MARYLAND 3-4-19

MARYLAND EDITION

Embracing Smart Homes: Does New Technology Really Increase Home Value?

By the Numbers:

Understanding the True Value of Square Footage

FEATURED AGENT

SAUL KLOPER

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

COVER STORY

Michelle Triolo

MARYLAND EDITION

SAUL KLOPER Saul Kloper – Owner of EXIT On The Harbor Realty 9 estate in Towson, Maryland – is a consummate real professional who is truly committed to providing his buyers and sellers with top-notch, trustworthy service. Saul’s warm, affable personality, coupled with his in-depth market knowledge, have made him one of the most sought-after Realtors in his area, and his business is growing exponentially with each passing year.

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Agent Client Satisfaction in M 2019. When reading the review on Zillow.com, on which sit Agent, Saul has a perfect over Among the many raves he has r which perfectly illustrates the he provides: “I would highly r any type of real estate transac Saul’s unsurpassed commitme communication skills. He is s found me the right house at the excellent negotiation skills sa I will definitely seek his real the future.”

Saul began his career in real estate after a long history of personal property investments.

“My wife MICHELLE TRIOLO SAUL KLOPER and I were doing pretty well at that,” he recalls.

“Initially, I chose to get my license to help make my own investing easier, but I soon found that I really enjoyed the real estate side of things.” Licensed in 2016, Saul’s commitment to thorough, intellig Saul began selling part-time before partnering with an established his listings has also played a prominent ro CONTENTS broker, and the pair opened EXIT On The Harbor Realty in March Professional photography, a robust internet p of 2017, followed by a second office in February, 2018. Currently individual websites for each property – and overseeing a roster of Twenty-Three wonderfully dedicated multiple social media platforms are just a fe 4) 5 STEPS TO ACHIEVE 15) BY THE NUMBERS: agents, the company has quickly developed a reputation for that ensure each listing is seen in its best lig LONG TERM SUCCESS ASapproach. UNDERSTANDING THE TRUEQuick sales for dedicated service and a truly client-centric potential buyers as possible.

A REAL ESTATE AGENT VALUE OFrule, SQUARE FOOTAGE rather than the exception.

Selling a wide swath of Maryland that includes Baltimore, Howard, Anne Arundel and Hartford Counties, Saul has already When asked he likes most about what he 6) EMBRACING SMART 22) 6 THINGS ALLwhat SUCCESSFUL established a business that is based significantly upon referrals the problem-solving challenges Realtors are o HOMES: DOES NEW NEGOTIATORS DO from satisfied clients. “It’s because I put my customers first,” says “Some of my most memorable transactions h Saul,TECHNOLOGY when asked how he REALLY inspires such an impressive level of where my clients were really struggling to INCREASE HOME VALUE? loyalty.

“I’m very personable, and I really enjoy working with mortgage,” he says. “I love being able to ge people. I really take the time to listen to what it is they’re looking they didn’t think they would be able to.” for, and I stay in contact with them even after the transaction is over. Many of my past clients continue to call me with questions.

Looking to the future, Saul’s primary plan is t For me, it’s about focusing on the relationships I form with my and add additional agents who share his c customers, rather than focusing on my commission check.” ethos. “I want to grow my brokerages, but no Phone 888-461-3930 | Fax 310-751-7068 we have hundreds of agents. I want to focus Saul’s clients appreciate this warm, personal service, as is made right people, not just bringing in lots of peopl mag@topagentmagazine.com | www.topagentmagazine.com abundantly clear by his recognition as “10 Best” Real Estate believe bigger is better, I believe better is bett

Michelle Triolo

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 6

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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Michelle Triolo Top Agent Magazine

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“Almost all of my clients feel a connection with me, they feel comfortable with me, and that I’m genuine and honest with them.

They know I’m never going to push or pressure them into something.”

Michelle Triolo, an Annapolis native, had a career as a professional dancer, choreographer and instructor in San Diego. There she developed a passion for real estate and dove into her new career. When she and her husband relocated back to Annapolis in 2004 she studied for and received her Maryland Real Estate license.

She now works as a solo agent serving the Chesapeake Bay area and specializing in Anne Arundel County.

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An impressive 90% of her business comes from repeat and referral clients. What keeps her clients coming back and sets her apart from other agents in the area? “Almost all of my clients feel a connection with me, they feel comfortable with me, and that I’m genuine and honest with them. They know I’m never going to push or pressure them into something. We build trust right away and I am able to negotiate the very best for them whether buying or selling,” she says. Michelle is very detail-oriented, and a self-declared “type A” person who stays on top of every aspect of the process. As a result, her clients have a low stress experience. “Most of my clients become my friends,” she says. To stay in touch with past clients, Michelle prefers a personal touch. She’ll pick up the phone and call to check in, and she stays in close contact via social media. Every year she hosts a Top Agent Magazine

Christmas party complete with Santa and a professional photographer.

When it comes time to market a property, Michelle starts by working with clients to decide on a competitive price that will allow for a timely sale. She goes through the property room-by-room advising on minor needed Top Agent Magazine

changes and decluttering that will help the property look its best and make it stand out against the competition. She works with the best stagers if needed. She hires a professional photographer who takes high quality photos that are an accurate representation of the home. “That way the house the potential buyer sees online is the house they walk into. That’s a win at that 11 Copyright Top Agent Magazine

point,” she explains. She then maximizes the listing’s visibility online which includes all the major real estate websites, and social media. “I do a lot of agent-to-agent networking as well. I prefer to be Proactive in my approach” she says.

The result is often a quick sale at a competitive price. After working with Michelle her clients rave that she took care of every detail, gave Copyright Top Agent Magazine 12

them great advice throughout the transaction, negotiated on their behalf to get them the very best deal for the market, and was trustworthy and compassionate every step of the way.

What’s Michelle’s favorite part of the job? “I like that I get to meet all sorts of different people.

That keeps it interesting. I love the challenges— Top Agent Magazine

I’m always learning—and the flexibility it gives me to be with my family as well.”

To give back to the community, Michelle hosts a toy drive at her annual Christmas party. She’s developing a partnership with the Animal Welfare League of Queen Anne’s County and will be donating a portion of each transaction to support Top Agent Magazine

the organization. “That’s where I rescued my dogs from—I’m a big animal lover and they are a great community resource,” she says.

In her free time, she loves to spend time with her husband Matt, her eight year old son Evan, and her rescue dogs. While she no longer dances, she now practices yoga religiously and is working Copyright Top Agent Magazine 13

towards a yoga teacher certification for her own personal enrichment. During the warmer months you can often find her on her stand up paddle board navigating thru Chesapeake Bay tributaries!

community. She’d also love to hire an assistant and begin mentoring new agents. With her dedication to her clients and her community, she’s sure to make those goals a reality!

For the future, Michelle wants to continue to grow her business and give back even more to the

Photos by JLowe Photos; Kats Eye Virtual Tours and Photo, LLC; and Bayshore Creative Images.

To find out more about Michelle Triolo, email michelle@michelletriolo.com or call 410-982-8222.

You can also check her out online at michelletriolo.com www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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SAUL KLOPER Saul Kloper – Owner of EXIT On The Harbor Realty in Towson, Maryland – is a consummate real estate professional who is truly committed to providing his buyers and sellers with top-notch, trustworthy service. Saul’s warm, affable personality, coupled with his in-depth market knowledge, have made him one of the most sought-after Realtors in his area, and his business is growing exponentially with each passing year.

Saul began his career in real estate after a long history of personal property investments. “My wife and I were doing pretty well at that,” he recalls. “Initially, I chose to get my license to help make my own investing easier, but I soon found that I really enjoyed the real estate side of things.” Licensed in 2016, Saul began selling parttime before partnering with an established broker, and the pair opened EXIT On The Harbor Realty in March of 2017, followed by a second office in February, 2018. Currently overseeing a roster of Twenty-Three wonderfully dedicated agents, the company has quickly developed a reputation for dedicated service and a truly client-centric approach.

Selling a wide swath of Maryland that includes Baltimore, Howard, Anne Arundel and Hartford Counties, Saul has already established a business that is based significantly upon referrals from satisfied clients. “It’s because I put my customers first,” says Saul, when asked how he inspires such an impressive level of loyalty. “I’m very personable, and I really enjoy working with people. I really take the time to listen to what it is they’re looking for, and I stay in contact with them even after the transaction is over. Many of my past clients continue to call me with questions. For me, it’s about focusing on the relationships I form with my customers, rather than focusing on my commission check.”

Saul’s clients appreciate this warm, personal service, as is made abundantly clear by his recognition as “10 Best”

Real Estate Agent Client Satisfaction in Maryland for 2018-2019. When reading the reviews he has received on Zillow.com, Saul has a perfect overall five-star rating. Among the many raves he has received is this one, which perfectly illustrates the excellent service he provides: “I would highly recommend Saul for any type of real estate transaction. I appreciated Saul’s unsurpassed commitment, dedication, and communication skills. He is second to none. He found me the right house at the right price, and his excellent negotiation skills saved me thousands. I will definitely seek his real estate expertise in the future.”

Saul’s commitment to thorough, intelligent marketing of his listings has also played a prominent role in his success. Professional photography, a robust internet presence – including individual websites for each property – and deft utilization of multiple social media platforms are just a few of the strategies that ensure each listing is seen in its best light and by as many potential buyers as possible. Quick sales for top dollar are the rule, rather than the exception.

Looking to the future, Saul’s primary plan is to grow his business and add additional agents who share his clientfirst business ethos. “I want to grow my brokerages, but not to the point where we have hundreds of agents. I want to focus on bringing in the right people, not just bringing in lots of people,” he says. “I don’t believe bigger is better, I believe better is better.”

For more about Saul Kloper, call 410-913-0771 or email Saul@ExitOnTheHarbor.com Copyright Top Agent Magazine

Laughs!

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 22

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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