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Working the Back 9 How Bobby Johnson continues to make ‘the 30-A life’ a reality for today’s homeowners B y M i c h a e l J P a l l e r i n o Y ears ago, an old broker friend of Bobby Johnson shared a secret that helped set the course for the then young realtor’s career: “Listers last.” Soaking the
for everyone, oftentimes recommending that people rent and see if it’s something they really want. He credits some of the empathy in his sales approach to his nursing background. “Listings need lots of love and care, and by nature I am a caregiver. I have always loved listings. That is where I really shine and an area I have perfected.” Today’s market along 30-A continues to evolve—an evolution that brings with it a new set of opportunities and challenges. For example, as the area grows, the grumblings from the locals are gaining in volume. And Johnson, a local’s local himself, understands, which is why he believes it is just as important to be a sounding board than a salesperson. “It’s critical to me to share the past with people—to let them know why we do things a certain way around here. I find myself complaining at times, too. I like to get out and try and make a difference. People want 30-A to stay what it was, but that’s not reality based. Every cool area I know has grown. We have some unique attributes that will never change—like the state forest and areas that have been protected. We all need to make sure none of that ever changes. I’m grateful today that we can live in a place so cool and make decent wages.” These days also offer Johnson another opportunity that he is embracing more than ever. Like his mentor before him, Johnson believes in passing along the nuggets of the trade he has acquired over the years to his team, each of whom offer a unique set of skills that he believes he lacks. The “surround-yourself-with-those-who-can- do-what-you-cannot leadership” approach continues to keep him motivated. “I realize I am perhaps on the back nine of my career. Retirement is drawing close, but I will say this, my plan is to keep doing what I can to make this area magical. South Walton has afforded me a career and a lifestyle I never thought was possible. I feel indebted to her, so I am now trying to listen, learn, and find places I can be of most service to the area.” Bobby Johnson: Engel & Völkers 30A Beaches, 3092 W County Highway 30A Santa Rosa Beach, FL 32459, thebobbyjteam.30afineliving.com, homeson30a.com, (850) 865-7798 (mobile), (850) 213-3048 (office), bobby.johnson@engelvoelkers.com
advice in, Johnson took a deep dive into honing his listing skill set. The strategy, he found, was a way to tell a property’s story—and the story is what helps make the sale. 30-A stories are a part of Johnson’s legacy. His family moved to the South Walton area in 1981, taking up residence in Seagrove Beach. Prior to that, the Johnsons made frequent trips to visit family who ran a little country store on Highway 98, where the kids were rewarded with trips to the beach after a day of pumping gas. Part of Johnson’s ability to find the area’s hidden gems—and the stories that go along with them—comes from those experiences. “My lifelong relationships have benefitted me. I feel it’s critical that a home or a lot tells a story. The old stories of what it was like years ago are pretty cool. For instance, many people don’t realize that Forest Lake was an old campground or that Highway 83 in Blue Mountain used to be called Dump Road because that’s where we had to bring our trash. I always say there is a cast of characters everywhere. I’m told I might even be one of them.” Growing up around real estate and new construction (his stepfather is a contractor), Johnson’s eventual foray into the real estate game came naturally. Twenty years ago, he honed his love of 30-A by founding and managing one of the area’s most successful boutique real estate firms, eventually becoming arguably one of Florida’s best real estate agents (earning the prestigious Coldwell Banker President’s Elite Award given to the top 3% of sales associates worldwide). Posting an average of more than 50 transactions a year, Johnson has been voted Florida’s Top 10 agent based on client satisfaction by the American Institute of Real Estate four times running. After eventually selling his company’s shares, the certified Luxury Home Marketing specialist joined Engel & Voelkers, where he leads The Bobby J team, which includes Stacey Petrucci, Kevin Boyle, Stefanie Warrick, and Johnson. Together, they continue to sell all the benefits 30-A offers, following what Johnson believes is the truest tenet of salesmanship—being real. For example, if a home is not the right fit for his client, he will say so. He doesn’t believe owning a beach home is
Bobby Johnson
Photo courtesy Shane Carter Photography
People want 30-A to stay what it was, but that’s not reality based. Every cool area I know has grown.
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