NEW JERSEY 6-1-20

NEW JERSEY EDITION

BEYOND

CLEANING AND DECLUTTERING:

What Improvement Expenses Make the Most Sense?

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENTS

ROBERTA “BOBBIE” GALKIN STACI MANOUKIAN STEPHEN STRICKLAND

MILLENNIAL BUYERS:

Where They Are & What to Know COVER STORY

LAURIN LALIMA

NEW JERSEY EDITION

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20 23 ROBERTA “BOBBIE” GALKIN STEPH

Roberta “Bobbie” Galkin has ensures interest is sourc Stephentap St been a real estate industry leader Bobbie and Marcie real estate f thirty-two years now. A seasoned past clients and colleague pre veteran, she entered the industry and in-personworked open hou by way of teaching, and when she can get a sense of Afte futu sales. came to a professional crossroads, tions and coupons g rentalalso prope she knew real estate fit the bill. “I local interest.was She ismuch also LAURIN LALIMA ROBERTA “BOBBIE” knew STACI MANOUKIAN I was a people person,STEPHEN and STRICKLAND where she and Marcie in h potential GALKIN I enjoyed teaching,” she remempast clients who praiseHe t finance. bers. “Real estate was the perfect fit.” Fast-forward to service. Clients she i realsayestate 2020, and Bobbie has established herself as a consumand presents itage to them 34, hein mate professional, complete with a reputation for her more, she has great sens real estate brokerage, Stricklan expertise, provenCONTENTS track record, and personal touch. process far easier and les clients know him as a trusted ad closes roughly $9-million themofthrough the process of buyin Today, Bobbie spearheads her work under the banner 4) HOW TO ANSWER THE 15) MILLENNIAL BUYERS: who always their best inte RE/MAX, from her home base in Metuchan, New and Jersey.

Beyondhasthe office, Bo INEVITABLE QUESTION: WHY WHERE THEY ARE & WHAT Alongside her partner and daughter, Marcie, with whom of her community. Alo of Central New SHOULD I CHOOSE YOU? TO KNOW she has worked for over twenty years, Bobbie Stephen serves serves regularall contributor to referral clients account for about clients across Central New Jersey, particularly in the Professionally, she has s a testament the top-level servic Middlesex County region she callsDAILY home. There, almost theto Middlesex County 6) BEYOND CLEANING 21) HABITS THAT “I have a meld of old-school the entirety of business is driven by repeat and referral presently sits on the wor Boa AND DECLUTTERING: WHAT WILL INCREASE YOUR clientele who trust her esteemed experience andnew, astutetechnology-driven County Association of R approach IMPROVEMENT EXPENSES MENTAL STRENGTH counsel. Of course, Bobbie’s background in teaching committees. bel I think mythree clients appreciate“Ithat. makes translating the complexities of a transaction far to the community,” Bob MAKE THE MOST SENSE? more palatable for buyers and sellers. To underscore her involved.”

In her free ho Clients value Stephen’s hustle, an achievements, she has been recognized as the NAPW spent with family and lo he does on their behalf. “My favor Woman of the Year from 2013 to 2014, and was inducted tennis every three times is that it’splay different day,”a into the New Jersey Association of Realtors Circle of different pilot andpersonalities, enjoys flying an hi people, Phone 310-734-1440Excellence, | Fax 310-734-1440 Silver, from 2016 to 2019. can find reviews on her Z

to solve. I work with everybody mag@topagentmagazine.com | www.topagentmagazine.com clients, finding them a mortgage Likewise, Bobbie is an adept and detail-oriented manager interest no PMI No portion of this issue may be in any manner prior consent of theand publisher.

Top so they ca ofreproduced moving parts.

While whatsoever she now without focuses exclusively Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy month, to more expen on residential sales, she managed her own realdollars estateor afacts of published materials, Top Agent Magazine cannot be held responsible for opinions expressed supplied by present officeaddress, for twenty-seven overseeing more than 150 their own problems to sol its authors. To subscribe or change send inquiry toyears, mag@topagentmagazine.com. agents. These days, Bobbie devotes the entirety to ofbring her more potential buyers into Published in the U.S. cutting edge marketing, as oppose energies to her work with clients, but the same instinct on the MLS like most everybody for thorough execution and oversight remains. “Whether 2

I’m working an $80,000 buyer or a $1-million listing,” Top Agent Magazine she says, “I treat everyone with the same respect.”

When marketing a listing, Stephe

innovative use of technology. He

mailto:mag@topagentmagazine.com

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 6

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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LAURIN LALIMA Top Agent Magazine

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LAURIN LALIMA For Laurin LaLima, being a “Top Agent” means being the #1 producer in her office, Century 21 Mack Morris Iris Lurie for 13 consecutive years along with the #1 sales agent and the #1 listing agent.

What does it exactly mean to be a “Top Agent”?

Many agents sell themselves as “Top Agents” but few truly have the stats to back it up. For Laurin LaLima, being a “Top Agent” means being the #1 producer in her office, Century 21 Mack Morris Iris Lurie for 13 consecutive years along with the #1 sales agent and the #1 listing agent. For Laurin, it means being consistently ranked in the Top 10 of Century 21 agents in the State of New Jersey (ranked #7 in 2019) and consistently ranked better than 99% of all Century 21 agents in the entire 10 Copyright Top Agent Magazine

nation (ranked #158 of over 52,000 in 2019). For Laurin, it means over a quarter of a billion in real estate sold throughout her career and having been on 600+ transaction sides. Having received the NJAR Circle of Excellence Platinum Level sales award (the highest and most prestigious award a REALTOR in New Jersey can receive) 6 times, Laurin has set a new bar for what it means to be a “Top Agent”.

She earned her bachelor’s degree and graduated from Rutgers University with a double major in Top Agent Magazine

communication and sociology. Although she initially planned to pursue real estate on a part-time basis, she quickly interested in all facets of real estate, and it was clear there was no turning back.

“I decided to go full force into real estate and just kept with it,” she said. “I quickly learned that in this business you get back with you put in. The more time I spent working, the better I became and the more I realized I had found my true passion.

With my constant desire to be the best, I continued to push myself to the top.”

“I am always on the MOVE, I never stop, I work 24/7 for all my clients. My passion and Top Agent Magazine

determination makes me one of the best agents in the industry,” top real estate agent Laurin LaLima explains. “I want my clients to feel comfortable with me, I’m never pushy and I always get the job done.” Laurin possesses every quality one seeks in a REALTOR®. Being compassionate, understanding and patient, combined with her aggressive work ethic, have helped Laurin achieve great heights in her career. Ambition, integrity and success, it appears, is Laurin’s driving force.

Over the last 16 years, she’s perfected her craft and saw that one of her strengths was in the luxury homes subset. Laurin sold actress Queen 11 Copyright Top Agent Magazine

Laurin is also one of the few real estate agents that hold a broker’s license, a testament to her willingness to go above and beyond what is expected of her. “I constantly learn whatever I can to better myself and stay a step above the rest.”

Latifah’s 8,000 square foot estate. As far as a specialty goes, Laurin doesn’t limit herself to just one area, preferring instead to serve a diverse client base from first time home buyers to highly experienced investors. Some of her designations and specialties include ABR (Accredited Buyer Agent), SRES (Senior Real Estate Specialist), Effective Negotiator, Networking & Referrals, as well as being an elite Cartus Relocation member.

Laurin is also one of the few real estate agents that Copyright Top Agent Magazine 12

hold a broker’s license, a testament to her willingness to go above and beyond what is expected of her. “I constantly learn whatever I can to better myself and stay a step above the rest,” Laurin says. Referrals and repeat clients make up the bulk of her business, as she continually impresses all who work with her.

Laurin works hard to ensure her clients are cared for, resulting in them leaving glowing reviews Top Agent Magazine

about their time with her. As one client put it “Laurin is without a doubt one of the best agents I’ve dealt with. Her expertise and marketing plan for selling our house was phenomenal. Her response time to my texts, phone calls and emails were within minutes, and that’s even in the evening/night time. She is super knowledgeable and has kept us in the loop the entire process and always answered all of our questions. Buying and selling have been stressful but Laurin has made it much easier. Even my lawyer has commented on how she has done a great job. Without hesitation Top Agent Magazine

I would hire her in a heartbeat. She is a true professional and excellent at what she does.”

Great sales statistics are very important, but to Laurin being a “Top Agent” means even more.

It means as a first priority, that she is representing her clients by ensuring their interests are her number one responsibility. Laurin works extremely hard to ensure clients receive or obtain a fair price in their transaction and works to balance any other factors that are important to them such as a quick closing, winning a bidding war Copyright Top Agent Magazine 13

and obtaining the home of their dreams or just flat out finding them something that other agents could not. For Laurin, being a “Top Agent” means continuing her real estate agent education and staying abreast of all industry trends such as interest rate swings that impact the mortgage market or utilizing analytics to look at housing inventory supply in local markets to advise sellers in price setting. For Laurin, being a “Top Agent” means consistently coming up with new ways to market homes in

unique ways. Her social media following has grown exponentially in the last few years. Laurin has over the years grown a network of experts she can call upon, from mortgage brokers, real estate attorneys, local expert agents and title companies all to help ensure a smooth transaction for her clients.

For Laurin, being a “Top Agent” isn’t just another honor, another ranking or another accolade, it’s EVERYTHING!

For more information about Laurin LaLima of Century 21 Mack Morris Iris Lurie call 732-261-7288 or email Laurin.LaLima@gmail.com

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there Top Agent Magazine

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be 18

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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ROBERTA “BOBBIE” GALKIN Roberta “Bobbie” Galkin has been a real estate industry leader thirty-two years now. A seasoned veteran, she entered the industry by way of teaching, and when she came to a professional crossroads, she knew real estate fit the bill. “I knew I was a people person, and I enjoyed teaching,” she remembers. “Real estate was the perfect fit.” Fast-forward to 2020, and Bobbie has established herself as a consummate professional, complete with a reputation for her expertise, proven track record, and personal touch.

Today, Bobbie spearheads her work under the banner of RE/MAX, from her home base in Metuchan, New Jersey.

Alongside her partner and daughter, Marcie, with whom she has worked for over twenty years, Bobbie serves clients across Central New Jersey, particularly in the Middlesex County region she calls home. There, almost the entirety of business is driven by repeat and referral clientele who trust her esteemed experience and astute counsel. Of course, Bobbie’s background in teaching makes translating the complexities of a transaction far more palatable for buyers and sellers. To underscore her achievements, she has been recognized as the NAPW Woman of the Year from 2013 to 2014, and was inducted into the New Jersey Association of Realtors Circle of Excellence, Silver, from 2016 to 2019.

ensures interest is sourced in short order. From there, Bobbie and Marcie tap their considerable network of past clients and colleagues, in addition to hosting virtual and in-person open houses where prospective buyers can get a sense of future neighbors. Personal invitations and coupons also go a long way in drumming up local interest. She is also a Premier member of Zillow, where she and Marcie have earned rave reviews from past clients who praise their complete and over-the-top service. Clients say she is knowledgeable of the market and presents it to them in a professional manner. What’s more, she has great sense of humor, which makes the process far easier and less stressful. On average, Bobbie closes roughly $9-million in annual volume.

Beyond the office, Bobbie is an active member of her community. Alongside her husband, she is regular contributor to the Alzheimer’s Association.

Professionally, she has served as the past President of the Middlesex County Association of Realtors, and presently sits on the Board of Directors for Middlesex County Association of Realtors, in addition to heading three committees. “I believe it’s essential to give back to the community,” Bobbie says. “It’s important to be involved.” In her free hours, Bobbie most enjoys time spent with family and loved ones, and makes time to play tennis three times a week. She is also a licensed pilot and enjoys flying high above the Garden State. You can find reviews on her Zillow profile here.

Likewise, Bobbie is an adept and detail-oriented manager of moving parts. While she now focuses exclusively on residential sales, she managed her own real estate office for twenty-seven years, overseeing more than 150 agents. These days, Bobbie devotes the entirety of her energies to her work with clients, but the same instinct for thorough execution and oversight remains. “Whether I’m working an $80,000 buyer or a $1-million listing,” she says, “I treat everyone with the same respect.”

When marketing listings, Bobbie begins by prepping each home ahead of market debut. High-end documentation captures listings in their most immersive light, while exposure across the leading online listing platforms Top Agent Magazine

For more about Bobbie Galkin email Bobbie.Galkin@gmail.com or call (732) 742–1914 Copyright Top Agent Magazine 19

STACI MANOUKIAN Staci Manoukian has been working in real estate for nine years. Three years ago she joined a team at RE/MAX, a move that was pivotal in increasing her productivity allowing her to go out on her own last April. Staci has always had a love of real estate, and she brings a passion and dedication to her work. Above all, Staci is committed to helping people accomplish their goals.

Staci is licensed in New Jersey and mainly serves Hudson County, including Hoboken, Jersey City, Weehawken, West New York, and Union City. The majority of her business comes from referrals, and she is also building her repeat business steadily since going out on her own.

It’s easy to see why other agents and past clients keep coming back to work with Staci, who prides herself on being attentive, responsive, and easy to work with. “I try to set myself apart by having a very quick response rate,” she says. “I’m there for my clients from the beginning to the end, and if I get a call, email, or text, I respond right away. I really make that a priority.”

platform to make sure her listings are seen by as many agents and potential buyers as possible.

Community is important to Staci, both professionally and personally. She has lived in Hoboken since 2001, and is intimately familiar with the community. “I have a very wide network here,” she says.

“Whether it’s my friends, my kids’ friends and their families, every single day I’m constantly running into people I know.”

Staci has made this area her home, and she loves being able to help her clients find that same sense of community.

In the future, Staci plans to keep growing her business as much as possible. “I’m in it for the long haul,” she says. “I really enjoy what I do. I love working with people, and I love making people happy, putting them in new homes and watching them grow their families.

Purchasing a home is usually the biggest purchase somebody makes in their entire life, so I’m happy and honored to be a part of that.”

Staying in touch with past clients is an important part of Staci’s approach. “I make it a point to check in with clients every couple months,” she says. “I remain in close contact with all my clients on a regular basis, and they call to ask about current developments in the market or anything else that’s on their minds.” Staci puts in the extra time and effort to keep her clients updated with information that is relevant to them, such as updates on sales activity in their building. “I give my clients that neighborhood feel, so they can stay informed on what’s going on around them,” she says.

When she markets a listing, Staci has the advantage of a full-time marketing specialist working for her. She emphasizes the importance of promotion on social media, which has generated much of her business.

She also uses Zillow, Homesnap, and the RE/MAX 20

To find out more about Staci Manoukian, please call 201.795.0100, email staci@soHoboken.com, or visit smanoukian.remax-nj.com www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 21

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 22

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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STEPHEN STRICKLAND Stephen Strickland has been in real estate for five years, having worked previously in financial sales. After buying his first rental property, he realized there was much more investment potential in real estate than in finance. He made the leap into real estate soon after. Now, at age 34, he has opened his own real estate brokerage, Strickland Realty. Stephen’s clients know him as a trusted advisor who can guide them through the process of buying or selling a home, and who always has their best interests at heart.

Stephen serves all of Central New Jersey. Repeat and referral clients account for about 75% of his business, a testament to the top-level service Stephen provides.

“I have a meld of old-school work ethic and a young, new, technology-driven approach,” he explains. “And I think my clients appreciate that.”

Clients value Stephen’s hustle, and all the hard work he does on their behalf. “My favorite part of real estate is that it’s different every day,” he says. “Different people, different personalities, and different problems to solve. I work with everybody from lower-income clients, finding them a mortgage program with low interest and no PMI so they can save hundreds of dollars a month, to more expensive listings, which present their own problems to solve. I like being able to bring more potential buyers into my listings with our cutting edge marketing, as opposed to just putting it up on the MLS like most everybody else does.”

When marketing a listing, Stephen stands out with his innovative use of technology. He creates video walkthroughs for every listing, highlighting each home’s unique characteristics and features. That video then becomes an online ad, which Stephen can target to the audience most likely to purchase the house, based on criteria such as income level, size of family, and location.

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Stephen also produces informational videos with the aim of educating the wider public about real estate, as well as boosting his own profile. “We put out good, solid information without expecting anything in return,” Stephen says. “We do about three or four a week, covering things people might not know about real estate, such as tips on how to make money when selling a house. People like it, and it has the effect of turning into business without being an ad or coming right out and asking for business.”

When he is not working, Stephen loves spending time with his family, especially his two young daughters.

Between swim class, dance class, and playing in the park, they keep him busy outside the office.

In the future, Stephen says, “I want to eventually grow to become one of the biggest independent agents. But I want to still keep the brokerage small enough that everybody we hire is extremely successful and the quality of service that we give doesn’t diminish. With my clients, it’s more than just a transaction. I’m invested in it, not financially but personally. We share in the highs and the lows together, and we become family.”

To find out more about Stephen Strickland, please call 732-319-6870, email Stephen@StricklandRealtyNJ.com, or visit StricklandRealtyNJ.com www.

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