NEW ENGLAND 9-26-22

NEW ENGLAND EDITION

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THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

SMALL YARD?

BIG STATEMENT:

FEATURED AGENT

CRAIG DELLA PENNA

INCORPORATING

CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

COVER STORY

ALAN DEANGELO

NEW ENGLAND EDITION

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CRAIG DE

Craig Della Penna jok one of the top REAL his gravestone won’ sold houses. That’s b gest-standing, most n and personal passion of former/unused rail ALAN DEANGELO CRAIG DELLA PENNA ALAN DEANGELO lic walking, biking an a former organizer Conservancy,” he says, explaining that he became CONTENTS fort during a long railroad industry career marketi ning 17) the startup andYARD? management 4) INCORPORATING SMALL BIG of major translo

CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

STATEMENT: HOW TO MAKE THE OUT OFfor the railr “In the-mid 1990sMOST while working MICRO OUTDOOR SPACES to write a series of books on the history of old

converted bike or hike trails,” he says. Soon aft 20) BEYOND CLEANING Rails-to-Trails Conservancy (RTC) hired Craig AND DECLUTTERING: WHAT the Northeast, where he advocated for rail-trail IMPROVEMENT EXPENSES and worked to prevent bad policy that slowed MAKE THE MOST SENSE? while, he and his wife Kathy purchased and refur near the center of Northampton’s historic Civil Phone 310-734-1440 | Fax 310-734-1440Florence, and in 2003 opened the Sugar Maple T guest-room B&B. It wasn’t until 2004, when the mag@topagentmagazine.com | www.topagentmagazine.com Northeast to ofPennsylvania, that he became No portion of this issue may be reproduced in any manner whatsoever without office prior consent the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy of published materials, Top an are unconventional niche.

14) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

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“I specialize in the sale of houses near former rai have been converted to bike and hiking trails,” that entering real estate in Top theAgent 21st century an Magazine requires a niche. “It’s shocking how many peo

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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ALAN DEANGELO

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Also licensed in Maine and New Hampshire, Top Agent Alan DeAngelo of Fruh Realty assists clients throughout the North Shore and its surrounding areas.

A longtime resident of the North Shore, Alan DeAngelo has always possessed an entrepreneurial spirit. After a 30 year career in HVAC distribution, he would take an interest in real estate while managing the renovation and design of his own waterfront restaurant. Drawing from his personal experiences conducting over fifteen personal transactions across his region and the pandemic crushing the restaurant 8Copyright Top Agent Magazine

project, he decided the time was right to earn his real estate license in 2020. Sure enough, he would find fast success as an agent, exceeding $10 million in volume within his first full year in the business.

The rest is history.

Today, Alan is a REALTOR® with Fruh Realty, LLC, where he assists clients throughout the North Shore and its Top Agent Magazine

surrounding areas. Also licensed in Maine and New Hampshire, he possesses the insight, experience, and integrity to meet the needs of any buyer or seller.

When listing a property, Alan equips his clients with a comprehensive strategy.

After helping them fully prepare their Top Agent Magazine

home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Meanwhile, he leverages proven resources like a committed local marketing firm and luxury listing service to give his clients an added advantage, broadcasting their properties over nationwide publications like The New York Times.

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“I leave every relationship open once the transaction closes,” Alan says. “Above all, I’m always here for my clients should they have questions, encounter an issue with their property, or need a contractor referral to make any changes or improvements.”

But Alan is just as helpful when assisting his buyers, drawing from his years of experience in real estate and the building industry to uncover the right property for their best interests. Moreover, he enjoys staying in touch with his clients long after the deals are done through regular check-ins, market updates, and gifts at the holidays. In fact, his daughter, a terrific artist, even provides clients with a unique painting at their closing to celebrate the purchase of their new home.

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Since launching his career as an agent, Alan has earned a fantastic reputation throughout the region, as evidenced by his rapidly growing rate of repeat clients and referrals.

Now on pace to meet his goal of $20 million in volume in 2022, he remains committed to the core values that continue to set him apart. “I leave every relationship open once the transaction closes,” he says. “Above all, I’m always here for my clients should they have questions, encounter an issue with Top Agent Magazine

their property, or need a contractor referral to make any changes or improvements.”

Outside his career, Alan is dedicated to his community. On top of serving as a member of his local Chamber of Commerce, he has always found time to coach youth sports and also volunteers at events to Top Agent Magazine

support the Tragedy Assistance Program for Survivors. When he’s not with clients or giving back, he can be found traveling, boating, or spending quality time at home with his family. “Real estate has allowed me to spend more time with my wife and five children without compromising my standards for my clients,” he says. “Each Copyright Top Agent Magazine 11

morning, I can send my kids off to school or enjoy coffee with my wife, while still being available to my buyers and sellers when they need me.”

As his volume maintains its steady growth, Alan intends on scaling his vision of

boutique service throughout the region, with plans to pursue his Broker’s license and bring his children into the business in the future. In the meantime, though, he is more than satisfied with the fulfilling career he has cultivated within his thriving North Shore community.

To learn more about Alan DeAngelo, email alan@fruhrealty.com, visit fruhrealty.com or call 617-212-8333 www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con14

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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CRAIG DELLA PENNA Craig Della Penna jokes that despite being one of the top REALTORS® in his area, his gravestone won’t mention that he sold houses. That’s because Craig’s longest-standing, most notable professional and personal passion is the repurposing of former/unused railroad lines into public walking, biking and hiking trails. “I’m a former organizer for Rails-to-Trails Conservancy,” he says, explaining that he became involved in the effort during a long railroad industry career marketing freight and planning the startup and management of major transloading facilities.

“In the-mid 1990s while working for the railroad, I was invited to write a series of books on the history of old rail lines that were converted bike or hike trails,” he says. Soon after that, the national Rails-to-Trails Conservancy (RTC) hired Craig as an organizer in the Northeast, where he advocated for rail-trail conversion projects and worked to prevent bad policy that slowed the process. Meanwhile, he and his wife Kathy purchased and refurbished a farmhouse near the center of Northampton’s historic Civil War era village of Florence, and in 2003 opened the Sugar Maple Trailside Inn—a two guest-room B&B. It wasn’t until 2004, when the RTC relocated the Northeast office to Pennsylvania, that he became a REALTOR® with an unconventional niche.

But the Sugar Maple Trailside Inn, built in 1865 – just three years before the railroad’s construction – and purchased by Craig and Kathy in 2001, is perhaps one of the area’s most inviting historic attractions. In 2003, the B&B, which Craig and Kathy also call home, was awarded the City of Northampton’s Historic Preservation Award following the couple’s restoration effort. Featured on Home & Garden Television’s “Restore America” program, the restoration of the Italianate farmhouse-style building included contemporary upgrades throughout and to its two guest rooms and refurbishments that maintained the building’s historical integrity.

The adjacent rail-trail, which was opened in 1982, sits just eight feet from the Inn, which has hosted visitors from 48 states and 11 countries. With delicious breakfasts served in the beautiful dining room and a veritable museum of antique railroad maps, documents and books spread throughout the Inn, it’s no wonder that more than 50 visitors to the Sugar Maple Trailside Inn have worked with Craig to purchase their own homes within this historic region. Visit sugar-maple-inn.com for info about the B&B.

“I specialize in the sale of houses near former railroad corridors that have been converted to bike and hiking trails,” he says, explaining that entering real estate in the 21st century and being successful requires a niche. “It’s shocking how many people are opposed to the building of a rail-trail near their house, saying it would devalue their property or that they’d never be able to sell their property in the future.” Coupling his understanding of rail-trails and his advocacy work on behalf of them, Craig provides real estate know-how and narrative marketing skill to sell properties near the converted lines.

“With these trails, kids can walk and bike to school and people can travel through their communities without a car.”

Though his real estate niche may sound narrow to those not familiar with its depth, Craig closes a sizable chunk of business within that niche. “I helped build 1,000 miles of these pathways in the Northeastern U.S. and as a REALTOR®, about 35% of my business in any year is housing near the rail-trails.” “Within 150 miles of my house lies that densest network of dead steam RR corridor in North America.” “Most of that network is being redeveloped to walking/ biking trails that connect right where people live, work, play and go to school.” Nevertheless, despite real estate success, Craig insists he is not just a REALTOR®. With some prodding, the humble businessman shares that though he has authored five books; but a more interesting factoid is that he has been featured as a case-study in five recent books for creative marketing, 21st Century branding, his unusual niche RE practice et; and he has given more than 1,200 lectures in 21 states on rail-trail conversions and their effects on nearby residential real estate. “I inspire people to do better things in their communities,” he says.

Serving the Connecticut River Valley of Western Massachusetts, Craig cherishes the Northampton area. “Northampton has one of the most acclaimed downtowns in the U.S., with more restaurants in our small city of 30,000 than anywhere between New York and Montreal,” he says. People fall in love with the community when visiting. “Through our-bed-and breakfast, I get five or six real estate transactions a year from visitors who love the city so much they want to move here.”

Naturally, among the community’s many amenities, a “dead railroad” that is now a non-motorized, walking/biking network, curves around the downtown featuring a vast map of biking and hiking trails.

He has developed “friends of the trails” groups in scores of communities around New England. He even publishes a free, monthly E-newsletter about rail trail development in the region that goes out to over 12,000 people in 8 states. “I like going out and inspiring people to take on and restore old spaces,” Craig says. He admires how Millennial and Gen-X buyers are making a difference in some of New England’s former industrial areas. “There’s this renaissance taking place. They’re buying and fixing up these somewhat rundown houses before fixing up the cities themselves,” he says. “I like that I get to work with people who treasure where they live.”

Craig can be reached at 413-575-2277, by email at CraigDP413@gmail.com or by visiting TrailsideTeam.com www.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with Top Agent Magazine

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods 18

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 20

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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