FLORIDA 7-26-21

FLORIDA EDITION

MILLENNIAL BUYERS:

Where They Are & What to Know

CONCIERGE CARE:

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

Services that Lure Clients and Transform Your Reputation FEATURED AGENTS

COVER STORY

JENNIFER THAYER

TABI DEAS BETHANY LEAR KENNY RAYMOND JOANIE SHEPHERD

FLORIDA EDITION

JOANIE SHEPHERD TABI DEAS BETHANY LEARKENNY RAYMOND

If 27 years estate has taught Kenny foreverything his customers. As one seller expr Joanie Shepherd has supplementary the experience, situ Prior to real estate, Bethany Lear built a in real education le and a talent for business LGBTQ community, knowing they want in 21 to it,comparative 23 duringyea 7 an accomplished entrepreneur, 17 anything, Raymond it’s that his 18 job isn’t “Ken was very helpful a career as from home appraisals the knowledge, and the customer-orio flourish in the real estate toIt’swork with someone who understands property. ented about people. cultestate transaction. c managing multiple tanningabout salons analysis and even real law. He is professional, approach to “You servemarket any and every cli ® , myisLGBTQ ot her start in 2003, after Tennessee. Afterhave “Asother a gaypeople’s REALTOR to do this them. work with erative, knowledgeable, and did wh throughout moving “Knowledge wealth in this business,” client with integrity, transparency, and tio to Florida, a newat heart,” interests Kenny explains.

“There she says. was necessary to get my home sol “People with aren’t erlooking for clients feel comfortable working nd countertops and cabi- she began seeking a focus on empowerment through eduto path that her of agents therecent biggest producer; they’re arefor plenty out there who aren’t was inlooking need of special assistance rega me,” she explains.

One client raved, meone come in one day andallowed her to be there cation.

In 2005, she founded Prominent op growing family while still pursuing heron what’s best for their customers. for someone who will represent focused the sale them of the property and Ken pro “Tabi is a pleasure to work with both as look into working ambitions in new as a businesswoman.

Properties, a boutique real estate busibac After what.”through the entire process.”

I care about my buyers and sellers and I honestly and fairly—no matter everything an agent and a client.

I have purchased they thought I would have the real estate pride researching industry, ness in Melbourne Beach, Florida, rel myself on being someone they can she decided to take the jump—and she Having completed 28 transactions trust—both in terms ofshe honesty and my Tabi e where has cultivated a stellar rep-makes It’s the sort of high quality servicewh and sold homes with and she ” Tabi says. “So I took a hasn’t looked back. TABI DEAS in 2020 alone, Bethany has knowledge of the market. business one earned always ahopes for, but rarely my exp KENNY RAYMOND JOANIE SHEPHERD utation asThis one of theiseducational most successful JENNIFER THAYER BETHANY LEAR the process relaxed, and fun! tion and got my real estate fantastic reputation throughout Florida, about making people happy.”

For Kenny, it’s the only way to dorel the Realtors Brevard County.

Joanie I’ve also in worked withwith Tabi market her gan working for a builder.”

Today, Bethany is a Realtor for Premium thetonear entirety of her volume “I really love helping people, and I respect the re found hertopassion for consumers. the industry at a clients my where coming from repeat services LGBTQ She’s rks as a solo agent Properties serving Real Estate Services, If the customer is a buyer, making them happy begins sibilitythe I’ve and beenreferrals. granted. I work hard to build a s young age, when she helped her father,real estate, my biggest enc she assists all providing of Centralthe Florida. theneed keys her success? information toto good “In relationship best whenAnd itthey comes tomake working with this with them, and will guide them every pa Bay area, with the vast clients throughoutwith ENNIFER who was a builder and real estate invesfor Specializing in both residential and investment propcompetition is myself,” she says.

“As such, I’m decisions on their potential investment.

Kennythe letscommunity of the way.” demographic!

Sheto knows erHAYER business consisting erties, of she has combined her them acuteknow business instincts available my clients day and night.

When something tor, manage his properties.

When Joanie the market value of the home as a matter well andbut can make recommendations onput where to live nd referrals. By providing with a trulyexceptional tireless work ethicof tocourse, facilitate transactions askedestate of school me, license I never off, andrelationship I make suredoesn’t it gets end when the deal isWi herisadvice real initNew heearned also offers on systems That c of all kinds. done efficiently.” andparks, feel restaurants welcome and safe.” ce to everyone she works with and and andinshopping, commuteshe times either. Kenny stays in touch through social med Jersey the lateor 1990s, worked and andLenk, the customer’s place of holiday cards, and he sends regular emails tomo in ent relationships, Tabi has developed a between the neighborhood with Mary selling residenWhen listing a home, Bethany takes a hands-on Outside ahertop career, Bethany is deeply involved with business—knowledge he’s acquired not just as a top clients about developments in the market that tial Broker in New Jersey for fifty years mam When isn’t working, she’s giving back to the n in the region. approach. She begins her process with a Tabi comprehensive her community, supporting a variety of local charities Realtor® but as aCONTENTS affect them.

If clients are making changes or repa native of Miami. who soldvarious the expensive home she in “I the state attoover walkthrough of the property, helping her sellers assess and most causes.

In theand meantime, is am devoted giving promotes the listin community through events causes. their home, Kenny can also recommend whatever any repairs needed before putting it on the market. back to her industry, building out her sphere through million.

In thestrategy early 2000s, Joanie worked Kim and she leverages h a sponsor of$50 outcoast.com, LGBTQ website that with y phone is probably my number one key Sellers of contractor they might need. can expect a marketing an tailored From there, she supplies her clients with a full suite a attending professional seminars andinhosting helpful word and ensure co Mogull, top Retail Commercial Broker New York specifically to the unique needs of their property.

Every Tabi can focuses on Florida.”

During free had so many people comment on how 4) ofCOOPERATION, NOT 19) resources, from professional photography classes forany firstCONCIERGE time time, homebuyers.

SheCARE: also mentors City.and “I’ve worked with some superstar women,” Joanie aKenny likes to spend his When he’s notgiving working, one of Kenny’s listings is professionally photographed be found sailing the family sailboat, hanging out with m,” Tabi says. “IfCOMPETITION, I can’t answer, videography to I’ll 3D text Matterport services and drone roster of nineteen up-and-coming agents, the CREATES SERVICES LURE says. “They areThe incomparable.

I THAT have been so He lucky to Dedicated giving also enjoys the offshore to fishing, an to capture its noteworthy listings then photography—ensuring house stands out above qualities. next generation of are Realtors thewith toolsfamily. they need to excel. friends, or traveling. ay and let them know I will call themeach advertised taken up mountain biking over the last couple both locally and internationally, utilizing have their tutelage and support.”AND TRANSFORM pist, and she givesofrey MUTUAL FOR CLIENTS the rest. Once SUCCESS the property is fully prepared, she shares g that real estate is ait 24/7 business, Tabi hundreds Kennyplans also takes thefuture time toan giveorganization back to his comm of real all of Bethany the socialhas strong tha to the regional MLS and a blend of digital andestate socialwebsites Goingand forward, for the AGENTS YOUR REPUTATION donating or volunteering at the local high school, media platforms where buyers can take virtual tours Looking ahead, Tabi’s sights are set on maintaining buyers and sellers to reach out to her media campaigns, as well as targeted mailers of her of business.

On pace for a career year, intends and therapeutic Withand a breadth experience, Joanie’s depth ofshe knowlexp maintain bike trails he loves to ride. of home. in Premium Partners, her brokerage’s on building expandingShe the months and the potentially herthecurrent volume ainnetwork ofhelp agents. er business hours. monthly “I havelistings no problem edge is and unmatched. hascoming extensive knowledge of Children’s Hospital popular magazine. building a team.

Above all, though, she is excited construction and22) interior residential and commerprofessional organiz “I would love to have agents I Group can refer to Going thatYOU can t 10 PM.” Throughout every step of BUYERS: 13) MILLENNIAL 5design, THINGS CAN forward, Kenny DO is preparing to expan Through his Raymond International with for the prospects that lie ahead throughout Central cial real estate, the luxury and vacation rental markets, Joanie loves to spen take some of my double bookings, who I know provide , Tabi providesWHERE guidance and support, business again. looking to add a couple Berkshire Hathaway HomeServices EWM Realty, But Bethany is just ARE as thorough when assisting Florida—and beyond.

“If you’re looking for BIGGEST an“I’m honest THEY & WHAT TO ACHIEVE YOUR and foreclosures and house-flipping.

Driven and dedAssociates my team, people who share my valu Kenny buyers andand sellers over Florida’s greatto represents service.”

She theallpath she’s on, and can’t to what is best for them.

For her buyers, buyers, fitting her workflow their needs and loves reliable Realtor, I’m here to service anything you TOher KNOW GOALS icated tofuture her own growth and integrity, Having builtIt’s a thriv Miami-Dade County, from Coconut Grove to Aventura, hard are work ethical business practices. impo carefully guiding them to the right for their best need,” she professional says.

“Whether you buyer, seller, waithome to see what the holds.

“It’s so rewarding toa and ng the time to listen to their needs and and has established a reputation as a consummate to me that I be able to trust them with the people Joanie has investor, the versatile skill set and in-depth interests. A lifelong learner and student of the industry, or anything in-between, I wantknowledge nothing more the future and what help people achieve their real estateyou goals.” n to get them what they want. When it’s professional trust me.” and to someone who goes above and she remains on the cutting edge of her region through than to provide with the best service possible.” provide every client withbeyond a top-tier real estate experipath,” Joanie says. an offer, Tabi utilizes her negotiation ence, no matter what the client needs. sellers. I love edu hem secure the deal. Meanwhile, her investment property To learn more about Bethany Lear, please call (407) 790-2349, Contact Kenny Raymond at 786-443-9649 or email KennyRaymond@gmail.com horough marketing of their listings.

“I Now a Broker and Owner of her own boutique busirewarding to guide Phone 310-734-1440 | Fax 310-734-1440 or visit premiumproperties.com email blear5912@gmail.com arketing campaign to every property ness, Prominent Properties, Joanie is fiercely committed their real estate and | www.topagentmagazine.com to helping her clients through any and all real estate to keep clients for l For instance,mag@topagentmagazine.com my luxury homes will Copyright Top Agent Magazine m website, big colorof brochures, No portion this issue mayand be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine published

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published targeting luxury real isestate agents.”

To find out more about Joanie Shepherd, contact h www.

materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. email jshepherd@prominentfl.com, or visit her online To subscribe or change address, send inquiry to mag@topagentmagazine.com. lived in Tampa Bay since Published in the U.S. For more information about Tabi Deas,

ve who has well-equipped to handle all types of ring unique insight into all of the various . She also specializes in helping the 2

please call 813-758-9971 or email Tabi@ShortsAndFlipFlopsWelcome.com Copyright Top Agent Magazine

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

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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JENNIFER THAYER Top Agent Magazine

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JENNIFER THAYER Clients often comment on Jennifer’s creativity, out-of-the box thinking, vision for “what could be”, and unfailing support and attention to detail.

Jennifer Thayer has set herself apart with her unparalleled knowledge of the luxury home market and her obsession with delivering extraordinary client experiences. Voted “Best Realtor” in Creative Loafing’s 2020 Best of the Bay competition, Jennifer has been 8

a leader in the real estate market for years. She is currently ranked in the top 1% of Pinellas County real estate agents and since 2018 has closed over $170 million in sales.

Coming from a third-generation Top Agent Magazine

Florida-based construction family, Jennifer learned the art of fine homebuilding from the ground up.

As a child, Jennifer loved the thrill of seeing bricks and boards become homes and discovered a love for architecture and design. She pursued Top Agent Magazine

her passions, graduating with honors from the University of Florida School of Design, and in 2005, stepped fully into the Tampa Bay Realtor® community. She’s never looked back.

Jennifer attributes her success to 9

a relentless focus on the big – and small – things. Contract, inspection, and closing details.

Pricing and marketing strategy.

The non-verbal ques from clients.

One client at a time, she has built an enviable reputation as the “go to” in St. Petersburg for luxury homes and condominiums. Clients often comment on Jennifer’s creativity, out-of-the box thinking, vision for “what could be”, and unfailing support and attention to detail. A Florida native, Jennifer is also a wealth of information and insight about the state and the St. Petersburg area. She will generously share (with anyone who asks!) what makes the area special, where the locals go, the best happenings and restaurants around town, and how to get life “things” done by the best. “Sharing the magic of this place with clients moving to the area is one of my favorite parts of my job.”

Perhaps most importantly, she is a master negotiator but knows that buying or selling a home is more than the money; she never forgets it is an emotional event and is known 10

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for working tirelessly for her clients. “I just go beyond what most agents do to ensure my clients get where they want to be.” And that approach has paid off. Over 80% of Jennifer’s business comes from referrals.

It’s in meeting Jennifer Thayer, however, that one gets a sense of unique dynamism that Jennifer brings to her work. The Secret Sauce. Known for her contagious energy and infectious smile, Jennifer believes that strong Top Agent Magazine

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lasting client relationships are built on making real human connections. She is unwavering in her client-centric approach to navigating complex buy and sell transactions ensuring

the process from start to finish is as comfortable for her clients as possible.

Her style is transparent, direct, and when needed, brutally honest. What you see is what you get!

For more information about Jennifer Thayer, call (727) 729-2699, email jenniferthayer@kw.com or visit jenniferthayer.kw.com www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 16

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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TABI DEAS A love of people and a talent for business led Tabi Deas to flourish in the real estate industry. She got her start in 2003, after selling high end countertops and cabinets. “I had someone come in one day and suggest that I look into working in new home sales, as they thought I would have a knack for it,” Tabi says. “So I took a two week vacation and got my real estate license, then began working for a builder.”

Today Tabi works as a solo agent serving the entire Tampa Bay area, with the vast majority of her business consisting of repeat clients and referrals. By providing exceptional customer service to everyone she works with and focusing on client relationships, Tabi has developed a solid reputation in the region.

“Answering my phone is probably my number one key to success, I’ve had so many people comment on how responsive I am,” Tabi says. “If I can’t answer, I’ll text them right away and let them know I will call them back.” Knowing that real estate is a 24/7 business, Tabi encourages her buyers and sellers to reach out to her even if it’s after business hours. “I have no problem texting them at 10 PM.” Throughout every step of the transaction, Tabi provides guidance and support, wanting only what is best for them. For her buyers, this means taking the time to listen to their needs and outlining a plan to get them what they want. When it’s time to make an offer, Tabi utilizes her negotiation skills to help them secure the deal. Meanwhile, her sellers enjoy thorough marketing of their listings. “I tailor each marketing campaign to every property I am selling. For instance, my luxury homes will have a custom website, big color brochures, and advertisements targeting luxury real estate agents.”

A Florida native who has lived in Tampa Bay since 1993, Tabi is well-equipped to handle all types of properties, offering unique insight into all of the various neighborhoods. She also specializes in helping the Top Agent Magazine

LGBTQ community, knowing they want to work with someone who understands them. “As a gay REALTOR®, my LGBTQ clients feel comfortable working with me,” she explains. One recent client raved, “Tabi is a pleasure to work with both as an agent and a client. I have purchased and sold homes with Tabi and she makes the process relaxed, educational and fun!

I’ve also worked with Tabi to market her services to LGBTQ consumers. She’s the best when it comes to working with this demographic! She knows the community well and can make recommendations on where to live and feel welcome and safe.”

When Tabi isn’t working, she’s giving back to the community through various events and causes. “I am a sponsor of outcoast.com, an LGBTQ website that focuses on Florida.” During any free time, Tabi can be found sailing the family sailboat, hanging out with friends, or traveling.

Looking ahead, Tabi’s sights are set on maintaining her current volume and building a network of agents.

“I would love to have agents I can refer to that can take some of my double bookings, who I know provide great service.” She loves the path she’s on, and can’t wait to see what the future holds. “It’s so rewarding to help people achieve their real estate goals.”

For more information about Tabi Deas, please call 813-758-9971 or email Tabi@ShortsAndFlipFlopsWelcome.com Copyright Top Agent Magazine 17

BETHANY LEAR Prior to real estate, Bethany Lear built a career as an accomplished entrepreneur, managing multiple tanning salons throughout Tennessee. After moving to Florida, she began seeking a new path that allowed her to be there for her growing family while still pursuing her ambitions as a businesswoman. After researching the real estate industry, she decided to take the jump—and she hasn’t looked back.

Today, Bethany is a Realtor for Premium Properties Real Estate Services, where she assists clients throughout all of Central Florida.

Specializing in both residential and investment properties, she has combined her acute business instincts with a truly tireless work ethic to facilitate transactions of all kinds.

When listing a home, Bethany takes a hands-on approach. She begins her process with a comprehensive walkthrough of the property, helping her sellers assess any repairs needed before putting it on the market.

From there, she supplies her clients with a full suite of resources, from professional photography and videography to 3D Matterport services and drone photography—ensuring each house stands out above the rest. Once the property is fully prepared, she shares it to the regional MLS and a blend of digital and social media campaigns, as well as targeted mailers and monthly listings in Premium Partners, her brokerage’s popular magazine.

But Bethany is just as thorough when assisting her buyers, fitting her workflow to their needs and carefully guiding them to the right home for their best interests. A lifelong learner and student of the industry, she remains on the cutting edge of her region through

supplementary education in everything from home appraisals to comparative market analysis and even real estate law.

“Knowledge is wealth in this business,” she says. “People aren’t looking for the biggest producer; they’re looking for someone who will represent them honestly and fairly—no matter what.”

Having completed 28 transactions in 2020 alone, Bethany has earned a fantastic reputation throughout Florida, with the near entirety of her volume coming from repeat clients and referrals.

And the keys to her success? “In real estate, my biggest competition is myself,” she says. “As such, I’m available to my clients day and night. When something is asked of me, I never put it off, and I make sure it gets done efficiently.”

Outside her career, Bethany is deeply involved with her community, supporting a variety of local charities and causes. In the meantime, she is devoted to giving back to her industry, building out her sphere through attending professional seminars and hosting helpful classes for first time homebuyers. She also mentors a roster of nineteen up-and-coming agents, giving the next generation of Realtors the tools they need to excel.

Going forward, Bethany has strong plans for the future of her business. On pace for a career year, she intends on expanding in the coming months and potentially building a team. Above all, though, she is excited for the prospects that lie ahead throughout Central Florida—and beyond. “If you’re looking for an honest and reliable Realtor, I’m here to service anything you need,” she says. “Whether you are a buyer, seller, investor, or anything in-between, I want nothing more than to provide you with the best service possible.”

To learn more about Bethany Lear, please call (407) 790-2349, email blear5912@gmail.com or visit premiumproperties.com www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 20

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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KENNY RAYMOND If 27 years in real estate has taught Kenny Raymond anything, it’s that his job isn’t about property. It’s about people. “You have to do this work with other people’s interests at heart,” Kenny explains. “There are plenty of agents out there who aren’t focused on what’s best for their customers.

I care about my buyers and sellers and I pride myself on being someone they can trust—both in terms of honesty and my knowledge of the market. This business is about making people happy.”

If the customer is a buyer, making them happy begins with providing the information they need to make good decisions on their potential investment. Kenny lets them know the market value of the home as a matter of course, but he also offers advice on school systems and parks, restaurants and shopping, or commute times between the neighborhood and the customer’s place of business—knowledge he’s acquired not just as a top Realtor® but as a native of Miami.

Sellers can expect a marketing strategy tailored specifically to the unique needs of their property. Every one of Kenny’s listings is professionally photographed to capture its noteworthy qualities. The listings are then advertised both locally and internationally, utilizing hundreds of real estate websites and all of the social media platforms where buyers can take virtual tours of the home.

Through his Raymond International Group with Berkshire Hathaway HomeServices EWM Realty, Kenny represents buyers and sellers all over Florida’s Miami-Dade County, from Coconut Grove to Aventura, and has established a reputation as a consummate professional and someone who goes above and beyond

for his customers. As one seller expressed it, “Ken was very helpful during a difficult transaction. He is professional, cooperative, knowledgeable, and did whatever was necessary to get my home sold… I was in need of special assistance regarding the sale of the property and Ken provided everything through the entire process.”

It’s the sort of high quality service everyone always hopes for, but rarely expects.

For Kenny, it’s the only way to do the job.

“I really love helping people, and I respect the responsibility I’ve been granted. I work hard to build a strong relationship with them, and will guide them every step of the way.”

That relationship doesn’t end when the deal is closed either. Kenny stays in touch through social media or holiday cards, and he sends regular emails to inform clients about developments in the market that might affect them. If clients are making changes or repairs to their home, Kenny can also recommend whatever kind of contractor they might need.

When he’s not working, Kenny likes to spend his time with family. He also enjoys the offshore fishing, and has taken up mountain biking over the last couple of years.

Kenny also takes the time to give back to his community, donating or volunteering at the local high school, or to help maintain the bike trails he loves to ride.

Going forward, Kenny is preparing to expand his business again. “I’m looking to add a couple more Associates to my team, people who share my values of hard work and ethical business practices. It’s important to me that I be able to trust them with the people who trust me.”

Contact Kenny Raymond at 786-443-9649 or email KennyRaymond@gmail.com

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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JOANIE SHEPHERD Joanie Shepherd has the experience, the knowledge, and the customer-oriented approach to serve any and every client with integrity, transparency, and a focus on empowerment through education. In 2005, she founded Prominent Properties, a boutique real estate business in Melbourne Beach, Florida, where she has cultivated a stellar reputation as one of the most successful Realtors in Brevard County. Joanie found her passion for the industry at a young age, when she helped her father, who was a builder and real estate investor, manage his properties. When Joanie earned her real estate license in New Jersey in the late 1990s, she worked with Mary Lenk, a top selling residential Broker in New Jersey for fifty years who sold the most expensive home in the state at over $50 million. In the early 2000s, Joanie worked with Kim Mogull, a top Retail Commercial Broker in New York City. “I’ve worked with some superstar women,” Joanie says. “They are incomparable. I have been so lucky to have their tutelage and support.”

With a breadth of experience, Joanie’s depth of knowledge is unmatched. She has extensive knowledge of construction and interior design, residential and commercial real estate, the luxury and vacation rental markets, and foreclosures and house-flipping. Driven and dedicated to her own professional growth and integrity, Joanie has the versatile skill set and in-depth knowledge to provide every client with a top-tier real estate experience, no matter what the client needs.

Now a Broker and Owner of her own boutique business, Prominent Properties, Joanie is fiercely committed to helping her clients through any and all real estate

situations. “Something I’ve said for years is that I will lose a sale to gain a client any day,” Joanie says. “If a situation doesn’t feel right, I will risk a deal to gain that client’s trust. That’s how I operate. I show my clients I have their back. I’m very hands-on. I like to keep relationships personal with my clients, who often become friends. I measure my success not on my sales, but on the relationships I build with people. After my clients have one real estate experience with me, I gain them as a client for life.”

With Joanie’s outstanding reputation and visibility, it is no surprise that most of her listings sell within days. To market her clients’ properties, Joanie promotes the listings across digital and social media, and she leverages her professional network to spread the word and ensure competitive offers.

Dedicated to giving back, Joanie is a generous philanthropist, and she gives regularly to Spring Forward for Autism, an organization that supports families with educational and therapeutic expenses. She also donates to St. Judes Children’s Hospital, and is active in several real estate professional organizations. A single mother of two boys, Joanie loves to spend time with her family and her dog.

Having built a thriving business Joanie is excited about the future and what it holds. “I plan to continue on this path,” Joanie says. “My passion is helping buyers and sellers. I love educating my clients, whether it’s an investment property, or construction consulting. It’s very rewarding to guide and empower them to take control of their real estate and financial future. I am in this business to keep clients for life.”

To find out more about Joanie Shepherd, contact her at 321-243-5688, email jshepherd@prominentfl.com, or visit her online at prominentfl.com https://

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