FLORIDA 6-6-22

FLORIDA EDITION

Tips on Breaking into the

LUXURY MARKET

COVER STORY

SIBELYS ALVAREZ

6 HABITS OF HIGHLY PRODUCTIVE AGENTS 1 BILLION-PLUS Reasons Why You Should be Active on Facebook

FEATURED AGENTS

TINKA ELLINGTON JONATHAN GARCIA ERIC GRAINGER KAREN KAMPERMAN SHAYE MARTIN CHRISTINA NOSTRO ARON SULTAN LEVY & NATHAN BARZILAY LEVY

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

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office 4

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, Top Agent Magazine

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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CHRISTINA NOSTRO Christina Nostro of Palm Harbor, Florida, combines her insider, hometown knowledge with an unparalleled passion for client service to thrive in the booming real estate market in Tampa Bay. “I’ve lived here for so long, no matter what you’re looking for, I can help you find it. And this area is so centrally located – ten minutes in one direction puts you on Honeymoon Island, ten minutes the other way and you’re in Clearwater Beach. That’s why it’s such a hot spot!”

Originally, Christina’s real estate journey began as a mobile mortgage closer and notary: “I realized how exciting that last moment was for people – getting their keys and celebrating. I started to wonder what it would be like at the beginning as well as the end.”

While preparing for her license, she was balancing her traveling business with a career leading the client service department (a department created specifically for Christina) at Tampa Bay Downs. Fate forced Christina’s hand when the COVID-19 pandemic caused the track to temporarily close its doors. “I was so used to having a nine-to-five job, I wasn’t sure I could rely solely on real estate. But my mom was so supportive of me, and told me, ‘Chris, if there’s anyone who can do this, you can.’”

Her mother’s encouragement and support helped Christina launch a successful enterprise with Mihara & Associates, Inc. In her first year as a full-time REALTOR®, she cleared $14 million in volume, and is currently on track to break that record in 2022. Her unexpected growth has spurred Christina to recruit her best friend of twenty-five years, Nicole Patterson (who passed her test right before the pandemic), into the industry, and the duo have recently formed the Nostro~Patterson Group within Mihara & Associates, Inc. As a team they handle residential sales and both are in the process of obtaining their commercial real estate license. “I can see us expanding our team – I don’t want to get so big that I miss the personal interactions, 6

because that’s what I live for, but I think a team of ten people would be perfect.”

Christina’s personal touch is the cornerstone of her business, and her foundation is nearly one hundred percent referral based. Her ability to tailor her clients’ experiences in her city keeps them coming back, and in brief moments of respite, she finds time to enjoy herself with friends and family: “When I’m not working (which is very rare these days), I spend a lot of time with my family. I’ve had the same group of friends since I was ten years old and they all live within a five mile radius of me, so we spend most weekends together going to dinner at local restaurants like Casa Ludovico or Pisces, relaxing by the pool, going on the boat or to concerts.

I’m a huge rock n’ roll fan!”

Most importantly, after helping her clients actualize their dreams, Christina loves to keep in touch: “I make personal gifts for closing – and send them little reminders of how important their business and friendship is to me by occasionally sending them little notes, small gifts like stress balls, keychains, mini hand sanitizers… I also send gift cards for anniversaries. I hand write them all. It’s not a CRM, it’s me! Well, me and mom. I have the most wonderful mother on the planet – I’m at her house right now, and she’s shaking her head at me – she should probably be on payroll.”

To learn more about Christina Nostro, please call 727-698-0660, visit miharaandassociates.com, or email ChristinaNostro@me.com www.

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DS Murphy Inspections is proud to congratulate

Christina Nostro

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

Home Inspections – Four Points Wind Mitigations – Air Quality Testing 813-377-4202 office dsmurphyinspections.com www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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SIBELYS ALVAREZ

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Now working as a Solutions Expert with Offerpad, Top Agent Sibelys Alvarez serves Central Florida, including Orlando, Clermont, Davenport, Celebration, Winter Garden, Windermere, Kissimmee, Winter Park, Cocoa Beach, Melbourne, as well as the Tampa Bay area.

Sibelys Alvarez was working in the medical field when she had the opportunity to embark on a career in real estate. “One of my patients was a marketing guru, and her husband was a mentor for agents,” Sibelys recalls. “They were moving to Florida to break new ground in the Tampa Bay and Orlando area, and they told me they thought real estate could be a good fit for me. At first I was nervous about working 12 Copyright Top Agent Magazine

on commission, but I got my license, and in six months I made what I used to make in a whole year! That’s when I started full-time, and I’ve been in the business ever since.”

Now working as a Solutions Expert with Offerpad Brokerage, LLC, Sibelys serves Central Florida, including Orlando, Clermont, Kissimmee, Cocoa Beach, Melbourne, as well as the Tampa Top Agent Magazine

Bay area. A significant portion of Sibelys’s business comes from repeat and referral clients, a sure sign of the trust she inspires in those she works with. “Although I’m mainly a listing agent, a lot of the sellers I work with find that we have a connection, and so they decide to buy with me as well,” Sibelys explains. “Then they

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start sending me their friends and family too.”

It’s easy to see why, as Sibelys’s dedication and customer service set her apart. “I love what I do,” Sibelys says. “Before real estate, I worked in customer service, and that is my biggest priority. Real estate is extremely important, since it is one of the biggest financial investments

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“A big reason I made the switch to Offerpad is that they have an in-house marketing team that helps to market me, my listings, and my market,” Sibelys says. people will make in their whole lives. Time is of the essence, and that’s the biggest reason people come to me. Every single time they call or text me, I reply immediately. I always keep customer service on top, and I’m always looking out for my clients’ benefit.” Sibelys excels in communicating with her clients, and the fact that she is bilingual only adds more value to the experience.

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When it comes to marketing her listings, Sibelys uses all the tools available to ensure optimum exposure. She invests in paid marketing campaigns on social media including Facebook and Instagram. “A big reason I made the switch to Offerpad is that they have an in-house marketing team that helps to market me, my listings, and my market.” Sibelys says. The results speak for themselves: last year, Sibelys’s volume Top Agent Magazine

stood at a little over 90 transactions. She credits the resources and great team Offerpad provides with helping her succeed. “I wouldn’t be able to do it all alone!” she says.

Looking toward the future, Sibelys says she plans to continue growing her business. “I’m very happy where I am right now,” Sibelys

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says. “I love what I do, and I want to make this into a family business and a legacy I can pass down to my kids.” In the long term, she plans to mentor and share her tips for success with agents who are just starting out. “When I retire from the day-to-day real estate world, I want to become a real estate mentor and motivational coach for beginning agents, teaching

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them how to become top producers. I will share with them how I did it from scratch, what my schedule looked like, the books I read—every single thing that can help them succeed. I would also love to write a book someday on my success story and how everything happened.”

Above all, the greatest satisfaction Sibelys gets is from helping people. “I love being able to fulfill people’s dream of becoming a homeowner,” she says. “It’s a great feeling to be able to provide so much value when helping my clients buy or sell a home.”

For more about Sibelys Alvarez, you can call her at 352-242-8739 or email sibelysalvarez2005@gmail.com. You can find her online at homes.com/real-estate-agents/sibelys-alvarez/id-28436805 www.

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Top Agent Magazine

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 18

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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JONATHAN GARCIA Top Agent Magazine

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JONATHAN GARCIA

Jonathan Garcia can attest to the fact that sometimes your first choice isn’t the right choice. Jonathan had a successful career in private banking and asset management but found himself unfulfilled. “I was bored with crunching numbers,” said Jonathan. “I was looking for something that I could be passionate about and clients of mine who were in real estate development suggested I consider real estate sales.

That turned out to be great advice. I definitely found the passion that I had been looking for.”

Jonathan was born in Venezuela but has been a resident of Miami, Florida since 2001.

He began his career in luxury real estate in 2013, joining and being trained by the number one team in the country. He subsequently joined One Sotheby’s International Realty where in 2019 he was invited to join Bluntzer Group, which specializes in HNW individuals and consistently ranks in the Top 10 at the company. “I have been very fortunate in that I have worked with stellar professionals from the beginning,” said Jonathan. “That has definitely made 20

all the difference.” Jonathan’s primary market area is comprised of some very exclusive communities, including downtown Miami, Fisher Island, Miami Beach, Coconut Grove (known colloquially as The Grove), Pinecrest, and Coral Gables (known colloquially as The Gables). His personal average sales volume has been $20 millions, a level he has already exceeded for 2022.

Marketing is a huge focus for Jonathan and the other members of the Bluntzer Group. “We make headlines with our listings,” says Jonathan. “There aren’t

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a lot of agents and brokers who can say that, but our listings regularly show up in places like The Wall Street Journal and The Real Deal.” Jonathan describes his marketing efforts as ‘outside the box’ and says that they often ‘push the envelope’ when it comes to ad campaigns: “Every property is a diamond, unique from every other. The same is true for clients…and that is how I approach both.”

Jonathan attributes his success to structure, discipline and a knack for building lasting relationships. “I generate about 40% of my business from referrals and from repeat clients,” says Jonathan. “I accomplish that by staying on top of my game, having a plan in place and, most importantly, executing that plan.” But the one thing about which Jonathan is most proud is the personal relationships he builds with his clients. “I get invited to a lot of weddings and graduations and bar mitzvahs,” he adds. “But at the end of the day I am most fulfilled when a client simply says ‘thank you’. Then I know I have done my job and done it well.” Still, what excites Jonathan most about his work is the prospect of the people he will meet during the course of his day. “I enjoy the uncertainty of who I’m going to meet,” he explains. “Miami is such a diverse city; I am always meeting someone from a different culture or from a different walk of life. It is amazing.”

His love for the Miami area is also reflected in his community involvement. Jonathan spent five years on the leadership committee for the Nicklaus Children’s Hospital Young Ambassadors. He is also very active with the Chapman Partnership, which addresses the issues faced by the homeless.

“The Chapman Partnership may be the best program in the nation for helping to shelter, feed and educate the homeless population and reintroduce them into the community,” advocates Jonathan.

“They do a wonderful job and I am proud to be a small part of that.” When he isn’t working or volunteering, Jonathan is likely meditating or doing CrossFit training. But what he most enjoys is spending time with friends and family. “You just have to take a beat,” says Jonathan. “Time goes by so fast.”

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You can contact Jonathan Garcia at Jonathan@bluntzergroup.com or by calling 305-494-5547 Copyright Top Agent Magazine 21

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 22

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova23

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 24

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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TINKA ELLINGTON With stretches of white sand and crystal clear waters, the counties of Broward and Palm Beach are remarkable places to call home.

Residents enjoy year round great weather and some of the most stunning beachfront properties in the entire country. Top agent Tinka Ellington was attracted to the magic this region offers, moving here from northern Germany. Passionate about helping others, Tinka decided to enter the real estate field and hasn’t looked back since. Today she’s the Senior Director of Luxury Sales at Douglas Elliman Real Estate, the innovative and leading luxury real estate brokerage. She also leads the Tinka Ellington Group, which consists of five members.

Focusing on the coastal corridor between Delray Beach and Fort Lauderdale, their business largely consists of repeat clients and referrals, as they put their clients’ needs first. By listening to their buyers and sellers and approaching each transaction in an individualized way, they continually exceed expectations and make the process smooth.

“My clients appreciate my communication skills,” Tinka explains. “I keep them informed at every step.” This helps establish trust and results in a stress-free experience. As a regional expert, Tinka knows each community extremely well, and loves guiding people in finding the property of their dreams. “I live the lifestyle I sell, so I truly understand what they are looking for,” she says. Throughout the journey, Tinka offers advice, allowing them to make educated decisions without pressure. When it comes to marketing her listings, she utilizes social media to spread the word as well as magazine ads, and offers photography, drone footage and 3D Matterport tours. Every property includes high quality photographs and videos, allowing potential buyers to easily envision their lives in the space.

The Tinka Ellington Group is unique, with its agents speaking different languages and coming from areas all across the country. “We have so many different skills to bring to the table,” Tinka explains. “One of my team members has a background in design and is very helpful when it comes to re-designing and staging homes to prepare them for sale.”

Another member previously owned her own marketing company. It’s their vast field of knowledge that allows this group to stand out. “We bring a lot of different elements to the table, which means we are better able to support the Top Agent Magazine

sales process for our clients.” Experienced with all things waterfront, Tinka can effectively guide her clients in their purchasing decisions. “I know everything about seawalls, waterfront construction, tide tables, wake zones and sea level rising issues,” she explains.

Those who work with Tinka and the team are eager to spread the word. One recent seller said, “I couldn’t recommend a more professional and attentive agent! Tinka went above and beyond to make sure we were kept abreast with all happenings pertaining to our sale. She and her team answered all of our questions and made sure all the bases were covered. You couldn’t be in better hands than with Tinka!”

When Tinka isn’t working, she’s giving back to the community through the Deerfield Beach Appearance Board, where she helps the city decide on architectural design and appearance. She also served on the Arts Committee Board for Deerfield Beach. During her free time, she enjoys boating, watersports and traveling with her family.

In the coming months, Tinka plans to grow her team, focus on waterfront and coastal areas and keep providing her clients with the best possible service. Wherever her path leads, she will continue to love every minute of her career. “I take so much pride in helping my buyers find the right home, and assisting my sellers in moving to the next chapter in life. It can be such a stressful time, and it’s so meaningful to make that process easier for them.”

For more information about Tinka Ellington, please call 954-448-5226 or email tinka.ellington@elliman.com 25

ERIC GRAINGER Over the past thirty years, REALTOR® Eric Grainger has covered every side of real estate — he’s been a builder, developer, mortgage broker, banker, investor, residential and commercial manager and agent. Leaving no stone unturned, he’s amassed a wealth of knowledge on the industry as a whole, giving clients more than one reason to call him to buy or sell their homes. Eric’s accomplishments are nothing short of incredible and it all stems from his passion for people and hard-working mentality. As he puts it, “I can’t sing and I can’t dance, but I can real estate. That’s all I’ve done since I left college.”

Eric’s career began with getting his appraisal license, but before he even did his first appraisal, he realized that he would be a better fit on the mortgage side of the business. Before long, he not only worked in mortgage, but he had opened his first mortgage company. He ran that business for almost fifteen years, growing it to the point that they were top-ranked in the nation. After that, he moved into property development. Years passed and he took a step back to re-evaluate his career path, eventually deciding to go into residential management, which was also very successful.

Meanwhile, Eric’s brother and former business partner had gotten into the sales side of real estate. Eric saw his career as a high-producing agent and realized that his brother’s work-life balance was a lot more sustainable.

So, at long last, Eric dove into the sales side, becoming a full-time agent in 2017. Every year since then, Eric’s business has grown and he’s developed a strong team beneath him. “I’ve been very happy on this side and should have done it years ago,” he says.

After being in the industry for so long, Eric has a strong referral network, particularly from his past clients and lending partners. Of course, it’s not just the knowledge he has that makes him a sought-after agent, it’s also his honesty and experience. “I’ve been around the 26

block and that goes a long way,” he says.

“Dealing with all kinds of challenges has taught me how to solve a wide range of problems. I’m prepared in a way that most agents are not,” he explains. He’s also adapting to the tech available today, admitting that he does quite a few viewings via Facebook Messenger. “Quick video call tours are the best way to show a client a property before they book a flight and come see it in person,” he says.

“Plus, being on Facebook together helps us connect on a more personal level.”

When he’s not at work, Eric catches up with his family, plays tennis and golf, and enjoys eating out at local restaurants. He participates in the Bobby Nichols golf tournament every year and has been involved in Madisen’s Match in years past.

Looking to the future, Eric plans to keep developing his business model so that he can reach more people.

“I want to help people find their dream homes here,” he says. Eventually, he plans to serve as a mentor to younger agents, developing a sales team that can benefit from his years of experience. With whatever he does, you know that he’s going to give it his all: “We’re Graingers, we’re hard workers.”

To learn more about Eric Grainger please call 239-494-0775 or email ericgraingerpa@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 28

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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KAREN KAMPERMAN If you ask Karen Kamperman, she will tell you she loves what she does.

She helps people. She commutes by golf cart any chance she gets. She has made hundreds of friends. And best of all, she gets to do it all from The Villages, Florida. The over 55 community of 200,000 residents is the place both she and her business call home. “I serve the most amazing place on the planet,” she says. “It is the adult Disneyland.” The popular retirement destination offers its residents vacation-style amenities, such as “free golf for life.” “We have three town squares. Each has live entertainment seven nights a week. We have over 50 golf courses. We have over 100 swimming pools,” she says.

Karen began in this business nearly four years ago.

After spending much of her life as a businesswoman, running distribution plants and warehouses, she “finally” got into real estate in 2018. “I love what I do, and I do it very well. And it’s so rewarding,” she says. “I missed my calling. I really should have done this 30 years ago.”

The Keller Williams REALTOR® has earned her fair share of rewards since taking the leap into a new career. The wins come not only in trophies, with two different Rookie of the Year awards in her first year, but in sales, as well. Karen closed on 100 homes last year totalling about $33 million. This year she plans on doing even more. One secret to her success is the area itself, which sees over 400 home sales each month. “On the average every person in The Villages buys three homes,” she says.

“They’ll buy one and they go, ‘Gosh, I wish I had a golf cart garage, I need more space’, and then they Top Agent Magazine

upgrade. Then they turn around and say ‘I’m getting older, I’m going to downsize.’”

Karen also attributes her success to her relationships with clients. She is a full-time full-service agent. After a buyer moves in, Karen throws a driveway party to meet with new neighbors. “I have my hot dog dude, who makes wonderful sausage and hot dogs, show up at your driveway,” she says. “I (will) help you meet your new best friends and neighbors.”

Many of her clients have become her friends, she says. “All my customers are now friends and family. I have like 200 people that want to have coffee and cocktails.”

When she is not working, Karen loves to explore The Villages by its preferred method of transportation. “I love to get on my golf cart when I can. Even if I’m going to the grocery store,” she says. “I park my car, you get on the cart.”

To learn more about Karen Kamperman, call 352.390.4800, visit karenksellsfl.com, or email karen.k@kw.com www.

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SHAYE MARTIN Having a sibling who is also a best friend is a wonderful thing so when Shaye Martin moved back home to Pensacola to be closer to family, it did not take much convincing from her brother TJ to join him in the real estate market. Now six years have passed since they joined forces and two years since the formation of the Abbott Martin Group powered by eXp Realty.

Shaye serves as a team leader in the Pensacola area covering from Navarre to Orange Beach. Her background in new construction serves her well and she has a nearly 99 percent repeat and referral clientele.

“My clients love my authenticity and how I keep it real. I have been described as a shapeshifter because my energy is capable of shifting and molding to uplift the people around me. I am able to connect with people instantly and make them feel very comfortable and loved. My integrity is my priority. I am just authentically me.”

She stays in touch in several ways. She likes to create cute themed cards and sends these out every month just as an appreciation to her clients. She also has a VIP program with special gifts each quarter for clients with multiple transactions. “I am big on sending out video texts telling people I am thinking about them. Video has such an impact and social media is a game changer. They see you and this face-to-face communication is so much better than just a card or text.” The use of video extends into marketing as well with one-minute video clips, or for luxury listings, they hire a company to create entire media kits that are sent out to large publications all over the world. Her methods work well with last year’s volume reaching just over $10 million and this year’s forecast is for $25 to $30 million.

What Shaye likes the most is working with her team.

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“I love the fact I get to mentor agents and watch them grow into the vision I see of them. Seeing them improve in their capabilities gives me the greatest feeling of gratitude. I am also grateful I get to spend time working with my brother, and best friend, TJ.” Together they and the rest of the team are involved in the local community creating strategic partnerships with vendors, supporting local sponsorships, and collaborating with other real estate masterminds.

Most of her free time is spent keeping up with her nearly two-year-old son who takes on the world full throttle. Her favorite place to be is on the water and considers paddle-boarding in the gulf her happy place. For future plans, she is focusing on building a new home. She has a solid team of eight agents in the Pensacola office who are ready to make a presence and impact in the community. Her plans are to keep moving forward with a positive mindset and build the most reputable real estate team on the Gulf Coast. “We have the ability to change so many people’s lives and impact them in positive ways. Being able to share my knowledge and love of our beautiful coastline is what drives my every day.”

To contact Shaye Martin, please call 850-449-3008 or email shaye@abbottmartingroup.com Top Agent Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 32

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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ARON SULTAN LEVY & NATHAN BARZILAY LEVY Growing up together, Aron Sultan Levy and Nathan Barzilay Levy were more like brothers and best friends than cousins.

So when they crossed paths again later in their lives, they knew that joining together in business would make them an ideal team. Nathan became a Realtor® in 2012 and has been in love with real estate for the last 10 years. When Aron moved to Florida in 2020, Nathan seized upon the opportunity to convince him to apply his organizational and detail-oriented skills to the real estate business. Aron agreed and the Two Cousins Team was formed.

They focus on the three-county area from Palm Beach to Miami, with local, out-of-state, and international customers. Their clients are attracted to the personalized service they provide. “We are not just here to make a commission. Customers become like family, like friends to us. Customer service is the core of our business. We sell nothing but the service we provide and the results we deliver.” Staying in touch is much like it is with friends. They maintain a very informal connection but are also very formal in keeping track of business details.

Aron is the master of follow-up and keeps track of everything in the business while Nathan focuses on the creative part of the work. Together they are a power team with each bringing a variety of skills to the partnership. They market their listings through MLS but go above and beyond with Instagram, Facebook, and LinkedIn, plus additional communication with their own customer database. Aron draws on 26 years of international business experience and Nathan on 17 years in customer service behind a jewelry showcase. This mixture of corporate and retail experience creates a perfect combination. “The common denominator behind

these industries are the service and negotiation skills we learned and provide to our customers. This brings the perfect match and why often, before we have finished our transactions with clients, they are referring their friends and family to us.” The devotion to service has them on track to achieve the financial goals they set for this year as a team.

What they love most is treating their customers right and helping people. “It is such an accomplishment when we find the perfect property for our clients or the perfect buyer for our listings. Seeing their faces as they are signing at the closing and seeing them so happy and excited is what we enjoy the most. We know providing them our service and building the relationship is our reward, and by focusing on that, we know as a result of our dedication and effort the money will follow. We treat all our clients the same whether for a 2 million dollar home or a 2 thousand dollar rent. In both cases, they are our friends and both receive our help and advice about the market and their options.”

Aron loves to spend his time off with his wife and kids, ages 13, 11, and 9, lounging on the beach or just playing golf. Nathan, whose own kids are grown and on their own, spends his free time pursuing his hobby of photography and exploring new places in the city with friends. They have plans to grow their team and improve their already excellent service. Aron will be learning more about crypto-currency and its future in real estate. Nathan has received his mortgage loan originator license and wants to offer his advice and counsel to future clients. Together they look forward to providing the Two Cousins Team touch of the best customer experience from the first call to the closing table and making all their clients a part of their growing family.

For more information, call Aron at (786) 769.1369 or email aron@twocousinsteam.com.

To reach out to Nathan, call (786) 290.8662 or email nathan@twocousinsteam.com.

You can also visit their website at twocousinsteam.com. www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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