MASSACHUSETTS 5-4-20

MASSACHUSETTS EDITION

PLAYING THE REAL ESTATE Why Millennials Are Now

Small Yard?

Big Statement: How to Make the Most Out of Micro Outdoor Spaces

The Hottest Segment of the Buyers Market

CONCIERGE CARE:

Services that Lure Clients and Transform Your Reputation

FEATURED AGENT

JAMES “BRENT” TARTAMELLA COVER STORY

ALEXANDRA CONIGLIARO BIEGA

MASSACHUSETTS EDITION

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ALEXANDRA CONIGLIARO BIEGA

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JAMES “BRENT” TARTAMELLA

CONTENTS 4) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

15) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

6) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

19) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 4

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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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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ALEXANDRA CONIGLIARO BIEGA

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Alex and Rob lead The Biega + Kilgore Team at Compass service Downtown Boston, specifically, Back Bay, Beacon Hill, South End, Seaport and South Boston.

After graduating from Harvard in 2013, Alexandra Biega worked at Brown Brothers Harriman before she decided to explore real estate. At first thinking it would be just a fun idea, Alexandra soon realized that being a REALTORÂŽ was a true passion. Only two years into her career at Coldwell Banker, Alexandra partnered with Rob Kilgore, who had been a successful agent for 17 years. Today, Alex and Rob now lead a six person team. The 10 Copyright Top Agent Magazine

Biega + Kilgore Team at Compass services sellers, buyers, landlords, tenants and developers in Downtown Boston, specifically, Back Bay, Beacon Hill, South End, Seaport and South Boston. Over the past 3 years as a team, Alex and Rob have transacted over $350 million of property.

Alexandra credits her high rate of repeat and referral clients down to the fact that each Top Agent Magazine

person she works with is viewed as a new relationship, instead of just a transaction, as well as her dedication to going above and beyond to find the perfect home for each client. Due to her strong connections in the marketplace, many client transactions involve properties not on the Top Agent Magazine

market. “We don’t just say, ‘Thanks for your business, see you later!’ We care about our clients, and engage in a lot of client entertainment to stay in touch and spend time with them. We have big summer and holiday parties, as well as smaller group events in-between.” Alexandra 11 Copyright Top Agent Magazine

Over the past 3 years as a team, Alex and Rob have transacted over $350 million of property. says that a lot of her past clients have become good friends of hers and that is one of her favorite things about this business! Friends become clients, and clients become friends.

In terms of marketing, Alexandra is a firm believer in social media and digital marketing.

She personally runs the team’s Instagram page [@biegakilgoreteam] and engages followers, friends and clients by posting at least once a day. Her efforts have paid off, as she recently closed a $1.25 million property solely marketed on Instagram. Her team transacted $135 Copyright Top Agent Magazine 12

million in volume last year, with an average price of $1.65 million.

For Alexandra and her team, giving back to the community is important, which is why they aim to ensure most events involve a charity component. She likes working with Cradles to Crayons, which provides resources to homeless or low-income children and each year at the their holiday party the team collects hats and gloves for the charity. More recently since COVID-19, her team delivered 30 lunches to nurses at Brigham and Women’s hospital.

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Outside of work, Alexandra enjoys spending time with family as well as attending work out classes and running along the Charles River.

While some agents cherish working alone, Alexandra believes having a business partner and team is one of the greatest tools for success.

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“Having a compatible, complementary business partner is key to our success. Both of us are working 24/7, which enables us to service clients at an elite level. Someone is always available to talk with a client and answer any urgent questions they may have.� As for advice for agents who are just entering the sphere of Copyright Top Agent Magazine 13

real estate, Alexandra stresses that it takes a lot of work and commitment to consistently perform, especially in the competitive Boston market. “I love this business, and meeting new people every day. However, I almost never stop working. I did a deal while on my honeymoon in Hawaii, and my client never even knew that I left!”

In the future, Alexandra would love to grow her business alongside her business partner, but as always she’s keeping her clients as her main focus. “Growth is always the goal, but not at the expense of our clients. We never want to get so big that our clients become just a number to us. We want to make sure they’re taken care of the way they deserve to be.”

To learn more about Alexandra Conigliaro Biega email alex.biega@compass.com, call 508-380–2231, visit biegakilgoreteam.com, or follow @alexandrabiega and @biegakilgoreteam www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 16

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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JAMES “BRENT” TARTAMELLA James “Brent” Tartamella had been in the hospitality industry for twenty years when three of his friends started Fisher Real Estate, a brokerage on Nantucket Island.

“They were three top brokers with different styles and attributes that I thought elevated the game of real estate. I really liked they were focused on the relationship aspect of the business.” So, in 2016, Brent decided to make the change from working in the high-end private club business and became licensed as an agent. Thanks in part to his work ethic and knack for the industry, Fisher Real Estate is now one of the top real estate offices on Nantucket Island, and last year Brent had one of the highest sales transaction volumes of any broker on the island. “It’s been a great trajectory, so far,” he says.

Already a large percent of his business comes from referral clients, which is no surprise given Brent’s experience providing excellent customer service in the hospitality industry. “I add as much value as I possibly can to every client/friend that I work with. And I have a dogged sense of determination when it comes to helping my clients achieve their goals.” In situations where a client has a particular dream house, he’s even successfully approached the owners of a house that wasn’t for sale and they sold making a win-win transaction for both parties. “That’s the kind of service that another agent might not have acted on. But I really try to go above and beyond for my clients.” He’s such an extrovert and cares so much about his clients, that staying in touch with them comes easily. He’s always reaching out to see how they are doing and share helpful information about Nantucket in general and the real estate market.

When it comes to marketing listings, Brent knows that a personal touch combined with modern technologies works best. If he’s showing a listing to a potential buyer who doesn’t live on the island, he might Facetime with them, send professional photos, and give them a virtual tour. “By the time they come out here, they are pretty in tune with the listing,” he says. He shares information Top Agent Magazine

about each listing with all the other top agents in the area and spreads the word throughout his sphere of influence, including both locals looking for their first home on Nantucket and people from out of the area looking to buy a vacation home.

Brent loves the chance to help others become homeowners in Nantucket. “I’ve been here since 2004. I’ve raised my kids here, and it’s a special place,” he says. “If I can help make Nantucket part of the fabric of my clients’ lives, that means the world to me.” Brent believes strongly in giving back to the community that gives so much. During his time on island, Brent has been involved in contributing time and energy to the Nantucket License Plate Project (to help fundraise for child-centered non-profits), a Treasurer and Chair of the Nantucket Lighthouse School, the high school culinary arts program, the Boys & Girls Club, and the Nantucket Community Sailing program to introduce kids to water safety and sailing. In the summer, he loves to do anything outdoors, go to the beach with family and friends, have cook outs, and try to fit in fishing and sailing, all while enjoying the best that the island has to offer. For the future, he wants to continue to get to know as many people as possible on the island, share valuable information with them about Nantucket, and continue to provide high quality, boutique service.

To find out more about James “Brent” Tartamella, email brent@fishernantucket.com, call 508-901-0191, follow him on Instagram @brenttucket or visit fishernantucket.com/brent-tartamella https://

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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