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Focusing on staying positive and setting realistic expectations are just two of the ways you can lead your team to success. Read the following interview with DJ DellaSala,Broker/Owner with Ancient City Real Estate in St. Augustine, Fla., for top tips on making it work in any market.

DJ_DellaSalaRegion served: Saint Johns and Duval, Fla.
Years in real estate: 10
Number of offices: 1
Number of agents: 10
Best recruiting tip: Lead by example by being authentic. Everyone sees the amazing things we do and wants to be a part of it.
Key to staying profitable: Always stay a step ahead and work hard. Never take your foot off the gas.

Does your company have a social media presence? If so, how do you tackle it?
We do, and we tackle it from every angle. Not only do we keep it informative and fun, we also include pertinent news and announcements. When it comes to social media, we try to stay away from doing too much of one thing because that gets repetitive and boring. We want to keep our followers interested.

What are some current trends you see in your market right now?
We’re currently seeing increased pricing, shorter days on market, less resale inventory and a ton of new construction.

What are your best strategies when it comes to coaching, mentoring and training agents?
We’re focused on staying positive, setting realistic expectations and emphasizing the importance of putting in the time. Our one-on-one training is like no other. We bring new agents on listing appointments and showings, in addition to coaching them in regard to questions they’ll be asked, rather than just throwing them to the wolves.

You utilize a lot of digital tools in your marketing. How does advertising with The Real Estate Book fit into your overall marketing strategy?
The new tools that The Real Estate Book have introduced have been extremely effective. Specifically speaking, the tools with the geo-tracking and app really help when someone is near a listed home.

How are you utilizing mobile technology in your business today?
We utilize the mobile apps provided by The Real Estate Book. We also have everything we do in our business on a mobile device. From signing contracts to listing presentations, everything is mobile.

What are your plans for success in the new year?
As the new year progresses, we plan to keep setting the bar at a high level. We are innovators, so we don’t focus on our competition. Instead, we focus on how we can give our customers the best real estate experience possible.