FLORIDA 6-29-20

FLORIDA EDITION

A Step-by-Step Guide to

CONVERTING INTERNET LEADS TO REAL LIFE SALES Why Millennials Are Now

THE HOTTEST SEGMENT OF THE BUYERS MARKET

6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR COVER STORY

FEATURED AGENTS

DENNIS & TERRI KOTASKA

SUZANNE VASBINDER

FLORIDA EDITION

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SUZANNE VASBINDER

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DENNIS & TERRI KOTASKA

CONTENTS 4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR 13) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

18) EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH 22) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

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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 6

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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SUZANNE VASBINDER Top Agent Magazine

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Suzanne Vasbinder has always been interested in real estate. Her friends, noting her passion for the housing market and her caring personality, suggested that she explore getting her license. So she did. “I haven’t looked back,” Suzanne says.

Currently, Suzanne is an agent with eXp Realty, where she and her team service 8Copyright Top Agent Magazine

clients throughout Southwest Florida.

Leaning on her over eight years experience in the industry, Suzanne has developed a winning reputation for outstanding service in the area, with the vast majority of her volume coming from either repeat clients or referrals. On top of that, she has reached ICON Agent status with eXp Realty, a title only given to Top Agent Magazine

Suzanne Vasbinder and her team service clients throughout Southwest Florida at eXp Realty where she has reached ICON Agent status with eXp Realty, a title only given to elite agents who have achieved an exceptional sales volume while exemplifying eXp’s core values. elite agents who have achieved an exceptional sales volume while exemplifying eXp’s core values. “We all work as a team,” she says. “I make sure that every piece of the transaction is coordinated in a professional manner.”

provides not only professional photography, aerial photography and videography, but also a partnership with a marketing firm, which ensures that a given property can reach an international audience of potential buyers. In fact, Suzanne has even had her listings appear in the New When listing a house, Suzanne offers her York Times, Wall Street Journal and Robb clients a comprehensive strategy. She Report. On top of these outlets, she shares Top Agent Magazine

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her listings through the eXp Realty network which is known for its cloud-based platform and cutting edge technology.

Most importantly, Suzanne prioritizes client satisfaction above everything else.

For sellers, she guarantees the sale of their home, or she and her team will buy it. Meanwhile, for buyers, Suzanne promises to help sell their house for free if they are unsatisfied with their purchase. “I’m Copyright Top Agent Magazine 10

always looking out for my clients’ best interests,” she says. “I fight for them.”

Because of her compassion, Suzanne develops close bonds with all her clients, oftentimes becoming friends with them in the process. As a result, she continues to provide service and guidance long after the deals are done. “Friendship happens organically in real estate,” she says. “After all, it’s a relationship-driven business.”

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Suzanne prioritizes client satisfaction above everything else. For sellers, she guarantees the sale of their home, or she and her team will buy it. Meanwhile, for buyers, Suzanne promises to help sell their house for free if they are unsatisfied with their purchase.

“I’m always looking out for my clients’ best interests,” she says.

Outside of her career, Suzanne strives to give back to her community and is extremely active with the Rotary Club of Cape Coral Sunset. On July first, she will be assuming the role of Assistant Governor in her area Rotary Clubs.

Elsewhere, Suzanne donates a portion of every sale to area nonprofit organizations.

“Giving back is tremendously important,” she says.

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Looking to the future, Suzanne envisions the steady growth of her business. She is on the path to meeting her goals for this year and excited for the new challenges and opportunities that lie ahead.

When Suzanne first delved into real estate, she thought the industry might be a strong match for her outgoing personality and devotion to helping others. In Copyright Top Agent Magazine 11

the process, she has become a Certified Real Estate Coach for Craig Proctor Systems and is a Certified Mentor for eXp Realty. Through it all, Suzanne

has found the career of her dreams.

“No two days are alike in real estate,” she says. “I love that. Every day offers something new.”

To learn more about Suzanne Vasbinder email yourswflarealtor@gmail.com, visit suzannevasbinder.com www.

or call (239) 357-8787

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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DENNIS & TERRI KOTASKA Dennis and Terri Kotaska are a husband and wife real estate team in Florida.

Dennis grew up in the business, as the third generation in Real Estate, involved in residential, commercial, land acquisition, planning, construction, sales and marketing for over 40 years as a successful multi-million dollar producer. “My grandfather was a builder and my parents had their own brokerage that I was a part of initially. My wife Terri, a past Sales & Marketing Executive for new homes, is a true partner.” Together Dennis and Terri help their clients navigate the world of residential real estate, whether they are looking to build a custom home, buy or sell.

Dennis heads the Kotaska Team of RE/MAX Alliance Group, which is the largest RE/MAX in Florida with nine offices from Tampa all the way down to Englewood. Dennis and Terri work throughout this area, with an emphasis on Sarasota, Lakewood Ranch, and all the adjacent islands.

Jim Lorenz, the Venice Specialist, a former executive with two large stock brokerage offices, focuses on Venice and south Sarasota County. Close to 70% of their business comes from repeat and referral clients, and the Kotaska Team works hard to earn their customers’ trust and keep them coming back. “Clients trust us because we know the construction industry for homes so well that we can go into depth a little bit more when they’re looking at a home, and we can discuss the pros and cons,” Dennis says. “Clients appreciate our attention to detail and personal service. We like to treat everybody the way we want to be treated.”

Their experience in the building industry also influences the Kotaska Team’s approach to marketing. “In the building industry, you promote one project and its amenities and location,” Terri explains. “We take it to the same level when we’re promoting a home.” The Kotaskas use professional photography and 3D walkthroughs to help potential buyers imagine themselves in a home before they even visit. In addition to print advertising, postcard mailings, and social media, they also use branded advertising on websites including Zillow, Realtor.com, and Homes. com to reach a wider audience.

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In keeping with their homebuilding experience, Dennis and Terri work extensively with various builders to help clients who want to build custom homes. “The new build process is probably one of the biggest things we can offer,” Dennis says. “We walk our clients through the whole process, making suggestions and giving them our input when they request it.” Terri says, “When we take people through a new build, we go through the whole process with them, bringing up things along the way that they may not have thought of. And most importantly, we’re there after the sale. We stay in touch with people, and if they need anything, we’re there to help. It’s important to us to make sure that they’re getting the home they want.”

In the future, the Kotaska Team plan to grow and adapt, continuing to provide the same excellent level of service to their clients. “We know the inventory and the area extremely well, and we know where the growth is,” Dennis says. “So whether you want to be out on an island or downtown in a high-rise, we can help you find what you’re looking for.”

Terri adds: “We try to give our clients a wider view of the market so they can see resale and new construction in different areas based on their lifestyle. Especially because so many of our customers come from other areas, we’re trying to help them have the lifestyle they want when they come here.” Ultimately, the Kotaskas say, their goal is simply “Doing the best that we can for our customers.”

To find out more about Dennis and Terri Kotaska, please call 941-815-6772 (Dennis) or 941-907-8207 (Terri), or by email at dennis@sarasotahousing.com. You can also find them online at sarasotahousing.com www.

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 18

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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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 Top Agent Magazine

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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