New Jersey 2-26-18 by Top Agent Magazine

NEW JERSEY EDITION

GOOGLE ADWORDS: How to Make Google do the Work for You 8 Things SUCCESSFUL PEOPLE NEVER DO

5 Tips to Make New Hires a LONG-LASTING SUCCESS CREATIVE MEDITATION for the Real Estate Professional

FEATURED AGENTS

COVER STORY

JAY GUMNITZ

MICHAEL BETLEY MICHAEL GOMES CATHERINE GRECO ISAAC "YITZI" NUSSBAUM

NEW JERSEY EDITION

MICHAEL BETLEY

Michael Betley of Berkshire Hathaway 7 ices Fox & Roach Realtors in Haddonfield, is one of the most dedicated and knowlealtors currently working in the Garden a focus on clear, consistent communicad with an exceptional work ethic, Michael established himself as someone who can o put his client’s interests front and center.

ISAAC “YITZI” NUSSBAU How did Isaac “Yitzi” Nussbaum become a rising star

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MICHAEL GOMES CATHERINE GR

Intelligent, cutting-edge marketing has played a 19real 23 in luxury estate“Berkshire in the Jersey20 Shore tici significant roleresidential in the team’s success. area? Yitzi’s has a job history in commercial real esta Hathaway does afamily phenomenal in marketing Possessing winning Even asinalack child,ofproperty always a the personcombina or famil ourestate listings,” Michael. it’sthe the and says finance. Yitzi“Once found young, had hom been a who passion for know MichaelofGomes. fact,for theher initial pass true concern clients MLS, they distribute to ten or sorealtors additional homereally aggressive, cutting-edge buy websites.” Thetopair understands the aimporAfter successful turn affable his daily “E andwork. fun-lov their stuff bealso a great opportunity to jump in seven-year and a highly he tance of digital and Internet marketing, andmortgage to that in the industry, he finally passion I have,” he fill that void. Two years ago, Yitzi went to school to demeanor, Top Agent Cathe phe end are highly active in social media, and utilize decided to pursue the career path he’d ries, and the people obtain his email real estate license. Don’t his youthful Greco of Weichert Realtors pho customizable templates which they let long$27 been utiintrigued by. For the past a listing, I sell it an witp appearance fool you!propagated With over lize to have their listings to as million many dollars of Sparta, New Jersey has been four-and-a-half years, Michael has with different peopl potential clients as possible. sales in his first full calendar year, he’s got the skills viding top-notch client servic eve

arted in the industry almost a decade g followed his wife we joined together to established himself as an agent swiftly eam.” Licensed in both New Jersey and and experience of a seasoned top agent. He’s a savvy her many grateful buyers and utils the what rise, with a reputation for profesgive back to hi ia, the pair provides a full-service experiasked what GOMES he enjoys most on about he GRECO JAY GUMNITZ MICHAEL BETLEY When MICHAEL CATHERINE "YITZI"ToNUSSBAUM agent with a thriving business. He currently works at ISAAC to m ersand since her they’re working with buyers or sellers. does, Michael responds: “I like thesionalism, flexibility and personalized service, an 2011. school he graduated Crossroads Realty, where he leads a growing team of and lso experienced and knowledgeable in the process of the scheduling. As parents of three young children,abiding that’s importenthusiasm for his daily work. options post-gradua several agents and client care assistants. also whether it’s assisting the Berkshire relocation program, ant to us.” He also enjoys the relationships he and Kelly develop Catherine long dreamed of becoming a real estate agent, them the ropes of sit esta Physicians, professional athletes and coaches. with their clients. “I like letting our clients knowgraduation that we’re going fromareas highofschool, in fact. “I In just th Primarily serving the Northern New Jersey Union County, hisremember free hours, M to take care of them,” heas explains. “We’llDover” take care of every-Yitzi serves Known the “North specialist, wanted to get into real estate out of high school, but I felt Essex County, and Middlesex County, Michael works as an inteily and loved ones, half of their business is based on repeat clients and thing, from negotiating, to scheduling ordering title, the Jersey Shore inspections, areaMichelle with a Pais focus on the North component also heads she his own of “Then, day I’veIhad, it’s I was tooGroup. young at the time,” explains. wasAft wo Michael and Kelly are clearly doing something right. The and finally doinggral everything to getof to the the settlement table with He Dover section of Toms River. He also covers all of Ocean and his top-notch com team, which includes two buyers agents, and his wife will soon join I come home,” he f multiple New Jersey Circle of Excellence Awards and no hidden surprises. We endeavor to make theing process run husband as for my as his office manager, and found mys Monmouth counties. Most ofclosing his business comes referrals as though someo y recognized as having reached Gold and Platinum stasmoothly as possible. Seeingas our get tomarketing the table, whenever the ranks hisclients licensed assistant. Today,from roughly getting excited I’d see40% a ‘for sale’ sign go up. I from friends, family and past satisfied clients eager to spread the process,ahead, and that egrity and commitment with which they approach each whether they’re buying or selling is a really of Michael’s business is great driven by anddo referral clientele—the Looking Mic feltexperience.” thatrepeat itch to it, because it had always been in my hea has inspired immense client loyalty. “In this business,” word about the amazing service his team provides. What makes know they have n surest demonstration of a job well done. At the root of Michael’s and team, with hop thought, ‘I’m getting any younger,’ so I bithands,” the bullet, el, “you have to be able to relate to folks, and be able to When he’s not working, Michael enjoysa family time, and can not working with Yitzi special experience? First, he understands good he professional approach is his personal touch, treating clients with the years to come. my the license, and have never looked back.”clients are satisf must understand the way people think. I believe that’s be found playinghow sports with hisand sons, and shopping with his delicate emotional real estate transaction can be respect, attention, and placing their unique needs ahead of his own. tition is good as lon we’ve been able to do successfully, and it’s helped grow daughter. He is also an avid golfer. Michael is adamant about for both sellers and buyers. He feels being a great salesperson is Yitzi like “Clients must always come before the commission,” he explains. doing well most in thisabo b s.” giving back to his community, and participates in many town With more than a quarter of her business based on repeat having high degree of many empathy for always everyone in aback. transaction. connecting onfocu wh “Ifbest youtoa be service clients well, come Every education, and functions doing his involved in as ofthey’ll Berkshire clients, Catherine is inclearly Itmonth, is through the relationship starts. Yitzi knows I willsomething at their ris de their clients feel for the pair is best illustrated by this Hathaway’s charitable endeavors. I call empathy all of mywhere pastreferral clients to find out what’s new their doing estate isbestimulating What accounts for this level of client loyalty, she believe view on their website: “Mike and Kelly Betley were great that the entire can I’ve be intimidating, when you most lives. That way,process they know taken a likingespecially to them, that I appreing andstress-free working hae h. They were always accessible and worked hard on our As for the future, Michael plans on obtaining his broker’s a high level of empathy. “I think my clients really know th add and the many invading for the dreamsbe come true ciateattorneys, who theyinspectors, are, and that it was never other aboutpeople the commission always evolving ll our home and help us purchase our new home. They license, and continuing to grow his team. “We have several care about them as people. I take an interest in their lives, life the client. “I nurture feel mythose job isrelationships to guide and protectsomy or be selling their cu me.ofI maintain and forever, it’sclients never or left behind.” ra mile to inform us about our new town and each home agents on our team,” he says. “We’re not out recruiting new a question of who they’ll call when they have a real estate need.” ence complete, andw every step the way”. “I believe one reason for my success so we become friends after the transaction. I stay in touch at, and to make us comfortable with our choice. We agents, however if they wish to join us and see how to get assuredly still cards totocot in my career thatthem.” my clients see in mytouch genuine desire to means To give back Staying for Catherine sending that they were 100% involved in helping us, and making started, we will early coach and advise themiswhich is important for What’s more, Michael’s marketing isvalues. a hallmark them first and never tomultiple compromise This way of holidays of his and income to l rchase and sale run as smooth as possible. Thanks Mike all new agents. I put see our team continuing to grow down theapproach road. myoccasions, special including annive oving the new house!” I love what I do.”doing of his business banner company, Signature Realty New Jersey. Just is across the board from proper to unique travel. For fut ries, following thempricing on Facebook and sending out the an e-m

CONTENTS

4) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU

17) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

13) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

21) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

as he takes asolutions considered tosolving.” each of his client relanegotiating andapproach problem maintain the exqu newsletter every two weeks. tionships, Michael also puts careful thought into creating his clients. He pla savvy marketing “Werecommends complete a customized To prepare a housecampaigns. for sale,AYitzi a home inspection help more people true empathy for the experience her clients are go marketing plan for Michael says. Blending prior to listing theevery homeproperty,” in order to prevent more negotiations sure to make that through during the transaction process is part and parce the best practices of both traditional and digital marketing, Catherine’s approach. “I try to make the experience m Phone 888-461-3930 | Fax 310-751-7068 he first focuses on visually preparing homes for market. about them, because it’s the biggest transaction of their li Staging and professional photography create attractive mag@topagentmagazine.com | www.topagentmagazine.com I also try to make it fun for them. I love to laugh. I take and immersive presentations, while broker opens and open veryofseriously, but ITop don’t take myself to serious houses whatsoever draw interest fromsituation the neighborhood and beyond. No portion of this issue may be reproduced in any manner without prior consent the publisher. Agent Michael also cites a tech-forward approach that involves just try to make it fun and less stressful.” Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Formaterials, moreTopinformation about geographically targeted ads or across media, Agent Magazine cannot be heldMichael responsible for Betley, opinions expressed facts social supplied by its often authors. drawing key buyers from New York. Finally, Michael uti- on Zillow, Catherine’s clie With a perfect five-star rating subscribe or change address, inquiryMBetley1@gmail.com to mag@topagentmagazine.com. pleaseTocall 856-816 -8849 orsend email lizes a strategic pricing method that drums up interest and clearly reciprocate her appreciation for them. Reads one gl Published in the U.S. frequently leads to biddinging wars. “For me, the client comes testimonial on the site: “Catherine is a professional Copyright Topsure Agent Magazine first and I want to make our objectives—to To learn mor getswe thereach job done. We had two realtors prior to Catherine sell their home for the highest amount and in the shortest To find out more about Isaac Nussbaum, e visitab she outshone both of them “Yitzi” put together. She really cares period of time,” he says. getting the best price for your home and positions her mar e-mail call 929 - 777 - 0347 or check him outrealesta onlin 2 Top Agent Magazine ingis to draw potential buyers it not w While his ability to execute well-proven, Michael takes to your home even ifcall (2 they are looking for. I highly recommend Catherine Greco pride in his connections with clients, never losing sight of

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers. Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someoneâ&#x20AC;&#x2122;s search results, and you can set a budget for each campaign that will dictate itâ&#x20AC;&#x2122;s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you. 4

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic. You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you donâ&#x20AC;&#x2122;t want to simply go into the process blind or youâ&#x20AC;&#x2122;re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns. 6

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JAY GUMNITZ Top Agent Magazine

With a slew of industry awards and commendations— including one the highest honors New Jersey offers—Jay Gumnitz is currently working solo and serving all of Monmouth, Ocean, and Middlesex County.

JAY GUMNITZ Top Agent Jay Gumnitz of RE/MAX Central in Manalapan, New Jersey is one of those rare real estate agents who approaches each and every transaction with his client’s best interests in mind. The genuine concern he shows for his buyers and sellers has resulted in a perfect 5-star rating on Zillow, comprised of more than eighty glowing testimonials. Jay, who began working in the real estate industry 8 years ago, was a former partner in one of the highest-rated wedding entertainment companies in New Jersey before 8Copyright Top Agent Magazine

switching careers. There are parallels, he believes, to that career and his current one. “If you think of a wedding as the most significant event anyone will have in their life, then it was my job to make sure that the entire process from start to finish was a success,” he says. “Anything less than perfect was unacceptable. In real estate, I’m doing the same thing but with what is likely their largest purchase or sale. I am there every step of the way, with a personalized approach. When you truly believe in your product, there is no need to put on a “sales” hat. The passion takes over, and it becomes who you are.” With a slew of industry awards and commendations – including one the highest honors NJ offers, NJAR Circle of Excellence Platinum Top Agent Magazine

Level in 2017 – Jay is currently working solo and serving all of Monmouth, Ocean, and Middlesex County. He can also currently boast that 95% of his business is the result of referrals from satisfied customers and repeat clients. There are many reasons for this, Jay believes. “My business model is based on simply being genuine. Whether it’s doing my seller a favor and quickly fixing up and staging their home for a last minute showing, or sending holiday cards and random post-sale calls. It’s because I genuinely care about my client, and protecting Top Agent Magazine

their best interest. Everything stems from that. People appreciate it and that’s where referrals come from; I have a 100% success rate in turning clients into lifelong friends, and that’s very important to me.” Another factor that sets Jay above many of his peers is his appreciation for the interpersonal side of the business, both with his clients and with other realtors. “In my area there’s not a lot of inventory, so anytime a new listing arises, it’s a frenzy; a bidding war,” he says. “So how Copyright Top Agent Magazine9

can I put my clients in the best position to accomplish their goal and get the home without overpaying? I do certain things a lot of other agents may not do. Sometimes putting together a personalized packet that allows the seller to look at my client as more than just ‘another offer,’ but as a growing family who will take amazing care of the home. It’s all about making my clients’ offer stand out as the absolute best, even though it may not be the highest. Copyright Top Agent Magazine Copyright 10

Additionally, I always make sure to develop a positive rapport with other realtors. It’s a great feeling knowing that my clients’ offer was accepted, simply because the opposing agent trusts that the deal will get done smoothly.” Building lasting relationships with his clients is of paramount importance to Jay. “No single transaction is more important than forming that lifelong relationship,” he explains. “I would Top Agent Magazine

take a loss if it meant helping my clients get to that next step. I think they notice and appreciate that.” Clearly, they do, if Zillow is any indication. Reads one of his rave reviews: “Jay was the best realtor we could have asked for. He was available 24 hours 7 days a week with any questions we had and responded instantly. He sold our home extremely fast with numerous offers, and then spent days trying to find us our dream home. He was amazing at negotiating both deals and made it the least stressful for us as he could. I would recommend him to everyone!” Top Agent Magazine

Despite the obvious financial rewards of his chosen profession, it’s the more personal side of the business that provides the most satisfaction for Jay. “I love how rewarding it is to take a process that is generally known to be stressful and time-consuming and really just make it exciting and enjoyable,” says Jay. “Seeing the buyer or seller’s face at the closing table and knowing we were able to work together as a team and accomplish their ultimate goal. It’s addicting and a large part of what keeps me motivated.” Copyright Top Agent Magazine 11

For more information about

JAY GUMNITZ,

please call 732 -740 -3017 or email JayGumnitz@gmail.com Copyright Top Agent Magazine 12

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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MICHAEL BETLEY Top Agent Michael Betley of Berkshire Hathaway Home Services Fox & Roach Realtors in Haddonfield, New Jersey is one of the most dedicated and knowledgeable Realtors currently working in the Garden State. With a focus on clear, consistent communication, coupled with an exceptional work ethic, Michael has firmly established himself as someone who can be trusted to put his client’s interests front and center. Michael started in the industry almost a decade ago, having followed his wife we joined together to become a team.” Licensed in both New Jersey and Pennsylvania, the pair provides a full-service experience, whether they’re working with buyers or sellers. They are also experienced and knowledgeable in the process of relocation, whether it’s assisting the Berkshire relocation program, relocating Physicians, professional athletes and coaches. More than half of their business is based on repeat clients and referrals, Michael and Kelly are clearly doing something right. The recipients of multiple New Jersey Circle of Excellence Awards and consistently recognized as having reached Gold and Platinum status, the integrity and commitment with which they approach each transaction has inspired immense client loyalty. “In this business,” says Michael, “you have to be able to relate to folks, and be able to adapt. You must understand the way people think. I believe that’s something we’ve been able to do successfully, and it’s helped grow our business.” The gratitude their clients feel for the pair is best illustrated by this glowing review on their website: “Mike and Kelly Betley were great to work with. They were always accessible and worked hard on our behalf to sell our home and help us purchase our new home. They went the extra mile to inform us about our new town and each home we looked at, and to make us comfortable with our choice. We always felt that they were 100% involved in helping us, and making both the purchase and sale run as smooth as possible. Thanks Mike and Kelly-loving the new house!”

Intelligent, cutting-edge marketing has played a significant role in the team’s success. “Berkshire Hathaway does a phenomenal job in marketing our listings,” says Michael. “Once it’s in the MLS, they distribute to ten or so additional home websites.” The pair also understands the importance of digital and Internet marketing, and to that end are highly active in social media, and utilize customizable email templates which they utilize to have their listings propagated to as many potential clients as possible. When asked what he enjoys most about what he does, Michael responds: “I like the flexibility and the scheduling. As parents of three young children, that’s important to us.” He also enjoys the relationships he and Kelly develop with their clients. “I like letting our clients know that we’re going to take care of them,” he explains. “We’ll take care of everything, from negotiating, to scheduling inspections, ordering title, and finally doing everything to get to the settlement table with no hidden surprises. We endeavor to make the process run as smoothly as possible. Seeing our clients get to the closing table, whether they’re buying or selling is a really great experience.” When he’s not working, Michael enjoys family time, and can be found playing sports with his sons, and shopping with his daughter. He is also an avid golfer. Michael is adamant about giving back to his community, and participates in many town functions doing his best to be involved in as many of Berkshire Hathaway’s charitable endeavors. As for the future, Michael plans on obtaining his broker’s license, and continuing to grow his team. “We have several agents on our team,” he says. “We’re not out recruiting new agents, however if they wish to join us and see how to get started, we will coach and advise them which is important for all new agents. I see our team continuing to grow down the road. I love what I do.”

For more information about Michael Betley, please call 856 -816 - 8849 or email MBetley1@gmail.com Top Agent Magazine

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesnâ&#x20AC;&#x2122;t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 18

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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MICHAEL GOMES Even as a child, property had always been a passion for Michael Gomes. After a successful seven-year turn in the mortgage industry, he finally decided to pursue the career path he’d long been intrigued by. For the past four-and-a-half years, Michael has established himself as an agent swiftly on the rise, with a reputation for professionalism, personalized service, and an abiding enthusiasm for his daily work. Primarily serving the Northern New Jersey areas of Union County, Essex County, and Middlesex County, Michael works as an integral component of the Michelle Pais Group. He also heads his own team, which includes two buyers agents, and his wife will soon join the ranks as his licensed marketing assistant. Today, roughly 40% of Michael’s business is driven by repeat and referral clientele—the surest demonstration of a job well done. At the root of Michael’s professional approach is his personal touch, treating clients with respect, attention, and placing their unique needs ahead of his own. “Clients must always come before the commission,” he explains. “If you service clients well, they’ll always come back. Every month, I call all of my past clients to find out what’s new in their lives. That way, they know I’ve taken a liking to them, that I appreciate who they are, and that it was never about the commission for me. I maintain and nurture those relationships forever, so it’s never a question of who they’ll call when they have a real estate need.” What’s more, Michael’s marketing approach is a hallmark of his banner company, Signature Realty New Jersey. Just as he takes a considered approach to each of his client relationships, Michael also puts careful thought into creating savvy marketing campaigns. “We complete a customized marketing plan for every property,” Michael says. Blending the best practices of both traditional and digital marketing, he first focuses on visually preparing homes for market. Staging and professional photography create attractive and immersive presentations, while broker opens and open houses draw interest from the neighborhood and beyond. Michael also cites a tech-forward approach that involves geographically targeted ads across social media, often drawing key buyers from New York. Finally, Michael utilizes a strategic pricing method that drums up interest and frequently leads to bidding wars. “For me, the client comes first and I want to make sure we reach our objectives—to sell their home for the highest amount and in the shortest period of time,” he says. While his ability to execute is well-proven, Michael takes pride in his connections with clients, never losing sight of Top Agent Magazine

the person or family at the heart of each home bought or sold. In fact, the initial passion that drove the start of his career still informs his daily work. “Everybody that works with me understands the passion I have,” he says. “I love learning about a home, its memories, and the people that lived there. When someone calls me about a listing, I sell it with passion and enthusiasm. I love the interactions with different people every day.” To give back to his community, Michael visits the Newark high school he graduated from, giving current students a sense of their options post-graduation. He also hosts interns in his office, teaching them the ropes of the industry, from marketing to lead generation. In his free hours, Michael most enjoys spending time with his family and loved ones, especially his daughter. “No matter what kind of day I’ve had, it’s all left behind the moment I see her smile when I come home,” he says. Looking ahead, Michael has plans to continue growing his business and team, with hopes to work with others as a mentor and coach in the years to come. “I love to motivate others,” he says. “Competition is good as long as it’s healthy, so I love seeing other people doing well in this business.” He’s also a big believer in continuing education, and focuses on staying up-to-date on the industry. “Real estate is stimulating in the sense that you always have to keep learning and working hard. If you continue to do both, your mindset will always be evolving. In this business, you have to learn to adapt or be left behind.” Now, with nearly five years of intrepid experience complete, and a passionate eye for the future ahead, the best is assuredly still to come for Michael Gomes.

To learn more about Michael Gomes visit his website here, e-mail realestatesoldbyme@gmail.com, call (201) 757 – 4760, or visit his Facebook page here. http://michellepaisgroup.com/agents/michael-gomes/

https://www.facebook.com/realestatesoldbyme/

CATHERINE GRECO Possessing a winning combination of true concern for her clients and a highly affable and fun-loving demeanor, Top Agent Catherine Greco of Weichert Realtors in Sparta, New Jersey has been providing top-notch client service to her many grateful buyers and sellers since 2011.

For an agent so invested in the well-being of her clients, it’s not surprise that Catherine’s favorite part of her job involves the more personal side of the transaction. “I love when I see people creating memories in a house that I helped them buy. I love following my clients on Facebook, and I love seeing photos of them enjoying their house, on holidays, and how they decorate it. I just feel that it’s an honor and a privilege to help them with their largest asset, whether it’s buying or selling, and I’m just really happy to be a part of the transaction.”

Catherine long dreamed of becoming a real estate agent, since graduation from high school, in fact. “I just remember that I wanted to get into real estate out of high school, but I felt like I was too young at the time,” she explains. “Then, I was working for my husband as his office manager, and found myself getting excited whenever I’d see a ‘for sale’ sign go up. I just felt that itch to do it, because it had always been in my heart. I thought, ‘I’m not getting any younger,’ so I bit the bullet, got my license, and have never looked back.”

Catherine is grateful to be able to give back to the community that has supported her, and to that end volunteers for multiple charities that assist the underprivileged, including the organizations Samaritan Inn and Helping Hands. She also gives back to the real estate community via her position as Vice President of the Sussex County Board of Realtors.

With more than a quarter of her business based on repeat and referral clients, Catherine is clearly doing something right. What accounts for this level of client loyalty, she believes, is a high level of empathy. “I think my clients really know that I care about them as people. I take an interest in their lives, and we become friends after the transaction. I stay in touch with them.” Staying in touch for Catherine means sending cards for multiple special occasions, including holidays and anniversaries, following them on Facebook and sending out an e-mail newsletter every two weeks.

Ultimately, Catherine’s business philosophy can be summed up with the words of Maya Angelou: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Says Catherine, “I know I bring value to the table, and I just want to make people feel valued, too.”

A true empathy for the experience her clients are going through during the transaction process is part and parcel of Catherine’s approach. “I try to make the experience more about them, because it’s the biggest transaction of their lives. I also try to make it fun for them. I love to laugh. I take the situation very seriously, but I don’t take myself to seriously. I just try to make it fun and less stressful.” With a perfect five-star rating on Zillow, Catherine’s clients clearly reciprocate her appreciation for them. Reads one glowing testimonial on the site: “Catherine is a professional that gets the job done. We had two realtors prior to Catherine and she outshone both of them put together. She really cares about getting the best price for your home and positions her marketing to draw potential buyers to your home even if it not what they are looking for. I highly recommend Catherine Greco as your realtor, she will make a difference.” 20

For more information about CATHERINE GRECO, please call 973 - 222 - 1979 or email CGreco@Weichert.com Copyright Top Top Agent Agent Magazine Magazine

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 Top Agent Magazine

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 21

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.

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.

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. Top Agent Magazine

ISAAC “YITZI” NUSSBAUM How did Isaac “Yitzi” Nussbaum become a rising star in luxury residential real estate in the Jersey Shore area? Yitzi’s family has a history in commercial real estate and finance. Yitzi found the lack of young, aggressive, cutting-edge realtors who really know their stuff to be a great opportunity to jump in and fill that void. Two years ago, Yitzi went to school to obtain his real estate license. Don’t let his youthful appearance fool you! With over $27 million dollars of sales in his first full calendar year, he’s got the skills and experience of a seasoned top agent. He’s a savvy agent with a thriving business. He currently works at Crossroads Realty, where he leads a growing team of several agents and client care assistants. Known as the “North Dover” specialist, Yitzi serves the Jersey Shore area with a focus on the North Dover section of Toms River. He also covers all of Ocean and Monmouth counties. Most of his business comes from referrals from friends, family and past satisfied clients eager to spread the word about the amazing service his team provides. What makes working with Yitzi a special experience? First, he understands how delicate and emotional the real estate transaction can be for both sellers and buyers. He feels being a great salesperson is having a high degree of empathy for everyone in a transaction. It is through empathy where the relationship starts. Yitzi knows that the entire process can be intimidating, especially when you add attorneys, inspectors, and the many other people invading the life of the client. “I feel my job is to guide and protect my clients every step of the way”. “I believe one reason for my success so early in my career is that my clients see my genuine desire to put them first and never to compromise my values. This way of doing business is across the board from proper pricing to unique negotiating solutions and problem solving.” To prepare a house for sale, Yitzi recommends a home inspection prior to listing the home in order to prevent more negotiations

down the line. He is a big proponent of practicing proactive real estate versus reactive real estate. He advises that clients declutter their homes as much as possible to allow potential buyers to envision the home to be theirs. And he hires a top professional crew of photographers to do beautiful sunset shoots and drone photography, as well as a videographer to film an indoor/outdoor walkthrough that brings out every positive aspect of the property. Yitzi utilizes a wide variety of social media platforms to market listings. “We have a huge Instagram and social media following,” he explains. He also advertises in local and community real estate magazines. After working with Yitzi, his clients rave about his top-notch communication skills. They also say they felt as though someone was holding their hand throughout the process, and that they were Yitzi’s only client. “My clients know they have nothing to worry about, knowing they are in good hands,” he says. Yitzi’s biggest priority is ensuring his clients are satisfied throughout the transaction. What does Yitzi like most about his work? “I like meeting with my clients, connecting on what their needs, priorities and goals look like. I will be at their side in the time frame they need providing the most stress-free experience possible. I love making my clients dreams come true, whether that is finding them the right house or selling their current home.” To give back to the community, Yitzi contributes ten percent of his income to local charities. In his free time, Yitzi loves to travel. For the future, he wants to both grow his business and maintain the exquisite customer service he currently provides his clients. He plans to do this by growing his team, so they can help more people. With his youth, enthusiasm and talent, he’s sure to make that dream a reality.

To find out more about Isaac “Yitzi” Nussbaum, email yitzi@soldbyitzi.com, call 929 - 777 - 0347 or check him out online at soldbyitzi.com www.

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