40 Under 40: Realtors and homebuilders

There are those who take a long time to decide upon a specific career and then make an impact in their chosen profession.  Then there are people who know from a young age what they want to do and have success sooner
than many.

The 40 people nominated by their peers for this year’s Realty-Builder “40 Under 40” fall in the latter category. These real estate and homebuilding experts already are proving themselves leaders in Northeast Florida and their industry.

Andy Allen

Age: 37

Position: CEO

Company: Corner Lot Development Group

Years in industry: 15

Where he lives: Jacksonville

What is it they do that makes them stand out? After forming Corner Lot Properties in 2009, he conducted commercial, multifamily and land transactions and quickly became one of the largest real estate wholesalers in Northeast Florida, showing more than $1 billion of real estate including acquisition, disposition, sales and development.

What is their strategy for success? “Andy is the best in the business at identifying undervalued assets,” his nominator wrote, adding that Corner Lot is a leader in the marketplace focused on developing lots allowing for affordably priced homes.

Bobby Bachman

Age: 28

Position: Field manager

Company: Pulte Homes 

Years in industry: 4 

Where he lives: Jacksonville Beach 

What is it they do that makes them stand out? According to his nominator, Bobby knows how to be proactive and reactive. He doesn’t wait for someone to solve problems for him. Bobby goes after them by asking questions, troubleshooting and resolving. He aims to quickly fix any problem when it occurs. With all of his achieved success Bobby never stops aiming to be better than he was yesterday. 

What is their strategy for success? “Bobby simply adjusts and keeps moving,” his nominator wrote. “He knows that he cannot be successful without those around him. Bobby understands that maintaining balance in all areas of life is vital to his success.”

Cory Billingsley

Age: 34

Position: Realtor

Company: Coldwell Banker Premier Properties

Years in industry: 4 

Where he lives: St. Augustine

What is it they do that makes them stand out? Cory’s dynamic, engaging personality makes him stand out in a crowd, his nominator said. He has a genuine concern for the well-being of others that is reflective in the way he gives you his undivided attention. In an often emotionally charged business, he is the steady force that can bring calm to any tense situation to help guide all parties involved in a transaction toward the ultimate goal.

What is their strategy for success? “Cory’s follow-up with customers and constant communication brings his service to a platinum level of service,” his nominator wrote. “Cory strives to reduce the need for his customers to contact him with questions or concerns. He is successful at anticipating their questions, thereby reducing their concerns.”

Scott Brannock

Age: 32

Position: Partner and vice president of operations

Company: Tidewater Homes

Years in industry: 4

Where he lives: Jacksonville

What is it they do that makes them stand out? “Scott sets himself apart with his attention to detail, thoroughness in every aspect of business and his sound financial mind. As a small boutique builder competing in a world of larger local, regional and national builders, it is very important to provide every customer a level of quality and attention to detail that is unmatched in the homebuilding industry,”  his nominator wrote

What is their strategy for success? “Scott is able to see a vision of where and what he wants Tidewater Homes to grow into and can implement the goals in order to accomplish that. Scott also encourages and engages the people around him in his working career.”

Alyssa Chiodo

Age: 26

Position: Realtor

Company: RE/MAX Connects

Years in industry: 5

Where she lives: Mandarin

What is it they do that makes them stand out? “Alyssa has the ability to remove herself emotionally from a transaction to make sure that she is a rational, logical voice of reason for her clients in a highly emotionally charged industry. This allows her to equip and edify her clients to make informed intelligent decisions about the largest transaction (home purchase) many will ever be a part of.”

What is their strategy for success? “Treat each customer as family,” Chiodo says. “In today’s world of technology, I’ve found that a personal connection really makes a difference.”

Alicia Culberhouse

Age: 29

Position: Sales consultant 

Company: Pulte Homes 

Years in industry: 3

Where she lives: Riverside

What is it they do that makes them stand out? “Alicia is an expert at her product and she makes it a goal to continue learning as well as adapt and iterate,” her nominator wrote. “She has such a wonderful approachable attitude as an easy listener. She focuses on making homebuyers happy and fulfilling their vision, therefore becoming friends with many.”

What is their strategy for success? “Not only is Alicia young, motivated and approachable, it is her enthusiasm and comfort in talking to people about their dream home that makes her stand out without coming across as pushy. Many people overlook someone with a very young appearance but she instills confidence naturally with a fashionable, educated persona.”

Shelby Cupolo

Age: 30

Position: Associate broker

Company: Coldwell Banker Premier Properties, St. Augustine Beach

Years in industry: 4

Where she lives: St. Augustine

What is it they do that makes them stand out? “Shelby’s energy is nonstop and her enthusiasm is contagious. She works around the clock to ensure that her customers are getting the attention they deserve. Her approach with each customer is customized to their needs and lifestyle,” her nominator wrote.

What is their strategy for success? “Shelby’s passion drives from providing the ability to help lifelong friends feel confident and excited about the homebuying process. For Shelby, watching friends from preschool and beyond purchase their dream home where they will raise their families is truly a sensational feeling.”

Faith Richelle Danford

Age: 37

Position: Real estate sales associate

Company: Magnolia Properties

Years in industry: 4

Where she lives: Jacksonville

What is it they do that makes them stand out? “I believe that my personal, cultural and diverse experiences have given me the insight and appreciation needed to connect and build relationships with different people here locally and around the world,” Danford said. “My strength is connecting people to resources and opportunities that may help improve their quality of life.”

What is their strategy for success? “My strategy has been to treat people how I want to be treated and success has seemed to follow. I’m very fortunate to have a broker that gives me guidance as she has been in the industry over 30 years. With a great support system in your corner to encourage and motivate you, you can make all the difference in being successful in real estate and in life.”

Gary Davis

Age: 36

Position: Realtor, career development officer and director of education and training

Company: Coldwell Banker Vanguard Realty

Years in industry: 2.5 

Where he lives: St. Johns

What is it they do that makes them stand out? “In addition to working hard and always doing the best job I can for my clients, I pride myself in always going the extra mile, doing the unexpected and adding in that ‘little extra something’ to make my clients’ real estate experience with me truly special,” Davis said.

What is their strategy for success? “I was an elementary school teacher for 12 years before becoming a Realtor. I believe that teaching chooses you, you don’t choose teaching, and that was certainly true for me. Thus, it should come as no surprise that, though I have left the classroom, my focus is still on teaching and serving others (both my clients and my fellow agents) as much as I can.”

Courtney Dekelaita

Age: 34

Position: Sales associate

Company: CrossView Realty

Years in industry: Less than one year

Where she lives: Mandarin

What is it they do that makes them stand out? “Courtney has an incredible way of making every contact, email, phone call, text and contract with each person feel incredibly personal,” her nominator wrote. “People are never just a number with Courtney, and she goes above and beyond to build a relationship with each person she meets through CrossView Realty.”

What is their strategy for success? “Stay positive and believe and hope the best from everyone you encounter. Get a mentor to help you set your goals and be coachable. Go for your goals like everyone is watching,” Dekelaita says.

Kelly DeLucia

Age: 36

Position: Lead listing specialist, Welch Team 

Company: Keller Williams Atlantic Partners

Years in industry: 7 

Where she lives: Neptune Beach

What is it they do that makes them stand out? DeLucia will close out 55 units before the end of the year, her nominator wrote. Focusing on helping sellers in some of their most difficult moments, she helps ease the transition by being honest and direct with her customers in a polite way.

What is their strategy for success? Kelly ensures she knows the market inside and out, aligning herself with the best information available by researching the market and being involved. She is always willing to give a helping hand and leading the listing team through this shift in this market has helped her separate herself from others on the team, wrote her nominee.

Chris Dostie

Age: 37

Position: President

Company: Dostie Homes

Years in industry: 14

Where he lives: San Marco

What is it they do that makes them stand out? On the 60th anniversary of the family business, Chris Dostie is the third generation to run Dostie Homes. He and his father both served as president of the Northeast Florida Builders Association, and the organization’s new headquarters on Southpoint Parkway was built during his tenure.

What is their strategy for success? Dostie said he continues to follow his family’s legacy of “honesty, integrity and customer satisfaction,” demanding hard work from subcontractors, suppliers and employees alike. He said he also promotes and provides a work environment of camaraderie, teamwork and collaboration, while treating everyone with respect and fairness.

Ross Fanti

Age: 36

Position: Broker associate

Company: LMH Realty

Years in industry: 12

Where he lives: Jacksonville Beach

What is it they do that makes them stand out? “I have been representing new homebuilders my entire career here in Northeast Florida,” he said. “One of the aspects I enjoy the most is helping a builder grow as a company and going from completing a handful of homes a year, to several dozen in a relatively short period of time.”

What is their strategy for success? “Much of my success I credit to timing. I began selling new homes in 2007, at the beginning of when the market started to crash. So while many agents before me were focused on how good things ‘used to be’ and leaving the industry, I was so excited to sell new homes and help families. This attitude allowed me to learn and develop my skills as a builder representative, and as the market began to rebound, my experience and skills grew with it.”

Julia Fattahi

Age: 39

Position: Realtor

Company: Berkshire Hathaway HomeServices Florida Network Realty

Years in industry: 3

Where she lives: Avondale

What is it they do that makes them stand out? Before finding her way into real estate, Fattahi spent 13 years in the insurance and financial planning industries. That, and her experience in renovating her own houses, allows her to help clients in many ways besides just selling them a home.

What is their strategy for success? Fattahi said a Realtor must remain humble and grateful to clients because they can see right through someone who isn’t sincere.

Jordan Feria

Age: 27

Position: Realtor-sales associate 

Company: Coldwell Banker Vanguard Realty 

Years in industry: 2

Where she lives: Fleming Island

What is it they do that makes them stand out? Feria believes real estate takes a certain type of person to be successful. Someone with a positive attitude and drive to succeed. Someone who can turn a bad situation around and find a solution in some of the most stressful situations. “I strive to find the silver lining in every scenario that comes my way. I work hard to turn a challenging situation into a successful transaction.”

What is their strategy for success? “There are two key strategies that I use for success. Goals and friendships. I am a goal-oriented person. I love setting goals and working toward it to not only meet them, but to surpass it,” she said.

Charles Baxley Garrison

Age: 31

Position: Home mortgage consultant

Company: Wells Fargo

Years in industry: 7

Where he lives: Springfield

What is it they do that makes them stand out? Garrison said he takes a true interest in the people he meets. He is always ready to lend a helping hand, from volunteering for a Builders Care project, to serving on a nonprofit board, or helping first-time homebuyers understand and navigate the process.

What is their strategy for success? Charles focuses on building relationships. He understands that on a human level, we all want to connect and be understood. Through focusing on being relational, rather than being transactional, Charles has built a following that will request only him and refer him to all of their friends and clients.

Ryan Harms

Age: 30

Position: Sales associate 

Company: Coldwell Banker Vanguard Realty 

Years in industry: 1

Where he lives: Fort Caroline

What is it they do that makes them stand out? “I have lived in Jacksonville my entire life,” Harms said. “I focus primarily on my center of influence. I have a long background of management and sales. I would like to think I have a good knowledge of the Jacksonville market and have a large number of potential first-time homebuyers.”

What is their strategy for success? “Hard work, time management and dedication. I also am taking advantage of the NEFAR and MLS training as well as community service for networking. Putting my client first and providing the best service is going to be my main objective for success.”

Corey Hasting

Age: 28

Position: Owner/broker

Company: Engel & Volkers Jacksonville Beach

Years in industry: 6

Where he lives: Jacksonville Beach

What is it they do that makes them stand out? Since opening the Engel & Volkers brokerage in Jacksonville Beach in April 2018, Hasting has recruited 14 advisers who are helping produce about $100 million in sales volume.

What is their strategy for success? Hasting said he has been successful because of his work ethic and ability to share the vision and direction of Engel & Völkers with the industry’s top-producing agents. 

Caitlyn Hawkins

Age: 30

Position: Realtor

Company: Davidson Realty Inc.

Years in Industry: 15-plus years in support roles, 6 years as a Realtor

Where she lives: Southside Jacksonville

What is it they do that makes them stand out? Caitlyn is the quintessential do-it-all young mom with a hugely successful real estate career, her nominator wrote. In fact, she found success as a full-time agent while having two babies in three years. To share her journeys as a full-time agent and mom, Caitlyn has a blog called Closings & Car Seats (http://closingsandcarseats.com/).

What is their strategy for success? Caitlyn says she prefers to remove the “business” aspect and focus on getting to know the people and their needs. “I don’t sell houses. I sell the home you’ll bring your baby home from the hospital to, the kitchen you’ll make holiday supper in, and the place you feel most yourself in the world,” she said.

Jordan Hawyard

Age: 31

Position: Realtor

Company: Better Homes and Gardens Lifestyles Realty

Years in industry: 4

Where he lives: Mandarin

What is it they do that makes them stand out? Jordan stands out from other Realtors by his professionalism and his level of commitment to learning and implementing best practices, his nominator wrote.

What is their strategy for success? Jordan has built a successful multimillion dollar producing real estate business by working exclusively by repeat and referral. He has devoted his time in developing relationships with his clients. He then exceeds their expectations before, during and after the transaction so that they become his biggest advocates.

Jennifer Hendry

Age: 33

Position: Broker and owner

Company: CrossView Realty

Years in industry: 13 years

Where she lives: Mandarin

What is it they do that makes them stand out? Jennifer has an incredible leadership style and is driven. She is constantly seeking ways to better herself, the agents of CrossView Realty and the company overall. She has grown CrossView Realty exponentially since its creation in 2016.

What is their strategy for success? Jennifer has a special way of working with customers and building relationships with people throughout her life, and is  committed to holding the highest ethical and moral standards for herself, which is the leading driver in everything she does and how she holds herself and operates in the world of real estate, her nominator said.

Amanda Houser

Age: 32

Position: Team lead

Company: EXIT Real Estate Gallery

Years in industry: 8

Where she lives: RiverTown

What is it they do that makes them stand out? Amanda is present at initial inquiry, negotiation, contract signing, design center, pre-drywall walk with builder contractor, manages and is present for third-party inspector visits, the home orientation walk, final walk, closing and even the 30-day and 11-month warranty walk with her clients, her nominator wrote.

What is their strategy for success? A build process is a long-term commitment for a Realtor. Each step of the way, Amanda excels in developing and maintaining relationships with the site agents, builders loan originators, design center designers and on-site construction managers to bridge the gap and encourage a relationship between her client and the builder.

Casey Johnson

Age: 33

Position: Realtor

Company: Berkshire Hathaway HomeServices Florida Network Realty

Years in industry: Almost 2 years

Where he lives: Ponte Vedra Beach 

What is it they do that makes them stand out? Casey grew up in the construction industry, as his family moved at least 10 times during his childhood. His father, a building contractor, would buy a house, renovate it and then sell it, Johnson said, adding that he enjoyed learning the many skills it takes to restore and flip a house.

What is their strategy for success? “I try to take the sales side of things out of the transaction,” said Johnson, adding that he doesn’t see his job as a real estate agent being similar to a salesperson. “I tell my clients, ‘I’m not here to sell you a house, but to help you buy a house.’”

Bailey Jordan

Age: 26

Position: Realtor and property manager

Company: Navy to Navy Homes, LLC

Years in industry: 4

Where she lives: Jacksonville

What is it they do that makes them stand out? Bailey specializes in giving back to military and medical personnel, first responders, law enforcement and educators in the Homes for Heroes Program, her nominator said.

What is their strategy for success? She started in the real estate industry in 2014 and specializes in serving her community by giving back. She has had more than $20 million in sales volume and has given back more than $130,000 in the Homes for Heroes Program. 

Gregg Kern

Age: 29

Position: Construction/project manager

Company: GreenPointe Communities

Years in industry: 5

Where he lives: Ponte Vedra Beach

What is it they do that makes them stand out? Gregg has managed the construction and development of more than 800 homesites and more than 100 custom homes in the Jacksonville and Tampa real estate markets. He is thoughtful and creative in his project management approach, examining and executing development practices to ensure the greatest benefit and positive results. 

What is their strategy for success? As a second generation homebuilder, Kern has a keen understanding of the Florida construction industry, his nominator wrote. He draws upon that experience in both residential and commercial construction and real estate development. 

George Leone 

Age: 39

Position: Chief operating officer

Company: Corner Lot Development Group 

Years in industry: 17

Where he lives: Jacksonville 

What is it they do that makes them stand out? Leone relocated to Jacksonville in 2005 to oversee development projects amounting in more than $500 million in Central and North Florida, South Carolina and North Carolina and managed more than 40 consultants and contractors. In the first year after forming Corner Lot Development Group with Andy Allen, they sold lots to local and national builders.

What is their strategy for success? “Over the years, George Leone has built a great reputation for understanding development constraints, being solution-oriented and building great teams for the successful execution of land development projects,” his nominator wrote.

Bill Miller

Age: 38

Position: Realtor

Company: Coldwell Banker Premier Properties

Years in industry: 15

Where he lives: Anastasia Island

What is it they do that makes them stand out? As the top producing agent for CBPP the past five years, Bill goes above and beyond for both his buyers and sellers, his nominator wrote. The majority of his business is by referral or repeat customers. Bill is more than willing to assist newer agents grow and start their business.

What is their strategy for success? As an individual agent, Bill’s sales production continues to climb. As of Nov. 6, his production level for 2018 was at $26 million.

Broc Nell

Age: 35

Position: New home sales counselor

Company: Taylor Morrison Homes (formerly AV Homes)

Years in industry: 5

Where he lives: Fernandina Beach

What is it they do that makes them stand out? Broc’s nominator wrote that he instills confidence in the sale and to the customer but he has fulfilled knowledge some don’t even realize they needed regarding the purchase process. With an educated buyer comes a better outcome of the length of time the overall build takes. Broc does a great job with keeping them informed and at ease.

What is their strategy for success? “My experience has found that consumers are more receptive to my sales presentation when they let their guard down and feel like you truly understand and care about fulfilling their needs,” Nell said. “This could apply to any person selling any product.”

George Pottenkulam

Age: 38

Position: Lead buyer specialist for Welsh Team

Company: Keller Williams Atlantic Partners

Years in industry: 12

Where he lives: Northern St. Johns County

What is it they do that makes them stand out? George is on track to have 48 closings this year, his nominator wrote. He is a leader in the community as well as on the team. He helps coach each and every new buyer representative that the team gets.

What is their strategy for success? George is always available, consistently working to do the right thing and always a helping hand for every person that he comes into contact with.

Matt Quitter

Age: 36

Position: Realtor

Company: The Aitken Home Team with Keller Williams

Years in industry: 11 months

Where he lives: Jacksonville

What is it they do that makes them stand out? Quitter has closed more than $8.9 million in sales for 2018 so far, and assures homesellers that he will sell their house or will buy it if not. He donates a portion of every closing to Dreams Come True, a local organization that helps fulfill dreams of children with life-threatening diseases.

What is their strategy for success? Quitter said he is driven to help clients outside of buying or selling real estate by discussing their goals. He also said he keeps the process personal instead of transactional, as he wants to change customers’ lives for the better.

Christopher Ray

Age: 32

Position: Manager

Company: Century 21 First Coast in Ponte Vedra

Years in industry: 5 

Where he lives: Jacksonville

What is it they do that makes them stand out? Chris has a work ethic that is unparalleled. In 2016, he won the Centurion award and was included in the “100 Most Influential Agents in Florida.” In 2018, the team he leads is on pace to close $18 million. 

What is their strategy for success? His nominator wrote that Chris has relentless follow-up technique. He works long hours and works very hard to provide for his wife and four children.

Matt Roberts

Age: 32

Position: Realtor

Company: Davidson Realty Inc.

Years in Industry: 2.5 

Where he lives: Jacksonville Beach

What is it they do that makes them stand out? Matt’s edge is a thorough knowledge of home construction as he got his start in real estate on the construction and renovation side. “This helps me show customers good/bad things they wouldn’t have normally seen when showing them homes,” Roberts said.

What is their strategy for success? Matt creates goals at the beginning of every year, breaks them into quarters and targets weekly deliverables to achieve his goals. The best part is, although he works nearly non-stop, he has fun during the entire process. 

Steve Rodriguez

Age: 32

Position: Realtor

Company: Davidson Realty Inc.

Years in industry: 1.5 years

Where he lives: Southside Jacksonville

What is it they do that makes them stand out? Steve is a major dog enthusiast who is dedicated to helping charities and local foundations in their efforts to keep Jacksonville dog-friendly as well as drive overall growth and development. Through his charities, Steve is able to successfully market his real estate services to pet lovers all over Jacksonville. 

What is their strategy for success? Steve is a born-and-raised local and his strategy is an all-in approach to getting involved in his city and connecting with people. He says he’s focused on earning the trust and respect of every customer to help them find the perfect home. 

Christina Russell

Age: 37

Position: Realtor

Company: RE/MAX Connects

Years in the Industry: 8 months 

Where she lives: Jacksonville

What is it they do that makes them stand out? Christina is extremely organized and is always committed to her client’s satisfaction, always making their needs and desires a priority, her nominator wrote. Her dedication and success is evident by the positive reviews she has received from her clients.

What is their strategy for success? It all starts with the dedication she has for her clients and making their needs and desires a priority. She makes it clear at the beginning of the process that she is motivated and committed to their satisfaction.

Jac Shacter

Age: 23

Position: Sales engineer and office technology manager

Company: TerraWise Homes 

Years in industry: 2

Where he lives: Riverside

What is it they do that makes them stand out? Shacter said he doesn’t sell based on emotions and trying to get a buyer in love with a property by saying “you have to have this,” and instead just tells prospective clients the facts and lets them decide if they enjoy it by themselves.

What is their strategy for success? Jac said he believes he’s good at looking at things from the perspective of other people, and that helps him treat clients in the right manner. Since TerraWise is a family owned and run company, he said the relationship they have with many of their customers end up being like extended family members.

Brad Shee

Age: 34

Position: President

Company: MasterCraft Builder Group

Years in industry: 13

Where he lives: St. Johns

What is it they do that makes them stand out? “I care about people and the homes we build on a personal level,” Shee said. “Building a home these days is not easy, but I recognize how important the small details are and I think that is reflected in our final product.”

What is their strategy for success?: “My brother has been a huge influence on my life and the best piece of advice I have ever received from him was to ‘always do the right thing,’ ” Shee said. “In business and in life, it is very easy to take a shortcut, whether to save money or for personal gain. Whenever I am in a situation where I need to make a tough decision, I step back and always ask myself what is the right thing to do?”

Cole Slate

Age: 31

Position: Agent/team leader 

Company: EXIT Real Estate Gallery, Cole Slate Team

Years in industry: 6

Where he lives: St. Johns

What is it they do that makes them stand out? His nominator said Cole works harder than most agents and he always does what is best for his customers. His total closed sales volume from the third quarter of 2017 to the third quarter of 2018 was $26 million.

What is their strategy for success? Cole is a consummate professional and has an impeccable reputation in the industry, his nominator wrote. He works closely with many builders and his production in real estate sales has grown every year since he started in the industry six years ago.

Cyndy Trimmer

Age: 38

Position: Real estate attorney

Company: Driver, McAfee, Hawthorne & Diebenow, PLLC

Years in industry: 6

Where she lives: Mandarin

What is it they do that makes them stand out? Cyndy’s primary focus is on land use and zoning, serving as an essential liaison between business owners and developers, design and engineering professionals, and local government boards and officials. Although newer to the practice, Cyndy quickly established herself as one of the small group of “frequent flyers” with successful projects all over town and in the urban core.

What is their strategy for success? Success in the land use and zoning world requires a thorough understanding of numerous, sometimes competing factors including the owner’s objectives, site constraints, market demands, local and state planning regulations, political pressures, community needs and pressing timelines, her nominator wrote.

Christina Welch

Age: 36

Position: Broker associate of Welch Team

Company: Keller Williams Atlantic Partners Southside

Years in industry: 12

Where she lives: Northern St. Johns County

What is it they do that makes them stand out? Welch said she is proud of her 19-person team for closing more than $54 million in transactions last year, ranking it one of the top Northeast Florida real estate teams the last three consecutive years.

What is their strategy for success? Along with volunteering for several committees, hosting training classes at Keller Williams and contributing to the community through charitable works, Welch said their secret for success is to “always be kind and do the right thing.”

Patrick Zalupski

Age: 38

Position: CEO and founder

Company: Dream Finders Homes

Years in industry: 10

Where he lives: Ponte Vedra Beach

What is it they do that makes them stand out? “Patrick is able to see the full picture and dream big in a way that most leaders cannot,” his nominator said. “He is a risk taker and always willing to push the envelope when it comes to marketing and home building ideas.”

What is their strategy for success? “Patrick is an innovative leader who constantly strives to ensure each day the company gets a little better. His sole focus is on the customer and ensuring they receive the best quality home possible at an affordable price.”