NEW YORK 8-9-21 by Top Agent Magazine

NEW YORK EDITION

3 EASY AT-HOME

DIY PROJECTS TO INCREASE PROPERTY VALUE

How to Recognize

TRUE LUXURY PROPERTIES 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS FEATURED AGENTS

DAVID HOKE JENNIFER KARAM LENA O'NEILL RUBEN YOSOPOV

COVER STORY

ANNIE BENNETT

NEW YORK EDITION

LENA O’NEILL JENNIFER

KARAM RUBEN

YOSOPOV

DAVID HOKE Top Agent Jennifer Karam – Associate her clients. “It’s a really important After seeing his mother succeed “Keep as a reason receives of his c your head up, and if why youhe fail at60-70% Broker and Lead of the top producing my business to make27 certain that my 7 16 22 real estate agent in Florida, David Hoke business from repeats and referrals. something, just keep on moving.” This Karam are protected, and for them to know decided it would beJenn a good optionTeam as a at Howard Hanna Real Estate inRuben Albany, New York – is advice a David for seriously post-retirement career for Services himself,isand maintains a significant pres- I take that aspect of whats Yosopov’s anyone got his license seven years ago. He was hardworking real estate ence online as well. He uses she Facebook fiercely dedicated, explains. “I want to make sure th a considering real estate as a career. His planning to spend some time learning the is truly committed while anas sound a choice as possib professional who to primarily to market his listings,making business and getting his feet underneath automation company, OutboundEngine, andwithdetermination has led that will allow them the option of rea providing her perseverance many grateful clients tophim, but to his pleasant surprise, his busihis social media pages and 21 a handles notch, impeccable customer service. Always they get into a situation where it mf him to where he is now, successful ness took off almost immediately. David website, sendingagent his client ifdatabase going above and beyond for her buyers and necessary.” launched his own brokerage last year, and market updates andHe newsletters twice v serving the greater Long Island region. Jennifer has more thanHOKE earned her aJENNIFER now devotes all of sellers, his O'NEILL time to providing month. David uses targetedRUBEN post- YOSOPOV ANNIE BENNETT LENA DAVID KARAM gotas his startandwhen teenager. “I ownOther excellent service to solid clientsreputation in his commucardacampaigns and his personal a trusted honesthe realwas factors that have contributed at Hastings on Hudson, NY nity of Trenton in Upstate New York. billboard to market listings as well. estate advocate whomyself consistently places property the saw owning when I was ongoing success story include hers Through his robust marketing strategy, needs of her clients front and center during negotiation skills and thorough, inte h 18 years old, and it just grew from there,” transaction. my - I consider Lena O’Neill hasasbeen working David sees Since his role1986, in the transaction process a trusted Davidtheir is able to stay top“Ioflove mind forclients prospective clients each and every transaction. approach to marketing that relies heavily on myself their advocate. I was told in a review that hard to further her experience career as a real estate agent advisor to his clients. With his in and familthroughout his area of New York and beyond. s he says. Although he’s pursued media. other She alsocubs, forms solid relationships with care of her theestate, Hudson Valley of New York. A I’m like a Mama Bear taking iarity with in real he is able Region to provide valuable ventures and opportunities, made Jennifer, who holds a degree in Business Administration agents, soLena much soand that many of her listings sell q I think pretty accurate,” laughs. veteran Realtor with a vast of experience, insight to every client, allowing them towealth make informed In hisand free time,that’s Davidhe’s enjoys mountain biking decisions for themselves and families. “I am dedihiking in the Hinckley State Forest, boating with his Clients love Lena’s personability as well as her Lena has earned a College reputation as an agent who from thetheir of Saint Rose, began her journey in based on word-of-mouth alone. My team is oneC real says. estate his family top priority for the past cated to serving community,” David “Iresident treat on Hinckley Lake,is and snowmobiling and having the backup and sup professionalism. She a pillar of her commuclientsmy can trust, a lifelong of going real estateand in as 2006. “I was originally to work for biggest assets as well, R ten years. As askiing Licensed Associate Real each of myWestchester clients with County, care andshe respect in the hopes in the summer. He hopes to continue tothrough expand nity, receiving 95% oftruly her business isasintimately familiar General Electric an accountant,” recalls Jennifer, “but a blessing. that I can with give them the guidance necessary to findof the his business in thesatisfied future while remaining mindful referrals from customers. the market trendsEstate and landscape b Broker about 80% busiideaespecially of a nine to five job justwith didn’t appealhimself to me.of I his success in buying athe home, considering not to stretch too thin, so that he can keep area, making her uniquely qualifiedhow to help was looking for something a little more flexible.” Still Jennifer’s passion for what she does for a liv e ness consisting of repeats referrals, challengingclients the process can scenario. sometimes be.” David findsa Top providing his brandand of excellent service to as many in any She has been CONTENTS in her earlyfor interviewed a Weichert that gratificationProducing in alleviating stress clients andshe helping people with as possible. If you’re obvious. looking for“Ia love Realtor in every day is different, and Realtor intwenties, the area for decades, any free time, it’s estate cleartransache’s going above and beyond expectations. them get through struggles of a real Upstate New York who works meeting hard to provide a stress-and new clients,” she enthuse RealtorsNortheast and and was hired immediately. new people earnedthe myriad awards across Group her career, his wife and th tion. As such, he consistently achieves a high level of free experience for everyone he works with, look no in the business quickly. really a fun job to go around looking at different providedSuccess a consistently satisfyingfollowed experience client satisfaction. further than David Hoke! for hundreds of clients,“Imaking her someone and hanging with my people that I really like. It’ always want to 18) do theHOW right thing soRECOGNIZE I can out make 4) 7 REASONS YOUR TO you WHY want on your side when navigating a dedicated real Currently overseeing an equally team of agents, great environment to work As a long-time resident of Upstateclients New York,happy,” David Ruben says. “That’s why people refer in.”As he looks t estate transaction. Jennifer’s success can best by the fact that PROSPECTS AREN'T TURNING TRUE LUXURY PROPERTIES is a pillar of his community and his family namebeismeasured on recruiting me to their friends and upon family, theyWhen know I will get the Jennifer the entirety her business is based repeat she’s not working, enjoys travelim well-known acrossalmost the community - hisoffather and Lena loves taking care of clients, and prioriINTO CLIENTS grandfather servedcustomers, the community in local governreferrals and positive word-of-mouth. “I don’t buying and renovating apartment buildings. the office, She so job done for them.” As an easygoing person who loves tizes their best interests when working on their ment positions, while David himself has served on theof myself, and I don’t buy really do any mass marketing an avid philanthropist who gives back in a var contracts. friendly and sociable person, she and want to teach topast. guide buyers sellers throughout their transac23) 3managed EASY AT-HOME DIY through Town Council andleads” asAMayor in Jennifer, the “My name says when asked how she has ways, but most prominently her suppor makes feel comfortable secure while is my brand, and clients it resonates with tions, people and throughout His Ruben turnsamongst what can a stressful situation 13) 3 MENTAL TRICKS THAT PROJECTS TO to inspire so much trust and loyalty thosebeshe Life, INCREASE a charity that into provides industry.” support to breast simultaneously keeping them updated the community,” David says. “My dedication to my and their goals if a anthat’s exciting experience. never them toHerworry, it’s Cynthia informed on me everything happening with with. also took a Brian course“Iabout fivewant survivors. team member Martin is community is whatworks sets apart Ifrom other agents in Buffini WILL TAKE YOUR BUSINESS PROPERTY VALUE years ago that taught meto how myfor business survivor and the main reason why she suppo the area, and I put genuine effort into the job betterment ofto streamline everything, Ia my make it easier them.”cancer For his sellers, this Topcharity. Agent Magazine the Mohawk LEVEL Valley.” heavy andDavid reallymaintains focus on amy pastpresclients so that they understand Copyright To Life TO THE NEXT up. So if you j thoroughly marketing their listings so they get in ence in the Town of how Trenton, and he means truly loves important they arelearning to me. That alone has really You can contact David at (315) 709-2821 about everything the town has to offer through the lens tually front of as many people as or possible. “I hosttoopen houses skyrocketed my business over the past five years so.” Looking the future, Jennifer’s plansbe arewher to sta or DaveSellsCNY@gmail.com of real estate. His community-first mindset is a major where she is – growing her already exceptional b as well as post the property on Facebook, Instagram Jennifer also believes that her background in finance and and providing the incredible customer service th and other social media sites. I am also big onstock mailing Agent business has allowed her to provide significant value toCopyright longTop been herMagazine in trade. out flyers.” Meanwhile, his buyers receive support every step of the way, with Ruben understanding this is Phone 310-734-1440 | Fax 310-734-1440For more information about Jennifer Karam, please call or emailthey JennKaramTeam@gmail.com likely one of518-817-3345 the largest purchases will ever make. mag@topagentmagazine.com By | www.topagentmagazine.com being patient and willing to answer all questions, never makes his clients rushed. No portion of this issue may be reproduced in Ruben any manner whatsoever without prior feel consent of the publisher. Top Agent Copyright Top Agent Ma

ANNIE BENNETT

Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be heldAfter responsible for opinions expressed or facts supplied by itsglowing authors. the transaction, buyers and sellers leave To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. reviews about their time together. One recently said,

“Ruben has gone above and beyond while my husband and I were looking for our first home. He’s NOT the For m typical agent that will push you to just buy anyTop home, Agent Magazine p but he’ll work with you to buy the perfect dream home! or e

mailto:mag@topagentmagazine.com

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry. But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem. 4

1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours. If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it? Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too. Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost. It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening. You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood. When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door. Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients. As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier. Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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ANNIE BENNETT

ANNIE BENNETT “I believe that when people are making the biggest purchase of their lives, being there to represent their best interests and keep all the parts moving is the best approach rather than being a salesperson.” Annie is a REALTOR® for our times, combining a millennial’s digital-native expertise, with small-town personability in a people-focused approach to the industry. Born and raised in the Adirondacks, among the range’s beautiful mountains and lakes, Annie has 8

a personal connection to each property, helping clients find their dream home in the place she’s called home all her life. At twenty-one, Annie began working under a local broker in her hometown. She quickly found that real estate’s fast pace Top Agent Magazine

suited her energetic personality. She had a knack for the back-end aspects of negotiating deals and attending to a transaction’s details. In her mentor and broker, she saw a career-life balance, free from the rigidity of a nine-to-five and empowered to mold her business to her needs and ambitions. “I’m in control of how much I want to work and where I want to be,” Annie says. “There’s no limit on that.” Today, Annie is the Owner and Broker of Selling ADK® in Lake George, New York. Six years into her real estate career, she has seen her business pass exceptional milestones, including winning “BEST REAL ESTATE AGENT” for Warren, Washington, and Saratoga Counties, and becoming a certified Real Estate Negotiation Expert, Seller’s Representative Specialist, and Accredited Buyer’s Representative. Currently a good portion of Annie’s business is derived from repeat and referral clients. “It’s great to have reached a point where I’m able to work fulltime with clientele whom I know, although I still take on new clients and love meeting and making new relationships.” Clients admire Annie’s honesty and straight-forward approach Top Agent Magazine

to navigating the home-buying and home-selling process. Annie’s relationships with clients develop out of trust in her transparency throughout a transaction, and her local insights prove key to matching a client with the right property. Annie says, “I believe that when people are making the biggest purchase of their lives, being there to represent their best interests and keep all the parts moving is the best approach rather than being a salesperson.”

When it comes to marketing, Annie engages a robust digital rollout for each property. Her MLS listings proliferate across over eighty realty websites. Listings on her brokerage website and personal REALTOR® page see a high degree of daily traffic activity. Ads published across a wide range of social media platforms put Annie’s listings right at a buyer’s fingertips. With eighty percent or more of her vacation-home and second-home clientele coming from the urban centers of New York City, and New Jersey, Annie

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strategically boosts her social media ads to engage audiences in those areas. As a REALTOR® invested in her community, Annie works closely among her fellow local-business owners through her brokerage and additional business ventures. She co-owns ADK Traveling Bar, which caters to outdoor weddings and events. Her dance studio, The Body Top Agent Magazine

Barre, features children’s and adult classes in all genres of dance and is a favorite of many locals. An avid outdoors enthusiast, Annie enjoys everything the Adirondacks have to offer, from skiing and snowmobiling to boating and wakeboarding. As a 46-er, Annie has climbed all forty-six Adirondack peaks. She cherishes time with friends, family, 11

her fiancé, and her dog, Ruby, and even finds time to craft furniture. Looking to the future, Annie sees her business and brokerage team continuing

to grow for years to come. In the long run, Annie hopes to guide her career towards a place of managing the Selling ADK® brokerage, while furthering the goals and careers of agents of her team.

Find out more about Annie Bennett, call 518-260-6044, email annie@sellingadk.com or visit sellingadk.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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LENA O’NEILL

Hastings on Hudson, NY

Since 1986, Lena O’Neill has been working hard to further her career as a real estate agent in the Hudson Valley Region of New York. A veteran Realtor with a vast wealth of experience, Lena has earned a reputation as an agent who clients can trust, and as a lifelong resident of Westchester County, she is intimately familiar with the market trends and landscape of the area, making her uniquely qualified to help clients in any scenario. She has been a Top Producing Realtor in the area for decades, earned myriad awards across her career, and provided a consistently satisfying experience for hundreds of clients, making her someone you want on your side when navigating a real estate transaction.

their transaction. “I love my clients - I consider myself their advocate. I was told in a review that I’m like a Mama Bear taking care of her cubs, and I think that’s pretty accurate,” Lena laughs. Clients love Lena’s personability as well as her professionalism. She is a pillar of her community, receiving 95% of her business through referrals from satisfied customers.

Lena loves taking care of clients, and prioritizes their best interests when working on their contracts. A friendly and sociable person, she makes clients feel comfortable and secure while simultaneously keeping them updated and informed on everything that’s happening with 16

As someone who has worked through countless shifts in the fabric of real estate and adapted to new standards every time, Lena knows the importance of experience and communication. She is vastly informed and confident in her ability to provide immense value for her clients, including her responsiveness and transparency when relaying information to them. “I never want to leave people in the dark,” Lena says. “I do everything in my power to provide a thorough explanation of each step of the process so that my clients feel safe and cared for through the entire experience.” Lena’s guidance makes the often challenging transaction process smooth and easy for clients, and her effective communication sets their mind at ease while she works hard to get the best results possible for them. Lena takes pride in keeping in touch with her past clients through personal lunches and phone calls, and she is heavily active on social media as well. She advertises her listings heavily over social media and across various websites online, and posts videos of many of her listings on YouTube to maximize exposure for each home. In her free time, Lena loves going to her beach house in New Jersey with her family. She is enthusiastic about her work, and finds a lot of personal fulfillment in helping her clients find success in their transaction. “I love what I do, and I love the people I work with,” Lena says. Lena hopes to continue expanding her business and bringing her standard of excellent service to as many people as possible in the future. If you’re looking for a Realtor in Westchester County who sticks by her clients at every turn, get in touch with Lena O’Neill today! Top Agent Magazine

Dobbs Ferry, NY

Thornwood, NY

Dobbs Ferry, NY

You can contact Lena at (914) 391-3794 or lena.oneill@randrealty.com. You can also visit her website at lenaoneill.randrealty.com www.

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 20

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DAVID HOKE After seeing his mother succeed as a real estate agent in Florida, David Hoke decided it would be a good option as a post-retirement career for himself, and got his license seven years ago. He was planning to spend some time learning the business and getting his feet underneath him, but to his pleasant surprise, his business took off almost immediately. David launched his own brokerage last year, and now devotes all of his time to providing excellent service to clients in his community of Trenton in Upstate New York. David sees his role in the transaction process as a trusted advisor to his clients. With his experience in and familiarity with real estate, he is able to provide valuable insight to every client, allowing them to make informed decisions for themselves and their families. “I am dedicated to serving my community,” David says. “I treat each of my clients with care and respect in the hopes that I can give them the guidance necessary to find success in buying a home, especially considering how challenging the process can sometimes be.” David finds gratification in alleviating stress for clients and helping them get through the struggles of a real estate transaction. As such, he consistently achieves a high level of client satisfaction. As a long-time resident of Upstate New York, David is a pillar of his community and his family name is well-known across the community - his father and grandfather served the community in local government positions, while David himself has served on the Town Council and as Mayor in the past. “My name is my brand, and it resonates with people throughout the community,” David says. “My dedication to my community is what sets me apart from other agents in the area, and I put genuine effort into the betterment of the Mohawk Valley.” David maintains a heavy presence in the Town of Trenton, and he truly loves learning about everything the town has to offer through the lens of real estate. His community-first mindset is a major Top Agent Magazine

reason why he receives 60-70% of his business from repeats and referrals. David maintains a significant presence online as well. He uses Facebook primarily to market his listings, while an automation company, OutboundEngine, handles his social media pages and website, sending his client database market updates and newsletters twice a month. David uses targeted postcard campaigns and his own personal billboard to market listings as well. Through his robust marketing strategy, David is able to stay top of mind for prospective clients throughout his area of New York and beyond. In his free time, David enjoys mountain biking and hiking in the Hinckley State Forest, boating with his family on Hinckley Lake, and snowmobiling and skiing in the summer. He hopes to continue to expand his business in the future while remaining mindful not to stretch himself too thin, so that he can keep providing his brand of excellent service to as many people as possible. If you’re looking for a Realtor in Upstate New York who works hard to provide a stressfree experience for everyone he works with, look no further than David Hoke!

You can contact David at (315) 709-2821 or DaveSellsCNY@gmail.com 21 Copyright Top Agent Magazine

JENNIFER KARAM Top Agent Jennifer Karam – Associate Broker and Lead of the top producing Jenn Karam Team at Howard Hanna Real Estate Services in Albany, New York – is a fiercely dedicated, hardworking real estate professional who is truly committed to providing her many grateful clients with topnotch, impeccable customer service. Always going above and beyond for her buyers and sellers, Jennifer has more than earned her solid reputation as a trusted and honest real estate advocate who consistently places the needs of her clients front and center during each and every transaction. Jennifer, who holds a degree in Business Administration from the College of Saint Rose, began her journey in real estate in 2006. “I was originally going to work for General Electric as an accountant,” recalls Jennifer, “but the idea of a nine to five job just didn’t appeal to me. I was looking for something a little more flexible.” Still in her early twenties, she interviewed with a Weichert Realtors- Northeast Group and was hired immediately. Success in the business followed quickly. Currently overseeing an equally dedicated team of agents, Jennifer’s success can best be measured by the fact that almost the entirety of her business is based upon repeat customers, referrals and positive word-of-mouth. “I don’t really do any mass marketing of myself, and I don’t buy leads” says Jennifer, when asked how she has managed to inspire so much trust and loyalty amongst those she works with. I also took a Brian Buffini course about five years ago that taught me how to streamline my business and really focus on my past clients so that they understand how important they are to me. That alone has really skyrocketed my business over the past five years or so.” Jennifer also believes that her background in finance and business has allowed her to provide significant value to

her clients. “It’s a really important part of my business to make certain that my clients are protected, and for them to know how seriously I take that aspect of what I do,” she explains. “I want to make sure they are making as sound a choice as possible, and that will allow them the option of reselling if they get into a situation where it might be necessary.” Other factors that have contributed to Jen’s ongoing success story include her expert negotiation skills and thorough, intelligent approach to marketing that relies heavily on social media. She also forms solid relationships with other agents, so much so that many of her listings sell quickly based on word-of-mouth alone. My team is one of my biggest assets as well, having the backup and support is truly a blessing. Jennifer’s passion for what she does for a living is obvious. “I love that every day is different, and I love meeting new people and new clients,” she enthuses. “It’s really a fun job to go around looking at different houses and hanging out with people that I really like. It’s just a great environment to work in.” When she’s not working, Jennifer enjoys traveling and buying and renovating apartment buildings. She is also an avid philanthropist who gives back in a variety of ways, but most prominently through her support of To Life, a charity that provides support to breast cancer survivors. Her team member Cynthia Martin is a breast cancer survivor and the main reason why she supports the To Life charity. Looking to the future, Jennifer’s plans are to stay right where she is – growing her already exceptional business and providing the incredible customer service that has long been her stock in trade.

For more information about Jennifer Karam, please call 518-817-3345 or email JennKaramTeam@gmail.com 22

3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value. In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 24

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage. Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces. Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

or else decluttering cabinets and shelves for a fresher look. No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition. Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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RUBEN YOSOPOV “Keep your head up, and if you fail at something, just keep on moving.” This is Ruben Yosopov’s advice for anyone considering real estate as a career. His perseverance and determination has led him to where he is now, a successful agent serving the greater Long Island region. He got his start when he was a teenager. “I saw myself owning property when I was 18 years old, and it just grew from there,” he says. Although he’s pursued other ventures and opportunities, he’s made real estate his top priority for the past ten years. As a Licensed Associate Real Estate Broker with about 80% of his business consisting of repeats and referrals, it’s clear he’s going above and beyond expectations. “I always want to do the right thing so I can make my clients happy,” Ruben says. “That’s why people refer me to their friends and family, they know I will get the job done for them.” As an easygoing person who loves to guide buyers and sellers throughout their transactions, Ruben turns what can be a stressful situation into an exciting experience. “I never want them to worry, it’s my job to make it easier for them.” For his sellers, this means thoroughly marketing their listings so they get in front of as many people as possible. “I host open houses as well as post the property on Facebook, Instagram and other social media sites. I am also big on mailing out flyers.” Meanwhile, his buyers receive support every step of the way, with Ruben understanding this is likely one of the largest purchases they will ever make. By being patient and willing to answer all questions, Ruben never makes his clients feel rushed. After the transaction, buyers and sellers leave glowing reviews about their time together. One recently said, “Ruben has gone above and beyond while my husband and I were looking for our first home. He’s NOT the typical agent that will push you to just buy any home, but he’ll work with you to buy the perfect dream home! He’s very knowledgeable, honest, respectful and Top Agent Magazine

caring and will tell you what you need to watch out for when buying a home. He surprised us because he seemed to have a solution for every curve ball I threw at him, including negotiating our deal, finding bankers and lawyers, and renovations. Our closing couldn’t have been any smoother. He was with us every step of the way from looking at our first house listing to buying our lovely home. I strongly recommend him!” Community is an important part of Ruben’s work, so he makes sure to give back. “I donate to many local charities, especially on holidays,” he says. During any free time, he’s playing sports or hanging out with his wife and their kids. As he looks towards the future, he has his sights set on recruiting more agents. “I’m now the top broker in the office, so I’m also looking to be a top recruiter. I want to teach people how to reach great heights in this industry.” His journey proves that anyone can achieve their goals if they put their minds to it. “Throughout everything, I always kept my head up and never gave up. So if you just take it one day at a time, you’ll eventually be where you want to be.”

For more about Ruben Yosopov, please call 347-724-2733 or email greentreo@aol.com Copyright Top Agent Magazine 27

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