NEW JERSEY 6-15-20

NEW JERSEY EDITION

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES FEATURED AGENTS

Playing the Real Estate Matchmaker Turn Open Houses Into

TARA AGNESE KEREN GONEN BOBBI LEBBING GINA ROMANO

DESTINATIONS

COVER STORY

RUDY DAUNNO

NEW JERSEY EDITION

BOBBI LEBBING GINA ROMANO KEREN GONEN Bobbi Lebbing has been a full time Realtor just show them a house, she for over 25 years, 17 of them with RE/MAX.

and listens. If they have chil

fortohelping othersonand min Keren Gonen’s boyfriend was looking to school, getWith a passion everyone my alist a personalized message She takes an old approach sports, she may show them 9 career, 17 love unique 18Gina Romano 23 for real estate, has made wa into a house-flipping but was having on whatever [special day] it may be.

I have her business. This personal service keeps her fields, Soccer or Ball Field trouble finding agents tosellers workand with.

“None who still reach local out toRecreation me three Center. years Fam great strides an agent in clients the Mullica buyers coming andas referring Topback Agent Tara Agnese – of KellerHill really need each other tohom m of them were calling usher back,” Keren says. later.”

Staying in touch, she says, is espeto other family members, friends, neighwant to see the local Park area of New Jersey. She got her start 16 hom Williams Monmouth cially / Ocean in Tara. the Professional state of t “I took over the follow bors up...and no one wasyears important time of social and co-workers. and Bobbi can mak ago after encouragement from friends duringlibrary in Jackson, New Jersey –distancing. is a hardutilized to make sure each o She does not just sell a hom getting back to us at all. One evening, I wasand Keren even grew tomatoes, family. “People would tell me all the our As an agent of RE/MAX Platinumdedicated located in realcucumbers, community. estateGina agent their light, and deft really annoyed...when someone reaches out working, corn, and inbest her greenhouse time serves that I all should be an agent,” says. in more chi Monroe Township, Bobbi of central to you, you get back to them, that’s just busiand gave them out to clients who might not pla of the highest caliber.itWith more than multiple social media Although she thought would be a partOu New Jersey, and including Middlesex County, markets her listing ness etiquette. I was complaining, he fifteen have working been able21 to get toBobbi the store. years of experience exposure possible. time job,County, Gina where experienced success right where don’t she lives, Monmouth websites, including butrign looked at me and said, ‘Why you just withthe buyers, sellers and investors, she was born and raised, as well as Ocean Facebook, Homes and Lan from start.

“I did extremely well very the become an agent?’ So I did!”

Keren mainly online and RUDY DAUNNO TARA AGNESE KEREN GONEN BOBBI markets LEBBINGher listings GINA ROMANO “I really lovepostcard working wit Tara has built a thriving on toincluding and Mercer Counties.

As aon, testament to her magazine, mailings early and I was still learning, cou onbusiness socialgoing media, virtual Matterport strong personalofconnections Bobbi always says “I’m a her own RE/MAX TV commercials.

Th also a real estate investor a foundation honesty and integrity, and her reputation Soonofshe This will be Keren’s fourth year as an agent.seminars and taking classes.” tours. “And course I email them to every- our hands on agent. I send hand written thank you notes. I time and effort that Bobbi puts into her lis provides herseriousness, with preview a creati as work a trusted real estate truly meta advocate a builder has whobeen asked herearned. to become a referral sneak She works solo, but does as a mentor for number body and their mother!” she jokes.

But in always answer my phone promptly and return all my texts yields great results. Last year she sold 54 p of people. She serves multiple counties North New she tries toa match with clients based on what partner.

Her business reached new after that, week weoverw had m sellers can be very and emails.

I love in all my listings, whether it’s singlea properties totallevel volume of almost $15,000,000.

In 20 Jersey, and also has a New York office.

And despite not she knows of their needs.

“I usually have someone in she’s been nonstop growth everinducted since.

Tara began realand estate career in 2005 while in Consisting being good friend, goo family home,her townhome, condo or a multi family.

Withliving into theaRE/MAX Hall ofa Fame being an agent for veryManhattan, many years, she says her rate of mind [for a listing],” she says. of seven members, The Romano Team’s business is During any frem many long time investors, the Adult Communities, beach simulJersey Association of need Realtors Lifetime working with buyers & sellers while what they is importan repeat and referral is great.

“I get referrals not only from towns, waterfront properties and horse Idesign am and never the clients, “Distinguished Club” for 10 or largely based onfarms, referrals repeat a testa-Sales the community taneously consulting clients on interior concepts. my New York office, butbored. also from lenders and “I like the helping part,” Keren says of her job, “the It’s amortgage new adventure everyday.

I treat all of my excellence.

She is a New Jersey Associati to their superiorshe service. as their Realto When she’s not working, T the marketment crashed in 2008,” recalls, “ICircle had prior clients,” she says.“When connecting another person being there for them clients the same whether it’s a $100,000 condo, anto Adult of and Excellence Gold level award wi with the Glouc spending with her pa toCommunity make a home decision.

Living inproperty. the city was no longer or a $1,000,000 This is how Bobbi also aatCertified Sellers Agent, C and15) being able to put their ismind ease time when they’re 4) 4 WAYS MENTORING UP-ANDA STEP-BY-STEP GUIDE “I don’t focus on the numbers, if you do the right Chamber of Co I’ve built my business.”

Agent, Certified Senior Representative an their pets, playing music an an option because the cost of living was tremendous.”

“I like to call myself ‘the teaching agent,’” Keren says. stressed out. The whole compassion part is what I COMING EMPLOYEES MAKES thing for people,sothey TO CONVERTING INTERNET respect that,” Gina says.

“It’s an CVSSEF-Autis Diversity.

“A lot of agents keep their clientsdeciding in the darkto[but] I teachto New enjoyJersey, the most.”

Herbegan compassion and connectedness also incredibly important to me, Finally relocate Tara YOU A what BETTER AGENT LEADS TO LIFE SALES emotional transaction, buying aREAL house is so stressful, patedBoard in Toys f For her listings, Bobbi is always there with her professional my clients to look for so that when they send me extends to her community.

She’s on the Sussex also gives back to her working for aShe reallists estatethe developer while acclimating to sheTara ® clients. room andmy the is not working Bobbi loves spen so all I just try todimensions doREALTORS right by I love people a list of houses they’rephotographer. interested in, they’ve already of as a When Director, and volunteers for events particularly through char her new residence, garnering invaluable knowlfootage.

Bobbi iswhile very detail oriented.

Her sellers doors.

She loves organization. camping, whitewater raf 6) PLAYING REAL ESTATE 19) TURN OPEN INTOAs and I like enjoy them.

IfVernon you do thatHOUSES enough, it’s Gina vetted them. I alsoTHE treat square [clients] the way I would to helping hosted by the Senior Citizens “I’m look rescue and senior citizen su edge that she put to good use when she resumed her solo appreciate the personal services that she provides.

She lets flea markets, antiques, comedy clubs be treated. Being that a purchase of a house is the largest to you.” help anyone wants; I the reach out to themandan MATCHMAKER—FOLLOW THESE DESTINATIONS going to come willing back to Gina who understands growing h her buyers know when to submit their documents to their bed and breakfasts to visit. real estate career five years later. transaction a person will make in their life, it’s a stressful of each and see if I can help.” When she’s not working,inshe importance transaction, realloves estate.

8 DATING RULES TO ENSURE mortgage company,YOU is there for their home inspection, and wants her clients Tara’s plans for the future situation.

So I care enough to pick up the phone at six in to spend time with her two boys and her boyfriend. to feel comfortable at step. Rather than rushing 22) 5inTHINGS YOU CAN MATCH YOUR CLIENT WITH THE makes sure the proper utility companies areevery place, Bobbi is proud to DO support The Children’s M the morning or eleven atCurrently, night.”

To Keren, care and attenthe share ofaTara’s business is based ownguides investment properties purchase of a upon home, she and is there forlion’s theirthrough final walk through prioror to sale closing. and St. Judes Children’s Hospital.

TO ACHIEVE YOUR BIGGEST PERFECT HOME FOR THEM tion are what draws clients to her and keeps them coming “My plan is to help as many people as I can, not just in repeat and referred clients, perhaps the most accurate already-thriving business.

Buyers love the guidance hand holding that Bobbi them and throughout, educating them along the way and GOALS back. “I don’t think I’m that different from others,” she real estate but in general,” Keren says.

She remains most provides, especially first done time buyers.

In the future Bobbi wants to continue barometer of a jobher well in the highly competitive overarching objective: to c leaving no questions unanswered.

This client-focused says. “I just pay attention to details and I genuinely care. dedicated to doing good in her “I community, regardless of nev business. love my job because I’m real estate industry.

“I’ve been told by paid my off, clients that is still clients with the very best c approach has certainly as Gina experiPeople know when you genuinely care and when it’s not to helping whetherher it generates business.

“Sometimes just Her personal service also extends clients to meet interesting peoplepeople from all differen encing growth during the COVID-19 appreciate my honesty andeven the someone fact that very The Garden State. just for the money.” they need toI’m tell them thatpandemic. it’s my going to be okaymeand get to know the area that they are moving into. When and everyday clients teach someth Phone 310-734-1440 | Fax 310-734-1440 candid,” says Tara,from when asked to account fornottools the trust [give them] the that mayand help.

So many of us are someone is moving another area, Bobbi does learning growing.”

When it comes to marketing, Gina also goes above and loyalty she inspires in her clients.

“My first priority Keren’s office, The Green Team, has a great CRM system so self-involved, and if we were to just look around and mag@topagentmagazine.com | www.topagentmagazine.com and beyond, utilizing Internet marketing as well as that she says is very helpful for staying in touch, but see how we can help each other, we would be in a much is to always look out forabout my clients best Lebbing, interest. I’ve For more Bobbi please call 732-616-1155, No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top traditional methods.

“I in old school, calling she also calls herself an avidknown texter and emailer. better place been to talk some“Ioftext my buyers outbelieve ofoverall.” purchasing

TARA AGNESE

CONTENTS

email bobbilebbing@comcast.net, vistipostBobbiLebbing.ne Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken or to ensure the accuracy people in the too neighborhood and sending a home simply because there many negatives.

My or out of published materials, Top Agent Magazine cannot be held are responsible for opinions expressed facts supplied by cards,” she says.

Sellerskgonen@greenteamhq.com, can assured that their To learn more aboutis Keren Gonen, please mindset that I’m not working foremail money, I’m rest working its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. https://www.instagram.com/keren_gonenrealestatenjny/?hl=en property is getting in front ofFacebook as many eyes as possible. visit kerengonen.greenteamrealty.com, find on Published in the U.S. for my clients. When you trainhttps://www.facebook.com/Keren-Gonen-Real-Estate-440954726354511/ yourher brain to think that and Instagram, Copyright Top Ag For more i http://

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call (973) or (845) 208-9928 way, theorbusiness will 814-7344 naturally come to you.” plea After the transaction, clients leave glowing reviews email about their time together. One recently said, Top“Five Agent Magazine Top Agent Magazine There are many factors that come into play when assessingCopyright Tara’s success story, and among them are her expert

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought4

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 6

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 8

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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RUDY DAUNNO Top Agent Magazine

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RUDY DAUNNO Top Agent Rudy Daunno along with his brother and partner Brandon, have built a thriving and ever-growing business that would be the envy of much of his competition.

With two offices – one in Toms River and the other in Clark – Rudy governs an equally-dedicated roster of over sixty agents.

Top Agent Rudy Daunno – Broker/Owner of Daunno Realty Services in New Jersey – is a 2019 Circle of Excellence Platinum Award winning real estate professional who provides extraordinary value to his clients. Deeply 10 Copyright Top Agent Magazine

committed to helping his buyers and sellers achieve their real estate goals, Rudy and his team at Daunno Realty have been setting the gold standard for customer service in The Garden State for 15 years.

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Rudy – who hails from a family of builders, began his journey as a licensed agent in 2005.

“When I graduated from college, I had to choose between working as a salesperson for a Fortune 500 company or working with my father in real estate and construction,” he says. “When Top Agent Magazine

I realized I could start out selling the homes my father was building rather than swinging a hammer, I decided to become a Realtor.” After joining forces with Michael Tortorello, a family friend and real estate broker, Rudy opened his own real estate agency at the young age of 11 Copyright Top Agent Magazine

22. “At that point, I was still in real estate school and had never sold a home,” he recalls wryly.

“Early in my career, there came a point where I had to decide whether to stay private or franchise. After exploring many options, I decided the flexibility of owning a private, family-oriented business was the right decision for me.” That said, as a private agency, the Daunno’s have been able to explore various areas of real estate including REO sales, broker price opinions, probate sales, relocation, and even have a separate real estate referral agency.

This unique diversity makes them indispensable to their buying and selling clients.”

Now 15 years in, Rudy along with his brother and business partner Brandon Daunno, have built a thriving and ever-growing business that would be the envy of much of his competition. With two offices – one in Toms River and the other in Clark – Rudy governs an equallydedicated roster of over sixty agents.

Rudy, who holds a degree in Business Administration with a concentration in Marketing from Rider University, puts that education to good use when listing his properties. Professional photography, virtual floor plans and virtual tours are utilized to great effect, and a deft exploitation of the internet and social media platforms ensure Copyright Top Agent Magazine 12

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“I have a history of working with my father on construction sites, so I have a unique perspective when I look at homes; I know how the home was built and can help my clients anticipate problems as well as suggest improvements.” maximum exposure, all of which translate into fast sales for top dollar.

A significant portion of Rudy’s business is based upon referrals (another large chunk comes from his association with home builder investment groups), which is perhaps the most accurate way to measure excellence in customer service. “I think it’s because I’m just a different type of Realtor,” says Rudy, when asked how he manages to inspire such impressive levels of trust and loyalty. “I have a history of Top Agent Magazine

working with my father on construction sites, so I have a unique perspective when I look at homes; I know how the home was built and can help my clients anticipate problems as well as suggest improvements.”

Rudy is passionate about giving back to his community, and does so through a variety of ways including his position on the Board for Big Brothers Big Sisters of Coastal & Northern NJ, which provides one-on-one mentorship for New Jersey’s troubled youth. He is also deeply Copyright Top Agent Magazine 13

involved with the Council for Emerging Leaders, which fundraises for RWJ Barnabas’s Community Medical Center, and is a major sponsor of the Clark Little League.

When he’s not working, Rudy enjoys nothing more than spending time with his wife Lara and two young daughters, Isabella and Elliana.

He is also an avid sports fan rooting for the New York Giants and Yankees.

Rudy’s plans for the future include continuing to grow his already thriving real estate agency, and to venture further into the investment side of the industry, buying and flipping homes.

“I really enjoy what I do,” says Rudy. “It gives me purpose, and it also puts me in a position where I can give back to my community.

What’s better than that?”

For more information about Rudy Daunno, call 732-910-3043 or email Rudy@DaunnoRealty.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 16

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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TARA AGNESE Top Agent Tara Agnese – of Keller Williams Monmouth / Ocean in Jackson, New Jersey – is a hardworking, dedicated real estate agent of the highest caliber. With more than fifteen years of experience working with buyers, sellers and investors, Tara has built a thriving business on a foundation of honesty and integrity, and her reputation as a trusted real estate advocate has been truly earned.

Tara began her real estate career in 2005 while living in Manhattan, working with buyers & sellers while simultaneously consulting clients on interior design concepts.

“When the market crashed in 2008,” she recalls, “I had to make a decision. Living in the city was no longer an option because the cost of living was tremendous.”

Finally deciding to relocate to New Jersey, Tara began working for a real estate developer while acclimating to her new residence, while garnering invaluable knowledge that she put to good use when she resumed her solo real estate career five years later.

Currently, the lion’s share of Tara’s business is based upon repeat and referred clients, perhaps the most accurate barometer of a job well done in the highly competitive real estate industry. “I’ve been told by my clients that they appreciate my honesty and the fact that I’m very candid,” says Tara, when asked to account for the trust and loyalty she inspires in her clients. “My first priority is to always look out for my clients best interest. I’ve been known to talk some of my buyers out of purchasing a home simply because there are too many negatives. My mindset is that I’m not working for money, I’m working for my clients. When you train your brain to think that way, the business will naturally come to you.”

There are many factors that come into play when assessing Tara’s success story, and among them are her expert design skills that help buyers imagine what their new home could look like, and exceptional marketing strategies that ensure quick sales for top dollar. “I honestly believe that Realtors are no good without each other. We Top Agent Magazine

really need each other to make it in this business.” say’s Tara. Professional state of the art photography is always utilized to make sure each of Tara’s properties are shown in their best light, and deft utilization of the internet and multiple social media platforms provides the widest exposure possible.

“I really love working with people,” says Tara, who is also a real estate investor and home rehabber, which provides her with a creative outlet. “Often, buyers or sellers can be very overwhelmed, and I find that just being a good friend, a good listener, and understanding what they need is important.”

When she’s not working, Tara enjoys nothing more than spending time with her partner, relaxing at home with their pets, playing music and singing. “Art and music are incredibly important to me, that’s my zen,” she enthuses.

Tara also gives back to her community in myriad ways, particularly through charities which benefit animal rescue and senior citizen support.

Tara’s plans for the future are to continue acquiring her own investment properties, and to keep building her already-thriving business. Above all, however, is one overarching objective: to continue providing her many clients with the very best customer service available in The Garden State.

For more information about Tara Agnese, call 917-627-2148 or email TAgnese@kw.com 17 Copyright Top Agent Magazine

KEREN GONEN Keren Gonen’s boyfriend was looking to get into a house-flipping career, but was having trouble finding agents to work with. “None of them were calling us back,” Keren says.

“I took over the follow up...and no one was getting back to us at all. One evening, I was really annoyed...when someone reaches out to you, you get back to them, that’s just business etiquette. I was complaining, and he looked at me and said, ‘Why don’t you just become an agent?’ So I did!”

This will be Keren’s fourth year as an agent.

She works solo, but does work as a mentor for a number of people. She serves multiple counties in North New Jersey, and also has a New York office. And despite not being an agent for very many years, she says her rate of repeat and referral is great. “I get referrals not only from my New York office, but also from mortgage lenders and prior clients,” she says.

“I like to call myself ‘the teaching agent,’” Keren says.

“A lot of agents keep their clients in the dark [but] I teach my clients what to look for so that when they send me a list of houses they’re interested in, they’ve already vetted them. I also treat [clients] the way I would like to be treated. Being that a purchase of a house is the largest transaction a person will make in their life, it’s a stressful situation. So I care enough to pick up the phone at six in the morning or eleven at night.” To Keren, care and attention are what draws clients to her and keeps them coming back. “I don’t think I’m that different from others,” she says. “I just pay attention to details and I genuinely care.

People know when you genuinely care and when it’s not just for the money.”

Keren’s office, The Green Team, has a great CRM system that she says is very helpful for staying in touch, but she also calls herself an avid texter and emailer. “I text

everyone on my list a personalized message on whatever [special day] it may be. I have clients who still reach out to me three years later.” Staying in touch, she says, is especially important during the time of social distancing. Keren even grew tomatoes, cucumbers, corn, and more in her greenhouse and gave them out to clients who might not have been able to get to the store.

Keren markets her listings mainly online and on social media, including virtual Matterport tours. “And of course I email them to everybody and their mother!” she jokes. But in seriousness, she tries to match properties with clients based on what she knows of their needs. “I usually have someone in mind [for a listing],” she says.

“I like the helping part,” Keren says of her job, “the connecting to another person and being there for them and being able to put their mind at ease when they’re so stressed out. The whole compassion part is what I enjoy the most.” Her compassion and connectedness also extends to her community. She’s on the Sussex Board of REALTORS® as a Director, and volunteers for events hosted by the Vernon Senior Citizens organization. “I’m willing to help anyone who wants; I reach out to them and see if I can help.” When she’s not working, she loves to spend time with her two boys and her boyfriend.

“My plan is to help as many people as I can, not just in real estate but in general,” Keren says. She remains most dedicated to doing good in her community, regardless of whether it generates business. “Sometimes people just need someone to tell them that it’s going to be okay and [give them] the tools that may help. So many of us are so self-involved, and if we were to just look around and see how we can help each other, we would be in a much better place overall.”

To learn more about Keren Gonen, please email kgonen@greenteamhq.com, visit kerengonen.greenteamrealty.com, find her on Facebook and Instagram, or call (973) 814-7344 or (845) 208-9928 https://www.facebook.com/Keren-Gonen-Real-Estate-440954726354511/

https://www.instagram.com/keren_gonenrealestatenjny/?hl=en

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 20

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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BOBBI LEBBING Bobbi Lebbing has been a full time Realtor for over 25 years, 17 of them with RE/MAX. She takes an old school, unique approach to her business. This personal service keeps her sellers and buyers coming back and referring her to other family members, friends, neighbors and co-workers.

As an agent of RE/MAX Platinum located in Monroe Township, Bobbi serves all of central New Jersey, including Middlesex County, where she lives, Monmouth County, where she was born and raised, as well as Ocean and Mercer Counties. As a testament to her strong personal connections Bobbi always says “I’m a hands on agent. I send hand written thank you notes. I always answer my phone promptly and return all my texts and emails. I love all my listings, whether it’s a single family home, townhome, condo or a multi family. With many long time investors, the Adult Communities, beach towns, waterfront properties and horse farms, I am never bored. It’s a new adventure everyday. I treat all of my clients the same whether it’s a $100,000 condo, an Adult Community home or a $1,000,000 property. This is how I’ve built my business.”

For her listings, Bobbi is always there with her professional photographer. She lists all the room dimensions and the square footage. Bobbi is very detail oriented. Her sellers appreciate the personal services that she provides. She lets her buyers know when to submit their documents to their mortgage company, is there for their home inspection, makes sure the proper utility companies are in place, and is there for their final walk through prior to closing.

Buyers love the guidance and hand holding that Bobbi provides, especially her first time buyers.

Her personal service also extends to helping her clients get to know the area that they are moving into. When someone is moving from another area, Bobbi does not

just show them a house, she asks questions and listens. If they have children who play sports, she may show them the Lacrosse fields, Soccer or Ball Fields, or even the local Recreation Center. Families may also want to see the local Parks or even the library and Bobbi can make that happen.

She does not just sell a home, she sells a community.

Bobbi markets her listings on multiple websites, including but not limited to Facebook, Homes and Land, a full color magazine, postcard mailings, and also has her own RE/MAX TV commercials. The hard work, time and effort that Bobbi puts into her listings and sales yields great results. Last year she sold 54 properties for a total volume of almost $15,000,000. In 2014 Bobbi was inducted into the RE/MAX Hall of Fame and the New Jersey Association of Realtors Lifetime membership in the “Distinguished Sales Club” for 10 or more years of excellence. She is a New Jersey Association of Realtors Circle of Excellence Gold level award winner for 2019.

Bobbi is also a Certified Sellers Agent, Certified Buyers Agent, Certified Senior Representative and Certified in Diversity.

When she is not working Bobbi loves spending time outdoors. She loves camping, whitewater rafting, canoeing, flea markets, antiques, comedy clubs and finding new bed and breakfasts to visit.

Bobbi is proud to support The Children’s Miracle Network and St. Judes Children’s Hospital.

In the future Bobbi wants to continue growing her business. “I love my job because I’m never bored, I get to meet interesting people from all different walks of life, and everyday my clients teach me something new. I love learning and growing.”

For more about Bobbi Lebbing, please call 732-616-1155, email bobbilebbing@comcast.net, or visti BobbiLebbing.net http://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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GINA ROMANO With a passion for helping others and a love for real estate, Gina Romano has made great strides as an agent in the Mullica Hill area of New Jersey. She got her start 16 years ago after encouragement from friends and family. “People would tell me all the time that I should be an agent,” Gina says.

Although she thought it would be a parttime job, Gina experienced success right from the start. “I did extremely well very early on, and I was still learning, going to seminars and taking classes.” Soon she met a builder who asked her to become a referral partner. Her business reached a new level after that, and she’s been nonstop growth ever since. Consisting of seven members, The Romano Team’s business is largely based on referrals and repeat clients, a testament to their superior service.

“I don’t focus on the numbers, if you do the right thing for people, they respect that,” Gina says. “It’s an emotional transaction, buying a house is so stressful, so I just try to do right by my clients. I love people and I enjoy helping them. If you do that enough, it’s going to come back to you.” Gina understands the importance of each transaction, and wants her clients to feel comfortable at every step. Rather than rushing through a purchase or sale of a home, she guides them throughout, educating them along the way and leaving no questions unanswered. This client-focused approach has certainly paid off, as Gina is still experiencing growth even during the COVID-19 pandemic.

When it comes to marketing, Gina also goes above and beyond, utilizing Internet marketing as well as traditional methods. “I believe in old school, calling people in the neighborhood and sending out postcards,” she says. Sellers can rest assured that their property is getting in front of as many eyes as possible.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Five Top Agent Magazine

minutes after Gina sat down I knew this was an agent who I could work with. Our home was not the typical neighborhood home. Built in 1985, we sat on 6 1/2 acres in the middle of farmland. We brought our children up and many years of grandchild memories along with all our friends.

Ours is where everyone came! Gina saw right away how special it was along with the beautiful views and agreed that we couldn’t go by nearby sales to determine our price. She showed our house in a sneak preview and then held an open house. Within a week we had many offers and got our listing price!”

During any free time, Gina is staying involved with the community. She was featured on NBC 10 News as their Realtor Expert, and participated in Dancing with the Gloucester County Stars for the Woodbury Chamber of Commerce in 2011. She also danced for CVSSEF-Autism, raising nearly $22,000, and participated in Toys for Tots for Gloucester County.

As Gina looks ahead, she is excited to continue growing and helping her clients achieve their dreams in real estate.

For more information about Gina Romano, please call 856-434-4050 or email Gina@theromanoteam.net Copyright Top Agent Magazine 23

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