FLORIDA 5-18-20

FLORIDA EDITION

YOUR SECRET PRESENTATION WEAPON UNTANGLING THE BIDDING WAR:

FEATURED AGENTS

A BUYER’S & SELLER’S PERSPECTIVES

VANESSA FRANZ BARNES ANGELA LUTZI DELLATORE DOMINIQUE SPAUR JONI ZWICK

Things You Can Do to

ANTICIPATE YOUR CLIENT’S NEEDS

COVER STORY

RICK HASKINS

FLORIDA EDITION

hn Milz is proud to congratulate

ELA LUTZI DELLATORE 6

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JONI ZWICK

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VANESSA27FRANZ DOM

Vanessa Franz BarnesA says lifelo she got into real estate “pu County, by accident.” It was in late 2 always when she and her husband mo to her back to Osceola County owned fr t Atlanta, and Vanessa and found she it was tough to find amarketin job in ANGELA LUTZI RICK HASKINS JONI ZWICK VANESSA FRANZ DOMINIQUE SPAUR recruiting. Her husband sugges older, D DELLATORE BARNES she get into real estate.teacher, “I had concept of what that looking was at Top Agent Joni Zwick of CB Beaches runs a thriving book of ng featured for the State of Florida she recalls.

SheJacksonville would learnBeaches. soonentrepreneur though; w her passion for business throughout time,” Ponte Vedra and the in Top Agent Magazine! she sought employmenthad through a temp agency, she obtained his real estate When you sit down to chat with Joni Zwick about to close over $11.2 million in transactions.

“I’ve placed with a real estateDominique firm selling estate to homes.

A decided get lice her life, it quickly becomes apparent that you’re figured out how to work within my limits and I six months, Vanessa was hired on full time, and into the industry.

“I hit the g speaking to a woman of versatility. Joni started off have Silvia, my assistant, who not only helps me with my customers, but actually researched and her career as an Operating Engineer inemployers West Virginia, suggested she getI’ve herbeen real living estatehappily license “and and spent 9 years operating dozers, loaders, and found my 1st Stem Cell therapy for me” Joni tells CONTENTS said, ‘Well, if you pay for it, sure!’”

Vanessa says.

“A backhoes on heavy highway projects. Her employer Top Agent. laid her off when she was 4 months pregnant as they Today, is acomple Realtor thus my real estate career wasDominique born. It was hadn’t quite figured out Maternity Leave. Because She hangs her license at the CB Beaches office.

Real Estate Group, where accidental.

It wasn’t anything that I was thinking, to her husband was a civil engineer they moved a lot!

Joni runs a thriving book of business throughout she 4) UNTANGLING THE 17) THINGS YOU CAN Ponte Vedra and the Jacksonville Beaches.

Joni Joni had lots of experience as a buyer and seller Brevard and18the surro into the real estate industry.

AndCounty here I am years la John Milz | Mortgage Originator | NMLS #1061197 BIDDING WAR: A BUYER’S DO YOUR credits her husband Ed, of 33 years, for being the before going into Real Estate TO full time.ANTICIPATE compassionate approach and still doing what I love to do.”

O: 239-676-3246 | C: 239-248-0163 rock of support behind her career. & SELLER’S PERSPECTIVES CLIENT’S NEEDS she has found quick success i Joni consistently closed between $10 and $16 miljmilz@GoldStarFinancial.com lion a year in transaction volume up until 2017. If you asked Joni what had the biggest impact on Today, Vanessa works with a team, including In July of 2017 she was diagnosed with Multiple her continued success, she’ll credit her mentor, Gold Star Mortgage Financial Group, Corporation | NMLS #3446 8) 6 THINGS YOU NEED 22) YOUR SECRET When a great property, Do husband, chiropractor.

“It’s having Sclerosis. However, after undergoing a series ofa former Mike Ferry.

“The Mike listing Ferry organization has 3301 Bonita Beach Rd., Suite 112| Bonita Springs, Florida 34134 been coaching professional sales people for over experimental, stem-cell therapy treatments, Joni’s options.partn On TO DO TO BE A GREAT health staged a comeback, PRESENTATION there as my lifeWEAPON partneraaswide well range as myof business and in 2019 she was able 45 years. Sellers want a professional sales person traditional marketing outlets Vanessa says. Her team serves Osceola, Orange, P MENTOR toTopsocial media adv Copyright Agent Magazine andYOU Lake Counties in approach Florida.

“It’s an extensive a 26) ARE DOING BUSINESS tours.

By pairing with state which great for our clients, as it allows us to provo AS YOU ONis FACEBOOK? AdWorks, she cansays. assure them a variety of options,” Vanessa Sheclia reach estimates that probably 99%theof widest repeat possible and refera though, she guides with her cl which she says comes down to a simple but impac “Realthe estate brings out chase the te philosophy: “Don’t chase commission, Phone 310-734-1440 | Fax 310-734-1440 strive to educate my clients w relationship. Our clients become our family,” she sa transaction.”

“Understanding what the clients hobbies, desires, mag@topagentmagazine.com | www.topagentmagazine.com dreams are, and not just being superficial, really get No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Topvalues Agent are also reflected These to know our clients is what sets us apart.”

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published buyers, where she takes great materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. to their dream homes.

“I to putp Getting to know her clients personally extends To subscribe or change address, send inquiry to mag@topagentmagazine.com. effort intoinbuilding trust,” she clients, as well. Vanessa stays touch with perso Published in the U.S. part of my career.

There’s calls and texts, and says she contacted every past cln than helping a first time buye when the pandemic happened to check in. “I’m 2

letting them know that I’m there for them no ma Outside ofopenness real estate,isDomini Top Agent Magazine what,” she says. Her honesty and also so nity to service her community thing she uses with current and potential clients. “ ®

mailto:mag@topagentmagazine.com

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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 Top Agent Magazine

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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ANGELA LUTZI DELLATORE When Angela Lutzi Dellatore was a little girl, she played “real estate agent” with her sister instead of “house.” That’s how sure she was that someday, she’d go into the industry. “My parents were always buying & selling real estate, so we had these giant MLS books to look at,” she recalls. “I loved it.”

Interestingly, she did not immediately get her license. “I received a design degree from Pratt Institute and worked as a designer in NYC. I enjoyed the work, but I missed being surrounded by people, so, I returned to school to pursue psychology and became a counselor,” she states. “That career fed my desire to connect, to encourage, to frankly be of some help to those who came to me with their struggles.

It also made me appreciate on an entirely new level how incredibly diverse and beautiful we all are, and how much our struggles ultimately make us better for them.”

Two careers later, Angela became a private practice psychotherapist in Pennsylvania for 15 years. After her two children finished high school, she decided to make a major career change. “I met my husband, Scott, and we moved to Bonita Springs, Florida, where I obtained my real estate license,” she says. “After he joined me at the agency, we obtained brokers’ licenses and we now oversee a team of six agents at our own boutique agency, The Dellatore Group.” Their territory covers in and around the Naples area, including Bonita Springs and Ft. Myers.

client appreciation event at my community country club, which everybody loves,” she says.

A premiere agent with Zillow, Angela assures that her clients’ listings are prominently featured all over the world. They also market properties via their own website and through postcard campaigns, which she says are very effective.

Angela and Scott make custom-tailored listing presentations which include comparable sales in the community & a sales price, as they are very familiar with what’s selling in the area. After clients sign a listing agreement, “We prep the home, sometimes with staging, so we can have someone come in to professionally photograph and video the home and grounds,” she says. “We will always feature the most appealing image as our introduction photo, which is so important. I’ve had people buy homes without ever having travelled to them in person.”

Angela does what she does for the relationships she builds. “Living here and helping people on their new journeys has been a blessing,” she says. “We love everything about Bonita, from the fantastic weather year-round to the phenomenal food, but mostly, it’s the people who we have had the great fortune to meet and become friends with.”

As for future plans, Angela hopes to expand by bringing in like-minded agents. “We only want people who share similar values,” she says. “Our dream is to build a team of 15-20 agents who truly understand the meaning of superb customer service.”

According to Angela, their business is at least 85% repeat and referral clientele because, “we’re very attentive to our clients, enabling each transaction to move through as smoothly as possible,” she says. “We’re also freakishly responsive. When a client calls or needs information, we are right there.” Angela adds that her psychology background enables her to diffuse any stress or anxiety her clients may be experiencing.

To stay in touch with her clientele, Angela sends out emails at least once a month to check in. In addition, she mails out holiday and special event cards. “We also hold an annual 6

To learn more about Angela Lutzi Dellatore, email angela@thedellatoregroup.com, visit her website here, or call (239) 675-9464 Copyright Top Top Agent Agent Magazine Magazine

John Milz is proud to congratulate

ANGELA LUTZI DELLATORE

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

John Milz | Mortgage Originator | NMLS #1061197 O: 239-676-3246 | C: 239-248-0163 jmilz@GoldStarFinancial.com Gold Star Mortgage Financial Group, Corporation | NMLS #3446 3301 Bonita Beach Rd., Suite 112| Bonita Springs, Florida 34134

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 10

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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RICK HASKINS Top Agent Magazine

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RICK HASKINS Top Agent Rick Haskins has a team of 54 agents throughout Florida working under the Vacasa name.

Rick Haskins’ real estate journey started from an unexpected place. “I was the pool guy for Key West Vacation Rentals; they were my biggest client,” he says. “When they came up for sale in 2012, part of purchasing the company was that I needed to get my real estate license.

So I like to say I got my real estate license by accident!”

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Accident or not, things quickly fell into place.

“We took [the company] from 60 homes up to over 200, and there was just a natural flow of leads coming from my current owners [which] took me to the top of the vacation rental and investment market in Key West.” The end of this year will mark Rick’s seventh year in real estate. Today, he has a team of 54 agents Top Agent Magazine

throughout Florida working under the Vacasa name. In April, Vacasa will be incorporating agents from the Wyndham company, bumping the team up to 225. Besides the state of Florida, Rick also helps run Vacasa real estate in South Carolina and Alabama. “A short Top Agent Magazine

period of time in real estate, but I think I’ve made the most of it!” he says.

Rick says that he sees about 70% repeat and referral rate, and that’s just on a personal level.

He says he’s helped the same clients buy and 13 Copyright Top Agent Magazine

“I think that a lot of my peers are not still hungry. I’m only six years in and I’ve had a lot of success. I really love what I do; it doesn’t feel like work. I don’t have an off button. I don’t know anybody else who loves it so much, who does it simply for the sport.” sell multiple times. While he jokes that his “entertainment factor” keeps clients coming back, he’s quite serious about his work: “I like to not just make them feel like it, but every time a client calls me, they are the most important thing that’s going on in my life. I’ll take their call 24/7/365. There’s never a time when I say, ‘No, I can’t help you.’ I absolutely love getting people into the house they’re looking for.”

“I think that a lot of my peers are not still hungry,” Rick says. “I’m only six years in and I’ve had a lot of success. I really love what I do; it doesn’t feel like work. I don’t have an off Copyright Top Agent Magazine 14

button. I don’t know anybody else who loves it so much, who does it simply for the sport.”

His love for the business also extends to the clients themselves. “Most of them, when we meet, it becomes a relationship,” he says.

He checks up on them after transactions, but also after hurricanes to make sure everyone is okay. In less stressful times, Rick says he calls and texts clients regularly, even eschewing a CRM in favor of personal calls. “Key West is a small community,” Rick, a Key West native, says. “And I’m not exactly quiet! I see people all the time.”

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Rick markets his listings on all the standard sites reached via their MLS, and, he says, Vacasa is building its own site similar to Zillow, and he also emails rental clients, checking to see if they would consider purchasing a vacation home. And it seems to be working; Rick maintains about a $10 million volume of sales each year, and, he says, it seems to be increasing.

But the highlight of his job isn’t the money.

“That moment,” he says, “when you walk into a house with a client and you can see that’s the one. Because then I know that I get to fight for them to get them into that house.”

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Rick is also deeply involved in his community. He’s on the Board of Directors for the local Association of Realtors® as a treasurer.

He’s also one of the directors of the Key West Wildlife Center and one of its founders. The organization helps rescue and rehab wild birds, as well as provide help for other kinds of wildlife. “That’s one of my passions,” he says of the Wildlife Center. “It’s one of my favorite ways to give back.” He also works with the local police to help people find housing in emergency situations, such as after Hurricanes Michael and Irma, where he helped set displaced people up in his own empty vacation Copyright Top Agent Magazine 15

rentals. When he’s not helping out or working, he loves boating in the area’s beautiful waters.

‘Our goal is to be a recognized name in the real estate business,” Rick says of his plans for the future. He’d like to grow Vacasa’s footprint in

the vacation rental market in the coming years.

But he knows he can’t do it alone. “I have an incredible team. I didn’t get where I am on my own. I surround myself with people who are smarter than me in complementary ways, so we can grow together. Their goals become my goals. I can’t credit anything to myself.”

To learn more about Rick Haskins, please call (305) 916-9020, visit RickHaskins.com, or email rickhaskinskw@gmail.com www.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 18

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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

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JONI ZWICK

Top Agent Joni Zwick of CB Beaches runs a thriving book of business throughout Ponte Vedra and the Jacksonville Beaches.

When you sit down to chat with Joni Zwick about her life, it quickly becomes apparent that you’re speaking to a woman of versatility. Joni started off her career as an Operating Engineer in West Virginia, and spent 9 years operating dozers, loaders, and backhoes on heavy highway projects. Her employer laid her off when she was 4 months pregnant as they hadn’t quite figured out Maternity Leave. Because her husband was a civil engineer they moved a lot!

Joni had lots of experience as a buyer and seller before going into Real Estate full time.

Joni consistently closed between $10 and $16 million a year in transaction volume up until 2017.

In July of 2017 she was diagnosed with Multiple Sclerosis. However, after undergoing a series of experimental, stem-cell therapy treatments, Joni’s health staged a comeback, and in 2019 she was able 20

to close over $11.2 million in transactions. “I’ve figured out how to work within my limits and I have Silvia, my assistant, who not only helps me with my customers, but actually researched and found my 1st Stem Cell therapy for me” Joni tells Top Agent.

She hangs her license at the CB Beaches office.

Joni runs a thriving book of business throughout Ponte Vedra and the Jacksonville Beaches. Joni credits her husband Ed, of 33 years, for being the rock of support behind her career.

If you asked Joni what had the biggest impact on her continued success, she’ll credit her mentor, Mike Ferry. “The Mike Ferry organization has been coaching professional sales people for over 45 years. Sellers want a professional sales person TopAgent AgentMagazine Magazine Copyright Top

to get the job done, in the shortest amount of time, and for the most money, and Mike’s mentorship has equipped me to do this,” Joni explains. “In addition, I always tell my clients the truth. I treat everybody’s money like it’s my own, so that means I have to tell them whether or not I think they are making the right choice.” Clearly this approach resonates with people, as over 80% of Joni’s business comes from repeat clients and their referrals.

When it comes to listing a property, Joni has a proactive approach to getting homes sold. She uses professional photography to create an online campaign. “Those web hits are my 1st showings, so detail is important.” Educating her clients about the home selling process is important to Joni, so she makes sure to provide all of her clients with a pre-listing package that explains everything from the top down.

Joni’s contact with her clients doesn’t end with the close of the transaction. Every month she distributes a professional video to all of her clients & sphere, providing in-depth updates about the market. Also, she makes sure to call all of her database, at least every 6 months, to stay in touch. When she isn’t working, Joni loves to spend her time at the beach. She’s an avid fossilized shark tooth hunter. She loves gardening, or anything to do with dirt, and giving back to her community. She is an active member of the Ponte Vedra Beach Rotary Club, Our Lady Star Catholic Church, and the Multiple Sclerosis Foundation.

With an eye to the future, Joni is excited to carry on working so that she can continue to have a positive impact on her community. “I love my job and what I do. If I wasn’t there, folks might get mediocre service, so I have a responsibility to show up, especially for my past clients. I want to keep doing what I do as long as my services are needed!”

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For more about Joni Zwick, please visit ZwickTeam.com, call 904-910-7607 or email jonizwickpvb@gmail.com www.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

Top Agent Magazine

VANESSA FRANZ BARNES Vanessa Franz Barnes says that she got into real estate “purely by accident.” It was in late 2001 when she and her husband moved back to Osceola County from Atlanta, and Vanessa found that it was tough to find a job in HR recruiting. Her husband suggested she get into real estate. “I had no concept of what that was at the time,” she recalls. She would learn soon though; when she sought employment through a temp agency, she was placed with a real estate firm selling estate homes. After six months, Vanessa was hired on full time, and her employers suggested she get her real estate license. “I said, ‘Well, if you pay for it, sure!’” Vanessa says. “And thus my real estate career was born. It was completely accidental. It wasn’t anything that I was thinking, to go into the real estate industry. And here I am 18 years later, still doing what I love to do.”

Today, Vanessa works with a team, including her husband, a former chiropractor. “It’s great having him there as my life partner as well as my business partner,” Vanessa says. Her team serves Osceola, Orange, Polk, and Lake Counties in Florida. “It’s an extensive area, which is great for our clients, as it allows us to provide them a variety of options,” Vanessa says. She also estimates that probably 99% of repeat and referral, which she says comes down to a simple but impactful philosophy: “Don’t chase the commission, chase the relationship. Our clients become our family,” she says.

“Understanding what the clients hobbies, desires, and dreams are, and not just being superficial, really getting to know our clients is what sets us apart.”

Getting to know her clients personally extends to past clients, as well. Vanessa stays in touch with personal calls and texts, and says she contacted every past client when the pandemic happened to check in. “I’m just letting them know that I’m there for them no matter what,” she says. Her honesty and openness is also something she uses with current and potential clients. “The most important job I have as a REALTOR® is to be Top Agent Magazine

realistic with the client,” Vanessa says, “and to give them the tools that will separate them from the competition.”

This includes providing repair, staging, and inspection services. “This might be the first house they’ve ever sold and they’re looking to [me] as an expert,” she says.

Each client also gets professional photos of their property, as well as virtual walk-throughs.

Helping people is Vanessa’s favorite part of the job. “For me, that’s my heart,” she says. “This is the biggest financial investment someone will undertake in their lifetime, and I take that very seriously. I tell my clients that I treat their money like my money.”

And when it comes to helping people, it’s not just at work. Vanessa is involved with an organization called the Community Hope Center, which provides programbased support to those homeless and living in motels in Osceola County. She sponsors The Mrs. Claus Store that allows children to pick out gifts for their parents.

Vanessa also loves running and spending time with her children.

“For the next three to five years, I’d like to continue to focus on our client relationships and services,” Vanessa says. “I personally don’t see myself having a huge team.

I think I want to keep it small and intimate for our clients and just focus on client experience.”

To learn more about Vanessa Franz Barnes, please visit barnesteamfl.com, email vanessa@barnesteamfl.com, or call (407) 973-2414 www.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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DOMINIQUE SPAUR A lifelong resident of Brevard County, Dominique Spaur has always felt a close connection to her community. Her parents owned two businesses in the area, and she used to contribute to their marketing campaigns. As she grew older, Dominique became a school teacher, but she soon found herself looking for a career that spoke to her passion for entrepreneurship. By then, her father had obtained his real estate license. Inspired by him, Dominique decided to get licensed as well, and she dove into the industry. “I hit the ground running,” she says, “and I’ve been living happily ever after.”

Today, Dominique is a Realtor for the Real Living Mutter Real Estate Group, where she services clients throughout Brevard County and the surrounding areas. Through her compassionate approach and strong networking skills, she has found quick success in the industry.

When listing a property, Dominique offers her clients a wide range of options. On top of mailers and other traditional marketing outlets, she provides a strategic approach to social media advertising and virtual home tours. By pairing with state of the art services such as AdWorks, she can assure clients that their houses will reach the widest possible audience. Through it all, though, she guides with her clients each step of the way.

“Real estate brings out the teacher in me,” she says. “I strive to educate my clients while helping them with a transaction.”

These values are also reflected in Dominique’s work with buyers, where she takes great pride in leading her clients to their dream homes. “I put a tremendous amount of effort into building trust,” she says. “That’s my favorite part of my career. There’s nothing more encouraging than helping a first time buyer find their home.”

Outside of real estate, Dominique cherishes any opportunity to service her community. In particular, she aspires Top Agent Magazine

to shine a light on local businesses, championing the other entrepreneurs in her hometown. “Small businesses are my roots,” she says. “I’m always looking to give back.” She not only promotes giveaways to area restaurants, but also helps arrange community events, such as Easter egg hunts and back to school celebrations.

When she’s not working, Dominique enjoys spending time on the beach with her husband and two children.

She also loves to travel and see the ways in which other people live.

Looking ahead to the future, Dominique has a long list of plans. Most importantly, she is hoping to obtain her Broker’s License in the coming months. But she also wants to further her work in the community, setting up a program for small town meetups that could further strengthen the bonds between the businesses and Realtors around Brevard County.

When Dominique decided to go into real estate, she was hoping to find a compliment for her entrepreneurial spirit. In the process, she wound up tightening her relationship to the hometown she loves, constructing a business model around friendship, education and attentive service. “I’ve built a wonderful network with my clients,” she says. “I can’t wait to grow with them.”

Photos: Samantha Karlen Darling Memories Photography

To learn more about Dominique Spaur email dominiquespaur@gmail.com visit realliving.com or call 321-271-5578 www.

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