NEW YORK 2-25-19

NEW YORK EDITION

4 Reasons Why

MULTITASKING CAN ACTUALLY DERAIL YOUR DAY Every Player is Valuable:

HOW TO BOOST YOUR TEAM’S MORALE

FEATURED AGENTS

BETH CATRONE BOBBY GELLERT

BE THEIR REALTOR® FOR LIFE:

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

COVER STORY

REBEKAH CARVER

NEW YORK EDITION

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REBEKAH CARVER

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BETH CATRONE

CONTENTS 4) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 6) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

Phone 310-734-1440 | Fax 310-751-7068

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BOBBY GELLERT

BOBB

Leader, f investor, b supporter, Founder/O York is a definition. comprehen real estate an almost knowledge and ethica his many buyers and

Bobby’s e world of PLAYER IS 15) EVERY pre-ordained. “I grew up in the house of a thereHOW was a lotTO of real estate talk at the kitc VALUABLE: BOOST storied career writing appraisals, he parlay YOUR TEAM’S MORALE stint creating and executing nationwide or auctions for an investment banking firm – familyTO homes nationwide. He then 19) TOP 4single WAYS career in the private equity field, investing JUICE UP and YOUR OPEN HOUSE hospitality assets. “Along the way, w STRATEGY tremendous amount of co-ops and condos,” founded Shares of New York to provide bro owned by myself and my partners.” In 201 equity world, after making the decision to projects. The business project of which is York from its base in Northeast Queens sel coops and condos into New York City and W

Bobby’s current goal is to identify and re

mag@topagentmagazine.com | www.topagentmagazine.com committed agents that for whatever reason

No portion of this issue may be reproduced in any manner whatsoever without prior consent publisher.

Top Agent yet andoftothe use his hard-won expertise to men Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published for success. “I will provide them with leads materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied its authors. coaching andbyhelp them build a consistent an To subscribe or change address, send inquiry to mag@topagentmagazine.com. themselves and their families,” he says, “an Published in the U.S.

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helping a lot of buyers and sellers. I want age the blocking and tackling that is required on a as we know it’s a very tough business. Inspir Agentenjoy.”

Magazine is something thatTop I really

mailto:mag@topagentmagazine.com

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 4

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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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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REBEKAH CARVER Top Agent Magazine

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Selling primarily in the borough of Brooklyn, Broker Rebekah Carver of Douglas Elliman Real Estate also does significant business in both Queens and Manhattan. work ethic, Rebekah endears herself to anyone lucky enough to work with her.

Associate Real Estate Broker Rebekah Carver – of Douglas Elliman Real Estate in Brooklyn, New York – is a consummate professional who consistently goes above and beyond to provide her many buyers and sellers with exceptional customer service. Warm, friendly, deeply knowledgeable, and possessing a remarkable 10 Copyright Top Agent Magazine

Prior to entering the world of real estate, Rebekah had a successful career as a television producer, though she’d grown up with two aunts who owned their own brokerage. “I heard about real estate all the time when I was young, though I never thought I’d end up being an agent,” she recalls. When one of her mentors in the television industry transitioned to real estate, she encouraged Rebekah to do the same.

“I finally realized that as a television producer, I had most of the same skillsets that an agent needed,” she says. After much thought, she decided to jump in feet-first. Beginning her career working for a friend who had recently opened her own real estate company, she found success almost immediately, selling two properties in her first week, and a total of five in her first month. Within a year, in 2006, she was elevated to co-owner of that business, Top Agent Magazine

Brooklyn Hearth Realty. Recently, she and her colleagues sold that company to industry giant Douglas Elliman, and she is proud to now be a part of the largest brokerage in the New York Metropolitan area and fourth largest residential real estate company nationwide. After only 6 months with Douglas Elliman, she earned her Top Agent Magazine

spot as the 5th top producing individual agent in Brooklyn.

Selling primarily in the borough of Brooklyn, Rebekah also does significant business in both Queens and Manhattan. Nearly eighty percent of her business is based on referrals and 11 Copyright Top Agent Magazine

repeat business, perhaps the truest measure of a job well done in the highly competitive New York real estate market. “I’m very approachable and very down-to-earth,” says Rebekah, when asked to account for the loyalty her clients demonstrate. “I think a good agent has to be able to listen to their clients the way a friend or a therapist would. I really get in touch with my buyers and sellers on a human level.”

Another factor, clearly, is her professionalism and impressive business acumen. “I’m an avid market researcher,” says Rebekah, “and Copyright Top Agent Magazine 12

I’m very good with pricing, and the experience I had in television makes me really good at producing the sale; putting together all the elements, particularly when it comes to marketing. I’m crazy about making sure my listings are staged well; they have to look really, really good. I use the very best photographers and the best floor plan guys. I really take an above and beyond approach to my job.”

For confirmation of the excellent service Rebekah provides, one need look no further than the slew of glowing testimonials she has received, including this one: “Rebekah Carver Top Agent Magazine

is one of the best real estate agents that we have ever used. She is extremely knowledgeable, polite, and helpful. She led us through the sale of our condo in a terrible market for sales, and I have absolutely no doubt that she got us the very best price possible. She went totally above and beyond our expectations.

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Rebekah had our best interests in mind from start to finish. In addition to all of that, she’s a truly a nice person.� This excellence in customer service shows. Rebekah was was one of 50 honorees for the Brownstoner RADD Awards (Real Estate, Architecture, Design and Development).

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Rebekah is committed to giving back to her community, and does so through a variety of philanthropic endeavors, including monetary support for the renovation of a local playground, and assisting multiple charities that support low-income residents, to name just two of many. Additionally, she has spent years contributing to the revitalization of her neighborhood’s commercial district by encouraging small businesses to open shop in the area.

The future looks bright for Rebekah, who looks forward to continuing to grow her business.

She is particularly excited about Douglas Elliman’s partnership with global real estate entity Knight Frank, which will allow her to market her listings internationally, and to assist clients with finding homes outside the United States.

Above all, however, her primary goal is to continuing wowing her clients with unparalleled customer service.

For more information about Rebekah Carver, please call 646-489-4446 or email Rebekah.Carver@elliman.com

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 15

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

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

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

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

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

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

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

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

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BETH CATRONE Beth Catrone’s first foray in the real estate business came at a fortuitous time. She had enjoyed her tenure in the fashion industry, but was ready for her next professional chapter. When a friend who had found success in real estate suggested she try her hand as an agent, Beth instantly recognized the possibilities. “I was looking to do something a little different and it came at the perfect time,” she remembers. “During my career in fashion, I was in sales and design. That was my forte, and the two industries are actually very similar. In real estate, there are plenty of elements of design day-to-day, like staging and preparing a home for market. Combined with my experience in sales, I knew it was a natural fit.” Fifteen years later, Beth has cemented herself as an industry leader, complete with a reputation for integrity, enthusiasm, and a proven track record of success.

of any price-point in their finest light. From there, she secures global and local visibility through social media exposure and syndication across the leading online listing platforms. She also incorporates local print ads to stir up interest on the regional level. Whether working with sellers or buyers, Beth’s commitment to the interpersonal component of every transaction is central to her professional philosophy. “I train a lot of new agents and I always tell them: you have to be true to yourself and true to your clients,” she says. “I’ve always applied that approach in my business, and it’s worked for me. You can’t just focus on the sale and the end result. You have to focus on making your clients happy and taken care of on all levels.”

Beyond the office, Beth gives back to her community through a variety of organizations and commitments—from cheering on the local sports team her son coaches, to her role as President of the Park Section Civic Association, where she helps direct the beautification of a five-hundred home community in her hometown of Port Washington. Likewise, she volunteers with her church in teaching religious instruction for third-graders and sponsors area events such as Harbor Fest and Party in the Park. In her free hours, she most enjoys time spent with her husband and children, indulging her abiding love of fashion through window shopping, and taking walks with the family dog. As for the future of her business, Beth intends to keep growth steady and on the upswing. In the months and years to come, she plans to parlay her knowledge and people skills to television, where she can share her years of insight with a broader audience.

Today, Beth spearheads her work solo, under the banner of Daniel Gale Sotheby’s International Realty. Serving Nassau County, she has risen to the rank of top agent in Long Island’s North Shore community. Likewise, nearly half of her business is driven by repeat and referral clientele—a testament to her staying power. To account for her successes, she cites a positive attitude, a strong work ethic, and an authentic investment in her clients as some of the key attributes of her working style. “I’m a very hands-on agent,” she says. “I like interacting with my clients one-on-one. I’m a big believer in going above and beyond to exceed my clients’ expectations of what a real estate agent can do for them. Buying or selling a home is one of the biggest investments of a lifetime, I take my role in that very seriously.

I believe in white glove service—I always have and always will, and that service trickles down through all price-points, to renters, buyers, and sellers alike.”

Now, with fifteen years of perspective, Beth Catrone considers what she has come to appreciate most about her career thus far. “There’s so many different facets of this business that I love,” she reflects.

“I enjoy the staging and design aspect, the sales side of things, and working with people on a daily basis. I’m also inspired by the challenges of our industry—the art of negotiation is exciting and I feel gratified when I’m able to be resourceful and solve problems. Most of all, I love helping people make memories through this process. I see that as the key to my success. I’m passionate about what I do and that really shows. That’s what I want people to know.”

When it comes to the listing process, Beth understands well that first impressions are everything. Drawing upon her prior experience in the fashion world, she leaves no detail unaccounted for when prepping a home for its market debut. “That’s the most crucial part of marketing a home: making sure it looks pristine,” she says. Accordingly, she utilizes professional photography and videography to capture homes

To learn more about Beth Catrone call (516) 647 – 1729, email BethCatrone@DanielGale.com, or visit BethCatrone.DanielGale.com www.

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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IfIf you you combine combine this this dynamic dynamic booklet booklet with with properly properly trained trained closing closing lan lan-guage, guage, as as touched touched upon upon below, below, itit is is something the average person will something the average person will either either keep keep and and use use or or pass pass along along to to someone someone they they know. know. A A well well designed designed booklet can bring you a lot of business. booklet can bring you a lot of business.

ofinteresting interesting data—and they they are are void voidof data—and or problem-solving problem-solving information. information. or

2.Work The The Neighborhood Neighborhood 2.Work A few few days days prior prior to to your your open openhouse, house, A find the the names names and and addresses addresses (from (from find tax records—or records—or elsewhere) elsewhere)of, of,say, say,20 20 tax homes in in each each direction direction from from the the homes Pre-internet, open house. house.

Pre-internet, both both open open houses houses for for open resale resalelistings, listings, and and model model homes homes for for cost of of postage postage and and some some new newconstruction, construction, relied relied on on strategic For the cost sweat-equity, mail mail aa postcard postcardto tothese these collateral collateral materials materials (handouts). (handouts). Vis- sweat-equity, homeowners inviting inviting them them toto the the itors ostensibly looking looking at sev- 80 homeowners itorswere were ostensibly eral house and and offering offering something something eralcompetitors competitors at at the the same same time, so open house collateral and compelling—perhaps compelling—perhaps aa collateral materials materials had had to to have the unique and giveawayfor forthose thosewill willing ing power power to to bring bring them them back back to your drawing or giveaway their opinion opinion on onthe theasking asking site—a site—a great great call call to to action, action, eye- to provide their home (and (and the theentry entrycard, card, catching catching color, color, identification identification of the price of the home will net net you you their their email email benefits of course, will benefits of of buying buying your your product. product. address and and phone phone number). number). People People Yetatatopen open houses houses today, today, I primarily are generally generally nosy nosy and and like like toto be be Yet see bland bland information information sheets sheets dis- validated, so so asking asking for for their their opinion opinion see cussing features—the features—the listing listing price, on something something hap happening pening in in their theirown own cussing the square square footage, footage, and and the the standard neighborhood neighborhood is is very very appealing. appealing. the 20

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And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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BOBBY GELLERT Leader, family man, marketer, investor, baseball coach, community supporter, yogi: Bobby Gellert, Founder/Owner of Shares of New York is a renaissance man by any definition. Bobby, whose long and comprehensive experience in the real estate world has imbued with an almost unparalleled reservoir of knowledge, is a dedicated, passionate and ethical real estate advocate for his many grateful brokers, sellers, buyers and investors.

Bobby’s eventual entrée into the world of real estate seems almost pre-ordained. “I grew up in the house of a developer,” he says, “so there was a lot of real estate talk at the kitchen table.” Beginning his storied career writing appraisals, he parlayed that into a successful stint creating and executing nationwide oral outcry and sealed bid auctions for an investment banking firm – selling more than 4,500 single family homes nationwide. He then moved on to a 22 year career in the private equity field, investing billions on multi-family and hospitality assets. “Along the way, we gained ownership of a tremendous amount of co-ops and condos,” says Bobby, “so in 2004 I founded Shares of New York to provide brokerage services for assets owned by myself and my partners.” In 2018, Bobby left the private equity world, after making the decision to focus on three passion projects. The business project of which is to expand Shares of New York from its base in Northeast Queens selling single family homes, coops and condos into New York City and Westchester.

Bobby’s current goal is to identify and recruit a roster of deeplycommitted agents that for whatever reason have not hit their stride yet and to use his hard-won expertise to mentor and groom them each for success. “I will provide them with leads, marketing resources and coaching and help them build a consistent and prosperous business for themselves and their families,” he says, “and in turn, we will end up helping a lot of buyers and sellers. I want agents who are ready to do all the blocking and tackling that is required on a consistent basis, because as we know it’s a very tough business. Inspiring and motivating agents is something that I really enjoy.”

While a wide array of cutting edge technology is intelligently used by Shares of New York, Bobby feels that, “it has its place in my business to help augment marketing efforts and leverage communication on a mass level”. However, Bobby is an old school, handshake guy, that “focuses on company culture, systems and process and trains his agents to spend more time with and talking to their clients to make human connections, nurture and maintain relationships, rather than sit behind a computer and treat the business like a video game”.

“I’m not a traditional Broker,” says Bobby, when asked to account for the impressively high rate of referrals he receives. “My experience is much wider and far-reaching in terms of overall real estate on the ownership, investment and execution sides.” This assessment is reflected in the numerous glowing testimonials he has received, including this one from Zillow.com, on which site he is a Premiere Agent with a perfect, five-star overall rating: “Bobby Gellert has proven himself to be a true business leader and real estate expert. He is always impressing me with his tenacious marketing savvy and determination to find creative solutions to solve the many issues that arise between contract signing and closing.

Additionally, Bobby has a clear understanding of all loan programs and is easily able to distill the information in conversations with his clients so that they can understand the options they have to choose from.

I recommend and look forward to any opportunity to work with Bobby and his clients because they are organized and always prepared.”

When he’s not working, Bobby enjoys spending time with his wife of eighteen years and his two daughters, and also spends over an hour each morning practicing yoga and meditation, something he’s done daily for the past twenty-five years. A Queens native, he is also committed to giving back to the community that has given him so much, and philanthropy combined with nostalgia has inspired Bobby to volunteer coach on the varsity baseball team in his home town of Chappaqua, NY and to utilize his own capital to refurbish local baseball fields in Queens, many of which he played on as a child. He is also in the midst of forming “Fields of New York,” a non-profit that will continue to renovate additional fields.

The future looks incredibly bright for Bobby, and anyone looking for real estate representation in Queens, the Big Apple or Westchester could do no better than to work with him and his company. Expect big things from Shares of New York, if Bobby’s entire career history is any indication.

For more information about Bobby Gellert, call 914-215-4307 or email bg@sharesofny.com Top Agent Magazine

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