New Jersey 3-12-17 by Top Agent Magazine

NEW JERSEY EDITION

IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL? FEATURED AGENTS

CHRIS CORONATO DONALD WEINGART COVER STORY

the ferzoco group

CHRISTOPHER & JOSEPH FERZOCO

CREATIVE WAYS TO SAY THANK YOU LIVING ON COMMISSION

NEW JERSEY EDITION Libby Hontz is proud to congratulate

Donald Weingart

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

21 CHRIS CORONATO

Chris’s approa After spearheading an ness booming enterprise in the fitness about what I d industry for seventeen my prior work years, Chris Coronato about setting decided to take the leap ing through th and transition into the way. A home real estate industry. Havin their lifetim ing grown up with interior CHRISTOPHER & JOSEPH CHRIS CORONATO DONALD WEINGART it’s personal, t architects and designers FERZOCO of your relatio forHontz, parents, already Libby SeniorChris Loan Officer NMLS #602511 professional e fostered Cell an | 908.382.3127 appreciation 908.581.9554 Fax 10for Woodbridge Center Dr., Ste 700, Woodbridge, NJ 07095 communicatio fine homes. Comlibby.hontz@everbank.com | everbank.com/lhontz throughout a bined with his numerous CONTENTS everbank.com/_experts/lending/l/libby-hontz/solutions he seeks to d years in the fitness induscess. “My clie try—managing a business 18) 4) COMMUNICATE and YOUR LIVING ON when we wor working alongside clients to help them achieve their WAY TO HIGHER SALES process as mu individual goals—theCOMMISSION transition to real estate was a natto be the defin ural one. Today, after three years of accomplishments as WITH DISC? I do that is to an agent, Chris has crafted a flourishing business based CREATIVE WAYS 23) that clients ca on lasting relationships, forthright communication, and TO SAY THANK YOU 14) IS BRANDING THE follow-through. As for marke WAY TO TAKE YOUR ty-first-centur Primarily serving northern New Jersey, with a particular BUSINESS TO THE NEXT focus in Bergen and Hudson counties, Chris goes where Not only doe LEVEL? he’s responsi the clients lead, working with buyers and sellers alike. With a robust 50% rate of repeat and referral business, through socia www.

www.

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

Top Agent Magazine

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

By Bubba Mills

Communicate your way to higher sales with DISC? Today’s article is all about communication. Let me start with a story: A woman was standing in front of the mirror and said to her husband: “Oh my love, I’m so fat and so ugly. I really need to hear a nice compliment.” Her husband replied: “You have great vision.” Oh the trouble we can get into when our lips flap. Any married person can attest. Probably many REALTORS®, too. Because real estate is a people business, communication is the industry’s bedrock. And I can say this next sentence with certainty: Top producers in real estate are expert communicators. 4

Top Agent Magazine

If you want to join their ranks, you should jump at every opportunity to improve your communication skills. This article can help, and to get the most from the article I only need you to remember four letters and their meaning: DISC. DISC is a tool you can use to quickly assess a person’s dominant personality. It’s based on work by psychologist William Martson. Generally speaking, it turns out there are four primary types of personality styles out there: Directors, Interactors, Supporters and Compliants. The next time you’re giving a listing presentation, you’ll be talking to one of those four types of people. And when you understand which one you’re talking to you can be much more effective and more likely to get the result you want. So, let’s dive into each and learn some practical tips you can start using in your daily life as a REALTOR®: Directors are direct. They want to make money, save time and be efficient. When you talk to directors, be short and to the point with closed questions. They seek productivity and the bottom line. They’re motivated by new challenges and problems to solve. They enjoy power and authority to take risks and make decisions. And they want freedom from routine and mundane tasks. Interactors want, you guessed, interaction. Lots of it. They want to have fun and they enjoy talking about themselves. When you’re talking to interactors, add humor and don’t labor on the details. They seek recognition and fun. They’re motivated by flattery, praise, popularity and acceptance, and they want other people available to handle details. Supporters are connectors. They want security, safety and a strong sense of belonging. When talking to supporters ask for their opinions and feelings and offer open-ended questions. They’re motivated by recognition for loyalty and dependability Top Agent Magazine

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information. Some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DISC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own dominant style and how to read others as well. Yes, understanding people, listening to their needs and wants and responding appropriately all take work and attention. But because real estate is a people business, it’s simply a must. And the better at it you become, the better living you’ll make as an agent or broker. I promise. Best of luck to you! Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 6

Top Agent Magazine

the ferzoco group

CHRISTOPHER & JOSEPH FERZOCO Top Agent Magazine

Williams Jersey Shore, therefore, teamwork means every client receives the level of customer service they want and deserve.

Christopher and Joe Ferzoco take a highly specialized approach to the concept of a real estate team. On this team, there’s no shuffling clients between different agents or passing people around to whomever is available. Instead, during every aspect of a relationship or transaction, every client receives the personalized attention of a professional who is trained and experienced in that part of the process. With The Ferzoco Group at Keller 8Copyright Top Agent Magazine

“The person handling files wouldn’t take pictures!” says Christopher, by way of example. “We have a professional photographer for photos and drone video work; that’s their specialization, just as it’s the closing coordinator’s job to cover each detail of moving a file to the end.” Additionally, each buyer’s agent at The Ferzoco Group is an expert in the geographic area he or she represents. The group therefore offers targeted expertise across multiple communities in Cape May County on the Jersey Shore along with porTop Agent Magazine

tions of Atlantic County and primary homes surrounding those areas.

best way possible with high-quality video, photos and descriptions.”

Another division of The Ferzoco Group manages all online marketing efforts. “I wouldn’t put a listing on my personal page and tell the seller they’re on Facebook,” says Christopher. “Our experts know exactly how to maximize social media to get properties out to the public on YouTube, Facebook, Instagram, Twitter, Constant Contact and more.” Online exposure for listings is broad and deep through all major real estate portals and into more specialized syndication hubs. “Almost all buyers start their searches online, so our listings are represented in the

Christopher first entered real estate in 2005 and, after he developed a foothold in the Jersey Shore vacation and residential markets, his brother Joe joined him as a business partner. On a daily basis, they move forward with the philosophy that relationships are what matter most. “People know our customer service doesn’t stop when the transaction closes,” says Christopher. “We want to be their real estate agents for life and we want to be their friends’ and families’ real estate agents for life.” Ongoing communication, beginning the moment they meet a client, ensures their

Top Agent Magazine

strong referral rate. By delivering their specialized level of service, the group enjoys remarkable growth year over year. “Over the past five years we have helped more than 100 families per year to sell or buy a home,” says Christopher, adding that 2016 was their best year yet, with 140 properties sold. Because many of their clients are buying and/or selling vacation homes or investment properties, Christopher and team don’t have as many opportunities for face-to-face interaction as in standard residential markets. But that doesn’t stop them. “We call our clients on a regular schedule and send updates about real estate through emails, newsletters, video Copyright Top Agent Magazine Copyright 10

and phone conversations,” says Christopher. The group’s updates address different events and happenings locally to keep property owners informed when they’re out of the area. “I love interacting with people and discovering what their motivation, dreams and goals are so we can go out and make that happen for them,” says Christopher. Meeting people and matching buyers and sellers to make dreams come true is immensely satisfying to him, as is giving back to the community. “We give in a lot of ways, both privately and through our office,” Christopher says. “We’ve done food and toy drives Top Agent Magazine

“Over the past five years we have helped more than 100 families per year to sell or buy a home.” and Make-a-Wish Foundation campaigns through Keller Williams.” And when he’s not dedicating himself to serving others, Christopher cherishes every moment he can with family, with whom he loves sporting events and travel. The future shows growth for The Ferzoco Group. “We aim to expand our territory Top Agent Magazine

and grow the team so we can provide our service to more people,” says Christopher. “The knowledge we have of the area and the team we have in place puts our clients in the best possible positions to meet their objectives.” Ultimately, he explains, their greatest focus is to fully understand each clients’ needs and desires in order to fulfill them in the best way possible. Copyright Top Agent Magazine 11

To learn more about CHRISTOPHER & JOSEPH FERZOCO, visit TheFerzocoGroup.com, email christopherferzoco@gmail.com or call 609.788.3786 www.

Top Agent Magazine

Christopher Mooney is proud to congratulate

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

9700 Pacific Ave, Suite 101 Wildwood Crest, NJ 08260 609-846-9700

1221 West Ave, Suite A Ocean City, NJ 08226 609-399-1227

Christopher Mooney: 856-261-4917 | cmooney@surety-title.com www.

Top Agent Magazine

Surety-Title.com 13

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. 14

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. Top Agent Magazine

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or Top Agent Magazine

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! 15

CHRIS CORONATO After spearheading an enterprise in the fitness industry for seventeen years, Chris Coronato decided to take the leap and transition into the real estate industry. Having grown up with interior architects and designers for parents, Chris already fostered an appreciation for fine homes. Combined with his numerous years in the fitness industry—managing a business and working alongside clients to help them achieve their individual goals—the transition to real estate was a natural one. Today, after three years of accomplishments as an agent, Chris has crafted a flourishing business based on lasting relationships, forthright communication, and follow-through. Primarily serving northern New Jersey, with a particular focus in Bergen and Hudson counties, Chris goes where the clients lead, working with buyers and sellers alike. With a robust 50% rate of repeat and referral business,

Chris’s approach to agent-client relationship keeps business booming. “Building relationships is what I love most about what I do,” he recounts. “It played a major role in my prior work in the fitness industry, too, which was also about setting specific goals with induvial people, working through the steps of the process in a friendly, cohesive way. A home is the biggest purchase someone will make in their lifetime, and it’s not just a business transaction— it’s personal, too. You have to have that be the foundation of your relationship with a client.” Chris summarizes his professional ethos as one driven by professionalism and communication. Keeping those he works with informed throughout a transaction is a key priority for Chris, as he seeks to demystify and de-stress the real estate process. “My clients understand the commitment I undertake when we work together,” Chris explains. “I simplify the process as much as possible, so that stress doesn’t have to be the defining characteristic of a transaction. One way I do that is to keep communication clear and regular, so that clients can feel confident and in the loop.” As for marketing efforts, Chris is a decidedly twenty-first-century agent—with a knack for the old school. Not only does he ensure that each property for which he’s responsible receives maximum digital exposure through social media and online listing portals, he also favors a personal, face-to-face touch, as well—getting to the know neighborhood, knocking on doors, and networking with local agents. In that vein, Chris is a major proponent of cultivating a web of related industry professionals whose work is of demonstrably high quality. “When everyone can work symbiotically with each other, it makes the client’s life substantially better,” Chris explains. “Whether maintaining established relationships with mortgage professionals, home inspectors, attorneys, or otherwise, there’s so much going on Copyright Top Agent Magazine

behind the scenes. Building solid relationships is good for your business and especially good for your client.” To keep in touch with clients both past and potential, Chris favors a similar blend of tried-and-true methods, creating personal connections along the way. He reaches out to his database of clients by phone or e-mail, sending personalized cards on home move-in anniversaries and on birthdays, and has even hand-delivered holiday poinsettias in years past. Chris extends his service to others in his local community as well, where he and his team value an embedded approach. He previously served as the Vice President of the Gold Coast Chamber of Commerce for many years and has ambitions to develop even

more community-based relationships in the years to come. Other future plans include the sustained growth of his already expanding team and continued educational outreach for first-time homebuyers, once again demonstrating his priority of keeping homebuyers empowered by information. With a lengthy career of facilitating people’s goals already under his belt—in addition to a blossoming role in the northern New Jersey real estate world—Chris’s philosophy has reaped marked success in just a few short years. Fixed on the interpersonal, with a proven track record of execution, the years ahead for Chris Coronato and the Coronato Property Group are poised to remain busy and bright.

To learn more about Chris Coronato, e-mail CoronatoPropertyGroup@gmail.com or call (917) 854-4265 Top Agent Magazine

Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her 18

Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Top Agent Magazine

rights reserved. 19

Libby Hontz is proud to congratulate

Donald Weingart

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

Libby Hontz, Senior Loan Officer NMLS #602511 908.581.9554 Cell | 908.382.3127 Fax 10 Woodbridge Center Dr., Ste 700, Woodbridge, NJ 07095 libby.hontz@everbank.com | everbank.com/lhontz everbank.com/_experts/lending/l/libby-hontz/solutions www.

www.

Top Agent Magazine

DONALD WEINGART Getting better - That’s what Donald Weingart has been doing since entering real estate in 1984, long before the internet transformed the industry into its current form. As a result, he and the agents he mentors remain on the leading edge, whether honing their relationship management skills or employing new technologies. As Broker-Manager of Fox & Foxx Realty in Edison, NJ, since 2013, Donald applies his experience to helping grow the real estate brokerage arm of Fox & Foxx Development. “I spend most of my time recruiting, training and retaining talented agents,” he says, adding that while he does still list and sell, Donald won’t compete against other agents at Fox & Foxx. By any measure, he’s perfect for his role. “I teach agents that if you do right by your clients, your job gets infinitely easier as the years go by. Clients, attorneys and others pay close attention; when they see that you know what you’re doing and that you’re ethical, they refer business to you.” Real estate, he asserts, should never be all about listing and selling. “You become the brand you’re building. If people like and trust you, your business will grow.” Donald tells new REALTORS® that if after six months they don’t love what they’re doing, they should find another career. Real estate requires passion and hard work. “Anyone who is in love with real estate will always be available to clients.” Willingness to listen and the ability to provide good information in response are key differentiators. “It’s about knowing the answers, but it’s also about being able to say, ‘That’s a good question; let me research and get back to you.’” Donald explains that the internet as real estate game-changer has provided an opportunity for agents to provide even better quality information and service to buyers than they needed to 15 or 20 years ago. Because many buyers believe they already have all the data they need, it’s incumbent upon agents to be well informed about

what is not obvious to buyers. “We can do that with continuing education,” says Donald. “It shouldn’t take more than one or two brief buyer counseling sessions for potential clients to understand the value a good agent brings to the transaction.” For listings, Donald appreciates today’s increasing opportunities for unique marketing practices. “We devote at least 65% of our marketing budget to online advertising using a variety of modalities.” Donald also insists all agents at Fox & Foxx use professional photography and videography. Fox & Foxx employs a professional photographer who is also a licensed agent. “He does excellent work on still photos and virtual tours,” says Donald. “And because it’s important to continually reinvest in yourself, your business and your company, we recently purchased a Matterport camera to produce 3D tours, which are spectacular.” By embracing emerging technology and adapting to change while staying true to the timeless virtues of listening, communication and hard work, real estate offers unlimited potential, says Donald. Faceto-face interactions, he adds, are some of the most valuable ways to build lasting relationships. The same goes for community outreach, but only if it is motivated by a genuine desire to help. “Anything we do in the community is aimed at providing value, establishing dialogue, having fun, and not selling,” he says. “We don’t hand out business cards when we’re giving back; it’s about being a part of the community, not sales.” After 33 years in real estate, Donald most enjoys that every day is different. “Just when you think you’ve seen it all, you realize you haven’t; that’s what keeps it fresh. If you’re wired to work, it becomes fun.” For that reason, Donald has no plans to retire. “One of my goals is to stay healthy and take care of myself so I can keep at this,” he says, adding that he and his wife are avid runners who participate in community runs periodically. “I can’t imagine not doing this,” he says. “You’re either a real estate junkie or you’re not.” Not surprisingly, Donald watches HGTV for fun after work.

To learn more about Donald Weingart, visit foxandfoxxrealty.com/agent/donald-j-weingart email dweingart@foxandfoxx.com or call 732.486.3444 www.

Top Agent Magazine

Peoples Home Loans is proud to congratulate

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

Peter DeVico | Branch Manager | NMLS 93850 51 Gibraltar Drive Suite 3B, Morris Plains, NJ 07950 Cell: 908-337-7799 | EFax: 877-547-8904 Pdevico@bankingunusual.com www.

PeoplesHomeLoansNJ.com/pdevico Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

Top Agent Magazine

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 23

mailto:mag@topagentmagazine.com

Top Agent Magazine