New Jersey Realtor®—January/February 2020

NEW JERSEY

REALTOR

®

January/February 2020: VOLUME 6 ISSUE 1

Meet Your 2020

LEADERSHIP TEAM NJREALTOR.COM

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NEW JERSEY REALTOR® A publication of New Jersey Realtors®

10 Hamilton Avenue Trenton, NJ 08611 Phone: 609-341-7100 njrealtor.com

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Jarrod C. Grasso, RCE Chief Executive Officer PUBLIC RELATIONS AND MARKETING DEPARTMENT Colleen King Oliver Director of Public Relations &

Marketing | editor@njrealtor.com

Erin McFeeters

Dana Fiori

Communications Coordinator

CONTENTS January/February 2020

Content Coordinator

2

President's View: Moving Forward into the New Decade

22

2019 Realtor® & RealtorAssociate® of the Year

3

CEO's Desk: Independent Contractor Bill Update

24

2019 Good Neighbor Award

5

Important Dates & Deadlines

6

Legislative Update: Thank You for Your RPAC Support in 2019!

9

Introducing the 2020 Leadership Team

2020 OFFICERS Angela Sicoli

President

Jeffrey Jones

President-Elect

Robert White

First Vice President

Kathleen Morin

Treasurer

ADVERTISING SALES Laura Lemos | 973-822-9274 laura@boja.com DESIGN Rebecca Ryan McQuigg | Encompass Media Group

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Style Guide: 2020 Color of the Year

rebecca@encompasspubs.com

New Jersey Realtors® provides legal and legislative updates as well as information on a variety of real estate related topics solely for the use of its members.

Due to the wide range of issues affecting its members, NJ Realtors® publishes information concerning those issues that NJ Realtors®, in its sole discretion, deems the most important for its members.

The content and accuracy of all articles and/or advertisements by persons not employed by or agents of NJ Realtor® are the sole responsibility of

28

Local Board/Association News

their author. NJ Realtors® disclaims any liability or responsibility for their content or accuracy. Where such articles and/or advertisements contain legal advice or standards, NJ Realtors® recommends that NJ Realtors® seek legal counsel with regard to any

12

2019 Triple Play Recap

16

Six Things Agents Wish They Knew Their First Year

20

Town Spotlight: Historic Smithville

Sudoku puzzle solution:

specific situation to which they may seek to apply the article.

New

Jersey

Realtor ® ,

publication

number

13260. Published bi-monthly each year. Member subscriptions allocated annually from annual dues: $3. Non-member annual subscription: $10. Known office of publication: 10 Hamilton Avenue, Trenton, NJ 08611. Periodicals postage paid at Trenton, NJ 08611 and at additional mailing offices.

POSTMASTER: Send address change to Editor, 10 Hamilton Avenue, Trenton, NJ 08611.

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NEW JERSEY REALTOR® | January/February 2020 | 1

PRESIDENT'S VIEW

Moving Forward into the New Decade

BY ANGELA SICOLI

F

or the past 35 years, I've had the opportunity to help clients achieve their American Dreams in a business that I truly love. What makes it even more special to me is that I have lived the American Dream myself. I was born in Italy, and at the age of two, we moved to Venezuela. When I was eight years old, we moved again to the United States, to Nutley, where my parents raised me with my five siblings.

They taught me my values and showed me how hard work is the only way to succeed in life.

In 1986, I opened my real estate office, Century 21 Award Agency. My father was a builder, and when I first started in real estate, I never thought how much my father’s career would still be a part of my life. Today, I still sell many of the homes that he built. I never thought this career that has given me so much would bring me to be your president today. I love our industry, I love the American Dream, and I’m so proud to serve as 2020 President of New Jersey Realtors®.

As we enter 2020 together, I hope we can do so with a few goals in mind. As a broker myself, I understand the importance of getting information to my agents. I hope that in conjunction with our strategic plan initiatives we can increase our broker involvement and harness the influence and power they hold in the industry to help educate our agents. We want to have broker-centric conversations to make our information and services so valuable that our brokers will assist us in conveying our value through their channels.

Also, over the past year, we have been working on developing an aggressive global initiative, including a presence at MIPIM, conversations with the New Jersey Economic Development Authority, and our National Association of Realtors® ambassadorship. We are confident that we will be able to help drive industry and investors to New Jersey from overseas. We know the value our state holds for large industries and are eager to capitalize on it.

We must push economic growth in New Jersey to ensure an affordable future exists for our children.

On a more personal level, I hope that 2020 brings us all closer together as we work hard to preserve, protect, and advance private property rights and homeownership for all.

Again, thank you for giving me this opportunity to be your 2020 New Jersey Realtors® President, it’s truly humbling and an honor.

2 | NEW JERSEY REALTOR® | January/February 2020

FROM THE CEO'S DESK

Independent Contractor Bill Update I

n December, as we prepared for our annual Triple Play conference and worked to wrap up another banner year at New Jersey Realtors®, we faced one of our toughest legislative battles to date and many of our members showed up when it mattered most.

Towards the end of 2019, there was proposed legislation traveling through the Senate and Assembly that addressed employee versus independent contractor classification in New Jersey. Through lobbying efforts and relationships at the statehouse, our team secured key amendments for real estate salespersons in this particular proposed legislation—meaning they would not be automatically categorized as employees if the bill were to become law. Before the bill was even up for a vote we began to hear that Gov. Murphy would not sign the legislation into law with any exemptions or carve outs, meaning our 56,000 New Jersey Realtors® and thousands of other licensees would fall under the new provisions of the bill and would be effectively reclassified as employees.

Upon hearing that the Governor was hesitant to accept the amendments that were given to us by the legislation, we launched an aggressive Call to Action targeting him to express our support of upholding the historic independent contractor status enjoyed by real estate salespersons in New Jersey. The adoption of this legislation without the existing exemption would be harmful to all independent agents, as many brokerages would be forced to eliminate many of them. Agents who work in the real estate business would have been forced out or choose to leave the industry because they would lose their independence and flexibility of working as an independent contractor. Also, if you were to eliminate the exemption found in this legislation it would require all New Jersey real estate brokerages to re-examine their business models. If brokerages were forced to reclassify their

independent agents, there will be far more harm than good to the real estate industry and New Jersey’s economy. Since we launched the call to action, there were more than 11,840 members that have sent letters to Gov. Murphy.

As of the printing of this issue, the proposed legislation had until Jan. 13 to be put on the legislative agenda for a full floor vote. After that date, the 218th Legislative Session will end and the bill will need to be reintroduced in the Assembly and Senate in order for it to be discussed and voted on again.

This topic remains an important issue and similar legislation has been introduced across the country. I’m sure the bills will be back again in the 219th Legislative Session in one form or another. As always, we look forward to working with the legislature to ensure real estate salespersons continue to have the option to work as independent contractors.

I personally want to thank the 11,840+ members who took action. I strongly encourage all our members to please remain vigilant and ready to respond to ALL Calls to Action.

We need to ensure that New Jersey’s elected officials hear our collective voices on issues that impact our industry.

I hope you all have a healthy and successful 2020.

NEW JERSEY REALTOR® | January/February 2020 | 3

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L E G I S L AT I V E U P D AT E

Thank You for Your RPAC Support in 2019!

I

nvesting in the Realtors® Political Action Committee is more important than ever. RPAC is the main method of ensuring issues relevant to Realtors® remain relevant at every level of government. Since 1969, RPAC's nonpartisan efforts helped achieve legislative outcomes that protect private property rights and the livelihoods of Realtors® in New Jersey and across the United States. By investing in RPAC you help elect candidates who understand and support the industry. RPAC is key in continuing to protect and promote the real estate industry. New Jersey Realtors® would like to recognize those who invested $250 or more in 2019 to help protect the industry's future. Thank you for your investment.

RPAC NAR HALL OF FAME $50,000 Level Christina P. Clemans Charles S. Oppler $25,000 Level Judy N. Appleby Christina J. Banasiak Eugenia K. Bonilla Rosanne L. Citta Mary Davis Allan H. Dechert Drew S. Fishman Jarrod C. Grasso William J. Hanley Randy L. Ketive Cindy L. Marsh Tichy Angela Sicoli Douglas M. Tomson Ned Ward Robert White Gloria Woodward

RPAC NJ REALTORS® HALL OF FAME Gold Level – (Over $10,000) Graeme W. Atkinson Janet Barton Nexus Association of Realtors® Roxanne Daiuto Genette Falk Jeffrey A. Jones Edith Josephson Ellen W. Kale David Malo Lynne Mortimer 6 | NEW JERSEY REALTOR® | January/February 2020

Robert L. Oppenheimer Michael Oppler Bowen Pak Michael Pennisi Bruce Shapiro Robert Southwick Diane Streichert John Terebey, Jr TREND MLS Kim Ward Bacso Ronald Woods John Zennario Platinum Level – (Over $15,000) Gene Azzalina Eric J. Birchler Annekee Brahver-Keely Erin Brown Mary Burke Cape May County Association of Realtors®, Inc. Central Jersey MLS Nelson Chen Sherry Chris Core Association of Realtors® James J. Elek David Fialk Bonnie J. Fitzgerald William Flagg Marlyn Friedberg Tg Glazer Ilene F. Horowitz Gloucester Salem Counties Board of Realtors® Barry S. Goodman Greater Bergen Realtors® James W. Joeriman Rose LaPira Roger Love

Metro Centre Association of Realtors® Monmouth Ocean Regional Realtors® Gloria Nilson North Central Jersey Association of Realtors® Andrea Schlosser Christian Schlueter Ann Schuld Angela Sicoli Carol Tangorra Diane S. Turton

PRESIDENT'S CIRCLE Christina J. Banasiak Eugenia K. Bonilla Christina P. Clemans Mary Davis Allan H. Dechert Drew S. Fishman William Flagg Tracy Freeman Tg Glazer Jarrod C. Grasso William J. Hanley Ilene F. Horowitz Jeffrey A. Jones Randy L. Ketive Lynne Mortimer Robert L. Oppenheimer Charles S. Oppler Christian Schlueter Angela Sicoli Carol Tangorra Douglas M. Tomson Robert White

L E G I S L AT I V E U P D AT E

MAJOR INVESTORS Platinum “R” New Jersey Multiple Listing Service New Jersey Realtors® Monmouth Ocean Regional Realtors® Charter Golden “R” Gloria Woodward Golden “R” Greater Bergen Realtors® Metro Centre Association of Realtors® Sustaining Golden “R” Christina J. Banasiak * Eugenia K. Bonilla * Christina P. Clemans * Mary Davis * Drew S. Fishman * Jarrod C. Grasso * William J. Hanley * Ilene F. Horowitz * Randy L. Ketive * Robert L. Oppenheimer * Charles S. Oppler * Angela Sicoli * Robert White * Crystal “R” Gloria A. Monks Bruce Shapiro Sustaining Crystal “R” Core Association of Realtors® Allan H. Dechert * David Fialk Tg Glazer * Kathleen Morin Lynne Mortimer * Carol J. Tangorra * John Terebey, Jr. 1st Time Sterling “R” Frances Blakely Angela B. Bonica-Ponticelli Dawn Braithwaite Carole Lynn L. Brescia David Fanale Debra Flower Susan Giacchi Sally B. Ponchak

Sussex County Association of Realtors® Christopher Tausch 2nd Time Sterling “R” Norma E. Bonilla Cathy Fernandes Kenneth R. Freeman Tracy Freeman * Gene Krutyansky Jairo Rodriguez Robert A. Russo Nicole Sabarese Samy B. Sabbagh 3rd Time Sterling “R” Orna Ben-Or Jackson Daniel Corrigan George E. Denney, III Nina Eizikovitz Jacqueline Frank Michele Kolsky Assatly William M. Linteris Nick T. Manis Judith F. Mizzone Chandrika Basil Singh Justin Smith 4th Time Sterling “R” Cumberland County Board of Realtors® Maritza Aleman Dennis S. DeCarlo Min K. Lim 5th Time Sterling “R” Roxanne Daiuto David DePaola George Scott Glenfield Patricia Gray Hendricks Kathleen Ann Houston Alireza Memar Linda C. Musser Christine Lynn Rothwell Diane Traverso John Walters Zohar Zamir 6th Time Sterling “R” Lorraine Piro Colavito Angelo Michael DelDuca Jorge Ledesma Christian Schlueter *

Marc Stein John A. Zennario 7th Time Sterling “R” Terry M. Brannin David Miller 8th Time Sterling “R” Brian Groetsch, Jr. Jeffrey A. Jones * 9th Time Sterling “R” Ronald L. Woods 10th Time Sterling “R” Erin Brown Mary Burke Michael Oppler Bowen Pak Douglas M. Tomson * 11th Time Sterling “R” Cape May County Association of Realtors®, Inc. Diane M. Streichert 12th Time Sterling “R” William Flagg * 13th Time Sterling “R” Barry S. Goodman Andrea Schlosser 14th Time Sterling “R” Annekee Brahver-Keely Ocean City Board of Realtors® 15th Time Sterling “R” Nelson Chen Rose LaPira 19th Time Sterling “R” Eric J. Birchler 23rd Time Sterling “R” Bonnie J. Fitzgerald 24th Time Sterling “R” Diane S. Turton

*President’s Circle Investor

NEW JERSEY REALTOR® | January/February 2020 | 7

L E G I S L AT I V E U P D AT E

PRESIDENT'S CLUB Susan Bakes Nicole Banbor Valerie Arch Belardo Dorothy Bellas Damon Bready Nora Jane Burrows John Calandruccio Christopher Coccia Robert DeKanski Larry DePalma Robert Durso Nicola Esposito Roberta Galkin Lorraine Gardenier Frank Glaush Scott Gleason Denise Jasinski Judy Kao Scott Lauri Stephen Lee Ya Yuan Lien Edward Nugent Terrie O'Connor Elaine Pardalos Chiquita Pittman Brenda Richmond Rhoda Russo John Ryan Dianne Scott Bey Nikunj Shah Freeman Smith Colin Somerville Sherry Tamasco Teresa Trigas-Pfefferle Katty Velez Randolph Wine Wendy Wineburgh Dessanti Jungae Becky Yoo Andrew Zastko

CAPITOL CLUB

Margaret Ajamian Mario Aleman Gene Amsel Deanna Anderson Charlene Barbetta Carolyn Bardach Janet Barton Marilyn Becker Catherine Best Margaret Breslin Dawn Bricker Ellen Calman Luke Chamberlin Brenda Connolly Dawn Corbo Dawn Cortes Manuel Couto Audrey Dalton Amy DeBellis Teresa DeLorenzo Patricia DeMilia Valerie Dickson Diane Disbrow Charlotte Drinkwater Judy Eggert Melquisedec Espinosa Jennie Esposito Brenda Foley David Foudy Sandra Franchino Yesenia Frias Myles Garvey Ying Gautreau Dale Goberdhan Deborah Graske Madolyn Greve Susan Hughes Frank Isoldi Diane Kerester-Marotta Joshua Kim

Walter Klim Marcia Klioze Christine Kulik Miriam Lambert Michael Lastella Kaili Liang Daniel Lorch Eric Macon Peter Madden Lisa Mathews Kathleen McDonald Rosemarie McGeehan Jeanmarie McSpedon Donna Murray Arthur Napolitano Debra Norman Mary Ellen O'Boyle Eileen O'Driscoll Trina Olivo Evelyn Paladino Soon Park Joseph Pino Julia Quinones Jessica Ranieri Rudy Riveron Tammy Roberts Richard Scillieri Richard Shaffer Timothy Siciliano Ronald Simone Fay Smith Wendy Smith Sandra Solomon Patricia Tahan William Thompson Martha Torres Catharine Vick Barbara Weismann Karen White Miriam Yu Keri Zoumas

Contributions to RPAC are not deductible for federal income tax purposes. Contributions are voluntary and are used for political purposes. The amounts indicated are merely guidelines and you may contribute more or less than the suggested amounts provided your contribution is within applicable contribution limits. The National Association of RealtorsÂŽ and its state and local associations will not favor or disadvantage any member because of the amount contributed or a decision not to contribute. You may refuse to contribute without reprisal. Unless otherwise required by applicable law, any request for the refund of a contribution must be made within two (2) business days of the date on which you authorize RPAC to charge you for said contribution. Your contribution is split between National RPAC and the State PAC in your state. Contact your State Association or PAC for information about the percentages of your contribution provided to National RPAC and to the State PAC. The National RPAC portion is used to support federal candidates and is charged against your limits under 52 U.S.C. 30116.

RPAC OF NEW JERSEY

$920,000

8 | NEW JERSEY REALTORÂŽ | January/February 2020

[$ 875,953.12] raised in 2019.

Meet Your 2020

LEADERSHIP TEAM N

ew Jersey Realtors® named Angela Sicoli, of Fairfield, 2020 New Jersey Realtors® President during the Triple Play Realtor® Convention & Trade Expo in early December.

Also installed was Jeff Jones, of Morris Plains, who will serve as President-Elect; Robert White, of Interlaken, who will serve as First Vice President; Kathleen Morin, of East Brunswick, who will serve as Treasurer; and Ilene Horowitz, of Rockaway, who will serve as Immediate Past President.

“For the past 35 years I’ve had the pleasure of helping clients achieve the American Dream and I am thrilled and grateful for the opportunity to be president of an organization of 56,000 Realtors® doing just that,” said Sicoli. “I look forward to a successful, productive year.”

NEW JERSEY REALTOR® | November/December 2019 | 9

ANGELA SICOLI 2020 New Jersey Realtors® President Sicoli, ABR, became a Realtor® in 1983 and the Broker/Owner of Century 21 Award Agency in Nutley in 1986. She served as 2019 NJ Realtors® President-Elect, 2018 First Vice President, Treasurer in 2014 and 2015, and is a former Divisional Officer of Association Operations, Professional Conduct, Industry Advocacy, Communications and Public Relations and Professional Development, and is currently serving as NJ RPAC Trustee.

She is a past president and trustee of the North Central Jersey Association of Realtors®. Since 2014, she has been a National Association of Realtors® director and a NAR Federal Political Coordinator. In 2015 she was inducted into the NAR RPAC Hall of Fame, served on the Major Investors Council for NAR, and currently serves on the Realtor® Party Trustee Campaign Services Committee.

She and her husband, Michael, reside in Fairfield.

JEFF JONES 2020 New Jersey Realtors® PresidentElect Jones, a Realtor® since 1983, is the broker owner of Amerisource Realty Network, LLC in Parsippany, a commercial real estate firm specializing in office, retail, land sales, and leasing. At the state level, Jones has served on the NJ Realtors® Board of Directors, Executive Committee, as 2017 Treasurer, 2015 Association Operations Division Officer, and 2014 Professional Conduct Division Officer.

In addition, he has chaired and served on numerous committees.

At the local level, Jones has been a member of the North Central Jersey Association of Realtors® Board of Trustees for several years. He has served as Secretary and Treasurer twice. At the national level, Jones served on the Commercial Committee, Legislative Committee, and 10 | NEW JERSEY REALTOR® | January/February 2020

Regulatory Committee as well as a special Presidential PAG on commercial real estate in 2018. He has been an RPAC Major Investor since 2013.

In addition to his association work, Jones has authored a commercial course for North Central Jersey Association of Realtors® continuing education classes and currently serves as one of North Central Jersey School of Business instructors. Jones is a National Association of Realtors® certified Mediator. He also served as a member of the New Jersey Supreme Court Ethics Committee. Jeff and his wife Marianne have been married for 36 years and have two daughters, Katie and Kelly.

ROBERT WHITE 2020 New Jersey Realtors® First Vice President White, a lifelong resident of Monmouth County, became a Realtor® in 2001 and earned his broker’s license in 2005. He is currently the Branch Vice President-Managing Broker of Coldwell Banker Residential Brokerage in Spring Lake.

Since 2008, White has been an active director of the Board for the National Association of Realtors®. Currently, he serves on the Broker Engagement Council and is a representative on the Top 75 Large Firm Directors. He is also a RPAC Golden “R” and in 2016 he was inducted into the NAR RPAC Hall of Fame.

He has also served on the NJ Realtors® Board of Directors since 2008. He was Association Operations Division Officer in 2019, Professional Development Division Officer in 2018, and has chaired and served on numerous committees.

On the local level, Robert has been an active member of the Monmouth Ocean Regional Realtors® since 2002, a member of the Executive Committee since 2008, and served as President in 2014 and 2015. He has also chaired many committees such as Associates, Budget and Finance, Grievance, MLS, Legislative & Political Affairs, and RPAC. In 2005 and 2015 he was named MORR Realtor® of the Year.

Over the years White has volunteered for a number of local organizations and is currently on the Board of Trustees

for the Boys and Girls Club of Monmouth County. He is also serving his fourth term as President of the Interlaken Borough Council and is the Chair of the Administration & Finance Committee and the Public Safety Committee.

White lives in Interlaken with his husband of 22 years, Andrew DePrisco.

KATHLEEN MORIN 2020 New Jersey Realtors® Treasurer Morin currently serves as a New Jersey Realtors® Educational Foundation Trustee, NJ RPAC Trustee, and was the 2019 Professional Development Division Officer.

She is a member of the Political Affairs Committee and served as 2018 Convention Committee Vice Chair. On the local level, Morin serves on Metro Centre Association of Realtors® Board of Directors.

She also serves on local committees including Budget & Finance, RPAC Fundraising, Public Relations, Bylaws, Education, and Realtor® of the Year.

In 2019 Morin was a member of the National Association of Realtors® Association Executive Committee Volunteer Leadership Advisory Board, and in 2018 was a member on the NAR Professional Development Committee. In 2017 she was named Realtor® of the Year on the state and local level.

ILENE HOROWITZ 2020 New Jersey Realtors® Immediate® Past President Ilene Horowitz, ABR, AHWD, a Realtor® with Coldwell Banker in Mountain Lakes, has been a Realtor® for more than 23 years. An outstanding member of the Realtor® community, she has served on dozens of local, state, and national committees. She has held several leadership positions for each committee including President of the North Central Jersey Association of Realtors® from 20122014, and the 2016 NJ Realtors® Realtor® of the Year.

She has been an NJ Realtors® Circle of Excellence Award

recipient from 1999-2018. Horowitz served her community on the White Meadow Lake Property Owners Association Past Board of Directors, as well as the White Meadow Lake Festival Day Committee and White Meadow Lake Blood Drive.

JARROD GRASSO, RCE New Jersey Realtors® Chief Executive Officer As chief executive officer, he leads NJ Realtors® in its mission to serve the professional needs of its members, develop programs and services to conduct business successfully and ethically, and advocate for private property rights and the real estate industry. Grasso joined the association in 1999 and was promoted to Vice President of Government Affairs in 2002.

For nine years, he served as NJ Realtors®’ chief lobbyist before reaching his current role. In addition to his work in New Jersey, Grasso has maintained an active role on the national level and served as a National Association of Realtors® Director and Chair of the Association Executives Committee in 2015. In 2006, he was honored by NAR with the Realtor® Association Certified Executive designation, which recognizes his specialized industry knowledge and achievements. In 2013 he was inducted into the NAR Association Executives Committee’s Dr. Almon R.“Bud” Smith Leadership Society. Currently, he serves as Vice Chair of the foundation board at Robert Wood Johnson Barnabas Health Community Medical Center and serves on the board of directors for the hospital. He is also a member of the Society for the Prevention of Teen Suicide Board.

Grasso also received a Certificate in Nonprofit Management from Duke University in 2004. In 2015, he was recognized by the Women’s Political Caucus of New Jersey with the Good Guy Award for his leadership in advancing policies in support of women and families. He has previously been selected by business publication, NJBIZ, as a winner in the annual “Forty Under 40” award program. In November, he was elected to serve a three-year term on the Lavallette Board of Education.

NEW JERSEY REALTOR® | January/February 2020 | 11

Recap

2019

BY ERIN MCFEETERS

A

lmost 8,000 Realtors® and exhibitors traveled to

“You think about the powers that be, back 20 years ago,

Atlantic City in December for the 20 annual Triple

and the vision that they had to create a network like Triple

th

Play Realtor Convention & Trade Expo, a top real estate

Play,” said New Jersey Realtors® Chief Executive Officer

convention and trade show. For agents, attending Triple

Jarrod Grasso. “Our members have the opportunity to meet

Play is “a commitment to themselves and their business”

not only people from New Jersey but the network of other

said 2019 New Jersey Realtors President Ilene Horowitz.

people from Pennsylvania and New York.”

®

®

Each year, for the last 20 years, Triple Play has provided agents opportunities to earn continuing education credit,

This year’s convention theme, Grow Above & Beyond,

learn about the latest and greatest real estate products,

brought along with it new sessions such as the Grow Your

and network with agents from New Jersey, New York, and

Business Panel, which featured Andrew Dorn, Travis

Pennsylvania.

Everette, Shay Hata, Jeremias “JMAN” Maneiro, and Thai

12 | NEW JERSEY REALTOR® | January/February 2020

Nguyen. Audience members asked panelists about all things

Realtors® about their products and services. Attendees

real estate such as branding, closing gifts, and social media.

could spin the prize wheel at New Jersey Realtors®’ booth,

As the business panel wrapped up, Terry Watson’s Keynote:

play a round of air hockey, test their luck at Plinko, take

I Got This! began where he stressed the importance of being

selfies with the Phillie Phanatic, and much more.

an expert to clients. The Kick-Off Party at Bally’s Wild West Saloon closed the day with popular tunes, dancing, and

The new Relax and Recharge Lounge was a standout

mechanical bull rides.

among attendees who were looking to charge their phones, relax, or join yoga stretching sessions in between classes.

By the second day of the convention, registration was

Also new this year was the media lounge area outside of the

bustling with thousands of attendees and exhibitors.

expo hall which featured large televisions with wellness tips,

Exhibitors traveled from all over to participate and educate

testimonials, and convention information.

NEW JERSEY REALTOR® | January/February 2020 | 13

New Jersey Realtors® hosted its annual awards ceremony

members. 2020 National Association of Realtors® President-

to honor state Realtor® of the Year Ya Yuan Lien, state

Elect Charlie Oppler led the audience in the Pledge of

Realtor-Associate of the Year Patricia Salzer Beam, Local

Allegiance, New Jersey Realtors® Past President Bill Hanley

Realtor® and Realtor-Associates® of the Year, New Jersey

sang the National Anthem, and NAR President Vince Malta

Realtors Good Neighbor Award Winners, New Jersey

installed all of the incoming 2020 Leadership Team.

®

®

Realtors Quarter Century Club recipients, and New Jersey ®

Realtors® Emeritus members.

The night not only celebrated the incoming Leadership Team but also marked the closing of Horowitz’s term as

In the evening, New Jersey Realtors® held its annual

New Jersey Realtors® President. Her time as president

President’s Installation and Gala at Caesars Atlantic

brought new diner discussions, video broadcasts, a

City which hosted New Jersey Realtors 2019 and 2020

groundbreaking women’s event, the second-annual Realtor-

Leadership Teams, special guests, and Realtor family

palooza, and more.

®

®

14 | NEW JERSEY REALTOR® | January/February 2020

Beyond the Classroom

their commitment to the Fair Housing Act at the Fair

Dozens signed up to attend the new Atlantic City

Housing Celebration.

Opportunity Zones Luncheon and bus tour. The session covered what opportunity zones are, eligible areas, zoning

“I’ve been coming to Triple Play for 20 years, and every

and more. Then, attendees hopped on a bus for a tour to

year it gets better and better,” said Horowitz. “I think we

highlight the zones in Atlantic City and learn about current

have better exhibitors, more people…and I still love seeing

projects.

how many Realtors® come.”

Realtors® Political Action Committee investors relaxed

Recordings of most sessions are available for purchase, and you

with gourmet coffee, manicures, massages, and more in the

can download speaker handouts at realtorstripleplay.com.

RPAC High Rollers’ Suite while other attendees reaffirmed

Save the date for Triple Play 2020—Dec. 7-10.

NEW JERSEY REALTOR® | January/February 2020 | 15

Six Things Agents Wish They Knew Their First Year 16 | NEW JERSEY REALTOR® | January/February 2020

T

hat first year of any career becomes eye-opening, a little frightening and filled with big lessons.

“The real estate industry is an exciting, rewarding business with a great amount of flexibility,” said Michael Rosa, broker/owner of Rosa Agency Realtors® in Newark.

“However, along with that is a great amount of stress, ups and downs, and unfortunately, many times precious time lost that could have been devoted on something else.”

Experienced New Jersey Realtors® such as Rosa reveal some of the secrets of their success they acquired early on.

They have stored those meaningful lessons that taught them about themselves, clients, their strengths and the things they needed to work on. Now, they spill the information to you to help even the most experienced Realtors®.

Whether you have worked for years in the industry or just sold your first home, these professionals are sharing six things they wish they had known.

ORGANIZE YOUR CONTACTS “I treated my contacts like loose pocket change in the beginning,” said Bill Burch, Realtor® at Douglas Elliman in Hoboken.

He already had lots of contacts on Google, Outlook, his phone and on the customer relationship management (CRM) software. “I dismissed my poor contact management thinking I’d get to organizing them someday. I didn’t. They were like a toddler’s toys. The toy in front of me got the attention,” said Elliman.

The rest were left to chance. If he knew then what he knows now, he would have picked any CRM software, studied it like crazy and time blocked a certain amount of time to work on it.

“I’m actually working on that now,” said Elliman. “The bottom line is that once you have a system, start collecting and treating each contact with the respect he or she deserves.”

DON’T TAKE OVERPRICED LISTINGS

BY LEE NELSON

When Andee Post first got her real estate license, she chose a brokerage near her home. “It was a competitive environment with an edge of desperation,” said Post,

NEW JERSEY REALTOR® | January/February 2020 | 17

Realtor® and broker associate at Keller Williams Valley Realty in Woodcliff Lake. “Get the listing. Get the listing. Get the listing. That became the mantra at each office meeting.”

The agents were trained to take the listing even at an unrealistically high price. Then, they’d have to convince the seller to reduce their price, over and over. She soon realized this is not healthy for the seller or the Realtor®. If the seller insists on a price, she now keeps a caveat.

“If we do not have offers or second showings within the first 10 days, we must reduce,” said Post.

THINK OF YOUR FUTURE AND FINANCIAL COMMITMENTS Most Realtors® live a self-employed life. That means you are responsible for your future and your retirement. That reality hit Valerie Archer Belardo right in the face after getting her taxes done about three years into being an agent after having a really good year.

“My accountant told me I owed $23,000 in taxes,” said Belardo, Realtor® and broker/owner of RE/MAX at Home in Columbus. No one had told her to set up a SelfEmployed Person (SEP) tax account.

they practice, they suffer huge losses and personal attacks, and they have coaches. “Most importantly, they never quit.

They always get up one more time than they get knocked down,” said Burch.

UNDERSTAND MORTGAGES Rosa wishes his knowledge of mortgages and financing reigned supreme when he first began. “I find my knowledge in it to be essential now in order to save time, money and disappointment—not just for me but most importantly for my clients, both buyers and sellers,” said Rosa.

Learning how preapprovals are written and what estimated property tax amount was used for that preapproval should be asked of the lender. “The whole point is the more we, as Realtors®, are involved in knowing how our buyer was qualified and what estimates were used to qualify the buyer, will allow us to know what may be the best possibilities for our clients,” said Rosa.

Other points include making sure you discuss down payment and closing costs with your buyer. Having the knowledge will make sure everyone is on the same page and prevents the assumption that someone else took everything into consideration.

“Establish a tax account so you are prepared to pay Uncle Sam at the end of the year. You need to save throughout the year for retirement and to help offset your taxes,” said Belardo.

DON’T BE PUSHY

She now encourages this with all of her agents in her office.

She even set up the convenience of allowing direct deposits into those accounts from their commission checks. But most say no and tell her they will save for it. “But most of them don’t,” said Belardo.

Years of experience taught her that she’s much happier knowing she has helped a customer get what they need and want. She also has accumulated vendors whom she trusts.

“I have become a resource for my customers before, during and after the transaction,“ said Post. “Helping them realize their dreams gives me great satisfaction.”

“I was taught to be aggressive and hungry in my first year of real estate,” said Post. “I do not like pushy people myself, so why would I want to treat someone else that way?”

PREPARE FOR THE GRIND Burch watched the television show, “Million Dollar Listing,” when he started in the real estate world. “I thought with hard work, I’d be super successful in no time. I was wrong,” said Burch.

Interestingly though, he ended up in the same Manhattan, N.Y., office as one of the guys in the show. Just watching some of the most successful Realtors® from a distance can redefine your work ethic, focus and the grind, he adds.

They play the game like Olympic athletes. They work hard,

18 | NEW JERSEY REALTOR® | January/February 2020

Whatever the lessons are from day to day or month to month with Realtors®, Burch believes just having the right mindset each day can be a game-changer.

“Create your own daily rituals that are all about you,” said Burch.

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NEW JERSEY REALTOR® | January/February 2020 | 19

TOWN SPOTLIGHT

HISTORIC SMITHVILLE

BY LINDSEY GETZ

A

visit to Smithville is like taking a step back in time— when days were simpler. Historic Smithville got its start as a one-room stagecoach stop on a well-traveled path. The Smithville Inn, originally built in 1787, still stands today and is at the heart of the entire town. In fact, its restoration is what brought the entire town to life, creating a popular South Jersey destination—just 20 minutes from Atlantic City—ideal for a day trip or a weekend getaway.

“Smithville is one of those places where you can put your phones away and make memories,” said Mayor of Galloway Township and General Manager of the Hospitality Division of Historic Smithville Tom Coppola. “The kids love the paddle boats and the train and it just harkens back to a simpler time when families just enjoyed spending time together.”

While the Smithville Inn was a popular overnight stop between 1787 and 1874, some time after the turn of the 20th century, it was abandoned. That is, until in 1949, when it was rediscovered, and ideas of a glorious return began to 20 | NEW JERSEY REALTOR® | January/February 2020

take shape. In 1952, Fred and Ethel Noyes purchased the Smithville Inn and seven acres of property. The inn was restored and reopened as a 42-seat restaurant which quickly saw growing success.

The truth is, Historic Smithville was never actually a town in its former state. It was no more than a stagecoach stop.

But with the success of the inn, several other historic homes and buildings from South Jersey’s past were brought to Historic Smithville and a town was born. In fact, the Noyes’ purchased historic buildings from all over South Jersey which can now be seen in Historic Smithville. The Noyes’ are also the chief benefactors of The Noyes Museum of Art in Galloway Township.

Today, Historic Smithville has become a thriving town of quaint shops and eateries, including Fred & Ethel’s Lantern Light Tavern, the Smithville Bakery, and of course, the Historic Smithville Inn. The inn offers a sophisticated dining experience while overlooking Lake Meone and has grown to be a popular wedding destination thanks to its gorgeous

TOWN SPOTLIGHT

scenery. Meandering through town along cobblestone walkways and over foot bridges is truly an immersive experience into days of yesteryear.

“For the longest time we didn’t even have WiFi but that has become a necessary addition with people having to do business and stay connected,” said Coppola. “We really put that off though, because we really want this to be a place where kids aren't on their phones all of the time but are just spending quality time with their families.”

For visitors who would like to stay the night, there are 30 bed and breakfast rooms offered in Smithville in three locations— The Colonial Inn, The Barn, and the Jonathan Pitney House. Eighteen of those rooms are at The Colonial Inn, which is an adult-only, romantic destination.

“So many people come here for a special occasion like Mother's Day or a birthday and they make a yearly trip out of it,” said Coppola. “But you can come here any day and find something to do.”

However, there is plenty for families to do in and around town with more than 40 free weekend events throughout the year as well as a carousel, train, and paddle boat area right in the heart of the village. The Children’s Festival at Historic Smithville, held annually in the spring, is one of the town’s most popular events.

Of course, many who come to Historic Smithville come to shop. With more than 50 specialty shops, there are plenty of opportunities to find unique gifts and collectibles.

Those looking to experience a sense of nostalgia, to find a place where simpler times are embraced, or who are simply looking for an easy escape will all find something to do in this quaint South Jersey destination. It’s fair to say that this hidden gem will offer you a memorable experience whether you plan a quick day trip, or you nestle in for a cozy overnight stay.

Photos courtesy of Historic Smithville

NEW JERSEY REALTOR® | January/February 2020 | 21

&

2019

Realtor ® N

Realtor-Associate® of the Year

ew Jersey Realtors® named Ya Yuan “Y.Y.” Lien, of Somerset, as 2019 Realtor® of the Year and Patricia Salzer Beam, of Wall Township, as 2019 Realtor-Associate® of the Year during the annual New Jersey Realtors® Awards Ceremony at the Triple Play Realtor® Convention & Trade Expo.

“While we are constantly applauding the achievements of our more than 56,000 members, it’s always special to be able to celebrate two outstanding New Jersey Realtors®,”

said 2020 NJ Realtors® President Angela Sicoli. “Y.Y. and Patricia are dedicated professionals who we are proud to recognize and support. We congratulate them on their wellearned achievements.”

Lien and Beam have showcased outstanding commitment to the Realtor® organization, professionalism in their businesses, and expertise in their industry. They were selected from the pool of local board and association Realtor® and Realtor-Associate® of the Year winners.

New Jersey Realtors® 2019 Realtor® of the Year

Ya Yuan Lien

Lien is a Realtor® with RE/MAX Platinum in North Brunswick.

She immigrated with her family to the United States in 1983 and is a firm believer in helping people achieve the American Dream of homeownership.

“I am incredibly honored to be chosen as New Jersey Realtors® 2019 Realtor® of the Year. I love being a part of the Realtor® organization. Realtor® collaboration and networking is such an important part of what we do,” said Lien. “My recommendation to every Realtor® is to get involved on the local, state, and national levels—you’ll meet great people who’ll inspire you, help you achieve your dream, and your voice will be heard.”

At Metro Centre Association of Realtors®, Lien is the Chair of the Education, Cultural Diversity, and Fair Housing Committees. Additionally, she is on the Board of Directors for the Asian Real Estate Association of America Central Jersey Chapter and the 2020 Vice President of AREAA Central New Jersey. On the state level, Lien is a member of the Professional Standards Committee, 2019 Vice Chair of 22 | NEW JERSEY REALTOR® | January/February 2020

the Equal Opportunity and Cultural Diversity Committee, and the current Chair of the Equal Opportunity and Cultural Diversity Committee. She is also a current Trustee of the NJ Realtors® Housing Opportunity Foundation.

Lien also holds several National Association of Realtors® designations and certifications, including ABR, SRS, GREEN, SFR, RSPS, and AHWD.

New Jersey Realtors® 2019 Realtor-Associate® of the Year

Patricia Salzer Beam Beam is a Realtor® with Coldwell Banker in Spring Lake and Wall and resides in Wall Township with her husband, Tom.

Professional Standards Committee. On the state level, she has served on the NJ Realtors® Professional Standards Committee for six years.

“As a real estate professional for 20 plus years working within the community I serve, helping buyers achieve home ownership and sellers moving onto a new chapter is extremely rewarding,” said Beam. “Giving back to people in need, providing a helping hand and strengthening home ownership is even more rewarding.”

Beam has served on many committees for Monmouth Ocean Regional Realtors® including Grievance, Budget and Finance, RPAC, Circle of Excellence, Legislative and Political, and for the past six years, she has chaired the

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NEW JERSEY REALTOR® | January/February 2020 | 23

Good Neighbor Award

N

ew Jersey Realtors® recognized three outstanding volunteer leaders with the 2019 Good Neighbor Awards at the Triple Play Realtor® Convention & Trade Expo during New Jersey Realtors®’ annual awards ceremony.

“The Good Neighbor Awards celebrate an often-overlooked part of the Realtor® world—community service,” said 2020 NJ Realtors® President Angela Sicoli. “Our winners this year are no exception. They are exceptional Realtors® who chose to give back to their communities and neighborhoods

1st

2019 Recipients

with their time and talents and we are proud to be associated with them.”

The award recognizes Realtors® who have made an extraordinary commitment to community service on the local, national and/or global level. Candidates are judged based on their contribution, the impact of their work, and their leadership skills. Winners receive a grant of $2,500 for first place, $1,500 for second place, and $1,000 for third place for a charity organization in their name.

Marrie-Rose Garbacz $2,500 for the Caribbean Medical Mission of New Jersey

Garbacz is a Realtor® with RE/MAX House Values in Roxbury. Currently, she serves as Treasurer and Mission Coordinator for Caribbean Medical Mission of New Jersey, a nonprofit organization that treats the underprivileged in the Caribbean. For the past 15 years Garbacz has planned the logistics of the organization’s medical missions, which includes traveling months before the trip to meet with government officials and assessing the conditions of local clinics.

“The energy and happiness that I get from my volunteer work translates well into the enthusiasm and joy of helping others realize the dream of real estate ownership,” said Garbacz.

2nd

Lorraine Colavito $1,500 for Hugs for Brady

Colavito is a Realtor® with Keller Williams in Metuchen. For the past eight years, she has been an important stakeholder for the Hugs for Brady Foundations, an organization dedicated to supporting children with cancer and eradicating childhood cancer through support of cuttingedge research.

3rd

Bonnie Borghi $1,000 for Bergen Volunteers

Borghi is a Realtor® with Friedberg Properties & Associates. She is a member of the Haworth Parks & Playgrounds Committee, a Co-Chair of Haworth Seniors, a member of the Greater Bergen Realtors® Community Service Committee, and the Co-Founder of Helping Hands of Haworth, a not-for-profit organization.

24 | NEW JERSEY REALTOR® | January/February 2020

NEW JERSEY REALTOR® | January/February 2020 | 25

And the 2020 Color of the Year is…

BY ERIN MCFEETERS

E

ach year paint and design companies announce their 2020 Color of the Year. Going into a new decade, this year’s colors are a mix of classic and natural.

Pantone: Classic Blue The most anticipated Color of the Year announcement each year is Pantone. Their color choice impacts decisions in industries such as fashion, home furnishings, industrial design, as well as graphic design and product packaging.

Pantone’s 2020 Color of the Year is Classic Blue, which relates closely to the National Association of Realtors® Realtor® blue shade—Pantone 293 C. Classic Blue is “a solid and dependable blue hue we can always rely on,” said Executive Director of the Pantone Color Institute Leatrice Eiseman. “Classic Blue encourages us to look beyond the obvious to expand our thinking; challenging us to think more deeply, increase our perspective and open flow of communication.”

26 | NEW JERSEY REALTOR® | January/February 2020

Unlike years previous, the color of the year was all but a one-dimensional sensory experience. Going into the new era, however, Classic Blue can be experienced by all of the senses.

In collaboration with companies across the globe, Classic Blue can be heard, smelled, tasted, and touched. Classic Blue candles, jelly, tea leaves, sound bits, pinot noir, home furnishings, gin, and more are all available for purchase to fully experience Pantone’s 2020 Color of the Year.

Sherwin-Williams: Naval

“As we enter the next decade, we strive for vibrancy in life and shape it how we choose,” said Behr in the 2020 Color of the Year announcement. “As nature’s favorite color, Back to Nature is a restorative and revitalizing green hue that engages the senses and pairs well with other colors both inside and outside your home.”

Explore Behr’s 2020 Color of the Year palettes on their website for a full taste of what the color would look like in your space. Choose how nature inspires you and discover the Behr palettes that reflects that.

Valspar’s 2020 Colors of the Year Like Pantone, Sherwin-Williams chose a blue hue for 2020.

Their 2020 color, Naval, is “a color of calmness and deepest inspiration,” according to Sherwin-Williams. An ode to the ocean and evening sky, you can navigate “this brave blue world and find a place to hang your stars.”

Sherwin-Williams recommends coupling the color with polished marble, gleaming metals, soft leather, or sophisticated patterns. As for color pairings, SherwinWilliams recommends pairing it with Tarnished Trumpet, Midday, or Kale Green.

Behr: Back to Nature That’s right, colors. Rather than choosing a single color for the new decade, Valspar opted to choose 12 colors to ring in 2020. Winter Calm, a sophisticated lavender-hued neutral; Mint Whisper, a clean and airy soft mint; Canyon Earth, inspired by the beauty of the desert; Grey Brook, a pale blue with gray undertones; Tempered Sage, a fresh take on lime green; Desert Fortress, a light sandy tone; Secluded Garden, an ocean-inspired jewel tone; Bombay Pink, a grown-up blush pink; Pale Powder, an earthy mineral shade; Utterly Blue, a calming cornflower blue; Crushed Out, a hushed blush; and Secret Moss, a dusky moss green.

Behr took a different approach to 2020 than Pantone and Sherwin-Williams with its sage green color, Back to Nature.

Rather than taking inspiration from the sky and ocean, Behr obtained their inspiration from mossy rocks and trees.

Their website, askval.com, features all of their 2020 Colors of the Year with full color descriptions, why the color is trending, and how to style the color—the perfect resource to share with clients who plan to do a 2020 refresh.

NEW JERSEY REALTOR® | January/February 2020 | 27

B O A R D / A S S O C I AT I O N N E W S Greater Bergen Realtors® Award $192,000 to Local Organizations

NCJAR Raises Over $15,000 for Military Veterans

In December, Greater Bergen Realtors® Realtors® Care Foundation hosted its annual Realtors® Care Foundation Award Luncheon. In partnership with New Jersey Multiple Listing Service, the foundation awarded $192,000 to 32 local organizations throughout Bergen County. “I am so incredibly proud of all the work we have done this year,” said Realtors® Care Foundation Secretary Jorge Ledesma.

“Being able to award over $192,000 to more than 30 local organizations really shows the amount of work and dedication our members have and continue to put within their communities.”

In November North Central Jersey Association of Realtors® Board of Trustees presented a check to the Paterson Great Falls Rotary Club. NCJAR raised $15,925 for the Military Family Assistance Pantry, a non-profit organization that serves local military veterans and their families. They help with providing food, clothing, and toiletry items. They also assist with employment, housing, education, furniture needs, auto needs, and medical and dental services.

NCJAR presenting their $15,925 check.

Greater Bergen Realtors® Care Foundation President Annekee Brahver-Keely presenting this year's awards.

Questions? Comments?

Email editor@njrealtor.com

Greater Bergen Realtors®' members enjoying the luncheon.

Want to be featured in NJ Realtor® Magazine?

Email editor@njrealtor.com with your local board/ association news.

Realtors® Care Foundation members celebrating their accomplishments.

28 | NEW JERSEY REALTOR® | January/February 2020

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