LEARN TO GROW YOUR BUSINESS AND INCREASE REVENUE BY FOCUSING ON EXPANDING YOUR GLOBAL NETWORK!
CONNECT WITH COLLEAGUES AND TAP INTO A WORLD OF OPPORTUNITIES.
CREATE NEW PARTNERSHIPS GLOBALLY & LOCALLY.
TUESDAY, DECEMBER 10, 2024 4:00PM - 5:00PM GBR HOSPITALITY SUITE, ROOM 418 FOR MORE INFORMATION, SCAN THE QR CODE OR PLEASE CONTACT LILIANA CASTRO-TRAVERS AT LILIANA@
12
Tracking Housing Data: What the Numbers Mean for 2025
Read up on the lastest housing market data report and what’s on the horizon for the market in 2025.
16 Tailoring Your Content Strategy to Your Target Market
Refresh your marketing plan before the new year and discover ways to tailor your content for different demographics.
23 NJ Realtors® Takes to the Shore
New Jersey Realtors® teamed up with Clean Ocean Action for their fall beach sweeps at Island Beach State Park.
10 Tech Column Embrace the Technology Transformation at Triple Play 2024
KEY SPEAKERS TO WATCH AT #TP24
We’ll see you in Atlantic City Dec. 9-12.
CRAIG GRANT
CEO,
RETI
With more than 150 in-person and virtual events around the world each year for the National Association of Realtors®, state associations, and franchises, Craig Grant is one of the most sought-after technology, marketing, AI, and cybersecurity speakers in the industry. Due to his innate ability to present complex topics in a fun and energetic way, the average non-technical person can not only understand but apply and improve their business with his strategies.
MARKI LEMONS-RYHAL
Speaker
Along with many other accolades, Marki Lemons-Ryhal is a licensed managing broker, Realtor®, federal political coordinator, podcast host of “Drive with NAR,” and six-time international best-selling author who is dedicated to all things real estate. With over 30 years of marketing and education experience, Marki has taught over 1,000,000 people since 1993.
GREGORY ANTIPOFF
Tax Strategist
Greg Antipoff is a certified public accountant and a real estate tax strategist. He is dedicated to helping real estate agents keep more of what they earn. Greg achieves this by walking agents through his signature “Financial EKG: Earn, Keep, Grow” framework. With so much emphasis already being placed on how agents can “Earn” more, he chooses to focus on helping agents “Keep” and “Grow” what they earn. Greg’s knack for making tax and accounting topics easy to understand and humorous leaves agents educated, entertained, and ready to take action.
PAM ERMEN
President, Real Estate Guidance, Inc.
Pam Ermen is a highly experienced real estate investor who understands the goal of accumulating wealth and assets through real estate investments and has owned 28 properties at the peak of her investment years. Effectively coaching high-performance teams and companies across the U.S., Pam provides relevant mentoring and insights that consistently align with the changing dynamics of the real estate marketplace.
DOUGLAS VAIRO
Co-owner, New York School of Real Estate
Having trained thousands of real estate agents as well as loan officers throughout the country, Doug Vairo has been called an Enter-Trainer by many, mixing fun and sarcasm into his classes. Rather than lecturing, Doug engages his students in conversation, treating them like long-time friends whose opinions he values, creating a fun and fact-filled class.
Sessions: AI, ChatGPT, the Law & the Code of Ethics Dec. 9, 12-3 p.m. and Dec. 10, 9 a.m.-12 p.m.
Creating Awesome Content & Marketing Materials with AI Dec. 10, 2:30-4:30 p.m.
Sessions: Leverage AI to Enhance GCI Dec. 10, 10 a.m.-12 p.m.
Instagram Lead Generation: 100 Leads in Seven Days Dec. 10, 2-4 p.m.
Sessions: Keep More of Your Paycheck—Tax Strategies for Agents Dec. 10, 9-10 a.m.
SMART from the Start: Accounting and Tax Tips Dec. 10, 11 a.m.-12 p.m.
Stop Asking: Is This Tax Deductible? Dec. 10, 2-3 p.m.
Sessions: The Art of Accountability! Building Team Respect, Credibility and Connection Dec. 11, 9-10:30 a.m.
The Principles of Profit for Brokers: This is No Time to ‘Practice’ Real Estate Dec. 11, 11:30 a.m.-1 p.m.
Selling Fixer-Uppers Using 203(k) Loans Dec. 11, 2-5 p.m.
Appraisals/How Values Are Determined Dec. 12, 9 a.m.-12 p.m.
2024 Year in Review
It’s been quite a year of transformative change in real estate. When I took my oath of office as New Jersey Realtors® President last December, I certainly didn’t forsee the challenges of the year ahead, but I’m proud of the work we’ve put in together.
As Realtors® we’ve adapted our business practices so we’re following the new laws and regulations while ensuring our clients are still receiving top-notch service. One constant remains: putting our clients’ needs above all else.
I’m proud of the work I see from agents and brokers across the state to comply with the New Jersey Real Estate Consumer Protection Enhancement Act and mandatory practice changes from the National Association of Realtors® settlement agreement. While it has not been easy, your work and dedication to the industry has not gone unnoticed and I am proud of the 59,000 of you from Cape May to Sussex County.
But adapting to change wasn’t our only accomplishment this year.
• $60,700: Scholarship dollars awarded by NJ Realtors® Educational Foundation to 38 students pursuing a college or university degree.
• 1st: We held our first-ever Broker Briefing to deliver industry updates directly to brokers around the state.
• 250: Attendees for our sixth annual Realtor® Palooza—thank you all for attending.
• $7,500: Funds raised by NJ Realtors® Housing Opportunity Foundation at their 5K in Montclair with Montclair Brewing.
• 13: The number of mini sessions at our annual women’s conference, New Jersey Women: That’s Who We R! in partnership with the Women’s Council of Realtors®—New Jersey.
• 10: The number of graduates from NJ Realtors® Leadership Academy. The Class of 2024 successfully completed their program and presented their final capstone projects. We look forward to watching them graduate at NJ Realtors® Awards Session at Realtors® Triple Play.
• 117: Expected sessions at Realtors® Triple Play on Dec. 9-12.
• 10,000: We officially reached 10,000 followers on Instagram in 2024. Follow us @njrealtors.
• $5,000: Participated in our first-ever beach cleanup with Clean Ocean Action thanks to a generous $5,000 grant from NAR.
Moving forward into a new year, we’ll continue to adapt to changes, support the American Dream of homeownership for all, and make new strides to protect your businesses. Thank you all for allowing me to serve as your President in 2024—it’s been an amazing journey.
PRESIDENT
Gloria Monks
Prioritizing the Issues that Matter
By the time you’ll be reading this, the results of the November election will hopefully be settled. Whatever the outcome of the federal election, rest assured our mission remains the same—protect private property rights, homeownership, the real estate industry, and Realtors®
On the federal level, here are some of the issues of priority we’ll be working on with the national association and why they matter in New Jersey:
Independent Contractor Status
We worked for more than a decade in a multi-faceted lobbying effort to secure New Jersey protections to preserve your right to work as an independent contractor. Federally, the Direct Seller and Real Estate Harmonization Act would ensure similar protections under the Fair Labor Standards Act.
State and Local Tax Deduction Cap Elimination
Perhaps one of the hottest federal topics in New Jersey, we support the elimination of the SALT cap and
removal of the marriage penalty. We supported Sen. George Helmy’s introduction of the Tax Relief for Middle Class Families Act of 2024, which would raise the SALT deduction cap and would be retroactive. We also supported Rep. Josh Gottheimer’s public report to the House Ways and Means Committee on the importance of restoring the full SALT deduction.
While the cap does expire in 2025, the possibility for extension exists, which we will fight against.
Addressing Affordability Through Adding Inventory
We support the national association’s backing of adding to the nation’s limited housing inventory, which should help with affordability. Some proposed bills would have decreased the equity penalty to encourage long-term owners to finally sell. Others would encourage building development and reducing barriers.
National Flood Insurance Program
For years, we’ve fought for a longterm reauthorization of the National
Flood Insurance Program, which must be reauthorized by Dec. 20, 2024, to continue operating.
The lapse of the NFIP threatens the ability to buy and sell homes in flood hazard areas, of which New Jersey has many.
Proposed Tax Plans
There are some provisions of the Tax Cuts and Jobs Act of 2017 that are set to expire in 2025. We’re keeping a close eye on any proposed tax plan to take its place which could reshape the tax landscape.
CHIEF EXECUTIVE OFFICER
Jarrod Grasso
NEW JERSEY REALTOR
Important Dates & Deadlines
CHIEF EXECUTIVE OFFICER
Jarrod C. Grasso, RCE
PUBLIC RELATIONS AND MARKETING DEPARTMENT
DIRECTOR OF PUBLIC RELATIONS & MARKETING
Colleen King Oliver | editor@njrealtor.com
DEPUTY DIRECTOR OF PUBLIC RELATIONS & MARKETING
Erin McFeeters
COMMUNICATIONS COORDINATOR
Lauren Melville
MARKETING COORDINATOR
Julia Ventrone
2024 OFFICERS
PRESIDENT Gloria Monks
PRESIDENT-ELECT Kathy Morin
FIRST VICE PRESIDENT Sue LaRue
TREASURER Jairo Rodriguez
ADVERTISING SALES
Laura Lemos | 973-668-2449 laura@boja.com
DESIGN
ENCOMPASS MEDIA GROUP
Rebecca Ryan McQuigg rebecca@encompasspubs.com
New Jersey Realtors® provides legal and legislative updates as well as information on a variety of real estate related topics solely for the use of its members. Due to the wide range of issues affecting its members, NJ Realtors® publishes information concerning those issues that NJ Realtors®, in its sole discretion, deems the most important for its members.
The content and accuracy of all articles and/or advertisements by persons not employed by or agents of NJ Realtor® are the sole responsibility of their author. NJ Realtors® disclaims any liability or responsibility for their content or accuracy. Where such articles and/or advertisements contain legal advice or standards, NJ Realtors® recommends that NJ Realtors® seek legal counsel with regard to any specific situation to which they may seek to apply the article.
New Jersey Realtor®, publication number 13260, ISSN number 00285919. Published bi-monthly each year. Member subscriptions allocated annually from annual dues: $3. Non-member annual subscription: $10. Known office of publication: 10 Hamilton Avenue, Trenton, NJ 08611. Periodicals postage paid at
NJ 08611 and at additional mailing offices.
TRIPLE PLAY 2024
LEARN ABOUT MAXIMIZING FIRST TIME HOMEBUYER OPPORTUNITIES WITH OUR DOWN PAYMENT ASSISTANCE 15K
PLEASE STOP BY OUR BOOTHS 814 & 816 TO LEARN HOW YOUR CLIENTS CAN BENEFIT FROM OUR PROGRAMS FOR HOMEOWNERSHIP.
Join us at the Trade Show Expo at the Atlantic City Convention Center December, 9th through 12th and be empowered with the information to help your clients overcome the issue of funds for down payment and closing costs.
Behind the Bill: How Legislation Becomes Law
BY CATHERINE BEST, NJ REALTORS® DIRECTOR OF GOVERNMENT AFFAIRS
Every law passed in New Jersey begins its journey as a bill in the state legislature. All bills—which are simply proposals to either establish a new law or amend/repeal an existing one—are drafted, upon the request of a State Senator or Assembly Member, by a non-partisan agency known as the Office of Legislative Services.
Reading a bill may seem complicated, but here is a quick step-by-step process to understand any bill in the New Jersey Legislature:
1. Identify the Bill Number: Listed at the top of the bill, this number tells you which house of the New Jersey Legislature is considering the bill. If the bill number begins with an “S,” it’s a Senate bill, and if it begins with an “A” it’s an Assembly bill. Identifying the correct house is important because it will determine when and where the bill will be heard and which legislative members are involved.
2. Take Note of the Bill’s Sponsors: The prime sponsor is the legislative member responsible for introducing the bill. They are also typically consulted when changes or amendments to the bill are made or requested. The prime sponsor is always listed at the top of the bill’s sponsor section. Other sponsors follow in order of importance, and the list may also include co-sponsors, usually invited by the prime sponsor to join in support of the bill.
3. Read the Synopsis: The synopsis offers a brief, oneto-two-sentence summary of the bill. This section often provides a bill name or a short description of its subject matter.
4. Read the Body of the Bill: Though written in technical terms, the body of the bill shows how the proposed law will be codified. Bill sections are usually numbered, with subsections labeled by letters. If the bill has been amended, strikethroughs show what text will be deleted, and underlined text indicates new or replacement language.
5. Review the Statement: The statement, also known as the sponsor’s statement, summarizes the bill’s content and purpose. It may also provide context not included in the body of the bill, offering insight into the bill’s intent.
At New Jersey Realtors®, the Government Affairs team tracks and flags bills to bring to the attention of the Legislative Committee. This committee meets three to four times a year to discuss and vote on the positions New Jersey Realtors® will take regarding the bills.
To ensure members of the Legislative Committee are wellinformed before voting, the Government Affairs Department is responsible for independently screening each bill, which involves providing the committee with recommended positions, a summary description, its history, sponsors, and other relevant information.
Important factors that influence how the Legislative Committee might vote include:
1. The Bill’s Sponsors: The sponsors who hold the most influence are the Assembly Speaker and Senate President. The Chairs of the Assembly and Senate Housing Committees, in addition to the Chairs of the Assembly and Senate Budget Committees, are also typically flagged. The Assembly Speaker and Senate President, due to their rank, have significant influence both as members and as sponsors. Bills they sponsor typically advance far in the State House. Since the Assembly Housing and Budget Committees regularly post bills that directly affect Realtors®, it is crucial for the Legislative Committee to be aware of any bills sponsored by the Chairs of these committees.
2. The Bill’s History: A bill’s history provides insight into how far the bill has progressed in the State House and how likely it is to advance further.
3. The Bill’s Topic: The Legislative Committee frequently screens bills on topics such as rent control, taxes or fees on real estate, inspection regulations, and licensing requirements and protections for licensees.
When the Legislative Committee votes on a bill position, they can choose to support, monitor, or oppose. Bills receiving a vote of support benefit Realtors® and their ability to practice real estate in New Jersey, protect the industry and residents of the state, and/or private property
rights. Conversely, bills deemed harmful to real estate, Realtors®, New Jersey residents, or private property rights will be opposed. A vote to monitor a bill indicates that, while neither harmful nor beneficial to Realtors® or the real estate industry, it is important to track its movement through the State House. Any bill amendments could potentially change the Committee’s stance on the bill.
Example of the Legislative Committee’s Process: S1446
This bill was first introduced in the Senate Community and Urban Affairs Committee, with prominent sponsors including Sen. Teresa Ruiz and Sen. Troy Singleton. Flagged for review by staff, the bill’s intent was to modify down payment assistance programs for first-generation and first-time homebuyers. The intent aligns with our mission to benefit the Realtors® and residents of New Jersey.
The bill was tracked from its introduction in the State House on Jan. 9, 2024, and referred to the Legislative Committee, which voted to officially support it on Feb. 28, 2024. The committee supported S1446 which modifies down payment assistance programs, especially for first-generation and first-time homebuyers, and are favorable for Realtors® in the home buying process. Additionally, the committee was informed that this bill updates prior legislation passed in June 2023, which the committee had previously voted to support. With the support of New Jersey Realtors®, the bill was officially signed into law on June 28, 2024.
NJ Realtors® supports this bill criminalizing squatting in a home, which establishes three new criminal offenses: housebreaking, unlawful occupancy, and unlawful entry in such scenarios.
Bill History:
1/9/2024—Introduced in Assembly and referred to Assembly Judiciary Committee
1/9/2024—Introduced in Senate and referred to Senate Judiciary Committee
Amends certain fire safety statutes to update licensure and equipment requirements and liability, fee, and penalty provisions.
New Jersey Realtors® Position: STRONG SUPPORT
NJ Realtors® strongly supports this bill as it eliminates the fire extinguisher requirement enforced at the time of sale, a requirement also opposed by fire department representatives.
Bill History:
2/8/2024—Introduced in Senate and referred to Senate Community and Urban Affairs Committee 2/27/2024—Introduced in Assembly and referred to Assembly Housing Committee
5/6/2024—Reported from Senate committee and referred to Senate Budget and Appropriations Committee
5/13/2024—Reported out of Assembly committee and referred to Assembly State and Local Government Committee
6/6/2024—Reported out of Assembly committee and referred to Assembly Public Safety and Preparedness Committee
10/7/2024—Reported from Senate Committee with amendments, second reading in Senate
S2963—Greenstein (D14), McKnight (D31)
Creates “New Jersey Contractor Registration Act.”
New Jersey Realtors® Position: MONITOR
NJ Realtors® are monitoring this bill which prohibits contractors and subcontractors from engaging in private construction work unless registered with the State of New Jersey.
Bill History: 3/18/2024—Introduced in Senate and referred to Senate Labor Committee
EMBRACE THE TECHNOLOGY TRANSFORMATION AT TRIPLE PLAY 2024
TBY WILLIAM THOMPSON, NJ REALTORS® DIRECTOR OF TECHNOLOGY
riple Play Realtor ® Convention & Trade Expo returns to Atlantic City Dec. 9-12, bringing plenty of game-changing technology sessions. This year’s lineup of tech sessions will supercharge your skills and help you stay ahead of the tech curve. From AI’s evolving role in real estate to the latest tech trends, here are my must-attend sessions for this year. Find more information and register today at realtorstripleplay.com .
AI, CHATGPT, THE LAW & THE CODE OF ETHICS
CRAIG GRANT
Monday, Dec. 9 @ 12 p.m.
Tuesday, Dec. 10 @ 9 a.m.
AI is rapidly changing the real estate landscape, and this session by Craig Grant goes through the uses and pitfalls of using AI tools like ChatGPT in your business. He’ll guide you through how to use these amazing tools to streamline operations, improve decision-making, and elevate client experiences while staying ethical and compliant. You’ll leave feeling comfortable enough to start implementing these tools and improve your day-to-day life and business. With two opportunities to attend, there are no excuses to miss out!
REGISTER TODAY FOR TRIPLE PLAY
ENGAGE, ENTICE, EVOLVE: USING TODAY’S TECHNOLOGY TO GROW YOUR COMPANY
MATTHEW RATHBUN
Tuesday, Dec. 10 @ 10 a.m.
While geared toward brokers looking to recruit top talent, everyone can gain valuable insights from this session on leveraging technology to expand their influence. Matthew Rathbun will explore how AI, blogging, video content, and social engagement can transform your strategy. Whether you’re building a network of agents, looking for a boost in productivity, or enhancing client communication, learn how combining these powerful tools with strategic systems can drive growth and redefine your everyday strategies.
LEVERAGE AI TO ENHANCE GCI
MARKI LEMONS-RYHAL
Tuesday, Dec. 10 @ 10 a.m.
In this engaging session, Marki Lemons-Ryhal will share her expertise on using AI to maximize your GCI, Gross Closed Income. She’ll reveal the best AIdriven strategies for lead generation, sales pipeline management, and client engagement to help you increase productivity and elevate your business performance. Plus, you’ll leave with 189 prompts to kickstart your AI journey. If you’re looking to integrate AI into your daily business, this is a session you won’t want to miss.
TECH:KNOW—TOP TECH TRENDS CHANGING THE REAL ESTATE GAME
THE BEGINNING OF THE END OF THE END OF THE BEGINNING?
CHRIS LINSELL
Wednesday, Dec. 11 @ 2 p.m.
CHRIS LINSELL
Wednesday, Dec. 11 @ 9:30 a.m.
Chris Linsell, the Real Estate Technologist, is ready to shake things up with the latest tech trends transforming real estate. From AI innovations and automation to cutting-edge data tools, he’ll break down everything you need to stay ahead. Don’t expect the usual takeaways—Chris will challenge your thinking with bold predictions about where real estate tech is headed. Get ready for a session packed with insights to help you make smarter decisions, optimize your workflow, and future-proof your business.
Real estate is evolving faster than ever, and Chris Linsell is back to guide you through the latest shifts in the landscape. He’ll break down how technology’s disruptive force has played a key role in the recent National Association of Realtors® lawsuits, shaking up the industry’s commission structures forever. Discover how to leverage these tech trends to not only navigate the changes but also turn them into opportunities to thrive in a tech-driven world.
Tracking Housing Data: What the Numbers Mean for 2025
BY MICHELE LERNER
Whether you’re a data fiend who loves to dive deeply into numbers or a people person who relies on statistics to support your market insights, reports from national, state, and local sources can provide valuable information to you and your clients. Interpreting the meaning of those numbers for your local market and your clients can add value to your services and help potential buyers and sellers develop a timeline for their transactions.
In 2024, the lack of inventory and persistently higher mortgage rates during the first half of the year had the biggest impact on housing markets in New Jersey. While sales slowed due to affordability issues and a lack of properties for sale, prices continued to rise due to high demand in most markets. As
mortgage rates began to stabilize and decline in late summer and early fall, the pace of sales picked up.
In September 2024, closed sales were up 10% compared to September 2023, according to New Jersey Realtors® September Housing Market Data Report.
However, when looking at yearto-date numbers, closed sales were down 2.5% during the first nine months of 2024 compared to the first nine months of 2023.
Median sales prices were up 10.9% year-to-date in September 2024 compared to that period in 2023. Inventory was up 0.8% from the previous September, while new listings were up 5.4% when looking at year-to-date statistics.
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New Jersey’s September 2024 statistics mirror the national market, with demand outpacing supply, which continues to put upward pressure on prices. The National Association of Realtors® reported a 4.0-month supply of homes, while New Jersey reported a 3.3-month supply of homes.
State and Local Stats to Follow
While Reginald “Reggie” Bouzy, a Realtor® with Coldwell Banker Realty in Jersey City and with team members in Princeton, Short Hills, and Robbinsville, tracks New Jersey Realtors® statewide statistics to understand market trends, he also reviews local market data.
“There’s a big difference between Jersey City, which is primarily a condo market, and Mercer County, which is primarily a single-family home market,” said Bouzy. “In Mercer County, the sales volume is low because there’s very little new construction and very low inventory. Homeowners aren’t willing to give up their low mortgage rate to buy another home.”
In contrast, Jersey City and nearby towns have higher sales volumes because of the availability of new condos.
“The buyers in Hoboken and Jersey City are either first-time buyers or move-up buyers who want to upgrade from a $300,000 condo to a $700,000 place,” said Bouzy. “They’re not in a mortgage prison because they know all their expenses are going up.”
In addition to tracking inventory, sales prices, and days on the market in his local markets, Bouzy relies on mortgage brokers who send him current mortgage rate information that can vary dramatically from national average mortgage rates.
The Mortgage Bankers Association forecasts the 30-year fixed-rate mortgages will average 6.2% in the fourth quarter of 2024, with an average rate of 5.8% anticipated for 2025 and 2026.
Hyper-Local Approach to Data
The dip in mortgage rates in late summer created a small increase in buyer demand in Montclair and nearby markets, but most state and national data doesn’t reflect what’s happening there, according to Ana Simon, a Realtor® with Brown Harris Stevens in Montclair.
“Our market is very specific and doesn’t even match up with New York City’s market, which is just 12 miles away,” said Simon. “Each town and county in Northern New Jersey is a little different.”
For Simon, that means tracking individual listings to see how many offers they receive, how long they take to go under contract, and how much the sales price is over the list price.
Simon also reviews all MLS data and monthly market statistics as a guideline for buyers and sellers.
One of the metrics Suzanne “Suzy” Minken, a Realtor® with Compass Real Estate in Short Hills, pays careful attention to is the sales-to-list price ratio.
“To identify trends, I look at year-to-date numbers compared to the previous year and then also compare the same period to 2019 for a pre-pandemic benchmark,” said Minken. “During the first nine months of 2024, the average sales-to-list price ratio has been over 100%. In other words, buyers are paying more than the asking price. In 2019 during that same period, the ratio was always below 100%, meaning buyers were negotiating for a lower price.”
Statewide, New Jersey Realtors® statistics show an average percent of list price received of 102.5% from January through September 2024, compared to 101.8% during that period in 2023.
“Inventory varies from one town to another, so I track listings and the sales-to-list price ratio by town in my region,” said Minken.
Minken also tracks days on market, but that metric has not increased over the past year due to low inventory and high demand.
National Sources to Supplement Market Knowledge
Sources such as Keeping Current Matters real estate blog and national market updates from real estate coaches Tom Ferry and Brian Buffini provide Nicholas “Nick” Christopher, a Realtor® with RE/ MAX Community in Williamstown, with inspiration to share with his database via social media.
“I take this information and put it into context for our local market,” said Christopher.
Otherwise, Christopher relies more on tracking his personal progress and his team’s progress toward their annual goals than on local market data.
“The lack of inventory has been a big constraint on sales this year, but prices have steadily increased,” said Christopher. “As mortgage rates have started going down, we’re seeing more activity, which could trigger bidding wars if too many buyers flood back into the market.”
What’s Ahead for New Jersey
Low inventory is likely to continue to plague Northern New Jersey, but Simon believes the housing market will be very active in early spring after the election and the holiday season.
“Unless mortgage rates drop even more and sellers see more value in moving, we’ll continue to see low inventory across Northern New Jersey,” said Simon. “But falling rates will motivate some sellers, so there will be a little more inventory. There’s not a lot of new construction in Montclair, so most listings are likely to have more than one interested buyer.”
Even if mortgage rates don’t drop significantly in 2025, Minken said stabilizing rates will have a positive impact on the New Jersey market.
“People react more to change than the rate itself,” said Minken. “The uncertainty about mortgage rates and their direction plays a bigger role in buyer confidence.”
Minken anticipates a larger pool of buyers in 2025 because many have been waiting on the sidelines to see what happens with rates.
“That will cause prices to go up and multiple offers unless rates drop enough to encourage more homeowners to sell,” said Minken.
Bouzy is optimistic about 2025.
“We’re turning the corner now that we’ve seen lower mortgage rates and the expectation is that rates will be lower going forward,” said Bouzy. “Affordability issues and the lack of inventory will linger, but we’re moving in the right direction.”
Tailoring Your Content Strategy to Your Target Market
BY DINA CHENEY
Creating content is critical for real estate agents. “It opens possibilities for conversation, and in real estate, conversations lead to clients, which lead to closings—and that’s how you make a living,” said Will Draper, an agent-turned-marketing consultant who specializes in social media, video, and AI content strategies.
With more ways to communicate than ever and only so many hours in the day, determining which content to create can be tricky. Should you allocate part of your marketing budget to mailers even though digital media increasingly dominates? If your target market is empty nesters, do you really need to post videos on TikTok or Instagram?
“Agents have so many options—the challenge is narrowing down and focusing on what leads to consistent business,” said Draper. To help you sort through the noise and broadcast your message, here are some expert tips.
Your Ideal Client Comes First
Draper suggests starting with a clear picture of your ideal client when developing your content plan. Pinpoint their age, geographical area, and whether they’re a first-time buyer or an empty nester. Then, make them the focus, advises Megan Gülick a Realtor® with Corcoran Sawyer Smith in Jersey City. “So many people in our industry are talking at people. But, at the end of the day, our target audience needs to be heard, not shouted at,” said Gülick. That’s why she supports a “human angle, not boastful and focused on us, but instead informative or entertaining and focused on them.”
“We try to ask: What questions are buyers or clients asking, and how can I answer them in a way that’s easy to understand and actionable? For example, a first-time homebuyer might value educational content on the buying process, while a seasoned investor would appreciate market analysis.” Meanwhile, with seniors or buyers and sellers over the age of 55, you’ll probably want to address downsizing, said Stephanie Verderose, a Realtor® with Exit Homestead Realty Professionals in Vineland.
Consider a traditional mix of market updates, personal content, and local news or community highlights, said Gerine A. Skamarak, a Realtor® with Exit Realty East Coast in Holmdel. Try to “prioritize topics that are in the news or top of mind,” said Skamarak, noting she recently covered how the National Association of Realtors® proposed settlement changes would affect consumers.
Prioritize Both Print and Digital Media
Some Realtors® achieve success with a digital- or print-only strategy, but most do a little bit of both. Creating print and digital content gives you optimal exposure, said Verderose. “Agents with younger clients should prioritize digital marketing and texts, but they should still do print marketing, so they do not miss opportunities. We recently had a younger client purchase a home because their elderly aunt received print material in the mail on the property we had listed.”
Jessica DiFrancia, a Realtor® with Keller Williams Atlantic Shore, agrees, pointing out, “all communication is good. The more you are in front of people, the better chance they’ll remember you when they or someone they know needs an agent.”
Use Print Strategically
There’s a reason so many Realtors® continue the time-tested strategy of sending postcards to their market. As snail mail becomes increasingly less common, people often open and read print mailers, said Skamarak. They might even save your postcards, meaning they’ll remember your name when it’s time to buy or sell. They’ll also hold on to branded one-pagers they receive at fairs, which is why Tezeta “Tez” Roro, a Realtor® with Keller Williams Suburban Realty in Livingston, doesn’t show up empty-handed when she participates in these types of events.
When it comes to the luxury market, “beautiful tangible brochures can leave a lasting impression,” said Gülick.
Stand Out
Balance adapting to your chosen platform with differentiating yourself, said Draper. “The most underrated content in real estate is neighborhood and local info,” said Draper, sharing he’s worked with agents who’ve recently added hundreds of weekly leads and followers thanks to neighborhood-specific content.
On YouTube, many channels feature talking head-style videos. One of Drapers’ clients—a new agent focusing on new construction—created 20-minute-long tours of new construction homes. Instead of filming himself, he turned his phone camera on properties only, giving tours via voiceover. By his second year, this agent had sold $25 million in real estate.
Create Content for Three Different Groups
Regardless of the platform, try to create posts for three groups: strangers, followers, and your most engaged followers, according to Draper. Draw in strangers with five-to 10-second videos. For instance, showcase a noteworthy amenity at a new listing. Then nurture existing connections with 30-90-second videos, like neighborhood tours or visits to local bakeries. Or take a cue from Roro and devote video posts to red flags you discover during home inspections, letting followers know they can ask sellers to replace dangerous items. Finally, share stories or posts with a call to action to convert your most engaged followers into leads. For instance, run a poll or tell your followers about your new listing about to hit the market. Then, invite them to share their email addresses so you can provide them with all the details in advance.
Pick and Master One Online Platform
When it comes to digital, Roro suggests mastering a platform you’re already on, then following your contacts if you notice them migrating to another one. She started on LinkedIn and Facebook, later jumping onto Instagram as well.
“Most agents I work with who are successful pick one platform and type of content and go all in on it and dominate it over time,” said Draper. “Very few try to cross-post on every platform. If you try to do too many things, you’ll spread yourself too thin.”
Tailor Content to Your Chosen Platform
Whether it’s Facebook Live seminars or Instagram home tours, different forms of content work best on different platforms. For instance, Facebook is ideal for engaging with your sphere of influence and showcasing your personality through humor, questions, or polls, said Draper. It’s truly a social network. Meanwhile, Instagram is more of a “show-you” network, where you share images, ideas, and information with a wider pool, including strangers. Anyone can follow you—they don’t have to friend you first, said Draper.
Consider Boosting Posts
Paying to boost your posts helps expedite follower growth, said Draper. For instance, one of his clients—a new agent—wanted to target first-time buyers and new construction using Instagram exclusively. For a year, he posted three videos a week, paying a total of $7,500 to boost them. In these talking head-style videos, he offered advice, shared client success stories, and conducted property tours. All his efforts paid off: the agent sold 60 homes. The next year, he doubled his ad spend and his business. Then, this year, he doubled his ad spend again, and is currently on track to close more than 200 transactions.
Stay Consistent
Start by posting at least three times per week on social media, said Draper. Then, if you want twice as much engagement, post twice as frequently, he adds. According to Draper, whether you post three times a week or every day, what’s most important is consistency. Even if you don’t see results during the first five months, don’t give up. One of his clients didn’t experience an uptick in followers until six months had passed. But after that point, his base grew dramatically.
Engage with Your Followers
Although creating and posting content might seem like enough, don’t stop there, said Verderose. Check each platform regularly and respond to any comments and messages, which will enable you to build relationships. After all, the whole goal of content is to generate conversations with followers, ideally converting them into leads and, ultimately, clients. If you don’t stay on top of your accounts, you won’t reap all the benefits of your content efforts.
Analyze Your Approach
Skamarak knows a new agent who “got roped into advertising on shopping carts. They spent a ton of money on something that was not in their target market and didn’t provide lead generation.” Don’t let that be you. Always evaluate each content strategy and determine whether it provides enough ROI, according to Skamarak. If it doesn’t, change course.
To that end, Gülick keeps track of which of her posts, emails, or mailers generate the most responses. “Analytics tools can provide insights into what’s working and what’s not. It’s all about being attentive to your audience’s behaviors and adjusting accordingly,” said Gülick. Along with tracking all leads, Verderose gathers direct feedback from her clients via surveys or polls. After all, you want to stay in tune with your clients and be where they are. If most of them have migrated, say from Instagram to TikTok, you’ll most likely want to do the same.
Mount Olive Township
BY RYAN GALLAGHER
The 32-square-mile Northwestern
Jersey mountain town of Mount Olive Township has been slowly growing for years due to its natural beauty, country-style charm, and spread-out population. In addition to recently built dwellings, there are plans for more new homes, rental units, and assisted living communities in Mount Olive.
Budd Lake Draws Tourism to Town
Mount Olive is home to the stateprotected Budd Lake. Feeding into the Raritan River it serves as the foundation for local civilization, supporting tourism, sports, fishing, entertainment, energy, and natural resources such as drinking water and a
thriving ecosystem that supports local wildlife.
Acquired in 1714 by John Budd, 1,300 acres of land in the area would eventually become Budd Lake. About 150 years later, local leaders declared this and surrounding land Mount Olive Township in 1871 after breaking away from Roxbury Township, according to Thea Dunkle, a local historian.
Despite its deep-rooted history, Mount Olive Township saw little development until the 1970s and 80s. Most residents and visitors owned bare-bones mountain homes and some residents can remember times without indoor plumbing.
Turkey Brook Park Serves as Outdoor Community Meeting Hub
While Mount Olive doesn’t have a traditional downtown, Turkey Brook Park serves as the community gathering space. Residents relish the park for its outdoor exercise equipment, a multi-sensory section for children with special needs, a dog park, sports fields, hiking trails, and more.
With new residents, the park’s offerings and clientele are growing. According to New Jersey Realtors® September Housing Market Data Report, there were 220 single family new listings yearto-date, a 22.9% increase over last year followed by 148 single family closed sales year-to-date, the same as last year.
Currently, the single family median sales price sits at $572,500 year-to-date, a 9% increase over last year.
According to Dunkle, community living areas and rental units are the newest dwellings in Mount Olive. The township contains five apartment complexes, several townhouse communities, new family homes, historic homes, as well as older lakeside bungalows.
“People want to stay and live here. And there are two tiers: It’s hard for older people because of taxes. They wonder, Do I sell my house? Do I want to stay in town with my family? So, the 55+ apartments enable people to stay here. While for younger people, I am trying to do everything I can to stabilize and
keep taxes from rising too high,” said Mount Olive Mayor Joe Nicastro.
Mayor Nicastro is also working with new building developers so younger people can move to the area and elderly individuals can stay close to home in smaller, more affordable units.
“This is such a beautiful area to raise a family, bring the kids, and get away from the hustle and bustle of cement city and get back to a country area,” said Nicastro who moved from Garfield in 2003. “I never knew it existed. Mountains, trees, and we’ve still got every store you’d want here too—especially with surrounding towns. So, people are moving up this way for that reason. Homes cost less than in Bergen County where it is
almost double. It’s been a blessing to be here.”
Township Events Bring the Community Together
Residents, township employees, and local businesses aim to bring the increasingly diverse Mount Olive community together. The Township Recreation Department runs annual events like Oktoberfest, Christmas Tree Lighting, Country in the Park, and more.
“My God does the Rec. [sic] department go out of their way to put together the events at Turkey Brook,” said Michele Hildebrant of RH Farms. “It’s amazing how many events they put on, from jewelry making to flower design classes. It’s wonderful and geared to the kids. And even in the
Jersey Girl Brewing—Photo by Chuck Aaron
9/11 Monument—Photo by Lisa Brett
Splash Pad—Photo by Lisa Brett
winter when it becomes quite boring, the rec department does not stop.”
From Oktoberfest-style brews to Christmas-inspired cream ales, the local brewery is set for the seasons. Jersey Girl Brewing releases a new beer every month in addition to hosting local events too—with event dates scheduled out through January 2025.
“We do live music, food trucks, country music dancing, make your own charcuterie board, knit your own blanket, dog adoption events, private events, and things where people in the community can get out for a fun night,” said owner Chuck Aaron.
While some might do sunset at the lake and beers at the brewery, others wake
early to take a breath of fresh air and enjoy the sunrise at local spots like the beautiful RH Farms where local fruits, veggies, and flowers are plentiful.
At any time of day, there are local restaurants with offerings to please any taste. Budd Lake Diner is one catch-all that experiences the highs and lows of the seasonal Mount Olive customer base.
“The Summertime does dip, but the Fall and Spring are my busiest times,” said Gus Thermenos who has owned the 45-year-old diner since 2022.
“I see most couples and families at dinner time. Whereas in the Summer, people come in after events or sports at Turkey Brook.”
Driving around town, one might also notice Mount Olive is home to big manufacturers like Fratelli Beretta prosciutto and foods, as well as small businesses like Das Creamery which has become a local favorite when it is time for dessert.
Mount Olive is also a haven for the arts. The historic Pax Amicus Theatre hosts movies and plays right across from views of Budd Lake.
With countless nature trails and preserves, Mount Olive has stones left unturned, top-notch events, and businesses to keep residents in place and bring in visitors from all over the Garden State and beyond.
Photo by Sherry Ottoson
RH Farms—Photo by Lisa Brett
Turkey Brook Park—Photo by Lisa Brett
HOT TOPIC SESSIONS TO KEEP UP WITH INDUSTRY CHANGES
MONDAY DEC. 9
Three Trends That Will Directly Impact Brokerages and Teams Success in the Next Year
Jeff Lobb, Founder/CEO, SparkTank Media
This crucial real estate course addresses the critical intersection of advertising and fair housing laws. Participants will learn about protected classes, discriminatory advertising practices, and the legal and ethical implications of non-compliant advertising. With expert instruction, participants will leave this course with the knowledge, skills, and tools they need to develop compliant and effective advertising strategies that resonate with diverse audiences.
TUESDAY DEC. 10
Communicating Your Value to Buyer Clients
Communicating Your Value to Seller Clients
Adorna Carroll, President, Dynamic Directions, Inc.
In today’s real estate market, having effective dialogue and cutting-edge skills are imperative to representing buyer and seller clients. Learn how to articulate your value and demonstrate the skills to guide the buyer and seller through the home buying process.
Compensation in a Changed Industry
Melanie McLane, Speaker
Learn about the implications of the National Association of Realtors® proposed settlement, including the exclusion of compensation offers and the necessity for buyer agency agreements. Discuss articulating our value to sellers, buyers, and fellow agents, as well as strategies for conducting effective buyer counseling sessions and securing agency agreements with clients.
WEDNESDAY DEC. 11
How to Win in the New Era of Real Estate
Jared James, CEO & International Speaker
In response to the unprecedented change in the industry, adapt and learn what practical changes will be required moving forward to win for yourself, your consumers, and those who rely on you.
NJ Legal Update
Barry Goodman, Chief Counsel, NJ Realtors® and Conor Hennessey, Partner, Greenbaum Rowe Smith & Davis
Join the New Jersey Realtors® Chief Counsel, Barry Goodman, and Partner at Greenbaum Rowe Smith & Davis, Conor Hennessey for an update on New Jersey legal issues affecting all licensees. The session will be followed by a brief question-and-answer period.
THURSDAY DEC. 12
Navigating the Commission Maze: The Code of Ethics and Procuring Cause Explained for Real Estate Agents
Fredrick Buehler, Educator, Trainer, Public Speaker
This session covers how to enforce NAR Code of Ethics regulations, including our arbitration obligations and how hearing panels resolve procuring cause issues, and discover “Win-Win” solutions for COE compensation dilemmas.
NJ Realtors ® Takes to the Shore
New Jersey Realtors® teamed up with Clean Ocean Action for their annual fall beach cleanup at Island Beach State Park. Our volunteers walked up and down the coast to help keep our ocean and shoreline free of debris. Thank you to all who attended.
MAXIMIZE YOUR #TP24 EXPERIENCE WITH OUR SPECIAL EVENTS
MONDAY DEC. 9
Kickoff Party 8-11 p.m.
Caesars Atlantic City — Wild Wild West Casino
All attendees are welcome and encouraged to attend and kick off Triple Play 2024. Mix and mingle with real estate pros from NJ, NY, and Pa. Catch up with old friends, make new contacts, and meet your online connections in real life. Your admission is free with your Realtors® Triple Play badge
TUESDAY DEC. 10
NJ Realtors® Awards Session 2-4 p.m.
Room 312
Honor NJ Realtors® State and Local Realtor® of the Year, NJ Realtors® Good Neighbor award winners, Quarter Century Club recipients, Realtor® Emeritus members, and NJ Realtors® Leadership Academy Class of 2024.
NJ Realtors® President’s Installation and Gala 6-9 p.m.
Bally’s Atlantic City — Ocean Ballroom
Join us in honoring 2024 President Gloria Monks and the 2024 leadership team with the installation of 2025 President Kathleen Morin and the 2025 leadership team. Tickets are $80 and pre-registration is required
Icebreaker Reception 9 p.m.
NEW VENUE: Bally’s Atlantic City — The Yard
The event will feature boardwalk-style food such as pretzels and pizza and attendees will have the opportunity to network with Realtors® all across the tri-state area. Free admission with your Realtors® Triple Play badge
WEDNESDAY DEC. 11
RPAC High Rollers’ Suite 10 a.m.-4 p.m.
Room 308/309
Relax and recharge at Triple Play while supporting the Realtors® Political Action Committee. Pledge a $250 investment at the door to count towards your 2025 RPAC total
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Realtors ® Q&A
Meet the Decision Makers
ASSEMBLYWOMAN LISA
SWAIN
Welcome to our series, Meet the Decision Makers, where we interview key decision makers on their influential role within New Jersey. For this issue, we have Assemblywoman Lisa Swain. Her verbatim responses are italicized below. Do you have an idea of someone you’d like to see us interview? Email editor@njrealtor.com
Can you tell us a little about yourself and how you got started in public service?
I didn’t start out in politics, however, I always had a passion for giving back to my local community, especially after I moved to Fair Lawn and became a mother to two wonderful kids. I was an active member of the PTA, volunteered for local nonprofits, taught swimming, coached upand-coming triathletes—last year I competed in the World Triathlon Championship all the way in Spain, coming in fifth in my age group—and served on the Board of Trustees for the Maurice M. Pine Free Library. I did all of this until, about 17 years ago, I ran for a seat on the Fair Lawn Council and won. For over a decade, as both a Councilperson and eventually Mayor, I served the residents of Fair Lawn—the same community I raised my family in— working to solve problems, create connections, and make positive change. I can think of no greater privilege, nor a more rewarding experience, than spreading one’s passion for public service to their hometown. I ultimately stayed on the Council for almost 11 years, before joining the NJ State Assembly in 2018, wanting to see the impact I could do at the state level. Now, I serve as Chairwoman of the Assembly Appropriations Committee, ViceChair of the Assembly State and
Local Government Committee, and a member of the Assembly Education Committee. I still stay active in the community I’ve long called home, working closely with a variety of local organizations, from the Fair Lawn Economic Development Corporation, to the Arts Council and Green Team, to the 100th Anniversary Committee, which has spent the last year celebrating Fair Lawn’s centennial birthday.
What does the job of the Chairwoman of the Appropriations Committee entail in the state of NJ?
Being Appropriations Chair, my role is all about ensuring every financial decision our state makes is fair, informed, and reflective of the needs of all New Jerseyans. If a piece of legislation involves spending state money, it comes through our committee, and it’s my job to lead these discussions, weigh their fiscal impact, account for every dollar, and help prioritize the critical programs our communities rely on most without jeopardizing New Jersey’s financial health or sustainability. As with any committee, we listen closely to a diversity of voices—my fellow legislators, state departments, community groups, or everyday citizens—so we can negotiate, fine-tune, and make transparent the financial policies that will ultimately
shape the future of our state. It’s a role that requires a lot of balance and teamwork to ensure we remain good stewards of taxpayers’ hard-earned money.
What have you been working on that would help the real estate market in NJ?
Keeping property taxes low is key to stabilizing and strengthening New Jersey’s real estate market. By investing in smart development and enhancing our housing options, we can reduce the financial burden on homeowners and drive major economic growth. Our property taxes play a crucial role in funding essential services, like our top-ranked public schools, brave first responders, and local measures keeping our communities safe and clean. As always, it’s vital we strike the right balance, ensuring these services thrive while easing the financial pressure on homeowners. One of the high-priority areas of my work has been advocating for the Stay NJ and ANCHOR programs, which provide critical financial assistance to homeowners all across New Jersey. By helping seniors and working-class families stay in their own homes, we not only stabilize neighborhoods but also boost property values statewide. Additionally, I am committed to increasing the housing supply in New Jersey. A diverse housing stock is
essential for attracting new residents and retaining our existing community members, ultimately contributing to a healthier, stronger real estate market overall.
What other issues have you been tackling in your role as Assemblywoman?
As a legislator, I’m always working on a wide range of important issues, but from the very beginning, my top priorities have been ensuring clean drinking water for our communities, supporting our seniors, protecting women’s health and reproductive freedoms, and tackling the affordability crisis here in New Jersey. No parent wants to believe that when they hand their child a glass of water, they could actually be harming them in some way. That’s the reason I have pushed for legislation and state budgets that fund transformative investments in water infrastructure
upgrades, including lead pipe abatement, flood protection, and decontaminating our taps and waterways from PFAS and other pollutants. Additionally, since the COVID-19 pandemic, we’ve seen the cost of living skyrocket nationwide, and unfortunately, those prices have never truly come down. From housing and healthcare to the cost of food at the supermarket, families are feeling the pressure every day, not to mention our seniors who are on fixed incomes and experiencing this intense financial squeeze more than ever. That’s why the state is focusing on programs and legislation specifically designed towards easing the economic burden on our seniors and longtime residents. This includes establishing tax relief programs like ANCHOR, expanding eligibility for Senior Freeze, and providing gross income tax credits for qualified caregivers. Through all of this, we’re
LEADERSHIP ACADEMY
working to ensure that New Jersey remains an affordable place for families and that our seniors can age and retire comfortably in the state they’ve long called home, without being crushed by rising costs.
TOP FIVE QUESTIONS
1 Does Central NJ exist? Yes 2. Go-To Pizza Topping: Mushrooms
3. Pork Roll or Taylor Ham: Taylor Ham (or turkey bacon!)
4. Favorite Sports Team: Team USA
5 Dead or Alive, who is someone you would want to meet? Ruth Bader Ginsburg
Develop leadership skills, build your network, and apply for New Jersey Realtors® Leadership Academy Class of 2025. New Jersey Realtors® Leadership Academy is an exclusive eight-month-long program with five sessions. The 12 accepted applicants will develop unmatched skills in leadership, communication, public speaking, teamwork, and more. Learn more
Cape May Realtors® Host Drive for Blessing Bags
Last month the Cape May County Association of Realtors® held a drive to put together blessing bags, care packages filled with personal care items. The donations went to The Branches Outreach, a nonprofit organization that provides social services and programs for vulnerable individuals in Cape May County.
Mid Jersey Volunteers Support Children with Special Needs
Mid Jersey Association of Realtors® Community Service Committee sponsored and volunteered at the Somerset Children’s Center’s Annual Lucky Ducky Derby. The event raised money for the center, which aims to create a safe and nurturing environment for therapeutic services for children with special needs. Committee members helped prepare hundreds of recycled rubber ducks for the derby race, showing their commitment to positively impacting the community.
Community Service Committee members prepared rubber ducks for the Annual Lucky Ducky Derby.
Event Celebrates Hispanic Heritage Month and Advances DEI in Real Estate
The Greater Bergen Realtors® Diversity, Equity & Inclusion Committee, Young Professionals Network, and Global Business Council hosted a Hispanic heritage celebration. More than 100 attendees engaged in discussions on advancing homeownership and promoting DEI in the real estate industry.
YPN Raises Over $7,000 for Breast Cancer Patients
The Monmouth Ocean Regional Realtors® Young Professionals Network Committee held its fifth annual charity concert at the Wonder Bar last month. They raised over $7,200 for I Pink I Can, a New Jersey non-profit organization that supports breast cancer patients in both Monmouth and Ocean County.
Realtor® Community Day, A Success for NCJAR
During Realtors® Care Week in September, the North Central Jersey Association of Realtors® held Realtor® Community Day. Volunteers made a significant impact by assisting homeowners with essential repairs and safety modifications.
The YPN gathers for their annual charity concert.
Realtors® collect blessing bags for The Branches Outreach.
Realtors® gather to celebrate Hispanic Heritage Month
NCJAR participates in Realtors® Care Week.
MARKETPLACE
SUDOKU
Have a few minutes? Challenge yourself!
Statement of Ownership
1. New Jersey Realtor® 2. Publication #13260 3. Filing date: 09/27/2024 4. Issue frequency: bi-monthly. 5. 6 issues per year. 6. $3. 7. Complete Mailing Address of Known office of publication:10 Hamilton Avenue, Trenton, NJ 08611. Contact person: Colleen King Oliver, 609-3417111. 8. Complete mailing address of headquarters or general business office: 10 Hamilton Avenue, Trenton, NJ 08611-1806. 9. Full Name and Complete Mailing Address of Publisher: New Jersey Realtors® 10 Hamilton Avenue, Trenton, NJ 08611. Editor: Erin McFeeters 10 Hamilton Avenue, Trenton NJ, 08611. Managing Editor: Colleen King Oliver 10 Hamilton Avenue, Trenton NJ, 08611. 10. Owner: New Jersey Realtors® 10 Hamilton Avenue, Trenton, NJ 08611. 11. None. 12. Tax status has not changed during preceding 12 months. 13. Publication title: New Jersey Realtor® 14. 09/01/2024 15. Average no. copies during preceding 12 months | No. Copies of Single Issue Published Nearest to Filing Date—15a. 57,4451 | 56,198. a(1) Mailed outside county paid subscriptions: 57,344 | 56,086. a(2-4) 0 | 0. 15c. Total paid distribution: 57,344 | 56,086. 15d(1-3) Free or Nominal Rate Distribution 0 | 0. 15(d)4. Free or Nominal Distribution Outside the Mail: 107 | 112. 15e. Total Free or Nominal Rate
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