May 2022 East Coast by Featured Agent

May 2022

Top 10 Traits of successful real estate agents

Laun PARRELLA also featured: Nathaniel Duclos Productivity boosters —

Get more done every day

Home improvements

that add value

contents

professionals FeaturedAgentMagazine

Top 10 Traits of successful real estate agents

Modern email etiquette for real estate professionals

Productivity boosters — Get more done every day

Phone888.437.5707 Fax888.849.3663 contact@featuredagentmagazine.com www.featuredagentmagazine.com 2

t featured cover agent

Lauren Parrella

q featured agent

Nathaniel Duclos

buyers &sellers 4

Create a beautifully staged home

Bank on it — Home improvements that add value

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Create a

beautifully

staged home A beautifully staged home does more than just look good. It can actually help potential buyers bond with a home and imagine themselves living in it. Savvy sellers understand the power of staging a home for sale, but may not quite know how to achieve the look they want.

Eliminate stacks of mail, magazines, catalogs, newspapers, and any other extra paper. Box up knick-knacks, keepsakes and kids’ toys and stack the boxes neatly in one corner of the garage, attic or basement. And while we’re on the subject — those areas need to be cleaned and organized, too.

Kill the Clutter — ALL of it! It’s the necessary first step that will make the next steps easier (not to mention giving the homeowners a head start on their packing).

Be a Cleaning Machine — A clean house is a

You could hire a professional home stager to get the job done, but if that expense isn’t in the cards, there’s no reason you and your seller can’t work together to stage the home — especially when you have these low-cost, high-impact home staging secrets:

Send Personal Items Packing — This can be hard for some homeowners, because those are the things that make a house feel like home. But remind the sellers how potential new owners need to imagine themselves making memories there, which is hard to do when they’re looking at years’ worth of kids’ school pictures, family vacation photos, or old sports trophies.

Quick tips Visit local model homes to stay current on design trends Make sure the home smells as fresh as it looks Clean out closets and cabinets to show off storage space Arrange furniture to create room-to-room flow Hang extra-plush, pure white towels to give bathrooms spa-like ambiance house that sells quickly. Be sure the home is thoroughly cleaned from top to bottom, including often-forgotten areas like corners, under and behind appliances, ceiling fan blades, and window tracks. See to it that bathroom fixtures and mirrors shine, and kitchens look spotless and neat.

Neutralize It — A fresh coat of neutral paint on walls and trim will go a long way toward making a house irresistible to buyers. Freshly painted walls, free of scuffs and nicks, make the whole house feel clean and new. Again, you want potential buyers to imagine all the ways they can make a home their own, and having a neutral canvas onto which they can project those daydreams will free their minds and let their imaginations run wild. Copyright Featured Agent Magazine

Let There Be Light —Take down any heavy, or dark window coverings and replace them with sheer or light colored panels. Add lamps with high-wattage bulbs to brighten up dark corners. Bathing rooms in light makes them look larger, warmer, and much more inviting. Plus, on a subliminal level, it shows buyers there’s nothing about the house that you’re trying to hide.

Make an Entrance — Be sure the home’s entrance gives an accurate hint about what’s inside. Keep walkways and the entry area clean and free of excess debris and leaves. Don’t let any spiderwebs (yikes!) hang out in the corners. If the front door is looking worn, give it a new coat of paint and shine up the hardware. Ensure the doorbell is in working order and add a colorful new welcome mat for the perfect finishing touch. 5

Top 10 Traits of

successful real estate agents

It takes a special person to become a successful real estate agent. Succeeding in the business requires a unique set of qualities and skills that not everyone has. But when they all come together, the result is someone who is perfectly suited to the ups and downs of a life in real estate. These are the Top 10 traits real estate agents need.

Friendliness — As an agent, you have to be able to talk to all kinds of people about a wide range of topics. Being open and friendly is a must for real estate professionals.

Empathy — Agents deal with people at some of the highest — and lowest — points in their lives. Being able to empathize and understand what clients are going through is essential. Listening Skills — Successful real estate agents are great listeners. It’s an important part of finding out what your clients true wants and needs are.

Sense of Humor — Weathering the ups and downs inherent to real estate is going to be easier — and more fun — for agents who are able to laugh at themselves and maintain a sense of humor when faced with adversity. Tenacity — Great real estate agents possess a mental toughness that may not always be on display, but is definitely there. They are tenacious, committed and goal-oriented.

Desire to Learn — With markets and technology changing at an ever-increasing pace, it’s essential for agents to want to learn more and continue their education throughout their careers.

Assertiveness — You want what’s best for your clients, and sometimes, you’ll have to fight for it. Being assertive while remaining professional is a balancing act the best agents have down pat.

Attention to Detail — When it comes to real estate, the devil really is in the details. When you’re working with contracts and figures, having a good eye for detail is essential.

Honesty — No agent lasts in this business without developing a reputation for honesty and integrity. Real estate agents must be committed to doing the right thing at the right time — every time.

Self-Starter — Perhaps the most important trait successful real estate agents share is the ability to motivate themselves. Without it, agents won’t last long in this business. You have to have the drive and desire to succeed. 6

Laun PARRELLA

With a passion for serving others, a Bachelor’s Degree in Law and Society, and a Master’s Degree in Human Services Counseling, Lauren Parrella found that a career as a police dispatcher was a perfect fit for her calling. And for more than five years, it was. However, the daytime hours before her daily shifts allowed her plenty of time to explore other options, and in 2013, after the real estate industry piqued her interest, she decided to pursue her license. In the years that followed, Lauren set her sights on attaining a Brokers License and in March of 2021, she opened her own brokerage in New Jersey. But she has no intention of stopping there — she’s currently waiting on the arrival of her Broker License from

the state of New York after recently passing the test. This is par for the course when it comes to Lauren’s dedication to setting and achieving goals.

As the Broker/Owner of Realty Executives First Class in Montville, Lauren has grown her business from just nine agents and an assistant to 21 agents and two administrative assistants in just one year, with several more agents on the way. That is no small feat under any circumstance, however, all this took place right in the middle of the COVID era. “We opened the doors to a tiny space on one of the main streets in town and sold $30 million in our first 10 months,” Lauren shares. Even as she accomplishes her personal goals, the spirit of helping others still resides in her and it’s the culture she has fostered within her office. “I won’t hire just anyone. You have to be someone who is not only hardworking and positive, but you have to be supportive of everyone else here. We’re friends outside of work and we care about each other … we’re just one big happy family,” Lauren explains. “There’s no drama because we all have the same goals and are willing to help each other whenever we can.”

And, although many talk about the family-like relationships they may experience with their colleagues, Lauren does have actual family members working in her office, which makes it all the more personal. Her mother is her personal assistant, her sister is an agent, and her father is newly-licensed and has recently joined them. Lauren’s husband works for their affiliated title company and has become a part of Realty Executives First Class as well. “My husband is my rock. I would not be where I am without his support,” says Lauren. “He never complains about the long hours, he roots me on when I have the craziest ideas and helps me out whenever he can … I love that he is my partner in life and in business.”

Because of her positive mindset and the culture she has instilled in the workplace, Lauren has benefitted in many ways. She boasts a solid base of clients and has garnered a stellar reputation in the industry. “When you work with us, know that you’re going to have an honest and ethical 8

agent who will hold your hand through the entire process. We’ve earned trust because we work with our hearts and not with our wallets,” Lauren says proudly. Clearly, the integrity she embodies has also played a huge part in her success. Lauren sees 70 – 80% of business stemming from past clients and referrals.

Although her agents work individually, Lauren takes on the role of mentor, partner and friend to each one, and has discovered that witnessing their success is one of the most enjoyable aspects of her job. “My agents are the backbone of everything I have become. I am beyond grateful for the loyalty and trust they show me daily,” she stated. “I’ve personally trained all but one of the agents who have been with me since day one of their careers and it’s so rewarding to see them now helping their own clients, changing lives, and thriving in this business.”

For any Brokers or team leaders out there wondering how they can better help fellow agents find success in real estate, Lauren dishes out some solid advice. “I am

constantly stressing to my agents that although this is not an easy job and there will be a lot of rough days, they have to focus on everything they’ve accomplished so far,” said Lauren. “Also, never compare yourself to anyone else. Just be yourself because that’s who you’re selling — you! People will appreciate that and will trust you because of it.”

In the little spare time she has, Lauren enjoys reading and spending time with family while they boat on the lake at their vacation home. She also stays physically active by doing CrossFit and is in the process of building a CrossFit gym in her backyard so she can workout at a moment’s notice. Additionally, Lauren is developing an app and writing a book to reach and guide an even wider audience of new and seasoned agents to success. Topics of her book will include how to look for a brokerage, tips on bidding wars, how to write a bio and how to care for your mental health and mindset. “It’s all those things new agents don’t know about unless they have a mentor to help them along the way,” says Lauren.

“My agents are the backbone of everything I have become. I am beyond grateful for the loyalty and trust they show me daily.”

“My husband is my rock. I would not be where I am without his support.” Looking ahead, Lauren is excited about the app she personally developed to be an organizational tool for fellow agents, whether they're new to the business or have years of experience. The app will act as a one-stop shop by assisting them in keeping things such as important information, to-do lists, and much more in one central location, and will launch sometime this year. She eagerly anticipates growing her business even further as she looks for a bigger office space in town to bring in more agents, as well as opening a brokerage in New York. “I don’t want to have a revolving door of agents who come and go,” says Lauren. My goal is to add five to ten more agents this year while maintaining the same type of family atmosphere we already have.” As she likes to say, the sky is the limit in this business, and by the looks of it, Lauren is definitely on her way up.

Laun

PARRELLA

REALTY EXECUTIVES FIRST CLASS | MONTVILLE, NEW JERSEY 973.634.3394 | LAURENPARRELLA@REALTYEXECUTIVES.COM 10

Bank on it — Home improvements that add value There comes a time in every homeowner’s life when home improvement projects take center stage. Whether you’re preparing to put your home on the market, or simply want to spruce it up and make some upgrades for your own enjoyment, there are several improvements that give you a great return on your investment. Here are the improvements that always add to a home’s value.

Back to Basics — It may not be as glamorous as say, adding a steam shower (more on that later), but when considering home improvements, it’s always best to start with basic care and maintenance. Repairing or replacing worn plumbing and leaky windows are a great place to start. Consider adding extra insulation and upgrading your HVAC system to keep your home more comfortable and energy efficient. Hunt for cracks and leaks in the foundation and have them repaired. Basically, if it’s involved with the structural integrity of the home, it needs to be inspected and fixed (if necessary) before starting any other projects. Doing so not only helps your home maintain its value, it catches small problems before they have a chance to turn into expensive emergency repairs.

Take it Outside — Once you have the basics covered inside, it’s time to do the same outside. Trim trees and hedges, get your lawn looking green and lush and plant flowers to add color. Be sure there are no tree roots heading for the pipes or overgrown limbs interfering with gutters or drainage. Conversely, if your front or back yard is looking too plain, add plants, trees, or decorative rocks. No one wants to look at a yard that’s little more than dirt, especially if you’re in the process of trying to sell.

Open Up Space — Whether your family is growing or you’d just like a little more breathing room, creating more space is one of the most meaningful home improvements you can make. The sale price of a home can increase up to 30% for every 1,000 square feet of space added, making it easily worth the investment. If you’re not up for the process or expense of doing an actual addition, strategically removing existing walls can create the illusion of more room and give you much more workable living space. Copyright Featured Agent Magazine

Create a Beautiful Bathroom — Today’s busy, stressed out homeowners want maximum relaxation with minimal time and effort. Replacing your seldom-used bathtub with a spacious walk-in shower is an unbeatable upgrade that will always add value, not to mention aesthetic appeal. Extra points if it’s a floor-to-ceiling steam shower for the ultimate spa-like experience.

Cook Up an Island — Ditch the breakfast nook or high-top bar counter and elevate your kitchen by adding an island. It will bring in extra storage and muchneeded counter space, not to mention being the stuff Instagram envy is made of. If a built-in island isn’t in the cards, there are many stylish moveable kitchen islands that can give you the same look and functionality at a fraction of the cost. If you’re not sure an island is the way to go, a portable island can help you decide if you want to follow through with building a permanent one.

Look Under Your Feet — Flooring is an often overlooked aspect of your home that can either detract or add value. If your tile or hardwood floors are still structurally sound but looking a little worse for wear, have them thoroughly cleaned and polished. If your place is still bogged down in wall-to-wall carpet, it’s definitely time to do something about it. If you can’t afford to go all out and replace every room with new flooring, start with largest living area and work your way through the rest of the house.

Get Green — Adding green home features, such as solar panels, super-efficient HVAC systems, or low-flow plumbing instantly increase your home’s value. Many prospective homeowners are looking for green homes and won’t even consider listings that don’t have at least a few green features. Plus, it won’t take long to reap a return on your investment when you see how much you save on utilities.

These are just a few of the upgrades that can add value and beauty to your home. When choosing what home improvements to pursue, adding value is important, but what’s even more important is that the change you make adds to the love and enjoyment of your home. 11

Nathaniel Duclos

featuredagent

magazine

At just 19 years old, Nathaniel Duclos of Keller Williams Realty, was already a small business owner, so when the economy crashed in 2008 and he had to close his shops just a few years later, he knew working a 9-5 job for someone else wasn’t going to cut it. Since his mother was a REALTOR® for over 20 years and he was already familiar with the business, he decided to head down the same path. “I took all the information and guidance from my mom and a few other agents and investors, grabbed the bull by the horns, and started selling foreclosed homes to investors,” says Nathaniel.

I also hold myself accountable,” he added. I have a lot of pride and passion for what I do, but I’ll never deviate from the way business needs to be conducted.”

In fact, his extensive knowledge and experience in investments is what sets him apart from the rest. “My referral base chooses to work with me for that reason. I’m knowledgeable when it comes to the home loan process. I can show my clients how to prepare themselves for a loan qualification for their second or third home and how to build a portfolio,” Nathaniel stated. “People also reach out to me for my negotiating skills and the strong marketing strategies I use.”

When he’s not assisting buyers and sellers, Nathaniel enjoys spending quality time with his wife and three children and staying active by playing basketball and other sports. As an automotive enthusiast, his favorite hobby is buying and customizing cars and motorcycles. It’s something he’s become known for among his clients and makes him stand out in his community and Nathaniel always encourages other agents to do likewise. “My biggest piece of advice to anyone getting into this business is to be yourself. You have to stay focused and work on your craft every day, set your standards and find the reason that pushes you to be the best you can be,” says Nathaniel. “But most of all just be yourself. No one says you have to be the top agent wearing a black suit and tie. You can have tattoos and wear your sleeves rolled up as long as you focus on your clients. I do things a little differently than past generations and I want to be an inspiration to others to do the same.”

Now, over a decade later, Nathaniel has a thriving business serving clients in the Charlotte, NC metro area as they look to sell or purchase their second home or investment properties. Although he doesn’t limit himself to just one segment of the market, Nathaniel has an affinity for this type of transaction.

Nathaniel’s clients also appreciate the moral and ethical principles he abides by when they work with him as honesty and integrity are always at the forefront of his business. “I’m always upfront with my clients. I won’t deviate from the facts, hard conversations, or fiduciary duties of the transactions,” says Nathaniel. “I’m not one to tell my clients what they want to hear just to get the deal done. Everything I do goes through God first and

Although he has received numerous awards and accolades over the past 11 years, most notably being recognized among the Top 1% in the nation from realestateagents.com for both 2020 and 2021, Nathaniel says his greatest reward comes from his clients’ satisfaction. “When I first got into real estate, I wanted to win all the biggest and best awards, but I’ve learned it’s the 5 star ratings I get from clients that mean the most to me.” On top of all those rave reviews, Nathaniel truly enjoys working with the people in his community to help them attain their own dreams and goals. “I’ve helped so many clients who never thought they could own a beach home — or any home for that matter! I have a lot of clients who came from other countries who knew nothing about becoming an investor and now they have portfolios of wealth because of my guidance and advice,” he says. “I’m really proud of that.”

Nathaniel Duclos Distinctive Living Realty, LLC powered by KW | Charlotte, North Carolina 704.999.9324 | nateduclos@kw.com | www.distinctiveliving.kwrealty.com 12

Modern email etiquette

for real estate professionals In today’s tech-savvy landscape, we’re regularly flooded with emails, evites, blasts from social media, and constant newsletter updates. Whether you’re a real estate agent refining your practice, or a loan officer brushing up on the digital basics, how do you stand apart from all that noise in your client’s inbox?

For starters, there are plenty of modern ways to update your email etiquette for the 21st century. From email plug-ins to social media crossovers, take a look below for a few ideas that can revolutionize the way you communicate with your clients via email.

Cater to mobile devices — Studies indicate that nearly 80% of Americans check their phones within 15 minutes of waking up in the morning — though it doesn’t take much research to recognize the prevalence of mobile devices in our lives. In fact, most emails are accessed on the go, using a phone or tablet. With that in mind, it’s essential to tailor your email communications to be viewed and interacted with on a mobile phone. Here’s an idea: style your communications using paragraph breaks and bullet points for utmost readability on limited screen space. Also, keep in mind that graphics or links within your email should be streamlined and optimized for mobile consumption. If you’re not sure how mobilefriendly your emails are, BCC yourself on your next email blast and cross-check your communications using your phone.

Stylize your subject line — Too often, agents and loan officers forget the importance of the subject line and instead focus all their energy on an email’s content. If you’re sending out a promotional email, the subject line is just as important as all the information within. A wellcrafted subject line can entice readers to open your email and (ideally) click-through to your site or social media pages. Inviting subject lines are short, sweet, and use less than 50 characters. Personalizing subject lines also helps, so try adding the name of the email’s recipient. Also, being straightforward about your subject matter is shown to be a plus when it comes to open-rates. When it comes down to it, if you want recipients to read on, you’ll need to make the most of the subject headline. Expand your online presence — There is no Copyright Featured Agent Magazine

The best agents and loan officers stay ahead of the curve when it comes to business-boosting tech tools, so keep these tips in mind as you turn your email correspondence into high-class, contemporary communications. shortage of communication channels — text messages, downloadable apps, social media, video chatting, and more. When you reach out to a client or lead through email, think of it as a chance to bolster your other portals. For instance, include clickable badges that allow clients to find you on Instagram, Twitter, Facebook, or LinkedIn. If you include links to any of these pages, or to your site, in your email signature, make sure these are activated hyperlinks, and that they’re streamlined for readability. This makes it easy for recipients to extend their engagement with you and your brand by easily clicking-through to your social media pages, website, or testimonial page.

Utilize email-enhancing add-ons — Just a download away, you can incorporate helpful widgets and add-ons to your email communications, such as spellcheck or a built-in URL shortening feature. There’s even a plug-in that holds onto email for an extra 90 seconds in case you’d like to “unsend” and edit your correspondence. How many times have you sent an email without the attachment included? Or perhaps you’ve messaged the wrong client, or accidentally pressed send just as you spotted typos in your text? These often-free features professionalize your email voice without any added work on your part.

Sure, email is one of the older tech tools in your arsenal, but it’s also one of the most effective. Modernize this workhorse and you’ll be reaping the benefits with just a few keystrokes. The best agents and loan officers stay ahead of the curve when it comes to business-boosting tech tools, so keep these tips in mind as you turn your email correspondence into high-class, contemporary communications. 13

Productivity boosters — Get more done every day Maybe you’re just starting out in the real estate industry or your career is already established, but you’ve hit a plateau. Whatever the case may be, it’s always good to step back and re-evaluate your business practices and find ways to improve or increase productivity. Oftentimes it takes stepping out of your comfort zone and going through some challenging growth phases to propel you to the next level in your business. Ever heard the saying, “A ship in the harbor is safe, but that’s not what a ship is built for?” Don’t be afraid to take chances and make changes. Here are some ways you can shake things up and increase your productivity: Build a Team — If you’re an individual agent, ask yourself: are you able to give your clients the very best service by handling every aspect of business by yourself? 14

Sure, you’re an expert at finding the perfect fit for your client and negotiating a deal, but what about marketing, lead generating, or maintaining social media accounts? Each can require quite a bit of time and expertise, now might be a good time to let go and let others use their talents so you can focus on what you do best.

Be the King or Queen of Follow-up — It’s not only critical to follow up with potential clients or industry professionals to expand your database, it’s equally important to keep in touch with the contacts you already have. Reach out to them even if it’s just to say hello and update them on what’s happening in the market. It’s a great way to stay on their radar. If an opportunity arises or a property comes on the market, they’ll think of you first. Copyright Featured Agent Magazine

Oftentimes it takes stepping out of your comfort zone to propel you to the next level in your business. month, you simply cannot afford to not utilize it. However, make sure you’re using it efficiently to get the most out of your posts. Posting on certain days of the week — or even specific times of day — can garner more likes and shares. And remember, quality over quantity is what you should aim for when posting. Share things that will be useful to your clients, such as a link to your most recent blog post on how to pack for a move, or photos and information about an upcoming open house.

Prioritize Your Day — Do you ever feel as though you constantly have your nose to the grindstone only to discover you haven’t really accomplished much? Scheduling time for specific tasks throughout the day is much less daunting and can be extremely beneficial in boosting efficiency. Set aside an hour or two in the morning for returning phone calls and emails, then be done with it. Your next block of time can be dedicated to listing appointments, showings, or meetings with clients. End the day by finishing up paperwork, researching marketing strategies, or making your to-do list for the next day. It’s amazing how much can be accomplished when you have a plan and stick to it. Use Social Media to Your Advantage — With several billion active users on Facebook every Copyright Featured Agent Magazine

Further Your Education — Think of your business as a software program that requires updates. Just as technology advances and programs need a little tweaking here and there, your business also needs to evolve with the current market trends and changes in the industry. Participating in continuing education in areas such as negotiating, home inspections, and real estate law ensures your clients peace of mind and keeps you ahead of the competition. Obtaining designations is another way to make yourself stand out in the crowd. Becoming a Certified Relocation Professional makes sense if the area you serve is a haven for retirees or has a large military population. The GREEN Designation is beneficial in places where clients are more environmentally conscious. Network with colleagues to see what trends are on the horizon, then take action to be at the forefront of those changes.

Take a Day Off — It might seem counter-productive to take time off when you’re trying to grow your business, but it can actually be just what you need to achieve success. Time away from work can improve your mental state, performance, and productivity. You also run the risk of eventually burning out when there’s a lack of work-life balance. So make the decision to turn off notifications on your phone, pack a bag, and head out for the weekend to re-energize and get your creativity flowing again. 15

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May 2022 East Coast

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Productivity boosters Get more done every day