Danielle Wolbert: Stay In Your Real Estate Lane

Danielle Wolbert: Stay In Your Real Estate Lane Transcript

[00:00:00] Danielle Wolbert: Putting your best foot forward and showing your clients that you are going to give them more in value than you receive in payment. That's from the Go Giver book, by the way, but that is so important. That needs to be your goal, that you're giving people more than what you're receiving, and they feel like at the end of the transaction that they got more than they could ever pay you.

[00:00:56] Tracy Hayes: Hey, welcome back to the Real Estate Excellence Podcast. Today's guest has nearly 20 years of corporate experience before jumping into real estate. She has a passion for decorating and great coffee—two characteristics many great real estate agents have. She has a degree in marketing and purchased her first home at the age of 21. She recently became a member of the Coldwell Banker Vanguard Elite Representative Network, and we’ll learn more about that. Let’s welcome this consistent top performer from the Fleming Island Coldwell Banker Vanguard office, Danielle Wolbert, to the show!

[00:01:28] Danielle Wolbert: Thank you so much for having me!

[00:01:30] Tracy Hayes: I appreciate you coming by. So tell me a little bit about this Elite Network. I believe you were inducted at the end of August? What’s that all about?

[00:01:39] Danielle Wolbert: The Elite Realtor Network is Coldwell Banker’s designation for agents who have sold enough production to make it into the top 10% of the MLS.

[00:01:48] Tracy Hayes: So it’s MLS overall, not just Coldwell Banker?

[00:01:50] Danielle Wolbert: Correct, top 10% in Northeast Florida, which is under RealMLS.

[00:01:56] Tracy Hayes: That’s excellent! I also want to mention one of my sponsors here, Remi Graphics. They make these nice mugs for me. Remi, aka Dunya Taylor, who is also a real estate agent, does custom one-offs, so you don’t need to order a dozen. This one is actually for you because it’s the last one until I get my new shipment. I’m putting it in this nice protective case with your gift bag, and that one is yours.

[00:02:20] Danielle Wolbert: Thank you so much, I love it!

[00:02:22] Tracy Hayes: You’re welcome! RemiGraphics.com—check them out for laser-engraved gifts to support your business needs.

As I always kick off the show, if I was reading your bio on LinkedIn—which, by the way, is very well done—you’re from Maryland. Tell us about growing up there and how you ended up in Jacksonville.

[00:03:10] Danielle Wolbert: My dad and my mom’s whole family is from the D.C.-Baltimore area, so we lived in Annapolis. I was born there, but not at the Naval Academy—people always ask if my dad was military. He wasn’t; it was just where he worked at the time. We later moved to the Baltimore area, and then my dad got a job transfer to Jacksonville, which is how we ended up here when I was in first grade.

[00:03:42] Tracy Hayes: So you really grew up in Jacksonville?

[00:03:45] Danielle Wolbert: Yeah, I don’t remember much of Maryland other than a little bit of snow.

[00:03:50] Tracy Hayes: I know the area well. My aunt taught in Fairfax County for over 30 years, and I lived in Centerville for most of the 90s, doing business all the way from north of Baltimore down through Richmond.

[00:04:09] Danielle Wolbert: Oh, my dad lived in Fairfax County growing up.

[00:04:11] Tracy Hayes: Oh, okay! So, you didn’t get your degree until a little later, right? Tell us about where you went to high school and what you initially wanted to do.

[00:04:20] Danielle Wolbert: I knew I wanted to go into sales. My dad was a salesman, so I learned from the best. I graduated from Ridgeview High School in Clay County, which is where I live now. I went straight to the University of North Florida and was in the Honors Program, initially majoring in business management. I also managed a spa at the time.

[00:05:09] Tracy Hayes: So the spa came before? I was looking at the dates and trying to piece it together.

[00:05:13] Danielle Wolbert: Yes, I started at Panache Day Spa in high school and worked my way up from housekeeping to receptionist, then to front desk manager, and eventually managing the entire spa while still in college.

[00:06:00] Tracy Hayes: You were managing a big day spa at such a young age! What was that like?

[00:06:33] Danielle Wolbert: It was a great learning experience. I realized I wanted to switch to marketing because I was more interested in that side of the business. So I changed my major and eventually graduated with a degree in marketing.

[00:07:08] Tracy Hayes: You were at the spa for about five years, right?

[00:07:12] Danielle Wolbert: Yes, from high school through college.

[00:07:13] Tracy Hayes: Wow! So you were balancing both school and running the spa. That must have been challenging.

[00:07:21] Danielle Wolbert: Yes, but it taught me a lot about managing people and customer service, skills that have been invaluable in real estate.

[00:08:00] Tracy Hayes: I imagine working in the spa world, with so many part-time staff and different personalities, was similar to managing agents in real estate.

[00:08:30] Danielle Wolbert: Definitely. Retention and culture were big challenges—just like in real estate. You have to make sure people feel valued and want to stay, which is why I chose my current brokerage. The culture at Coldwell Banker Vanguard was the right fit for me.

[00:10:00] Tracy Hayes: That makes sense! So after leaving the spa, you had a series of corporate jobs. What did you learn in those roles that you’re using today in real estate?

[00:10:54] Danielle Wolbert: Confidence, for sure. My career journey, starting as a timid 16-year-old at the spa, taught me to push myself and always strive to do better. Now, I use that same drive in real estate. You need confidence to succeed, and I’ve always been determined to better myself and my career.

[00:11:49] Tracy Hayes: That's interesting because I think a lot of us go through, um, imposter syndrome — that's the word. Something in you pushed you 51% to say, "go for it," while the other 49% was saying, "you're not good enough." She obviously saw you were good enough, but I can see where you're pulling back on yourself. You're 19 years old, and you're like, "I'm going to come in here and manage these women." Maybe you had some guys in there too, I don't want to assume, but they probably worked at other spas, salons, and all that. And now you're going to come in, and they’re like, "Oh, they just appointed this young girl, and she's going to come in here and ruffle feathers, start things up. She doesn't know what she's talking about."

[00:12:37] Danielle Wolbert: Right. That was definitely part of it. I was 19, and I asked for that job. There were women who were two or three times my age managing the hair salon and nail salon. And I'm thinking, "I'm going to have to be in charge of them." I was working directly for the owner, and I was worried they wouldn’t take me seriously. And there was a bit of that — some people tried to push me or intimidate me to see how far they could go. And sometimes it worked. I’d cry about it. But I learned so much through that experience. I learned it doesn’t matter how old you are; as long as you're willing to do the job, that’s all that matters.

[00:13:17] Tracy Hayes: What a valuable experience. And the fact that the spa owner gave you the keys, basically, to run it—what an opportunity! Especially while going through school. So, what is it about real estate that caught your attention? Was it a friend in real estate, or something else?

[00:13:39] Danielle Wolbert: I had always thought about it, even back in high school. It was something I thought I’d be interested in doing. My mom actually worked for Coldwell Banker back then. Well, it wasn’t Coldwell Banker at the time, it was Vanguard GMAC Realty. She wasn’t a realtor but helped with marketing and office administration. She even got her license but didn’t go into real estate because she needed a salaried job, which I completely respected. But she’d come home talking about it, and I could see her passion for it. I’ve always been into decorating, too, like in college, I was always redecorating my room and shopping for new things. I’ve always loved looking at houses, dreaming about them. So, real estate was something I was always interested in. But you know, once you start working and earning a steady income, it’s scary to take that leap into a commission-only job.

[00:14:42] Tracy Hayes: Yeah, especially with the benefits and structure that come with corporate America, even if some of your income comes from commissions. But in real estate, it’s not so much about the company behind you as it is about you—your personal brand. They’re not buying Coldwell Banker; they’re buying you, the agent. Coldwell Banker gives some credibility, sure, but ultimately, it’s your service and reputation.

[00:15:00] Danielle Wolbert: Exactly. We kind of skipped over the part where I bought my first house at 21.

[00:15:04] Tracy Hayes: Yes! How did that opportunity come up?

[00:15:30] Danielle Wolbert: I had a steady job at the spa, and that put me in a position to buy a property. I was still going to school at the time, in my last year, and I bought a townhouse. It was a really big accomplishment for me. I had a good job, managed the spa, and worked a couple of other part-time jobs through college. I saved enough money for a down payment and thought, instead of renting, why not just buy?

[00:16:03] Tracy Hayes: That's impressive! I know it’s tough right now with interest rates and home prices at all-time highs. But you had the grit to put it together, work multiple jobs, and get that first townhouse. Are you still holding that property?

[00:16:23] Danielle Wolbert: I actually just sold it a couple of years ago. I had it for a while as an investment property. It was a great first home and a great investment.

[00:16:33] Tracy Hayes: I bet you had some decent equity growth on it. It’s amazing how owning property can change your financial trajectory, especially starting in your early twenties. Did it almost double in price?

[00:17:00] Danielle Wolbert: It didn’t quite double because I bought it at a high point before the crash, but I still had equity from holding it long enough.

[00:17:09] Tracy Hayes: Right, because you held onto it and had renters paying your mortgage.

[00:17:28] Danielle Wolbert: Exactly.

[00:17:30] Tracy Hayes: It’s just stepping stones. I talk to young agents in their twenties who want to buy their first home, thinking it’s the end game. They don’t always realize, like you did, that it’s a stepping stone, not the final destination.

[00:17:53] Danielle Wolbert: Exactly. It's all about the steps.

[00:18:00] Tracy Hayes: So, you had an interest in real estate. What actually triggered you to make the move? Did you just decide to take the test?

[00:18:12] Danielle Wolbert: It was a combination of things. In 2020, COVID made a lot of people reevaluate their lives and jobs. I was working in banking sales, covering the entire state of Florida. My favorite part of the job was sitting face-to-face with clients, but all of that shut down during COVID. Everything shifted to virtual meetings. It just wasn’t the same for me. I missed that human connection. After almost a year of doing that, I realized I wasn’t feeling fulfilled. I sat down and made a list of things I had thought about doing in the past, and real estate was still on that list. Finally, I just decided to give it a try. I thought, why not take the next step?

[00:20:23] Tracy Hayes: Did you have conversations with anyone before making the decision?

[00:20:28] Danielle Wolbert: I talked to my husband. I run everything by him. He was totally supportive and told me the most important thing was that I was happy. Life’s too short to not do what you love. So, I signed up for a real estate class. I figured I’d take the class and then decide if I felt confident enough to leave the bank job.

[00:21:00] Tracy Hayes: Did you reach out to anyone for advice?

[00:21:00] Danielle Wolbert: Yes, I thought of Kim Knapp, who my mom knew from her time at Vanguard. I reached out to her and told her I was thinking of going into real estate but was scared. She was so generous with her time and gave me great advice. She even gave me a book called Ninja Selling and told me it would jumpstart my career. I read it before I even took the real estate course, and it was awesome. I highly recommend it.

[00:21:44] Tracy Hayes: I've heard about the Ninja Selling program. I need to check it out.

[00:21:50] Danielle Wolbert: It’s a game-changer!

[00:22:00] Tracy Hayes: So, did Kim encourage you to talk to other brokers before deciding?

[00:22:20] Danielle Wolbert: She did, but I knew right away that I wanted to learn from her. I didn’t interview other brokers. I knew that if I got my license, I wanted to work at Coldwell Banker Vanguard.

[00:23:01] Tracy Hayes: What was it like going from corporate America to walking into Coldwell Banker as your own boss?

[00:23:41] Danielle Wolbert: I was terrified! It felt a lot like when I was 19 and managing the spa. Anything new is intimidating. I was excited but didn’t know where to start. Kim gave me the best advice: reach out to your network and tell them you’re starting in real estate. It’s all about building relationships. That’s what I started doing—sending cards, meeting people for lunch, and just letting them know what I was up to. Business took off from there.

[00:24:47] Tracy Hayes: So, fortunate for you, you pretty much grew up there with Ridgeview High. A lot of people locally, friends and associates from there, right?

Danielle Wolbert: Yes.

Tracy Hayes: Did you have a marketing budget? You mentioned sending out cards, taking people to lunch — there are expenses there. Did you have a little budget for that, or was it more informal, like your husband working and both of you agreeing, "This is what I'm going to do"? Because, you know, there's only so many cards you can send and so many lunches you can have. Did you have a plan for that?

[00:25:28] Danielle Wolbert: It was a very minimal budget. I’d try to do two coffees or two lunches a week. It was really minimal. The goal was just to stay in touch, whether that meant talking to people at the gym or wherever I was, just mentioning what I did, but not necessarily talking about real estate — just life.

[00:25:54] Tracy Hayes: Right. You needed people to know you’d changed careers, that you weren't in banking anymore.

Danielle Wolbert: Exactly, I needed them to know I was new and what I was doing now.

[00:26:06] Tracy Hayes: How long did it take you to get your first deal?

[00:26:07] Danielle Wolbert: It took about four months. I started in January and closed my first one at the end of April.

[00:26:14] Tracy Hayes: It might sound simple when you describe it, but I imagine you had to structure your day — especially with concepts from Ninja Selling. You weren’t just waking up and hoping to bump into people. What other structured activities, besides two coffees or lunches a week, did you have?

[00:26:36] Danielle Wolbert: I’ve always been a worker. I’ve had a job since I was 14, so I treated real estate the same way. I’d show up at the office every morning at eight o’clock. I wanted to be the first one there, and I usually was — aside from the person turning on the lights! I wanted to be around experienced agents who had been doing it for 15 or 20 years, learning from their conversations and advice. I’d ask them if I could host their open houses, and I would often host two, three, sometimes even four open houses on weekends.

[00:27:37] Tracy Hayes: Was there anything in particular that stood out during that time — something that surprised you or you didn't know before working with those agents?

[00:28:25] Danielle Wolbert: There was so much! I carried a small notebook with me everywhere to write down any questions I had. Each week, I made it a point to get in front of agents and learn from them. Even though we’re all independent business owners, the office I chose had a collaborative culture where everyone was willing to help. I’d ask agents if I could ride along with them, see what they do, learn the lingo, and so many were willing to let me do that.

[00:29:09] Tracy Hayes: I’m glad we dug that out of you! You did some ride-alongs, went to listing appointments, buyer consultations — that’s important for our listeners to hear.

[00:29:20] Danielle Wolbert: Absolutely. I went to everything I could.

[00:29:29] Tracy Hayes: What are some things you picked up from those ride-alongs? Maybe a specific style or process?

[00:29:37] Danielle Wolbert: Every agent is different, with their own unique style and process. It wasn’t about finding one way to do things but taking bits and pieces from each person and adapting it to work for me and my clients. I was constantly adding to my processes, little by little.

[00:30:04] Tracy Hayes: As you were shadowing these agents and learning, was there anything that really made you think, "Wow, I didn’t realize this about real estate?"

[00:30:07] Danielle Wolbert: Yes, I learned that no two transactions are ever the same. Each seller and buyer has unique circumstances, and that’s why technology can’t fully replace what we do. It’s not just about knowing real estate but having a team — a solid lender, a title attorney, and others who can help you handle those unique situations that arise.

[00:33:00] Tracy Hayes: You’re right — you can’t replace the human element in real estate. Some agents and loan officers are great at gathering information but maybe not as good at communicating it to the client. Home inspectors are a great example. Some can make a home sound like a disaster when it’s not, and you need someone who can explain the findings in a way that doesn’t alarm the client.

[00:34:00] Tracy Hayes: So now that you’re a few years in, how do you stay top of mind with your clients and sphere of influence? Do you have a routine for marketing?

[00:34:18] Danielle Wolbert: It’s a combination of things. No one channel will keep you top of mind, so it’s about doing multiple things. I send thank-you cards, post videos on social media, send out emails with market updates — all of it. People want to see that you’re busy, so I share open houses, showings, etc. It’s also about farming my neighborhood.

[00:35:15] Tracy Hayes: A lot of agents aren’t consistent with that. Some focus heavily on farming neighborhoods, like one agent I know who farms several and gets a lot of business that way. What’s your approach to farming?

[00:35:36] Danielle Wolbert: I started with a series of postcards to get my name out there in my neighborhood. I’ve slowed down on that recently, but I’m focusing on other things now. The most important thing is finding what works for you. For some, it’s farming; for others, it’s being involved in their kids’ sports. I’m a volleyball mom, so I wear my realtor shirt, and people naturally start asking me questions about the market.

[00:36:56] Tracy Hayes: Right, it’s all about finding what works. I’ve heard others say that wearing branded shirts to games becomes an icebreaker. It’s about staying visible, and you create relationships from that.

[00:38:00] Tracy Hayes: Now, after almost four years, how is your business? How much is from your sphere of influence versus new clients?

[00:38:23] Danielle Wolbert: My business is completely word of mouth — all referrals from people in my sphere and their friends and family. I’ve received maybe one or two calls from my website, but most of it is word of mouth.

[00:39:00] Tracy Hayes: That’s interesting. I think real estate brokerages should rank agents on their website by production instead of alphabetically!

[00:41:09] Tracy Hayes: I bet if we took a survey and really asked people, some may not admit it, but the importance of a referral is huge. For example, if you recommend a restaurant, and then they respond, "Hey, we went to that restaurant you recommended, and we had a great time."

[00:41:30] Danielle Wolbert: That means a lot to people.

[00:41:31] Tracy Hayes: It really does. So, reaching out and making those touches is important. I want to dig in a bit more and speak to potential clients who may be listening now or even years from now. Could you share your business ideology, how you work, and what you love about the business?

[00:42:00] Tracy Hayes: Let's start with the new buyer-broker agreement, which, I think, is actually a great marketing opportunity. You can tell the buyer, "You have to do it," but it gives you the moment to sit down with them, build rapport, and earn their trust. I imagine you try to do as many of these consultations face-to-face, right?

[00:42:41] Danielle Wolbert: Yes, I was doing buyer consultations before, and I had a folder. So now, adding in the buyer-broker agreement brings another level of professionalism. At first, it seemed daunting and scary for many of us who weren't using it regularly, but after presenting it and getting feedback, you realize it's not bad at all. It's a good thing. Change can be scary, but people appreciate it.

[00:43:31] Tracy Hayes: Sometimes some hair comes off with that band-aid, but people do appreciate it.

[00:43:36] Danielle Wolbert: Yes, they really do. The first part of the agreement explains our responsibilities as their representative, emphasizing what we’ll do for them and what we owe them. It also highlights the level of skill, care, diligence, and honesty that we commit to. At the same time, they need to cooperate with us. This creates a next-level professionalism, and it helps people feel confident about what you're going to do for them.

[00:44:21] Tracy Hayes: I imagine your buyer consultations before the buyer-broker agreement already had a level of trust since many of your clients come from referrals. But now you have the chance to explain all the things you do that they might not even know about. For agents listening, what are two or three key things you like to share with the buyer during these consultations?

[00:45:00] Danielle Wolbert: There are so many facets to it. I now bring a document that outlines 184 ways that Realtors are worth every penny of their commission. I didn’t create it, but I love using it. It shows clients the amount of work we do behind the scenes, how many late nights we're on our laptops solving last-minute problems. It’s something they don’t realize. Some clients think it’s like the show Selling Sunset, where we just stop by after brunch to show a house, but that's not the reality. There's a lot of work that goes on behind the scenes.

[00:46:28] Tracy Hayes: And you're paying for your transaction coordinator out of your commission, so that’s part of the deal too. I can see how having this big list of 184 items in front of a client would really illustrate the value. You can point out two or three key things, but the entire list is overwhelming in a good way. They might think, “Wow, I didn’t realize all this was involved.”

[00:46:56] Danielle Wolbert: Exactly! Sometimes, after explaining everything, clients feel overwhelmed, and I remind them that they don’t need to remember everything. I’ll guide them through every step. That’s why they need someone on their side—to keep them from feeling lost.

[00:47:48] Tracy Hayes: So, since the new agreement has only been in place for a month, have you had any objections during buyer consultations when you present it and ask them to sign?

[00:48:10] Danielle Wolbert: No hard objections yet. I prepare for them, though, and even bring the one-time showing agreement in case someone isn’t ready to commit fully. We joke that if they don’t want to commit, they can “date us” by signing this one-time agreement. But so far, they’ve all signed the full agreement because I’ve shown them the value.

[00:48:34] Tracy Hayes: That’s great. For agents who face objections during consultations, I suggest writing down every objection so they can address it next time. If you’ve already explained a common concern, it won’t come up as an objection.

[00:49:21] Danielle Wolbert: It’s all about communicating your value and showing how you’re going to help them.

[00:49:25] Tracy Hayes: Speaking of value, you’ve been in real estate for a while now. How does it compare to your previous life in corporate America? Has it changed your lifestyle?

[00:49:42] Danielle Wolbert: Absolutely. It’s funny when people ask how long I’ve been in real estate and what I love about it. I always say I wish I’d started sooner. In corporate America, I was grinding, and yes, it was good to me, but it wasn’t my passion. I’ve been involved in women’s ministry both inside and outside my church, and that’s a real passion of mine. Now, I’ve combined real estate with my passion for mentoring women, and it’s amazing. I get to fully be myself and do what I love.

[00:50:51] Tracy Hayes: That’s great. For people outside the industry, it’s important to understand that real estate becomes a lifestyle. Whether you’re at a ballgame or a social event, you’re marketing in some way. You’re not selling a house at that moment, but you’re letting people know you’re there to help when they need it.

[00:52:13] Danielle Wolbert: Exactly. I’m just here, ready to help when needed.

[00:52:15] Tracy Hayes: Being involved in your ministry and other activities strengthens relationships. Your personal connections often lead to referrals. People trust you because they share your passions.

[00:52:50] Danielle Wolbert: Yes, absolutely.

[00:52:51] Tracy Hayes: How important do you think it is for agents to be involved in their passions, whether it’s volunteer work or other activities? How does that contribute to building their brand and growing their business?

[00:53:31] Danielle Wolbert: It’s vital. That’s where most of my business comes from—just being in front of people I love and care about.

[00:53:42] Tracy Hayes: Your kids must create a lot of those networking opportunities too. You have two daughters, right? Their activities must bring a lot of connections.

[00:53:50] Danielle Wolbert: Yes, activities through school and church create those connections. People know what I do, but I’m just being myself and spending time with friends.

[00:54:06] Tracy Hayes: Did you feel like, since people knew you from corporate America, that some friends were able to make the transition smoothly with you into real estate because they already knew, liked, and trusted you? Or did you have some friends who were kind of like, "Well, let's see how this goes?"

[00:54:39] Danielle Wolbert: Oh yeah, definitely. I think there were probably two or three people in my first year where I wondered, "Why didn’t they call me?" But I get it. Depending on their goals, they may have wanted someone more experienced. And I learned not to take that personally. You know, in your first year, you're hungry for business. Of course, I thought they'd call me, but it’s okay. People want to see that you’re going to stick with it and that it's not just a temporary thing. It all works out in the end, and I truly believe that the people who are meant to work with you will come.

[00:55:17] Tracy Hayes: Did you think long-term when you first got into real estate, or did you have more of a 60-90 day vision?

[00:55:24] Danielle Wolbert: I’m a dreamer, so I always look at the big picture. But you do have to break it down into 60-90 day plans and make it practical. It’s great to dream about being the top agent or in the top 10% of the MLS, but you need a realistic plan to get there. You need baby steps.

[00:55:54] Tracy Hayes: Yeah, you’ve got to take that first step. When it comes to marketing, you mentioned a few things you're doing. One tool that I think is underutilized in the real estate and mortgage industries is the CRM. It’s so powerful, but a lot of people get overwhelmed. Are you using it for things like newsletters or automations?

[00:56:31] Danielle Wolbert: Yes, I do. I send out two email newsletters—one is a market update and the other is focused on community events. I also send out a printed newsletter for people who like to have something tangible. It’s nice to get something pretty in the mail, especially since we usually only get bills these days. So, I believe in a mix of email, physical mail, and staying in touch through texts. I use all those marketing channels.

[00:57:05] Tracy Hayes: We talked about the buyer's presentation, but how has your listing presentation changed, especially after the August 17th updates? Are you encouraging sellers to budget for the buyer-broker compensation, and how do you approach that conversation?

[00:57:43] Danielle Wolbert: The conversation hasn’t changed much. It’s something we’ve always discussed—compensating the buyer’s broker is how you attract buyers. What’s changed is that there’s more discussion around the industry changes and how they impact sellers. But those of us who were already explaining the importance of compensating buyer brokers continue to do so. It’s all about incentivizing the buyer’s broker to bring the right buyer to your home.

[00:58:29] Tracy Hayes: I was recently at a mastermind session where the topic of buyer-broker agreements came up. One agent mentioned that sellers often have a set number they want to walk away with. Do you address that early on, working backward to factor in the buyer-broker compensation while ensuring they hit their net goal?

[00:59:00] Danielle Wolbert: I wouldn’t say that’s what I lead with, but it’s definitely a part of the conversation. When I first sit down with a seller, I focus on the value I bring and building their confidence in my ability to sell their home. Once they feel confident in me, we can then talk about how we’re going to achieve the numbers they want.

[01:00:03] Tracy Hayes: That makes sense. You build trust first, and then when you suggest something, they’re more likely to agree because they believe in your value.

[01:00:13] Danielle Wolbert: Exactly. By then, they’re not just thinking about numbers; they’re thinking about how we’ll get to those numbers.

[01:00:18] Tracy Hayes: On the listing side, there are some agents who still take photos with their cell phones and upload them, which I think is a big mistake. Your listing presentation is part of your brand. Years from now, someone could be looking at how you marketed a home. What are some of the most important things you do to prepare a listing?

[01:01:00] Danielle Wolbert: It’s about putting your best foot forward. You’re doing a disservice if you’re just using cell phone pictures. I’ve had clients come to me after terminating with another agent because all that agent did was take some photos and put up a sign—no marketing plan, no strategy. A perfect example: I had a listing that had been on the market for almost six months before expiring. We took down some old wallpaper, painted, added some plants, did a little staging, and had professional photos taken. We sold it in three days.

[01:02:00] Tracy Hayes: Wow, that’s amazing. Just a few small changes made all the difference.

[01:02:08] Danielle Wolbert: It really is the little things. It doesn’t have to be a massive overhaul.

[01:02:10] Tracy Hayes: And staging may have some cost, but selling in three days offsets that. Having those frank conversations with sellers about what needs to be done is important.

[01:02:57] Danielle Wolbert: Exactly. It’s about showing your clients that you’re going to give them more in value than they’re paying for, which is something we really focus on in our brokerage. We want clients to feel like they got more than they paid for by the end of the transaction.

[01:03:55] Tracy Hayes: What are three things that all agents need to be doing right now, given the current market conditions?

[01:05:09] Danielle Wolbert: First, always keep learning. The market is constantly changing, and you’ve never “arrived.” Even agents with 20-30 years of experience are still learning. Take classes, stay informed, and grow. Second, stay involved. I’ve been involved with NEFAR, and it’s been a game-changer for me. I did the NEFAR Leadership Academy, joined the board of directors, and now I’m also involved at the state level with Florida Realtors. It’s opened up so many opportunities for advocacy and learning.

[01:07:44] Tracy Hayes: How has that experience expanded your perspective on real estate?

[01:07:52] Danielle Wolbert: Right. It's changed everything. It makes you feel so much more vested because [01:08:00] you're part of the big picture. You know, it's not just about selling this house and making a commission. It's about being a part of the big picture and really seeing change happen. We've seen so many things change over the last couple of years with Hometown Heroes. You know, we went to Tallahassee and talked about that before it was even offered to people here in the state of Florida. It's been huge for allowing people to buy their first home or condo.

[01:08:24] Tracy Hayes: Reform.

[01:08:25] Danielle Wolbert: Yes, reform. There have been so many big things happening, and we've been able to talk and be a part of those discussions, a part of those changes, to protect our clients. And just being able to share that with our clients, and to know that really, I'm vested in making things better for everybody.

[01:08:45] Tracy Hayes: Vested in the confidence now because you can actually have conversations with people on an educated level. So, hey, you're buying in Florida, these are the things going on in real estate in Florida. I’m going to guide you to make a wiser choice [01:09:00], like understanding these condo reforms or recognizing that a situation with a condo isn’t so bad, or knowing what's being worked on in Tallahassee. You can speak from a position of knowledge because you were there and you're involved.

[01:09:20] Danielle Wolbert: Yeah, exactly.

[01:09:23] Tracy Hayes: That was really good. That would be a good reel. Just number two, you're not only advertising for NIFAR or Florida Realtors but for people to get involved. You know, I've shared with you that I’m working with Florida Realtors right now. There's such a need for people to understand what's happening, especially with the National Association of Realtors—NAR. I can’t call it NAR anymore, per Ant Stroud; we have to call it the National Association of Realtors. They’ve been going through a lot, and there could be more lawsuits coming. Well, you’ve got to get involved so you're getting information firsthand.

[01:09:56] Danielle Wolbert: Right.

[01:09:56] Tracy Hayes: Versus, unfortunately, getting third- or fourth-hand information in some of these masterminds lately.

[01:09:58] Danielle Wolbert: Right, it's like the game of telephone. [01:10:00] The more you repeat it, the more it gets misconstrued. So it’s better to learn right from the source.

[01:10:12] Tracy Hayes: Absolutely.

[01:10:13] Danielle Wolbert: But I would say the third most important thing is don't get distracted. Just stay in your lane. Stay focused on taking care of your people. If you are fully committed to taking care of each and every client and handling any objections, problems, or challenges that arise—and you're willing to do whatever it takes—the rest will come. Learning these new agreements, negotiating compensation, and adding these extra layers of discussions and negotiations when we're handling a contract will be fine as long as you're committed to taking care of each and every customer.

[01:10:44] Tracy Hayes: Yep. I often say, focus on the client in front of you. Yes, you need to prospect, no doubt about that, but every day you should be doing whatever prospecting activities you need to. However, the awesome thing is spending the extra minutes, spending the extra time [01:11:00], and maybe hiring an assistant or transaction coordinator so you can spend real face-to-face time. That client, right there, is your next billboard, and they’ll hopefully spin off three or four referrals in the next few years.

[01:11:28] Tracy Hayes: I’m at the end of my questions. That was great information. Is there anything you’d like to add? Something we didn’t talk about or something I might not know about that you want to express while the mics are hot?

[01:11:28] Danielle Wolbert: I think we covered it all.

[01:11:29] Tracy Hayes: That was a good show. There was some really, really good information. I should’ve asked about the three key things they should do, because those could be three individual reels right there. That was really great. I appreciate you coming on. For those still listening, please like and subscribe. If you're listening on Apple, Spotify, or wherever, please leave a review. I appreciate it, and have a great day. Thanks.

[01:12:00] Danielle Wolbert: Thank you.