FLORIDA 8-9-21

FLORIDA EDITION

5 Social Media Mistakes Real Estate Agents Must Avoid How To Speed Up

FIRST-TIME HOMEBUYER TRANSACTIONS The Daily Schedule of

A SUCCESSFUL REAL ESTATE AGENT

FEATURED AGENTS

FLAVIA CABRAL ASHLEY CUSACK MIKE FAUST ANTHONY MACCARONI JONITA McCREE

Tips on Breaking into the

LUXURY MARKET

COVER STORY

JANE McCROARY

FLORIDA EDITION

FLAVIA CABRAL

ASHLEY CUSACK

in Coconut Grove, FL, and currentlyend of the transaction. If theyWhile With over a decadeBorn of experience need averaging more than seve 19 firstany real estate assistance, 22 they tions residing 9 in Coral Gables, Ashley Cusack in the real estate industry, Flavia comeper year, Ashley remains foc came to the real estate industry after graduatingback to me,” she explains. trusted values that have anchored Cabral is a trusted real estate profesfrom college. in the first place. “I love that my p sional in the Orlando, Florida area.Upon accepting a position with Known among her clients as hardto business life can be incorporated a leading producer in the area, she learnedFlavia’s unwavering dedication working, patient, and the empathetic, ins-and-outs of the Miami luxury realclients is reflected in her willingthe things I love about Miami, Flavia understands estate how important market, launching an accomplished,ness to always pick up the phone “Whether it’s through client rep the transaction process is for career her in the business. Today she is and answer any questions theycommunity may thirty-year events or volunteer clients and she goes above and to lends itself to a wide rang the founder of the Ashley Cusack Team andhave, even if they’re not related estate beyond to make it successful every to and I truly enjoy all the un Senior Vice President at Berkshire Hathawayreal estate. “I love my job. I get ences, single time. meet new people from all over the Home Services EWM Realty, where she assists I get to encounter.” world, make families happy, and provide them ANTHONY MACCARONI throughout Miami and the surrounding FLAVIA CABRAL JANE Mcclients CROARY ASHLEY CUSACK Hailing from Brazil,areas.

Flavia’s clientsbroker with high quality service. Something my clients Asinternational a top producing and luxury Outside of her career, Ashley on her toof carefully walk them through know me, is that I’m always there for them.

From can thecount beginning hisestate career, than homeowners, because is less listening Over her 44 years of has selling real about estate, have great skills,” Havi Jonit real specialist, she established a boutique culture involved inthere her hometown community.

25 26 29 the buying and selling process as she ensures that Every single little thing that they want to know, Anthony Maccaroni hasJonita been focused emotion involved.

For homeowners, the McCree hastoughest helped transaction. people from tellofme easy to work to navigate even the “Service is truly been named“People Volunteer theI’m Year at Ransom they areeach well-informed and feel inshe the can call me.

It’scan very time High consuming, and at also on making transaction aswalk seamprocess of be buying or selling a home every lifeteam,” and met every personality say that Iiscertainly love working important toofconfident our says.they “Selling or buying School, she currently serves on th decisions making.

“Ibuyers have a lot of foreign times I spend very 50% of my day helping outcan mybe past less and easy asthey’re possible for his emotional, and that tricky type one could It’s her parttransaction I’m very and hard wo a stressful time,imagine. but After we strive to favorite make each as the Trustees and thealso Vestry athonest St. Thomas Episc spending most of sales process and was very respo clients,Always and oftentimes they need additional assis- clients. But it for makes me happy to know that they and sellers. providing them with an agent to maneuver.” easy as possible forbusiness, our clients.”

Church and School.

For nearly 20 years, sh of the job.

“In this no two days are I don’t make promises that I c his adultconsider life competing in agent with tance honesty like helpand finding a lawyer, me their real estate for all life,of andour thatquestions. Mike provid dedication, the highest levelan accountant, an active and sustaining member of both the same.

The sheer diversity of the people Many of her clients become frien a management company, a loan or even theybass knowfishing I’mOutside on board helpand them at allistimes: of customer service. He goes above andofficer oftowork Anthony involved professional tourguidance during the contract n When listing a home, Ashleyitprefers a hands-on strategy.

League of stays Miami thewith Beaux Arts, two you get to work with makes Ev-with inand touch them regula advice on which school district best.

I’m exciting! before, during, andthe after the sale,” she says. beyond to ensure that his clients get theis the Florida Gulf Coast Association naments, Mikeunique Faust found out in favor.

We would After helping her clients fully their property for worked organizations supporting women and She the h ery transaction comes with its prepare own orour postcards or letters. here to helpand them with that.

I’ve been working for highest returns best outcome with of Realtors (FGCAR). In hiscalls free time, the market and providing them with a suite of professional former collegiate athlete, Ashley coache himself at a crossroads.

“My him.”

Another wrote, “Mike was easy everyforclient theirshe’s ownnot having lunch with them as often long time and I’m challenges, happy to be aand resource my has When busy helpingabout her clients, Flavia every atransaction.

Anthony is affiliated he is passionate his music projects. photography and marketing services, she broadcasts lacrosse atback Ransom Everglades asresponsive a volunteer girlfriend was diagnosed engaging.

Hetomusic is incredibly clients,” says. specific loves Shewith giving set of needs.

I love that I getto totravel. be“Prior with the leadingshe boutique firm Viewpoint toalso realenjoys estate I was in the their listing over a blend of her carefully targeted digital build one of the first female lacrosse program community often tono causes dear Realty International andFAUST serves clients business, anddonates IMworked as aqualms DJ for over the one to help them achieve theirIdream.”

Jonita has volunteered cancer, and figured I and needed about getting us count into MIKE ANTHONY MACCARONI JONITA chad CREE and social media campaigns, giving them a nationwide When she’s not with clients or giving back, Flavia puts her clients at the heart of her business, to her heart. throughout Tampa Bay, Florida. a decade in New York City and traveled to community service, workin to stop traveling so much ties, despite numerous obstacles preseo adjusting her process with changes in beI just found playing pickleball with friends which often results reach. in the Always development of close around thethe world.her recently played Jonita originally got herhelp license in St. Louis, Missouri, Alpha Kappa Alpha sorority, or the Tr to her,” Mike explains.

COVID debacle.

He was a formidable industry, she also supplies her sellers with cutting edge time on the water with her beloved family—e relationships.

“I would say that 90% clients Going forward,inher goal is to continue serving clients His integrity and superb ability toMitchell lis- of my Havana, Cuba.

So, in my spare time I opening Realty withwith her husbandhome in 1977.

Empowered Anointed toolshelped like houses, matterport tours, that Florida has to offer. my close Theyvirtual invite open meHe over excellence and work on their always had an interest intirelessly instances got usMinistry. either theShe’s 1st o ten tobecome his clients’ needsfriends. have Anthony grow ato 3D DJ and produce electronic dancemany music.”

Hebehalf. also loves These days she serves clients in Florida with Colddedicated to children and has served a home videos, twilight photography and aerial photos. house and we“Igo outtofor dinner.

Ittobecomes “Mysofocus isdecided to continue having great on connections strongtheir referral network. have give credit Keller spending quality time with his family the beach. real estate, he to some properties.” well Banker Properties, focusing on neighborfor the Mt.inCalvary Baptist Chur From start toPremier and her areand there Ashley determined her plans for the fu a personal relationship most offinish, them.

IAshley don’t with myteam clients stay for on theCoordinator path thatisI’m on at Williams, which is where I with started.

Their training islove explore it.

Before long, he fell in with the industry.

A hoods in Palm Coast, and Jacksonville.

Withto Shemore also to makes clothing ship to on chi her clients, providing aOrlando, customer service-based approach business.

Looking ahead, she tointends need to send unnecessary emails and texts to In the moment. don’t plan addCoast. too looks much comprehensive andthem extremely effective.

They taught the next Ifew years Anthony forward to true person, Mike quickly as an agent.

Mike his community, and aM specifically for their needs. to and build her brand atashelping one is ofch adesigned master’s degree inflourished management and human seas.

“Ifloves there’s an the event aimed remind them that I’m here, because ourand relationmy plate and sacrifice that personal service thatwell-known I’m me how to use my people sphere ofdouble influence (SOI) how expanding his business further delivering ship is based on trust and continues long after the able to give to my clients right now.” luxury real estate producers, while further cul Webster University, a bachelor’s degree always in, time. with or both.”

Today, he serves Pinellas and Hillsborough inhis clients waysevery to givetime He plans on dev to use drip campaigns torelations stay top from of mind with peohighest levelcounties of service to “Iback. justor money in all aspects ofestate, her Ashley is just members of In reflecting inAsaccounting from Alabama StateaMinh University, andasas amarketing ple. PrimarilyFlorida I work with with commercial real hired local independent firm, andher mytoteam. plan his partner Minh Ho,business, with serving show a year raising moneyonforthechs thorough when assisting herisState buyers, leveraging her When her career, she offers sound advice to any asp with some residential.

But my focus andfrom expertise toMike doUniversity, some traditional and business degree Mobile Jonita she’ssupplement not“We working, enjoys spend a commercial and business and handling thetomarketing tournament. also Jonita hostshe big fishing To learndecades more about Flaviabroker Cabral email flavia.cabral@vicxgroup.com, of experience and a deep network of contacts “You have to stay committed,” says.

“Afte are hotels, motels, mobile home parks, strip malls, that with an aggressive digital marketing campaign. brings an incredible breadth of knowledge to her efhome with her husband, watching movies, o zillow.com/profile/FlaviaCabral, oroptions call (407) visit residential side. providing superior service at every Westshore Yacht Club, which are two help findBy thesays, best possible realI’m estate fit470–4992 their nothing without work.

But of if you are and other commercial properties,” he mainly going after commercial properties, forts on behalf ofand heradds, clients.

Combine that towith her when shecomes can. particAs for the future her bu desired lifestyle.

Through the years, sheinhas earned a because give thegoing time or energy to to help this business, the step, Mike has developed a solid reputation his area, funds directly wounded “I think another reason why clients like to refer me is ularly mobile home parks, mobile home decades of experience in the industry, and you have the wants to work six more years, which woul fantastic reputation throughout Miami, the vast see the rewards—not only through y because I provide customer service. I athletes. came market is on with fire right now, as definitely well as hotels, motels oftenexcellent working with famous Realtor® version of a unicorn. She’s “no ordinary Jo,” of Magazine helping people achieve their drea Copyrightyears Top Agent of her coming repeat clients and but also through the friends and lifelong relati from a restaurant and hotelmajority background, so Ivolume put a high andfrom multifamily properties.”

Much of his time is of. spent planning for as her clients will attest: thing she’s veryway.” proud value on customer service.personal I answer my phone, texts referrals. gain along the “My phone sits by my side at all times,” Mike says. in a big growth phase.

“We are in the p and emails almost immediately with all my clients, and “Several members of my Church recommended Jonita Hear that, Florida?

You’ve gotasix more ye assistant, and want to hire buyer’s a I am there for“Even them.” if it’s late in the evening, I’ll answer the phone

JONITA MCCREE

MIKE FAUST

CONTENTS

4) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

23) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

6) 5 FRESH NEW APPROACHES TO CONTENT MARKETING

27) TIPS ON BREAKING INTO THE LUXURY MARKET

www.

16) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

To learn more about Cusack, ashley@ashleycusack.com, McCree I was for is a home,” happy advantage one of thestarted best! a Real Esta and I’m ready towhen work.

Mysearching main goal toAshley takeone care of email with his 3ofpartners,

visit ashleycusack.com When it comes to marketing Anthony believes in out customer reports.

“She was excellent and no question or call (305) 798-8685. my clients.”

For his buyers, this means understanding is gaining huge traction. The Syndica the box solutions. “I don’t just use one or two digital Phone of310-734-1440 |went Fax 310-734-1440 unanswered.

She seemed to know exactly the type exactly what they are looking for, and never stopping the and developing luxury properties th platforms for my marketing; I use all of them, includof home I was looking for. All of her advice was on mag@topagentmagazine.com |technically www.topagentmagazine.com ing international listing sites. veryMeanwhile, search until it’s I’m found. his sellers enjoy with plans to expand to other profitab point….I can’t think of anything that could havethorbeen advanced andough I think Iadvertising know a little bitofmore about tech- allowing them to get their listing, few years certainly look bright for M improved on®inbetter than the service I received.”

No portionnology of thisthan issue be reproduced manner whatsoever without prior consent of the publisher. Top Considering themay average REALTOR .” any top dollar for their home. Throughout the process, Mikeare taken and he can’t wait to see where it leads Agent Magazine by person, Feature GA, Inc. Although precautions to ensure the accuracy himself is to published be a numbers hePublications plans to continue The exceptional level of service Jonita provides has To learn more about Anthony Maccaroni guides his clients and leaves no questions unanswered. expanding on a huge focusing primarily commercial real cannot estate. “Ibe really of published materials, Top on Agent Magazine held responsible for opinions expressed or facts suppliedlevel.” by resulted in a referral-strong business, andemail garnered her please anthonymaccaroni@gmail.com, like commercial real estate because I’m a numbers This results address, in manysend becoming friends, and lots its authors. To subscribe or change inquiry lifelong to mag@topagentmagazine.com.

Published in the U.S. numerous recognitions like thevisit International Sterling or call (727) 641–0271 tonymaccaroni.com, person. For me, it’s easier to deal with professionals www.

of new fishing buddies. “I entertain them by taking them Society Award. She’s enhanced that service by taking out on the water, as has some of the best advantage of Tampa the manyBay resources and extensive netTop Agent Magazine fishing inwork the world,” Mike explains.

He is even start-Copyright Top Agent Magazine of agents and former clients a large company Contact Jonita at 386-301-04 ing a fishing for Banker TV andcan radio which feature like show Coldwell provide.

Butwill what really or email JonitaMcCree@gmail.c www.

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mailto:mag@topagentmagazine.com

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3

The Daily Schedule

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

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

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

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

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

Top Agent Magazine

Top Agent Magazine

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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Top Top Agent Agent Magazine Magazine

balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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Top Agent Magazine

the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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JANE McCROARY

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Top Agent Jane McCroary currently ranking among the top 1.5% of Florida Realtors for sales volume.

With a Master’s Degree in International Management and a successful career in airline and financial services management at premier companies such as Lufthansa, Merrill Lynch and Morgan Stanley, it’s safe to say Jane McCroary offers her clients the benefit of deep experience in the areas of sales, service and marketing. After working 10 Copyright Top Agent Magazine

in the corporate world for many years, she was attracted to the real estate business by an opportunity for a more autonomous and flexible work experience with greater fulfillment and direct connection with her clients. She had already been investing in real estate, and it seemed like the real estate business would be a great fit with her corporate background. With Top Agent Magazine

all of her combined experience, Jane started her career as a Realtor with the groundwork already laid, and she’s caught on and grown her business and reputation quickly because of that, currently ranking among the top 1.5% of Florida Realtors for sales volume.

Due to her background in managing client experience, Jane knows the importance of Top Agent Magazine

client relationships and the value of building lasting relationships with industry peers and service providers. She puts sincere effort into cultivating her base of clients and contacts and she maintains a consistent line of communication with her clients long after the transaction is closed. “I have a deep understanding of customer service and the real estate business, which allows me to carry 11 Copyright Top Agent Magazine

“Earning the trust of my clients is a top priority, and I do everything in my power to ensure they have a happy and stress-free experience.” myself with confidence and poise when meeting with clients,” Jane says. “Earning the trust of my clients is a top priority, and I do everything in my power to ensure they have a happy and stress-free experience.” Clients find comfort and reassurance in Jane’s knowledge and experience and enjoy the way that she gives them her undivided attention throughout the process. For these reasons and others, Jane earns up to 50% of her business from repeat clients and referrals.

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Jane is no stranger to marketing and uses a variety of technologies in order to make her listings available to a wide audience of prospective clients. She uses professional photography and videography to highlight the best features of the listed home. Jane is also a big supporter of local businesses in the St Pete Beach/Treasure Island area. Videos of homes for sale, interviews with local business owners and information on local communities can be found on her YouTube channel. In addition, she Top Agent Magazine

leverages a professional marketing company for her social media posts, advertises heavily on the most popular online real estate websites for optimal exposure of her listings, and sends out postcards and market reports. Exposure of her listings is further supported by broadcasting to her own extensive client base.

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Real estate has become an integral part of Jane’s life. She is enthusiastic about the industry, willing to share her knowledge and expertise with directness and transparency, and eager to go above and beyond for her clients. “I find it incredibly rewarding to help clients accomplish their goals and share in Copyright Top Agent Magazine 13

their joy when the deal is closed,” Jane says.

Jane stresses creative problem-solving, resiliency and time management as pillars of her success – these traits help to set her apart in the industry.

In her free time, Jane loves traveling internationally and cooking with her husband, John. Together, they enjoy renovating and

decorating their investment homes in pursuit of their own real estate goals. She looks forward to mentoring up-and-coming agents, including her current full-time executive assistant, Jaime, and looks forward to building a team of Realtors. If you’re looking for an agent in Florida with experience and integrity to spare, look no further than Jane McCroary!

You can contact Jane McCroary at (727) 348-3888, email JaneGulfBeaches@gmail.com, or visit her website at JaneMcCroary.com for more information www.

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JoAnne Dugan is proud to congratulate

JANE McCROARY

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

PASADENA TITLE COMPANY a Stewart agent

JOANNE DUGAN, CLC Assistant Vice President

www.PasadenaTitle.com 1135 Pasadena Avenue S., Suite 107 St. Petersburg, FL 33707 Ph: (727) 345-6557 Cell: (727) 643-6445 Fax: (727) 345-6892 E Fax: 1-866-481-4975 JoJoDugan@gmail.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 16

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

Top Agent Magazine ®

Top Agent Magazine

While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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FLAVIA CABRAL With over a decade of experience in the real estate industry, Flavia Cabral is a trusted real estate professional in the Orlando, Florida area.

Known among her clients as hardworking, patient, and empathetic, Flavia understands how important the transaction process is for her clients and she goes above and beyond to make it successful every single time.

Hailing from Brazil, Flavia’s international clients can count on her to carefully walk them through the buying and selling process as she ensures that they are well-informed and feel confident in the decisions they’re making. “I have a lot of foreign clients, and oftentimes they need additional assistance like help finding a lawyer, an accountant, a management company, a loan officer or even advice on which school district is the best. I’m here to help them with that. I’ve been working for a long time and I’m happy to be a resource for my clients,” she says.

Flavia puts her clients at the heart of her business, which often results in the development of close relationships. “I would say that 90% of my clients become my close friends. They invite me over to their house and we go out for dinner. It becomes a personal relationship with most of them. I don’t need to send them unnecessary emails and texts to remind them that I’m here, because our relationship is based on trust and continues long after the

end of the transaction. If they need any real estate assistance, they come back to me,” she explains.

Flavia’s unwavering dedication to clients is reflected in her willingness to always pick up the phone and answer any questions they may have, even if they’re not related to real estate. “I love my job. I get to meet new people from all over the world, make families happy, and provide them with high quality service. Something my clients know about me, is that I’m always there for them.

Every single little thing that they want to know, they can call me. It’s very time consuming, and at times I spend 50% of my day helping out my past clients. But it makes me happy to know that they consider me their real estate agent for life, and that they know I’m on board to help them at all times: before, during, and after the sale,” she says.

When she’s not busy helping her clients, Flavia loves to travel. She also enjoys giving back to her community and often donates to causes dear to her heart.

Going forward, her goal is to continue serving clients with excellence and work tirelessly on their behalf.

“My focus is to continue having great connections with my clients and stay on the path that I’m on at the moment. I don’t plan to add too much more to my plate and sacrifice that personal service that I’m able to give to my clients right now.”

To learn more about Flavia Cabral email flavia.cabral@vicxgroup.com, visit zillow.com/profile/FlaviaCabral, or call (407) 470–4992 www.

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ASHLEY CUSACK Born in Coconut Grove, FL, and currently residing in Coral Gables, Ashley Cusack first came to the real estate industry after graduating from college. Upon accepting a position with a leading producer in the area, she learned the ins-and-outs of the Miami luxury real estate market, launching an accomplished, thirty-year career in the business. Today she is the founder of the Ashley Cusack Team and Senior Vice President at Berkshire Hathaway Home Services EWM Realty, where she assists clients throughout Miami and the surrounding areas. As a top producing broker and luxury real estate specialist, she has established a boutique culture to navigate even the toughest transaction. “Service is truly important to our team,” she says. “Selling or buying can be a stressful time, but we strive to make each transaction as easy as possible for our clients.”

When listing a home, Ashley prefers a hands-on strategy.

After helping her clients fully prepare their property for the market and providing them with a suite of professional photography and marketing services, she broadcasts their listing over a blend of carefully targeted digital and social media campaigns, giving them a nationwide reach. Always adjusting her process with changes in the industry, she also supplies her sellers with cutting edge tools like virtual open houses, 3D matterport home tours, home videos, twilight photography and aerial photos.

From start to finish, Ashley and her team are there for her clients, providing a customer service-based approach designed specifically for their needs.

As in all aspects of her business, Ashley is just as thorough when assisting her buyers, leveraging her decades of experience and a deep network of contacts to help find the best possible real estate options to fit their desired lifestyle. Through the years, she has earned a fantastic reputation throughout Miami, with the vast majority of her volume coming from repeat clients and personal referrals.

While averaging more than seventy transactions per year, Ashley remains focused on the trusted values that have anchored her success in the first place. “I love that my professional business life can be incorporated into all of the things I love about Miami,” she says.

“Whether it’s through client representation, community events or volunteer work, real estate lends itself to a wide range of experiences, and I truly enjoy all the unique people I get to encounter.”

Outside of her career, Ashley is deeply involved in her hometown community. Having recently been named Volunteer of the Year at Ransom Everglades High School, she also currently serves on the Board of Trustees and the Vestry at St. Thomas Episcopal Parish Church and School. For nearly 20 years, she has been an active and sustaining member of both the Junior League of Miami and the Beaux Arts, two important organizations supporting women and the arts. As a former collegiate athlete, Ashley coaches women’s lacrosse at Ransom Everglades as a volunteer, helping to build one of the first female lacrosse programs in Miami.

When she’s not with clients or giving back, Ashley can be found playing pickleball with friends or spending time on the water with her beloved family—enjoying all that Florida has to offer.

Ashley is determined in her plans for the future of her business. Looking ahead, she intends on continuing to build her well-known brand as one of Miami’s top luxury real estate producers, while further cultivating the members of her team. In reflecting on the successes of her career, she offers sound advice to any aspiring agent.

“You have to stay committed,” she says. “After all, in life, nothing comes without work. But if you are willing to give the time or energy to this business, then you will definitely see the rewards—not only through your clients, but also through the friends and lifelong relationships you gain along the way.”

To learn more about Ashley Cusack, email ashley@ashleycusack.com, visit ashleycusack.com or call (305) 798-8685. www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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MIKE FAUST After spending most of his adult life competing in professional bass fishing tournaments, Mike Faust found himself at a crossroads. “My girlfriend was diagnosed with cancer, and I figured I needed to stop traveling so much to help her,” Mike explains.

He always had an interest in real estate, so he decided to explore it. Before long, he fell in love with the industry. A true people person, Mike quickly flourished as an agent.

Today, he serves Pinellas and Hillsborough counties in Florida with his partner Minh Ho, with Minh serving as a commercial and business broker and Mike handling the residential side. By providing superior service at every step, Mike has developed a solid reputation in his area, often working with famous athletes.

“My phone sits by my side at all times,” Mike says.

“Even if it’s late in the evening, I’ll answer the phone and I’m ready to work. My main goal is to take care of my clients.” For his buyers, this means understanding exactly what they are looking for, and never stopping the search until it’s found. Meanwhile, his sellers enjoy thorough advertising of their listing, allowing them to get top dollar for their home. Throughout the process, Mike guides his clients and leaves no questions unanswered.

This results in many becoming lifelong friends, and lots of new fishing buddies. “I entertain them by taking them out on the water, as Tampa Bay has some of the best fishing in the world,” Mike explains. He is even starting a fishing show for TV and radio which will feature some big personalities. Even the host Mike brought on to run the show is a local celebrity: former night time news anchor Reginald Rountree.

After the transaction, buyers and sellers never hesitate to spread the word about his work. One recently said, “Mike was great to work with throughout the entire process. His knowledge of the area and comprehensive market analysis gave us confidence that we were making the right choices. He kept us up to date at each stage of Top Agent Magazine

the sales process and was very responsive and patient with all of our questions. Mike provided valuable insight and guidance during the contract negotiations which worked out in our favor. We would highly recommend him.” Another wrote, “Mike was easy to talk to and very engaging. He is incredibly responsive to his clients and had no qualms about getting us into dozens of properties, despite numerous obstacles presented by the whole COVID debacle. He was a formidable negotiator and in many instances got us either the 1st or only viewing on some properties.”

Mike loves his community, and is always thinking of ways to give back. He plans on devoting one fishing show a year to raising money for charities via a large tournament. “We also host big fishing tournaments at the Westshore Yacht Club, which are two day events with all funds going directly to help wounded veterans.”

Much of his time is spent planning for the future, as he is in a big growth phase. “We are in the process of hiring an assistant, and want to hire a buyer’s agent.” Mike, along with his 3 partners, started a Real Estate Syndication that is gaining huge traction. The Syndication is buying land and developing luxury properties throughout Florida with plans to expand to other profitable areas. The next few years certainly look bright for Mike and his team, and he can’t wait to see where it leads. “We’re definitely expanding on a huge level.”

For more information about Mike Faust, please call 813-361-4244 or email mike@mmselection.com 25 Copyright Top Agent Magazine

ANTHONY MACCARONI From the beginning of his career, Anthony Maccaroni has been focused on making each transaction as seamless and easy as possible for his buyers and sellers. Always providing them with dedication, honesty and the highest level of customer service. He goes above and beyond to ensure that his clients get the highest returns and best outcome with every transaction. Anthony is affiliated with the leading boutique firm Viewpoint Realty International and serves clients throughout Tampa Bay, Florida.

His integrity and superb ability to listen to his clients’ needs have helped Anthony grow a strong referral network. “I have to give credit to Keller Williams, which is where I started. Their training is comprehensive and extremely effective. They taught me how to use my sphere of influence (SOI) and how to use drip campaigns to stay top of mind with people. Primarily I work with commercial real estate, with some residential. But my focus and expertise are hotels, motels, mobile home parks, strip malls, and other commercial properties,” he says, and adds, “I think another reason why clients like to refer me is because I provide excellent customer service. I came from a restaurant and hotel background, so I put a high value on customer service. I answer my phone, texts and emails almost immediately with all my clients, and I am there for them.”

When it comes to marketing Anthony believes in out of the box solutions. “I don’t just use one or two digital platforms for my marketing; I use all of them, including international listing sites. I’m very technically advanced and I think I know a little bit more about technology than the average REALTOR®.” Considering himself to be a numbers person, he plans to continue focusing primarily on commercial real estate. “I really like commercial real estate because I’m a numbers person. For me, it’s easier to deal with professionals 26

than homeowners, because there is less emotion involved. For homeowners, the process of buying or selling a home is very emotional, and that can be tricky for an agent to maneuver.”

Outside of work Anthony is involved with the Florida Gulf Coast Association of Realtors (FGCAR). In his free time, he is passionate about his music projects.

“Prior to real estate I was in the music business, and I worked as a DJ for over a decade in New York City and traveled around the world. I just recently played in Havana, Cuba. So, in my spare time I DJ and produce electronic dance music.” He also loves spending quality time with his family on the beach.

In the next few years Anthony looks forward to expanding his business further and delivering the highest level of service to his clients every time. “I just hired a local independent marketing firm, and my plan is to do some traditional marketing and supplement that with an aggressive digital marketing campaign.

I’m mainly going after commercial properties, particularly mobile home parks, because the mobile home market is on fire right now, as well as hotels, motels and multifamily properties.”

To learn more about Anthony Maccaroni please email anthonymaccaroni@gmail.com, visit tonymaccaroni.com, or call (727) 641–0271 www.

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

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

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

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

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

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

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

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

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

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

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

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

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

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JONITA MCCREE Over her 44 years of selling real estate, Jonita McCree has helped people from every walk of life and met every personality type one could imagine. It’s her favorite part of the job. “In this business, no two days are the same. The sheer diversity of the people you get to work with makes it exciting! Every transaction comes with its own unique challenges, and every client has their own specific set of needs. I love that I get to be the one to help them achieve their dream.”

Jonita originally got her license in St. Louis, Missouri, opening Mitchell Realty with her husband in 1977.

These days she serves clients in Florida with Coldwell Banker Premier Properties, focusing on neighborhoods in Palm Coast, Orlando, and Jacksonville. With a double master’s degree in management and human relations from Webster University, a bachelor’s degree in accounting from Alabama State University, and a business degree from Mobile State University, Jonita brings an incredible breadth of knowledge to her efforts on behalf of her clients. Combine that with her decades of experience in the industry, and you have the Realtor® version of a unicorn. She’s “no ordinary Jo,” as her clients will attest: “Several members of my Church recommended Jonita McCree when I was searching for a home,” one happy customer reports. “She was excellent and no question went unanswered. She seemed to know exactly the type of home I was looking for. All of her advice was on point….I can’t think of anything that could have been improved on better than the service I received.”

The exceptional level of service Jonita provides has resulted in a referral-strong business, and garnered her numerous recognitions like the International Sterling Society Award. She’s enhanced that service by taking advantage of the many resources and extensive network of agents and former clients a large company like Coldwell Banker can provide. But what really keeps people coming back is something more basic. “I Top Agent Magazine

have great listening skills,” Jonita explains.

“People tell me I’m easy to work with. I can say that I certainly love working with them.

I’m also very honest and hard working, and I don’t make promises that I can’t keep.”

Many of her clients become friends, and she stays in touch with them regularly through calls or postcards or letters. She also enjoys having lunch with them as often as she can.

Jonita has volunteered countless hours to community service, working through her Alpha Kappa Alpha sorority, or the Transformed Empowered Anointed Ministry. She’s especially dedicated to children and has served as a Youth Coordinator for the Mt. Calvary Baptist Church of Palm Coast. She also makes clothing to ship to children overseas. “If there’s an event aimed at helping children, I’m always in, with time or money or both.”

When she’s not working, Jonita enjoys spending time at home with her husband, watching movies, or traveling when she can. As for the future of her business, she wants to work six more years, which would make 50 years of helping people achieve their dreams, something she’s very proud of.

Hear that, Florida? You’ve got six more years to take advantage of one of the best!

Contact Jonita at 386-301-0431 or email JonitaMcCree@gmail.com.

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