FLORIDA 9-13-21

FLORIDA EDITION

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TIPS TO GET NEW CLIENTS

FEATURED AGENTS

ELAINE SAMAAN JOANNE DEFRISCO MCKENZIE METTS SARAH DESROSIERS EVERY PLAYER IS VALUABLE:

RECONSIDER REFERRAL-ONLY When Planning For The Future CREATIVE WAYS TO SAY

THANK YOU

HOW TO BOOST YOUR TEAM'S

MORALE

COVER STORY

MARISELA SANTANA

FLORIDA EDITION

ELAINE SAMAANJOANNE DEFRISCO

® DeFrisco’s passion for the real by dealing with any Elaine Samaan is a dedicatedJoanne REALTOR and help them save more money. me “I like estate industry is palpable.

“I love what that up. And the 7 17 18 who specializes in helping buyers to give them news on what’s going cropped on I do, Florida. and I take care of the people I work trying throughout sunny Jacksonville, within their neighborhood so that they ones. So Joanne for as Elaine best as I can,” she explains. She rating and well deserv With a background in education, have the most up-to-date information.” decided to enter the business in the year tion.” Another wrote, “H has mastered the art of listening and being 2000, wanting in the purchase of my ho able to expertly discern her clients’ needs. to get into flipping homes.

Completing $9,000,000 in sales volume But she soon subsequent sale of “I became a real estate professional so found she had a talent for last year, Elaine has no plans totheslow residential sales, and decided to takedown it anytime soon. “I’m alreadyofatmy that I could help people. I’ve witnessed 8.5 new home, as w many of my friends purchase properties million under contract this year, ment so I’mproperty purchase to the next level. Today she and her husand investments and noticedband a pattern of looking to expand my business and keep professional, ve own two brokerages in Palm Beach always MARISELA SANTANA ELAINE SAMAAN JOANNE DEFRISCO SARAH DESROSIERS REALTORS® not necessarily doing their growing. As a prior teacher, I’m always County, with Joanne working as a solo I wouldn’t hesitate to r best to support them.

I truly enjoy jumplooking to help educate others.

My next agent.

With years of experience and anyone.”

Top Agent Sarah Desrosiers – of Keller want them to know that I’m here for Metts – Top Agent and VP of five-star overall rating on industry webWilliams Peace River Partners Realty whenever they need me.”

21 including 22start them ing into this process and helping guide my step is to a team so that I can help many designations, Certified vRealty in Tampa, Florida – is site Zillow.com, comprisedto of scores ofcliin Punta Gorda, Florida – is that rare clients through the complexities of it.” Specialistwho(CRS), train other agents surpass their Residential Certified A resident breed of real estate professional is Sarah – who was honored by being of Palm Beac ng, dedicated real estate profesglowing testimonials attesting tosuccessful herestate goents’ (CDPE), expectations and help them in consummately to providing featured as abe local real expert on Distressedcommitted Property Expert three decades, Joanne lov her many grateful top-ofMy Lottery Dream Home – is s truly committed to providing above-and-beyond workHGTV’s ethic.

Elaine’s passion and dedicated workclients ethicwithhas this industry.”

Seller Representative Specialist (SRS), and gives back every ch the-line customer service. Hardworking also the recipient of the lifetime honor brought her many referral sources and allowed her and more,toJoanne isSarah equipped to handle any and all real EXIT Realty Ambassador we donate a portion of grateful clients with top-notch and dedicated her career, has of being the Cultural a thriving business a solid foun- In order to give back to her for the Florida Regionis of business in abuilt relatively short onamount community, Elaine estate transactions. toSouth Habitat for Humanity,” she says. “M vice. Licensedtoingrow both the Kentucky There are a host of other factors that have dation of honesty, integrity and deep Keller Williams Realty International. of time. “I’ve been blessed with a lot of referrals, involved in various events and does a lot of outreach also donate to St. Jude Children’s Re concern for the wellbeing of her numerAdditionally, she currently holds a perhine State, McKenzie has proven played a large role in McKenzie’s success and I’ve doubled my business every year since I first, workshe with local aschools.

“IEvery work with ous buyers and sellers. fect, five-star overall ratingseveral on industry Putting her clients’ needs hasthe created busiChristmas, they love to donate e a resourceful, story, and chief among them would befree her website Zillow.com. gotresults-oriented started,” she says. Elaineness believes her caring kids around town help tutor them any and just try Joanne can be f that isit’s largely referral-based.

“I would sayand 98% of During time, Sarah, who previously worked for over a SARAH decade in the DESROSIERS ® MCKENZIE METTS has more thanon working ing Realtor who fierce negotiation skills and her thorough, approach and focus with integrity that to give them some extra help and support whenever myfield, clients repeats oragent referrals,” she explains.

“It’s family, including legal began are her journey as an in 2015, folWhen she’s not working,with Sarah loves nothing more than her kids and gr of great her family’s first home.

“We had spending time with and their childrenher Aaron encourages clients to referlowing her the topurchase their and I can.”

In aher free time, sheRyan likes to explore newand ellar reputation. intelligent approach to marketing definitely myfamily customer service that keeps them wonderful agent,” she recalls, “but it was still an extraorReese, and they particularly enjoy being together on friends. “A lot of my clientsdinary tell me thatprocess, I wentwith above restaurants andthebe nearboat. water—either atbrings the beach or coming Throughout transaction, Joanne’s future certainly looks bright many listings.

Again, McKenzie stressfulback.” so much morethe detail than familyJoanne Golf is also a recent passion ofto Sarah’s.

CONTENTS and beyond to help them. That’s really what I put my the pool.

She has also recently taken up Pilates.

I thought it would have.

At that point in time, I was still Sarah and her family are also notably philanthropic, is honest and responsive, going above and beyond to to expand her team.

But ultimately, sh ering the world of real estate, the table an effective mix of both old and to take family and my Ilife to the next level, and they give back through their support of multiheart and soul into when ittrying comes to my this business. achieve their goals.

Knowledgeable and thorough, hands-on in her business, as it’s what and doing real estate just seemed likenew-school a natural progres- strategies ple non-profit organizations, including spent five years in and that often findSarah’s herformer want toworking help everybody make they Isellers sion for me.sure After taking know classes passingare the test, I stint asthey Chairwoman County Advisory Joanne’s buyers and and confident are of the stillCharlotte want to be with my clients, I get 4)doManager RECONSIDER 19) EVERY PLAYER merica as a Sales door-knocking simultaneously utilizing multiple began their working full time in 2016.”

Sarah hit and the ground Committee for Valerie’s House, which assists children will whatever Ifor can atologistics make real estate goals receiving the best guidance. Understanding the imporworking with them.” running, found almost immediate success, and as is often have lost a parent or sibling and current Board come true.value Sometimes it may lookoflike puttingmedia furhere she learned the of exceptional social platforms gain maximum exposure of REFERRAL-ONLY IStowho VALUABLE: tance pressures her Community said, the rest iseach history.transaction, Joanne never Member for Charlotte Foundation. niture pieces on Facebook marketplace when my rvice. When she turned thirty, she had her to make her properties.

Additionally, McKenzie works closely clients decisions. Buyers enjoy her attentiveWHEN PLANNING HOW TOwhatBOOST Sarah, indo order tohelping keep up with the demand for her ser“I really love I do for a living,”YOUR enthuses Sarah. client doesn’t have the time to it, them ness, patience advice, knowing she“Being only wants nd began searching for a career that would with local businesses both present her listings vices, is currently in the and process of forming a small teamto able to help people achieve the American FOR FUTURE TEAM'S MORALE anddream clean theirTHE place, or move.that Iwhat just try to talented dofor whatever includes her husband Meanwhile, Ryan. She can also is incredibly rewarding to me.” is best them. sellers are blown o spend more Itime simultaneously help those businesses gain maximum make the impressive claim that almost the entirety of her can towith help.”her new daughter. away byoverall her ability to generate endless interest in their considerable business is basedexposure. upon repeat clir-in-law is in the mortgage and real estate community properties.

“I advertise my listings in everyCREATIVE possible ents, referrals and positive word of mouth, a claim that 5 been TIPS TOagent GET 23) WAYS order to stay inatouch with past clients and conKentucky, andIn14) she has top in is way, an accurate barometer of the excellent service she proincluding online and through postcards and newsvides.

“I believe a lot of that has to do with the fact that to nurture thoseforces relationships, Elaine to not working, CLIENTS TO McKenzie SAY THANK YOU or seven years.tinue INEW decided to join with she When she’s enjoys spending says.likes weletters,” go above and beyond for our customers,” says Sarah, send out community update emails to keep them when asked how time she has with managed to inspire so much To learn Elaine Samaan taught me a lot in my first year.” Finding her husband andmore their about three children.

“Mainly, informed on the local market.

She has also recently trust and loyalty amongst those she works with. “It can email elaineflrealestate@gmail.com, After working with Joanne, clients love to “We tell others ost immediately in Kentucky, McKenzie family time,” she says. love doing things outbe very easy for ait’s client to feelshe slighted as if you don’t obtained her loan officer certification so that visit my.flexmls.com/ELAINESAMAAN, about One recently made the expehave a lot her. of time for them.

I work said, hard to“Joanne make sure ocated to the Tampa area with her on family, doors,they’re ridingonlybikes, going to the beach.” McKenzie is Phone 310-734-1440 |my Fax 310-734-1440 could educate her buyers their refinance allrience customers feel likeoptions one. I with never, her or call (850) 597–0222 For more about Joanne so much easier mynot only knowledge ever want my customers to like they’re just a numgain is on the road to impressive achievealso a feel philanthropist who gives back to her community For more but with her attitude, which was always kind as wellabout Sarah Desrosiers, please call 561-951mag@topagentmagazine.com www.topagentmagazine.com ber to me. I’m selling |residential, and there are a lot of please call or g been named VP of Sales for the rapidly inIt’sabecame variety ways, including her support941-524-2023 of theor Bel-Air emotions involved. the most expensive investment as helpful.

She a of knowledgeable friendemail helping email jodefrisco@gm Copyright Top Agent Magazine Sarah.Desrosiers@kw.com No portion of this issue may bethey’re reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine ever going to make, most likely, and I always

MCKENZIE METTS

https://

MavRealty and tasked with training over Community Foundation, and her aforementioned recipis published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Copyright Top Agent Magazine agents at the company. rocal marketing withbylocal businesses.

Agent Magazine cannot be held responsible for opinions expressedstrategies or facts supplied its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. in the aPublished priority forU.S. McKenzie, and McKenzie’s plans for

urse, remain aged to balance her training responsibilities lity to provide her buyers and sellers with 2 service that is rarely found in today’s nology-driven approach. Though a social

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the future are multi-fold and include growing her own business while simultaneously training others to reach the same level Top Agent Magazine of success that she has. Additionally, she is working with MavRealty to expand their operations into other

mailto:mag@topagentmagazine.com

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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MARISELA SANTANA

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Top Agent Marisela Santana and her company Invierta Group have been serving clients in the Miami area for over 3 years.

Marisela Santana is one of those rare people able to step outside of herself in order to better understand the people in her life. It’s one of the reasons why she’s been so successful helping clients make their dreams of homeownership a reality. “I listen to my clients’ needs and desires in order to make accurate and meaningful recommendations,” Marisela explains. “When I advise them, I’m thinking about their long-term interests. I take care of the small details because, to me, closing a transaction is just the beginning of the relationship with my clients.”

For those who have worked with her, Marisela is a godsend, bringing as she does such a wide range of experience to aid them in making a good investment. She began her career in 8Copyright Top Agent Magazine

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2009, working in preconstruction projects for top-tier developers in Venezuela for 7 years, which gave her a different perspective of the real estate industry. She’s also a CPA, and before becoming a realtor she worked for KPMG, one of the world’s premier consultancy firms. Add to that her specialized knowledge of insurance and Top Agent Magazine

heritage protection, and you have someone who can offer a more comprehensive view of real estate investment than almost any other Realtor in the field.

Marisela has been serving clients all over the Miami area for over 3 years now with her company Invierta Group, and her Copyright Top Agent Magazine9

already strong repeat and referral business is a testament to how much her clients trust her and value her counsel. “Whether you’re buying or selling, my aim is to help you maximize the value of that investment. My diverse background gives me a unique perspective, and I’m there to guide my clients through every step of the process, which makes them feel safe and secure.”

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She stays in touch with past clients yearround, calling or texting from time to time to see how they are doing and if there is anything they need. Especially during the weeks after closing, she checks in to make sure they are comfortable in their new home or office, and to quickly address any unexpected problems that might have arisen. “This work is my passion. I love Top Agent Magazine

“Whether you’re buying or selling, my aim is to help you maximize the value of that investment. My diverse background gives me a unique perspective, and I’m there to guide my clients through every step of the process.” that moment just after we close a transaction, when I get to see the happiness on my clients’ faces, and knowing I found them their dream home, or the perfect location to run their business.”

city with my loved ones, trying new restaurants, being outdoors, going to the beach, playing tennis or golf. That’s another thing I like about Miami—there’s always something new.”

Marisela’s friends and family are her most valuable treasure and she loves spending her free time with them. “I enjoy exploring the

As for the future of her business, Marisela is excited by the growth she’s achieved, and has plans to double her team to 10 agents.

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Her goal is to maintain a small team dedicated to the quality service and values of a boutique-style company, which is exactly what differentiates Invierta Group from other broker firms. She’ll also continue to help her clients overcome any obstacle that rises between

them and their dreams, maintaining the personal connections and exceptional quality of service for which she’s come to be known.

“Consistency and determination are the keys to success,” Marisela insists. “Practice those virtues and everything else will fall into place.”

Contact Marisela at 786-853-4201 or email msantana@inviertagroup.com

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 16

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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ELAINE SAMAAN Elaine Samaan is a dedicated REALTOR® who specializes in helping buyers throughout sunny Jacksonville, Florida.

With a background in education, Elaine has mastered the art of listening and being able to expertly discern her clients’ needs.

“I became a real estate professional so that I could help people. I’ve witnessed many of my friends purchase properties and investments and noticed a pattern of REALTORS® not necessarily doing their best to support them. I truly enjoy jumping into this process and helping guide my clients through the complexities of it.”

Elaine’s passion and dedicated work ethic has brought her many referral sources and allowed her to grow the business in a relatively short amount of time. “I’ve been blessed with a lot of referrals, and I’ve doubled my business every year since I got started,” she says. Elaine believes it’s her caring approach and focus on working with integrity that encourages clients to refer her to their family and friends. “A lot of my clients tell me that I went above and beyond to help them. That’s really what I put my heart and soul into when it comes to this business. I want to help everybody and make sure they know I will do whatever I can to make their real estate goals come true. Sometimes it may look like putting furniture pieces on Facebook marketplace when my client doesn’t have the time to do it, helping them clean their place, or move. I just try to do whatever I can to help.”

In order to stay in touch with past clients and continue to nurture those relationships, Elaine likes to send out community update emails to keep them informed on the local market. She has also recently obtained her loan officer certification so that she could educate her buyers on their refinance options Top Agent Magazine

and help them save more money. “I like to give them news on what’s going on within their neighborhood so that they have the most up-to-date information.”

Completing $9,000,000 in sales volume last year, Elaine has no plans to slow down anytime soon. “I’m already at 8.5 million under contract this year, so I’m looking to expand my business and keep growing. As a prior teacher, I’m always looking to help educate others. My next step is to start a team so that I can help train other agents to surpass their clients’ expectations and help them be successful in this industry.”

In order to give back to her community, Elaine is involved in various events and does a lot of outreach work with the local schools. “I work with several kids around town and help tutor them and just try to give them some extra help and support whenever I can.” In her free time, she likes to explore new restaurants and be near water—either at the beach or the pool. She has also recently taken up Pilates.

To learn more about Elaine Samaan email elaineflrealestate@gmail.com, visit my.flexmls.com/ELAINESAMAAN, or call (850) 597–0222 https://

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JOANNE DEFRISCO Joanne DeFrisco’s passion for the real estate industry is palpable. “I love what I do, and I take care of the people I work for as best as I can,” she explains. She decided to enter the business in the year 2000, wanting to get into flipping homes.

But she soon found she had a talent for residential sales, and decided to take it to the next level. Today she and her husband own two brokerages in Palm Beach County, with Joanne working as a solo agent. With years of experience and many designations, including Certified Residential Specialist (CRS), Certified Distressed Property Expert (CDPE), Seller Representative Specialist (SRS), and more, Joanne is equipped to handle any and all real estate transactions.

Putting her clients’ needs first, she has created a business that is largely referral-based. “I would say 98% of my clients are repeats or referrals,” she explains. “It’s definitely my great customer service that keeps them coming back.” Throughout the transaction, Joanne is honest and responsive, going above and beyond to achieve their goals. Knowledgeable and thorough, Joanne’s buyers and sellers are confident they are receiving the best guidance. Understanding the importance of each transaction, Joanne never pressures her clients to make decisions. Buyers enjoy her attentiveness, patience and advice, knowing she only wants what is best for them. Meanwhile, sellers are blown away by her ability to generate endless interest in their properties. “I advertise my listings in every possible way, including online and through postcards and newsletters,” she says.

After working with Joanne, clients love to tell others about her. One recently said, “Joanne made the experience so much easier not only with her knowledge but with her attitude, which was always kind as well as helpful. She became a knowledgeable friend helping

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me by dealing with any and all problems that cropped up. And there were some very trying ones. So Joanne gets an A+++++ rating and well deserved recommendation.” Another wrote, “Have used Joanne in the purchase of my home 17 years ago, the subsequent sale of it, the purchase of my new home, as well as this investment property purchase and resale. She is always professional, very accessible and I wouldn’t hesitate to recommend her to anyone.”

A resident of Palm Beach County for over three decades, Joanne loves her community and gives back every chance she gets. “At EXIT Realty we donate a portion of every transaction to Habitat for Humanity,” she says. “My husband and I also donate to St. Jude Children’s Research Hospital.”

Every Christmas, they love to donate to those in need.

During any free time, Joanne can be found hanging out with family, including her kids and grandkids.

Joanne’s future certainly looks bright, as she has plans to expand her team. But ultimately, she will always stay hands-on in her business, as it’s what she loves to do. “I still want to be with my clients, I get so much joy from working with them.”

For more about Joanne DeFrisco, please call 561-951-3758 or email jodefrisco@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 19

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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MCKENZIE METTS McKenzie Metts – Top Agent and VP of Sales at MavRealty in Tampa, Florida – is a hardworking, dedicated real estate professional who is truly committed to providing her many grateful clients with top-notch customer service. Licensed in both Kentucky and the Sunshine State, McKenzie has proven herself to be a resourceful, results-oriented and truly caring Realtor® who has more than earned her stellar reputation.

Prior to entering the world of real estate, McKenzie spent five years working in corporate America as a Sales Manager for a logistics company, where she learned the value of exceptional customer service. When she turned thirty, she had her first child and began searching for a career that would enable her to spend more time with her new daughter.

“My mother-in-law is in the mortgage and real estate business in Kentucky, and she has been a top agent in Louisville for seven years. I decided to join forces with her, and she taught me a lot in my first year.” Finding success almost immediately in Kentucky, McKenzie recently relocated to the Tampa area with her family, and once again is on the road to impressive achievement, having been named VP of Sales for the rapidly expanding MavRealty and tasked with training over forty newer agents at the company.

Sales, of course, remain a priority for McKenzie, and she has managed to balance her training responsibilities with the ability to provide her buyers and sellers with the kind of service that is rarely found in today’s heavily technology-driven approach. Though a social media wiz who solidly embraces new technology to benefit her clients, McKenzie also learned from her mother-in-law the importance of face-to-face communication with her clients. This personalized approach has translated not only into an impressive sales record but also has earned her a perfect,

five-star overall rating on industry website Zillow.com, comprised of scores of glowing testimonials attesting to her goabove-and-beyond work ethic.

There are a host of other factors that have played a large role in McKenzie’s success story, and chief among them would be her fierce negotiation skills and her thorough, intelligent approach to marketing her many listings. Again, McKenzie brings to the table an effective mix of both old and new-school strategies that often find her door-knocking and simultaneously utilizing multiple social media platforms to gain maximum exposure of her properties. Additionally, McKenzie works closely with local businesses to both present her listings and simultaneously help those businesses gain maximum community exposure.

When she’s not working, McKenzie enjoys spending time with her husband and their three children. “Mainly, it’s family time,” she says. “We love doing things outdoors, riding bikes, going to the beach.” McKenzie is also a philanthropist who gives back to her community in a variety of ways, including her support of the Bel-Air Community Foundation, and her aforementioned reciprocal marketing strategies with local businesses.

McKenzie’s plans for the future are multi-fold and include growing her own business while simultaneously training others to reach the same level of success that she has. Additionally, she is working with MavRealty to expand their operations into other markets, including a branch in Kentucky.

“I just love helping people find their dream home,” says McKenzie, when asked what she enjoys most about her job. “I also truly enjoy training new agents to grow their business.”

For more information about McKenzie Metts, please call 814-335-8108 or email McKenzie@mavrealty.com Top Agent Magazine

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SARAH DESROSIERS Top Agent Sarah Desrosiers – of Keller Williams Peace River Partners Realty in Punta Gorda, Florida – is that rare breed of real estate professional who is consummately committed to providing her many grateful clients with top-ofthe-line customer service. Hardworking and dedicated to her career, Sarah has built a thriving business on a solid foundation of honesty, integrity and deep concern for the wellbeing of her numerous buyers and sellers.

Sarah, who previously worked for over a decade in the legal field, began her journey as an agent in 2015, following the purchase of her family’s first home. “We had a wonderful agent,” she recalls, “but it was still an extraordinary stressful process, with so much more detail than I thought it would have. At that point in time, I was still trying to take my family and my life to the next level, and doing real estate just seemed like a natural progression for me. After taking classes and passing the test, I began working full time in 2016.” Sarah hit the ground running, found almost immediate success, and as is often said, the rest is history.

Sarah, in order to keep up with the demand for her services, is currently in the process of forming a small team that includes her talented husband Ryan. She can also make the impressive claim that almost the entirety of her considerable overall business is based upon repeat clients, referrals and positive word of mouth, a claim that is an accurate barometer of the excellent service she provides. “I believe a lot of that has to do with the fact that we go above and beyond for our customers,” says Sarah, when asked how she has managed to inspire so much trust and loyalty amongst those she works with. “It can be very easy for a client to feel slighted as if you don’t have a lot of time for them. I work hard to make sure all my customers feel like they’re my only one. I never, ever want my customers to feel like they’re just a number to me. I’m selling residential, and there are a lot of emotions involved. It’s the most expensive investment they’re ever going to make, most likely, and I always 22

want them to know that I’m here for them whenever they need me.”

Sarah – who was honored by being featured as a local real estate expert on HGTV’s My Lottery Dream Home – is also the recipient of the lifetime honor of being the Cultural Ambassador for the South Florida Region of Keller Williams Realty International.

Additionally, she currently holds a perfect, five-star overall rating on industry website Zillow.com.

When she’s not working, Sarah loves nothing more than spending time with Ryan and their children Aaron and Reese, and they particularly enjoy being together on the family boat. Golf is also a recent passion of Sarah’s.

Sarah and her family are also notably philanthropic, and they give back through their support of multiple non-profit organizations, including Sarah’s former stint as Chairwoman of the Charlotte County Advisory Committee for Valerie’s House, which assists children who have lost a parent or sibling and current Board Member for Charlotte Community Foundation.

“I really love what I do for a living,” enthuses Sarah.

“Being able to help people achieve the American dream is incredibly rewarding to me.”

For more about Sarah Desrosiers, please call 941-524-2023 or email Sarah.Desrosiers@kw.com Copyright Top Top Agent Agent Magazine Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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