June 2022 East Coast

June 2022

4 Must-ask questions when buying

a home

Tricks of the trade — Improve your

time

management skills

Joseph Nocella also featured: Angie Jacobs Bobby Moody

Keeping your cool — How to remain calm when things don’t go as planned

contents

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professionals 4

Keeping your cool — How to remain calm when things don’t go as planned

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Tricks of the trade — Improve your time management skills

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t featured cover agent

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Joseph Nocella

q featured agent

Angie Jacobs

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q featured agent

Bobby Moody

buyers &sellers 6

4 Must-ask questions when buying a home

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Top 10 Reasons to use a REALTOR®

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Keeping your cool — How to remain calm when things don’t go as planned Change is inherent in the real estate industry, which means that learning to roll with changes as a real estate agent is an occupational hazard that simply can’t be avoided. Although the ever-changing and unpredictable nature of work as a professional REALTOR® is exciting, stimulating and incredibly rewarding, it can also be an incredibly stressful career.

There are dozens of variables at play in every transaction, whether you’re selling a distressed property, working with nervous first-time homebuyers, or even 4

working with seasoned investors. No matter how organized, how diligent, or how long you’ve been in the field, there are going to be days when things go a little haywire, and there’s nothing you can do to control it.

Fortunately, there are ways to control how you react to stressful situations. Indeed, there are tried-and-true tactics for keeping your cool, even when blindsided by an unexpected challenge in a purchase or sale.

Here are five tips that will help you to stay calm, when things don’t go as planned.

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way, making a phone call you don’t want to make isn’t hanging over your head for any longer than necessary. Addressing the situation as soon as possible will help you to feel less stressed.

Keep Away from the Caffeine — When stressful situations arise, steering clear of additional stimulants is a good idea. Caffeine can trigger additional adrenaline production which may give you a quick extra burst of energy, but will soon likely be followed by a “crash” period, where fatigue, if not outright exhaustion can set in. Reach for a glass of water, or a healthy juice in lieu of a caffeinated beverage when things feel chaotic.

Tap into the Power of Positivity — Catastrophizing when things go wrong only serves to induce additional stress. Try taking a few moments to identify the positive things happening in other transactions, in your life, or with a new promising client, to keep your chin up. Positive thinking during challenging times will do wonders in terms of keeping you focused on the next task at hand, rather than letting an obstacle or setback throw off your whole day.

Remember to Breathe — When you get word that an unforeseen delay, or other obstacle has arisen, the first thing to remember is that taking a few deep breaths will help to calm you down immediately. Try closing your eyes for a few minutes and put the problem on pause, to focus on breathing. This helps to calm your mind and can help slow down your body’s physical response to stress.

Seek a Solution — When a curveball is thrown your way, it’s helpful to look at the problem and identify whether there is anything you can do to correct it, or whether it’s out of your control. If there is a possible solution, determine your strategy, and take the next steps towards resolution. If there is nothing you can do about it, let your clients, or others involved know about the setback as soon as possible. That Copyright Featured Agent Magazine

Talk it Out — There is great benefit to discussing the challenge you’re facing with someone you trust.

Perhaps it is time to call your mentor, or your coach.

Maybe you need to just touch base with a confidante or close colleague. Not only will talking through the challenge likely feel like a weight off your shoulders, but there’s always the chance that whomever you call may have a solution you haven’t thought of. Either way, sharing your feelings with someone else can help take some of the sting out of a stressful experience.

As real estate agents, the personal satisfaction earned through helping others, succeeding in negotiations, or selling a home that clients are desperate to sell is limitless. Yet, all REALTORS® will have to work their way through stressful situations to get those rewards at some point in their career. It’s important to remember that staying calm, when times become stressful will only help you to better serve your clients, your referral partners, and your own well-being.

Learning to accept that obstacles will come up, and employing these best practices to stay as relaxed as possible when unexpected obstacles arise, will be an invaluable tool for the rest of your career.

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4 Must-ask questions

when buying a home

Buying a home is the investment of a lifetime. To safeguard this investment, you’ll need to do your homework and go beyond the standard, surface-level questions that only get you so far. To understand a home’s true viability, you’ll need to arm yourself with all the facts, history, and records available. That way, you’ll be able to uncover any hidden costs or possible pitfalls that await. So, where do you begin?

For starters, consider the four questions below, inspiring you to think slightly outside-the-box when it comes to researching and assessing your future home’s potential.

What’s the cost of the average monthly utility bill? As you make your list of must-have home features, you’re probably crunching numbers for your budget planning. This is a wise move, but don’t overlook the smaller details. A properly insulated home with weather-proofed windows and doors can make all the difference in your bottom line during a harsh winter. The same is true for steamy summers that will test the durability and efficiency of your cooling unit.

Pay particular attention to these features and inquire with the current owners about what they pay in monthly utility bills. While you may have a budget in mind for your mortgage, a drafty home with old insulation can rack up your monthly pay-out. Get a clear idea of what the power rates are in the area and compare them to your potential home’s energy tallies.

Also, consider how much any standard maintenance would cost you — another forgettable annual fee that can add up over time. Before you buy, get the real lowdown on utility costs, from electric or gas heat to monthly HOA fees and trash collection.

What will you pay in property taxes? This helpful information is usually outlined on a listed home’s info sheet, but be sure to account for this detail. An offhand estimate shouldn’t suffice either.

While your purchase price impacts the home’s ongoing tax rate, it’s wise to get a picture of the property tax history. Buying a home is enough of an undertaking without the added stress of unexpected or miscalculated 6

annual costs that can break your budget. As an added bonus, understanding a home’s tax history and projected value is a smart figure to account for when making a savvy purchase offer.

Have there been any prior pipe or sewer problems? The Insurance Information Institute reports that broken pipes make up nearly 22% of all home insurance losses. This means that pipe and sewer issues are not only common, but they’re expensive.

Be sure to ask sellers for a history of any pipe or sewer back-up problems, but you shouldn’t stop there. Hire a trusted home inspector who can verify a seller’s report and you can save yourself the headache if the pipes in question aren’t in the best shape. Likewise, you’ll be made aware of pipes that may need replacing shortly down the line. This research can help you adjust your offer accordingly to offset any future replacement costs.

Has the home undergone any major renovations? Sometimes, sellers and their agents are forthcoming with this essential information — but it doesn’t hurt to double-check. Request detailed records and documentation regarding any renovated bathrooms, additional wings or floors added, a basement that’s been finished — and the like. Firstly, this will help you assess the true cost of a renovation and help you craft a conscientious offer. Secondly, gathering information on prior home projects allows you to keep tabs on contractors used. It can also help you plan and budget for when the next round of renovations will likely be needed in the future. If you do this research, you could save yourself a hefty sum and earn an excellent bargaining chip along the way.

While some of these considerations may seem straightforward, you’d be surprised at the impact these finer points can make in terms of affordability, safety, and long-term planning. Buying a property of your own requires due diligence, but if you put in the legwork now, you’ll land a home that satisfies your budget, matches your vision, and will be the place you make memories to last a lifetime.

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Joseph Nocella

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Joseph Nocella For Joseph Nocella, of Island Group Realty, Inc., working in the real estate industry was never in the plans he laid out for himself. Although his father and grandfather had long, successful real estate careers, Joseph wanted something different. So after college, he settled on a job in the insurance industry, however, it wasn’t long after he started that he realized it wasn’t quite the right fit for him.

“I decided that with everything my dad and grandpa could teach me along with what I already knew about it, real estate was the right path for me after all,” says Joseph.

And although he was licensed in 2019, just before the pandemic hit, he’s really hit the ground running since the market has turned around.

Serving clients in Nassau and Suffolk counties on Long Island, Joseph has seen his rate of referrals jump to about 50% in a very short amount of time, which he believes is a result of the level of care he provides to his

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clients and the personal connections he makes with them.

“I get a lot of people who call me and say, ‘I heard you were a good guy to work with.’ That’s something I really take pride in because I do try to connect with people as a friend, and they know they can call me anytime for any reason and I’ll answer the phone,” says Joseph. “I’m upfront and honest from the very start and I’ll always make sure to look out for my clients’ best interest. I really like to find out more about my clients and their families and interests so I can give a more personal touch to the transaction.”

For anyone that is looking to buy or sell and beginning their search for a REALTOR,® Joseph offers a solid piece of advice. “Whether you use me as your REALTOR® or not, be sure that whoever you choose can provide value to you all across the board. Choose someone who has a whole team of professionals involved — from

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Island Group Realty “I’m upfront and honest from the very start and I’ll always make sure to look out for my clients’ best interest. I really like to find out more about my clients and their families and interests so I can give a more personal touch to the transaction.” loan officers to inspectors and the attorneys who will get you to the closing table. You need to have a good team from start to finish.”

When Joseph has some time to spare away from the office, he enjoys staying active with sports and loves taking out his Harley every chance he gets. He makes it a priority to give back to those in his community by donating to the Colon Cancer Foundation and participating in Shootout for Soldiers, an annual 24-hour lacrosse event benefitting American veterans. “I was

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the captain of my lacrosse team in college and I still love to play as much as I can, so this event is a lot of fun for me.”

Although he is still relatively new to the business, Joseph has made incredible strides and is enjoying getting out there and meeting new people rather than sitting behind a desk all day long. “It’s great because every day and every deal is different, just like the people I get to meet and do business with.” When things get hectic, as they often can, he remembers the advice he received from a

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“It’s great because every day and every deal is different, just like the people I get to meet and do business with.” colleague very early on in his career. “He told me then, and still reminds me to this day, that there are a lot of variables in real estate. It’s very up and down, so you have to control what you can control and the rest will handle itself.”

Looking ahead, Joseph has plans to explore new avenues as he expands his business. “I’m going to keep providing great service to my clients to build on my referrals and repeat business. I also plan to branch out with different

marketing techniques to get more exposure and new clients to work with,” he says. Although, there isn’t a whole lot of time for implementing new strategies at the moment, considering current market trends. “It’s so crazy right now. Every time a house goes on the market, I get 30-40 calls on the first day and usually at least 10 offers.”

But from the looks of it, he knows exactly how to handle everything that’s come his way so far and is eager to take on even more. Much like this real estate market, Joseph’s future is looking bright.

Joseph Nocella Island Group Realty | Garden City, New York 516.523.8390 | joenocellarealestate@gmail.com 10

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Top 10

Reasons to use a REALTOR®

With so many online real estate resources available today, it’s tempting to think you

can buy or sell a home without the help of a professional. But there are lots of great reasons you should use a real estate agent. Here are our Top 10:

Market Knowledge — Savvy agents stay up-to-date on everything that’s happening in their local real estate market.

Objectivity — Real estate transactions are inherently emotional; an agent can help you keep things in perspective.

Negotiating Skills — Having someone negotiate on your behalf is priceless. Look for an agent who has the CNE (Certified Negotiation Expert) designation for even more skill.

Inside Information — Agents are often ahead of the MLS when it comes to new listings.

Emotional Support — Who can you call at 3 AM because you’re just not sure about the color of that bathroom tile? Your agent, of course!

Trusted Partner Network — Agents spend a lot of time building up networks of trustworthy service

providers.

Professional Marketing — When it comes to listings, image is everything. An agent has access to the pros to make your house look amazing online (and IRL).

Guidance with Inspections — An agent will negotiate the most crucial fixes to help ensure a deal doesn’t get derailed by the property inspection.

Ethical Treatment — All REALTORS® must follow a strict code of ethics designed to protect their

clients.

Support at Closing — Your agent will be your partner throughout the process and help you understand everything that happens at the closing (and probably take you out to celebrate after!).

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Angie Jacobs They say timing is everything. Just ask Angie Jacobs, of Cummings & Co., in Columbia, Maryland, whose heart was always set on becoming a real estate agent. However, while her children were a bit younger, she settled on working in the mortgage industry, and when the time was right, she jumped head first into real estate and never looked back.

Since 2017, Angie has seamlessly guided countless sellers, first-time homebuyers, and clients who have relocated in or out of Maryland and even some parts of Pennsylvania.

Her experience in the mortgage industry has given her an advantage as she is able to expertly advise clients about the financial aspect of real estate. “Being in the mortgage business allowed me to fully understand the financial side,” Angie explains. “I’m able to discuss with my clients how important it is to get their financing cleared before they start looking at properties to avoid disappointment.”

Aside from that valuable aspect she brings to every client and transaction, Angie maintains a high standard of honesty and transparency with everyone she works with.

“I don’t want to waste anyone’s time and I don’t have a lot of time to waste, myself, so honesty from the beginning is always the best policy,” Angie says. “I always tell my clients I cannot sell them anything. I can show them houses but they have to be the ones to fall in love with the home and see themselves living there.” As for sellers, Angie gives her expert advice on what to do to get the most for their home. “I don’t make them fix every little thing. You should never spend more if it’s not going to bring any value to the sale.”

“I always tell my clients I cannot sell them anything. I can show them houses but they have to be the ones to fall in love with the home and see themselves living there.” end up becoming friends with so many of them. It’s more than about just staying top of mind.”

As an agent with Cummings & Co., Angie has been the recipient of the Silver Club Award for having reached $5-10 million in sales volume, and more recently received the Gold Club Award for achieving over $10 million in sales volume. Although she is grateful that she’s been able to grow her business each year and win awards, she is even more rewarded by being able to help others achieve dreams they previously thought were unattainable. “I once worked with a single mother for two years to help her get where she needed to be to buy a home. She cried at the closing table because she just couldn’t believe she was finally able to accomplish homeownership,” recalls Angie. “The impact we can make in someone’s life is amazing and so rewarding.”

Outside of the office, Angie is a member of the Frederick chapter of the Women’s Council of REALTORS® and volunteers with Blessings in a Backpack, a non-profit organization that provides evening and weekend meals to kids in need. She enjoys scrapbooking, spending time with

It’s her no-nonsense way of conducting business that has resulted in a repeat and referral rate of over 85%, but that also stems from the strong rapport she builds with her clients. “I’m a very customer-service forward person so keeping in touch with clients is important,” Angie said. “But staying in contact is easy because I 12

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“The impact we can make in someone’s life is amazing and so rewarding.” friends and family, and loves any and all water-related activities such as fishing, boating, tubing, and kayaking.

As she plans for the future, Angie is currently developing her own team to expand her reach in the area. Additionally, she is actively pursuing her real estate license in the state of Virginia. “I have a licensed assistant right now who is getting ready to transition to the buying side of the business and be my listing assistant,” says Angie. “So now we’re looking to hire another assistant to take her place. Slow and steady growth is the goal for now, but I can see myself doing this way past retirement age. It’s a very rewarding career and I truly love what I do.”

Homes by Angie Inc. Cummings & Co. Realtors | Columbia, Maryland 240.405.4603 | newaddress4u@gmail.com | www.anewaddress4u.com Copyright Featured Agent Magazine

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Tricks of the trade —

Improve your time management skills

One of the greatest gifts being in the real estate industry provides, lies in the fact that no two days are ever the same. It keeps you on your toes, keeps your mind active, and your days often seem to pass in the blink of an eye. With amazing opportunities for personal success — all the while being able to genuinely help others — there’s frankly no other career quite like it.

However, a real estate career is certainly not known for being a particularly predictable profession. Appraisals can come in low. Basements flood. Multiple offers come in all at once. Financing gets delayed.

And sometimes that’s just a Tuesday! Sometimes it can seem downright impossible to not only plan your days, but actually stick to your plan.

That’s not to say you can’t make the most of each day, even when the not-so-uncommon curveball is thrown your way. While you can’t control potential challenges that may arise, nor make the day any longer, there are ways you can be sure to make the most of your time.

Here are seven tips for best managing your time as a professional in the real estate industry.

Acknowledge Your Business Goals — Remind yourself of your short-term and long-term business goals each day. That way, you’ll be able to look at the big picture when scheduling your days, and your weeks. By reminding yourself of your immediate goals, and where you would like your business to be next quarter, next year, or five years from now, you’ll keep your sights firmly focused on working towards those overarching goals, even when things get hectic.

Put Effort into Prioritizing — There are many methods of prioritizing your tasks, but one of the simplest ways to do so is to sort your various responsibilities into categories so you can take a clear look at what is most time sensitive, what can be put off if necessary, and what items can be postponed easily. By prioritizing your tasks, you’re less likely to stray from your plan, and avoid feeling like you’re busy, yet unproductive.

Use Technology to Track Your Time — Time tracking and time management apps can be incredibly useful for real estate professionals on the go. By logging 14

how you spend your time, you’re likely to see patterns, thereby being able to identify your most productive days, or pinpointing tasks that wind up taking more time than they should. When you can look at how you planned to spend your day, and compare it with how you actually spend your time, you’ll be in a better position to see where adjustments need to be made.

Learn to Live with Saying No — As real estate professionals, it’s hard not to say yes to every request, invitation, or opportunity that comes your way. After all, you’re in the business of customer service. But you’re also in the business of being honest, which means that sometimes you’re going to have to say no to a request when you simply don’t have the time, and that’s ok. Your clients may see you as a super hero, but you must remember you’re only human and can only take on so much.

Minimize Distractions — Multi-tasking is a way of life for most real estate professionals, but there can be too much of a good thing. Try reducing the number of notifications you receive from various apps, or social media during times when you need to focus.

Or, consider silencing your phone while you’re working on a new listing. Little distractions can lead to big delays, and wasted time.

Decide to Delegate — Learning to delegate can be a challenge, but committing to do so can significantly lighten your load, and free up extra time. To get started, it may be beneficial to delegate the least time sensitive items until you become comfortable with entrusting others to help you meet your goals.

Sleep, Eat, Exercise, Repeat — Getting plenty of rest ensures that your mind is poised to function at its peak level. Likewise, a balanced diet, will help you to maintain your energy level throughout the day. Exercise is also a powerful tool for learning to manage your time, through relieving stress and providing a boost of endorphins to feel good during the day and sleep well at night.

Learning to manage your time as a busy real estate professional can take effort and dedication. But it can also feel like a life-saver in terms of keeping you calm, cool, and collected in a career synonymous with unpredictability and unmeasurable rewards.

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Bobby Moody

Bobby Moody entered the world of real estate earlier than most. At only 19 years old, he knew he didn’t want to rent, so he set to work finding and purchasing his own home. After moving out of that home he began renting it to others. Over the next few years he moved further into the world of real estate investing, acquiring and renting multi-family properties and steadily growing his influence. In 2019, Bobby became a fully licensed real estate agent.

the key, as he explains. “A lot of people are feeling vulnerable and emotional at those times, so they’re not going to want to work with someone where they feel like they’re being taken advantage of.” In painful and trying situations, Bobby provides his clients with a calm and trustworthy presence. When a client puts their faith in him, they can be confident they will be in good hands.

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Now, Bobby works with individuals in Atlantic City and the south and central counties of New Jersey. Though he works with a variety of clients, much of his business consists of turnkey situations in which one investor purchases a rental property from another. He loves what he does and sees it as a way to build something enduring for his son. Bobby explains that he is “living for legacy,” and is passionate about continuously expanding and improving Moody’s Movement, the real estate company that bears his name. As his business continues to grow, he is planning on moving further into larger apartment complexes as well as the AirBnB industry, expanding his reach into yet another facet of real estate.

Bobby has a gift for connecting with clients. He estimates that approximately 80% of his business comes through clients who have either worked with him in the past or have been referred to him by others. One reason those clients keep coming back is because Bobby is a consummate problem solver. Whether he’s fixing up a property for sale or rent, finding the perfect place for a potential buyer or renter, or working in his second job in the auto collision industry, Bobby has a unique gift for making a difficult situation better. He notes that many of the sellers he works with are looking to downsize due to a loss or other life-altering event, and he takes pride in being able to ease the transition for them. Integrity is

For Bobby, nothing matters more than helping others grow. “What I enjoy most about what I do is being able to see people smile and knowing that I was able to help with one of the biggest decisions of their life.” With his clients, whether they’re buying, selling, or finding a place to rent, Bobby’s assistance makes all the difference. Not content with just helping his clients, Bobby also reaches out to his community through classes he teaches with his local church. He uses his unique perspective as an early homeowner and current investor and real estate professional to teach others how to become first-time home buyers themselves. He teaches participants about building credit and utilizing programs that allow people to buy a home without a large down payment. These classes can be life-changing for those who attend; a better understanding of finances, credit, and the real estate market can allow someone to move from an unstable or financially draining situation into a home where they can begin to build a firm foundation.

Even with the pressure of working in two demanding fields, Bobby remains a devoted father. He loves spending time with his son, who, at only nine years old, is already eager to follow in his dad’s footsteps by working in collision repair and the real estate industry and is learning all he can about both fields. This ambitious young man will certainly have big shoes to fill. Bobby’s hard work, generous spirit, and practical approach have made a huge difference to many. His influence will live on in both real estate and in his community far into the future.

Bobby Moody

Moody’s Movement | Sicklerville, New Jersey moodysmovements@gmail.com | www.moodysmovement.com Copyright Featured Agent Magazine

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