NEW JERSEY
REALTOR
®
November/December 2021: VOLUME 7 ISSUE 6
Is Back!
NJREALTOR.COM
Bright MLS Knows Jersey Bright MLS helps NJ real estate professionals deliver for their clients — and drive their businesses forward. Bright MLS offers the biggest and best success toolkit including: •
Industry-leading technology solutions
•
The best local data and New Jersey insights
•
The customer service and hands-on support you want
•
Exposure to 20 million consumers throughout the Mid-Atlantic
From Trenton to the shore and everything in between, Bright MLS has it all. Bright MLS combines the best local neighborhood insights with exposure to the entire Mid-Atlantic marketplace to offer the best home for your New Jersey listings.
Only at brightmls.com
22
NEW JERSEY REALTOR® A publication of New Jersey Realtors®
10 Hamilton Avenue Trenton, NJ 08611 Phone: 609-341-7100 njrealtor.com
26
Jarrod C. Grasso, RCE Chief Executive Officer
CONTENTS
PUBLIC RELATIONS AND MARKETING DEPARTMENT Colleen King Oliver Director of Public Relations &
November/December 2021
Marketing | editor@njrealtor.com
Erin McFeeters
Dana Fiori
Communications Coordinator
Content Coordinator
4
2021 OFFICERS Jeffrey Jones
President
Robert White
President-Elect
Nick Manis
First Vice President
Kathleen Morin
Treasurer
6
Important Dates & Deadlines
20
Town Spotlight: Atlantic City
President’s View: The Comeback Year
ADVERTISING SALES Laura Lemos | 973-822-9274 laura@boja.com
7
DESIGN Rebecca Ryan McQuigg | Encompass Media Group
CEO’s Desk: Stronger Together
22
Legislative Update: Risk Rating 2.0
25
Triple Play 2021 Schedule at-a-glance
26
Realtor®-Palooza Wrap Up
28
Board/Association News
rebecca@encompasspubs.com
8
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,
Building Realtor®-to-Realtor® Relationships
Triple Play Session Highlights: December 8-9
NJ Realtors® publishes information concerning those issues that NJ Realtors®, in its sole discretion, deems the most important for its members.
10
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 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 specific situation to which they may seek to apply the
14
article. New
Jersey
Realtor ® ,
publication
number
Special Events to Attend at Triple Play This Year
Sudoku puzzle solution:
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
17
Hamilton Avenue, Trenton, NJ 08611.
NJRealtors
@NJ_Realtors
2 | NEW JERSEY REALTOR® | November/December 2021
Triple Play Session Highlights: December 6-8
@njrealtors
NJRealtors
NJ Realtors
editor@njrealtor.com
T H E R E
A R E
NJMLS is one of the fastest growing MLSs in NJ.* MORE VALUE
MORE REACH
MORE EXPOSURE
Remine PRO, Cloud CMA, zipForm MLS-Connect®, and more at no additional cost.
Cooperate with nearly 15,000 members throughout New Jersey.
NJMLS.com receives more than 7 million website visits a year.
Thank you to our members for your continued support. For those that have yet to join, we encourage you to learn about all our benefits by visiting newjerseymls.com/realtor.
*Highest percentage growth among the largest MLSs in NJ based on 2020 membership figures reported in the Real Estate Almanac by T3 Sixty.
I M P O R TA N T D AT E S & D E A D L I N E S
NOVEMBER
2 Election Day 4 Diwali 7 Daylight Saving Time Ends 10-15 National Association
DECEMBER
6-9 Triple Play Realtor
®
Convention & Trade Expo realtorstripleplay.com
24 Christmas Eve 25 Christmas Day
of Realtors® Realtor® Conference & Expo
26 Kwanzaa
11 Veterans Day
31 New Year’s Eve
25 NJ Realtors
31 Code of Ethics Deadline
® Office Closed Thanksgiving Day
JANUARY
1 NJ Realtors
FEBRUARY Black History Month
Office Closed New Year’s Day ®
7 Orthodox Christmas Day 10 New Jersey Realtors
®
Realtor® Circle of Excellence Sales Award Application Deadline at 5 p.m.
14 Orthodox New Year
1 Lunar New Year 2 Groundhog Day 14 Valentine’s Day 21 NJ Realtors
® Office Closed Presidents’ Day
17 NJ Realtors
® Office Closed Martin Luther King Day
26
Native American Heritage Day
26
NJ Realtors® Office Closed Black Friday
28
First Day of Hanukkah
THANK YOU TO OUR 2021 REALTORS® CARE DAY VOLUNTEERS! Realtors® across the state participated in this year’s Realtors® Care Day. From fence repairs to landscaping to making a home handicap accessible to fixing up a storage container to conducting a donation drive—Realtors® made true differences in their communities. 4 | NEW JERSEY REALTOR® | November/December 2021
Real agents. Real insights. When I refer a client, Rocket Mortgage® contacts them right away. Communication is key in this business and Rocket Mortgage is great at keeping in constant contact with me and my clients, ensuring they meet their goals in a timely manner and keeping as much money in their pockets as possible. Joel Chappell, Real Estate Agent Better Homes and Gardens Real Estate Winans
Scan the QR code with your mobile device or visit RocketPro.com/RealEstate to sign up!
Rocket Mortgage, LLC; NMLS #3030; www.NMLSConsumerAccess.org. Equal Housing Lender. Licensed in 50 states. AL License No. MC 20979, Control No. 100152352. AR, TX: 1050 Woodward Ave., Detroit, MI 48226-1906, (888) 474-0404; AZ: 1 N. Central Ave., Ste. 2000, Phoenix, AZ 85004, Mortgage Banker License #BK-0902939; CA: Licensed by Dept. of Business Oversight, under the CA Residential Mortgage Lending Act and Finance Lenders Law; CO: Regulated by the Division of Real Estate; GA: Residential Mortgage Licensee #11704; IL: Residential Mortgage Licensee #4127 – Dept. of Financial and Professional Regulation; KS: Licensed Mortgage Company MC.0025309; MA: Mortgage Lender License #ML 3030; ME: Supervised Lender License; MN: Not an offer for a rate lock agreement; MS: Licensed by the MS Dept. of Banking and Consumer Finance; NH: Licensed by the NH Banking Dept., #6743MB; NV: License #626; NJ: New Jersey – Rocket Mortgage, LLC, 1050 Woodward Ave., Detroit, MI 48226, (888) 474-0404, Licensed by the N.J. Department of Banking and Insurance.; NY: Licensed Mortgage Banker – NYS Banking Dept.; OH: MB 850076; OR: License #ML-1387; PA: Licensed by the Dept. of Banking – License #21430; RI: Licensed Lender; WA: Consumer Loan Company License CL-3030. Conditions may apply. ©2000 – 2021 Rocket Mortgage, LLC. All rights reserved. Lending services provided by Rocket Mortgage, LLC, a subsidiary of Rocket Companies, Inc. (NYSE: RKT). Rocket Mortgage, 1050 Woodward Ave., Detroit, MI 48226-1906
PRESIDENT’S VIEW
The Comeback Year BY JEFFREY JONES
I
had a lot of ideas about what my year as President of New Jersey Realtors® would look
like. I saw my predecessors before me and what they were able to accomplish. Each came into the position with different goals to strive towards, but as we’ve all come to see over the past two years, plans change. I like to think this past year was a year of building back and building better. We have much to celebrate—63,000 members and counting, a truly buzzing housing market, and much more. As I close out my term as President, I personally want to thank you for being a part of our team, for sticking with us as we navigated through difficult times, and bravely being here to build back the industry with us. The association’s foundation is solid and built on over a century of the hard work and dedication of members like you. I’m confident in our future because I’ve seen first-hand how we navigated the uncertainty of 2020 and worked to be even better for 2021.
6 | NEW JERSEY REALTOR® | November/December 2021
Let’s reflect on a few things we accomplished together: • Exceeded RPAC goal by more than $90,000 • Sponsored and attended first-ever C5 Summit to encourage commercial investment in New Jersey • Developed and hosted the first Women in Politics Series aimed at encouraging women to get more involved in local politics. • Hosted a series of virtual seminars throughout the state for first-time home buyers • Hosted the second F.R.E.S.H. Summit, a month of free, virtual educational seminars for members • Welcomed back Triple Play Realtor® Convention & Trade Expo (See you in December!) • Welcomed back Realtor®-Palooza this October, a day for our members • Launched the Broker Bulletin, a broker/managerspecific monthly newsletter to encourage brokers to share association information directly with their agents • Increased digital engagement across multiple channels throughout the year • New Jersey Realtors® Education Foundation awarded more $70,000 in scholarships to deserving students
FROM THE CEO’S DESK
Stronger Together
T
he magnitude of the destruction left by Tropical Storm
This is all thanks to the Realtors® Relief Foundation, which
Ida had not been seen in New Jersey since Superstorm
is also commemorating its 20th anniversary this year. The
Sandy in 2012. Tropical Storm Ida left Route 1 in Lawrence
foundation began with the goal to help families remain in
completely underwater, destroyed homes in Mullica Hill from
their homes following the deadly 9/11 terrorist attacks. Since
tornados, flooded TD Bank Ballpark in Bridgewater, left
then, the foundation has helped more than 17,000 families
commuter trains unusable, and became New Jersey’s deadliest
remain in their homes. Currently, the Realtors® Relief
storm to date.
Foundation is running a 20-year commemorative campaign, Hope Rising. Current NAR President and NJ Realtors® Past
In the wake of natural disasters, NJ Realtors® is there to help
President Charlie Oppler is spearheading this campaign with
support homeowners throughout the Garden State. The
his own call to action—Charlie’s Challenge. He’s calling on
day after Tropical Storm Ida wreaked havoc, the association
all Realtors® to donate to the foundation and to take the lead
sprang into action conducting safety calls to local boards/
before the need.
associations and disaster response team members to assess damage in their areas. A few days later, NJ Realtors® applied
I hope the disaster work the RRF has been doing in our own
for grant monies from the Realtors Relief Foundation, a
state encourages you to support the foundation. If you have
charitable organization dedicated to providing housing related
the means, I encourage you to donate towards the foundation’s
relief to those impacted by disasters. The application was
$8.5 million goal. Any amount helps. You can donate at
approved just days later.
nar.realtor/rrf.
®
As of Oct. 20, 471 NJ Tropical Storm Ida relief applications have been submitted and over $130,000 in grants has been distributed to help homeowners. Our disaster response team has been hard at work reviewing applications to see if they fit the requirements for mortgage assistance or temporary shelter.
NEW JERSEY REALTOR® | November/December 2021 | 7
L E G I S L AT I V E U P D AT E
Risk Rating 2.0 A
fter nearly a decade of work to revamp the National Flood Insurance Program, the Federal Emergency Management Agency has begun implementing a new flood insurance price methodology called Risk Rating 2.0: Equity in Action. These changes took effect on Oct. 1, 2021 for new policies, but will not take effect for the renewal of existing policies until April 2. Before Risk Rating 2.0, FEMA had not updated the rating system in nearly half a century. According to FEMA, under Risk Rating 2.0, each home is priced individually, rather than by flood zone, using modern industry technologies, more flood risk variables, and property specific characteristics which include elevation, distance to water, and the cost to rebuild. Risk Rating 2.0 also comes with the adoption of modern insurance industry technologies, practices, and standards. With the old methodology, the maximum single-family home policy costed $45,925, but with Risk Rating 2.0, the maximum singlefamily policy costs $12,125. Since each property is now rated individually, only a licensed insurance agent can properly assess a property to identify whether rates will increase or decrease under the new system. This new system only applies to risk based National Flood Insurance rates and will not affect flood mapping or insurance requirements, which are enforced by Congress, 8 | NEW JERSEY REALTOR® | November/December 2021
local communities, and lenders. According to FEMA, grandfathered rates, including those for new newly mapped or pre-Flood Insurance Rate Map properties, will also continue, and policyholders can transfer their grandfathered rates and other discounts to a buyer by assigning their flood insurance policy at the time of the sale. While NJ Realtors® has been looking forward to FEMA updating the rating system for NFIP, the association has concerns about Risk Rating 2.0 and its impact in New Jersey. According to FEMA’s own analysis on the implementation of Risk Rating 2.0, nearly 80 percent of policyholders will see immediate premium increases through no fault of their own. This is largely a result of the new process taking home value into effect when determining rates. While the stated goal of Risk Rating 2.0 was to help low-income policyholders, this can result in high rates that are not representative of the flood risk a home has, leading to an affordability issue for those policyholders. NJ Realtors shares these concerns with New Jersey Sen. Robert Menendez, who has been a longtime ally with NJ Realtors® on the issue of the NFIP following the detrimental impact of Hurricane Sandy. The NJ Realtors® Government Affairs Department has been working with Sen. Menendez on legislation to help address many of the problems with ®
Risk Rating 2.0 and many of the underlying problems with NFIP. His bipartisan bill, The National Flood Insurance Program Reauthorization and Reform Act will remove the longterm uncertainty of the program by providing five years of reauthorization. The bill also addresses the steep rate hikes many will see, by capping annual increases to 9 percent, as opposed to the previous 18 percent cap. Under the program it is estimated that within the next decade, 900,000 policyholders will leave the NFIP program due to rate increases, but with Sen. Menendez’s reform, we can help ensure growing rate costs do not push policy holders out of the program. NJ Realtors® goal is for policyholders to stay in the program especially as we enter the riskiest time of what is anticipated to be an above-normal hurricane season.
RPAC
OF NEW
JERSEY Goal: $902,000.00
$997,504.78 raised as of Oct. 13, 2021
N E W J E R S E Y L E G I S L AT I V E B I L L S A903 – Gove (R9), Rumpf (R9) S954 – Connors (R9), O’Scanlon (R13) Permits conversion of fines for violation of certain municipal ordinances into tax liens.
A2410 – Downey (D11) Clarifies definition of “professionally managed unit” for transient accommodation taxes.
A2708 – Mukherji (D33), Chaparro (D33) S1065 – Stack (D33) Allows therapy dogs in rental housing units; expands protection under “Law Against Discrimination.”
New Jersey Realtors® Position:
STRONG OPPOSITION
New Jersey Realtors® Position:
We strongly oppose this bill over concerns that these liens may delay closing if the property is being sold and the line could transfer from one owner to another. Bill History: 1/14/2020 – Introduced in Assembly and referred to Assembly Housing Committee 1/27/2020 – Introduced in Senate and referred to Senate Community and Urban Affairs Committee 2/13/2020 – Reported from Senate Committee and referred to Senate Budget and Appropriations Committee
New Jersey Realtors® Position:
SUPPORT
We support this bill as it provides further clarification that traditional seasonal rental units will be not be taxed in New Jersey Bill History: 2/3/2020 – Introduced in Assembly and referred to Assembly Tourism and Gaming Committee
MONITOR
We are monitoring this bill and seeking clarification from the sponsors on the definition of “therapy dogs” and “reputable organizations.” Bill History: 1/30/2020 – Introduced in Senate and referred to Senate Community and Urban Affairs Committee 2/13/2020 – Introduced in Assembly and referred to Assembly Housing Committee 10/8/2020 – Reported from Senate committee with amendments, second reading in Senate 10/29/2020 – Passed by the Senate (33-0) 11/5/2020 – Senate bill received in Assembly and referred to Assembly Housing Committee
ReferOceanCountyNJ.com Trust your clients to us!
Triple Play Booth #441
Client Search Referral Agent
Direct: 732-716-3042 • ClientReferral@ReferOCNJ.com
New Beginnings Realty Grosso & Associates Team MANCHESTER/WHITING | TOMS RIVER | WOODBRIDGE EQUAL HOUSING OPPORTUNITY
Kenneth M Grosso
Broker Associate Manager C: 732-716-3042 • O: 732-716-3049
Each Office Independently Owned and Operated
NEW JERSEY REALTOR® | November/December 2021 | 9
Schedule may change at any time. Please visit realtorstripleplay.com for the most accurate and up-to-date schedule.
TRIPLE PLAY - 2021 SCHEDULE AT-A-GLANCE BY TRACK OPTIONAL ADD-ON SPECIALTY COURSES
FEE
CE credit is pending. Pre-register by 11/26.
INSTRUCTOR
DATE
TIME
PSA: Pricing Strategies Advisor-Mastering the CMA
Kimberly Allard
12/6/21
8:30 a.m. – 5:00 p.m.
$
SFR: Short Sales and Foreclosure Resource
Robert Morris
12/6/21
8:30 a.m. – 5:00 p.m.
$
CRB: Starting a Real Estate Company
Adorna Carroll
12/6/21
8:30 a.m. – 5:00 p.m.
$
Professional Standards Administrators Training
Hank Lerner & Teresa Tilton
12/6/21
8:30 a.m. – 5:00 p.m.
$
RRC/CRS: Increase Wealth with Rentals and Other Investment Properties
Mark Porter
12/6/21
8:30 a.m. – 5:00 p.m.
$
USPAP 2020–2021 Update
Joseph Palumbo
12/8/21
8:30 a.m. – 5:00 p.m.
$
COURSE NAMES
INSTRUCTOR
DATE
TIME
Boo! Stigmatized Properties
Melanie McLane
12/7/21
9:00 a.m. – 12:00 p.m.
Appraisals in an Overheated Market
Melanie McLane
12/7/21
2:00 p.m. – 5:00 p.m.
Appraisals in an Overheated Market
Melanie McLane
12/8/21
2:00 p.m. – 5:00 p.m.
COURSE NAMES
INSTRUCTOR
DATE
TIME
The Five New Models of Leadership
Tiamo DeVettori
12/7/21
9:30 a.m. – 10:30 a.m.
New Millennium Brokerage Management
Jeremias Maneiro
12/7/21
10:00 a.m. – 12:00 p.m.
Couples Therapy: Dispute Resolution Solutions
Leigh York
12/7/21
3:00 p.m. – 5:00 p.m.
Level Up! Time Management & Mindset Skills
Keri Zoumas
12/8/21
9:00 a.m. – 10:00 a.m.
Leading Change: How to Get Your Team from Here to There
Larry Johnson
12/8/21
9:00 a.m. – 10:30 a.m.
Tenant Screening for REALTOR® Safety
Jamie Borodin
12/8/21
9:00 a.m. – 12:00 p.m.
Mindful or Mind Full? The Keys to Positivity
Keri Zoumas
12/8/21
2:00 p.m. – 3:00 p.m.
Recruit & Retain Introverted Agents
Ashley Harwood
12/8/21
2:30 p.m. – 3:30 p.m.
COURSE NAMES
INSTRUCTOR
DATE
TIME
Grow Your Business By Working with Real Estate Investors
Marc Cunningham
12/8/21
9:30 a.m. – 12:30 p.m.
Real Estate Investing in Partnerships
Greg Schenck
12/8/21
2:30 p.m. – 3:30 p.m.
Systematizing for Success: Running Your Property Management Business on Autopilot
Marc Cunningham
12/8/21
2:30 p.m. – 4:30 p.m.
COURSE NAMES
INSTRUCTOR
DATE
TIME
APPRAISERS
BROKERS/MANAGERS
COMMERCIAL PRACTITIONERS
ASSOCIATION EXECUTIVE The Five New Models of Leadership
Tiamo DeVettori
12/7/21
9:30 a.m. – 10:30 a.m.
Resetting Your Association for a New Normal
Adorna Carroll
12/8/21
9:30 a.m. – 11:30 a.m.
3 E’s Every AE Needs: Engagement, Efficiency & Effectiveness
Jeremias Maneiro
12/8/21
2:00 p.m. – 4:00 p.m.
10 | NEW JERSEY REALTOR® | November/December 2021
195
195 195 50
195
250
TRACK KEY Appraisal Association Executive Broker/Manager Commercial Designation Executive Officer Legal/Tax/ Environmental/Ethics Professional Development Sales/Marketing Technology Wellness Schedule is subject to change.
REAL ESTATE CE SESSIONS MONDAY, DEC. 6 12:00 p.m. – 3:00 p.m. Beyond the Transaction: The Impact of Agency from the Client’s Perspective Cheryl Knowlton 12:00 p.m. – 3:00 p.m. Fair Housing Is Made Relevant Monica Neubauer 12:00 p.m. – 3:00 p.m. Serving the Consumer in a Post Pandemic Market John Tuccillo & Leslie Appleton-Young 1:00 p.m. – 3:00 p.m. Expand Your Global Outreach Neal Oates
REAL ESTATE CE SESSIONS TUESDAY, DEC. 7
TUESDAY, DEC. 7
WEDNESDAY, DEC. 8
9:00 a.m. – 10:00 a.m. Am I a Jerk at Work? Staci Bernal
11:00 a.m. – 12:00 p.m. Secrets of Embracing DEI Robert Morris
9:00 a.m. – 12:00 p.m. 1031 Exchanges: Diving Deeper & Spearfishing for More Clients David Gorenberg
2:00 p.m. – 4:00 p.m. Hot Sauce Please!! Proven Strategies to Spice Up your Real Estate Marketing Ifoma Pierre
9:00 a.m. – 12:00 p.m. Beyond the Transaction: The Impact of Agency from the Client’s Perspective Cheryl Knowlton
2:00 p.m. – 5:00 p.m. Advanced Listing Skills and a Very Low Inventory Market Rich Levin
9:00 a.m. – 12:00 p.m. Boo! Stigmatized Properties Melanie McLane
2:00 p.m. – 5:00 p.m. Appraisals in an Overheated Market Melanie McLane
9:00 a.m. – 12:00 p.m. Creating the Win: New Approaches to Negotiation Strategy Maura Neill
2:00 p.m. – 5:00 p.m. Do the Right Thing! The Code of Ethics & Fair Housing Paula Monthofer
9:00 a.m. – 12:00 p.m. Level the Field, Raise the Bar Leigh York
2:00 p.m. – 5:00 p.m. Risky Business: Risk Mgmt Strategies for Today’s Real Estate Pro Cheryl Knowlton
9:00 a.m. – 12:00 p.m. Seeing Double! Making the Most of a Multiple Offer Market Pam Ermen 9:30 a.m. – 10:30 a.m. How to Put Together a Bullet-Proof CMA Chris Linsell
9:00 a.m. – 12:00 p.m. Feeling the Love: Fair Housing & Buyer Love Letters Cheryl Knowlton 9:00 a.m. – 12:00 p.m. Mortgage Financing 101 Matthew Hemphill
2:00 p.m. – 5:00 p.m. Seeing Double! Making the Most of a Multiple Offer Market Pam Ermen 2:00 p.m. – 5:00 p.m. Social Media Smackdown Jeremias Maneiro 3:00 p.m. – 5:00 p.m. Condo Approval & Financing Matthew Hemphill
10:00 a.m. – 12:00 p.m. Identify & Capture Your Niche Ifoma Pierre
3:00 p.m. – 5:00 p.m. Couples Therapy: Dispute Resolution Solutions Leigh York
10:00 a.m. – 12:00 p.m. PA Legal Update Hank Lerner 10:00 a.m. – 1:00 p.m. Serving the Consumer in a Post Pandemic Market John Tuccillo & Leslie AppletonYoung
9:00 a.m. – 10:00 a.m. NY State Law of Agency Anthony Gatto 9:00 a.m. – 11:00 a.m. Up in Smoke: Cannabis & Real Estate Trista Curzydlo
9:30 a.m. – 12:30 p.m. Setting the Stage for Buyer Success Monica Neubauer
10:00 a.m. – 12:00 p.m. New Millennium Brokerage Management Jeremias Maneiro
8:30 a.m. – 5:00 p.m. 2020–2021* USPAP Update Joseph Palumbo (Pre-registration by 11/26 and $250 fee required.)
Continuing Education (CE) Credit All CE credit is pending approval. CE credit is free for attendees who provide license number(s) when registering and attend 100 percent of a session. New PA licensees who are renewing for the first time are required to complete mandatory courses which are not offered at Triple Play.
9:00 a.m. – 12:00 p.m. Multiple Offers: Keeping it Legal, Ethical & Sane Melanie McLane 9:00 a.m. – 12:00 p.m. Tenant Screening for REALTOR® Safety Jamie Borodin 9:30 a.m. – 11:30 a.m. Impress Your Clients with Detailed RPR Reports Veronica McManus 9:30 a.m. – 12:30 p.m. Get the Hack out of Here: Cybersecurity for Real Estate Craig Grant 9:30 a.m. – 12:30 p.m. Grow Your Business By Working with Real Estate Investors Marc Cunningham 10:00 a.m. – 11:30 a.m. Long Island Divided: Inside the Investigation That’s Shaking Up the Real Estate Industry Bill Dedman 10:30 a.m. – 12:30 p.m. NJ Legal & Regulatory Update Barry Goodman & NJREC 12:00 p.m. – 1:00 p.m. Real Estate Karma Trista Curzydlo
NEW JERSEY REALTOR® | November/December 2021 | 11
REAL ESTATE CE SESSIONS WEDNESDAY, DEC. 8 12:30 p.m. – 2:00 p.m. Long Island Divided: Inside the Investigation That’s Shaking Up the Real Estate Industry Bill Dedman 1:30 p.m. – 4:30 p.m. Increasing Home Equity Thru the Use of Renovation Financing Matthew Hemphill 2:00 p.m. – 4:00 p.m. Credit Scoring: Save Your Buyers Thousands Brent Lancaster
THURSDAY, DEC. 9 9:00 a.m. – 12:00 p.m. Stay Inside Fair Housing Laws to Stay Outside of Jail Randy Templeman
9:30 a.m. – 11:30 a.m. Maximizing 1st Time Home Buyer Opportunities with Down Payment Assistance Lakesha Walker
2:30 p.m. – 4:30 p.m. The Game Has Changed. Have You? Jared James
NON-CE SESSIONS
2:00 p.m. – 4:00 p.m. NY Legal Update Anthony Gatto
2:00 p.m. – 3:00 p.m. FSBOs...Playing the Odds Pam Ermen
2:00 p.m. – 5:00 p.m. Appraisals in an Overheated Market Melanie McLane
3:30 p.m. – 4:30 p.m. Opening Keynote: 10 Specific Ways to Gain Listings Right Now Jared James
2:30 p.m. – 4:30 p.m. Dealing with Deal Killers Josh Cadillac 2:30 p.m. – 4:30 p.m. Systematizing for Success: Running Your Property Management Business on Autopilot Marc Cunningham
THURSDAY, DEC. 9 9:00 a.m. – 12:00 p.m. How the Primary and Secondary Mortgage Markets Work Together Doug Vairo 9:00 a.m. – 12:00 p.m. Market Like Rockstar: Top Trends for 2022 & Beyond Craig Grant
2:30 p.m. – 3:30 p.m. Master Your Mindset Tiamo DeVettori 2:30 p.m. – 4:30 p.m. Once Upon a Time: Stories that Stick Maura Neill
12:30 p.m. – 1:30 p.m. 7 Types of Sellers Pam Ermen
2:30 p.m. – 3:30 p.m. Real Estate Investing in Partnerships Greg Schenck
TUESDAY, DEC. 7
9:30 a.m. – 11:30 a.m. Let’s Talk Flooding & Recovery Brent Lancaster
2:00 p.m. – 4:00 p.m. Maximizing 1st Time Home Buyer Opportunities with Down Payment Assistance Lakesha Walker
2:00 p.m. – 5:00 p.m. Fair Housing Legacy to Liberty Randy Templeman
NON-CE SESSIONS
MONDAY, DEC. 6
TUESDAY, DEC. 7 9:00 a.m. – 10:00 a.m. Goals, Time Blocking & Self Care Bobbi Howe 9:30 a.m. – 10:30 a.m. 7 Areas to Master for a More Predictable Business Jared James 9:30 a.m. – 10:30 a.m. The 5 New Models of Leadership Tiamo DeVettori 9:30 a.m. – 11:30 a.m. Breakout to Income Breakthrough Rich Levin 11:00 a.m. – 12:00 p.m. Teams vs. Solo: Build It and Success Will Come Bobbi Howe 11:30 a.m. - 12:30 p.m. Brand Out from the Crowd Tiamo DeVettori (Professional Development & Wellness tracks)
12 | NEW JERSEY REALTOR® | November/December 2021
3:00 p.m. – 4:00 p.m. 5 Bold Predictions for 2022 from the Desk of a Real Estate Technologist Charles Linsell 3:00 p.m. – 4:00 p.m. Lessons from the Other Side: Protecting Yourself Bobbi Howe
WEDNESDAY, DEC. 8 8:30 a.m. – 10:00 a.m. 6 Smart Tips to Help You Effectively Run Your Real Estate Business Remotely Burton Keslo 9:00 a.m. – 10:00 a.m. EQ>IQ in Leadership & Sales Paula Monthofer 9:00 a.m. – 10:00 a.m. How to Stand Out in a Content Saturated World Antoine Dupont 9:00 a.m. – 10:00 a.m. Level Up! Time Management & Mindset Skills Keri Zoumas 9:00 a.m. – 10:00 a.m. Quiet Success: Building A Real Estate Career as an Introvert Ashley Harwood 9:00 a.m. – 10:30 a.m. Leading Change: How to Get Your Team from Here to There Larry Johnson 9:30 a.m. – 11:30 a.m. Resetting Your Association for a New Normal Adorna Carroll 11:00 a.m. – 12:00 p.m. Getting to Yes Thru Conscious Communication Keri Zoumas
WEDNESDAY, DEC. 8 11:00 a.m. – 12:00 p.m. How to Generate More Leads & Listings with Video Mktg Antoine Dupont 11:00 a.m. – 12:00 p.m. The How-To’s of Happiness Paula Monthofer 11:00 a.m. – 12:30 p.m. 6 Surprising LinkedIn Tips for Real Estate Pros Burton Keslo 1:30 p.m. – 2:30 p.m. The Huge Power of Small: Create a Customer Service Experience Antoine Dupont 2:00 p.m. – 3:00 p.m. Mindful or Mind Full? The Keys to Positivity Keri Zoumas 2:00 p.m. – 3:00 p.m. Powered Productivity: Super Tech Tools Beth Ziesenis 2:00 p.m. – 3:30 p.m. 5 Remote Work Security Threats Burton Keslo 2:00 p.m. – 4:00 p.m. 3 E’s Every AE Needs: Engagement, Efficiency & Effectiveness Jeremias Maneiro 2:30 p.m. – 3:30 p.m. How to be a Totally Mobile & Virtual Agent Craig Grant 2:30 p.m. – 3:30 p.m. Recruit & Retain Introverted Agents Ashley Harwood 2:30 p.m. – 3:30 p.m. Reverse Prospecting with RPR Joseph Gehl 2:30 p.m. – 4:00 p.m. Mastering the Storm of Change Larry Johnson 3:30 p.m. – 4:30 p.m. How to Boost your Website Conversions Antoine Dupont 3:30 p.m. – 4:30 p.m. Leading with Focus: Collaboration & Productivity Beth Ziesenis 4:00 p.m. – 5:00 p.m. Bullseye: Hitting the Target Price Joseph Gehl
JOIN NJHMFA AT TRIPLE PLAY 2021 LEARN ABOUT MAXIMIZING FIRST TIME HOMEBUYER OPPORTUNITIES WITH DOWN PAYMENT ASSISTANCE
AND RECEIVE CE CREDITS FOR BOTH NJ AND PA Join us on Wednesday, December 8th at 2pm or on Thursday, December 9th at 9:30am and be empowered with the tools to help your clients overcome the issue of funds for down payment and closing costs, including but not limited to an overview of NJ and PA Home Buyer Programs. This session will help you take your productivity to another level.
Lakesha Walker | NJHMFA
Jesse Crawford | NJHMFA
Michael Neal | Urban Institute
Stop by our booth on the expo floor and meet with NJHMFA staff and receive additional information to support you as you grow, evolve, and thrive.
Learn more at NJHOUSING.GOV NEW JERSEY REALTOR
®
| November/December 2021 | 13
SPECIAL EVENTS to Attend at
T
he 2021 Triple Play Realtor® Convention & Trade Expo is quickly approaching! The convention and trade expo will be held Dec. 6-9 at the Atlantic City Convention Center. Are you registered? Visit realtorstripleplay.com to register now and save! Along with countless continuing education classes, there are several special events to attend to network and have fun while also having the chance to fill your mandated requirements.
2021 TRIPLE PLAY HEALTH AND SAFETY The Triple Play Realtor® Convention & Trade Expo is committed to providing a safe and healthy in-person event for all attendees joining us in person in Atlantic City. The following safety protocols will be in effect. Masks will be required for all attendees at all times. Proof of vaccination or a negative COVID-19 test within 72 hours of the event will be required for all attendees. Learn more at realtorstripleplay.com/health/
This Year KICK-OFF PARTY
ICEBREAKER RECEPTION
Dec. 6, 8-11 p.m. Bally’s Atlantic City Bally’s Wild West Saloon
Dec. 7, 9-11:59 p.m. Caesars Atlantic City Palladium Ballroom
Mix, mingle and make new contacts with your tri-state colleagues to kickoff Triple Play 2021. Join us for a DJ, dancing, arcade games, mechanical bull rides, and more. There will be free drink tickets given to first 500 attendees. Triple Play attendee badges required for admission, and you must be 21 and over to attend.
Mingle with your fellow convention attendees. Make sure to wear your Triple Play attendee badge and bring your business cards to enjoy this special evening of music, dancing, hot and cold hors d’oeuvres, soft drinks, cash bar, and networking.
NJ REALTORS® AWARDS SESSION
Dec. 8, 10 a.m.-4 p.m. Room 308/309 Atlantic City Convention Center Tickets $250
Dec. 7, 2-4 p.m. Room 312 Atlantic City Convention Center Honor NJ Realtors State and Local Realtor® and Realtor-Associates® of the Year, NJ Realtors® Good Neighbor award winners, Quarter Century Club recipients, and Realtor® Emeritus members. ®
NJ REALTORS® PRESIDENT’S INSTALLATION & GALA Dec. 7, 6-9 p.m. Caesars Atlantic City Circus Maximus Theatre, Reception to Follow in the Laurel Lounge Tickets $75 NJ Realtors® Gala reception will honor 2021 NJ Realtors® President Jeff Jones and the 2021 NJ Realtors® Leadership Team with installation of 2022 NJ Realtors® President Robert White and the 2022 NJ Realtors® Leadership Team. 14 | NEW JERSEY REALTOR® | November/December 2021
RPAC HIGH ROLLERS’ SUITE
Relax and recharge at Triple Play while supporting the Realtors® Political Action Committee. Your $250 pledge at the door will count towards your 2022 RPAC total. 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 REALTORS® 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.
Want to know why we are one of the
brokerages in the country? Visit us at Triple Play and see for yourself!
Booths 641/740 www.IVREFRANCHISE.com
EXPERTS. KNOWLEDGABLE. TRUSTWORTHY. We pride ourselves for our knowledge and expertise in the field, along with our efficiency in providing personal services for our clients. At Nu World Title, you are our top priority, and we will do everything to assure you that you’ve rightly put your trust in us. LEARN MORE AT NUWORLDTITLE.COM.
Visit us at the Booth 434/335 at the Triple Play Expo. Join us for our Triple Play after party on Dec. 7 at 8 p.m. at the Ocean Casino Resort. Scan the QR code to RSVP. 16 | NEW JERSEY REALTOR® | November/December 2021
SESSION HIGHLIGHTS DECEMBER 6
DECEMBER 7
Expand Your Global Reach
Am I A Jerk at Work?
1-3 p.m. Neal Oates
9-10 a.m. Stacy Bernal
2 NJ Elective Credits
NJ CE Pending
Want to find out how to position yourself as the international real estate professional? Attend this session and learn why a global reach is necessary in today’s economy, the advantages of targeting and working with international clients, how to locate and disseminate valuable information to garner business, and create an action plan to implement upon conclusion of the course.
The Seven Types of Sellers 12:30-1:30 p.m. Pam Ermen Non-CE Course Learn how to clearly define the seven types of sellers and their points of differentiation. We’ll discuss targeted marketing efforts designed to deliver the message that you’re the “go to” specialist who understands their niche market better than anyone. Be intentional with your efforts and grow your business on purpose in 2022.
10 Ways to Gain Listings Right Now 3:30-4:30 p.m. Jared James Non-CE Course In this extremely hands on and practical session, Jared James will cover 10 different unique and innovative strategies that you can implement from day one to create more listing opportunities for your business. Come ready to take lots of notes and leave with a game plan to dominate the listing inventory in your local market!
In this engaging presentation, Stacy Bernal sheds light on how implicit bias affects the real estate industry. With the understanding that DEI work is a marathon and not a sprint, this session serves as a catalyst to: Inform what implicit bias is and how it manifests; teach ways to handle impacts of implicit bias, as a participant or bystander; empower attendees to create change in themselves, their organizations and their communities and ignite excitement for attendees to continue DEI work in their own lives.
Goals, Time Blocking, and Self Care 9-10 a.m. Bobbi Howe Non-CE Course Without a little guidance, real estate can seem overwhelming, so overwhelming that over 80 percent of all new real estate licensees exit the industry with their first two years. This session will help you with three specific things that tend to overwhelm real estate agents the most— goal setting, time blocking and mindset management. You’ll learn how to discover the big why—set goals, time block to achieve those goals, and fortify your mindset while achieving the goals.
1031 Exchanges: Diving Deeper and Spearfishing for More Clients 9-12 p.m. David Gorendburg 3 NJ Elective Credits David Gorenberg is a PA and NJ licensed attorney, has consulted on 1031 Exchanges since 1992, and has been a qualified intermediary since 2000. David has written and spoken extensively on 1031 Exchange transactions, TICs, DSTs, and other like-kind replacement property solutions, and related issues. David is Past President of the Federation of Exchange Accommodators and serves on the FEA Ethics Committee. He has previously served on Boards of Directors of various Realtor® associations, civic groups, and other professional organizations.
Creating the Win: New Approaches to Negotiation Strategy 9 a.m.-12 p.m. Maura Neill
3 NJ Elective Credits Negotiation is a crucial skill needed in the real estate transaction, but one often overlooked in training. The most successful agents are those who have learned to think outside the box in the negotiation process and to bring their clients to the most successful outcome. This session will encourage attendees to think about negotiation differently than they ever have and to get out of their comfort zone. We will explore perception versus reality and its impact on the transaction and how emotional intelligence plays a role in the negotiation process. Attendees should leave the presentation with a new way to approach even the most difficult negotiation and new options to present their clients with strategies for success.
SESSION HIGHLIGHTS continued on page 19 NEW JERSEY REALTOR® | November/December 2021 | 17
NAR’s PSA Certification is the key to mastering the CMA. Regardless of your experience in the real estate industry, you know that properties don’t come with a sticker price — that’s where your professional expertise and commitment to accurate pricing comes into play. NAR’s Pricing Strategy Advisor (PSA) Certification prepares you to: • Select appropriate comparables and make accurate adjustments • Guide buyers and sellers through the details of comparative marketing analyses (CMAs) and the underlying pricing principles that comprise the real estate transaction • Collaborate effectively with appraisers Get started at pricingstrategyadvisor.org 18 | NEW JERSEY REALTOR® | November/December 2021
OFFICIAL CERTIFICATION
SESSION HIGHLIGHTS DECEMBER 7
continued
Setting the Stage for Buyer Success 9:30 a.m.-12:30 p.m. Monica Neubauer 3 NJ Elective Credits Discover a unique version of best practices. Buyers’ agents will learn multiple offer strategies, effective dialogues and negotiating techniques to effectively position their client in a competitive environment. Seller’s agents will better understand the dynamics of a multiple offer market, how to maximize the property’s exposure and interest, and how to sell the property for a price that can often exceed list price.
New Millennium Brokerage Management 10 a.m.-12 p.m. Jeremias Maneiro 2 NJ Elective Credits This session is designed to teach the specific day-to-day activities a broker needs to manage their agents successfully and still compete with large tech companies by focusing on becoming local experts. We will discuss ways a broker can still be tech savvy on a budget and provide the systems and programs that their agents need to provide a higher level of service to the consumer and exceed expectations. This program will arm you with business building skills and critical operating activities utilized by the nation’s most successful real estate brokers.
Serving the Consumer in a Post-Pandemic Market 10 a.m.-1 p.m. John Tuccillo & Leslie AppletonYoung NJ CE Pending We are already beginning to see the outlines of the post-COVID economy. Job growth is strong, the market is flush with liquidity, and economic growth is expected to boom through 2022. But what about the real estate market and the real estate industry? Will the surge in sales and prices we have seen in 2020 and 2021 continue? Will the severe inventory crunch continue? Will the emerging boom push up interest rates? In this presentation, John Tuccillo and Leslie Appleton-Young, noted real estate economists, will make sense of all these changes. Using available data, they will integrate market, industry and economic trends, assess what they mean for real estate brokers and present some suggestions as to how brokers can profit from the coming post-COVID world.
Hot Sauce Please! Proven Strategies to Spice Up Your Real Estate Marketing 2-4 p.m. Ifoma Pierre NJ CE Pending Fasten your seat belts and get ready for a firehose of ideas, examples, and cutting-edge software designed to explode your business. In this session, you will learn creative new ways to generate more leads, earn more opportunities, and discover the secret to turning prospects into friends and friends into clients. Whether you’re a brand-new agent or a seasoned veteran with years of experience, there’s something in this session for everyone.
Advanced Listing Skills and a Very Low Inventory 2-5 p.m. Rich Levin NJ CE Pending We are in a historically low inventory market. Home sellers are more often unable to make their best decisions in this market. Risk of gain is great for the sellers. So is risk of loss. This session is a crash course in how to advise sellers in this market on price, negotiations, multiple offers, anticipating low appraisals, fairness, ethics, staying within the law, and the myriad of other issues to ensure that the sellers obtain the best results with the least disappointment and stress.
DECEMBER 8 How to Stand Out in a Content Saturated World 9-10 a.m. Antoine Dupont Non-CE Course In modern marketing there’s one common frustration for most business owners: How do I make my business stand out with all this noise and stop wasting money? Sound familiar? Award-winning marketing strategist Antoine Dupont shows you the tools, techniques, and bullseye research you need to create the quality content that gets leads and grows your business. You’ll get a series of easy-to-implement, actionable recommendations so you can stop wasting money on what no longer works. SESSION HIGHLIGHTS continued on page 25 NEW JERSEY REALTOR® | November/December 2021 | 19
TOWN SPOTLIGHT
ATLANTIC CITY BY PAMELA BABCOCK
A
tlantic City, once dubbed “America’s Favorite Playground,” has a colorful history but has weathered plenty of ups and downs, most recently as it has sought to broaden its appeal beyond gambling. Today, many hope the expansion of Stockton University’s campus and other projects will be a catalyst to revitalize the resort, which has a yearround population of about 38,000.
The first permanent boardwalk was nailed down in 1870. Over the years, Atlantic City grew quickly with amusement piers, concerts featuring big-name acts, beauty pageants and plenty of celebrities. Although the resort was a big draw for vacationers through the 1940s, its popularity diminished with the advent of the inexpensive flights to destinations such as the Caribbean and Florida.
Stockton University opened a satellite campus in 2018 and continues to grow its footprint. Meanwhile, Asbury Park developer and investor Pat Fasano has plans for the “Orange Loop,” a district of restaurants, bars, upscale residential rentals and a hotel that begins on the beach block of Tennessee Avenue and expands to St. James Place and New York Avenue. The name comes is borrowed from properties on the Monopoly board game.
By the 1960s, Atlantic City was plagued with poverty, crime and corruption. Gambling was later legalized and Resorts, the first casino, opened in 1978. By 1988, a dozen casinos were open and annual visitor-ship grew. But increased competition in the gaming industry, particularly with new casinos opening in nearby states, led to another downturn.
Land on the island that now comprises Atlantic City was originally the summer home of the Lenni Lenape Native Americans. Incorporated in 1854, cheap train fares from nearby Philadelphia and New York brought thousands to the resort annually.
20 | NEW JERSEY REALTOR® | November/December 2021
Rachel Bachman, owner of RE/MAX Platinum Properties in Margate City, says she considers Atlantic City “a hidden jewel.” “You have the beauty of the ocean and salt air, the fabulous restaurants and nightlife of the casino industry, with a small town mentality all within a stone’s throw to New York City and Philadelphia,” Bachman said.
Unique treasures that add to its charm include small breweries and distilleries, a chocolate bar, local music and jazz bars, an aquarium and community events at Bader Field, a now-shuttered 150-acre airport. According to Bachman, prices are very affordable in the 48-block resort town, considering what other New Jersey ocean and bayside properties fetch these days. According to data from New Jersey Realtors®, the median sales price for a single-family home in Atlantic City year to date is $151,500, a whopping 51.6 percent jump over the same period last year. Meanwhile, the median sales price for a townhome or
TOWN SPOTLIGHT Another hot area is Historic Gardner’s Basin, located on a protected channel across from the state marina and Coast Guard station. It offers a marina lifestyle with bayside restaurants such as Sirens Bar & Grill and the Back Bay Ale House, a homey dog friendly restaurant where drinks are served in mason jars. During the summer, residents can enjoy The Deck at the Golden Nugget Casino, Hotel & Marina. the market as “a bargain not duplicated elsewhere along the coast.” The main obstacle is the perception of crime, which often makes headlines, according to Rosenberger. He said, however, that Atlantic City’s crime rate has dropped for the past several years. Rosenberger said another draw for many is that Atlantic City’s welcoming environment and diversity, since it has long been a city of immigrants.
condominium grew to $120,000, a 9.1 percent increase over the same period last year. Single-family home closings are up 23.3 percent year to date, while closings for townhomes and condominiums grew 45.5 percent over the same period last year. Atlantic City resident and Realtor® Geoffrey A. Rosenberger, an associate broker with RealtyMark, said he has seen not only an uptick in buyers since the pandemic, but also a shift in who is buying. While most used to be from the Philadelphia area, a growing number are New York and North Jersey residents who Rosenberger said aren’t afraid of “our urban problems” and see
“What used to be Italian, Irish, and Jewish neighborhoods are now Latino and Asian … but readily accept any and all nationalities and types,” Rosenberger said. Chris Popkin, a Realtor® with the Novelli Team at Compass RE in Margate City, said he’s fielding more queries from younger buyers, as well as investors who buy and renovate homes for rentals. With a little TLC, fixerupper AC properties he has sold “turn out looking incredible.” Bachman agrees that many active investors are eager to pick up prime real estate and contribute to revitalization efforts. Popular areas include the University District, on Atlantic City’s Southern border, where Stockton University and South Jersey Gas have been part of a $220 million Gateway project that includes new roads, student housing and the utility’s headquarters.
Today, Atlantic City has nine casinos. Each has its own personality, style and ambiance. Top acts there and in other venues include household names like Beyoncé, Britney Spears, Stevie Wonder, Cher, and Janet Jackson. Foodies can enjoy an array dining options, from authentic Chinese and Vietnamese to south-of-theborder, Italian and Japanese, as well as popular spots such as Dock’s Oyster House. There are also longstanding staples such as White House Subs, which often tops “best of ” lists for its submarine sandwiches. Golfers can take a swing at a number of nearby championshipcaliber courses, while art and history aficionados can find plenty to see at places such as the Noyes Arts Garage of Stockton University, the tranquil public sculpture-filled Civil Rights Garden and the New Jersey Korean War Memorial. Nearby parks such as Atlantic County Park at Lake Lenape, Edwin B. Forsythe National Wildlife Refuge and Bass River State Forest offer scenic views, trails and bird-watching. In the end, Bachman said there are many reasons she and others are sold on Atlantic City. “When you’re here, it’s actually quite charming with all the history and stories this city holds,” she said.
NEW JERSEY REALTOR® | November/December 2021 | 21
Building Realtor®-to-Realtor® Relationships BY LEE NELSON
D
eveloping close and trusting relationships with other real estate agents can lead to great success in the profession. Building relationships with Realtors® in your area can help you better your business, help you stay relevant, and help you better serve your clients.
Jon Cohen lives and works in Moorestown, and covers territory on the Jersey Shore too. “It’s a different market there,” said Cohen, CEO, Principal, and Realtor® of The Jon Cohen Team at Compass RE. When he knows his client will receive multiple offers, Cohen often refers his clients to agents he has worked with in the past. He uses agents he can trust and that he knows will keep his client’s best interests at heart.
Working Together in a Low Inventory Market The current low inventory market can breed some confrontational and uncooperative behavior from agents, according to Hector Perez, Realtor® with eXp Realty, Montclair.
Those who are hard to work with and only care about the commission, will not earn the respect of other agents. In the future, if there is a choice, agents may choose not to work with them, said DeBellis. “Without a doubt in this industry, we are going to have great people and not so great people. We are unique in our business philosophy,” said DeBellis. “We are competitivebased, but we are working directly with our competitors and have a direct relationship with them.” DeBellis reccomends to stay professional no matter how difficult it may be to work with someone. “Unfortunately, some people aren’t as kind or professional. That’s a shame on them,” said DeBellis.
Realtor® Relationships Lead to Referrals
“Real estate has a lot of moving parts, and it can be very frustrating,” said Perez.
With limitied inventory across the state, Realtors® are doing the best they can with what is available. Buyers are broadening their desired locations, and according to Cohen, choosing to work with Realtors® who know the area better is typical.
As with any career, there can be tough collegues to work with, but Perez recommends showing kindness and understanding. Sharing ideas can also help you build trust and bond with other Realtors®.
Now more than ever, it’s vital to stay up-to-date with current market conditions and become the neighborhood expert. This will help you gain potential clients while also earning the trust of other agents.
“Many in the industry won’t share because they don’t want others to steal things the way they did it,” said Cohen. “That tends to be the old school beliefs and doesn’t get anybody anywhere.”
While many referral can come from past clients, according to Perez, five out of 10 of the referrals his team receives come from other agents.
Keeping Connections
Staying in contact with the other Realtors® and getting along with one another are important parts of the transaction process, explains Amy DeBellis, director of training and a broker associate at Prominent Properties Sotheby’s International Realty in Ridgewood. 22 | NEW JERSEY REALTOR® | November/December 2021
“We have a workplace group for eXp Realty with 65,000 agents in 50 states. There are dozens and dozens of referrals,” said Perez. “If we have a great relationship with that other agent, you usually end up working with them often.”
Do you want to boost your referrals? Try getting involved in your local community. Not only will you meet other local Realtors®, but you’ll meet other potential clients too.
Building Relationships at Conferences
Conferences and conventions are great places to finish your continuing education credits, and networking with other industry professionals. If you’re on the more introverted side, consider attending bigger conventions with a collegue so you can meet and network with others together. “To me, meeting people at conventions eventually turns into relationships and transactions. But for those who might be more introverted, they don’t do as well in that arena,” said DeBellis. “They go to dinner with an intimate group of friends. Breaking into groups is a great way for them to brainstorm and that cements relationships.” Perez enjoys attending conventions because it’s a break from the everyday routine. It’s an opportunity to create future referrals and gather new insight into what others are doing. “You learn through conversations how others are handling their business,” said Perez. Rely on your best manners and etiquette and stay open to new ideas, and you’ll get the most out of any conference or convention.
How to Strengthen Relationships with Other Agents • Accountability. When you’re trying to build trust, keep agents on the other side of the transaction informed of any concerns or changes so nothing festers to something bigger. Perez tells his clients and agents “the best surprise is no surprise.” • Respect. “In reality, you don’t have to love everybody you work with, but you have to respect them,” said DeBellis. “If we just respect each other, there wouldn’t be an issue.” • Work together. No matter how many years you’ve been in the industry, “work through whatever comes up with the other agent. Never blame or point the finger to the other agent,” said Cohen. • Help new Realtors®. Whether they work at your office, or on the other side of the transaction, provide them value because it’s likely “you will be working together in the future,” said Perez.
NEW JERSEY REALTOR® | November/December 2021 | 23
Oilheat. Know more, sell more. Energy Efficiency Tips for Heating Season Wintertime in New Jersey is not too far away and this year homeowners will be even more focused than usual on saving money and energy. Get familiar with these smart moves and you’ll be well on your way to becoming an energy-efficiency expert for your clients!
1
Schedule an annual heating system tune-up. Keeping the heating system clean and tuned up is critical for achieving peak efficiency. In fact, annual tune-ups can reduce energy usage by as much as 10%. And it’s a smart idea to tune up the system right before listing the home, so that buyers see that they won't need to worry about this until next season.
2
Install a smart programmable thermostat.
3
Upgrade to a new energy-efficient system.
Today’s smart thermostats can be hooked up to homeowners’ smart phones and can lead to big energy savings by lowering heating temps and raising cooling temps when no one is home. If the existing system in the home is more than 20 years old, your clients can save a ton of money by upgrading to a high-efficiency heating oil system. This could save them 20% or more each year! Plus, there are rebates of up to $1,400 available to help with the cost. All your clients need to do is connect with their local heating oil company to have the work completed. Your clients will receive the rebate upfront and their company will do the rest! To learn more, visit OilheatNewJersey.com.
For more tips and suggestions to help your clients make their homes more energy efficient, visit OilheatPros.com/nj and order our FREE Energy Efficiency Guide today! 24 | NEW JERSEY REALTOR® | November/December 2021
Earn FREE CE Credits this year — on Zoom! "Overcoming Obstacles Selling Oil-Heated Listings" is a 2-credit, 2-hour elective CE course designed to help you sell more oil-heated listings. You'll learn how to address the most common objections and misconceptions, while showcasing the many benefits of owning an oil-heated home. Even better, we’ve now moved our classes online so you can still upgrade your knowledge from home. For the last few years, PRO$ has held classes that have helped hundreds of Realtors across New Jersey become experts in all things heating oil. Now is your chance to join them and elevate your business! To book a class for your office, simply email PRO$ Director and Accredited Instructor Susan Janett at sjanett@oilheatpros.com.
What NJ Realtors have to say about our course: "Great class, and I have been in the real estate business for years! I would highly recommend this course. I already loaded Susan’s info on my phone and shared that with my business partner." —Christine W., Realtor, Bedminster "Susan alleviated a lot of my hesitation about heating oil through her class. Through Susan’s educational materials and tips, I am now better informed and prepared to sell more oil-heated homes!" —Melanie H., Realtor, Turnersville "I really learned some great information to help me better assist my clients with oil-heated homes. Loved all the great websites for reference and I feel more confident discussing this topic with my current and future buyers." —Stacey S., Realtor, Manahawkin Paid for by the Fuel Merchants Association of New Jersey and the National Oilheat Research Alliance
SESSION HIGHLIGHTS DECEMBER 8 continued
Quiet Success: Building a Real Estate Career as an Introvert 9-10 a.m. Ashley Harwood Non-CE Course Most real estate training is geared towards extroverts, and many agents are being left behind. This session is a lifeline for agents who are struggling with traditional lead generation tactics and the “hustle” of the business. We cover energy management, time management, and lead gen alternatives. Agents leave with a sense of belonging, motivation, and tangible, applicable tools to start implementing immediately.
Up in Smoke: Cannabis and Real Estate 9-11 a.m. Trista Curzydlo 2 NJ Core Credits The laws surrounding cannabis possession and cultivation are changing. For real estate professionals, this means changes in the approach to leasing property for commercial operations, renting properties to individuals wishing to grow cannabis and for working with buyers and sellers who are impacted by the changes. This course examines the potential pitfalls and associated risk reduction techniques for real estate agents who are involved in these transactions and discusses the role of the Controlled Substances Act and the conflict between federal and state laws surrounding cannabis.
Feeling the Love: Fair Housing and Buyer Lover Letters 9 a.m.-12 p.m. Cheryl Knowlton NJ CE Pending In a world of multiple offers, we want our buyers’ offer to stand out. However, there are good and dangerous ways to play that game. Are “love letters”—letters written by the buyer to emotionally influence the seller— legal? Are there potentially unintended consequences for submitting a “love letter” with your buyers offer? Join us for this timely and important course on avoiding unintended fair housing bias and discrimination.
NJ Legal and Regulatory Update 10:30 a.m.-12:30 p.m. Barry Goodman, Esq. 2 NJ Core Credits Join New Jersey Realtors® Chief Legal Counsel for an update on New Jersey legal issues affecting all licensees. This session provides an in-depth review of the laws and rules regulating how you conduct business in New Jersey to assure you’re operating in full compliance.
How to Be a Totally Mobile and Virtual Agent 2:30-3:30 p.m. Craig Grant Non-CE Course If one thing the past year has shown us is that it’s more important than ever to modernize your business. In this session, you will learn how to leverage the cloud and many tools that will allow you to work, stay in contact with your sphere, do the entire real estate process from lead generation to property showings, all the way to contract, to closing and beyond, completely online, remotely and/or from the comfort of your own home!
Bullseye: Hitting the Target Price 4-5 p.m. Joseph Gehl Non-CE Course Learn how to successfully use RPR to obtain listings with systematic approach to be on target with the list price. The new RPR is a state-of-the-art tool that all Realtors® have access to for no additional cost. RPR offers exclusive access to analytics and custom branded reporting tools that can be printed, emailed or texted from anywhere at any time.
DECEMBER 9 How the Primary and Secondary Mortgage Markets Work Together 9 a.m.-12 p.m. Doug Vairo 3 NJ Elective Credits Most people including real estate agents have no clue what the secondary mortgage market is all about, let alone that it even exists. This course will teach the agent several key things about the secondary mortgage market including why it was created and specific benefits it provides the mortgage marketplace. The agent will walk away understanding how loans are bought and sold, what part of a loan is sold, what the services of a loan are, what function MBA’s play, and what Fannie Mae, Freddie Mac and Ginnie Mae are.
Let’s Talk Flooding and Recovery 9:30-11:30 a.m. Brent Lancaster 2 NJ Elective Credits Being from Louisiana, Brent Lancaster know flood insurance plays a role in nearly every real estate transaction. This session explores how flooding and flood insurance affect the value of a property. We will discuss the important features of the NFIP policy every agent needs to know. Additionally, we will discover how can you protect your buyers in purchasing a previously flooded home, as well as learn how to list and promote previously flooded homes.
NEW JERSEY REALTOR® | November/December 2021 | 25
BY ERIN McFEETERS
L
ast month, New Jersey Realtors® hosted its first in-person event at its Trenton headquarters since the COVID-19 pandemic. Realtor® members came from around the state to attend this one-of-a-kind event that’s the perfect balance of business and fun.
NJ Realtors® 2021 Leadership Team and CEO led the second class of the day covering the current issues in NJ real estate. From lead paint to the lack of housing inventory, it was an insightful discussion about the industry. Once the class let out, the fun began.
This year’s Palooza kicked off with donuts and coffee from Eet Gud Bakery—thank you to the Women’s Council of Realtors® Monmouth County Shore Country for sponsoring the donut wall this year.
Thank you to the North Central Jersey Association of Realtors® for sponsoring the food trucks this year. Attendees raved about the Rolling Pita’s falafel, the margarita pizza from the Traveling Tomato, and the banana ice cream from Elements by Nitro Girl. However, the craft beer selection came out on top with pints from Double Nickel and Spellbound—thank you to NJ Realtors® neighbor, Trenton Social, for selecting awesome pours this year.
NJ Realtors® Chief Counsel Barry Goodman, Esq. kicked off the continuing education sessions with The Ten Hottest Issues You Have to Understand to Avoid Lawsuits. Goodman dove into current legal topics of interest and helped attendees develop risk management techniques. Goodman will be presenting a similar session on Dec. 8 at the Triple Play Realtor® Convention & Trade Expo. In between sessions, attendees recharged with outdoor games and placed their bids on Realtors® Political Action Committee auction items. From patio heaters to gift cards, the live auction items were highly sought after.
26 | NEW JERSEY REALTOR® | November/December 2021
Then, the cornhole tournament commenced. With seven games happening simultaneously, there was nothing but action in this year’s tournament. As Realtors® lost to their opponents, they tested their NJ knowledge at trivia and played a round of bingo. Thank you to every member for attending this year. We are so happy to be back in person and can’t wait to see everyone at Triple Play.
To move is to grow We’re here to make sure everyone can find their next perfect place — with resources to help every step of the way.
Visit zillow.com
NEW JERSEY REALTOR® | November/December 2021 | 27
B O A R D / A S S O C I AT I O N N E W S
Realtors® Help Provide Meals to Mercer County Residents in Need The CORE Association of Realtors® held a food bag drive over the summer to help restock the panty at HomeFront, an organization in Lawrenceville with a mission to end homelessness in Central New Jersey. In total, the association and its Community Outreach Committee collected 82 food bags and a total of $600 in donations.
Back to School with NCJAR In September, the North Central Jersey Association of Realtors® worked with its Community Outreach Committee to collect school supplies for the local Boys and Girls Club, an organization that holds after school programs for children. Together, over 3,000 items were collected and donated to the club.
CORE members organizing the donations.
Helping Healthcare Heroes To brighten the days of healthcare workers in their community, the Metro Centre Association of Realtors® and its Community Outreach Committee delivered pizzas to the local hospital. Their goal: to let healthcare workers know that the association is there silently cheering them on.
Realtors® delivering pizza to the local hospital.
28 | NEW JERSEY REALTOR® | November/December 2021
Committee members delivering school supplies to the local Boys and Girls Club.
SUDOKU Have a few minutes? Challenge yourself!
Puzzle provided by sudokuoftheday.com. Get the answers to the puzzle on page 2.
MARKETPLACE
CommerCial mortgage assoCiates
Licensing, Continuing Education & Exam Prep Courses & Seminars
Looking for a Commercial Mortgage?
Salespersons, Brokers, Appraisers, Mortgage Loan Officers Life, Health, Property, Causality & Title Agents
MULTI FAMILY . MIXED USE . OFFICE . RETAIL INDUSTRIAL . SPECIAL PURPOSE . & MORE!
Offering a variety of programs to fit each client’s needs since 1989
INCLASS ONLINE ONSITE Call 800-288-5154
CALL DIRECT! 732-714-2300 COMMERCIALMORTGAGENJ.COM
www.AmericanSchoolNJ.com
Statement of Ownership 1. New Jersey Realtor® 2. Pub. #13260 3. Filing date 10/04/2021 4. Published bi-monthly. 5. 6 issues per year. 6. Member price $3, nonmember price $10. 7-8. Mailing Address of Known office of publication and mailing address:10 Hamilton Avenue, Trenton, NJ 08611. 9. Publisher: New Jersey Realtors® 10 Hamilton Avenue, Trenton, NJ 08611. Editor: Erin McFeeters 10 Hamilton Avenue, Trenton NJ, 08611 Telephone 609-341-7126. Managing Editor: Colleen King Oliver 10 Hamilton Avenue, Trenton NJ, 08611. 10. Owner: New Jersey Realtors® 10 Hamilton Avenue, Trenton, NJ 08611. 11. None. 12. Tax status has not changed during preceding 12 months. 13. Publication title: New Jersey Realtor® 14. Issue date September/October 2021. 15. Extent and nature of publication: Provides legal and legislative updates and other information on real estate topics. 15a. Average no. copies during preceding 12 months: 55,790; no. copies of single issue published nearest to filing date: 58,401. 15b(1). average no.: 55,587. No. copies of single issue: 58,223. 15b(2-4). Average no. and no. copies of single issue published nearest to filing date: 0. 15c. Total paid distribution: Average no. copies during preceding 12 months 55,587. No. copies of single issue: 58.223. 15d(1-4). Average no. and no. copies of single issue published nearest to filing date: 0. 15e. Average no. and no. copies of single issue published nearest to filing date: 0. 15f. Total distribution: Average no. 55,587. No. copies of single issue 58,223. 15g. Copies not distributed: Average no. 203. No. copies of single issue 178. 15h. Total: Average no. 55,790. No. copies of single issue 58,401. 15i. Percent paid: Average no. and no. copies of single issue 100.00%. 16. Electronic circulation: n/a. 16a. Paid electronic copies: Average no. and no. copies of single issue 0. 16b. Total paid print copies: Average no. 55,587. No. copies of single issue 58,223. 16c. Total print distribution: Average no. 55,587. No. copies of single issue 58,223. 16d. Percentage paid: Average no. and no. copies of single issue 100.00%. X I certify that 50% of all my distribution copies (electronic and print) are paid above nominal price. 17. Publication of Statement of Ownership: X Publication required. Will be printed in the Nov/Dec 2021 issue of this publication. 18. Signed by Erin McFeeters, Editor, 10/04/2021.
Hello there, First and foremost, we hope everyone is doing well and staying safe and healthy during these difficult times. We know the current environment has made business across all industries quite challenging; lending included. In fact, our borrower activity has never In commercial estate financing, what matters Commercial Mortgage been so high,real as many investors “experience” are finding it ischallenging tomost. secure loans. After speaking Depot (CMD) a nationwide commercial real weeks estate financing firm. Wea offer with many of is our lenders over the last few who expressed needwholesale for somefirst mortgage commercial loanstoaslet a direct lender. Weatalso to tailor right loan assistance, we are glad you know that thishave timethe weflexibility are working withthe various product the borrower, a correspondent or agent, working through our investor network highly lendersfor throughout the as country. We are currently Bridge Loans (HardOur Money) trained, knowledgeable staff and examines each transaction to placeMortgages it in the best program based on SBA Loans, Rehab loans Conventional Commercial with Banks. your unique scenario. We understand the complexity of a commercial transaction in today's market and mostyou importantly, havewith the relationships with lenders, investors and banks to close deals Thank and best we of luck everything going forward! efficiently and quickly.
Bridge Loans Re-Hab Loans TAX RETURNS! Stated Investment Loans1-4NOFrom Up to 90% Financing 100k up to $1 million SBA 7a and 504 Loans Mixed-use, 5+ UNITS, warehouse, office, retail, Construction Loans All business type Considered self-storage and auto repair up to $3 million SBA 504 & 7a Loans Blanket Mortgages Cannabis Funding Conventional Commercial Mortgages Rehab Investment 1-4 Units, Condos and PUDs, 5 properties or 50, From 100k up to $3 million, 1—4 family, multi Fannie, family Freddie and FHA up to 80% LTV, Up to 65% ARV $500,000 to $50,000,000 Please visit our website www.commercialmortgagedepot.com/recent-closings/ From $50,000 to $50,000,000 Bridge Loans/Hard Money Re-hab, DPO, Short Sales 2 Weeks Closing!
Conventional Banks, SBA Lenders, CDC Lenders, Fannie Mae, FHA $500,000 to $50,000,000
Commercial Mortgage Depot Your Home for Commercial Mortgages Commercial Mortgage Depot Office: 973-742-1111 Fax: 973-742-8899 Your Home for Commercial Mortgages www.commercialmortgagedepot.com Office: 973-742-1111 Fax: 973-742-8899 www.commercialmortgagedepot.com
NEW JERSEY REALTOR® | November/December 2021 | 29
