New Jersey 3-26-18

NEW JERSEY EDITION

5 Reasons WHY YOU NEED A MENTOR THINKING OF LISTING? Nine Ways to Get Ready HOW TO THROW A NETWORKING EVENT that Can Put Your Business on the Map How to Overcome Your WORKPLACE FEARS 6 Things All SUCCESSFUL NEGOTIATORS DO

FEATURED AGENTS

DENYSE VALENCIA JASON O’BRIEN IVAN SILVA COVER STORY

MICHELLE GOMES

NEW JERSEY EDITION

Guille Chaux is proud to congratulate

Denyse Valencia 6

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IV

“I re th a DENYSE VALENCIA

MICHELLE GOMES

on being featured for the state of New Jersey in Top Agent Magazine!

JASON O’BRIEN

CONTENTS Guille Chaux | COO Nationwide Mortgage Bankers, Inc | NMLS # 160352 31 Sylvan Englewood Cliffs, NJ 07632 4)Avenue, HOW TO OVERCOME YOUR gc@nmbmortgage.com WORKPLACE FEARS 201-535-0870 | Mobile: 201-446-9395

9) 5 REASONS WHY YOU NEED A MENTOR 17) THINKING OF LISTING? NINE WAYS TO GET READY

IVAN SILVA

Top Agent Ivan Silva of Weicher in Newark, New Jersey has made a Realtor who can be trusted to pro service to every one of his grate Garden State. Whether the transa million dollars, each of his clients of attention and care, a fact that ha buyers and THROW A sellers.

21) HOW TO NETWORKING EVENT THAT Ivan’s career in real estate bega CAN PUT YOUR BUSINESS “It was an industry I happened to ON THE MAP initially,” he says. “I had no knowl

JASON O’BRIEN

soever. I did know, however, that w always wanted to work for myself.”

26) 6 THINGS ALLAdministrator SUCCESSFUL immediately after fi NEGOTIATORS DO information technology left him fe in 2015 he obtained his license. Sin real estate career flourish.

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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DENYSE VALENCIA Top Agent Denyse Valencia of Century 21 All Stars 100 in Teaneck, New Jersey has forged a highly-successful eighteen-year career in real estate through a commitment to providing each of her many buyers and sellers with top-notch, highly-personalized service.

A former stay-at-home mom, Denyse began her foray into real estate as a property manager before segueing into a career as a Realtor. “It was an easy transition,” she says. Since then, she has firmly established herself as one of the most trusted and respected real estate professionals currently operating in The Garden State.

With more than half of her business consisting of repeat clients and referrals, Denyse has clearly earned the long-term loyalty of her buyers and sellers. The reason for this, she believes, is the true concern she feels for her client’s well-being. “I do this from the heart,” she explains. “I always put my client’s needs above anything else. I strive very hard to get them what they want, what they need. That’s important because it’s not like buying a pair of shoes that they can return if they’re not happy.

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They have to be happy in this home for at least a few years. I like to take my time with them, and I like to listen carefully to them so I can get them as close as possible to what they’re looking for.

The result of this level of concern for her clients is that Denyse builds longlasting relationships with most of them.

“A lot of my clients become my friends,” she explains. “One of the benefits of this industry is that you meet some wonderful people and a lot of them stay in touch.”

Denyse also utilizes a host of other methods of maintaining contact with her past clients. “Aside from marketing,” she says, “and keeping them up to date with new listings, I send out a yearly calendar, and I call them frequently, whether it’s just to say hello or on anniversaries and other important events.”

The appreciation Denyse feels for her clients is more than reciprocated. A Premier Agent on Zillow, Denyse can boast of a perfect five-star rating comprised of many glowing testimonials to the service she provides.

Among the many glowing reviews is this one that perfectly captures the benefits of working with Denyse:

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“Denyse has been an exceptional throughout our process of finding our first home. She was extremely patient and flexible and she took the time to help us find that perfect first home. I would absolutely recommend her to friends and family, because she is very compassionate and professional about her work. Denyse will work with you every step of the way to make sure you find what you are looking for, I can’t emphasis enough how satisfied I am with our new home.”

Comprehensive and intelligent marketing also factors into Denyse’s continued success. Staging, open houses, postcards, letters sent to the neighbors of

the listed property and consistent use of professional photography are just a few of the tools she utilizes.

Denyse is also grateful for the marketing support of Century 21.

Even though the financial rewards of her chosen profession can be considerable, it’s more the human interaction that Denyse finds most satisfying. “I love helping people,” she says. “I deal mostly with first-time home buyers, and they’re very nervous. You have take them by the hand and guide them, so they put all their faith and trust in you. That’s a big responsibility, and I take it very seriously.”

For more information about Denyse Valencia, please call 201 -390 -5452 or email Denyse.Valencia@gmail.com Top Agent Magazine

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Guille Chaux is proud to congratulate

Denyse Valencia

on being featured for the state of New Jersey in Top Agent Magazine!

Guille Chaux | COO Nationwide Mortgage Bankers, Inc | NMLS # 160352 31 Sylvan Avenue, Englewood Cliffs, NJ 07632 gc@nmbmortgage.com 201-535-0870 | Mobile: 201-446-9395 8

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 10

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MICHELLE GOMES 11

MICHELLE GOMES Michelle Gomes is the CEO of Rite Choice Realty in Union, New Jersey, where she leads over 140 highly trained, professional agents.

Michelle Gomes had a successful career in healthcare for 13 years, but she always had a passion for real estate. In 2014, she finally decided to pursue that passion and she got her licence and dove right in. “Growing up my father was an entrepreneur and was a real estate investor. I would look at homes with him and got to see him in that world and was 12 Copyright Top Agent Magazine

intrigued by it. I’ve also always loved helping people, so it was natural transition from healthcare to real estate.”

Michelle is now the CEO of Rite Choice Realty, where she leads over 140 highly trained, professional agents, who all share Rite Choice Realty’s core values and aim to be Top Agent Magazine

the best commercial and multifamily real estate agents in the business. Rite Choice Realty’s unparalleled dedication to being the best in the business has led to numerous awards and honors for their achievements.

They are not only recognized for the unsurpassed level of customer service they offer, but for their community service as well. “I consider it a privilege to work hand in hand with each one my agents, helping them to achieve the level of success that I have. We Top Agent Magazine

offer them all the support they need to be the best, including our in-house university. We are committed to operating ourselves with the 13 Copyright Top Agent Magazine

“I have a really good bedside manner, and I’ve carried that into my real estate career. I’m able to talk to people easily and really get an understanding of exactly what their goals and needs are. highest level of integrity and feel responsible to the people whose lives we touch.”

Michelle credits her experience in the healthcare industry as being one of the keys to her success. “I have a really good bedCopyright Top Agent Magazine Copyright 14

side manner, and I’ve carried that into my real estate career. I’m able to talk to people easily and really get an understanding of exactly what their goals and needs are. I build strong relationships with my clients, and because they know I truly care, they Top Agent Magazine

trust me from the start, which really helps make the whole process as stress free as possible. Because of that level of service, I have a 99% rate of repeat and referral business. They can feel comfortable recommending me, because they know I’m there for my clients. I’m accessible and available when they need me.”

Michelle is actively involved in her community and Rite Choice Realty has an in-house advisory board that is always looking for ways the company can support local organizations and nonprofits.

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Michelle is also a member of NAHREP. Another way Rite Choice Realty gives back is by offering educational events every month, including seminars that help first time homebuyers. Michelle believes strongly that encouraging homeownership is something that benefits communities as a whole. When she isn’t working, Michelle enjoys spending time with her husband and three children, and loves taking family vacations a few times a year.

Michelle would like to continue to grow Rite Choice Realty, and has the goal of Copyright Top Agent Magazine 15

becoming the largest independently owned real estate company in New Jersey. “We’ve grown really quickly in the past few years, and we’d like to continue to grow and help even more people achieve their real estate dreams. I’m really proud of the family environment we’ve

fostered here and I’m passionate about not only helping clients, but helping my agents as well.

I love what I do. It not only gives me the flexibility I need as a mom, but it lets me make a positive impact on people’s lives. It’s a very rewarding career.”

To learn more about Michell Gomes and Rite Choice Realty visit ritechoice.net , call (908) 868 - 2133, http://

or email mgomesconsultant@gmail.com Copyright Top Agent Magazine 16

Top Agent Magazine

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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JASON O’BRIEN 19

JASON O’BRIEN Jason O’Brien of Keller Williams Monmouth/Ocean in Jackson, New Jersey has a deep understanding of what it takes to be a Top Agent. Possessing a solid commitment to providing exceptional customer service, he is quickly becoming a force to be reckoned with. Recently awarded the Circle of Excellence Sales Award by the New Jersey Association of Realtors, Jason is passionate about what he does, and this passion translates into an ever-increasing, highly loyal client base.

Jason entered the world of real estate after a long career working in construction. “I did that for about twelve years,” he says, “and then I injured my back. I had back surgery when I was thirty years old, and was out of work for two months. I decided that I didn’t want to go back into that field, and someone suggested real estate. I signed up for classes, and got my license.” Since making that decision, Jason has been named by his brokerage as Rookie of the Year, and was also named Assistant Team Leader his very first year in the real estate business.

Jason’s selling grounds include all of Ocean, Monmouth and Middlesex counties, and he can currently boast that a large portion of his business is from referrals from satisfied clients. When asked what he believes accounts for this customer loyalty, Jason responds, “I give my clients 100%. There’s really nothing I won’t do for them. I work 24/7, and they all know that. They can call me anytime, day or night.

I understand that the better a job I do for my client, the more likely I am to get a referral and better the chance of getting more business.”

Jason’s perfect five-star rating on Zillow is a testament to the high level of customer service he provides his many buyers and sellers.

Among the glowing reviews is this one that is illustrative of how far above and beyond he is willing to go to assist his customers: “From the moment we met Jason, he was professional, well-spoken and possessed a wealth of knowledge. He guided us through the process of

selling our home and buying another. He made the process seamless.

Our house was under contract in 2 weeks and we found our dream home. He was always available to answer questions, which was amazing. Mostly importantly, he always made us feel like we were his only client. So rare to find that! If you’re looking for an agent who’s a go-getter, you’ve found him.”

Jason works hard to make sure his relationships with his clients don’t end at the closing table. “I always make sure to reach out to my past clients on all the holidays. I do a lot of social media, and have lot of contact with my clients after the sale. I always check in to see how things are going. I always want my clients to know that I’m here for them.”

Cutting-edge marketing plays a role in Jason’s success, and to that end he utilizes modern platforms such as Facebook to promote his listings. “I put a lot of money into social media marketing,” he says.

He is also adamant about presenting his properties in their very best light. Professional photography is used for every listing, regardless of price, and staging is provided when necessary.

Aside from helping his clients, what Jason enjoys most about what he does is the freedom being a real estate agent provides. “At my old construction job,” he explains, “I was working twelve to fourteen hours a day. I was working to survive, not to live. I’m grateful to be doing something now that helps make me more financially stable and allow me the freedom to not put a cap on my income potential, and to not have to ask a boss to take a week off for vacation. I’m grateful to be able to run my life the way I want, and run my business the way I want, with nobody other than myself being able to hold me back.”

As for the future, Jason looks forward to continuing to grow his business, and is excited to transition into a new role as Productivity Coach for Keller Williams Ocean Point in Point Pleasant. “I really want to see how far I can take it,” he says. “I challenge myself every single day to be better than I was the day before. I also really enjoy helping people grow. One of my goals this year is to help at least five people change their lives, whether through real estate or some other route.”

For more information about Jason O’Brien, please call 732 - 619 - 3081 or email JasonObrien@kw.com 20

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 22

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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IVAN SILVA

“I care too much about my reputation to deliver anything less than phenomenal communication and strong negotiation skills.”

Top Agent Ivan Silva of Weichert Realtors New Group in Newark, New Jersey has made a name for himself as a Realtor who can be trusted to provide exceptional client service to every one of his grateful customers in The Garden State. Whether the transaction is for 100k or a million dollars, each of his clients receive the same level of attention and care, a fact that has endeared him to both buyers and sellers.

Ivan’s career in real estate began almost accidentally.

“It was an industry I happened to just kind of fall into, initially,” he says. “I had no knowledge in the field whatsoever. I did know, however, that when I was growing up I always wanted to work for myself.” Working as a Systems Administrator immediately after finishing up a course in information technology left him feeling undervalued, and in 2015 he obtained his license. Since then, he has seen his real estate career flourish.

Having been raised in diverse environments has played a role in his ability to relate to a broad swath of client experiences. “When I first meet with a client,” he says, “I try to adapt to their personality or culture. Being a native of such a diverse city as Newark gave me the opportunity to shake hands with the poorest as well as the wealthiest individuals. Also, growing up in a family of immigrants allowed me to gain perspective on life, learn the value of hard work, and sacrifice at a very young age.”

Ivan’s sincerity is recognized by those he works with, and has translated into an ever-growing business that is based in large part on referrals. “I care too much about my reputation to deliver anything less than phenomenal communication and strong negotiation skills,” he explains. “I also try to foresee situations before they arise and when they do, I enjoy figuring them out. At the end of the day, it’s about building a strong rapport with my clients, and being genuine because people can tell if you aren’t.”

This client appreciation is best evidenced by the many five-star reviews he has garnered on Zillow. com. Among the raves is this one: “I have dealt with other realtors, but Ivan was clearly the best. He was very knowledgeable and dedicated. He was also very communicative and organized. I was able to find the

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house I wanted within a few months. I would definitely recommend him to others.” Another reads: “Solid, reliable, honest realtor. Quick to answer any questions or concerns that I had and easy to get ahold of. Took initiative when needed and walked me through my first home buying experience. Will definitely recommend to friends and family.”

Ivan truly enjoys what he does for a living. “I love that I get an opportunity to impact the lives of families and play a role in their new chapter. I’ve always loved helping others with their challenges. I also love that every day is different.

You never know what’s going to come.” Ivan also has big plans for the future: “I’d like to start my own brokerage and play a role in real estate development,” he says.

When he’s not working, Ivan enjoys spending time with his loved ones. “They’ve been my biggest support system getting into the industry, and they keep me humble.” Ivan also gives back to his community through Weichert. “Our office deducts monies per closed transaction to give back to local churches, clubs, and organizations around the holidays,” he explains.

When asked what advice he might have for up-andcoming agents, Ivan grows thoughtful before answering, “There’s a beauty and a power in personal growth. Follow your intuition and get comfortable being uncomfortable.

Take advantage of opportunities that come your way, and little by little you’ll find yourself reminiscing on your successes. And that’s priceless.”

For more information about Ivan Silva, please call 973-277-3574 or email Ivan@NewGroupRealty.com Top Agent Magazine

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 26

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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