements a comprehensive approach that includes broad digital and social media marketing featuring gorgeous photography and video. “My goal is to give my clients as much exposure as possible,” Jordan says. Jordan’s strategy resonates with buyers: last year, he completed over fifty sales.

Jordan finds the most fulfillment from helping others and supporting his clients to help them achieve their dreams. “I love being able to see them reach their goals,” Jordan says. “When a client holds the keys to their new home for the first time, there is no greater feeling. Many of my clients have always dreamed of owning a home. Or if they’re selling, I love how I’m able to over-deliver and beat their expectations. I love being able to provide all my clients with a new view of what real estate can be.”

Dedicated to the community, Jordan and his wife are active philanthropists. In his free time, Jordan loves to fish, go out on his boat, and spend time in the outdoors.

Having generated incredible success, Jordan has no plans to slow down. “I love what I’m doing,” Jordan says. “I do see myself one day leading a team. Career-wise, I don’t see myself doing anything else. Real estate has changed my life, and I’m here to make sure it changes the lives of my clients for the better.”

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To find out more about Jordan Trosclair, please call 850-842-0009, email jordan.trosclair@penfedrealty.com or visit FloridaBeachin.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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LAURIE SPECTOR JD MBA

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LAURIE SPECTOR, JD MBA

“I’m a very honest person and a really hard worker. I would do anything to make sure that my clients are protected and that they make the best decision for them,” says Laurie Spector JD MBA, a top agent with Spector Advisory Group with Compass. “I’m very transparent, and I always tell my clients what may be less obvious about a property they’re interested in. That way, they can make a really informed decision.”

Laurie didn’t start out in real estate. She started out as a business consultant and software programmer after graduating from the University of Florida with a Masters Decision Information Science. “That was a great foundation and really helped me understand how to run a business,” she explains.

Laurie then earned her law degree and worked as a trial attorney for eight years. The skills she learned practicing law have served her well as 20

a real estate agent. She says, “Negotiations and contracts are things that come second nature to me. I operate in a cohesive and fast manner thanks to my background.” While practicing law, Laurie returned to the University of Florida and received an MBA degree. This is where she became intrigued with real estate, but it wasn’t until her children were born that she decided to switch gears and go all in on a career in real estate.

Based out of Broward County, Laurie and her team at Spector Advisory Group service the tri-county area of Broward, Palm Beach & Miami-Dade Counties in South Florida.

This is Laurie’s first year with her team. She typically completes fifty transactions per year on her own, and she is excited to see how her business will grow with some assistance.

When it comes to marketing her listings, Top Agent Magazine

Laurie and her team utilize social media to its fullest extent. They list their properties on Instagram, Facebook, Twitter, and LinkedIn. However, they also use more traditional avenues, advertising via postcards and magazines.

During her time off work, Laurie likes to stay busy. She serves on the board of The Inn of Court, a nationwide ethics and professionalism organization for lawyers. She also gives both her time and money to the Leukemia and Lymphoma Society. In recognition of her hard work and generous giving, Laurie was named a Woman of the Year All Star by that foundation.

Laurie also loves to spend time with her family.

“I like to be with my kids whenever possible,” she says. One of her favorite things about her career is the flexibility it gives her so that she can spend more time with her family. She enjoys bringing her children to various sports and after-school activities, and the family loves to go out on their fishing boat to cruise around.

Looking to the future, Laurie is excited to find some equilibrium. “It’s been so busy this year,” she says, currently on track to have her biggest business year to date. “There have been so many moving parts. I want to keep everything in a very systematic fashion. I’m very happy with where things are, and to keep the status quo would be fantastic for me.”

After all, continuing to serve her clients to the best of her ability is Laurie’s favorite part of her chosen profession. She says, “I love that I get to meet new people all the time. It’s such a fantastic field for someone who knows how to run a business on their own and can really juggle multiple things at the same time.

I love my career.”

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For more about Laurie Spector JD MBA, please call 954-608-7104, email laurie.spector@compass.com or visit LaurieSpector.com www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 22

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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LINDA GOODWIN-NICHOLS Over nearly five decades as a Realtor, Linda Goodwin-Nichols has seen everything. “When we moved to Kissimmee in 1972, my husband and I opened our own real estate office the following year—on the day the market tanked in Osceola County!” The couple adapted, though, building a successful business that has seen interest rates rise and fall, periods of low inventory and high, market booms and market crashes. Those experiences impressed upon her the need to be a stable resource for clients, no matter what else is happening in the world.

“I’m a big believer in professional ethics, sound planning and persuasive strategies, and a strong company support system, to help our agents help our clients,” Linda explains. “I tell people they can trust my reputation, and count on my character.”

That philosophy has proven effective. Since opening, Goodwin Realty & Associates, it has grown to be one of the leading residential and commercial real estate sales firms in Osceola County. Over the last several years alone, Linda has personally closed over $100 million in sales, with a repeat client and referral rate of around 75 percent. In 2020 Linda was inducted into the Mid Florida Business Hall of Fame sponsored

by Jr. Achievement, the RPAC Major Investors Hall of Fame by the National Association of Realtors, and received the Lifetime Achievement Award from the Osceola County Association of Realtors.

A family owned boutique agency, Linda’s company now employs 6 to 9 agents at any given time, including her two daughters, Kim Goodwin and Carolee Blackmore, both of whom have been brokers with the office for 30 years. That familiarity spills over into

the way Linda and her agents do business, which is why she believes people keep coming back. “Our clients are like family. We practice the Golden Rule of treating others the way you would want to be treated. I’m proud of that above anything else.”

When it comes to marketing listings, Linda and her agents provide detailed marketing plans for their property owners. While marketing on all of the social media platforms and real estate websites, they’re also heavy into direct target marketing, sending out many full-color mail outs for every listing. “I think people like to get something they can hold in their hands,” Linda explains. “It’s a strategy that’s still very productive for us.”

Linda’s contributions to her community are too extensive for a comprehensive list, but they include serving on numerous directorial boards for hospitals and other institutions, currently serving on the Experience Kissimmee Board of Directors, and serving as Past Chairman of the Kissimmee Chamber of Commerce.

She was also twice elected to four-year terms as City Commissioner and served as Mayor for the City of Kissimmee. “The community’s been good to us, and I’ve always strived to give back as much as possible.”

Free time is spent with family and friends. “We like to travel when we can, or just get together for dinner. My life is full! I’m very content.”

Linda still enjoys coming to work every day, and doesn’t see herself quitting anytime soon. “People ask me why I haven’t retired yet. It’s because I still love doing it. When it becomes a job, I’ll hand the reins over to my daughters.”

Contact Linda at 407-908-0320 or email Goodwinfl@aol.com Top Agent Magazine

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