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SHORE AHA CLUB MEETING

JULY - 2025

HOSTED BY:

Helen-Ann Lloyd

FEATURED SPEAKERS:

TJ Hildebrand

Introduction

Welcome to the July 2025 Shore AHA Club meeting eBook Instead of chasing headlines or stats, let's focus on what matters:

Evolving Market Landscape

The real estate market is evolving some segments lean toward a buyer's market, others hold steady Understanding these shifts is essential to positioning your business for success.

Confidence Through Uncertainty

How can we guide our clients through uncertainty with confidence? Shore AHA Club empowers you to focus on clients' timelines, not market timing.

Collaborative Community

As a brand-agnostic, collaborative community, Shore AHA Club helps South Jersey realtors turn market shifts into opportunities through shared mastermind insights

This eBook distills our July mastermind insights to help you transform challenging market shifts into profitable opportunities.

Understanding the Market Shift

"How's the market?" It's perhaps the most common question real estate professionals face today, and the answer has never been more nuanced While some segments and geographic areas are showing definitive signs of a buyer's market, others maintain seller advantages or balanced conditions. The reality is that market conditions vary dramatically by price point, neighborhood, and property type across South Jersey.

Our July mastermind session emphasized becoming the voice of reason amidst uncertainty The consensus among top-performing agents was clear: encourage clients to prioritize their life plans over market timing. Whether clients are upsizing for growing families, downsizing as empty nesters, or relocating for career opportunities, their personal timelines should drive decisions rather than attempts to predict market peaks and valleys

Interest rates hovering around 6% remain a psychological hurdle for many buyers, particularly those who remember the historically low rates of 2020-2021. However, multiple agents noted that even a modest drop to the 5% range could spark significant motivation among hesitant buyers. The key insight? Clients aren't exiting the market permanently they're repositioning and waiting for the right moment that aligns with their life circumstances

"The clients who will succeed in this market are those who understand their own timeline matters more than market timing. Our job is to help them see that clearly." - Shore AHA Club Member

As trusted advisors, our role has evolved beyond transaction

management to becoming strategic guides who can help clients navigate complexity with confidence By maintaining a calm, informed perspective and focusing on clients' long-term goals, we position ourselves as invaluable resources regardless of market conditions.

Lending Insights from TJ Hildebrand (Ocean First Bank)

Local Lending Advantages

TJ Hildebrand from Ocean First Bank revealed that local banks and credit unions are consistently outpacing larger lenders with unbeatable rates along the shore This localized advantage gives South Jersey realtors a powerful resource to offer clients seeking competitive financing options. Meanwhile, in specific micro-markets like the Villas, Rocket Mortgage has established dominant market share despite typically higher rates.

Affordability Programs

For clients concerned about affordability in today's higher-rate environment, Community Reinvestment Act (CRA) loans offer significant advantages in lowerincome census tracts These programs feature reduced rates, flexible down payment requirements, and expanded qualification criteria that can make homeownership accessible despite market challenges

RelationshipDriven Success

TJ attributes his consistent success to maintaining constant client contact through traditional means phone calls and inperson meetings trump emails for building trust and moving applications forward. While he acknowledges that social media boosts market exposure, he emphasized that personal connections close deals in uncertain markets.

The key takeaway from TJ's presentation reinforces what many successful agents already practice: blend technology with face-to-face outreach for optimal results. In times of market uncertainty, clients seek reassurance that comes from personal connection, not just digital convenience. By partnering with relationship-oriented lenders who understand local market nuances, realtors can provide a more comprehensive service experience that addresses both financial and emotional aspects of the home buying process.

Consider scheduling regular coffee meetings with preferred lenders to stay updated on program changes and develop the rapport needed for smooth transactions TJ mentioned he's available to speak directly with any Shore AHA member who wants to dive deeper into lending options for their specific client base.

Mansion Tax Updates –

What You Need to Know

The New Jersey Mansion Tax has undergone significant changes that will impact luxury property transactions throughout South Jersey Effective July 10, 2025, these updates shift both the responsibility and rate structure for this important transaction cost.

July 10

Implementation Date

The new tax structure applies to all closings on or after this date in 2025, regardless of when contracts were signed (with limited exceptions).

Seller

New Responsible Party

A fundamental shift from the previous structure where buyers paid this tax, now sellers must account for this expense in their net proceeds calculations.

Progressive Rate Structure

3.5%

Maximum Rate

For the highest-priced properties exceeding $3 5 million, this represents a significant increase from the previous flat rate.

Grandfathering Provision

For contracts signed before July 10, 2025, that close before November 15, 2025, the old rate structure (1% paid by buyer) still applies Additionally, sellers in these transactions may be eligible to file for a refund claim within one year of closing

These changes require immediate attention in your client communications, especially for those with properties in or approaching the luxury market Consider developing a simple one-page explanation sheet you can share with seller clients to help them understand how this might impact their net proceeds. For buyer clients, this shift may present an opportunity to negotiate more effectively on higher-priced properties where sellers now face additional transaction costs.

Innovative Financing – Crypto Mortgages

Cryptocurrency has emerged as a legitimate asset class for real estate transactions, transforming how properties are purchased and financed. This evolution is driven by blockchain technology, property tokenization, and regulatory adaptations

The June 2025 FHFA policy shift now allows cryptocurrency holdings on regulated exchanges to qualify as mortgage assets a significant departure from previous concerns about volatility Buyers can leverage crypto wealth without liquidation, though private wallets remain excluded.

Beyond traditional purchases, innovations like property tokenization through platforms like Propy enable fractional ownership, while Milo's crypto-backed mortgages allow Bitcoin holders to secure loans without selling their assets

Asset Verification

Cryptocurrency holdings on regulated exchanges (Coinbase, Gemini) are verified as legitimate mortgage assets

Smart Contract Execution

Blockchain technology automates transfers and payments, reducing closing time from weeks to days

Conversion Process

Assets are either converted to fiat for traditional closing or used directly with crypto-accepting sellers

Property Transfer

Ownership is recorded both on traditional deed systems and blockchain ledgers for enhanced security

Challenges: Market volatility (partially mitigated by stablecoins), evolving regulations, limited mainstream adoption, and tax implications remain hurdles In New Jersey specifically, Mansion Tax applies to the fiat equivalent value at the time of sale.

Innovative Financing – Crypto Mortgages

During our mastermind session, Chip highlighted an emerging trend that could open new opportunities for tech-savvy clients: cryptocurrency as an allowable asset class for funding mortgages While still considered a niche option in the broader lending landscape, this innovation provides an alternative pathway to homeownership for clients with significant digital asset holdings

Traditional lenders have historically required liquidation of crypto assets before counting them toward down payments or reserves, often triggering taxable events and potential value fluctuations The new approaches being pioneered by select lenders allow qualified borrowers to use their crypto holdings as collateral while maintaining ownership of those digital assets

"For clients with substantial crypto portfolios, these programs allow them to leverage their digital wealth without liquidation penalties or tax consequences It's opening doors in our luxury market " - Chip Watson, Shore AHA Member

Asset Collateralization

Clients can use Bitcoin, Ethereum and other major cryptocurrencies as collateral for mortgages without selling their holdings, avoiding potential capital gains taxes

Luxury Market Impact

Most relevant for South Jersey's high-end coastal properties where buyers may have diverse investment portfolios including significant digital assets

Regulatory Considerations

Work with experienced lenders familiar with compliance requirements for these novel arrangements to ensure smooth transactions

While crypto mortgages currently represent a small segment of the market, staying informed about these options positions you as a forward-thinking advisor for clients with diverse asset portfolios The South Jersey luxury market, particularly in coastal communities, attracts financially sophisticated buyers who may appreciate these alternative financing structures

To leverage this trend, develop relationships with lenders who have experience in this space and can guide you through the nuances of crypto-backed mortgages. Understanding the fundamentals even if you don't become an expert will help you identify opportunities and make appropriate referrals for clients who might benefit from these programs.

What's Working in Our Businesses

Our July mastermind roundtable revealed several proven strategies that members are using to maintain momentum despite market shifts These approaches focus on foundational business practices that deliver consistent results regardless of market conditions

Five Pillars of Business

Strategy Deep Dive

Back to Basics Training

One of our top-performing members credited a 6-week course on Dollar Productive Activities with jumpstarting their spring pipeline The program focuses on identifying and prioritizing the 20% of activities that generate 80% of results By tracking time spent on prospecting, follow-up, and client meetings versus administrative tasks, agents can reallocate their efforts toward growth-generating activities

Five Pillars of Growth

Multiple agents emphasized building business around five core sources: referrals from other professionals, past client business, builder relationships, sphere of influence contacts, and new lead generation Rather than chasing every marketing trend, successful agents are dividing their time and resources among these proven categories to create a diversified business approach

Dollar Productive Activities

Focused daily actions that directly generate revenue

Consistent Client Communication

A bi-weekly newsletter emerged as a surprisingly powerful tool for staying top-of-mind One agent shared that their newsletter which includes market updates, community news, and personal touches consistently generates responses and leads from their database The key is consistency and valuable content rather than purely promotional messaging

Strategic Client Touch System

Several members reported that maintaining at least four meaningful contacts per year with past clients yields approximately 90% of their business from this source alone These touches include a mix of personal notes, phone calls, small gifts, and in-person events rather than automated emails or generic holiday cards

The common thread through all successful strategies was consistency. Members who committed to steady implementation of any chosen tactic reported significantly better results than those who implemented sporadically As one member put it: "The best strategy is the one you'll actually do consistently "

Educating Clients in a Shifting Market

Empowering clients with knowledge has emerged as the most effective way to ease concerns and facilitate confident decisionmaking in today's complex market environment. Our mastermind participants shared strategies for positioning yourself as an indispensable guide rather than just a transaction facilitator.

Timeline Over Timing

Help clients focus on their personal life goals and timelines rather than attempting to predict market movements Whether buying a beach home for retirement, upsizing for a growing family, or downsizing as empty nesters, their individual circumstances should drive decisions more than market conditions

Financial Options

Educate clients about the full spectrum of financing alternatives including CRA loans for affordability, crypto mortgages for tech-savvy investors, and strategies for navigating the new Mansion Tax structure A knowledgeable agent who can connect clients with appropriate lending partners provides tremendous value

Effective Education Tools

Market Snapshot Videos

Several members reported success with monthly 2-3 minute market update videos specific to their focus neighborhoods These brief, data-driven updates establish expertise while providing shareable content that clients can forward to friends and family considering a move The key is consistency and focusing on hyper-local insights rather than national trends

Buyer/Seller Guides

Custom guides that walk clients through the current process with today's market realities integrated throughout have proven more effective than generic handouts. Include specific South Jersey considerations like seasonal market fluctuations, flood insurance requirements, and neighborhood-specific insights that demonstrate local expertise.

Market Literacy

Develop simple tools like one-page market updates, video summaries, or interactive presentations that translate complex market data into actionable insights Position yourself as the trusted local expert who can interpret what national headlines mean specifically for South Jersey communities

Personal Stories

Sharing anonymized examples of how recent clients successfully navigated similar market conditions provides powerful social proof These case studies help potential clients envision their own path forward and build confidence in your ability to guide them through uncertainty

Community Expertise

Leveraging the collective wisdom of our Shore AHA Club community gives each member a significant advantage Bring challenging client questions or scenarios to our meetings to tap into our shared knowledge base and develop the most effective education approaches

The most successful client education approaches recognize that today's buyers and sellers are overwhelmed with often contradictory information Your role as a filter and interpreter of that information translating market data into personalized recommendations positions you as an essential advisor rather than just another voice in the noise

Next Steps

The Shore AHA Club is more than just a monthly meeting—it's your partner in growth and adaptation as the market continues to evolve. To maximize the value of the insights shared in this eBook and our July mastermind session, consider the following action steps:

Reflect

Take time to consider which strategies align best with your business model, personality, and client base. Not every approach works for every agent, but identifying your best opportunities is the first step toward implementation.

Test

Commit to implementing at least one new strategy from this meeting over the next 30 days Start small with a focused experiment rather than attempting to overhaul your entire business at once.

Document your experience and be prepared to share your results whether successful or not at our August meeting. Our community grows stronger through this collaborative learning process

Our collective strength comes from our willingness to share honestly, support each other genuinely, and push one another toward excellence The current market shift presents challenges, but also unprecedented opportunities for agents who can adapt with confidence and clarity.

Questions between meetings? Contact Helen-Ann Lloyd at helenann@shoreaha.com

Remember, our next meeting will build on these insights with new strategies and shared experiences. Together, we'll continue our journey from market panic to consistent profit, regardless of market conditions. The agents who thrive through this shift will be those who stay connected, keep learning, and implement consistently exactly what the Shore AHA Club is designed to help you achieve.