FLORIDA 6-15-20

FLORIDA EDITION

Things You Can Do to

ANTICIPATE YOUR CLIENT’S NEEDS

BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

FEATURED AGENTS

KATHY CONGDON AB MYRON MIKE PISACRETA GENA TAYLOR

How to SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

CURTIS WARE

FLORIDA EDITION

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KATHY CONGDON

Passionate, hardworking and incredibly knowledgeable, Top Agent Kathy Congdon – of Keller Williams Realty in Palm Harbor, Florida – is a real estate professional of the highest GENA TAYLOR order. A consistent Top Producer who AB MYRON nearly two decades in CURTIS WARE Gena Taylor started out her careerKATHY as CONGDON is approaching Gena is not an age the industry, Kathy has built a stellar gan working in real estate at Clients appreciate a home care nurse. After deciding she AB’s consistency and catering to one specif 16 19 23 reputation as a trusted advocate who consistently d Pam Watt’s urging. Eager communication. a big PISACRETA hand holder,” wanted more out of life, she returned “I’m toMIKE ing after luxurygoes listin abovemy andwhole beyond for her clients, both during and long allenge, AB started out her she says.

“Through process from college with the aim of securing a lawMike Pisacreta began his real with anybody When he is notwho workinc after the transaction is complete. go as a teacher then later was beginning to end, I’m always two steps degree. Unfortunately, before she couldestate career working part-time lessarts. of He thewasprice or a martia es. Her teaching and sales ahead. I tell my clients what to expect next in New York, and he 18 years ago, when he have finish, her husband fell ill and sheKathy hadabout to spend.

Whe began her real so estate career in 2001, following a epared her for the education and walk them through everything thatday it.

Mike has also pick lived in New York.

His job to step back into the work force in order or one a luxury home, I highlywas successful career as the number salesperson working in real estate. “I they’re comfortable.

Then I guide them State. for in sales and marketing for Sunshine to support her family. Her jobnext search ledItsupermarket the respect and the t a national and tate as more educating than to the step. can marketing be anretail, emotional butadvertising his side- firm. “I took some her into the mortgageexperience industry,sowhere make right deci time offtofrom raise recalls Kathy, says. “If you educate your I want any tostress ormy children,” Mikethe enjoys getting line asease an that agent with RE/MAX she AB worked as a loan officer.

Butpeople she does have a se “andthem when I decided to He go back to work, I thought of real real through MYRONfor 18 years MIKE PISACRETA GENA TAYLOR was Mike’s passion. excelled, n’t even have to sell to them. anxiety by telling ahead of time what whether they’re looki winning a Top Producer Award estate, because I’d always had a passion for it.

I loved am was such an incredible expect.”

It was during this timetothat she discovwho have never purc ® first gregarious home, or looking from SIBOR, the Staten Island Board of Realtors . attending open houses.

I also have a very andh ” Last year, after six years of ered her passion for helping young families buy before. “First-time homebuyers says.

“It’s exciting to w Then two years ago, Mike retired from supermarket Pam, AB decided to start her When marketing listings, AB says, “My type-A personality, somy I thought it would be a good fit.” their first homes. While working as aher loan officer favorite, even when I did mor CONTENTS and help them determ retail and relocated to Florida to pursue his dream of husband Brent Myron joined her, along is, I don’t care if is a $50,000 condo oraadifferent type of appreciati Gena also philosophy spent 10 years teaching theit “First Time have working in real estate full-time, first with Century 21 life is going to be. I ge e Caitlyn Blosser and another friend, million-dollar home on the “A beach, I treat themout, withis quite good fit,”allit ofturns understatement. friends with and stay c Homebuyers and S.H. I. P.” program for Hernando who’s owned aan house before.

I like and now with RE/MAX. The move hasYOUR proved even 17) PROFESSION 4) Group HOWwas TOborn.

SPEED FIRST-TIME , and The Myron Her UP equal value. Everything I doCurrently for thatTURNING million-dollar beach overseeing an equally dedicated and hardmore successful than Mike haveproperty hoped, andfor hethe right person.”

County, Genalistings.” came toThis the conINTO Acould PASSION HOMEBUYER TRANSACTIONS en Edwards and Mike Williamson with Florida. home, Eventually I do for my other includes profesworking team of agents and in support staff, Kathy has built has been named Top Lister and Top Producer each clusion by photos, going into real estate she could nects were extremely helpful with the that sional drone footage if necessary, and 3D tours a thriving business a foundation of honesty of the three months he has been with hisbased currenton office. ® crucial to give bac better serve youngShe families find their first For Gena, it’s 20) BE THEIR REALTOR 13) THINGS YOU CAN DO forthose everyTO listing. also produces professional high-end and integrity, a business ethos that sustained her even home, while still being able to walk them through nity, which is why she’s invo brochures and feature sheets for every listing. and notorious St. Augustine, as well asdownturn during of very the last ANTICIPATE YOUR CLIENT’S Mike serves Jacksonville FOR the LIFE: HOWeconomic TO BUILD MAX Connects,NEEDS The Myron Groupthe serves mortgage process,thesosurrounding she decided the emphasis localAfter children’s charities.

And areas ofmake northeast Florida. decade.

Kathy’s on just developing long-lasting A to RELATIONSHIP WITH heast Florida but concentrates mostly in AB’s community involvement comes in many forms, but two years in the area, about half of Mike’s business switch. She currently works as a real estate CLIENTS agent busy giving back, sheinto loves to relationships with her clients has translated a busiYOUR THAT WILL comes from repeat and referral clients.

“I’ve gotten a the biggest of all may be the home improvement show the nty, including all of St. Augustine.

AB that is based inher large part upon returning through Coldwell Banker, F.I. Greyness & Son. grandchildren.

Most ofclients all sh LAST A LIFETIME lotputs of really great year. reviews my clients,” Mike says, n the area, and she points to its rapid Myron Group on every It isfrom free to the commuand referrals, perhaps the most accurate barometer herclients granddaughter play soccer.ofS short30 time I’veindependent been here I have who gn that St. Johns County is thriving. “It’s nity, and free“and to in thetheover local vendors excellent customer service the highly competitive As someone who hashave a great rate ofback repeat andwithfish, andinspend time relaxing with not only come work me again, she invites to participate.

“We goof allto out promoting it,” but ps in bounds, with over 300 people per world real estate. referral clients, Gena’s secret is simply good their dogs. have also become personal friends.”

Phone 310-734-1440 she310-734-1440 says. “We make brochures, put up signs, advertise, here.” AB cites the reasonable cost of| Fax communication.

“I keep in constant contact with axes, the pleasant climate, and the great and we get sponsors involved too.” mag@topagentmagazine.com | www.topagentmagazine.com “Awith lot of theclients loyaltyis my customers show me has to do Staying in touch past to Gena everyone,” she says. And communication is a skill Inimportant the future wants to furthe s as reasons why St. Johns County is a with the fact that they know I’m honest,” says Kathy, Mike’s approach.

He checks in via phone call, email, No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent she utilizesWhen all throughout the process.

“You have of agents.

Her main mission this call home. she isornot working, AB loves exercising with her to seeprecautions how they asked are taken doing. marketing hisof published when why her clients continue to return and refer Magazine is published by Feature Publications GA, Inc.text Although are toWhen ensure the accuracy in the neighborhood orexpressed at the media dog park, to takecannot thedogs time really listen to uses what your areading, team that will be specifically listings, social to reach the materials, Top Agent Magazine be heldtoresponsible forMike opinions orclient facts supplied by itswidest authors. new clients to her.

“I’m a straight shooter, and I alwaysin % of the Myron Group’s business comes watching her husband cook up a delicious meal and audience possible.

Hesure uses theknow Megaphone saying soinquiry that you can understand more ofthey what advertising, an area she wants to e To subscribe or changeis address, send to mag@topagentmagazine.com. make exactlyapp howtothe transaction process d referral customers.

“That is U.S. my bread and keeping up with her son Eli and daughter Faith. push listings to social media, including Facebook, Published in the somebody is looking for. Always will be available to toshe can from reachstart more people.

But work and what expect, to close.”

Kathy ys. She is closely tied to the community, Instagram, and Twitter. speak with your clients. Listeninghas andalso communiexcitedherself to continue engenderedthing, loyaltyshe’s by making and her her neighborhood for 20 years. She also In the future, AB plans to strengthen her team. “I want 2 Top Agent Magazine cation are us thetotwo most important factors that of can properties for her clients, and network contractors and vendors available to deriv her goal is tovast make easier for clients to stay in touch with past clients, whether grow Mike’s our knowledge, and itremain in his touch withto naviclients for as long as they need them, even many years make you successful this And it’s somehappiness that it brings them. “I thebusiness. process buying orto selling. people buy exting, or calling to check in and see how our existingingate customers andofcontinue give “When them great

CURTIS WARE

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

Top Agent Magazine

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CURTIS WARE

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CURTIS WARE “I think of it as an honor to help my clients, for me, customer service is the most important element of my job.”

Top Agent Curtis Ware – of Keller Williams’ The Ware Group in Sarasota, Florida – is a highly professional, dedicated Realtor with a stellar reputation for getting homes sold 8Copyright Top Agent Magazine

quickly and for top dollar. With a focused, solid work ethic and a wealth of industry knowledge, Curtis is committed to providing his many grateful buyers and sellers in Top Agent Magazine

while still in college in Minnesota. “I’d met an agent here in Florida when I was still in high school,” he recalls, “and I thought real estate sounded like a great career. So, when I graduated, I came back to Sarasota, started interning for him, and eventually got my license.” Since then, Curtis has built a thriving career based on a foundation of honesty, integrity and a commitment to going above and beyond for his clients.

Currently, a significant portion of Curtis’ considerable business is based upon referrals and positive word of mouth, an impressive achievement in the highly competitive world of real estate. “I think of it as an honor to help my clients,” he says, when asked how he manages to inspire so much loyalty and trust amongst those he works with. “For me, customer service is the most important element of my job.” Additionally, in an industry where the chief customer complaint is a lack of communication during the transaction process, Curtis has committed himself to constantly keeping his buyers and sellers informed every step of the way.

“I’ll even call them when there is nothing new to report, instead of just leaving them wondering what’s going on.” both Sarasota and Manatee Counties with top-notch, concierge-style customer service that keeps his customers returning and referring friends and family.

Curtis began his real estate career in 2013, after developing an interest in the industry Top Agent Magazine

Evidence of Curtis’ thorough and professional approach can be found on Zillow. com, on which site he holds a perfect overall five-star rating comprised of scores of glowing testimonials, including this one: “Curt is extremely knowledgeable and extremely professional Realtor who is Copyright Top Agent Magazine9

Curtis’ plan for the future is fairly simple: to continue growing his already booming business, while sacrificing none of the unparalleled customer service that has long been his calling card. accessible all times of the day and night. This is our second experience working with him and I would recommend him highly. Plan to use him again for upcoming purchase as he represented us very well.�

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There are many other reasons for Curtis’ success, chief among them being exceptional negotiation skills and intelligent, comprehensive marketing strategies. These strategies include high-quality professional Top Agent Magazine

photography, virtual tours and drone photos that ensure each listing is shown in its best light, and a vast network of potential buyers and other agents that make certain every property is seen by as many potential buyers Top Agent Magazine

as possible. Curtis’ listings never linger on the market, and happy clients are the result.

When not working, Curtis gives back to his community through a variety of charitable Copyright Top Agent Magazine 11

organizations, including his involvement as a real estate advisor for the Siesta Key Association, and via donations to deserving non-profit organizations.

Curtis’ plan for the future is fairly simple: to continue growing his already booming business, while sacrificing none of the unparalleled customer service that has long been his calling card.

For more information about Curtis Ware, please call 941-587-9122 or email CurtWare@gmail.com Copyright Top Agent Magazine 12

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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 14

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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KATHY CONGDON Passionate, hardworking and incredibly knowledgeable, Top Agent Kathy Congdon – of Keller Williams Realty in Palm Harbor, Florida – is a real estate professional of the highest order. A consistent Top Producer who is approaching nearly two decades in the industry, Kathy has built a stellar reputation as a trusted advocate who consistently goes above and beyond for her clients, both during and long after the transaction is complete.

Kathy began her real estate career in 2001, following a highly successful career as the number one salesperson for a national marketing and advertising firm. “I took some time off from that to raise my children,” recalls Kathy, “and when I decided to go back to work, I thought of real estate, because I’d always had a passion for it. I loved attending open houses. I also have a very gregarious and type-A personality, so I thought it would be a good fit.”

“A good fit,” it turns out, is quite an understatement.

Currently overseeing an equally dedicated and hardworking team of agents and support staff, Kathy has built a thriving business based on a foundation of honesty and integrity, a business ethos that sustained her even during the notorious economic downturn of the last decade. Kathy’s emphasis on developing long-lasting relationships with her clients has translated into a business that is based in large part upon returning clients and referrals, perhaps the most accurate barometer of excellent customer service in the highly competitive world of real estate.

“A lot of the loyalty my customers show me has to do with the fact that they know I’m honest,” says Kathy, when asked why her clients continue to return and refer new clients to her. “I’m a straight shooter, and I always make sure they know exactly how the transaction process will work and what to expect, from start to close.” Kathy has also engendered loyalty by making herself and her vast network of contractors and vendors available to her clients for as long as they need them, even many years after they have purchased their home.

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There are many other factors that come into play when assessing Kathy’s success story – one that grows exponentially year after year – and chief among them would be her marketing prowess. Utilizing the skill set she acquired in her previous career, and with the help of a dedicated full-time social media specialist, Kathy’s listings tend to sell for a higher price than most of her competitors, and faster as well. Professional photography and staging ensure each property is shown in its best light, and deft utilization of the internet and a wide variety of social media platforms make certain they are seen by as many potential buyers as possible. This, alongside her expert negotiation skills, has resulted in her recent ranking as one of the Top 100 Realtors in all of Florida’s Pinellas County.

When not working, Kathy is involved in many different charitable endeavors, including an annual 100-mile bike ride to raise money to fight multiple sclerosis, among other philanthropic efforts.

When asked what advice she might have for up-andcoming agents, Kathy grows thoughtful for a moment before replying. “I’d tell them to follow their passion,” she says. “If you love the business, and if you treat your clients the way you want to be treated, the money will follow. That’s the secret to success in this industry.”

For more about Kathy Congdon, please call 727-409-3521 or email Kathy@KathyCongdon.com 15 Copyright Top Agent Magazine

AB MYRON AB Myron began working in real estate at her close friend Pam Watt’s urging. Eager for a new challenge, AB started out her career years ago as a teacher then later was in medical sales. Her teaching and sales background prepared her for the education component of working in real estate. “I look at real estate as more educating than selling,” she says. “If you educate your clients, you don’t even have to sell to them.

My partner Pam was such an incredible mentor to me.” Last year, after six years of working with Pam, AB decided to start her own team. Her husband Brent Myron joined her, along with her niece Caitlyn Blosser and another friend, Dimple Smith, and The Myron Group was born. Her Brokers, Carmen Edwards and Mike Williamson with RE/MAX Connects were extremely helpful with the transition.

As part of RE/MAX Connects, The Myron Group serves all of the Northeast Florida but concentrates mostly in St. Johns County, including all of St. Augustine. AB loves living in the area, and she points to its rapid growth as a sign that St. Johns County is thriving. “It’s growing in leaps in bounds, with over 300 people per day moving here.” AB cites the reasonable cost of living, lower taxes, the pleasant climate, and the great school systems as reasons why St. Johns County is a great place to call home.

Well over 80% of the Myron Group’s business comes from repeat and referral customers. “That is my bread and butter,” AB says. She is closely tied to the community, having lived in her neighborhood for 20 years. She also makes an effort to stay in touch with past clients, whether via postcards, texting, or calling to check in and see how they are doing. She takes care to personalize her interactions with her clients, such as sending small gifts she knows they will enjoy.

Clients appreciate AB’s consistency and communication. “I’m a big hand holder,” she says. “Through my whole process from beginning to end, I’m always two steps ahead. I tell my clients what to expect next and walk them through everything so that they’re comfortable. Then I guide them to the next step. It can be an emotional experience so I want to ease any stress or anxiety by telling them ahead of time what to expect.”

When marketing her listings, AB says, “My philosophy is, I don’t care if it is a $50,000 condo or a million-dollar home on the beach, I treat all of them with equal value. Everything I do for that million-dollar beach home, I do for my other listings.” This includes professional photos, drone footage if necessary, and 3D tours for every listing. She also produces professional high-end brochures and feature sheets for every listing.

AB’s community involvement comes in many forms, but the biggest of all may be the home improvement show the Myron Group puts on every year. It is free to the community, and free to the over 30 local independent vendors she invites to participate. “We go all out promoting it,” she says. “We make brochures, put up signs, advertise, and we get sponsors involved too.”

When she is not working, AB loves exercising with her dogs in the neighborhood or at the dog park, reading, watching her husband cook up a delicious meal and keeping up with her son Eli and daughter Faith.

In the future, AB plans to strengthen her team. “I want us to grow our knowledge, and remain in touch with our existing customers and continue to give them great service, and friendship,” she says. “I have such a passion for real estate, because no customer or transaction is ever the same. I’m always learning, and I love that challenge.”

To find out more about AB Myron, call 904-445-0718, email ab.myron@remax.net, or visit remax.com/real-estate-teams/myron-group-st-augustine-fl/102057766 www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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MIKE PISACRETA Mike Pisacreta began his real estate career working part-time about 18 years ago, when he lived in New York. His day job was in sales and marketing for supermarket retail, but his sideline as an agent with RE/MAX was Mike’s passion. He excelled, winning a Top Producer Award from SIBOR, the Staten Island Board of Realtors®.

Then two years ago, Mike retired from supermarket retail and relocated to Florida to pursue his dream of working in real estate full-time, first with Century 21 and now with RE/MAX. The move has proved even more successful than Mike could have hoped, and he has been named Top Lister and Top Producer in each of the three months he has been with his current office.

When he is not working, Mike likes to practice martial arts. He was a martial arts instructor when he lived in New York, and he has always had a passion for it. Mike has also picked up golf since moving to the Sunshine State.

Mike enjoys getting to meet all different kinds of people through real estate. “Everybody needs help, whether they’re looking to sell, looking to buy their first home, or looking to buy their dream home,” he says. “It’s exciting to work with different personalities and help them determine what the next stage of their life is going to be. I get to meet people I end up being friends with and stay connected for a long time.”

Mike serves Jacksonville and St. Augustine, as well as the surrounding areas of northeast Florida. After just two years in the area, about half of Mike’s business comes from repeat and referral clients. “I’ve gotten a lot of really great reviews from my clients,” Mike says, “and in the short time I’ve been here I have clients who have not only come back to work with me again, but have also become personal friends.”

Staying in touch with past clients is important to Mike’s approach. He checks in via phone call, email, or text to see how they are doing. When marketing his listings, Mike uses social media to reach the widest audience possible. He uses the Megaphone app to push listings to social media, including Facebook, Instagram, and Twitter.

Mike’s goal is to make it easier for his clients to navigate the process of buying or selling. “When people buy or sell real estate, they will always have an emotional reaction,” he says. “It’s almost impossible to take the emotion out of it when you’ve lived in a home for 15 or 20 years. So having a professional there to take the emotion out of it and help them along the way is big.”

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To find out more about Mike Pisacreta, call 347-962-5947, visit mikepsellsjax.com or email mikepisacreta@gmail.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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GENA TAYLOR Gena Taylor started out her career as a home care nurse. After deciding she wanted more out of life, she returned to college with the aim of securing a law degree. Unfortunately, before she could finish, her husband fell ill and she had to step back into the work force in order to support her family. Her job search led her into the mortgage industry, where she worked for 18 years as a loan officer.

It was during this time that she discovered her passion for helping young families buy their first homes. While working as a loan officer Gena also spent 10 years teaching the “First Time Homebuyers and S.H. I. P.” program for Hernando County, Florida. Eventually Gena came to the conclusion that by going into real estate she could better serve those young families find their first home, while still being able to walk them through the mortgage process, so she decided to make the switch. She currently works as a real estate agent through Coldwell Banker, F.I. Grey & Son. As someone who has a great rate of repeat and referral clients, Gena’s secret is simply good communication. “I keep in constant contact with everyone,” she says. And communication is a skill she utilizes all throughout the process. “You have to take the time to really listen to what your client is saying so that you can understand more of what somebody is looking for. Always be available to speak with your clients. Listening and communication are the two most important factors that can make you successful in this business. And it’s something you have to work at, you can’t just expect it to come to you.”

Gena is not an agent motivated by catering to one specific market, or pining after luxury listings. “I will work with anybody who calls me, regardless of the price or how much you have to spend. Whether it’s a trailer or a luxury home, I give everybody the respect and the time they need to make the right decision for them.”

But she does have a soft spot for those who have never purchased a property before. “First-time homebuyers have always been my favorite, even when I did mortgages. They just have a different type of appreciation than someone who’s owned a house before. I like to find the right property for the right person.”

For Gena, it’s crucial to give back to the community, which is why she’s very involved in different local children’s charities. And when she’s not busy giving back, she loves to spend time with her grandchildren. Most of all she loves watching her granddaughter play soccer. She also loves to fish, and spend time relaxing with her husband and their dogs.

In the future Gena wants to further grow her team of agents. Her main mission this year is to set up a team that will be specifically in charge of online advertising, an area she wants to expand in so that she can reach more people. But more than anything, she’s excited to continue finding the right properties for her clients, and deriving joy from the happiness that it brings them. “I love to hand the key to someone and watch the look on their face as they enter their new home,” she says.

To learn more about Gena Taylor, email gena@cbfigrey.com, visit movewithgena.com/home-value, or call (727) 457–3738 www.

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