New York 4-23-18 by Top Agent Magazine

NEW YORK EDITION

COVER STORY

Jay Batra

Drip Those ONLINE LISTING LEADS How to Overcome Your WORKPLACE FEARS FEATURED AGENT

RASHID BHUIYAN

BE THEIR REALTORÂ® FOR LIFE: How to Build a Relationship With Your Clients that Will Last a Lifetime 4 Reasons Why MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

NEW YORK EDITION

For more information about Jay Batra of Batra Group in New York City, please call 917-477-9804 or email Jay@BatraNY.com 6

RASHID BHUIYAN

JAY BATRA

CONTENTS 4) HOW TO OVERCOME YOUR WORKPLACE FEARS 9) DRIP THOSE ONLINE LISTING LEADS

19) BE THEIR REALTORÂ® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 22) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

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

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in

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

ASSESS THE FEELINGS BEHIND THE FEAR

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

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

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

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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RASHID BHUIYAN Though he is now one of the most respected and in-demand realtors working in New York City, Rashid Bhuiyan didn’t initially plan on becoming a Realtor®. When his parents were selling their home, Rashid felt like they weren’t getting the service they deserved. Deciding he wanted to learn more about the process, he began taking classes and was quickly hooked. He soon got his license, and real estate has been his passion for the past five years. “This business is all about helping people, and that’s why I love it. Everyone deserves to have a Realtor® who gives them an exceptional customer experience, and there are a lot of us out there doing that. I want to be a great agent. My goal is to always change people’s minds if they’ve had a bad experience in the past.” Rashid’s work has experienced rapid growth since starting, and he currently leads a small team. His wife Oksana became his partner, and they have an administrative assistant. They are currently in the process of training new recruits, and will hopefully be bringing on more agents in the coming year. Rashid specializes in the Brooklyn and Staten Island markets, and is currently looking to move into the lucrative northern New Jersey market next. One of the keys to Rashid’s rapid success in the business is that he doesn’t see what he does as being sales work. For Rashid, it’s all about building relationships. “This isn’t just one transaction for me. I want to be their Realtor® for life. I’m working for my clients and they see that. I’m looking out for their best interests at all times. I don’t disappear once the transaction is over. I stay in contact with them in numerous

ways and always offer myself as a resource to them long after the active transaction.” Rashid also takes an educational approach to working with clients that relies heavily on constant and clear communication. “If you read my testimonials, most of my clients will say that I was there for them when they needed me. I always respond to texts and calls, and I communicate and explain the process throughout the entire transaction. I never want them to feel like they’re in the dark about anything. I do this every day, so it really is my job to make sure they understand what’s happening. I want the process to be as stress-free as possible.” Another distinct advantage Rashid offers his clients is a comprehensive approach to marketing his listings. He hires professional photographers to show the property in the best light, and every marketing aspect is done to the highest level. He is always looking for ways to make his listings stand out by using innovative techniques that have given him an excellent track record of selling properties quickly and for top dollar. Rashid believes strongly in giving back to his community and supports several local charities, including an organization that helps the homeless. When he isn’t working, he enjoys spending time with his family and going camping. Rashid couldn’t be more thrilled with how far he’s come in five years, and is excited about the future. “I want to continue to grow my business, but I also want to venture more into educating the community on the process of buying or selling a home. I love what I do. It’s so rewarding to be able to help people achieve their real estate dreams.”

To learn more about Rashid Bhuiyan, call 347 - 276 - 2788, email him at info@bhuiyanproperties.com, or visit BhuiyanProperties.com www.

The law offices of Martin & Loiacono are proud to congratulate

Rashid Bhuiyan

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

Peter Martin, Esq. 274 Watchogue Rd., Staten Island, NY 10314 P: 718 - 979 - 7114 | F: 718 - 979 - 6657 mlattorneys.com www.

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The Law Offices of William J. Golding, P.C. are proud to congratulate

Rashid Bhuiyan

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

WILLIAM J. GOLDING ATTORNEY AT LAW

William J. Golding, Esq. 74 Lincoln Avenue, Staten Island, NY 10306 P: 718 - 227 - 5260 | 718 - 351-1246 wgolding@wjgesq.com | wjgesq.com https://

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Drip Those Online Listing Leads By Walter Sanford

My coaching clients are beginning to find more success with their online listing leads. Whether the lead is coming from postcard-generated invites to complete forms on their site or third-party consolidator leads, the web leads are coming in. The problem with a lot of these leads is bad phone numbers but good email addresses. The question is - how do we engage them in a conversation that leads to a listing appointment? Uncovering the seller’s needs prior to an appointment is always the first step in creating client satisfaction, but it’s very difficult to do without good contact information. By showing these potential sellers value, my clients have found that many sellers who wanted to remain anonymous are now holding up their hands and shouting “I want some of that!” The drip system that creates this kind of excitement is one that’s immediately started after the lead is received. The system shows the value that you can bring to their discovery process. Every three or four days, send an email that lets them know that there is so much more that a top, local, professional agent can add to their search. With my clients, we only give a little bit of information at a time. Usually within a few weeks, we have the serious leads contacting the agent for an over-the-phone consultation. Below are some of the points that we stress in our drip system email campaign for online listing leads: Top Agent Magazine

Week One: Thank you for contacting us for more information regarding the sale of your property. I hope the information we have already provided was of some help to you. We believe that a real estate relationship should be based on the client’s needs. Once we know those needs, we have some very unique solutions that our past sellers have mentioned were available nowhere else. Please give us a call so we can supply some unique answers to unique challenges. Week Two: In our earlier email, we talked about unique solutions. One of the unique solutions we provide our sellers is a pre-listing consultation. Go to www.(yoursite).com/prelistingconsultation to answer a few questions and schedule a phone call that’s convenient for you. This will allow our team to be better prepared to give you some insights regarding what to expect in this market. Week Three: In continuing our theme of delivering value to our potential sellers, one of the most appreciated value propositions that we give our potential sellers is our “seller education system.” If you call us, we can program a search for brand new listings each morning. The search will include specs that compare to your home and the results will be emailed directly to you. This provides you with brand new listings that would be competing with your home, if it was on the market. This makes you the most educated seller in town knowing what the competition is. You’ll receive these new listings at the same time agents in (your town) receive them! Week Four: Occasionally, we have a seller who isn’t interested in considering a sale unless he/she knows the value first. We came up with a solution that eliminates a lengthy listing presentation. We call this our free 48-hour phone value analysis. Go to www.(yoursite).com/valueanalysis. Complete the form and within 48 hours, one of our team members will call you. Based upon the same comparables that appraisers would use, we will let you know the value of your home. This is a fast and inexpensive way to bridge the gap of an expensive appraisal or a time-consuming listing presentation with a service that can be just as accurate. There is no charge for this service, and we are happy to put the numbers together for you! 10

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Week Five: One of the services that our sellers most appreciate is our “meet the team” concept. You can go to our website or call us directly for the contact information on a trusted team member for almost any service. We know the best plumbers, HVAC techs, electricians, roofers, landscapers, painters, carpenters, and carpet installers in the area. We use them on our own homes, we trust them, and we have long business relationships with them. If you need anything done around your home to prepare for a potential sale or if you just want to get it ready for a special occasion, we know who does the job well here in (your town). Week Six: Our sellers get higher prices because we make their homes desirable to buyers! We call this service our “primp and polish” service. Any consultation is free! We can provide you some simple tips to make your home more inviting to buyers. We will point out any potential red flags and help you place furniture to get things ready to create that emotional pull. We have professional decorators on call. Their services cost money, but we have found their service is a good investment based on the additional monies that we receive for our client’s properties. The initial consultation is free! Please give us a call so we can set this up for you. Week Seven: Did you know that our company has access to a majority of the top real estate agents in any city in the world? If you are considering selling your home here and buying out of town--we can send you to top agents who understand your needs. Top agents know they can’t solve client’s challenges without first knowing what those challenges are. If you want a special house out of town, then give us a call. We know agents who will not only show you standard MLS properties but also properties that are not yet on the market. We call these “secret properties.” These secret properties can be owned by past clients who might consider selling or sellers developed from a postcard mailing campaign in your neighborhood of interest. These agents know many ways to find property that other agents will not show you. We find this service to be one of the best that we provide for our buyers so we wanted to make sure that you get the same service when you move. Top Agent Magazine

Week Eight: If you’re not quite ready to list your property, we have a system called “sell the sizzle before the steak.” I know it sounds a little corny, but we can discretely present that your home might be available to our database of buyers. This helps us to do a little pre-marketing prior to a full commitment of our complete marketing plan. If you are interested in this service, please don’t hesitate to give us a call. Week Nine: Did you know that we have a policy where no real estate agent will be allowed to negotiate with you in person? We do this because many times real estate agents can be very forceful in the presentation of offers from their clients. We ask for that offer to be presented to us, and we will spend as much time as you need with just us - your representatives. This eliminates awkward meetings where you need more time to think, and the buyer’s agent is pushing for an answer. We believe that selling a home should not only be massively profitable but also fun. If you’d like more ideas on how we differ from the competition, email or call me at your convenience. All contacts will be kept confidential. Well, I hope you get the idea that we’re trying to start a conversation with that potential seller instead of letting them fall through the cracks. A drip email campaign for a seller is similar to the campaign for buyers. It’s necessary for listing leads since the majority of information requests come via the web with incorrect or inoperable phone numbers. The only way to get these leads talking is to present them better value than everyone else. Copyright©, 2015 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 12

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Jay Batra

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Jay Batra Jay Batra talks trust, patience and integrity – three words rarely associated with New York’s high-stakes luxury real estate market. at Spire Jay Batra, Batra,Associate Founder Broker and Principal Group inat the Flatiron brings Broker Batra GroupDistrict, in Midtown, a refreshing candorcandor to histowork that brings a refreshing his work goes goes beyond simplehonesty. honesty. Serving Serving that beyond Manhattan and specializing in luxury properties, what sets him apart is his business mindset and genuine passion for the real estate market. He chooses his words carefully and makes them count – all in the interest of service. Copyright Top Agent Magazine 14

It’s a quality that, when combined with his real estate savvy, conveys both competence and generosity. No wonder his star is rising in New York’s highly competitive real estate sales market. His clients see him as a true ally that can deliver the deal without the drama – something unfortunately all too typical in the luxury market. Jay Batra came to real estate after Top Agent Magazine

Batra Group owning/managing a trendy restaurant in Nolita. Coming from a family of entrepreneurs and real estate investors, he knew he could build a successful real estate business if he put his mind to it.

in downtown new construction – a notable achievement considering his time in the business.

“I want to bring honesty and transparency to real estate, and build relationships based on trust. I can That was four years ago. He has handle the sharks. But, that approach seen his fortunes rise since then, isn’t sustainable, and doesn’t leave with a steady flow of business and people wanting to work with you a following that’s grown even faster again.” Jay explains. than imagined. His Facebook page has more than 8,000 fans and his It’s that mix of authenticity and Batra Report newsletter rivals some laser focus that gives him added of the best blogs in the business. He leverage in negotiation, a key part boasts an 80% closing ratio, largely of his success. Top Agent Magazine

Before moving to New York seven years ago, Jay lived in several cities in the US and Asia. He finds it easy to relate to his clients and their diverse backgrounds. In fact, he caters largely to the international crowd. Not surprisingly, his diverse clients become comfortable with him quickly, too.

Jay, I reached out to him again to find my second place. He was with me every step of the way again. He’s someone I trust to provide sound and professional advice. I highly recommend Jay Batra.” “My goal is to give the best service in the industry, and do it with integrity. It’s just who I am.”

Jay’s reviews praise him for his expertise, professionalism, and consistency. One recent review declares Jay “the And with that simple, poignant best broker in the city.”Another boasts, statement, I realized Jay had won “After my first great experience with me over too. Copyright Top Agent Magazine 16

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“My goal is to give the best service in the industry, and do it with integrity. It’s just who I am.” Top Agent Magazine

For more information about Jay Batra of Batra Group in New York City, please call 917-477-9804 or email Jay@BatraNY.com

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. Top Agent Magazine

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush 20

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. Top Agent Magazine

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying 22

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently Top Agent Magazine

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand. Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication. Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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