Hawaii 7-24-17

HAWAII EDITION

5 Tips to GET NEW CLIENTS CREATIVE MEDITATION for the Real Estate Professional

FEATURED AGENT

JAN NORES COVER STORY

RYAN LAMB

CONNECT BEYOND REAL ESTATE to Attract Future Clients Why Millennials are Now the HOTTEST SEGMENT OF THE BUYERS MARKET

HAWAII EDITION

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RYAN LAMB

RYAN LAMB

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JAN NORES

Jan Nores has always had a pas for fixing up houses. “Anytim friend or family member got a pla went in and made it a home. I st doing that when I was about 17,” says. After Jan bought and sold eral houses at a profit, her friends telling her she should be a realto JAN NORES finally–in 1983–Jan received her estate license. She’s spent the past 35 years serving her cl and building a booming business.

Jan concentrates her work in Puako–where she also live

CONTENTS well as Waimea, Kohala Ranch and the Kohala resort 4) 5 TIPS TO GET NEW CLIENTS 13) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

What sets Jan apart from other realtors? Her decades of e rience knowledge of the areas where she sells real es 18)and WHY MILLENNIALS “Puako is my backyard,” she says. She also has experi ARE NOW THE HOTTEST with both building and remodeling properties that helps he ents to envision theirOF new THE homes’ greatest potential. “I lo SEGMENT BUYERS work on the creative side of it,” Jan says. “I’m known a MARKET Remodel Queen. I’ve done many renovations and love to b storm with my clients. That helps expand their horizons an homes in a new way! When I look at a property I can ta 22) about CREATIVE people what they canMEDITATION do with it. I have the experien do that because built and remodeled several homes.

FOR THEI’ve REAL ESTATE been the Design Coordinator on several successful project

PROFESSIONAL

Much of Jan’s business comes from repeat and referral cli “I’m a relationship builder,” Jan says. “My other nicknam The Connector. I often introduce people who should know Phone 888-461-3930 | Fax 310-751-7068 other.” Jan throws parties to help introduce new neighbors mag@topagentmagazine.com | www.topagentmagazine.com build community within her client and friend base. With warm ways outgoing personality, it’s easy for Jan to No portion of this issue may be reproduced in any manner whatsoever without prior and consent of the publisher.

Top Agent in touch clients. often become friends and Magazine is published by Feature Publications GA, Inc. Although precautions arewith takenpast to ensure the “They accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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RYAN LAMB

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RYAN LAMB As a former Marine Corps officer Ryan Lamb has a robust network of business professionals who have left military service and established successful real estate careers.

Encouraged by a mentor while buying his first home Ryan decided that a real estate career was the best fit for him following his military service. In 2011 he embarked on his real estate career first getting licensed in California and then Hawaii in 2014. After just 3 years in Hawaii Ryan now leads one 8Copyright Top Agent Magazine

of the top teams on the island of Oahu and he himself was recognized as a Top 100 REALTOR® in the state of Hawaii for 2017 by the Hawaii Business Magazine. His team currently consists of three buyers’ agents, a listing manager, a luxury home specialist and multiple supporting staff. All members of Ryan’s team have some type of military background and together they bring the higher standard of service the military demands into their real estate business. Ryan is a certified Top Agent Magazine

“We get involved with the lives of our clients and we strategically plan with them to make sure we are doing what’s best for their situation. We work as consultants and mentors not just sales agents.”

Military Relocation Professional with extensive knowledge of the VA home loan benefit and he believes that helping someone buy or sell their home is not just a transaction but a lifelong relationship. “We get involved with the lives of our clients and we strategically plan with them to make sure we are doing what’s best for their situation,” he explains.

“We work as consultants and mentors not just sales agents.”

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Born and raised in upstate New York Ryan received a degree in Business Marketing from Kent State University. After serving four years on active duty he began selling real estate in San Diego before moving to the Hawaiian Islands. His marketing degree has served him well in the real estate industry as he’s set himself and his team apart by producing top quality lifestyle videos for their properties. “We create a story Copyright Top Agent Magazine9

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around each home and attempt to capture an emotion in our videos,” he says. “Our intention is for prospective buyers to visualize living in the home before they ever see it by highlighting the amenities in the neighborhood and providing a glimpse as to what their lifestyle could be like living there.” Ryan and his team go above and beyond by investing their own money up front for professional staging, video and photography services. “We invest a great deal financially upfront in our listings.

That’s something no one else is doing and we’ve seen drastic results. It allows us to achieve higher sales prices than anyone else in the area.”

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Living in Hawaii, Ryan and his wife enjoy all the outdoor activities that the islands have to offer. They are actively involved with many organizations, to include being the President of the Sigma Chi Fraternity Honolulu Alumni chapter, leading the men’s ministry at his church and volunteering with the local Humane Society. But he is the first to admit that real estate and growing his business is an all-consuming passion for him.

“I’m a big believer in continual self-education and constant improvement for both myself and everyone I surround myself with. I have a great dedication to educating my clients not only on how to achieve their own real estate goals but also how to gain financial freedom through real estate Copyright Top Agent Magazine 11

investing,� Ryan says. In the near future he and his entire team will be making a strategic business move and taking advantage of

an incredible opportunity to join Sotheby’s International Realty, the #1 luxury home brand in the world.

For more information on Ryan Lamb and his team visit LambsHomeTeam.com call 808-725-3137 or email Info@lambshometeam.com www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot Top Agent Magazine

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 14

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content Top Agent Magazine

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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JAN NORES Jan Nores has always had a passion for fixing up houses. “Anytime a friend or family member got a place, I went in and made it a home. I started doing that when I was about 17,” she says. After Jan bought and sold several houses at a profit, her friends kept telling her she should be a realtor and finally–in 1983–Jan received her real estate license. She’s spent the past 35 years serving her clients and building a booming business.

Jan concentrates her work in Puako–where she also lives–as well as Waimea, Kohala Ranch and the Kohala resort area.

What sets Jan apart from other realtors? Her decades of experience and knowledge of the areas where she sells real estate.

“Puako is my backyard,” she says. She also has experience with both building and remodeling properties that helps her clients to envision their new homes’ greatest potential. “I love to work on the creative side of it,” Jan says. “I’m known as the Remodel Queen. I’ve done many renovations and love to brainstorm with my clients. That helps expand their horizons and see homes in a new way! When I look at a property I can talk to people about what they can do with it. I have the experience to do that because I’ve built and remodeled several homes. I’ve been the Design Coordinator on several successful projects.”

Much of Jan’s business comes from repeat and referral clients.

“I’m a relationship builder,” Jan says. “My other nickname is The Connector. I often introduce people who should know each other.” Jan throws parties to help introduce new neighbors and build community within her client and friend base. With her warm ways and outgoing personality, it’s easy for Jan to keep in touch with past clients. “They often become friends and I see

them a lot,” she says with a smile. She prefers a personal touch over impersonal email blasts. “I’ll invite them over for pupus and a sunset and we catch up that way,” Jan says.

To market her listings, Jan uses a variety of creative approaches.

“Fortunately I work for Hawaii Life real estate brokers and we have the most trafficked website in Hawaii.” Jan was also on the hit HGTV show, “Hawaii Life” which opened a great way to market herself. People contact her and recognize her everywhere she goes!

Jan posts her listings in Luxury Homes Magazine and Christie’s, which is also an affiliate. She reaches out to her large network of past clients, as well as sending flyers to nearby neighbors.

Jan beautifully stages each listing herself as well. This tailored, unique approach to marketing often results in multiple offers and quick sales.

One of her greatest strengths is her ability to negotiate effectively with her clients and the other agent she is working with to reach a mutually beneficial agreement “I like negotiating a transaction where everyone is happy,” Jan explains. “I love people and I love homes. For me, it’s always fun.”

Jan’s tagline is: “It’s a small world on the Big Island” and she sees people she knows everywhere she goes. As part of her dedication to her community, Jan volunteers with the Puako Beach Community Association and the Coral Reef Alliance.

A dedicated swimmer and body boarder, Jan is committed to helping keep the ocean healthy. For the future, she plans to start a blog about the volcano. “That’s a great avenue, because it’s giving free information to people. And it’s a way to reach people who are interested in meeting you and learning what you know about the island.” Now that’s a blog we’re eager to see!

To learn more about Jan Nores, contact her via phone at 808-895-5445 or by email at Jan@HawaiiLife.com or check out her companies website: HawaiiLife.com www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 22

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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