NEW JERSEY 5-15-23

NEW JERSEY EDITION

6 Ways to GET YOUR CLIENT TO TRUST YOU

MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

FEATURED AGENT

CHRISTELE TERRANOVA-BEAM

BY THE NUMBERS:

Understanding the True Value of Square Footage COVER STORY

CINTIA D’URSO

mailto:mag@topagentmagazine.com

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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CINTIA D’URSO

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Broker and owner, Cintia D’Urso of VOX Realty Group, services all of New Jersey with a focus on Union County, Essex County and parts of Middlesex.

Cintia D’Urso is a trailblazer in the industry, having started her career at a young age as a secretary at a real estate office. “That’s where my passion for this career started,” she explains. With determination and drive, she earned her license in 2016 and set her sights on becoming a broker. “My plan was to open my own office,” Cintia says.

Within three years, she did just that and is now a successful business owner and leader of VOX Realty Group, a team of 32 agents who service all of New Jersey. With a focus on Union County, Essex County and parts of Middlesex, Cintia and her team have a keen understanding of the market and are able to guide their clients to their dream homes. With prices ranging from $500,000 to $1 million plus, the area is growing at a rapid pace, with lots of new construction being built.

With a repeat client rate of 90%, it’s clear Cintia’s clients value her commitment to their needs. Cintia’s main source of business is referrals, which she attributes to her loyalty and unwavering support. “The minute I meet them, I always tell them that 10 Copyright Top Agent Magazine

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whatever they need, I will be there for them,” she explains. She maintains contact with her clients even after the sale is closed, offering guidance and assistance with any additional needs they may have. “We stay in touch, and they come to me with any referrals or advice they need.” When it comes to her sellers,

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Cintia markets her clients’ listings through a variety of channels, including the MLS, local magazines, direct mailers, unique property sites, professional photos, drone shots, and Matterport tours. She provides these services at no charge to her clients and is flexible with commission structure to meet their needs.

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Cintia’s main source of business is referrals, which she attributes to her loyalty and unwavering support. “The minute I meet clients, I always tell them that whatever they need, I will be there for them,” she explains.

Once the transaction is complete, buyers and sellers never hesitate to tell others about their experience with Cintia and her team. One recently said, “Cintia and Paulo were a pleasure to work with. Our house sold in record time and we had multiple offers, most of them above asking. They are by far the best, they go above and beyond; not to mention they even arranged garbage bulk pick up from the Copyright Top Agent Magazine 12

town. I will recommend them to everyone as they explained the home selling process thoroughly, giving us piece of mind throughout the transaction.”

Cintia and her team are active members of the community and continually participate in events and nonprofit organizations. They are organizing a first time home-buyer event Top Agent Magazine

in May at the Suburban Golf Club, “We’ll have all different types of speakers to make a better understanding of the home buying process,” she says. The event will be empowered by women, entrepreneurs, and experts on this topic who are thrilled to be hosting an event to help make the dream of homeownership a reality.

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Looking ahead, Cintia plans on expanding her business. “We are franchising our name Vox Realty Group - and have our sights set on establishing a few more offices in the state by the end of this year.” She finds this path endlessly rewarding and is excited for the journey ahead. “I love that I get to meet so many different people and help them every day.”

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For more information about Cintia D’Urso, call 908-477-4191 or email propertycupid@c21voxrealty.com

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n Called “below grade spaces,” basements

and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n Did you know the space inside closets

and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

n When recording square footage, ANSI

actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n Just like below grade spaces, a garage, a

pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take.

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage.

n First, you’ll need a few things to get started,

n As you go measure throughout the home,

including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n Next, choose a room to start measuring

wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n From there, draw out the wall you measured

and measure the remaining walls in the

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using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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CHRISTELE TERRANOVA-BEAM A Middletown resident for over 40 years, Christele Terranova-Beam has always possessed an entrepreneurial spirit. She first took an interest in real estate at an early age, with a number of her family members serving in the industry. Later, she would author an accomplished career with Merrill Lynch, working in relocations and mortgage backed securities. In 2000, though, she decided the time was right to pursue her license and launch her career as an agent. As a single mother getting started in the industry, Christele would leverage her strong business acumen and years of experience to find quick success as a REALTOR®, with her production now ranking her among the top 5% of agents in all of New Jersey.

Today, Christele is a Sales Associate with Bottone Realty Group, Inc., where she assists clients throughout Monmouth and Ocean Counties. As a Circle of Excellence Gold award recipient and top producer in the region, she has cultivated a distinct workflow to meet the needs of any buyer or seller.

When listing a property, Christele prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns.

Along the way, she is there for her clients, ensuring a seamless transaction throughout.

Elsewhere, Christele is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. More than anything, though, she loves welcoming newcomers to her thriving community, from its short commute to New York City to its scenic beaches, skiing opportunities, and close proximity to

Red Bank, a quaint hub of popular shops and restaurants. Over the years, she has earned a fantastic reputation throughout New Jersey, with the majority of her volume coming from repeat clients and referrals.

Now averaging close to $16 million in annual volume, Christele remains dedicated to the core values that sets her apart. “When clients meet with me, they know that my heart is truly in our business,” she says. “I believe in treating real estate like a ministry—which means I want what’s best for my clients, no matter what. As I often joke, I love what I do so much that I forget about the paycheck until it comes.”

As a former member of the PTA board at Thorne Middle School and St Ann’s School, Christele is a regular contributor to various support groups and outreach programs through her church. When she’s not with clients or giving back, she can be found traveling, flying her kite on the beach, or spending quality time with her family.

23 years ago, Christele was first recruited to Bottone Realty Group by its founder, Anthony Bottone, who worked closely alongside his daughter, Deanna BottoneRose, to establish a culture of boutique client service.

Upon Deanna’s passing in 2017, her son, Ryan Rose, came aboard; meanwhile, Christele remained on the team to help the family through their loss. Looking ahead, she is excited for all the new connections that await. “Real estate has given me the opportunity to forge so many lasting relationships in our community. At the end of the day, I couldn’t think of anything more rewarding than interacting with a client and helping them find a profitable investment—whether it be their dream home or the stepping stone to their dream home.”

To learn more about Christele Terranova-Beam, call (732) 687-8215, email realtorcnova@gmail.com or visit bottonerealty.com www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

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Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until Top Agent Magazine

you’re back in a rational state of mind and take it from there.

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Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

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Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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