August 2019

August 2019

DIY skills

to master

The great eight —

Habits of successful REALTORS®

The benefits of joining

a professional organization

CHRIS CORONATO also featured:

Margaret Poisson

Identifying

wants vs. needs —

A step-by-step guide

contents

buyers&sellers 7

DIY skills to master

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Identifying wants vs. needs — A step-by-step guide

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Margaret Poisson

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The great eight — Habits of successful REALTORS® Make your business boom — The benefits of joining a professional organization

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The great eight — Habits of successful REALTORS® Perhaps you are just getting your start in the real estate business. Or, maybe you’ve been an agent for a while but you’re not experiencing the success you envisioned.

And even if you are enjoying great success, there’s always room to take it to the next level, right? Whatever your current situation, take some time to review the following habits. They are the proven practices highly successful agents we talk to on a daily basis rely on to stay at the top of their game.

Establish a Morning Ritual — One thing we hear time and time again from the most successful agents is how they have an established set of practices they use to start their day. Whether it’s a pre-dawn cup

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of coffee combined with quiet meditation, or sweating it out at the gym (or some of both), starting each morning the same way helps set the stage for a more productive, less stressful day.

Ask for Help & Utilize Resources — Every individual agent is essentially the owner of their own small business. That doesn’t mean you have to go it alone, however. Turn to your managing broker, fellow agents and other professionals, such as mortgage lenders and title agents, to help you learn about the intricacies of different types of transactions. Additionally, start making an effort to utilize assistants and other resources to keep your workload manageable.

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agents make continuing education a priority. They see the value in learning everything they can about the many different aspects of real estate. And they understand that designations add credibility and help them present to clients as a trustworthy authority.

Establish Boundaries — Many agents pride themselves on being available to their clients 24/7.

While it’s certainly advisable to make clients a priority, you can do so without sacrificing every moment of your personal life. Setting up reasonable boundaries on your time, such as not taking calls during your family’s dinner hour, is healthy and allows you to create a more realistic work/life balance.

Schedule Your Days — Most agents we talk to tell us how important it is for them to schedule their time, even when they’re not seeing clients. Setting aside time for essentials tasks, such as lead generation and follow-up, will help ensure you have a steady stream of leads in the pipeline.

While it’s tempting to do everything yourself to retain control, keeping up that pace can lead to burnout.

Develop a Business Plan — Many agents get started in the business with no real road map for where they’re going to go. They get a running start by relying on friends and family for business, but once those transactions come and go, they’re at a loss for what to do next. Savvy agents get started with goals in place that go beyond their immediate sphere of influence.

Continue Education & Pursue Designations Earning your license may feel like the end of a process, but it’s really just the beginning. Successful Copyright Featured Agent Magazine

Make Work Enjoyable — Every job has its good days and bad days. But when you make a conscious effort to have a good time every day, the bad days will be few and far between. Successful agents we talk to all make it a point to mention how much they love being in real estate. Some agents love meeting new people, others love staging and marketing listings and we’ve even talked to some agents who are passionate about doing paperwork. Whatever it is you love most about being in real estate, be sure to do as much of it as possible.

Become a Force for Good — Getting involved in the community through volunteering and monetary support serves a number of worthwhile purposes. It creates outstanding networking opportunities and helps you to establish a reputation as someone who cares about the communities that support your business.

Plus, it just feels great to give back!

There is no magic formula for real estate success. But when you combine your own unique personality and skills with these best practices, you’ll find every day is just a little easier, more productive and more enjoyable.

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Margaret Poisson launched her career in real estate back in 2006.

At the time, she was in search for a path that would give her the flexibility to be a mother, with the self-direction to maximize her entrepreneurial side. Because her past experiences with real estate had left her wanting more, Margaret knew she could add a conscientious perspective to her client care. “I wanted to look out for others,” she remembers. “When you’re working with an agent, you have to build trust.” In the years since her industry debut, Margaret has established herself as a top agent in her market, dedicated to her clients’ best interests through savvy, streamlined transactions.

Serving the Kent and Sussex County areas, Margaret drives nearly half of her business through repeat and referral clientele alone. Clients remember her candid counsel, professionalism, and level-headed approach, and Margaret too emphasizes the importance of transparency. “I’m very honest with my clients,” she says.

“I’m always straightforward about a house and its potential, and clients appreciate that openness. I won’t sugarcoat a situation just to make a sale,” Margaret explains. “If it’s not the right fit, you have to be willing to walk away, because sometimes that’s what’s in the best interest of the client. It’s also important to treat everyone like an equal. At the end of the day, we’re aiming for the same goal.”

One of Margaret’s defining attributes as an agent is her client advocacy. Not only does she demystify the buying and selling processes on behalf of her clients, but she also respects their budgets, long-term goals, and creates clear expectations from the outset. “I’m a people person, and I’ve always been able to figure out exactly what someone is looking for and take them right to it,” she explains. “I’m good at ascertaining

Margaret Poisson

what clients want, but I also try to make the transaction a little less stressful along the way. I tell clients up front: whatever the issue is, we can handle it. It doesn’t matter what bumps in the road arise; we can find a way to take care of it.”

Beyond instilling confidence and security in her clients, Margaret embarks upon the listing process with the aid of professional photography and marketing campaigns that net wide-ranging interest. Over the course of her 13-year career, she’s also built substantial experience working alongside retirees making major life transitions and relocations. Additionally, with a military base located nearby, Margaret has cultivated experience working with servicemembers and veterans as they navigate the buying or selling process.

No matter what side of the closing table she’s on, Margaret relishes the personal impact she’s able to make when assisting others in pursuit of their goals.

“I treat all my clients like family,” she says. “I really love helping people with this milestone. There’s nothing like watching the smiles on their faces when they finally reach their goal and get everything they’ve fallen in love with.”

Beyond the office, Margaret makes a concerted effort to stay actively involved in her community. She is an avid supporter of Code Purple, an organization aiding the community’s homeless population, and she also sponsors local children residing in area group homes.

When she’s not hard at work, Margaret most enjoys quality time spent with her family and loved ones.

As for the years ahead, Margaret is in the midst of earning her broker’s license and intends to keep progress steady, with the potential of opening up shop near the beach communities in the future. Now, with 13 years of experience and a legacy of client care and success already behind her, the road ahead looks bright for Margaret Poisson.

Margaret Poisson Century 21 Gold Key Realty | Dover, DE 302.213.5397 | maggiepoisson@gmail.com | www.de-houses.com 6

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DIY skills

to master

Among the many responsibilities of owning a home is basic upkeep and maintenance. When caught and taken care of in the early stages, many home repairs are fairly easy fixes. You’ll save yourself plenty of time, money and hassle if you learn to take care of them yourself.

Of course, if a problem seems too big to handle on your own, it’s always best to be on the safe side and call a professional. But for those little day-to-day glitches, a few tools and some basic knowledge (plus a quick Google search) are probably all you will need. Here are several basic DIY home repairs and upgrades it makes sense to master:

Those Darn Doors — Whether they’re squeaking, sticking or slamming, chances are there’s at least one door in your home doing one of those things even as you read this. Fortunately, door issues are some of the fastest and easiest to fix on your own. If the door is:

• Squeaking — Squeaky door hinges are a nuisance. To quiet them down, spray WD-40 or rub petroleum jelly into the squeaky joint, opening and closing the door as you do so to work the lubricant in. If that doesn’t do the trick, lift the hinge pins halfway and spray some more WD-40, then slide the pins back in place.

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• Sticking — Wooden doors are affected by changes in temperature and humidity. They contract in cold, dry winter weather and expand when the heat and humidity rise. Generally, a sticking door will eventually resolve itself when the weather changes. If, however, you have a stubborn door sticking year ‘round, it may be just slightly too large for the jamb. In that case, it will need to be shaved down slightly to fit. Unless you have some basic carpentry skills, that job is best left to a pro.

• Slamming — A slamming door can really put a damper on a relaxing evening or a lazy morning sleeping in. To lessen the impact, use peel-and-stick weather stripping on the door stop to absorb the impact.

Water, Water, Everywhere — Did you know the average household wastes approximately 10,000 gallons of water a year due to drips and leaks? And 10% of homes have leaks that waste more than 90 gallons per day? Letting those leaks go is not only wasteful, it increases your water bill. Plus, many major household problems, such as mold growth, start as the result of water going where it doesn’t belong.

Here’s how to address some of the most common causes of water leaks: 7

• Faucets — The most common cause of a leaky faucet is a worn-out seat washer. It’s an easy and inexpensive fix just about anyone can master with a little patience.

It does vary a bit depending on the type, age and brand of your faucet, so it’s best to search for your faucet’s model number online to find specific instructions.

• Toilets — A constantly running toilet can keep you up at night from the sound alone (not to mention calculating how much higher your water bill will be).

The cause is most likely a worn or displaced flapper, float or chain — or some combination of those three.

There are countless YouTube videos that run down the fixes step-by-step. Usually, they’ll only require a few bucks for parts and less than a half-hour of labor.

• Hose Bib — If you notice your water bill is higher than usual and you’ve checked all the usual suspects inside for leaks, there’s a good chance you have a leaky hose bib outside. It’s usually just a washer that needs replacing, which requires just a few steps and a screwdriver (there are plenty of YouTube videos for this fix, too).

One important thing to note about all these water-related repairs is that you’ll need to know where and how to turn off the water supply to each of these areas before you begin your work.

Pro Paint Prep — Painting is exciting because it can change the look and feel of any room for a relatively small investment. It’s so tempting to just grab 8

the roller, crack open the can and go town. But, if you do, you may not get the results you want. Paint will look better and last longer if you properly prep the surfaces first.

• Clean — It’s not always visible, but walls collect dirt, dust and grime just like any other surfaces in your home. At a minimum, wipe them down with a soft, dry cloth. If you’re feeling really ambitious, (or the walls are visibly dirty), wash them with a solution of laundry detergent and water — about three teaspoons of detergent to one gallon of water. Make sure they dry completely before applying primer.

• Prime — Using primer before painting helps to hide minor imperfections in wall texture, helps paint glide on smoothly and helps ensure you get the true color you’re hoping for. Talk to a paint expert at the home store about which primer works best for the paint you choose.

• Odds & Ends — If possible, remove all furniture from the room to give you open space to work and avoid splashing or spilling paint on it. If you can’t move furniture out, cover it with drop cloths. Remove switch plates and cover any sconces, fixtures or decorative trim with painter’s tape.

Learning to do some basic home repairs and upgrades isn’t just a matter of practicality — although saving money and time is great. It’s also a way to deepen the pride you take in your home and fully participate in the experience of being a homeowner.

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CHRIS CORONATO

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CHRIS CORONATO

After buying his first home, Chris Coronato knew there was room to improve the transactional experience. Considering his 16 years in the fitness industry, focusing on customer service and sales, the leap into real estate proved natural. “I wanted to focus on driving fluid and open communication, managing expectations and emotions,” he remembers. “I’ve never looked back.” Now, Chris has built a reputation as an agent known for empowering buyers and sellers through education, in addition to his marketing prowess, relationship building, and capacity as a full-fledged real estate resource.

Today, Chris spearheads his work from his Westwood, New Jersey office and serves the counties of Hudson, Bergen, Essex, and Passaic. Alongside his team, Chris has built a business largely driven by repeat and referral clientele — amounting to 60% of his total clientshare. “I recognize that we have to work hard to accomplish this every day,” he says. “We’re committed to staying on track and focusing on our core values. The success of previous clients defines who we are, where we are today, and where we will go in the future.”

Likewise, relationships play a central role in Chris’s professional philosophy, and he places great emphasis on building a genuine connection with those he serves. “Building relationships is truly woven into the fabric of who we are. Our clients feel and know we sincerely care,” explains Chris. “This has to be authentic, and we have been blessed with truly amazing clients throughout the process. In fact, most of

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our clients we now consider friends. And frankly, who doesn't want to work with a friend? With relationship building comes strong communication, work ethic, and an even stronger sense of doing the right thing — ensuring we are always aligned with our clients and their goals.”

In addition to lasting relationships cemented with clients, Chris and his team also work readily alongside fellow industry professionals. Accordingly, Chris offers clients a full range of resources during and long after the transaction is complete. “We pride ourselves on being the singular source our clients need to experience a streamlined and, dare I say, fun transaction,” Chris explains. “Our relationship with Family First Funding and The Chris Keelin Team has been one of the best endeavors for me personally, for our office, and for our clients. Team Keelin has vast resources, superior client service, and offers comprehensive and strategic approaches to one of the most significant purchase of many people’s lives. Chris and his team share the same values and principles that my company and I live by.”

When it comes to listing properties, Chris leverages his experience and aptitude for both digital and traditional marketing to reach prospective buyers. “Staying ahead of the trend curve has yielded tremendous results,” he explains. “By utilizing an array of old school tactics blended with new technology, we bring a listing to life within the community through mailing and live streaming alike. We also use YouTube and a few other forums to give us a competitive edge on

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“WE BELIEVE THAT EVERYONE, NO MATTER WHERE THEY ARE IN THEIR JOURNEY, DESERVES CARE, PROFESSIONALISM, AND DETAILED ATTENTION WHILE THEY EMBARK ON THEIR PURCHASE OR SALE.”

behalf of our clients.” In addition to wide-ranging exposure online and regionally, Chris and his team ensure utmost professionalism is the standard. Clients are kept in the loop, educated on the process, and guided through the complexities of both buying and selling. “The level of attention and care we give to all clients is unwavering. Whether they are buying their first condo, or selling their investment portfolio, we draw a line in the sand with this approach and stand firm,” Chris says. “We believe that everyone, no matter where they are in their journey, deserves care, professionalism, and detailed attention while they embark on their purchase or sale. We also are intentional to ensure we provide the feeling that our clients are the only clients we are working with at that time,” he continues. “Not all REALTORS® are created equally. Our philosophy is to ensure that no matter what Broker name we are under, we work for our clients. This has positively impacted us both professionally and personally — strengthening relationships, supporting our community, and encouraging our growth.”

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Beyond the office, Chris stays connected to both his civic and professional communities. Chris has spoken on a variety of panels focused on real estate and New Jersey’s evolving marketplace. Likewise, he and his team support organizations such as the Juvenile Diabetes Research Foundation, the DZ Foundation, and the Andiamo Motorcycle Benefit Run. In his free, hours he most enjoys time spent racing cars, which is how the moniker, The Racing

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REALTOR,® was conceived. He travels to various races across the East Coast, where he participates in races, meets new faces, and raises awareness of his brand along the way. As for the future, Chris intends to keep progress gliding along smoothly, with natural growth in the works. “Our goal is to expand, but we are looking to keep our office small, personalized, and dedicated to client satisfaction,” he says.

Now, with hard-earned experience and insight behind him, Chris Coronato considers what lessons he’s learned along the way, as well as what he values most about his chosen field. “I’m a strong believer in ‘the

way in which you handle a situation, determines the outcome.’ My team and I are driven to serve our clients. Understanding and identifying what our clients truly look to accomplish establishes trust and comfort.

Our team’s motto of ‘doing the right thing… all the time’ has accelerated the impressive, yet sustainable growth of our firm,” he reflects. “What I enjoy most about my work is being a source of information, a steady guide, and an experienced professional, offering solutions along the way. The practice of consistently building knowledge and sharing it with everyone we come in contact with — this is why we do what we do.”

CHRIS CORONATO CORONATO PROPERTY GROUP | WESTWOOD, NJ 917.854.4265 | CHRIS@CORONATOPROPERTYGROUP.COM | WWW.CORONATOPROPERTYGROUP.COM 12

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Identifying wants vs. needs — A step-by-step guide When you’re ready to look for your next home, it is smart to provide your REALTOR® with a comprehensive overview of what you want, along with what you need. The things you want in a home will be the easier list to make. You may want granite countertops, a fireplace, or you may want to live at the end of a cul-de-sac. You may want a finished basement, or a huge yard. It’s good to know what you want.

However, the more important traits to consider are those you really need. Needs are essentially dealbreakers and include things like number of bedrooms or bathrooms, or a certain school district. A garage or storage space may also be a need. And of course, your budget is a need that is paramount to all else. That is, $X is the highest amount you can pay monthly, so you need to purchase a home within that limit. In sum, your needs list is basically the bare minimum that a home must have in order to even be considered.

Of course, no one wants to buy the bare minimum, so here is a look at ways to identify your wants from your needs to come up with a perfect wish list for your buyer’s agent.

Start with a Dream Home List — It doesn’t hurt to list all the things you’d ideally have in a home, and then begin whittling down from there. Consider that you really want hardwood floors. Are you willing to even consider a home with an alternate hard surface such as laminate, Pergo, or tile? Perhaps your list can be modified to hard surfaces, rather than being focused exclusively on hardwood.

needs list, but you find a home that meets all the rest of your requirements, determine whether you’re willing to postpone the purchase of those items to get most of the things you really want in a home now. The same may be said for dated carpet. If you really want hard surfaces, are you willing to live with what is in a home now, and replace it later?

There are many printable house hunting forms available online which can help you to begin identifying your unique wants and needs. If you’ve retained a buyer’s agent first, it’s likely that they will be able to provide you with a similar checklist.

It is in your best practice to spend as much time as necessary on this list, to ensure that you really do wind up with the best home to meet your needs, rather than having to adapt to the traits of the home after you’ve moved in. You’ll also ensure that you won’t waste valuable time viewing homes that simply won’t work for you. It may be helpful for you to consider what you love about your home now, and the things that are inconvenient so you can continue to be as specific as possible.

When in doubt, about whether a trait you want in a home is a need, or just something you really want, reach out to your agent. Real estate agents are in the business of helping people, and there’s no doubt they’ll be glad to offer advice, suggestions, or a perspective you haven’t considered.

Decide if You’re Willing to Compromise — Consider that you really want your children to attend specific schools. And you also don’t want to commute more than 10 miles. Are you willing to be a bit flexible with the commute, in order to get the location you desire? Identifying give-and-take scenarios will be helpful for your REALTOR® in finding the right home for you.

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Make your business boom — The benefits of joining a professional organization In the real estate industry, relationships are everything.

While building a strong connection to your immediate colleagues and your client base is step one, there’s more you can do to cultivate positive professional relationships in your sphere. Consider the professional organization, a prevalent institution in the world of real estate. Whether you join a local chamber of commerce, a young professionals club, or a well-known entity like the National Association of REALTORS,® there are plenty of avenues to explore that can boost your business as you forge new bonds. Take a look at some of the following advantages that detail just how game-changing a professional organization can be for an agent or broker.

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Networking made easy — This may seem obvious, but joining a professional organization populated by others excelling in your field is a one-stop-shop for endless networking opportunities. However, this goes far beyond the simple act of adding names to your contact sheet. A local or even statewide real estate scene can be surprisingly small. If you’ve made pleasantries with another agent or lender through a professional organization, you’ve already built a baseline of understanding should you cross paths while doing business. On the other hand, if you need to reach out to a fellow agent or lender in the course of a deal who you don’t know, your professional organization could provide a common connection that will make your introduction easier.

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Working in real estate is a roundthe-clock job, but make time for the things that matter. If you want your business to enjoy longevity in this industry, don’t go it alone. want to update your resume. Aside from the skillbuilding and networking opportunities inherent in joining a professional organization, it’ll also round out your experience and engagement in your field.

Besides, you never know who will be the person reviewing your resume. Perhaps he or she also has a connection to your professional organization. Either way, you’ll showcase the fact that you’re willing to go above and beyond office hours to grow in and support your industry.

Build your skills — Professional organizations are often built, at least in part, to unite and uplift entrepreneurs on a common path. With that in mind, professional organizations will often offer — free of charge, subsidized, or discounted — access to continuing education opportunities, seminars, speaker series, and more. In the real estate world, staying ahead of the industry’s constant evolutions is a key ingredient to long-term success.

This means that taking advantage of skill-building courses and activities can give you the boost you need to grow as a professional and business owner.

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Lean on a support system — Yes, professional advancement is a great reason to get involved in a local, state, or national real estate or lending organization. But have you have ever considered the emotional benefits of communing with your fellow agents or loan officers, or with others working hard as business owners in your community? Don’t bring your gripes and anxieties home with you. If you’re feeling frustrated, vexed by a problem, or simply want to talk shop with a fellow industry insider, a professional organization can give you a listening ear and a shoulder to lean on.

Working in real estate is a round-the-clock job, but make time for the things that matter. If you want your business to enjoy longevity in this industry, don’t go it alone. Reach out to a professional organization that interests you — whether its focus is charitable volunteer work, skill-building, or otherwise. From there, you’ll meet others working hard on the hustle, just like you. Come for the comradery and stay for the endless professional advantages that will be a boon to your business.

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