New Jersey 6-25-18

NEW JERSEY EDITION

SMALL YARD? BIG STATEMENT: How to Make the Most Out of Micro Outdoor Spaces How to Recognize TRUE LUXURY PROPERTIES

FEATURED AGENT

KEREN GONEN COVER STORY

CARLOS RODRIGUES

PLAYING THE REAL ESTATE MATCHMAKER— Follow These 8 Dating Rules to Ensure you Match Your Client with the Perfect Home for Them 5 Sure-Fire Ways to GET MORE REFERRALS

NEW JERSEY EDITION

KEREN GONEN Top Agent Keren Gonen of The Green Team New Jersey Realty 7 in Vernon, New Jersey is quickly making a name for herself as a real estate professional who has what it takes to satisfy even the most demanding buyer or seller. Keren’s rapid ascent to the top of her profession has been based on a true passion for her industry, coupled with a sincere, empathetic approach to customer service. A mentor for up-and-coming agents, her deep understanding of the market and local trends has established her as an agent who is not only a true asset to her clients, CARLOS but to the RODRIGUES real estate business as a whole.

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and her star continues to rise, showi no sign of slowing down. Keren is qui to express gratitude for the exception administrative support she receives fro The Green Team. “I couldn’t do it witho them,” she says, her sincerity obvious.

Now licensed in both New Jersey a New York, Keren can boast of havi a business that is based in large part referral clients, a true metric of client lo alty and satisfaction. Another signifier her abilities is the fact that many of tho referrals come from other agents in bo states. When asked what she believ KEREN GONEN accounts for this level of trust, Ker pauses for a moment before answering thoughtfully: A former executive in both the shipping and cosmetic think it’s about the level of detail that I have, and abo industries, Keren’s foray into real estate began when the fact that I’m not too pushy. I don’t try to bully an she and her boyfriend embarked on a house-flipping one. And if we need to go back to square one and lo CONTENTS at more houses, that’s never a problem. I don’t get fru business, but found that many local agents were not trated when a deal falls through.” returning their calls. “My boyfriend suggested I become an agent,” says Keren, “so I registered for a class the 4) SMALL YARD? BIG STATEMENT: 19) PLAYING THE REAL ESTATE The excellent level of clientTHESE service Keren provides next day.

I took the accelerated course, got my license, HOW TO MAKE THE MOST OUT MATCHMAKER—FOLLOW possibly best illustrated by her reviews on Zillow.co and the rest is history.” Keren’s impact on the industry OF MICRO OUTDOOR SPACES 8 business, DATINGonRULES YOU which siteTO she isENSURE a Premier Agent with a perfect fiv was felt immediately: in her first year in the MATCH CLIENT WITH THEon that site is t star rating.

Among the testimonials she achieved Top Producer status at The Green Team, YOUR one, which clearly illustra PERFECT HOME FOR THEM 13) HOW TO RECOGNIZE Keren’s business acumen a TRUE LUXURY PROPERTIES highly-professional approac 22) 5 SURE-FIRE WAYS TO “Keren is absolutely ama GET MORE REFERRALS ing, to say the least… s was more than willing a happy to answer all of o many questions, regardless the time. She was extrem prompt and thorough in h Phone 888-461-3930 | Fax 310-751-7068 responses and made hers available anytime we need mag@topagentmagazine.com | www.topagentmagazine.com her, without hesitation.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4

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

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

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Think vertically.

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

Soothing sounds set the mood.

Upgrade the look of structural components.

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

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

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

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Don’t compromise on your culinary dreams.

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

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

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

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CARLOS RODRIGUES Top Agent Magazine

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Carlos Rodrigues Under the banner of Culture Estate, based in Scotch Plains, Carlos Rodrigues focuses much of his energy on the areas of Union, Middlesex, and Hudson counties.

Carlos Rodrigues always had an interest in real estate. Prior to becoming an agent, he worked as an electrical foreman with a steady career, but ultimately decided to hang up his toolbelt and follow his dream. In the year and a half since he earned his license, Carlos has made a splash on New Jersey’s real estate scene.

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Positioning himself as an expert on distressed properties, Carlos has leveraged his skillset and influence to rebuild the community, one property and homeowner at a time.

Today, Carlos focuses much of his energy on the areas of Union, Middlesex, and Hudson Top Agent Magazine

counties. Under the banner of Culture Estate, based in Scotch Plains, Carlos has cultivated a specialty for working alongside foreclosures, short sales, and auction sales. Oftentimes, he scopes out potential properties for his many investor clients, uncovering opportunities for homes that have been left vacant or are in a tough market position. Likewise, he relishes the chance to work with first-time homebuyers as they launch a new chapter as property owners. From his own experience house-hunting, Carlos remembers the difficulty in sourcing an agent that fit his needs. In serving others, Top Agent Magazine

he commits to a hardworking ethos that delivers results. While his rise in the industry is just beginning, Carlos has enjoyed relatively instantaneous traction, and currently oversee eighteen properties on his listing roster. In considering the motivating factors behind his success thus far, Carlos cites hard work, persistence, and abiding passion for his chosen field. “I’ve loved it from the very beginning,” he recalls. “I have a passion for what I do.”

As part of a tightknit time at Culture Estate, Carlos keeps in touch with clientele through Copyright Top Agent Magazine9

personalized gestures, such as handwritten notes and closing gifts that demonstrate his gratitude. Above all, Carlos commits to bringing value to his clients through his role as an agent, emphasizing the importance of going above and beyond to create a positive transactional experience. “It’s my job to provide value to my clients,” he explains.

“I want them to be satisfied and maintain Copyright Top Agent Magazine Copyright 10

those relationship. At the end of the day, I’m passionate about serving families and communities. I want this area to grow, because it has so much potential.” To add value to his services, Carlos parlays his experience as an investor himself. In command of five properties of his own, Carlos hopes to guide buyers and investors as they realize the full potential of property ownership. When it Top Agent Magazine

comes to listing properties, no detail is left unaccounted for. Prior to incorporating professional photography, Carlos has a crew to ensure each property stays in pristine condition. Then, immersive listing presentations are cultivated and exposed across online listing platforms and social media, enjoying prime positioning.

To give back to the hometown community he cherishes, Carlos participates in community events through his office, including informative educational seminars for first-time homebuyers and potential investors. In his remaining free hours outside of work, he most enjoys time spent in the Garden State’s great outdoors, from hiking trails to visiting the beach.

He also enjoys landscaping and gardening.

Looking ahead, Carlos has big plans to continue growing his thriving enterprise, with hopes to grow his community presence and transform the landscape of his hometown through his work. He also hopes to grow his role as a local real estate investor, with ambitions to acquire more multi-family Top Agent Magazine

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properties. All in all, Carlos plans to empower the community through an education in real estate’s uplifting potential. “I really do love what

I do,” Carlos reflects finally. “It’s my dream to help others achieve financial freedom through homeownership and investment in real estate.”

To learn more about Carlos Rodrigues email carlos@culture.estate, call (973) 558 – 8287, or visit facebook.com/carlos.culture.estate www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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KEREN GONEN Top Agent Keren Gonen of The Green Team New Jersey Realty in Vernon, New Jersey is quickly making a name for herself as a real estate professional who has what it takes to satisfy even the most demanding buyer or seller. Keren’s rapid ascent to the top of her profession has been based on a true passion for her industry, coupled with a sincere, empathetic approach to customer service. A mentor for up-and-coming agents, her deep understanding of the market and local trends has established her as an agent who is not only a true asset to her clients, but to the real estate business as a whole.

A former executive in both the shipping and cosmetic industries, Keren’s foray into real estate began when she and her boyfriend embarked on a house-flipping business, but found that many local agents were not returning their calls. “My boyfriend suggested I become an agent,” says Keren, “so I registered for a class the next day. I took the accelerated course, got my license, and the rest is history.” Keren’s impact on the industry was felt immediately: in her first year in the business, she achieved Top Producer status at The Green Team,

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and her star continues to rise, showing no sign of slowing down. Keren is quick to express gratitude for the exceptional administrative support she receives from The Green Team. “I couldn’t do it without them,” she says, her sincerity obvious.

Now licensed in both New Jersey and New York, Keren can boast of having a business that is based in large part on referral clients, a true metric of client loyalty and satisfaction. Another signifier of her abilities is the fact that many of those referrals come from other agents in both states. When asked what she believes accounts for this level of trust, Keren pauses for a moment before answering thoughtfully: “I think it’s about the level of detail that I have, and about the fact that I’m not too pushy. I don’t try to bully anyone. And if we need to go back to square one and look at more houses, that’s never a problem. I don’t get frustrated when a deal falls through.”

The excellent level of client service Keren provides is possibly best illustrated by her reviews on Zillow.com, on which site she is a Premier Agent with a perfect fivestar rating. Among the testimonials on that site is this one, which clearly illustrates Keren’s business acumen and highly-professional approach: “Keren is absolutely amazing, to say the least… she was more than willing and happy to answer all of our many questions, regardless of the time. She was extremely prompt and thorough in her responses and made herself available anytime we needed her, without hesitation. We don’t know what we would have done without her.”

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Keren works hard to maintain relationships with all of her many clients, another factor in her ever-growing success. “If it’s an ongoing transaction,” she explains, “I will check in on them every day. If it’s people who are looking at houses, I’ll check in every other day. If it’s a past client, I’ll check in on them on holidays and birthdays.”

When she’s not working, Keren can be found spending time with her boyfriend and her children. She is also passionate about giving back to her community, and to that end volunteers at a local senior citizen center. She and her son also recently participated in a marathon to raise money for a young woman diagnosed with cancer.

A thorough, intelligent approach to marketing also plays a role in Keren’s Top Producer status. Her firm grasp and solid exploitation of social media and technology assures that her listings are seen by as many potential buyers as possible, and she also leverages professional photography and video to great effect.

Looking to her incredibly bright future, Keren’s goals reflect the nature of her personality that has endeared her to so many: “I’m really a pretty simple person,” she says. “I just want to help other people, and bring joy to them in both my personal and professional life.

I like to let people know that they are valuable to me.”

For more information about Keren Gonen, please call 551-262-4062 or email KGonen@GreenTeamHQ.com Top Agent Magazine

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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 Top Agent Magazine

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 20

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 Top Agent Magazine

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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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses 22

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do Top Agent Magazine

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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