FLORIDA 9-20-21

FLORIDA EDITION

IS FINDING A NICHE MARKET RIGHT FOR YOU?

COVER STORY

BROCK HOLLIMAN CREATIVE MEDITATION

FOR THE REAL ESTATE PROFESSIONAL

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS FEATURED AGENTS

JUDY WILSON ERNESTO RIJAVEC ANGELICA FAJARDO JUDY EAVES KRISTIN WASHINGTON MICHAEL PETILLI

world for to move n by the d offers, with the d get to Now she y for 17 r herself gents in rd to get xcellent

FLORIDA EDITION

ERNESTO RIJAVEC ANGELICA FAJARDO

Sensitive to her clients’ needs and savvy for informatio 17her marketing methods,22Angelica 25 in invest in, they Fajardo’s approach to business is the effective combination of personal care In order to ma and professionalism. As a top producretains profes ing agent at Coldwell Banker Realty, she focuses on soc assures that her South Florida buyers and properties. “I sellers achieve their real estate goals. that show off Angelica is committed to giving her cliBROCK HOLLIMAN JUDY WILSON ERNESTO RIJAVEC ANGELICA FAJARDO each property.

As the co-founder of Starlink Realty, Ernesto and elevate real estate agents. We have very ents exceptional service and representing most of my KRISTIN WASHINGTON Rijavec holds over a decade of experience and little of what we call attrition, which is agents them with integrity.

Native Spanish, online viasys-so extensive real estateinknowledge and uses it to leaving the company. Every tool and every If you looked everywhere might find she medical professionals.

Kristin has built tem that we her roll out to our out agents is focused on mentor for his agents and create clian unmatched Mikeyou Petilli knows as iswell as anyone that He reaches to all and of the go-to agent international Facebook helping them become successful.” Constantly level of customer care.

He credits his success another Realtor® or two who works as hard as career on finding money that many Realtors® 26 29 30 ents looking to invest in Florida. sometimes throws you a curvetoball.

He regularly to see thinking outside the box, Ernestoifis there’s always hard work as even well as a bit ofexists, luck. “When Kristin Washington at life making the American don’t realize and improving propthe market crashed, I decided to take a chance on the lookout for the latest Looking and greatest ahea techwas a Division I baseball player with Major need.

“Often they’ll contac Dream available to first-time homebuyers. erty that the city isn’t utilizing. and complete my courses to become a broker. nology to help his agents provide the highest Angelica’s diligent work ethic that hasthehelped and e You won’t find one who works smarter. service. “We striveher to beteam innovative. just so inhappened person I sat next level of League ambitions when a series ofIt arm haven’t heard from someon example, it comes to marketing to told me“We that if I passed my test, we empty tracts thecould city is For paying taxeswhen her acquire a large base of take repeat and referral clients.

South Florida market. se juries forced find a new career call to ask how they’re “I doin sharepath. some ideas because she and we build housing That’s partly due to Kristin’s uniquehim com-to“My on to without utilizing, clients come back me because I believe in ing and growing, and as a p was thinking about starting a real real estate. Just letting them bination of expertise. Always dedicated to working with honesty for hardworking people who contribute estate company. say, the and I As putthey 100% of myself into to mythebusiness as well. I’d lik improving the quality “I of went people’s lives, she community.

WeRealty use local talent to build them, is history.” through a lengthy rehab andrestspent aI’mStarlink them, whatever that mig always looking out for forthe downtown community was a consultant in healthcare management every single transaction. that after. money was bornso shortly Thegoes com- back into the community lot of time thinking about what I was going interest pany of my the 300 end of the day, lot of potential here, and m currently has At almost for many years. In 2004 EAVES she began buying the bestKRISTIN asclient. well.”

JUDY MICHAEL PETILLI agents serving buyerswith and sellers do next,” Mike “I have a very to plan keepisgrowi I want everybody to be happy the transaction. I Mike couldplans do. My to con investment properties,to before getting her explains.

WASHINGTON throughout Southwest Florida. license as a mortgagecompetitive broker. In 2016, she want Not it’s they givendeserve her a repeat client the seller to get the price they think andat remain informed rate, of c nature and am goal oriented.

I surprisingly, but a manageable brought her experience to the real estate industry with property, and Behind referral rate ofstrict 85-90 percent, ofthe that growth Ernesto’s workbuyer ethic tomost for their and I want the find and trends so that I can knew I needed work that wouldcoming allow me toto help maintain the high qualityp is theover desirethe his agents suc-as the partnerships she’s eXp Realty, and has been reshaping the map of Tampa, past 2 years homeI’m of their dreams.

That’s I’mso always working myenjoys clients his and work be a contribu ceed.with “My jobvarious is why to coach, teach, play to those strengths. alsoformed a very hard worker, known for.

He with Florida ever since. the housing alliances have born fruit.

CONTENTS hard to ensure that everyone is satisfied and gets what downtown community also represents many sellers, who profit Kristin’s they provide to dev I wanted something that didn’tShe have set limits, where and thefrom resources ass Copyright Top Agent Magazine theya want,” she says, and adds, “The other thing thatshe’s built “Unlike most Realtors®, I’m also a partner with new smart marketing strategies and the relationships my rewards matched the work I put in.” good at it. “I may bring on a few other believe is education.

I’m and always looking construction company, building custom homes Ifor low to in strongly with hundreds of local agents investors.

4) BUSINESS GROWTH 20) CREATIVE road, andtosomeday I might even open middle-income buyers. It’s a market many agents theseinformation and I’m paying close attention for more days don’t want to touch, preferring toproved focus onthe For next allmarket, she’s accomplished, Kristin is quick toknow give Real Estate tohigh-end be the Florida right move.

An agent age.

I’llFOR when the time is right. Fo South which changes frequently.

I credit HACK: ABSORB YOUR MEDITATION homes. But I believe everyone deserves opportunity toaher great grandfather,busiGarfield Devoe Rogers Sr., who for 6 years now,theMike has built very successful proud of what we’ve built and the wor want to be the best resource for my clients and be able of homeownership,STRESS and I’ve partnered with the city to paved the wayTHE for her REAL and so manyESTATE other professionals CLIENTS' to keep theminupdated market information sopeople that ness with Keller serving homebuyers, sellers, here.” build new, affordable homes for people whoWilliams, qualify under the BlackonCommunity.

During help the racial segregation PROFESSIONAL they can make the right decisions.” and investors Palm Beach County.

Florida’s Affordable Housing Program.”all over Florida’s era, Rogers emerged as anHe entrepreneur and community

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JUDY EAVES

ROCK LLIMAN

MICHAEL PETILLI

In terms of marketing, Judy advertises her listings extensively online through various websites and social media platforms. She also sends listings out to her own personal database in an effort to garner more local exposure. Each listing looks pristine due to the use of professional staging and photography to bring out the full potential of each home. Her slogan is Judy Eaves means SOLD, as she closes $15-20M in volume each year.

in thevolume, Tampa Bay area,isa legacy still honored by the herleader time, Judy enjoys exploring averages $8-10 millionIn a year infree sales and 14) COOPERATION, It’s hard to overstate the advantage Kristin Whether offers her it’scity today.

Rogers Park celebrates his name, and children inMost the middle of a transaction or long on track to exceed that in 2021. of that business NOT COMPETITION, 27) FINDING Areap the clients. Her background as an investor and after, mortgage of G.D. Rogers GardenIS Elementary Schooland stillincluding y clientthe world Angelica keeps inthrough touch with hertravel, clients comes clients referrals, many of themIn 2013, his bust was added broker gave her a view of thefrom marketrepeat that has enabledand rewards of his philanthropy. continues to build uponNICHE the relationships.

“I know CREATES MARKET her to help people MUTUAL who had neverwho dreamed could along the Tampa Riverwalk. a big part of who I am, her ort into visiting and spending time with investors havethey come to trust Mike’s expertise and“He’s what kind of information my clients want to have, so qualify for a home loan.

“I realized how much assistance and inspired my desire to help others.

He was led by God, SUCCESS FOR AGENTS RIGHT FOR YOU? instincts implicitly. I’m “Ivarious help a lot of people with rental always keeping updated.

Not just aboutforward real r clients grandkids. looks to To contact money I could get for my clients by stacking the and so arethem all ofShe us who share his blood.” please cal properties, fix-and-flips. wife andwhat I doisahappening lot of grants and programs available.

Not or many agents underestate, butMy also about in the city nd smooth transaction continuing to grow her already substantial business, email ange stand how these programs work, which is why they tend Going forward, Kristin will continue sharing her knowlthose for ourselves, and and in I’ve always got research thealmost area they are focused on. When they want Phone | Fax 310-734-1440 to avoid310-734-1440 this market.” edge, teaching bimonthly classes on community investor todeveloping knowpulled something, call me. Iforthey’rewith lookingboth past or visit ang one well propertyas or another up on they my computer alth of experience that onas programs.relationships She’s also partnering with other cities throughout So toI’m advise myFlorida investor clients onlocal thateconomy by bringing affordmag@topagentmagazine.com |thousand, www.topagentmagazine.com All told, that assistancephone. can amount overable $105to to stimulate their st two decades, Judy is from clients and new of who her local community. including $30 thousandprocess, the city Tampathem for closing able housing to those for need it. “There’s nothing more andofhelp turn whatsoever itmembers over quickly the No portion of this issue may be reproduced in any manner withoutand prior consent of the publisher. Top Agent Magazine Co costs. Another $30 thousand is return available for purchasing gratifying than helping people reach their goals, especially highest onAlthough their investment when the to time comes. stacles thatisget thrown Judy’s reputation precedes her as an accomplished, published by Feature Publications GA, Inc. precautions are taken ensure the accuracy of published materials, Top in a revitalization area. Similar grants are offered by the of homeownership. I’ve seen people cry with joy after closMagazine cannot be held responsible for opinions expressed facts supplied by us, itsmoments authors. fuel my passion.”

That success creates a rapport andonor atheir trust between state, as wellthe as $5000 for educators, first responders, or ing first home.

Those d is quick Agent earn Top Producing agent who is consistently recognized Toto subscribe or change address, send inquiry to mag@topagentmagazine.com. which is why I have a good referral rate.” in the U.S. my way toPublished do what’s by her community and puts up big sales numbers year ContactMike Kristinmarkets Washington at 813-484-2774 or email krwashin1@gmail.com his listings on social media and through Clients 2notice the work after year.

If you’re looking for a Realtor inTopFlorida Agent Magazine listing postcards that target potential buyers in the neightheir experience, and borhoods with awhere kindtheheart and a great homes he represents are work located. ethic, get in touch www.

mailto:mag@topagentmagazine.com

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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BROCK HOLLIMAN

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Now the owner of the Holliman Capital Group, Top Agent Brock Holliman has partnered with his father in central Florida to provide the community with beautiful, affordable, and quality homes.

Brock Holliman discovered his passion for the real estate industry when he was in high school, and he is still as energized by what he does now as he was then.

With his entrepreneurial skills, Brock started buying foreclosed houses in 2011 and wholesaling them to other investors.

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Buoyed by his success and his passion for the industry, Brock has been working in real estate ever since.

Now the owner of the Holliman Capital Group, Brock has partnered with his father in central Florida to provide the Top Agent Magazine

community with beautiful, affordable, and quality homes. A licensed Real Estate Investor and Contractor, Brock and his team work primarily with investors, builders, and renters, providing gorgeous properties at a great value to their clients. “We have built a beautiful team,” Brock says. “We started out with just five lots, and now we have over 100 properties. We’ve grown exponentially.

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It’s exciting, and it feels great. I love the people we work with.”

Brock and his team are consummate professionals, providing top-notch service to every client. “What we are able to provide is truly phenomenal,” Brock says. “First, there are our properties, which look great; we have a high-class style that our clients can’t find Copyright Top Agent Magazine9

A licensed Real Estate Investor and Contractor, Brock and his team work primarily with investors, builders, and renters, providing gorgeous properties at a great value to their clients. with any other builders in the area. Second, there is our professionalism and attitude. We really care. When it comes to the building side, we’re quicker than anyone else. We have efficient systems, procedures, and checklists.

Clients know what to expect because we are transparent, communicative, and honest.”

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To market their listings, Brock and his team use beautiful professional photography, which they promote across social media and digital platforms. Their strategy and reputation have led to their incredible success.

This year, they are on track to complete over 300 transactions.

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For Brock, his business is his life’s work.

“It’s my passion,” Brock says. “I feel like I was put on this planet to be in this business.

Real estate has been a passion for me since high school, and I don’t see that changing.”

Brock and his team love the community and the people they serve, and they are Top Agent Magazine

committed to giving back. “We look to improve our community every day, and to find ways to invest,” Brock says. “We provide top-notch properties. For those folks who can’t afford to buy, we provide beautiful and affordable rental properties. Every year, we pick five to ten families and we take care of their Christmas wish lists, and Copyright Top Agent Magazine 11

we deliver the gifts on Christmas Day.” On those rare occasions when Brock is not busy helping clients, you can find him golfing or enjoying Florida’s beautiful beaches.

Brock is excited about the future of his business, and he has no plans to slow down. “I want to keep expanding in the wonderful

state of Florida,” Brock says. “We started the year with one rental property, and now we’ve built over fifty. By the end of the year, we’d like to be at 100. We are motivated because we love what we do, we love the people we work with and serve, and we love this area. We are invested for the long-term.”

For more information about Brock Holliman, please email deals@hollimancapital.com, call 561-591-7981 or visit hollimancapitalgroup.com http://

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

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Cooperation, Not Competition, Creates

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

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

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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JUDY WILSON

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JUDY WILSON

“I decided I really wanted to go into business for myself, so I took a leap of faith and entered the real estate world,” Judy Wilson explains, while discussing her career as an agent. That leap was 18 years ago, and Judy has never regretted it. She got her start after working in media, specializing in sales for radio and television. “Most of my clients were real estate developers,” she explains. “So I actually helped them create marketing plans to debut their communities.” Eventually, she felt that her talent for advertising and her love for helping others would translate well into a real estate career. So she hit the ground running after earning her license, and hasn’t looked back since. Today she serves all of southwest Florida. With more than half of her business now consisting of repeats and referrals, 18

it’s her vast knowledge and commitment to delivering superior service that keeps people coming back.

“My clients always tell me that I’m honest, I’m a good listener and I care,” Judy says. “I take the time to find a home that truly suits them, and I make sure that my sellers are making a good real estate investment. I’m with them through the whole process.” Offering guidance and support at every step, Judy communicates thoroughly and keeps them updated. She gets to know each client on a deep level and always has their best interest in mind. “I listen to them and help them explore the market. I present them with their options and I’m committed to getting them exactly what they’re looking for, whether it takes one Top Agent Magazine

day or one year.” When it comes to her sellers, her thorough marketing strategies get them the most offers with the shortest listing time possible. “I use an incredible program from Coldwell Banker Realty called Listing Concierge, which utilizes professional people who create fliers, mailers and more. They look very exclusive and beautiful,” she explains. Judy also advertises on TV, social media and hosts open houses.

Buyers and sellers are continually blown away by Judy’s work, and love telling others about their experiences.

One recently said, “Judy was amazing!

I wasn’t looking for the biggest or most expensive house, but she treated me almost like I was her only client.

She would answer calls or texts at any time, and was willing to do last minute showings at any time. Being a first time sole homeowner, I have relied on other people to make the decisions while buying a house. I explained my nervousness and concern, and she walked me through every step of the way. She also walked me through and explained the entire closing process! I love her and would highly recommend her!”

In the future, Judy hopes to continue growing and expanding. She would love to form a team with her son, but is still working on convincing him. In the meantime, she’s soaking up every minute of her work, incredibly grateful for her career. “I don’t see myself retiring any time soon, I just want to continue enjoying what I’m doing.”

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For more information about Judy Wilson, please call 239-848-2640 or email judyinswfl@gmail.com 19

Creative Meditation

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

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 20

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

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

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

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

Here are some examples of meditations you can try.

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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ERNESTO RIJAVEC

As the co-founder of Starlink Realty, Ernesto Rijavec holds over a decade of experience and extensive real estate knowledge and uses it to mentor his agents and create an unmatched level of customer care. He credits his success to hard work as well as a bit of luck. “When the market crashed, I decided to take a chance and complete my courses to become a broker.

It just so happened that the person I sat next to told me that if I passed my test, we could share some ideas because she was thinking about starting a real estate company. As they say, the rest is history.” Starlink Realty was born shortly after. The company currently has almost 300 agents serving buyers and sellers throughout Southwest Florida.

and elevate real estate agents. We have very little of what we call attrition, which is agents leaving the company. Every tool and every system that we roll out to our agents is focused on helping them become successful.” Constantly thinking outside the box, Ernesto is always on the lookout for the latest and greatest technology to help his agents provide the highest level of service. “We strive to be innovative.

For example, when it comes to marketing

Behind Ernesto’s strict work ethic is the desire to help his agents succeed. “My job is to coach, teach, 22

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our listings, we like to use the ListHub software. It’s a system that essentially broadcasts listings found on the MLS and publishes them on 90 plus different websites around the world. Those listings go viral overnight.”

Ernesto believes that operating at a high level and always striving to do better is not only going to create a positive experience for the customers but will help the agents as well. “This industry, just like many others, has mediocrity built into it. We want to work with agents who choose to elevate themselves to become true professionals in the industry. This is something I learned from my original coach who once told me, ‘You’re going to have a lot of competition in this world.

There’s going to be thousands and thousands of you, in any market you get into.

But, if you decide to elevate yourself and choose to be a professional, your competition will be tiny.”

As Starlink Realty continues to grow, Ernesto has no plans of making the company go fully virtual anytime soon. “We believe in developing long lasting relationships with our clients and sitting down with people face to face so that they know who they’re working with and can trust that they’re in the best hands. We plan to keep the brick-and-mortar model going.

Our goal is to become one of the most well organized and well executed 100% firms in the country. We are looking to expand into Orlando, Tampa, Miami and Jacksonville, and establish our presence in those areas similarly to the way we did down here in Lee County.”

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To learn more about Ernesto Rijavec call (239) 693–7263, email erijavec@gmail.com, visit starlinkrealty.net/agents/92231/Ernesto+Rijavec www.

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ANGELICA FAJARDO Sensitive to her clients’ needs and savvy in her marketing methods, Angelica Fajardo’s approach to business is the effective combination of personal care and professionalism. As a top producing agent at Coldwell Banker Realty, she assures that her South Florida buyers and sellers achieve their real estate goals.

Angelica is committed to giving her clients exceptional service and representing them with integrity. Native in Spanish, she is the go-to agent for international clients looking to invest in Florida.

Angelica’s diligent work ethic has helped her acquire a large base of repeat and referral clients.

“My clients come back to me because I believe in working with honesty and I put 100% of myself into every single transaction. I’m always looking out for the best interest of my client. At the end of the day, I want everybody to be happy with the transaction. I want the seller to get the price they think they deserve for their property, and I want the buyer to find the home of their dreams. That’s why I’m always working hard to ensure that everyone is satisfied and gets what they want,” she says, and adds, “The other thing that I believe in strongly is education. I’m always looking for more information and I’m paying close attention to the South Florida market, which changes frequently. I want to be the best resource for my clients and be able to keep them updated on market information so that they can make the right decisions.”

Whether it’s in the middle of a transaction or long after, Angelica keeps in touch with her clients and continues to build upon the relationships. “I know what kind of information my clients want to have, so I’m always keeping them updated. Not just about real estate, but also about what is happening in the city and in the area they are focused on. When they want to know something, they call me. If they’re looking Top Agent Magazine

for information on which area is good to invest in, they know I have the answer.”

In order to market her listings, Angelica retains professional photographers and focuses on social media to showcase the properties. “I always try to get photos that show off all the unique features of each property. Because of the pandemic, most of my marketing is now done online via social media platforms like Facebook and Instagram.”

Looking ahead, Angelica plans to add to her team and expand her presence in the South Florida market. “I see that the city is developing and growing, and as a professional I want to grow my business as well. I’d like to get more involved in the downtown community where I’m located. I see a lot of potential here, and many great things that we could do. My plan is to continue improving my skills and remain informed of current market conditions and trends so that I can provide the best service to my clients and be a contributing participant within the downtown community development.”

To contact Angelica Fajardo please call (786) 290–0973, email angelica@afteam.net, or visit angelicafajardo.co www.

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JUDY EAVES After working in the corporate world for many years, Judy Eaves decided to move into real estate. She was drawn by the freedom and flexibility the field offers, but she quickly fell in love with the myriad opportunities to help and get to know people in her community. Now she has been working in the industry for 17 years, and has made a name for herself as one of the Top Producing Agents in Florida. She works incredibly hard to get consistent results and brings excellent service to all of her clients.

Judy’s service philosophy is very clientcentric - she puts sincere effort into furthering the best interests of her clients and providing a comfortable and smooth transaction experience for them. With the wealth of experience that she has under her belt after almost two decades, Judy is very capable of handling any obstacles that get thrown her way during a transaction and is quick to earn the trust of her clients. “I go out of my way to do what’s right for the client,” Judy says. Clients notice the work that Judy puts into enhancing their experience, and Judy’s client satisfaction is very high because of it.

When it comes to interacting with her clients, Judy prioritizes building lasting relationships with her clients over meeting her own bottom line. She communicates effectively and efficiently with clients throughout the transaction process and makes herself available to answer any questions a client might have, but she also maintains those relationships long after the transaction has closed. “I keep in touch with my clients through emails, phone calls, and lunch meetings, and a lot of the clients I work with end up becoming good friends after our work is done,” Judy says. Judy’s motivation to keep such close contact with her clients is apparent early on in the process, and clients love her personal approach - she gets 87% of her business from repeat business and referrals!

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In terms of marketing, Judy advertises her listings extensively online through various websites and social media platforms. She also sends listings out to her own personal database in an effort to garner more local exposure. Each listing looks pristine due to the use of professional staging and photography to bring out the full potential of each home. Her slogan is Judy Eaves means SOLD, as she closes $15-20M in volume each year.

In her free time, Judy enjoys exploring the world through travel, including visiting and spending time with her grandkids. She looks forward to continuing to grow her already substantial business, as well as developing relationships with both past clients and new members of her local community.

Judy’s reputation precedes her as an accomplished, Top Producing agent who is consistently recognized by her community and puts up big sales numbers year after year. If you’re looking for a Realtor in Florida with a kind heart and a great work ethic, get in touch with Judy Eaves means SOLD today!

You can contact Judy at (727) 692-0098, email judyeavesmeanssold@gmail.com, or visit judyeavesmeanssold.com www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 27

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 28

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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KRISTIN WASHINGTON If you looked everywhere you might find another Realtor® or two who works as hard as Kristin Washington at making the American Dream available to first-time homebuyers.

You won’t find one who works smarter.

That’s partly due to Kristin’s unique combination of expertise. Always dedicated to improving the quality of people’s lives, she was a consultant in healthcare management for many years. In 2004 she began buying investment properties, before getting her license as a mortgage broker. In 2016, she brought her experience to the real estate industry with eXp Realty, and has been reshaping the map of Tampa, Florida ever since.

“Unlike most Realtors®, I’m also a partner with a new construction company, building custom homes for low to middle-income buyers. It’s a market many agents these days don’t want to touch, preferring to focus on high-end homes. But I believe everyone deserves the opportunity of homeownership, and I’ve partnered with the city to build new, affordable homes for people who qualify under Florida’s Affordable Housing Program.”

It’s hard to overstate the advantage Kristin offers her clients. Her background as an investor and mortgage broker gave her a view of the market that has enabled her to help people who had never dreamed they could qualify for a home loan. “I realized how much assistance money I could get for my clients by stacking the various grants and programs available. Not many agents understand how these programs work, which is why they tend to avoid this market.”

All told, that assistance can amount to over $105 thousand, including $30 thousand from the city of Tampa for closing costs. Another $30 thousand is available for purchasing in a revitalization area. Similar grants are offered by the state, as well as $5000 for educators, first responders, or

medical professionals. Kristin has built her career on finding money that many Realtors® don’t even realize exists, and improving property that the city isn’t utilizing.

“We take empty tracts the city is paying taxes on without utilizing, and we build housing for hardworking people who contribute to the community. We use local talent to build them, so that money goes back into the community as well.”

Not surprisingly, it’s given her a repeat client and referral rate of 85-90 percent, most of that growth coming over the past 2 years as the partnerships she’s formed with the various housing alliances have born fruit.

She also represents many sellers, who profit from Kristin’s smart marketing strategies and the relationships she’s built with hundreds of local agents and investors.

For all she’s accomplished, Kristin is quick to give credit to her great grandfather, Garfield Devoe Rogers Sr., who paved the way for her and so many other professionals in the Black Community. During the racial segregation era, Rogers emerged as an entrepreneur and community leader in the Tampa Bay area, a legacy still honored by the city today. Rogers Park celebrates his name, and children of G.D. Rogers Garden Elementary School still reap the rewards of his philanthropy. In 2013, his bust was added along the Tampa Riverwalk. “He’s a big part of who I am, and inspired my desire to help others. He was led by God, and so are all of us who share his blood.”

Going forward, Kristin will continue sharing her knowledge, teaching bimonthly classes on community investor programs. She’s also partnering with other cities throughout Florida to stimulate their local economy by bringing affordable housing to those who need it. “There’s nothing more gratifying than helping people reach their goals, especially of homeownership. I’ve seen people cry with joy after closing on their first home. Those moments fuel my passion.”

Contact Kristin Washington at 813-484-2774 or email krwashin1@gmail.com

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MICHAEL PETILLI Mike Petilli knows as well as anyone that life sometimes throws you a curve ball. He was a Division I baseball player with Major League ambitions when a series of arm injuries forced him to find a new career path.

“I went through a lengthy rehab and spent a lot of time thinking about what I was going to do next,” Mike explains. “I have a very competitive nature and am goal oriented. I knew I needed work that would allow me to play to those strengths. I’m also a very hard worker, so I wanted something that didn’t have set limits, where my rewards matched the work I put in.”

Real Estate proved to be the right next move. An agent for 6 years now, Mike has built a very successful business with Keller Williams, serving homebuyers, sellers, and investors all over Florida’s Palm Beach County. He averages $8-10 million a year in sales volume, and is on track to exceed that in 2021. Most of that business comes from repeat clients and referrals, many of them investors who have come to trust Mike’s expertise and instincts implicitly. “I help a lot of people with rental properties, or fix-and-flips. My wife and I do a lot of those for ourselves, and I’ve almost always got research on one property or another pulled up on my computer or phone. So I’m able to advise my investor clients on that process, and help them turn it over quickly and for the highest return on their investment when the time comes.

That success creates a rapport and a trust between us, which is why I have a good referral rate.”

Mike markets his listings on social media and through listing postcards that target potential buyers in the neighborhoods where the homes he represents are located.

For his investors, he uses LoopNet, a huge database for the commercial sector. He’s also a premier agent on Zillow, which gives his listings a lot of added exposure.

“I advertise lots of rentals on Zillow too, which I don’t think many other agents do. That’s also great exposure, both for myself and for my clients.”

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He reaches out to all of his past clients regularly to see if there’s anything they need. “Often they’ll contact me too. But if I haven’t heard from someone in a while, I’ll call to ask how they’re doing. It’s not about real estate. Just letting them know I’m there for them, whatever that might be.”

Mike plans to keep growing his business, but at a manageable rate, so that he can maintain the high quality of service he’s known for. He enjoys his work with Keller Williams and the resources they provide to assist him in being good at it. “I may bring on a few other agents down the road, and someday I might even open my own brokerage. I’ll know when the time is right. For now, I’m very proud of what we’ve built and the work we’ve done to help people here.”

Contact Michael at 561-621-5730 or email mikepetilli14@gmail.com.

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