Florida 7 16 18

FLORIDA EDITION

6 Things You Need to Do to BE A GREAT MENTOR EMOTIONAL FLUENCY: How to Communicate with Clients When Tensions are High CONNECT BEYOND REAL ESTATE to Attract Future Clients CREATIVE MEDITATION for the Real Estate Professional

FEATURED AGENT

SUSAN REZENDES COVER STORY

TARA LYNN GARKOWSKI

FLORIDA EDITION

SUSAN REZENDES Susan Rezendes doesn’t take it for granted that 7 more than three working in the same industry for decades provides an edge in a complex, competitive industry. That said, no one will catch Susan taking this for granted. “You have to provide outstanding service; that’s what people want and deserve,” says Susan, a REALTOR® representing the waterfront communities of North Palm Beach County, Florida, including Jupiter, Palm Beach Gardens and some areas of Martin County. “I’ve witnessed and experienced many different market scenarios over time, which certainly helps, but real estate is always changing and ITARA stay onLYNN top of itGARKOWSKI all.”

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a keen sense of value and knows wh to notice, whether she is representing a seller.

Clients describe Susan as professiona caring and genuine. They explain that hard, keeping them informed during t buying or selling experience. Her kno the industry, her deep familiarity of the market she serves and her passion for and people lead to the trust and confi her clients want and need. “I walk e carefully through the whole process,” SUSAN REZENDES Many people say that they appreciate ingness and eagerness to work with th As a longtime independent agent who puts honesty, openness period of time while they explore the idea of purchasi and integrity at the center of all she does, Susan maintains a in this beautiful oasis of Florida. strong reputation locally. She draws more than 80 percent of her business from referrals and return clients. “People want to work “It gives me a lot of satisfaction when someone is so h with someone that they can really trust, because buying a home finding the home that they love,” says Susan, descr is usually the largest purchase anyone is going to make in their she most enjoys about the real estate profession. In lifetime.” To develop and earn that trust, Susan does what comes she likes the fact that real estate connects her to th naturally to her, communicating thoroughly from the start and nity in meaningful ways. “Our office does a lot of ch with certain organizations throughout the year and building relationships that last long after each transaction.

Williams Red Days every year in May,” she says. So For Susan, keeping up with the pace and the changes in real they have conducted daylong beach cleanups at Jupi estate includes not only educating herself continually about the At other times, they collect food and donations for market, but taking advantage of technology. “At least 95% of dren who depend on the schools for summer lunches buyers are going to search for a property online,” she says.

“For listings, we do a good deal of online marketing, including When she’s not spending time helping clients or he top placement on search engines, targeting social media and nity, Susan can often be found on the links or the san sometimes print.” She uses professional photography for all golfing, the beaches and relaxing with family,” she listings, ensuring that homes are prepared in advance to show also enjoys growing and expanding her wisdom online in the best light possible. In addition, because Susan estate. “I consider it an honor to help people find t was a licensed real estate appraiser early in her career, she has home for them in Florida!”

CONTENTS

4) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

19) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

13) EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

22) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

To learn more about Susan Rezendes, Published in the U.S.

visit BestFloridaWaterfront.com or go to her Facebook page, email suerez2011@gmail.com or call 561.309.8910. www.

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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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TARA LYNN GARKOWSKI 7

Top Agent Tara Lynn Garkowski heads a tightknit team of four agents and two administrative assets, serving clients across the Central Florida region from coast to coast.

TARA GARKOWSKI As one of five in a single-parent household, Tara Lynn Garkowski learned early the value of hard work and a dollar. When she discovered the world of real estate through the mother of a dear friend, Tara was intrigued by the limitless potential she witnessed. At the age of twenty-one, she decided to earn her license and put her diligent work ethic to the test. Fifteen years later, Tara has carved out a professional reputation steeped in integrity, superlative service, and a knack for creative problem-solving. Along the way, she’s also been awarded a variety of accolades, including the 2017 Keller Williams Platinum Medallion, as Realtor Partner of the Year by the Greater Orlando Builders Association, and as part of Florida’s Most Influential Agents from Real Estate Executive Magazine.

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Today, Tara heads a tightknit team of four agents and two administrative assets. Together, they serve clients across the Central Florida region from coast to coast. To date, Tara has managed to drive 85% of her business through repeat and referral clientele—a sterling indicator of her prowess as an agent. In considering the roots of her professional philosophy, Tara credits incisive negotiation skills, personalized client care, and her banner company’s global presence as the key drivers of her success. “We offer the red-carpet experience,” Tara explains. “Keller Williams is the number one real estate company in the world. With my knowledge, experience, and credibility—I’m a natural problem-solver. We create and source solutions, negotiate skillfully, and go above and beyond for our clients.”

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Tara also offers clients the value of in-depth local knowledge and experience working with new construction builders. “I worked for an area builder for four years, and I’ve been able to use that knowledge and experience to help clients interested in new construction homes.” Likewise, when it comes to marketing properties, Tara’s approach is comprehensive. “Through Keller Williams, we have a huge, worldwide platform and we offer that advantage to our clients so that their properties have maximum exposure online,” she explains. Alongside her team, Tara also crafts strategic marketing campaigns that preemptively identify buyers and tailor their outreach accordingly. Not only does this ensure that marketing dollars Top Agent Magazine

are well spent, but it also means that buyers are efficiently sourced and properties are moved off-market in short order. Beyond their digital marketing efforts across social media and the leading online listing platforms, Tara also makes a local impression by placing ads in area magazines and by tapping her vast network of industry colleagues.

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Beyond her duties as an agent, Tara has also been honing her role as a leader, coach, and mentor. In 2017, she found herself at a professional crossroads—meeting her goals and excelling, but finding herself drained by her round-the-clock efforts. To reconnect with her passion, she decided to make a greater investment in the people around her by assuming a service-oriented role. “I knew I was meant to do more than just sell real estate. I also wanted to change and impact people’s lives,” she recounts.

“I finally found alignment by focusing my energy on mentoring and coaching my team. Coming from a place of contribution has totally changed my life and I believe Copyright Top Agent Magazine 10

you prosper most when you are doing well for others. When I focused my energy on my team, my business doubled.”

To extend that spirit of service to her community, Tara gives to the local Hope Helps charity, supporting those experiencing homelessness by providing essential services. She’s also a major advocate for animal welfare causes, particularly dog rescue, and has four rescue dogs of her own. When she’s not working, Tara most enjoys kayaking through the idyllic Florida springs, hanging out with family and friends at the beach, and rebalancing herself through yoga.

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Looking ahead, Tara has plans to continue growing and expanding her business, with aspirations to launch her enterprise to statewide levels. She’s also planning on expanding her relationships with investors by focusing on multi-unit properties and developments for long-term holds. Likewise, she’ll continue Top Agent Magazine

scouting for talent and aligning her team with the right projects and timing, while further strengthening her leadership skills as a mentor and coach. Now, with fifteen years of experience behind her and an ambitious eye on the road ahead, the future is sure to be filled with promise for Tara Lynn Garkowski.

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To learn more about Tara Lynn Garkowski visit RealtorTaraFL.com, email RealtorTaraFL@gmail.com, www.

https://www.facebook.com/Tara-Garkowski-Realtor-277067815654179/timeline/ call (407) 405 – 8829, or visit her Facebook page here.

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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 Top Agent Magazine

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 16

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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SUSAN REZENDES Susan Rezendes doesn’t take it for granted that working in the same industry for more than three decades provides an edge in a complex, competitive industry. That said, no one will catch Susan taking this for granted. “You have to provide outstanding service; that’s what people want and deserve,” says Susan, a REALTOR® representing the waterfront communities of North Palm Beach County, Florida, including Jupiter, Palm Beach Gardens and some areas of Martin County. “I’ve witnessed and experienced many different market scenarios over time, which certainly helps, but real estate is always changing and I stay on top of it all.”

As a longtime independent agent who puts honesty, openness and integrity at the center of all she does, Susan maintains a strong reputation locally. She draws more than 80 percent of her business from referrals and return clients. “People want to work with someone that they can really trust, because buying a home is usually the largest purchase anyone is going to make in their lifetime.” To develop and earn that trust, Susan does what comes naturally to her, communicating thoroughly from the start and building relationships that last long after each transaction.

For Susan, keeping up with the pace and the changes in real estate includes not only educating herself continually about the market, but taking advantage of technology. “At least 95% of buyers are going to search for a property online,” she says.

“For listings, we do a good deal of online marketing, including top placement on search engines, targeting social media and sometimes print.” She uses professional photography for all listings, ensuring that homes are prepared in advance to show online in the best light possible. In addition, because Susan was a licensed real estate appraiser early in her career, she has

a keen sense of value and knows which details to notice, whether she is representing a buyer or a seller.

Clients describe Susan as professional, patient, caring and genuine. They explain that she works hard, keeping them informed during their home buying or selling experience. Her knowledge of the industry, her deep familiarity of the waterfront market she serves and her passion for real estate and people lead to the trust and confidence that her clients want and need. “I walk each client carefully through the whole process,” she says.

Many people say that they appreciate her willingness and eagerness to work with them over a period of time while they explore the idea of purchasing a home in this beautiful oasis of Florida.

“It gives me a lot of satisfaction when someone is so happy after finding the home that they love,” says Susan, describing what she most enjoys about the real estate profession. In addition, she likes the fact that real estate connects her to the community in meaningful ways. “Our office does a lot of charity work with certain organizations throughout the year and on Keller Williams Red Days every year in May,” she says. Some years, they have conducted daylong beach cleanups at Jupiter Beach.

At other times, they collect food and donations for local children who depend on the schools for summer lunches.

When she’s not spending time helping clients or her community, Susan can often be found on the links or the sand. “I enjoy golfing, the beaches and relaxing with family,” she says. She also enjoys growing and expanding her wisdom about real estate. “I consider it an honor to help people find the perfect home for them in Florida!”

To learn more about Susan Rezendes, visit BestFloridaWaterfront.com or go to her Facebook page, email suerez2011@gmail.com or call 561.309.8910. www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot Top Agent Magazine

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 20

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content Top Agent Magazine

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 22

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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