NEW JERSEY 2-7-22

NEW JERSEY EDITION

24-HOUR TOUCH-UPS

3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

to Maximize Your Price List

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

Are You A VALUE-ADDED AGENT?

FEATURED AGENT

ALI HELWANI COVER STORY

KATHLEEN HANSBURY

NEW JERSEY EDITION

ALI HELWANI

ng resident of New Jersey, Ali Helwani 9 of age in the real estate business. e his family managed several promntal properties in the region, he was master the industry from the ground sting his parents in their daily business ons when he was as young as five years awing from his childhood background, KATHLEEN HANSBURY KATHLEEN HANSBURY as his own experiences purchasing and g in properties in the Passaic County was later inspired to pursue his CONTENTS real cense—and the rest is history.

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ALI HELWANI

nearly $10 mi second year li the 2020 NJ R Sales Award® exceeding $10 ceive the Circ in 2021 as wel

Now averagin Ali remains f approach that place. But for him, real es 4) A STEP-BY-STEP GUIDE 15) HOW TOtoday, OVERCOME both his brother and TO CONVERTING INTERNET YOUR WORKPLACE FEARS ® Ali is a Realtor ers and investors in the are with eXp Realty, where he assists LEADS TO REAL LIFE SALES 17) 24-HOUR TOUCH-UPS service within TO their commu throughout all of North Jersey. In combining his MAXIMIZE YOUR LIST PRICE 6)in ARE A oundations theYOU business with his unmatched penVALUE-ADDED AGENT? 22) 3 WAYS TO MAKEahead, YOUR Ali has e Looking or integrity and client service, he has cultivated a WORKSPACE WORK FOR YOU eXp Realty. As his volum w to meet the needs of any buyer, seller, or investor. he intends on growing his torship with aspiring agen isting a property, Ali caters his approach to the Phone 310-734-1440 | Fax 310-734-1440 of service with the next needs of his clients. After helping them prepare mag@topagentmagazine.com | www.topagentmagazine.com fessionals, he is equally e me for the market and providing them with a suite No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published opportunities that await in essional Magazine photography services, he shares their listmaterials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. my life, I have always bee blend of targeted digital and social media camPublished in the U.S. he says. “From connecting Always looking to go above and beyond, he also their dream home to help proven outlets like print advertisements to give 2 Top Agent Magazine deal, I love every aspect o nts an added advantage.

mailto:mag@topagentmagazine.com

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 7

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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KATHLEEN HANSBURY

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KATHLEEN HANSBURY Currently a Broker Associate and Licensed Real Estate teacher with Weichert Realtors, Kathleen Hansbury leads the Hansbury Team, made up of 12 agents.

After a successful career in the mortgage industry, Kathleen Hansbury was inspired to make the transition into real estate when her own homebuying experience turned out to be less than satisfactory. “I knew 10

I would be able to provide my clients with a much better service and outcome.”

Currently a Broker Associate and Licensed Real Estate teacher with Top Agent Magazine

Weichert Realtors, she leads the Hansbury Team, made up of 12 agents. The team serves buyers and sellers throughout New Jersey, Delaware, Maryland, and Pennsylvania.

With over 22 years in the industry, she possesses the expertise to smoothly guide clients through even the most complex transactions.

That, along with her caring personality and savvy marketing, is what helps her maintain a large number Top Agent Magazine

of repeat and referral clients. “We go above and beyond for our clients with my team. I know how important the transaction process is to them. I realize that I am essentially holding their home in my hands— their safety and security. That’s why it’s important for me to always give them my best,” she explains.

Aside from excellent customer service, Kathleen ensures that her 11

clients never feel like they’re just another transaction to her. She is able to maintain close relationships with them long after the closing. “I have a very hands-on approach and I always keep in touch with past clients. Three times a year I host a client appreciation party. This year, because of the pandemic, it’s been a little harder to plan something. But we decided to do a drive- by pie party for Thanksgiving, where people can order ahead and pick up a

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pie without having to get out of their car,” she says.

She is also an active member at her church. When she’s not contributing to her community, Kathleen loves the simple things in life, like relaxing in her pool. “My phone is constantly ringing, so when I need a moment to myself, I leave it in my house, and I just float in my pool for about an hour.

That’s my favorite way to unwind.”

Completing anywhere from 25 to 30 transactions a month with her team, Kathleen doesn’t have a lot of free time, but when she does, she tries to stay involved in her community and participate in various organizations. She currently sits on the board of directors at the local Chamber of In the future, Kathleen plans to conCommerce, and frequently donates tinue helping her clients achieve to her favorite charity, Angel of God. their goals and mentoring her Top Agent Magazine

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agents towards success. “I’m looking to bring on around five more agents to the team and allowing them to Brand themselves as agents

in their own names. I’m happy to pass on my knowledge, and I want my agents to grow and achieve their own success.”

To learn more about Kathleen Hansbury, email kathy@yourrealestateisingoodhands.com, visit hansburyteam.com or call (856) 885 – 1106. www.

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Top Agent Magazine

How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

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ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad Top Agent Magazine

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

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detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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ALI HELWANI A lifelong resident of New Jersey, Ali Helwani came of age in the real estate business.

Because his family managed several prominent rental properties in the region, he was able to master the industry from the ground up, assisting his parents in their daily business operations when he was as young as five years old. Drawing from his childhood background, as well as his own experiences purchasing and investing in properties in the Passaic County area, he was later inspired to pursue his real estate license—and the rest is history.

Today, Ali is a Realtor® with eXp Realty, where he assists clients throughout all of North Jersey. In combining his strong foundations in the business with his unmatched penchant for integrity and client service, he has cultivated a workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Ali caters his approach to the distinct needs of his clients. After helping them prepare their home for the market and providing them with a suite of professional photography services, he shares their listing to a blend of targeted digital and social media campaigns. Always looking to go above and beyond, he also utilizes proven outlets like print advertisements to give his clients an added advantage.

But Ali is just as hands-on when assisting his buyers, leveraging his in-depth understanding of the market to identify the right property for their best interests. As a seasoned investor, he can cut through the nuances of a transaction while providing leading edge insights into the state of the Jersey market. In fact, he even prefers to keep in touch long after the deals are done to provide his clients with ongoing support in their new homes. “I especially enjoy working with first time buyers,” he says. “To me, there is nothing more rewarding than the emotional payoff that comes from educating my clients and helping them make fully informed decisions on their future.”

Since launching his career, Ali has earned a fantastic reputation throughout New Jersey, as evidenced by his strong rate of repeat clients and referrals. After selling Top Agent Magazine

nearly $10 million in real estate in just his second year licensed, he was a recipient of the 2020 NJ Realtors® Circle of Excellence Sales Award®. With this year’s volume exceeding $10 million in sales, he will receive the Circle of Excellence Sales Award in 2021 as well.

Now averaging over 25 annual transactions, Ali remains focused on the compassionate approach that has set him apart in the first place. But for him, real estate remains a family business; today, both his brother and his sister-in-law are top producers and investors in the area, upholding a family legacy of service within their community.

Looking ahead, Ali has exciting plans for the future at eXp Realty. As his volume maintains its steady growth, he intends on growing his team and expanding his mentorship with aspiring agents. While sharing his standards of service with the next generation of real estate professionals, he is equally excited for the new clients and opportunities that await in his hometown. “Throughout my life, I have always been passionate about real estate,” he says. “From connecting a first time home buyer with their dream home to helping my investors find a great deal, I love every aspect of what I do.”

To learn more about Ali Helwani email Ali.Helwani@exprealty.com, visit alihelwani.exprealty.com or call 973-288-3331. www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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