Mike Daniel has been a site agent with Providence Homes for five months. Currently he is selling homes in the Greenland Chase community on Greenland Road near 9A and I-95.
BEFORE PROVIDENCE HOMES?
He was with Toll Brothers as a sales associate for 10 months.
BEFORE REAL ESTATE?
He worked at Blue Cross and Blue Shield as an operations manager for six years. Before that he had worked for Prudential for nine years.
COLLEGE DEGREE
He has a bachelor’s degree in finance from University of Iowa.
WHY GO INTO REAL ESTATE?
“I had several friends in the business. They were in the business during the peak time and loved what they did. They encouraged me. I really wanted a new challenge, so I left the corporate world to go into real estate. I love what I do.”
TOP PRODUCER?
Daniel was recognized for selling nine houses in one month at the Northeast Florida Builders Association’s Sales and Marketing Council breakfast last month. How did he do that? “I feel very fortunate since I’ve come on with Providence. I had great training and great support. I have a manager, Mark Shermer, who has been an excellent trainer. Our sales instructor has brought in Bill Herring, a professional trainer. His training has helped me tremendously. I also think we have a great product and a great location.”
WHAT ARE YOU DOING DIFFERENT NOW TO GET BUSINESS?
Daniel wasn’t in real estate during any of the boom time. “I’ve learned a particular process that worked for me. When I started in the business, I was so eager for sales that maybe I wanted the sales more than the people that came in. Now, I’m just trying to focus on finding the right home for them and what they want. Our company has done a very good job at providing training to everyone to say ‘This is a different market, this is what you need to do to be successful in this market, here’s the approach you need to take and here’s how you need to interact with customers. They are not going to be walking in and handing you a check. I think a lot of it is the training, trying to follow that and developing a process that works for me.”
HIS COMMUNITY
There will be 533 homes priced from the low $200,000’s to $400,000. “We have 10 different floor plans. It is really one of the last big communities in the Mandarin area, so that is attractive. The amenities are swimming pool, tennis courts, playground, volleyball court and soccer field.”
WHY IS GREENLAND ROAD A GOOD AREA FOR A HOUSING DEVELOPMENT?
Though Greenland Road is known for its industrial and commercial use, Daniel said that is going to change. “There are a lot of attractive new things coming to this area. They are making Greenland Road four lanes and a developer just purchased the land in front of our community and is putting in a shopping center there.” Also, Daniel said there is another shopping center under negotiation at the corner of Greenland Road and Philips Highway.
WHAT’S YOUR JOB ENTAIL?
“First and foremost, when a customer comes in I help them find what they are looking for or determine if they are really in the market for a new home. If they are, then I try to find out what they are looking for and which of our plans will work for them. If I’m not dealing with a customer, I spend most of my other time prospecting or trying to develop relationships with Realtors. I do a lot of follow-up with Realtors. I have been fortunate to develop very good relationships with some good Realtors that have brought in a lot of business.”
DOES YOUR PREVIOUS EXPERIENCE HELP?
“I’ve always considered myself a people manager which means you understand what people are thinking. I think it helps me. When I was in management, they used the term ‘emotional intelligence,’ which is helping understand the way the other person is thinking. Often in this business, you can determine that this home is not right for them or they are not listening to me, so we then move on to something else.”
WHY PROVIDENCE HOMES?
Daniel said he was referred to Providence Home by someone who worked with him at Toll Brothers. “When I interviewed with the company, I felt very comfortable with their environment. They stress a lot of training and doing the right thing for the customer. They hire people who are focused on doing the right thing for the customer.”
ADVICE FOR A NEW SITE AGENT?
“To be positive, learn from others and ask a lot of questions. I think one of the best things to do when you are speaking with a customer is to act like a detective or an investigator. Spend a lot of time asking questions. The only way to truly find out what they want by asking them.”
BEST ADVICE YOU’VE EVER RECEIVED FROM A CO-WORKER?
“I’m a worrier, so what I’ve heard to do is instead of worrying, take action. Spend your time following up or keeping busy. Don’t worry because it has no benefit.”
PROFESSIONAL ASSOCIATIONS
Northeast Florida Builders Association’s Sales and Marketing Council and the Northeast Florida Association of Realtors.
-by Michele Newbern Gillis