OHIO 3-21-22

OHIO EDITION

MILLENNIAL BUYERS:

Where They Are & What to Know

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

3 Surefire Methods That Make For a

PRODUCTIVE MEETING FEATURED AGENT

CHRISTINE MANZO

COVER STORY

FABIAN CANDELARIO

OHIO EDITION

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FABIAN CANDELARIO

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CHRISTINE MANZO

FABIAN CANDELARIO

CONTENTS 4) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

15) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW

6) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

22) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those Top Agent Magazine

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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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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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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FABIAN CANDELARIO

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FABIAN CANDELARIO Fabian has become an esteemed Realtor®, highly regarded by his clients and professionals in the field. He is well-connected and actively involved in the community and plans to expand his team as he progresses in the industry.

While others have a different strategy, Fabian Candelario maximizes his clients’ vision and provides the most comprehensive list of services as an agent of Cleveland. Initially working in the banking industry, Fabian became 10

curious about sales and real estate negotiations. His drive to help first-time homebuyers brought him to where he is today with his commitment to one core model – giving his clients an educated view of how to navigate the Top Agent Magazine

homebuying process.

Alongside him is his team member, David Ayala, as they leave their footprint in counties surrounding Cleveland, Ohio. Fabian has become an esteemed Realtor®, highly regarded by his clients and professionals in the field. He is well-connected and actively involved in the community. Fabian plans to expand his team as he progresses in the industry. With a repeat and referral business of nearly 60%, Top Agent Magazine

Fabian follows a unique process that gives his clients a stress-free environment when buying or selling a home amidst a highly competitive market.

From providing excellent customer service through the sales process and educating his clients throughout the whole experience, Fabian is committed to helping clients find their dream home. Furthermore, he is dedicated to giving them the complete package, teaching them how to leverage equity, choose the best loan program, and even 11

assisting in home renovations with his renovation company. “How can I help you achieve your goal?” is what you can expect Fabian to ask, striving to offer his clients a deep dive solution wherever they may in the process as buyers or sellers.

alike. Fabian specializes in all facets of the real estate business; whether it be navigating the way for first time homebuyers or getting the best ROI for investors, he knows and has experienced it all. Fabian has sold over 20 million in real estate volume!

Fabian prides himself in being honest, caring and at all times being an absolute professional. He has established his reputation for building relationships with buyers, sellers and investors

Fabian’s true motivation for success is his family. He is the father of 2 younger children ages 1 and 5 and they definitely accelerate the drive that he has to succeed. Family is most

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important to him and due to the family values instilled in him, he is able to easily relay that compassion and kindness to his clients. “Homeownership is a gift that I enjoy sharing with my clients and they end up becoming a lifelong friend or like family by the end of the process.” Fabian believes that relationship building is the key to career happiness.

Fabian’s commitment to his clients is that he will work hard, listen and follow through with what he says he will do. He encourages his clients to rely on him as a resource throughTop Agent Magazine

out the homebuying process. Fabian stays committed to his nonprofit with unwavering dedication, Community Action Development. He shares the organization’s goal to help rebuild the community through real estate. Whether increasing property values, finding credit rehabilitation programs or simply teaching others how to be a successful homeowner, Fabian believes that helping others while building relationships and maintaining those relationships by communicating effectively is key. Aside from his nonprofit, he also sponsors local comedy shows, food drives and salsa dance 13

classes in the community to support local businesses and talent and contribute to cultural diversity.

Eager to grow and continue doing what he loves, Fabian’s commitment to his clients is to help them realize their vision, guide them to their goals, and

offer a stress-free experience during their real estate transaction. Lastly, Fabian shares, “My goal for the future overall is to continue to grow and make a difference, one client at a time.”

Contact Fabian today to make the most of your next sale or purchase.

To learn more about Fabian visit russellrealty.com/agents, facebook.com/Fabian-Candelario-Russell-Real-Estate-Services, email fabian.candelario21@gmail.com or call (440) 396-8960 www.

www.

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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CHRISTINE MANZO

Before getting into Real Estate, Christine Manzo had built a very successful career in the corporate sales world, becoming the #1 Sales Manager in the country for one Fortune 500 wireless company, and a Global Enterprise Manager with another. But despite those accomplishments, something was missing.

full-time. “I’ve seen everything since then,” she laughs.

“The crash in 2008, the recovery, hot markets—all the highs and lows, navigating the market through COVID and the subsequent inventory shortage, coupled with multiple offers on almost every home; I’ve successfully guided my clients through all of them.”

“I wanted a career that would allow me to form a more personal connection with clients and their families,” Christine explains. “I had been very impressed with the Realtor who helped us buy our first home, and I saw that a career in Real Estate would be the perfect opportunity to combine my knowledge of sales and the negotiation skills I’d developed over the years with my passion for helping people. Because I have more control over my time, I can invest it in my clients to make sure they have a great experience from beginning to end.”

Today she serves clients in Northeast Ohio with The EZ Sales Team at Keller Williams Citywide; the number one team in Ohio, who provides her with unparalleled administrative support, cutting-edge marketing technology, and ongoing training, so when you work with Christine, you have the power of an entire team behind you, whether you’re buying, selling, building. She is

Christine got her license in 2006 and began doing Real Estate part-time while still maintaining her career in the Business-to-Business corporate world and selling the homes she and her husband Mike had been flipping. She steadily built up her Real Estate business and by the end of 2007 she had established herself as a leading Realtor in Northeast Ohio. At that time, she walked away from her career in the corporate world for good to work in Real Estate 20

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there to educate, guide, and support her clients while they are making decisions on the biggest investment in their lives; their home, all the while providing the highest level of communication and personal service to her clients, not only for today but for a lifetime.

Christine’s reputation for reliability and the care she takes with people has earned her a repeat client and referral business of 90+ percent. Christine states, “It’s an incredible feeling when you’ve made an impact on clients who are so grateful that they trust referring you to their own family members and friends!” Her 5-Star reviews tell the tale there. One client’s praise is typical: “I was told that buying a house is one huge headache, but while I was working with Christine, I actually enjoyed the entire process.

As we got to know each other, I believe that she was really looking out for my best interests and her honesty and sincerity were much appreciated. Because of her knowledge and negotiation skills, I am now living in my dream home.”

Not all homebuyers feel that way about their Realtor, and many of Christine’s clients come to her after having had a bad experience with another agent. She listens—both to what went wrong and to what the client wants—and then takes the time to make sure they understand the entire process. “From there it’s about treating them as if they were family,” says Christine.

“There are a lot of things that can happen between signing a contract and closing day, but I am there for them 7 days a week until the transaction is done and beyond. By the time we reach the closing table, most have become friends for life!

When she’s not working, Christine is all about family, spending time with her husband Mike, their two daughters and four grandchildren, whether that is cooking together as a family, hanging out by their pool, or vacationing somewhere tropical to relax.

Christine looks forward to helping many more individuals and families achieve their real estate goals in the coming years, continuing to provide the gold standard of service for which she and The EZ Sales Team have come to be known. There is a home for every buyer and a buyer for every home; the magic happens when we make the right connection between the two, and that is what I pledge to my clients; to make HOME happen!”

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manzo@ezsalesteam.com www.ezsalesteam.com

Contact Christine at 216-970-7304 or Christinemanzo1@gmail.com Copyright Top Agent Magazine 21

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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