NEW JERSEY 8-16-21

NEW JERSEY EDITION

PLAYING THE REAL ESTATE

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

MAKE SOCIAL MEDIA MARKETING Your Calling Card

Why Millennials Are Now

The Hottest Segment of the Buyers Market

FEATURED AGENT

LUIS REYES COVER STORY

ELIZABETH DIAS

NEW JERSEY EDITION

LUIS REYES

administrators all across the re A longtime resident of New Jersey, Luis 9 18 Reyes first took an interest in real estate in he uses his overall expertise 2010. While he was purchasing a condo, guide each client to the righ his broker at the time recommended that ment for their needs. Moreove earned a terrific reputation th he go into the business, noting his outNew Jersey, with the vast majo going personality and entrepreneurial volume coming from repeat cl spirit. Inspired, Luis accepted a posireferrals. When examining the tion with that broker in 2013, where he his success, though, Luis retur proceeded to learn the industry from the importance of his boutique a ground up and establish core foundations “From the moment I take a c in everything from residential real estate to see their first home, I don’t to development and investment properELIZABETH DIAS LUIS REYES go; I hold their hand all the w ties. After seeing exponential growth in his yearly volume, he then decided the time was right they receive their keys,” he says. “I’m availa to launch his own team—and the rest is history. Today, clients at all times, and I’m never disconnec Luis leads the Reyes Group at Coldwell Banker West, their transaction or my team.” where he services clients throughout Northern New Jersey. Also licensed in New CONTENTS York, he possesses the Outside his career, Luis is deeply committ integrity and tireless work ethic needed to assist any community. Having previously led an annua client, whether they be a first time homebuyer or sea- for his parish, he currently supports school 4) MAKE SOCIAL MEDIA 15) WELCOME HOME: and families throughout the state. Meanwhile soned investor.

MARKETING YOUR WORKINGmakes WITH RELOCATORS regular contributions to fire depart Colombia, providing vital assistance to inte When listing a property, Luis equips his sellers with CALLING CARD IN TRANSITION a comprehensive strategy. After helping them prepare communities in need. When he’s not with their home for the market, he shares it both over a giving back, he can be found traveling and de business partnerships of regional systems and a mix 19) of targeted 6) TOP blend AGENT TIPSMLS AND WHY robust MILLENNIALS ARE that span the glo digital and social media campaigns. Also certified QUESTIONS FOR CHOOSING NOW THE HOTTEST SEGMENT as a Coldwell Banker Global Luxury® specialist, he Looking ahead, Luis has exciting plans for t YOUR LISTING THE BUYERS MARKET of the Reyes Group. As his volume maintain leverages theAGENT full resources at his brokerageOF to ensure a seamless transaction. But most of all, from start to growth, he intends on expanding his team an finish, he is there for his clients, maintaining clear ing divisions for commercial real estate, bu channels of communication and always representing sellers. But most of all, he is driven by the opp and connections that have anchored his acco their best interests.

Phone 310-734-1440 | Fax 310-734-1440 career. “I wake up in the morning and love w Elsewhere, Luis is just as hands-on with his buyers. he says. “In this business, I never feel as if I mag@topagentmagazine.com | www.topagentmagazine.com Through the years, he has built strong relationships ing. Instead, I truly value the process of he No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. clients navigate each of their with isnot only by builders and contractors, but also Top Agent Magazine published Feature Publications GA, Inc. Although precautions are taken to ensure the step accuracy of transaction

published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

To learn more about Luis Reyes, email luisreyesrealtor@gmail.com, Published in the U.S.

visit coldwellbanker.com or call (201) 214-9258 www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence 4

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and Top Agent Magazine

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 6

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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ELIZABETH DIAS

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Top Agent Elizabeth Dias and fiancée, Harry, lead their team at The Page Group - Brokered by EXP Realty, in Montclair, New Jersey, primarily serve clients in the greater Union County and Middlesex County areas.

Strong partnerships make strong homes.

And in the case of Elizabeth Dias, her partnership with her fiancée, Harry, makes for a strong home-selling and home-buying team. Elizabeth found her way into her real estate career after Harry’s success as an agent reached the point of needing to grow beyond working as a solo agent. Elizabeth 10 Copyright Top Agent Magazine

got her license and joined him in the industry. As their business grew, their teamwork translated into collaborative support for their clients.

“We’re always available. We pick up the phone all the time and provide excellent customer service through the whole process from Top Agent Magazine

start to finish,” Elizabeth says. “When I’m able to negotiate a good offer that’s picked out of multiple offers, that’s a really good feeling.”

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“I love seeing the joy it brings the client when they move into the next chapter of their lives,” Elizabeth adds. “I’m always striving to provide a great service where they understand 11 Copyright Top Agent Magazine

Elizabeth has received the NJR® Circle of Excellence Sales Award® and was recognized as a New Jersey Best Real Estate Agent in Union County. what’s going on and I’m making it an easy process for them.”

Today, Elizabeth and Harry, and their team at The Page Group - Brokered by EXP Realty, in Montclair, New Jersey, primarily serve clients in the greater Union County and Middlesex County areas. Elizabeth has received the NJR® Circle of Excellence Sales Award® and was recognized as a New Jersey Best Real Estate Agent in Union County.

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Currently, over eighty percent of Elizabeth’s clients come by way of repeats and referrals, as well as clients reaching out to them via their social media channels.

“A lot of people call us from there when they find a connection to our personalities,” Elizabeth explains.

By posting on social media, Elizabeth is able to share the day-to-day story of the ins and outs Top Agent Magazine

of real estate in a relatable medium. Potential buyers, looking for their dream home can follow Elizabeth from her first walk-through of a property all the way to closing day.

“We try to show who we are and how we work,” she says. “I think a lot of people Top Agent Magazine

gravitate towards us when they see that we’re very authentic and open in who we are.”

When it comes to marketing, Elizabeth’s specialized focus in social media expands the visibility of each listing across a wide range of social media platforms, bringing homes to Copyright Top Agent Magazine 13

the clients’ fingertips and to the tops of their feeds. Last year, The Page Group closed seventy-five transactions. In the first half of 2021, they’ve already cleared over fifty transactions.

When she’s not working, Elizabeth appreciates the time she can enjoy with her three kids and three dogs, creating good childhood experiences and a strong sense of home.

Looking to the future, Elizabeth hopes to see the Page Group expand their team while maintaining the personal touch that has won them so many referrals. “We want to keep it hands-on and not lose that level of customer service,” Elizabeth concludes. “It’s about making our clients happy and letting it grow as it grows.”

Find out more at zillow.com/profile/liz041885, facebook.com/lizteamaggressive, and instagram.com/page_group_liz. Connect with Elizabeth at 908-248-2449 (Mobile), and 866-201-6210 (Office), or email elizabeth.dias@exprealty.com www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and Top Agent Magazine

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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LUIS REYES A longtime resident of New Jersey, Luis Reyes first took an interest in real estate in 2010. While he was purchasing a condo, his broker at the time recommended that he go into the business, noting his outgoing personality and entrepreneurial spirit. Inspired, Luis accepted a position with that broker in 2013, where he proceeded to learn the industry from the ground up and establish core foundations in everything from residential real estate to development and investment properties. After seeing exponential growth in his yearly volume, he then decided the time was right to launch his own team—and the rest is history. Today, Luis leads the Reyes Group at Coldwell Banker West, where he services clients throughout Northern New Jersey. Also licensed in New York, he possesses the integrity and tireless work ethic needed to assist any client, whether they be a first time homebuyer or seasoned investor.

When listing a property, Luis equips his sellers with a comprehensive strategy. After helping them prepare their home for the market, he shares it both over a blend of regional MLS systems and a mix of targeted digital and social media campaigns. Also certified as a Coldwell Banker Global Luxury® specialist, he leverages the full resources at his brokerage to ensure a seamless transaction. But most of all, from start to finish, he is there for his clients, maintaining clear channels of communication and always representing their best interests.

Elsewhere, Luis is just as hands-on with his buyers.

Through the years, he has built strong relationships with not only builders and contractors, but also

administrators all across the region, and he uses his overall expertise to better guide each client to the right investment for their needs. Moreover, he has earned a terrific reputation throughout New Jersey, with the vast majority of his volume coming from repeat clients and referrals. When examining the keys to his success, though, Luis returns to the importance of his boutique approach.

“From the moment I take a client out to see their first home, I don’t let them go; I hold their hand all the way until they receive their keys,” he says. “I’m available to my clients at all times, and I’m never disconnected from their transaction or my team.”

Outside his career, Luis is deeply committed to his community. Having previously led an annual festival for his parish, he currently supports schools, events, and families throughout the state. Meanwhile, his team makes regular contributions to fire departments in Colombia, providing vital assistance to international communities in need. When he’s not with clients or giving back, he can be found traveling and developing robust business partnerships that span the globe.

Looking ahead, Luis has exciting plans for the future of the Reyes Group. As his volume maintains its rapid growth, he intends on expanding his team and bolstering divisions for commercial real estate, buyers, and sellers. But most of all, he is driven by the opportunities and connections that have anchored his accomplished career. “I wake up in the morning and love what I do,” he says. “In this business, I never feel as if I’m working. Instead, I truly value the process of helping my clients navigate each step of their transaction.”

To learn more about Luis Reyes, email luisreyesrealtor@gmail.com, visit coldwellbanker.com or call (201) 214-9258 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

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

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

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

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

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

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

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

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

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

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

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

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

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

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• Less Maintenance: Many Millennials work different schedules that

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

• Energy-Efficient Appliances: Millennials have been educated on

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

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

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

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

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

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

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

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

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

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Laughs!

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