New Jersey 3-5-18

NEW JERSEY EDITION

From Chaos to CONTROL Why Millennials are Now the HOTTEST SEGMENT OF THE BUYERS MARKET Your Secret PRESENTATION WEAPON

FEATURED AGENT

STEVEN REGER COVER STORY

LIM BANCES

NEW JERSEY EDITION

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LIM BANCES

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STEVEN REGER STEVEN REGER

CONTENTS 4) FROM CHAOS TO CONTROL

15) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

21) YOUR SECRET PRESENTATION WEAPON

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From Chaos to Control

By Barry Eisen

Below are 24 great ideas designed to give you back your time and life.

Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more.

1. Get Ready the Night Before. Get it out of your head. Plan

out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too.

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2. Focus on the Important Things. Less is more. Commit to

doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it.

3. Remove the Clutter. Much of our “visual noise” is caused by

stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be).

• It will be important. Put it in its home (where it’s supposed to be).

• It’s not important. Get rid of it: Toss it or if possible, consider donating it.

4. Get Organized and Stay That Way. Pick an organizational

system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.

5. Keep One Calendar. Whether it’s a Week/Month at a Glance

appointment book, wall calendar, smartphone app, etc. - keep ONE calendar.

First, keep track of the usual calendar events: birthdays, and appointments.

Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars.

6. Focus on What’s in Front of You. Of course, not all tasks

require 100% focus, but for tasks like prospecting or writing, never multitask.

Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re Top Agent Magazine

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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find

yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track.

8. Delegate and Learn to Love It.

We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it.

9. Just Say “No.” Stop agreeing to take on things for which you don’t

have time. If you don’t have time for it or it will take your focus away from other priorities, say no.

10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes

a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities.

11. Time Activities. We all can get swept away by television, social

media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity.

12. Time Your Conversations and Meetings. I’m not

recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day.

Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t 6

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already an agenda, propose talking points to squeeze more value out of the meeting.

13. Call, Don’t Text. Text messaging is supposed to be quick and to

the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.

14. Turn Aimless Browsing Into Growth Opportunities.

Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find.

15. Do Your Errands at the Same Time. Schedule time to

do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.

16. Filter Your Email. How much time do you waste in your inbox?

Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder.

• Set rigorous anti-spam settings to block unwanted email from reaching your inbox.

• Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file).

17. Automate Responses. If you find yourself replying with the

same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message.

18. Automate Bill Payments. For any recurring bills that you

have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type.

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19. Sort the Mail in Your Hand. When you get your mail, don’t

let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy.

20. Avoid Rush Hour. Do you commute to work? Negotiate a work

schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.

21. Keep a Running Shopping List. Create a policy that for

whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles).

22. Cook for Tomorrow. Double the amount of what your cooking

and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch.

23. Learn While You Workout. When on a treadmill, elliptical

machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.

24. Exercise More Effectively. Exchange moderation for higher

intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.

Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 8

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LIM BANCES 9

LIM BANCES Despite being relatively new to the real estate world, Top Agent Lim Bances of Culture Estate in Springfield, New Jersey has already skyrocketed to phenomenal success. Her first year in the business saw her ranked as the company’s top producer.

Selling primarily in the Garden State’s Middlesex and Union Counties, Lim and her team of four assistants and twelve agents specialize in auctions, short sales and foreclosures. With her unbridled energy and positive, enthusiastic approach she has charmed buyers and sellers 10 Copyright Top Agent Magazine

alike and has achieved a stunning rate of referral business that hovers around 75%. “I’m so thankful for my team. It feels amazing to work in such a positive environment where everyone’s opinion matters. I appreciate all their hard work and dedication that has made this team such a success,” she says. “I’m also deeply grateful to my three construction crews, and in particular Genaro Ayala and Daniel Mártir.”

Lim’s client loyalty and appreciation is best illustrated by her perfect five-star rating on real estate website Zillow.com. Among the many glowTop Agent Magazine

Selling primarily in the Garden State’s Middlesex and Union Counties, Lim Bances and her team of four assistants and twelve agents specialize in auctions, short sales and foreclosures. ing reviews of Lim’s service is this testimonial: “Words cannot describe how lucky I was to work with Lim Bances. I would highly recommend her to everyone. She guided me the whole way through this crazy process with such care and professionalism. Lim understood the importance of getting me my first investment house and followed up on ALL angles possible to ensure that I would be able to attain my new house. She made Top Agent Magazine

the process seem like a piece of cake. She kept me informed, educated me on the process, and continues to follow up with me. I can’t thank her enough. I agree with everyone else who has given Lim five stars. She gives 110%. She is all about integrity and excellence. Extremely detailed and patient and on top of all this, she is such a kind soul. I really can’t imagine getting any better service than this.”

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With a background in purchasing homes at auction, and having flipped 20 homes, she is ideally suited to serve her clients who are interested in doing the same. Her stunning achievement of selling 50 homes in her first year is testament to the hard work and commitment with which Lim approaches each and every transaction, and she was the top listing and selling agent in her office for 2017. “My clients come back to me and refer other clients because what I do is a different type of real estate. I always get them a good deal on properties,” says Lim. “I feel very blessed because all the clients who work with me refer me to a lot of people. The most beautiful thing I hear from my clients is that they’re grateful to have found the right agent to work with.”

Lim is an inspiration to everyone who meets her.

While English is her second language, she has no difficulty expressing her concern and caring for Top Agent Magazine

her clients. “I hear a lot of people say that I’m inspiring because of my language barrier,” she explains. “When I started in this business my English wasn’t very good. But now that they’ve seen me succeed, it motivates them. I’m very enthusiastic and my energy levels are very high. I love to help others.”

Lim is deeply committed to her career and her clients, and equally devoted to her family. She and her husband have been married for twenty-three years and have three beautiful daughters.

“I’m so grateful to my husband for all his support.

I couldn’t do this without him. My family is not just an important thing, they’re everything.” she says. Lim finds that even when she’s indulging in non-work passions such as spending time with her children or playing volleyball, she is constantly taking business phone calls or scheduling work appointments.

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Gratitude is a fixture in Lim’s life. “I’m grateful to Johnny who put his trust in me, and to the entire Culture Estate family. I’m so thankful to the person who introduced me to real estate, and especially my friend and mentor Luis Leiva who believed in me and gave me his time. That is the best gift of all.”

As for the future, Lim ultimately hopes to open her own brokerage some day. “I feel very blessed to

have accomplished so much in this business,” she says. “and to have the right people around me. I’m so happy to be a part of the six-figures club. I never, ever thought I was going to make it this far, but God has big things in store for me, my team, and my family. I want to motivate others, and to help them grow. That’s what I love. I don’t take no for an answer. If you have a dream, follow it. If I can do it, anybody can. Thank you, God.”

For more information on Lim Bances, please call 908 - 267 - 0002 or email Lim@Culture.estate Copyright Top Agent Magazine 14

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Why Millennials Are Now the Hottest Segment of the Buyers Market

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

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

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

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

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

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

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

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

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

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

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

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

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

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• Less Maintenance: Many Millennials work different schedules that

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

• Energy-Efficient Appliances: Millennials have been educated on

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

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

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

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

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

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

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

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

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

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STEVEN REGER “Learn How One Realtor Guarantee’s Homeowners Higher Net Profits” For over twenty years, Steven Reger has been a successful builder and developer.

After some bad experiences working with real estate agents, Steven decided to expand his real estate expertise, and become a Realtors®. “I really wanted provide homeowners with the service they deserved.

A Realtor® who was accessible and professional, someone who followed through on promises, exceeded expectations and offered exceptional customs service. My background in construction gave me an opportunity to build a truly unique real estate company where I invest my own money into renovating a client’s home. If we’re unable to achieve the selling price previously agreed to, the renovation is free. Our clients have no out of pocket expenses for the renovation; we truly put our money where our mouth is.”

Bergen County Properties currently has seven agents serving all of Bergen County, New Jersey. They built their business and reputation by renovating outdated properties and selling them far above the pre-renovation market value. Even properties that have lingered on the market and received numerous price reductions have sold for more after a renovation from Bergen County Properties. “A lot of Realtors® boast about their ranking as a top team or agent, but we are truly changing the game in real estate. Since the success or failure of any listing is most often based on the final selling price compared to current market value for the property; our results continuously exceed the pre-renovation market value.

In fact, our results have been so impressive, clients not only refer us to friends and family, they actually ask about investing in our company. What makes us unique is our willingness to put our own money in jeopardy if we don’t meet or exceed our selling price guarantee. We literally put our money where our month is and assume all of the risk.”

Steven and his team of agents are passionate about giving back to the communities they represent. They regularly participate in and support local events. Steven has even volunteered the services of his construction company and personally donated money to the various communities he operates in. When Steven isn’t working, he loves to spend quality time with his wife and two daughters.

Steven has big plans for the future and would like to not only grow his company’s presence in Bergen County, but eventually expand into other areas of New Jersey, as well. “I encourage every homeowner looking to sell their home to speak with multiple Realtors® before listing their property, and to ask each Realtor® how they will increase the value of your home above the current market value. Marketing, staging and other advertising gimmicks only go so far, the only way to significantly increase value is by unlocking hidden home equity and the best way to achieve this is through home renovation. Bergen County Properties not only pays all of the upfront renovation cost, but we assume all of the associated risk or the renovation is free. No other real estate agent offers a similar guarantee. Our proven results have earned clients thousands, sometimes hundreds of thousands more than the pre-renovation value. Aren’t you curious to know how much more your home could be worth?”

“Home Renovations Ideas That Increase Market Value”

Once the property is renovated, Bergen County Properties creates a comprehensive marketing plan to ensure maximum exposure. “We advertise both domestically and internationally, using both digital and print media. We leverage the latest technology along with good old fashioned hustle to target a property’s most likely buyers. “ Steven has truly found his passion. “I take a lot of pride helping homeowners achieve sales prices above what was previously impossible. I derive the greatest satisfaction from helping homeowners sell their property after other Realtors® have failed. Our Renovate to Sell program promises to deliver a “move-in ready” home, while unlocking hidden home equity, resulting in higher profits for my clients.”

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To learn more about Bergen County Properties and Steven Reger call 646-912-8200, email sreger@bergencountyproperties.com or visit bergencountyproperties.com www.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 22

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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