NEW YORK 4-3-23

NEW YORK EDITION

BEYOND

MILLENNIAL BUYERS:

CLEANING AND DECLUTTERING:

Where They Are & What to Know

What Improvement Expenses Make the Most Sense?

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENTS

ASHLEY NAGY JOHNSON TSAI MICHAEL J. CONROY

COVER STORY

OTIS D. GORE

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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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OTIS D. GORE

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Top Agent Otis D. Gore of The Gore Team at Exit Realty Group represents all five boroughs of New York City, primarily serving home buyers and sellers in the Bronx.

For many years, REALTOR® Otis D. Gore worked as a top salesperson. He saw real estate as the next challenge in his life and decided in 2007 to get licensed. Since going full-time, he’s built The Gore Team at Exit Realty Group with ten agents who represent all five boroughs of New York City.

Primarily serving home buyers and sellers in the Bronx, Otis has devoted his career to helping others reach their real estate goals. He consistently goes above and beyond for his clients and is known for his reliability and expertise in the market. In his own words, “I don’t sell houses, I sell dreams.”

Most of Otis’ business comes from repeat clients and referrals, who he keeps in touch with regularly throughout the year. He has a well-designed 10 Copyright Top Agent Magazine

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marketing system to stay top of mind, which includes postcards, emails, texts, and professional photos. He is there throughout the entire process to make sure that his clients feel comfortable and confident in their decisions. Notably, Otis has shown every listing he has ever

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sold in person. “I believe in having a personal touch and being there. People like to see the person they hired actually show the property.”

With his brokerage, Otis participates in numerous charitable efforts to help out

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Notably, Otis has shown every listing he has ever sold in person. “I believe in having a personal touch and being there. People like to see the person they hired actually show the property.” his local community. He’s involved with the Bronx Chamber of Commerce and has been a part of turkey drives, coat drives, and annual driveway snow shoveling in the winter. In his spare time, he enjoys running, working out, and sports, which help him decompress from his busy schedule.

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On average, Otis completes around $10 million in sales volume per year, but that number has reached $15-20 million. As he looks to the future, he is planning to start a coaching business so that he can pave the way for younger agents in the business. “The main thing about being successful is that you have to pay Top Agent Magazine

it forward. It’s so important to lend a hand to other agents,” he says.

For the past 8 years, Otis has been in the top 1% of his company. Four of his agents have also been ranked among the top 5 agents at his agency, which is a reflection of both their talent as well as the

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efficiency of the team under Otis’ leadership. With hard work and his belief in the importance of always doing the right thing, growth seems inevitable for Otis and his team. “The key in this business is to stay focused and keep moving,” he explains. “All I ever want is what I earn.

Nothing more and nothing less.”

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To learn more about Otis D. Gore, call 347-387-5052 or email ogore@exitrealtygroup.com

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

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

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

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

Where do Millennials prefer to buy?

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

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

What sort of communication do Millennials prefer?

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

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

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

Are Millennials ready to buy?

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

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

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

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

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

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ASHLEY NAGY Ashley Nagy started her career as a real estate agent after buying a home of her own. “I worked with Shannon McCarthy to buy my house, who is now my team lead,” she explains. “I was looking for a flexible job that would allow me to spend time with my kids, so she encouraged me to look into real estate.” Despite having no prior experience in the field, Ashley quickly gained experience as a transaction coordinator and helped Shannon handle all of her sales at a high level. Within a year, Ashley started selling on her own and eventually became a full-time agent on Shannon’s team. With six years of experience under her belt, Ashley is now a successful REALTOR® who is dedicated to helping her clients find their dream homes. Serving Saratoga Springs, Lake George, and surrounding regions, much of Ashley’s business derives from repeat clients and referrals.

“It’s an absolutely gorgeous area,” she explains. “It’s a close-knit community of people that live here yearround. And the school district is very well known.”

Ashley loves where she lives, and finds joy in helping others buy or sell real estate here. She’s developed a reputation for delivering exceptional service, which has helped her business grow to exponential heights. “It’s very important to provide the best service from beginning to end,” Ashley explains. She understands the stress and deadlines that come with buying or selling a home and strives to be organized and stay on top of everything. “I’ve been a buyer and a seller, so I know how important communication is throughout the process.” Things move fast in this industry, and Ashley never leaves her clients wondering about the status of their transactions. She makes sure to touch base with them regularly to provide updates on the process, no matter how small. Ashley also prides herself on being quick to respond to calls or texts.

When it comes to marketing, Ashley spreads the word far and wide about her listings by utilizing a variety of Top Agent Magazine

creative and innovative methods. “Putting a sign in front of the house and pictures online isn’t enough, especially in a competitive market,” she explains. She uses YouTube videos, lifestyle videos, social media (such as Instagram and Facebook), house tours, and postcards to showcase the properties she represents. Additionally, she invests in professional photography and drones to capture the best possible images of each property. With her impressive sales record of over 60 properties sold in the past year and her team’s volume of over $146 million, Ashley has the resources to invest heavily in marketing to give her listings the best possible exposure.

Community plays an important role in Ashley’s life. “I live in Lake George and own two rental properties here, my kids go to school here and my husband is on the Zoning Board,” she explains. “My dad and brother own local businesses here. So we are really passionate about Lake George.” Ashley and her family love to spend time outdoors and enjoy all the activities this area has to offer.

Ashley’s goal is to hit 100 sales this year, and there’s no doubt she’s on the right track. She can’t wait to see where her path leads. “The relationships I get to build are really my favorite part about what I do. I get to meet so many different people.”

To contact Ashley, please call 518-698-6012, email ashley@mccarthysells.com or visit her team’s Facebook, Instagram, or YouTube https://www.facebook.com/theshannonmccarthyteam/

https://www.instagram.com/theshannonmccarthyteam/

https://www.youtube.com/user/SMcCarthyChannel

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JOHNSON TSAI A 10-year resident of New York City, REALTOR® Johnson Tsai is an expert in finding the best apartments and homes in downtown Manhattan, midtown, and Long Island City. He originally moved to NYC to attend New York University, where he received a Bachelor of Arts in Economics and a minor in Business. Deciding to stay in the city, he began looking for an apartment and found the process frustrating because of a lack of transparency. Vowing to make the system better, Johnson started working as an intern at a real estate brokerage in 2017. He went full-time as a licensed salesperson agent just one year later and is now working with many of his trusted colleagues on different building portfolios.

Johnson juggles a variety of projects at all times, from walkups in Nolita and new developments on the Lower East Side to renting out two luxury apartment buildings in Long Island City. Making the most of his network from NYU, he helps many friends and peers in finding apartments throughout the city. He approaches every transaction with honesty and transparency, and as a result he has received many glowing reviews from people he has worked with over the years. No matter what the property or price point is, Johnson will be there from the beginning to end of the process to make sure everything is running smoothly.

He even attends all his closings and checks on his clients after the first two weeks as well as several months later to see how they are doing.

With a strong social media presence, including informative TikTok videos and Instagram Reels, Johnson has become known in the city for his knowledge of the market, efficiency, and communication skills. “Social 20

media in general has been a great way to spread the word about listings,” he says. “As soon as someone reaches out to us, I immediately respond to start building the connection.”

When he’s not working, Johnson makes the most of being in a city with as much to offer as NYC. “I love being able to walk around and discover new restaurants and places to visit. There’s something different to explore every day,” he says. He and his friends also enjoy concerts and visiting museums —at least one per month.

Annually, Johnson completes around 100+ rentals and 6-7 sales. As rentals are the bulk of his business, he focuses on them during the week and does open houses on the weekends for sale properties. As he continues to grow, he plans to move more into sales, eventually learning the commercial side as well.

“With everything I do, I’m committed to providing a more transparent and educational process for my clients. I don’t want anyone to go through what I went through with finding an apartment.”

Contact Johnson Tsai at 949-350-2018, email Johnson@REALNewYork.com, or visit realnyproperties.com, or check out his Instagram profile @johnsontsairealestate. www.

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

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

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

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

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

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

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

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

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

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

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MICHAEL J CONROY Michael Conroy’s journey into the world of commercial real estate began in the late 2000s, during the financial crisis. He initially started purchasing commercial properties as investments, which later led him to transition to the brokerage side.

“I worked with a broker, Richard Rock, for my acquisitions, dispositions and leases, and he convinced me to join him,” he explains. “I still work with him to this day.” With over five years of experience as a REALTOR®, Michael has established himself as a highly regarded commercial real estate agent with a unique perspective. His diverse background in the industry as both a buyer and a broker has allowed him to bring a fresh and innovative approach to his work, giving him an edge in handling the complexities of commercial real estate transactions. He understands the intricacies of the market and is always on the lookout for the next big opportunity.

Serving upstate New York, much of Michael’s business consists of referrals. “There’s been a lot of expansion and growth here, with the housing market really taking off recently,” Michael explains. “This all trickles down into the commercial sector.” Michael’s clients consistently refer him to their friends and family because of his integrity, empathy, and honesty. He prioritizes their needs over his own and strives to build relationships rather than simply making a sale. His approach involves listening to his clients’ needs and concerns and providing his honest opinion, even if it is not always what they want to hear.

“Then, I work with them to come up with the best solution to whatever they’re looking to do, whether it’s purchasing a multifamily building or looking at other cash-flowing properties.” He takes a collaborative approach, working closely with his clients to achieve their goals and objectives.

Michael stays in touch with his past clients by actively reaching out to them at least a couple of times a year. He understands that commercial transactions can Top Agent Magazine

take longer, sometimes up to nine months to a year, so he makes sure to communicate frequently during that time. Michael utilizes various methods to stay connected, including picking up the phone to check in, sending holiday greetings via Constant Contact, and even sending out branded gifts to express gratitude.

When Michael isn’t working, he loves to spend time with his family, including his wife and their three children. He’s also an avid golf player and takes every moment he can to practice his swing.

If Michael could impart any words of wisdom to someone coming into this field, he would encourage them to always provide fair and reasonable treatment.

“If you can give your clients a high level of integrity, even when things are tough and you’re trying to make it happen, I think that serves you well. It’s all about building trust with people.” It’s this approach that has led to his continued success, and he shows no signs of slowing down.

To get in touch with Michael J Conroy please call 585-735-7739, email michael.conroy@expcommercial.com, or visit upstatecommercialrealestate.com www.

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