FLORIDA 8-23-21

FLORIDA EDITION

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU? FEATURED AGENTS

GRAYSON ADLER FRANCISCO BIRD LENKA DOYLE AMY HOWELL MICHELLE LIOTTA HECTOR NIEVES DALTON ROBINSON

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION COVER STORY

JEWEL DEFIORES

FLORIDA EDITION

GRAYSON ADLER No matter where you live, deciding to purchase your own home is a good 9 17 first step to building personal wealth. If you happen to live in South Florida, a good second step is to let Grayson Adler help you with the transaction.

professional photos that capture their home in its best light, and24 the creation of LENKA DOYL 3D tours that allow out-of-town buyers for her im to view it with ease. In additionRecognized to the cable client service MLS, Grayson does targeted marketing marketing techni on Facebook to attract buyers clever actively shopping for homes in South Lenka Florida,Doyle is drive the and desire to help cl “You’ll meet Realtors® who disappear as well as conducting open houses accomplish their real e as soon as the transaction is over,” says reaching out to every broker in the area. dreams.

Those efforts bring multiple offers to his Lenka’s love o Grayson. “That’s not me. I keep alertestate came about whil ing my clients to opportunities down the listings and ensure his clients the greatwas searching for her est value return on their investment. road, whether that’s a chance to refinance JEWEL DEFIORES FRANCISCO BIRD GRAYSON ADLER LENKA DOYLE property and realized at a lower interest rate or a sharp increase she enjoyed the market in their home’s market value. One of the things I love All of Grayson’s clients enjoy monthly videomuch College football is what moved 24 helped year old specific zip codes After working for the News Department In his effort to provide immense value to diff cess of at With over two decades of experience in on-line and she us to see a few most about this success, job is experiencing thetraining excitement Realtor’s license in for her both for the and updates and advice on where they stand to gain. He looking Dalton Robinson from Missouri to Florida. my sellers’ 28 31 32 35 houses.

“My husband and I went throughhomes a coup at The Wall Street Journal in New York his clients, Hector takes steps to ensure his real estate, Michelle Liotta is ready to go different properties.

She was nice, also reaches out personally as often as he can, on with a first-time homebuyer or with a client who’s just r family fell in love personal support they’ve offered her. She’s crazy experiences while looking for prospeca home, and t After up the funny, cleats Daltonbirthdays, startedand his above and beyond to help clients reach a topleasure or just see ifreach there’s they need. gotten great equity ofhanging aadvantage property we’ve sold.” forher many years, Hector Nieves moved listings a anything wide audience of gustine, especially also able toout take of the wealthprofessional of ® and act when I decided I could be a REALTOR real estate career with an internship at one Community invol goals. while Florida goingresources to eXp workcan with. She and hertive assistant, tostart Central and got a jobbrokerage at the like buyers. He advertises homes through s and the their quality of She got her a large help people so that they wouldn’t have to go throug If he’s not working, Grayson is probably spending Grayson bought his own first investment property in to college for Health Administration.

Ashley, werebrokerages. on top of the everything. of Orlando’s largest real estate to Dalton.

This Orlando Sentinel.

After building his MLS, personal magazine, and his Au eir three daughters. provide, enabling herrepto gain maximum stress wehis went through,” she3 explains.

Affiliated time with his for wifeanything and two children, who are and 2010, which sparked his interest in thehe industry.

He “They had a bunch of elective classes, We did not have to ask Dalton stated that “started as an assistant a self funded non utation there, he decided to jump into personal network of clients to maximize stay. “We’re a milexposure for herinsellers’ homes.

She leans 7. He sponsors theCape ® Premier Realty, serves buyers and se children’s T-ball teamLenka and enjoys got they his Realtor ’s license 2015 after leaving a salary so I took all the real estate courses because it was all taken care of for us. and worked my way up to an inside sales Hummingbird Fo ere three years ago. social media platforms like Facebook cooking, reading, throughout South Florida. the last decade real estate with into his wife, who was doing exposure forAs each home. and music. for the futureOver of his wasn’t satisfying his entrepreneurial offered,” she explains. “I ended position up get-orthat We would definitely use her again and agent, and I found out that I really enjoyed his late grandmot helped hundreds of buyers and sellers fulfill their send us somewhere Instagram to advertise those homes, the impressivespirit. work home salesasatanthe business, he wants to continue building the brokerage, He in began working agent with Keller my to license over the summer.” Shemost direct would recommend herreal for anyestate of your goals. it!”

Dalton left form providing got my ting license and effective means the cur- his andown making sureHector that he and the other agentsmore are focus growWilliams, but became it was through hissoon work as for a to property time.

Together, they one of the loves nothing thanonseeing immediately knew it would be her longhome buying or selling needs.” ing their business year over year, and continuing to manager that he began making the connections that he end of his enlistrent market. estate team, and the rest is history. kids who ha topground husband and wife real estate teams in theKnown look on a her family’s faceand when theydon’t firstcomm term career, and AMY hit the forROBINSON work ethic exceptional provide a top-levelDALTON service to their clients. would drive his business, LIOTTA as more and more landlords HOWELLrunning MICHELLE HECTOR NIEVES on for marketing, so viding athletic op area, and held that position foror more move into theirLenka new home.

“Helping peocation skills, prioritizes her clients’ needs straight away. Servingthe Palm Beach and During the isn’t trusted him to help themabuy their properties.

In few hours that Michelle ” “I also know lotleader ofsellpeople.

MyMagnolia sphere As the at The Group of are gifted athletes remains a resource for them even after the transacti than two Twohisyears ago, his wife is commy favorite part of my job. That’s Broward counties in Florida, shedecades. is startworking, to the 2020 heofand partner Firstdiverse Florida Realty,she’s giving back ple influence is opened huge and because port they need, as well as helpi Florida Realty Investments, Dalton has produced nearly over.

“I stay in with myHector clients.

We commun took a step Hector has been working as all a solo what makes all worth it,”touch he says. closes ing to form a team, and can’t waita back, to see butbrokerage munity.

“I bring food to theithomeless, boutique where he serves clients over nd the rest of St. Johns County I’m involved in just about everything around my the neighduring all the holidays, major events, and their needs.

“I’m taking a big step $10 million in sales over past calendar year.

Dalton’s Broward County, as well as Miami-Dade and Palm what the future holds.agent, Speaking English to offer exceptional service to have done clothing toy drives continuing clients $8-9Mand in total sales for volume per year on average, and ann Team at eXp Realty, Amy has borhood and“Ours broader community.

I’ve team made many saries.

Whether it’s just a phone call or grabbing small but growing is attempting to change the percommunity involvement and Ia Beach. is a ‘Teamerage’ model designed to and Spanish, and having the certificasex trafficking explains. the state ofI’m Florida. hevictims,” hopes to she continue progressing inallhis career to athose point essful business with an impres-all across connections that able to use to help my clients, and of coffee together, it’s about finding pocke every clientrange a more personal while doing Dalton says. ception of real estate one satisfied athat it.,” tion At Home with Diversity, shegive serves a wide Any freeexperience time isagents spent things sheclient loves,atlike increase number to $15M. time to maintain the YOUR relationship.

I always want the rate. She’s 4) already closed 21 I oftenincorporating hear about the upcoming opportunities before they where he can29) 5 STEPS TO ACHIEVE 15) CREATIVE MEDITATION TURNING best aspects of a larger brokerage. of buyers and sellers. With the vast majority oftime. her “A dancing, reading, and relaxing. common theme among my past clients know is that hasEach built suchand a luminary foundathat I consider them my clients for life.”

-to-date, with another 10 pend-Hector become common knowledge.” client property iscareer unique,on so the we develop a

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DALTON ROBINSON HECTOR NIEVES AMY HOWELLMICHELLE LIOTTA, PA

FRANCISCO BIRD

CONTENTS

LONG TERM SUCCESS AS Ait’s FOR THE REAL INTO clientele consisting of repeats and referrals, clear they appreciate andcareer myPROFESSION customer Dalton is also a lega client-first and one ofmy his responsiveness greatest In his and otherwise, Hector has currently been deeply planservice, to fit a person’s individual need. We f $8 million. Her mission is totion of hismarketing she’s on the right path.

Looking towards the next few years, Michelle hopes University of Central Florida w service,” Dalton explains.

“My clients have always Lenka’s strategy for selling her listings is he REAL ESTATE AGENT ESTATE PROFESSIONAL A PASSION also strive to eliminate any stress people may have strengths as an agentinvolvement is his willingness tothe truly theher inspired by his wife, an immensely talented Realtor in house that feels like home.

That community includes PTAgofor to buildthe a multimillion dollar realty team.

“By nexton digital focused marketing.

She believes that co known, from day they met me, that they can reach ing and completing law school about the process, and our clients rest easy knowing school, for which she was nominated 2020 extra mile to get the“We best results forI’m hisplanning clients.in to He rightagents who has successonthroughout her 20) SUCCESS–THESE “I 6) take HOW the stressTO out of thechildren’s deal,” she says. hanyear, add her threeown buyer’s and found uedHOW education and staying top of current techno 33) TO ANSWER that we’re taking care of out toeverything.” me if they have any questions, no matter the day plans to continue growing his te move, howdle uncertain and stressas the Volunteer of the Year.

She’s a member of many works hard, leveraging his vast knowledge and expelife.

“My wife was a true dynamo in real estate, and and way, market changes is the key to getting top d everything, and go out of our way to make sure7 allHABITS ultimatelyARE add some listing agents.” Along the THE REAL or time.

Whatever it is, I’ll pick up the phone or text so that he and his team can bala INCORPORATE CURRENT THE INEVITABLE QUESs to deliver the kind of qualityrience local clubs inhis her neighborhood, and an active particitoher guide clients towards theis decisions that really theas person who ropes prices for hershowed sellers. “Ime do athe lot of socialwhen media ma aspects are complete.”

With strong background Michelle will enjoy itisall, she loves That approach has SECRET been well received by undoubtedly Grayson’s TO SUCCESS with having a positive impact them back immediately.

Especially in a market like this, burden and replaces it with pantthe inEMAIL the Buy Nothing Project—a Facebook group that helping ing on Facebook and Instagram.

IIalso make it a pri TO aprovide YOUR WHY SHOULD most benefit foror themselves their famiI got Contact started,” Hector says.

“She pretty much taught in EVENTS the field, Michelle is also incredibly knowledge“I really love peopleTION: make their clients, who return referher himcareer. at and an incredible rate Grayson at 954-296-8044 people, it’s not that hard to be I always tell clients: you will not lose a house because Clients know that I’m always organizes donations to the specific needs of members in to continue learning so that I can remain tech-s of 80 percent.

His sellers profit from a sophisticated lies.

“Notthrough everyone to realize it, but realtrue.” estate is meoreverything I know about real estate.” According able and helpsAND guide them theseems process. dreams come email Grayson@firstfloridarealty.com BLASTS STAY 25) WELCOME HOME: CHOOSE YOU? and provide great value for my clients.

I am curr t interests,Understanding and they trustitme community. mybegins schedule.” explains, “Ievery love day helping peopl marketingjourney, that with the creation cantofirst be athe complicated and foremost a strategy peopleofshe business - everything weREdoof to Hector, you learn something newprogram indigital real RELEVANT WORKING WITH enrolled in aing yearlong with a taken ma process.” takes sure they are well car the time to prepare them for what to expect, is for our people,” Hector says. “If you put your clients estate, and he hopes to continue to progress andallimprove ing class so that helps me promote of our listing Going forward, Amy’s focus is on growing her business LOCATORS IN TRANSITION Dalton also sets apart on top of new sellIfor buy alooking home. Delive answering all questions what first,andtheadvising moneythem will on come.”

Hector has himself developed a byinstaying his career in the years and tothey come. you’re forgoal Facebook run retargeting campaigns. My advocacysteps to locals.

A huge part communication and being a resource for those who want to follow the “I’m always educating good service to somebody is im developments in the industry. to take.

Maintaining throughout, far-reaching sphere of influence and a rock solid referan experienced and communicative Realtor in Central o her outreach efforts, particusameand pathtakes she did. she immediately returns calls action. “I’m found joy in that.

I am able to m myself so that I’m up to date on the most recent marral base through this philosophy, proven by the fact that Florida, look no further than Hector Nieves. ok group ashe created for go-getter, I’mpeople very on top of things,” she says.ket “Iftrends and marketing techniques,” he says. “Even ple’s lives, and that keeps me g almost all of his310-734-1440 business through referrals from ugustine. someone To date the group hashetogets Phone 310-734-1440 | Fax calls wanting make an offer, we’re doing before this market caught fire, my listings were still past clients. nd people, welcoming online it atoday, we’re not going to delay it. I think people on the| market for an average of 30 days or less, and mag@topagentmagazine.com www.topagentmagazine.com es to be a really fantastic resource for appreciate that because it makes it so we don’t setting new neighborhood records.” That’s because I Withherpersonality and business savvy to spare, Hector more about the opportunities.” city. Like every-For miss implements No portion of this issue sellers, may beshe reproduced any manner whatsoever priorthe consent of the publisher. Top Agent amin always educating myselfwithout on what best marketng from her passion for helping has no problem communicating effectively with his strategic marketing plans, door knocking on homes Magazine is published by Feature Publications GA, Inc. Although precautions taken toworld ensureisn’t the accuracy of published ing techniques are. What is good are in today’s at I have the opportunity to helpclients. around the listing putting He it onkeeps social himself media. available to field any quesmaterials, Topand Agent Magazine cannot be held responsible foragents opinions expressed or factsyears supplied by its authors. the same as what were doing 20-30 ago. ls when they aren’t sure how totions his clients may have throughout the transaction To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. Maximizing my sellers’ profits requires modern day For more about Michelle Liotta, tbreakingAfter situations where peoworking with Michelle, clients love process, and goes outtoofspread his way to stay in touch with please call 954-821-7855 or marketing.” me, and itthemakes so happy wordme about her clients work. One recently “We is completed. long after thesaid, transaction Through email michelle@TheLiottaGroup.com em.” love Michelle! We met her when saw and a property phone calls, we emails, his and his wife’s own personal 2

Top Agent Magazine When it comes to marketing his listings Dalton says, American Lifestyle magazine, Hector makes a point of Contact Amy at 808-258-1945 orts by the excellent Josh Rogers “I have the ability to disperse my listings to nearly a For more about Da Agent MagazineHector at (407) staying toporofemail mind Amy@joshrogersteam.com for his network, a big reason why Copyright YouTop can contact 873-6077

mailto:mag@topagentmagazine.com

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes6

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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JEWEL DEFIORES Top Agent Magazine

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Top Agent Jewel DeFiores of New Dimensions in Real Estate, INC services client’s in Tarpon Springs, Florida and the surrounding areas Jewel’s first ventures into real estate began with annual forays into peak realty season, working summers while on break from her career as a schoolteacher. Over the years, Jewel’s communication skills and personability in the classroom translated into a lasting second career in helping clients find their dream home.

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Today, Jewel celebrates her eighth year as a REALTOR®, and is currently an agent with New Dimensions in Real Estate INC in Tarpon Springs, Florida.

Relationships are the cornerstone of Jewel’s business. The majority of her client-base is derived from referrals by family Top Agent Magazine

and friends, which in turn has created an expanding sphere of references and relationships as Jewel forms lasting bonds with her current and past clients. “I have made so many friendships,” Jewel says.

Trust is the key word in the relationships Jewel builds with her buyers and sellers. “I truly believe that I represent my clients,” Jewel explains. “I take it to heart. It’s not Top Agent Magazine

just a transaction. It’s one of the biggest, best decisions a person going to make, so I want to do it right.”

For Jewel, doing it right goes beyond simply ushering a transaction to close. “I give them the white glove treatment,” she says.

Jewel partners with her husband, Chris, a professional photographer, to prepare a 11 Copyright Top Agent Magazine

“I truly believe that I represent my clients,” Jewel explains. “I take it to heart. It’s not just a transaction. It’s one of the biggest, best decisions a person going to make, so I want to do it right.” home for listing. Doing much of the work themselves, Jewel and Chris go above and beyond to help a client get the best offer for their home, putting in hours of their own time to make a home shine.

“We don’t just draw a line at a contract. If that means installing a ceiling fan or helping a client in anyway I can, that’s fine.”

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When it comes to marketing, Jewel’s listings reach a wide audience through a broad variety of online platforms including the major realty websites like Trulia, Zillow, Homesnap and HomeAway. But a robust online listing presence isn’t the only method that Jewel has found to effectively reach perspective buyers in her clientele demographic which is fifty percent seniors.

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When it comes to marketing, Jewel’s listings reach a wide audience through a broad variety of online platforms including the major realty websites.

“Many people think print media is passe, but knowing my clientele, it’s not passe,” Jewel explains. “Older folks like going to the mailbox; they like getting that postcard.

They might not need me, but maybe their neighbor is looking for a home.”

On average, Jewel closes between twenty and thirty transactions a year.

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As a REALTOR® who cares about giving back to her community, Jewel often volunteers with Lifted Up Ministries serving the local homeless population. She is also a strong advocate for availability of affordable housing. “Here in Tarpon Springs, we provide more affordable housing than some of the larger cities nearby. I’m really proud of that.”

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When she’s not working, Jewel enjoys painting furniture as a hobby.

Looking to the future of her business, Jewel sees how the diverse Florida market is drawing continually more interest from around the world as she works with clients hailing from

Albania, Sweden, Canada, and elsewhere. To grow her business in the international market, Jewel has begun heavily advertising her listings on international MLS sites. She is learning Spanish, and sees bilingual transactions as critical to keeping on the pulse of Florida realty.

Find out more at sandybeacheshomes.com and sandybeachesrealestate.com. Connect with Jewel at 813-404-4067 or email jeweldefiores1@gmail.com www.

www.

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Top Agent Magazine

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 Top Agent Magazine

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 15

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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FRANCISCO BIRD Top Agent Magazine

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FRANCISCO BIRD

When Francisco Bird first moved to Miami in 2011, he fell in love with the city and its architecture. “I was working in Sales and Marketing at Coca Cola, and I kept seeing all these beautiful properties for sale,” he explains. This sparked his interest in real estate, and he decided to consult with a family member who works in the industry.

“I slowly started going through his office and observing what he was doing, and that’s when I decided to get my license.” By late 2012, he was hitting the ground running, and he hasn’t looked back since. Today he works as a solo agent serving the greater Miami area, specializing in the coastal areas like Edgewater, Brickell, Coconut Grove, Coral Gables, Pinecrest and Palmetto Bay. With about 95% of his clients deriving from repeats and referrals, Francisco goes above and beyond to get them towards their goals.

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“My goal is to not only do a good job in the transaction, but also develop friendships along the road,” he explains. When working with his buyers and sellers, he treats them just as he would a family member. He takes the time to understand what they are looking for and develops a plan to get them there. Buyers inform him

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of their budget, areas of interest, ideal home type, and future goals. Then, Francisco gets to work at finding them the perfect property.

Offers are submitted quickly once a house is found, and he ensures they are getting the best deal possible while remaining competitive. Sellers typically receive multiple offers, with Francisco advertising their listing to a wide range of buyers in all parts of the world. “Miami is getting a lot of buyers from New York, Chicago and California, so I place ads in those areas.” Experienced with building, flipping, and renovating houses, Francisco can also advise buyers and sellers about how to increase resale value.

Throughout every step of the process, Francisco ensures that clients are satisfied.

This results in them telling their friends and family about their experience. One review reads, “When I found out I needed to relocate to Miami, I immediately started asking around for recommendations. Francisco came highly recommended by many satisfied customers, and I now understand why!

Francisco always goes the extra mile to make sure the entire process runs as smoothly as possible. Always taking the time to explain in detail any questions asked, he constantly shows 100% commitment to his job. He is available 24/7 and is extremely efficient in returning calls, emails, and text messages no matter how early or how late it is. Thank you, Francisco, for your great attention to detail and helping us find our new home!”

As the years go by, Francisco becomes even more passionate about his career. He loves helping people achieve their real estate goals and wants to expand his reach. “I would love to start developing homes and have my own team of agents one day.”

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For more information about Francisco Bird, please call 305-510-7860 or email fbirdrealtor@gmail.com Copyright Top Agent Magazine 19

Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

The The answer answer is is that, that,in inaamanner, manner,there thereis. is.The The trick trick is is in in how how you you think think about about success success and and what what itit means means for for you. you. Many Many people people define define success success as as achieving achieving their their personal personal goals, goals, but but could could this this be be leading leading them them to to look look atat the the world a little too narrowly? The people people that that are are truly truly successful successful in in every every aspect aspect of of 20

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing.It doesn’tmatter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir self-awareness. If a spare moment exists,then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from others, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to draw other people in. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

7 7

BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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GRAYSON ADLER professional photos that capture their home in its best light, and the creation of 3D tours that allow out-of-town buyers to view it with ease. In addition to the MLS, Grayson does targeted marketing on Facebook to attract buyers actively shopping for homes in South Florida, as well as conducting open houses and reaching out to every broker in the area.

Those efforts bring multiple offers to his listings and ensure his clients the greatest value return on their investment.

No matter where you live, deciding to purchase your own home is a good first step to building personal wealth. If you happen to live in South Florida, a good second step is to let Grayson Adler help you with the transaction.

“You’ll meet Realtors® who disappear as soon as the transaction is over,” says Grayson. “That’s not me. I keep alerting my clients to opportunities down the road, whether that’s a chance to refinance at a lower interest rate or a sharp increase in their home’s market value. One of the things I love most about this job is experiencing the excitement with a first-time homebuyer or with a client who’s just gotten great equity out of a property we’ve sold.”

Grayson bought his own first investment property in 2010, which sparked his interest in the industry. He got his Realtor®’s license in 2015 after leaving a salary position that wasn’t satisfying his entrepreneurial spirit. He began working as an agent with Keller Williams, but it was through his work as a property manager that he began making the connections that would drive his business, as more and more landlords trusted him to help them buy or sell their properties. In 2020 he and his partner opened First Florida Realty, a boutique brokerage where he serves clients all over Broward County, as well as Miami-Dade and Palm Beach. “Ours is a ‘Teamerage’ model designed to give every client a more personal experience while incorporating the best aspects of a larger brokerage.

Each client and property is unique, so we develop a marketing plan to fit a person’s individual need. We also strive to eliminate any stress people may have about the process, and our clients rest easy knowing that we’re taking care of everything.”

All of Grayson’s clients enjoy monthly video market updates and advice on where they stand to gain. He also reaches out personally as often as he can, on birthdays, or just to see if there’s anything they need.

If he’s not working, Grayson is probably spending time with his wife and two children, who are 3 and 7. He sponsors the children’s T-ball team and enjoys cooking, reading, and music. As for the future of his business, he wants to continue building the brokerage, and making sure that he and the other agents are growing their business year over year, and continuing to provide a top-level service to their clients.

That approach has been well received by Grayson’s clients, who return or refer him at an incredible rate Contact Grayson at 954-296-8044 of 80 percent. His sellers profit from a sophisticated or email Grayson@firstfloridarealty.com marketing strategy that begins with the creation of Magazine Top Agent Top Agent Magazine

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LENKA DOYLE Recognized for her impeccable client service and clever marketing techniques, Lenka Doyle is driven by the desire to help clients accomplish their real estate dreams. Lenka’s love of real estate came about while she was searching for her own property and realized how much she enjoyed the process of looking at different houses. “My husband and I went through a couple of crazy experiences while looking for a home, and that’s when I decided I could be a REALTOR® and actually help people so that they wouldn’t have to go through the stress we went through,” she explains. Affiliated with Cape Premier Realty, Lenka serves buyers and sellers throughout South Florida. Over the last decade she’s helped hundreds of buyers and sellers fulfill their real estate goals.

anyone who searches for something that has to do with our local market, to see my listings,” she says.

As her business expands, Lenka plans on growing her team in order to continue giving clients the highest level of service. “I have a business and marketing plan already in place for next year. We’re also going to focus on promoting local businesses to help the community, because I truly believe that the more you give, the more you receive,” she says, and adds, “Real estate is an ever-evolving business. You always learn something new, and I plan on being a lifelong student. The industry is always changing, and as an agent you have to adapt to it, and learn with the market, otherwise you’re not giving your clients the type of informed service they deserve.”

Outside of work, Lenka loves to spend time with her family. She is also an avid boater who likes to enjoy the wonderful outdoor scenery Florida has to offer. “One of our favorite things to do to unwind after work is take our dog and go on a sunset cruise.”

Known for her work ethic and exceptional communication skills, Lenka prioritizes her clients’ needs and remains a resource for them even after the transaction is over. “I stay in touch with my clients. We communicate during all the holidays, major events, and their anniversaries. Whether it’s just a phone call or grabbing a cup of coffee together, it’s all about finding those pockets of time to maintain the relationship. I always want them to know that I consider them my clients for life.”

Lenka’s strategy for selling her listings is heavily focused on digital marketing. She believes that continued education and staying on top of current technology and market changes is the key to getting top dollar prices for her sellers. “I do a lot of social media marketing on Facebook and Instagram. I also make it a priority to continue learning so that I can remain tech-savvy and provide great value for my clients. I am currently enrolled in a yearlong program with a digital marketing class so that helps me promote all of our listings on Facebook and run retargeting campaigns. My goal is for 24

To learn more about Lenka Doyle email LenkaDoyle@CapePremierRealty.com, visit lenkadoyle.com or call (239) 823–9553 www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and Top Agent Magazine

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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AMY HOWELL Amy Howell got her Realtor’s license in 2019 because she and her family fell in love with the city of St. Augustine, especially for its wonderful schools and the quality of education available to their three daughters.

They had to find a way to stay. “We’re a military family, stationed here three years ago.

I knew the Navy would send us somewhere else in a few years, so I got my license to allow him to get out at the end of his enlistment. I also have a passion for marketing, so it’s been a very good fit.”

Serving St. Augustine and the rest of St. Johns County with the Josh Rogers Team at eXp Realty, Amy has already built a very successful business with an impressive 80 percent referral rate. She’s already closed 21 transactions for the year-to-date, with another 10 pending, at a sales volume of $8 million. Her mission is to help her clients find the house that feels like home.

“I know what it’s like to move, how uncertain and stressful it can feel. My goal is to deliver the kind of quality service that removes the burden and replaces it with a feeling of excitement. Clients know that I’m always looking out for their best interests, and they trust me to guide them through this process.”

Nor does Amy limit her advocacy to locals. A huge part of her success is due to her outreach efforts, particularly through the Facebook group she created for people looking to move to St. Augustine. To date the group has grown to nearly 4 thousand people, a welcoming online community that continues to be a fantastic resource for those who want to know more about the city. Like everything else, the idea sprang from her passion for helping people. “I feel blessed that I have the opportunity to help people achieve their goals when they aren’t sure how to do it. I’ve had some heartbreaking situations where people urgently needed a home, and it makes me so happy that I was able to help them.”

Amy is aided in those efforts by the excellent Josh Rogers Team, the members of which she credits as a huge reason 28

for her success, both for the training and personal support they’ve offered her. She’s also able to take advantage of the wealth of resources a large brokerage like eXp can provide, enabling her to gain maximum exposure for her sellers’ homes. She leans into social media platforms like Facebook or Instagram to advertise those homes, the most direct and effective means for the current market.

“I also know a lot of people. My sphere of influence is huge and diverse because I’m involved in just about everything around my neighborhood and broader community. I’ve made many connections that I’m able to use to help my clients, and I often hear about upcoming opportunities before they become common knowledge.”

That community involvement includes the PTA for her children’s school, for which she was nominated in 2020 as the Volunteer of the Year. She’s a member of many local clubs in her neighborhood, and is an active participant in the Buy Nothing Project—a Facebook group that organizes donations to the specific needs of members in the community.

Going forward, Amy’s focus is on growing her business and being a resource for those who want to follow the same path she did.

Contact Amy at 808-258-1945 or email Amy@joshrogersteam.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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MICHELLE LIOTTA, PA With over two decades of experience in real estate, Michelle Liotta is ready to go above and beyond to help her clients reach their goals. She got her start while going to college for Health Administration.

“They had a bunch of elective classes, so I took all the real estate courses they offered,” she explains. “I ended up getting my license over the summer.” She immediately knew it would be her longterm career, and hit the ground running straight away. Serving Palm Beach and Broward counties in Florida, she is starting to form a team, and can’t wait to see what the future holds. Speaking English and Spanish, and having the certification At Home with Diversity, she serves a wide range of buyers and sellers. With the vast majority of her clientele consisting of repeats and referrals, it’s clear she’s on the right path.

“I take the stress out of the deal,” she says. “We handle everything, and go out of our way to make sure all aspects are complete.” With her strong background in the field, Michelle is also incredibly knowledgeable and helps guide them through the process.

Understanding it can be a complicated journey, she takes the time to prepare them for what to expect, answering all questions and advising them on what steps to take. Maintaining communication throughout, she immediately returns calls and takes action. “I’m a go-getter, I’m very on top of things,” she says. “If someone calls wanting to make an offer, we’re doing it today, we’re not going to delay it. I think people really appreciate that because it makes it so we don’t miss opportunities.” For her sellers, she implements strategic marketing plans, door knocking on homes around the listing and putting it on social media.

After working with Michelle, clients love to spread the word about her work. One recently said, “We love Michelle! We met her when we saw a property Top Agent Magazine

on-line and she helped us to see a few different properties. She was nice, funny, professional and a pleasure to work with. She and her assistant, Ashley, were on top of everything.

We did not have to ask for anything because it was all taken care of for us.

We would definitely use her again and would recommend her for any of your home buying or selling needs.”

During the few hours that Michelle isn’t working, she’s giving back to the community. “I bring food to the homeless, have done clothing and toy drives for sex trafficking victims,” she explains.

Any free time is spent doing things she loves, like dancing, reading, and relaxing.

Looking towards the next few years, Michelle hopes to build a multimillion dollar realty team. “By next year, I’m planning to add three buyer’s agents and ultimately add some listing agents.” Along the way, Michelle will undoubtedly enjoy it all, as she loves her career. “I really love helping people make their dreams come true.”

For more about Michelle Liotta, please call 954-821-7855 or email michelle@TheLiottaGroup.com

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HECTOR NIEVES After working for the News Department at The Wall Street Journal in New York for many years, Hector Nieves moved to Central Florida and got a job at the Orlando Sentinel. After building his reputation there, he decided to jump into real estate with his wife, who was doing impressive work in home sales at the time. Together, they became one of the top husband and wife real estate teams in the area, and held that position for more than two decades. Two years ago, his wife took a step back, but Hector has been working as a solo agent, continuing to offer exceptional service to clients all across the state of Florida.

Hector has built such a luminary career on the foundation of his client-first service, and one of his greatest strengths as an agent is his willingness to truly go the extra mile to get the best results for his clients. He works hard, leveraging his vast knowledge and experience to guide his clients towards the decisions that provide the most benefit for themselves and their families. “Not everyone seems to realize it, but real estate is first and foremost a people business - everything we do is for our people,” Hector says. “If you put your clients first, the money will come.” Hector has developed a far-reaching sphere of influence and a rock solid referral base through this philosophy, proven by the fact that he gets almost all of his business through referrals from past clients.

With personality and business savvy to spare, Hector has no problem communicating effectively with his clients. He keeps himself available to field any questions his clients may have throughout the transaction process, and goes out of his way to stay in touch with clients long after the transaction is completed. Through phone calls, emails, and his and his wife’s own personal American Lifestyle magazine, Hector makes a point of staying top of mind for his network, a big reason why he has found so much success throughout his career.

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In his effort to provide immense value to his clients, Hector takes steps to ensure his listings reach a wide audience of prospective buyers. He advertises homes through the MLS, his personal magazine, and his personal network of clients to maximize exposure for each home.

Hector loves nothing more than seeing the look on a family’s face when they first move into their new home. “Helping people is my favorite part of my job. That’s what makes it all worth it,” he says. Hector closes $8-9M in total sales volume per year on average, and he hopes to continue progressing in his career to a point where he can increase that number to $15M. In his career and otherwise, Hector has been deeply inspired by his wife, an immensely talented Realtor in her own right who has found success throughout her life. “My wife was a true dynamo in real estate, and really is the person who showed me the ropes when I got started,” Hector says. “She pretty much taught me everything I know about real estate.” According to Hector, you learn something new every day in real estate, and he hopes to continue to progress and improve in his career in the years to come. If you’re looking for an experienced and communicative Realtor in Central Florida, look no further than Hector Nieves.

You can contact Hector at (407) 873-6077 or at hgnieves@earthlink.com.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 34

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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DALTON ROBINSON College football is what moved 24 year old Dalton Robinson from Missouri to Florida.

After hanging up the cleats Dalton started his real estate career with an internship at one of Orlando’s largest real estate brokerages.

Dalton stated that he “started as an assistant and worked my way up to an inside sales agent, and I found out that I really enjoyed it!” Dalton soon left to form his own real estate team, and the rest is history.

As the leader at The Magnolia Group of Florida Realty Investments, Dalton has produced nearly $10 million in sales over the past calendar year. Dalton’s small but growing team is attempting to change the perception of real estate agents one satisfied client at a time. “A common theme among my past clients is that they appreciate my responsiveness and my customer service,” Dalton explains. “My clients have always known, from the day they met me, that they can reach out to me if they have any questions, no matter the day or time. Whatever it is, I’ll pick up the phone or text them back immediately. Especially in a market like this, I always tell clients: you will not lose a house because of my schedule.”

Dalton also sets himself apart by staying on top of new developments in the industry. “I’m always educating myself so that I’m up to date on the most recent market trends and marketing techniques,” he says. “Even before this market caught fire, my listings were still on the market for an average of 30 days or less, and setting new neighborhood records.” That’s because I am always educating myself on what the best marketing techniques are. What is good in today’s world isn’t the same as what agents were doing 20-30 years ago.

Maximizing my sellers’ profits requires modern day marketing.”

When it comes to marketing his listings Dalton says, “I have the ability to disperse my listings to nearly a thousand places including internationally. I also use certain tools to market my listings via social media. I can hyper target my listings on Google with SEO and using Top Agent Magazine

specific zip codes to drive more traffic to my sellers’ homes.”

Community involvement is near and dear to Dalton. This August he plans to launch a self funded non profit foundation, the Hummingbird Foundation, in honor of his late grandmother. The foundation will focus on providing food and necessities to kids who don’t have access to them, providing athletic opportunities to kids who are gifted athletes but can’t get the support they need, as well as helping children with special needs. “I’m taking a big step forward this year in my community involvement and I’m super excited about it.,” Dalton says.

Dalton is also currently a legal studies student at the University of Central Florida with intentions of attending and completing law school in the future. Dalton also plans to continue growing his team at a sustainable pace so that he and his team can balance success in real estate with having a positive impact and “just try to be good people, it’s not that hard to be a good person.” Dalton explains, “I love helping people I work with, and making sure they are well taken care of and protected when they sell or buy a home. Delivering a good product and good service to somebody is important and I really have found joy in that. I am able to make a difference in people’s lives, and that keeps me going.”

For more about Dalton Robinson, email dalton@magnoliagroupre.com, visit magnoliagulfcoast.com or call 813-924-0251 www.

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