MASSACHUSETTS 1-11-21

MASSACHUSETTS EDITION

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

3 EASY AT-HOME DIY PROJECTS

SMALL YARD? BIG STATEMENT:

TO INCREASE PROPERTY VALUE

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

FEATURED AGENTS

SONIA ROLLINS TODD SANDLER COVER STORY

MIKE PANZA

MASSACHUSETTS EDITION

SONIA ROLLINS

While searching for her next career incredibly knowledgeable about the 19 23 decide on step after working at a news9organizaarea and helped us not only tion for 11 years, Sonia Rollins wanted the right house but also where the best a position that would combine her neighborhoods were for our growing skills and experience with her love for family. I can’t imagine ever working Top Agent meeting new people. “I wanted to be with anyone else!”

Broker/Own able to use my writing and marketing skills,” she explains, and when a Sonia prides herself on giving back Sandler Rea friend asked her if she had considto the community and has done her Massachuset ered working in real estate, it all came best to help the Burlington area grow. four decade together. Sonia began working for a She has been involved with municlocal broker, and as she says, “We ipal government, the chamber helping of his m SONIA ROLLINS TODD hit it off andMIKE I gavePANZA it a shot.” Nearly commerce, andSANDLER many different charity ers and sellers achieve their real esta twenty years later, she is now the sales manager organizations that help people of all backgrounds. hardworking, possessing of her office and runs a team that generally serves Sonia has been awarded the and Unsung Heroine a wealt the greater Burlington area. Sonia says, “For me, I Award from his the chosen Massachusetts Commission of built a t industry, Todd has feel like this job is actually something that I enjoy the Status of Women, in both 2007 and 2013, a foundation of honesty, integrity and doing, and I feel lucky about that.” and she continues to do her best to help those in CONTENTS the well-being clients. need. This strong connection toof thehis community The vast majority of her business consists of strengthens Sonia’s work in real estate as well. “I repeat and referrals, apart is I tend to understand 4) 9clients THINGS THE which BESTSonia believes think what 15)sets 3 me EASY AT-HOME DIY journey in Todd began hisbuying, real estate isLEADERS a result of her NEVER strong connections to her clients, not just the house that they’re but can SAY PROJECTS TO INCREASE was athe builder who as well as the whole community. “As high-end as help them evaluate amenities and decided costs of a to keep s PROPERTY VALUE technology is,” Sonia explains, “I think real estate community.”ties,” recalls Todd. “When he decid is6) stillSMALL a personal business.” She loves having YARD? them, I thought it meeting wouldnew be a good i genuine conversations with her clients and always Because21) SoniaUNTANGLING is so passionate aboutTHE BIG STATEMENT: HOW TO ker’s them license and puts their needs at the center of the transaction. people BIDDING and helping thrive, islist no them surprisemyself.” T WAR: Ait BUYER’S MAKE THE MOST OUT OF “It’s not about a paycheck for us, it’s about making that her favorite part about working in real almost immediately, andestate the rest, as th & SELLER’S PERSPECTIVES MICRO OUTDOOR SPACES the client happy,” she says. is the people.

“There is nothing quite as beautiful as being able to tell someone that they got the Currently, Todd oversees an equally All of Sonia’s clients can see the hard work she house that they really wanted,” Sonia explains. In puts into understanding exactly what they want and the future, Sonia hopes toatcontinue growing. Shesuccessfu Realtors his incredibly then delivering this to them. One client shared in sees her business as one that serves people, and each of whom share his client-first bu a review, “Sonia Rollins is excellent. Throughout her advice to anyone buying or selling a property “We’reanaagent, small, independent compa our process of buying a house, she was attentive, is, “When choosing remember that a Phone 310-734-1440 | Fax 310-734-1440 responsive, thoughtful, and informative. She is personal connection is important.” can make our own decisions about c

TODD S

mag@topagentmagazine.com | www.topagentmagazine.com working to

get a transaction over the small enough to be personal and atten enough to have all the same tools as b

For more information about Sonia Rollins,

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One hallmark of Todd’s success would lion’s share of his overall business is Top Agent Magazine and referred clients, a sure indicator of yond customer service he and his team

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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MIKE PANZA Top Agent Magazine

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Top Agent Mike leads the Panza Real Estate Team through Keller Williams Realty, where he services clients all throughout the Greater Boston area.

You could say Mike Panza possesses a lifetime of experience in the real estate industry.

He began his career as a mortgage broker, but later stepped aside to launch a nonprofit devoted to educating first time homebuyers. While advising clients on financing and acquisitions, he came to miss the interactions with customers, and that finally led him back to real estate.

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Today, Mike leads the Panza Real Estate Team through Keller Williams Realty, where he services clients all throughout the Greater Boston area. By applying his almost twenty years of professional experience, he has cultivated a workflow to help buyers and sellers navigate even the toughest deals. “Any transaction with me or my team is going to feel like a white glove, five star Top Agent Magazine

experience,” he says. “No matter who our client is, we will hold ourselves accountable to the highest standards.”

of targeted digital and social media campaigns to extend their reach throughout the nation. “We market our clients in every way possible,” he says. “My team and I know how to best utilize social media marketing, and we broadcast our properties out to as many avenues or platforms as we can.”

When listing a home, Mike offers his clients a diversified approach. Carrying a certificate in viral marketing, he utilizes a blend

Elsewhere, Mike is just as thorough when assisting his buyers, taking the time to carefully educate each client throughout the

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“My team and I take the time to listen and get to know our clients while working with them. This helps us better focus our search and help them fully accomplish their goals in the housing market.” process. In particular, he leans on his extensive professional background to ensure clients find the right home for their needs.

“The knowledge and experience I have gleaned from the mortgage industry has allowed me to understand every possible aspect of a transaction,” he says. “This way, my clients can be fully prepared each step of the way.”

But Mike and his team also prefer to stay in touch long after the deals are done, all Copyright Top Agent Magazine 12

to make sure his clients are fully satisfied and thriving in their new homes. Through the years, he has built a strong reputation in his professional sphere, as evidenced by his outstanding rate of repeat clients and referrals. “It’s never just about a transaction for me; it’s about building the relationship,” he says. “My team and I take the time to listen and get to know our clients while working with them. This helps us better focus our search and help them fully accomplish their goals in the housing market.”

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Outside his career, Mike is tremendously active within his community. A long standing volunteer for his local Little League teams, he has also done charity work with the MSPCA and the Jimmy Fund, as well as area food pantries. When he’s not with Top Agent Magazine

clients or giving back, he can be found spending quality time at home with his beloved wife and their infant son.

Looking ahead, Mike has strong plans for his business. As his volume continues to Copyright Top Agent Magazine 13

grow, he intends on expanding his team and client base, all while taking more time for his family and personal wellness. But through it all, he will continue assisting clients in the only way he knows how: “I

love helping people. That’s why I work so relentlessly and stop at nothing to ensure my clients are serviced and happy. Their success brings me great fulfillment and joy—every time.”

For more information about Mike Panza call (617) 921-6473, email mpanza@kw.com or visit panzarealestate.com www.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 16

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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SONIA ROLLINS While searching for her next career step after working at a news organization for 11 years, Sonia Rollins wanted a position that would combine her skills and experience with her love for meeting new people. “I wanted to be able to use my writing and marketing skills,” she explains, and when a friend asked her if she had considered working in real estate, it all came together. Sonia began working for a local broker, and as she says, “We hit it off and I gave it a shot.” Nearly twenty years later, she is now the sales manager of her office and runs a team that generally serves the greater Burlington area. Sonia says, “For me, I feel like this job is actually something that I enjoy doing, and I feel lucky about that.”

The vast majority of her business consists of repeat clients and referrals, which Sonia believes is a result of her strong connections to her clients, as well as the whole community. “As high-end as technology is,” Sonia explains, “I think real estate is still a personal business.” She loves having genuine conversations with her clients and always puts their needs at the center of the transaction.

“It’s not about a paycheck for us, it’s about making the client happy,” she says.

All of Sonia’s clients can see the hard work she puts into understanding exactly what they want and then delivering this to them. One client shared in a review, “Sonia Rollins is excellent. Throughout our process of buying a house, she was attentive, responsive, thoughtful, and informative. She is

incredibly knowledgeable about the area and helped us not only decide on the right house but also where the best neighborhoods were for our growing family. I can’t imagine ever working with anyone else!”

Sonia prides herself on giving back to the community and has done her best to help the Burlington area grow.

She has been involved with municipal government, the chamber of commerce, and many different charity organizations that help people of all backgrounds.

Sonia has been awarded the Unsung Heroine Award from the Massachusetts Commission of the Status of Women, in both 2007 and 2013, and she continues to do her best to help those in need. This strong connection to the community strengthens Sonia’s work in real estate as well. “I think what sets me apart is I tend to understand not just the house that they’re buying, but can help them evaluate the amenities and costs of a community.”

Because Sonia is so passionate about meeting new people and helping them thrive, it is no surprise that her favorite part about working in real estate is the people. “There is nothing quite as beautiful as being able to tell someone that they got the house that they really wanted,” Sonia explains. In the future, Sonia hopes to continue growing. She sees her business as one that serves people, and her advice to anyone buying or selling a property is, “When choosing an agent, remember that a personal connection is important.”

For more information about Sonia Rollins, please call (781) 454-6043 or email sonia.rollins@yahoo.com Top Agent Magazine

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 22

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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TODD SANDLER Top Agent Todd Sandler – Broker/Owner of Todd A. Sandler Realtors in Randolph, Massachusetts – has well over four decades of experience helping his many grateful buyers and sellers achieve their real estate goals. Reliable, hardworking, and possessing a wealth of knowledge of his chosen industry, Todd has built a thriving business on a foundation of honesty, integrity and a true concern for the well-being of his clients.

Todd began his real estate journey in 1976. “My father was a builder who decided to keep some of his properties,” recalls Todd. “When he decided to sell some of them, I thought it would be a good idea to get my broker’s license and list them myself.” Todd found success almost immediately, and the rest, as they say, is history.

Currently, Todd oversees an equally dedicated team of Realtors at his incredibly successful boutique agency, each of whom share his client-first business philosophy.

“We’re a small, independent company,” he says. “We can make our own decisions about certain things when working to get a transaction over the finish line. We’re small enough to be personal and attentive, but we’re big enough to have all the same tools as bigger agencies.”

One hallmark of Todd’s success would be the fact that the lion’s share of his overall business is based upon repeat and referred clients, a sure indicator of the above-and-beyond customer service he and his team provide. As further proof, one needs to look no further than his perfect overall five-star rating on Zillow.com, comprised of scores of glowing testimonials, one of which reads in part: “Todd Sandler was extremely helpful when it came time to sell my father’s house. His market analysis was on point…

He was always available by phone or text to answer any of my questions. Todd made sure that the closing process went smoothly, and I would highly recommend Todd A. Sandler Real Estate.”

There are many other factors that come into play when assessing Todd’s ever-expanding success story, and chief Top Agent Magazine

among them would be his fierce but fair negotiation skills and his intelligent, leave-no-stone-unturned marketing strategies. Combined, these translate into fast sales for top dollar, and in turn, happy clients who continue to return and refer friends and family. Another would be his commitment to staying abreast of the real estate industry, and he has earned multiple prestigious industry designations, including the CRS (Certified Residential Specialist) and the SRS (Seller Representative Specialist), among others.

“I love everything about real estate,” says Todd. “I especially love the people I get to work with: my clients, my agents, the attorneys, the lenders and the home inspectors. We’ve developed great relationships over the years.

But what I love most is when I know I’ve done a good job for people. That is the most rewarding part.”

When he’s not working, Todd enjoys traveling and is a red wine enthusiast. He is also an avid philanthropist who gives back to his community in myriad ways, including his support of local churches and synagogues and feeding the hungry.

Todd’s plans for the future include growing his already-exceptional business, continuing to mentor newer agents, and above all: to keep providing his buyers and sellers with the amazing customer service that has long been synonymous with his name.

For more information about Todd Sandler, please call 617-293-2033 or email Todd@ToddSandler.com Copyright Top Agent Magazine 23

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