FLORIDA 9-5-22

FLORIDA EDITION

BE THEIR REALTOR® FOR LIFE:

How to

SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

How to Build a Relationship with Your Clients that Will Last a Lifetime

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

FEATURED AGENTS

ANITA GRAY KATHY DESPOTA KRISTINA BUTERA VIVIAN LEHMAN COVER STORY

NOELLE TIETZ

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

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

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

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

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

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

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

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

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

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

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NOELLE TIETZ

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Top Agent Noelle Tietz represents homebuyers, sellers, and investors all over Southwest Florida with Realty Rents and Sales, including Lee, Collier, and Charlotte counties.

Noelle Tietz had built a successful career in the veterinary industry when a friend of the family began urging her to get her Realtor’s license and join her team. “I didn’t think it was for me, at first, because of some bad experiences with agents I’d used in the past,” Noelle recalls. “But she won me over by telling me it would be an opportunity to be the kind of agent I would like to have experienced.”

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Noelle got her license in 2008, launching her business into the teeth of the housing market crash. In her mind, it was one of the best things that could have happened for her. “I got in when a lot of agents were getting out. It proved to be a great learning platform, and I had to hustle to not only find clients, but show them I knew the market and had their best interests at heart.” She began working with a lot of investors who Top Agent Magazine

were renovating homes and then renting them out. Soon she began working with more first-time homebuyers.

Today Noelle represents homebuyers, sellers, and investors all over Southwest

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Florida with Realty Rents and Sales, including Lee, Collier, and Charlotte counties. Because of the enormous amount of new business coming from people who reach out after reading her reviews, Noelle has maintained a healthy balance of repeat

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client and referral business. One reviewer’s gushing praise is typical: “I highly recommend Noelle to anyone interested in real estate, buying or selling. She is brilliant! Her work ethic is beyond reproach and she backs it up by overseeing every aspect of each transaction personally.

Noelle really goes above and beyond. I

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can honestly say that I never would have been able to purchase my home without her. While I was prepared to give up, she had the knowledge and resources to navigate through any and all red tape and make it happen. Anyone would be fortunate to have her as an agent. I love my new home and I thank her for it!!”

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“I’m very up front and honest,” Noelle explains.

“If I don’t think a deal is right for my client, I will advise them to look for a different opportunity.”

Noelle is there for her clients from start to finish, beginning with a conversation about their goals and expectations.

She then guides them through the entire process, whether that is helping a buyer find a lender, or advising a seller on the preparation and staging of their home.

She’s there for the home inspections and Top Agent Magazine

everything else, giving her clients constant updates along the way, as well as good advice based on her years of experience. “I’m very up front and honest,” Noelle explains. “If I don’t think a deal is right for my client, I will advise them to look for a different opportunity. Eighty percent of my clients are also my good Copyright Top Agent Magazine11

friends at this point in my career, so they know I will treat every transaction as if it is my own money at stake, and they trust me to look out for their interests.”

Community service has always been important to Noelle and her husband, and they

select a charity to support each year. She is also very involved with her children’s school and team sports. As for the future of her business, she is planning to do some rebranding online to emphasize a balance between her work with homebuyers/sellers and investors.

For more information about Noelle Tietz call 239-823-0694 or email mail@noelletietz.com www.instagram.com/sambazzy1/

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Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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ANITA GRAY Anita Gray of Jacksonville, Florida, combines her passion for community outreach with a refined and systematic approach to marketing to fuel her real estate enterprise in northeast Florida. “I love being able to touch all aspects of society. If there’s a need, and you have a heart for people, then you want to be there. It’s more about service than anything else.”

Originally, Anita was an advertising executive for a local newspaper, and her area of expertise just so happened to be real estate. “Basically I managed marketing and advertising for different parts of the industry – builders, brokers, and so forth. I had such an interest and a liking, I decided to go for it and get my license.” Today, in 2022, Anita is celebrating her twelfth year as a licensed REALTOR®, and she is proud to boast a business that is one hundred percent referral based. “I consider myself to be more of an advisor than anything else. I tell my clients I’m their ‘forever agent,’ and I leave my door open for the plethora of questions that inevitably arise after we’ve both left the closing table. Being willing to resolve that kind of pain and uncertainty makes people feel comfortable, and best of all, you become friends.”

While the cornerstone of her business is the strength of her interpersonal relationships, Anita regularly leverages the tools she acquired during her time as a professional advertising executive. “I pull out all the stops. For digital, I use social media, Instagram, Twitter, LinkedIn, Facebook, as well as all real estate platforms. I also send out flyers as well as postcards to announce listings, and I contact all real estate agents in the area that are members of the Northeast Association of REALTORS®.”

Her broadly cast digital net, combined with the connections she has made to agents and brokerages in her area, ensures that each of her listings receives a generous spotlight. This strategy helps Anita average $4.5 million in total volume each year, and her flexibility representing both buyers and sellers means she has an intimate understanding of every stage in the process. “Everybody’s Top Agent Magazine

situation is different, and every day in this job is different. Whether the goal is buying or selling, getting to that goal is a different path for everyone, and that’s what keeps it interesting.”

Helping people along their respective paths fuels Anita’s business as well as her lifestyle. Her impact on the greater Jackson community includes several years of service for her local PTA. Presently, as a self proclaimed “empty nester,” Anita fills her proverbial cup by seizing every outreach opportunity that crosses her path. “In my church, we have a program called Farmshare, basically on a monthly basis we create government subsidized grocery stores and invite people in the community to go grocery shopping for free. I like helping people – my heart is for being a person who leaves a legacy of caring.”

With her business poised to tackle the burgeoning markets in and around Jacksonville, Anita aims to spread that legacy to as many people as possible. “I’m looking to get licensed in another state and open up into property management. Real estate gives us so many opportunities to expand ourselves, grow, and educate.

I want to work toward educating the people with my lenders and investors – team up to teach people about the path to home ownership!”

For more about Anita, call 904-469-5563, visit anitagray.evrealestate.com or email Anita.Gray@evrealestate.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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KATHY DESPOTA Kathy Despota, a broker associate with Berkshire Hathaway Homeservices Florida Property Group, is an award-winning real estate agent known for her professionalism and extensive knowledge of the Tampa Bay Gulf Coast area. Her reputation precedes her when it comes to providing exceptional customer care and serving the versatile demographics of Florida’s Gulf Coast. From young couples getting started to retirees looking to buy or sell, Kathy is prepared to partner with and champion her clients no matter what phase of life they find themselves in.

Kathy shares how she found real estate through working in insurance writing homeowner policies. Her manager told her, “You are running this office, you can certainly run your own real estate business.” Through the encouragement of her boss and husband, she made the transition and launched her real estate career. Since then, she has been working in the industry for over 33 years. Her team consists of two buyers agents, Pete and Muriel Gerlich, both experienced and accomplished agents, both of whom have been on her team for 24 years. Together, they serve the greater Tampa Bay area.

the extra mile to help retirees feel comfortable in the home selling and buying process and their new life transition.

Kathy keeps in touch with past clients and continues building her expansive network by sending out thousands of postcards every two to three months. She regularly funds print ads, such as community newsletters and benches to “keep my name out there.” On average, Kathy reports 90 transactions annually.

Outside of work, Kathy’s schedule is quite full with 12 grandchildren and nine great-grandchildren. She laughs, “There’s three more on the way.” Kathy shares, “Any time I’m not doing real estate, I’m with my babies.” She values being with family - they can often be found making wine together, a favorite pastime.

Kathy’s plans for the future include keeping her clients satisfied. Her goal is to provide an unparalleled level of service to that there is “no doubt in their mind” who to turn to for real estate services.

Kathy notes how Tampa Bay has historically consisted of a “large retirement community,” with a demographic shift occurring in recent years. Now, the area has seen a huge influx in a variety of individuals, including young families looking to relocate.

At 33 years in the business, Kathy’s clientele primarily consists of repeat and referral customers. She notes how over the years she has helped families with up to six different transactions, “If you do it the right way, they keep coming back.” Her exceptional professionalism and in-depth knowledge of the area likely contribute to Kathy’s high referral rates. She describes her real estate approach as “very high level,” always utilizing professional services across the board. Kathy is well-versed in working with all types of clientele but has a soft spot for retired individuals. She often goes Top Agent Magazine

To get in touch with Kathy, please call 727-992-2494, email topagent@kdespota.com, or visit facebook.com/ kathydespotatopagent www.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes20

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

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

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

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

Sports news makes a splash

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

People love to rally behind the home team.

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

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

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

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

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

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

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

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

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KRISTINA BUTERA For Kristina Butera, real estate became an interest while working in property management. “I was the face of an apartment community, and I loved my residents,” she explains. Kristina knew her passion for helping people could lead to a successful career as an agent. After encouragement from her mom, who previously worked as an agent, Kristina earned her license and hit the ground running. Today Kristina is truly living her dream and doing what she loves. Building lasting relationships with her clients is one of her favorite parts about what she does, and she has even maintained connections with her tenants from years ago. “I love helping them transition from apartment life to homeownership, it’s been such a wonderful experience.”

Serving the greater Tampa area, Kristina has become a top agent in the region, and loves guiding people in their buying and selling decisions.

Whether she’s helping someone find their dream home or selling a home for top dollar, Kristina is committed to going above and beyond. “I love both sides of the business,” she says. “Buyers are amazing, because I get to see their lives change and often watch them become homeowners for the first time.

And selling is rewarding as well, because I get to be part of their journeys and find out what’s next for them.” Kristina feels it is a privilege to be involved in such a large chapter of her clients’ lives. Each step of the transaction is handled with care and diligence, with Kristina answering questions and getting to know them on a deeper level. She only wants what is best for them, and never encourages them to do

anything she wouldn’t do if she were in their shoes. This approach has led to much of her business deriving from repeat clients and referrals, as those who work with Kristina love her honesty and integrity. “Because I am a solo agent, I am there for them from the very beginning to the very end,” she explains. “I build a great rapport with my clients, so they are happy to tell their friends and family about me.”

When Kristina isn’t working, she gives back to the community through various organizations and events, like the Ronald McDonald House. During her free time, she loves enjoying Florida’s natural beauty and relaxing with family, including her husband and their daughter. “Being an agent has given me the privilege of being there for her and watching her grow.”

Wanting to expand her business even further, Kristina hopes to welcome her daughter into the real estate world and form a team with her when she’s ready.

“My mom was an agent, so I followed in her footsteps, and my daughter wants to do the same thing,” Kristina explains. “Keller Williams offers a wonderful base for doing this, so once she graduates from high school, we’ll build a successful team as mother and daughter.”

With each passing year, Kristina’s gratitude for what she does only grows stronger. She can’t wait to see what comes next. “I wouldn’t want to do anything else, and I couldn’t do it without my past and future clients. I absolutely love what I do.”

For more information about Kristina Butera, please call 813-445-2202 or email kbuteramovesfl@gmail.com Top Agent Magazine

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 24

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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Top Agent Magazine

VIVIAN LEHMAN After years of working in corporate America, REALTOR® and Broker, Vivian Lehman, was ready for a change. Wanting to spend more time with her kids, she desired a more flexible career that would let her set her own hours and work remotely if need be. Her switch into real estate coincided with moving to central Florida, where she currently resides. Real estate is now more than her career — it’s her passion. With 21 years of experience in the industry, Vivian is at the top of her game overseeing a boutique firm, You Have Realty with twelve hardworking agents.

In the past two decades, Vivian has built the infrastructure and confidence of her team to handle the ups and downs of the real estate market. “The Florida market is really hot right now, which keeps things interesting.

We have a lot of people moving here and in certain price points still find ourselves in multiple-offer situations.” she says. Assembled around her are a myriad of industry professionals who help with all stages of the home buying and selling process. “We have good connections and work closely with many professionals that service our field, such as insurance, title and mortgage agents. We have in-house tax accountants and attorneys that work closely with us.” When the market eventually does turn, Vivian knows how to help clients through it. “We help them try to avoid foreclosures and assist with loan modifications and short sales when they need them.”

To get the word out about their services, Vivian’s team goes far beyond social media with their marketing efforts. She assists in the production of a weekly television show called “You Have Real Estate with Attorney Justin Clark.” Unsurprisingly, Vivian’s team receives a lot of referrals from this as well as from past clients.

“Around 70% of our business is repeat and referral at this point,” she says.

When she’s not working, Vivian splits her time between Top Agent Magazine

hanging out with her family and getting involved in community activities. She’s a member of the Junior League of Orlando and through them, she has the opportunity of volunteering with local non-profits.

Vivian also loves to read and travel when her time allows it.

Last year, Vivian’s brokerage did around $25 million in sales, with $10 million coming just from her. They are continuing to grow as a team and focusing on providing resources to new agents just getting into the field. “We’ve developed an online course, called the “Jumpstart Program,” through the website YouHaveAFutureInRealEstate. com that provides all the tips and tools that you might need when you first get started. From How To’s to networking and education, it talks you through all the components needed to build a foundation in real estate.

I love being able to help people and make an impact in their lives — whether they are young REALTORS® just learning the business or clients buying their first home.”

To learn more about Vivian Lehman, please call 800-381-1707, email vlehman@youhaverealty.com, or visit youhaverealty.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 26

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

Top Agent Magazine

Top Agent Magazine

have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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