NEW JERSEY 9-21-20

NEW JERSEY EDITION

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

MILLENNIAL BUYERS:

Where They Are & What to Know

COVER STORY

KAREN WIEDMANN FEATURED AGENT

BINA PATEL

NEW JERSEY EDITION

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KAREN WIEDMANN

BINA PATEL

CONTENTS 4) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

15) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW

6) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

21) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

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How to Answer the Inevitable Question:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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KAREN WIEDMANN Top Agent Karen Wiedmann is a team leader and has done so for about 15 years. She has an assistant and three buyer coordinators, serving several counties in Northwestern New Jersey.

Karen Wiedmann was a Sparta High School math teacher on maternity leave when she decided to get her real estate license to list and sell homes. “I was able to work nights and weekends while my husband was home to care for our young children,” she says. Karen’s first year in real estate was so successful that she decided to take another year of absence to continue her new career. “I never went back 10 Copyright Top Agent Magazine

to teaching because I loved being an entrepreneur and raising my children also,” she says.

“I loved being with people and making my own schedule.”

That was nearly 34 years ago. Today, Karen is a team leader and has done so for about 15 years. She has an assistant and three buyer coordinators, serving several counties in NorthTop Agent Magazine

western New Jersey. “I work closely to educate my buyer coordinators so that they can better serve our clients, as well as teach them about new technology as it comes out to improve ways of marketing properties,” she says. Karen estimates that her business is about 75% repeat and referral. “I treat my team and my clients like family,” Karen says. “I’m very Top Agent Magazine

experienced, and because I was an educator, I love to educate people about homes with what I’ve learned over the years. I always go above and beyond my client’s expectations.” Being with people and helping them is Karen’s favorite part of the job. “I love to help people,” she says. “People say I could have been a social worker because I love to help others so much!”

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Since the COVID-19 pandemic began, Karen has started including a 3D virtual tour with each online listing. “It’s really important right now to have a virtual tour of my listings,” she says.

Karen continues. “I love keeping in touch with my clients to see how their lives, and their houses have evolved.” To maintain those relationships, Karen has provided her clients with small gifts to show her appreciation. This past Valentine’s Day, she dropped off cookies and cards for about 50 clients. She has also hosted holiday events, sent flowers, and more for her past clients. “I do different things, and I like that because I’m going to the house and saying hello. I try to have face-to-face [contact] with Copyright Top Agent Magazine 12

past clients a few times a year. I love when a client brings me in their home to show me their new kitchen or how they painted or finished off the basement,” she says.

When it comes to marketing listings, Karen describes her approach as “a lot.” Much of her marketing is online. Karen is also a Zillow Premier agent, which she says helps to handle a lot of her marketing. She also uses a service called RealBird, which populates real Top Agent Magazine

estate sites, as well as taking out local print ads. Since the COVID-19 pandemic began, Karen has started including a 3D virtual tour with each online listing. “It’s really important right now to have a virtual tour of my listings,” she says. “When things change in real estate, you need to adapt with the changes.”

Karen is married to Bob Wiedmann, a West Top Agent Magazine

Milford teacher, for the past forty-two years.

Karen and Bob have three children, Jeffrey, Samantha, and Corrine and two grandchildren, Chase and Tino. Karen’s favorite activity is spending time with her family. Right now, Karen and her husband are caring for her parents in her home with the help of caretakers and family. In her free time, Karen is an Copyright Top Agent Magazine 13

active member of her private lake community.

Karen has taught Sunday school at her church at Newfoundland United Methodist Church.

She was also on the West Milford Township Health Advisory Committee, as well as on the Passaic County Board of REALTORS® Board of Trustees.

Karen is one of the owners of RE/MAX Country Realty in West Milford. In 2010 Karen was honored as the NJAR REALTOR® of the Year for the Passaic county board of REALTORS®. Karen was also designated with a Distinguished Sales Award from NJAR and NJAR Circle of Excellence every year since 1987.

To learn more about Karen Wiedmann, please email KarenW@remax.net, or call (973) 222-7684

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

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

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

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

Where do Millennials prefer to buy?

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

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

What sort of communication do Millennials prefer?

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

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

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

Are Millennials ready to buy?

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

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

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

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

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

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BINA PATEL From a child living a hardscrabble existence in poverty-level conditions to award-winning Top Agent, Bina Patel’s life story is one of perseverance, hard work and ultimate triumph over adversity. Incredibly knowledgeable about her profession, and also imbued with an ingrained sense of empathy few Realtors share, she is both an inspiration and highly successful agent who has built her business on a foundation of honesty and integrity, along with a true desire to help her clients achieve their real estate goals.

Currently Managing Broker at Halo Realty in Piscataway, New Jersey, Bina – a Rutgers University Graduate who holds degrees in both Psychology and Business Administration, as well as a Human Resources Management Certification – began her career in real estate in 2015. “I was working part time in HR,” recalls Bina, “and a friend I’d known for years began urging me to become a Realtor. I trusted him, as he had helped my parents buy their first house, and I joined his brokerage.”

Since then, Bina has rapidly ascended the real estate ladder, based on her sterling reputation as a trusted real estate advisor. She has also devoted herself to continuing to learn about her profession, and she has earned the prestigious ABR (Accredited Buyers Representative), SRS (Sales Representative Specialist) and PSA (Pricing Strategy Advisor) industry designations.

would be her expert and thorough marketing strategies. Professional photography and videography are utilized exclusively, as are staging and cutting-edge technology like Matterport 3D tours that showcase each of her listings in the best light possible. Deft exploitation of the internet and social media platforms ensure maximum exposure, all of which translates into fast sales for top dollar, not to mention happy clients.

When she’s not working hard for her buyers and sellers, Bina enjoys nothing more than spending time with her family, and she also gives back to her community in a variety of ways, most prominently through her temple and its fundraising and charitable activities.

Looking to her very bright future, Bina’s plan is to continue growing her already skyrocketing business, but not at the expense of the exceptional, hands-on, go-above-and-beyond customer service she provides her clients and which has become synonymous with her name.

“The rewards this career has brought me are phenomenal,” says Bina. “I grew up with nothing, in a rented apartment. I enjoy helping others achieve, as my parents finally did, the joy of home ownership.”

“I deal with my sellers with compassion,” says Bina, when she is asked how she has managed to inspire such trust and loyalty amongst her customers, a significant portion of whom are returning clients and referrals. “I understand where they’re coming from. It’s the ability to have patience. I pride myself on the fact that there isn’t a single client I’ve worked with who has had anything bad to say about the service I provided them.” This statement is borne out by the perfect, five-star rating she currently holds on industry website Zillow.com.

There are many other factors that have played a significant role in Bina’s success story, and chief among them Top Agent Magazine

For more information about Bina Patel, please call 732-669-2777 or email BinaSellsHomes@gmail.com Copyright Top Agent Magazine 19

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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