FLORIDA 6-1-20

FLORIDA EDITION

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT COVER STORY

CIBIE CAHUR

From Chaos To

CONTROL

CONVERTING INTERNET LEADS TO REAL LIFE SALES

FEATURED AGENTS

MARY ALICE LUNDY HOPE WEBB

FLORIDA EDITION

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CIBIE CAHUR

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MARY ALICE LUNDY

CONTENTS 4) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

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HOPE WE

Hope Webb w Georgia-Pacific chain and purch a new challenge A friend sugge hand at real est by the prospect, earn her license HOPE WEBB ticing part-time of success my first year,” she rememb the flexibility of being my own boss. I ever since.” Now, five years later, Hop tation for her responsiveness, superl and personal touch.

Today, Hope spearheads her work un

15) A STEP-BYAmy22) CopeFROM SouthernCHAOS Properties, LLC, STEP GUIDE TO tightknit of two and counting. Fro TO team CONTROL CONVERTING in Perry, she serves clients across the T INTERNET LEADS surrounding region, just south of Talla TO REAL LIFE SALES most often pairs alongside residential b

she has also carved out a name for h with commercial properties and local i a significant contingent of her busin repeat and referral clientele who trust and proven track record. “I’m very re Phone 310-734-1440 | Fax 310-734-1440 clients know they can reach me at an mag@topagentmagazine.com | www.topagentmagazine.com follow-up and I go above and beyond f No portion of this issue may be reproduced in any manner whatsoever without prior the consent of the publisher.

Top Agent details, like scheduling inspectio Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published and I do everything I can to take the materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. buying and selling property. I try to m To subscribe or change address, send inquiry to mag@topagentmagazine.com. as possible for my clients, and that’s w Published in the U.S. come back to me.”

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When listing Top properties, Hope allies Agent Magazine ophy, and begins by consulting with s their goals, timelines, and anticipate

mailto:mag@topagentmagazine.com

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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CIBIE CAHUR

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Cibie Cahur has earned her ever-growing reputation as a trusted real estate advocate for anyone looking to buy or sell in Florida’s Martin and Palm Beach Counties.

Top Agent Cibie Cahur, Lead of Keller Williams’ The Cahur Group in Jupiter, Florida – is a dedicated, honest and knowledgeable Realtor who has built her thriving business on a foundation of integrity. With her impressive work ethic and 8Copyright Top Agent Magazine

obvious concern for the well-being of every one of her buyers and sellers, Cibie has earned her ever-growing reputation as a trusted real estate advocate for anyone looking to buy or sell in Florida’s Martin and Palm Beach Counties.

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Cibie began working as a Realtor following a lengthy career in human resources for an aerospace engineering company, where she gained a wealth of skills regarding human interaction and service that perfectly positioned her for a career working with real estate clients. Stepping away from that job to raise a family in 2007, she decided to give real estate a try in 2014. “When Top Agent Magazine

I was ready to go back to work, real estate made perfect sense to me because I had always loved it,” she recalls, “and I knew I could transfer the skills I’d learned over to real estate and that would help me service my clients properly.”

Cibie found success almost immediately, and though she had initially intended to work as Copyright Top Agent Magazine9

Cibie, who was born in Peru and raised in Canada, is fluent in English, French and Spanish, a fact that helped her build an extensive, multi-cultural client base. a Realtor part-time, she soon discovered that real estate – if done correctly – is a full-time endeavor. Cibie, who was born in Peru and raised in Canada, is fluent in English, French and Spanish, a fact that helped her build an extensive, multi-cultural client base. Originally functioning as a solo agent, Cibie’s business Copyright Top Agent Magazine 10

grew to a point that necessitated a team, and she currently oversees a group of seven equally dedicated and hard-working agents who share her client-first business ethos.

If pressed to choose one word to describe Cibie’s approach to working with buyers and Top Agent Magazine

sellers, that word would have to be exceptionalism. The gratitude her clients feel for her are best made evident by her perfect, fivestar overall rating in Zillow.com, comprised of scores of glowing testimonials. Reads just one of these: “We have bought and sold multiple properties (investment and personal) Top Agent Magazine

over the past 5 years and Cibie has to be by far the best Realtor we have had the pleasure of working with. She is very knowledgeable about the palm beach gardens area, extremely professional, responsive, and had great communication throughout the process. I would highly recommend her.�

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Other factors that come into play when assessing Cibie’s successful career would include thorough, intelligent marketing and strong negotiation skills, both of which translate into fast sales for top dollar, not to mention happy clients. Her egalitarian approach is another. “Every client gets the same excellent service, regardless of the property’s price point. Energetic, affable and down-to-earth, Cibie is a night owl who frequently takes late night

calls from clients when they need reassurance, a rarity in a business that is too frequently treated as a nine-to-five gig.

“I love dealing with people,” says Cibie, her sincerity apparent, when asked what she enjoys most about what she does. “Working with people to help them achieve a goal, and then seeing them happy when they do, is incredibly rewarding to me.”

For more information about Cibie Cahur, please call 561-401-5758 or email CibieCahur@kw.com

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Top Agent Magazine

Wanda McAlees is proud to congratulate

CIBIE CAHUR

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

WANDA McALEES

Mortgage Loan Originator | NMLS #334631 Office: 561-627-8850 | Cell: 561-371-8144 wanda@wandamcalees.com 3307 Northlake Blvd, Suite 103, Palm Beach Gardens, FL 33403

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Christina Cutolo is proud to congratulate

CIBIE CAHUR

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

CHRISTINA CUTOLO Mortgage Loan Officer | NMLS 180729 M: 561.713.8740 | D: 561.902.3178 christinac@myccmortgage.com christinamortgages.com www.

169 South Congress Ave, Suite 100, Delray Beach, FL 33445 Branch NMLS1623515 | Company NMLS3029

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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.

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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 signups. 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

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

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 16

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 modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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MARY ALICE LUNDY Top Agent Magazine

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MARY ALICE LUNDY

Mary Alice is a broker associate for Jacksonville Realty & Financial Services, Inc., serving the Northeastern region of Florida.

Mary Alice Lundy is a multifaceted real estate professional and entrepreneur. Her background as a business owner and experience owning and managing rental properties since the 1980’s uniquely qualifies her for sales and brokerage, but she actually started her real estate career in lending. She obtained her mortgage broker’s license in 2003. Many of the contracts she received from agents were full of errors, which led her to take a real estate course to learn more about the industry. Fast forward to 2006 when someone contacted her to list a commercial building and vacant lot, that is when she launched her career as a residential and commercial agent. Today, Mary Alice works as a Broker Associate for Jacksonville Realty & Financial Services, Inc., serving the Northeastern region of Florida.

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One of Mary Alice’s favorite aspects of residential real estate is working with first-time home buyers and sellers. “I think one of my strengths is explaining and guiding from the offer to the closing table and after. Customers have a welllaid-out plan when they work with me. There are no surprises.” Many of her customers are sent by referrals or are repeat business. She is well equipped to handle first time home buyers with her mortgage background as well as her seasoned buyers and sellers. She stays in touch with as many people as possible via phone calls, cards, emails, and more, and prides herself on her ability to form lasting relationships.

Communication is vital to allow her to successfully market her listings. She has listed a myriad of property types including beautiful Copyright Top Agent Magazine

oceanfront homes to quaint cottages, industrial warehouses and other various commercial properties and works with professional photographers to stage and show homes in an appealing, attention-grabbing way. Mary Alice’s vast knowledge and decades of experience in the transportation industry has also allowed for her to branch into the industrial sector of commercial real estate, where she collaborates with the Bumgarner Industrial team of Colliers International, as well as with Real Estate Attorney Ian A. Brown and Brown Brothers Realty.

Mary Alice’s relationships extend into her community. She is passionate about giving back. She contributes to donation drives that serve local area schools and other organizations. “A giving spirit is in my DNA. I have a soft spot for people in need, especially children. One of my favorite charities happens during the holiday season. We’ve sent new toys, supplies, and clothing to a sponsored orphanage in the Philippines.

I find it so fulfilling.” Mary Alice volunteers when she can, balancing it with work as well as personal responsibilities. Family is a top priority when she isn’t navigating the real estate world with customers. Mary Alice enjoys traveling and spending time with her family, especially her four young grandchildren.

As for the future, Mary Alice is considering her options. She obtained her MBA from Jacksonville University in 2013 and recently acquired her Broker’s license and may explore additional business opportunities. “I’m considering if I want to open a Brokerage of my own, or stay where I am.

The possibilities are limitless. I truly love real estate and can’t imagine doing anything else.”

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To learn more about Mary Alice Lundy, please email maryalicelundy@gmail.com; check her out on Zillow, Facebook , Instagram, and Jax Realty, or call (904) 759-4366 Copyright Top Agent Magazine 19

Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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

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From Chaos to Control

By Barry Eisen

Below are 24 great ideas designed to give you back your time and life.

Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more.

1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too.

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it.

3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be).

• It will be important. Put it in its home (where it’s supposed to be).

• It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar.

First, keep track of the usual calendar events: birthdays, and appointments.

Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars.

6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask.

Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track.

8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it.

9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities.

11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity.

12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day.

Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t 24

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already an agenda, propose talking points to squeeze more value out of the meeting.

13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find.

15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder.

• Set rigorous anti-spam settings to block unwanted email from reaching your inbox.

• Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file).

17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message.

18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type.

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy.

20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles).

22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch.

23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 26

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HOPE WEBB Hope Webb was working with Georgia-Pacific in the supply chain and purchasing sector when a new challenge presented itself.

A friend suggested she try her hand at real estate, and intrigued by the prospect, Hope decided to earn her license and began practicing part-time. “I enjoyed a lot of success my first year,” she remembers, “and I loved the flexibility of being my own boss. I’ve been doing it ever since.” Now, five years later, Hope has built a reputation for her responsiveness, superlative client care, and personal touch.

Today, Hope spearheads her work under the banner of Amy Cope Southern Properties, LLC, where she heads a tightknit team of two and counting. From her hometown in Perry, she serves clients across the Taylor County and surrounding region, just south of Tallahassee. While she most often pairs alongside residential buyers and sellers, she has also carved out a name for herself in working with commercial properties and local investors. To date, a significant contingent of her business is driven by repeat and referral clientele who trust her transparency and proven track record. “I’m very responsive, and my clients know they can reach me at any time. I always follow-up and I go above and beyond for them. I handle the details, like scheduling inspections and surveys, and I do everything I can to take the guesswork out of buying and selling property. I try to make it as seamless as possible for my clients, and that’s why they refer and come back to me.”

When listing properties, Hope allies a similar philosophy, and begins by consulting with sellers to ascertain their goals, timelines, and anticipate approach. “From there, we develop a marketing strategy tailored to them,” she says. Most every property is equipped with professional photography, and many are bolstered by staging and 3D videography. Of course, all properties and plots enjoy wide distribution across the leading online listing platforms. Because the Taylor County market often has vacant land for sale, she also advertises Top Agent Magazine

in print publications such as Woods & Water, where sportsmen can find their ideal outdoor playground. “I want to be an advocate for our community,” she says.

“Where we are is an untapped part of Florida. We have a lot of beautiful land, wildlife, and serenity. I was born and raised in this community and I want everyone to love it as much as I do.”

Beyond the office, Hope gives back to that community by supporting a range of causes and organizations, including on the board of the Taylor County Chamber of Commerce. She volunteers with many local organizations, completes service projects in town, donates to area sports teams, and sponsors the local second grade class at Steinhatchee School. In her free hours, she most enjoys time spent with her family and loved ones, boating, hunting and fishing, and traveling.

As for the future, Hope intends to keep progress steady as her business continues to thrive. She also intends to develop and expand her team, as well as earn her broker’s license in the years to come. “I love interacting with people,” she says. “There’s nothing more rewarding than handing first-time homebuyers the keys to a house they never thought they’d own, or seeing their kids playing in the yard, or watching someone’s eyes light up and the excitement at the closing table—those are the moments that suck you into this business and keep you here.”

To learn more about Hope Webb email hopehlynn@gmail.com, visit facebook.com/hopewebbrealtor or call (850) 838–7640 www.

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