COMMERCIAL INDUSTRY ON A HIGH RISE NJREALTOR.COM REALTOR NEW JERSEY ® September/October 2022: VOLUME 8 ISSUE 5
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16 Tech Column: Make Your Website Work for You: Tips to Turn Visits Into Clients CONTENTS September/October 2022 President’s View: Apply for a 2023 Committee CEO’s Desk: New Lead RequirementsRemediationNowinEffect Important Dates & Deadlines Legislative Update: Real Estate Teams Update The Commercial and Residential Real Estate Connection Town Spotlight: Ringwood: A Nature Lover’s Paradise 14108654 Creative Ways to Sell Your ThreeCommunityUpandComing Towns Educational Foundation Scholarship Recipients Board/Association News28242118 14 NJRealtors editor@njrealtor.com Jarrod C. Grasso, RCE Chief Executive Officer PUBLIC RELATIONS AND MARKETING DEPARTMENT Colleen King Oliver Director of Public Relations & Marketing | editor@njrealtor.com Erin McFeeters Content Coordinator Lisa Fant Communications Coordinator 2022 OFFICERS Robert White President Nick Manis President-Elect Gloria Monks First Vice President Gloria Siciliano Treasurer ADVERTISING SALES Laura Lemos | laura@boja.com973-822-9274 DESIGN Rebecca Ryan McQuigg | Encompass Media Group Newrebecca@encompasspubs.comJerseyRealtors®provides legal and legislative updates as well as information on a variety of real estate related topics solely for the use of its members. Due to the wide range of issues affecting its members, NJ Realtors® publishes information concerning those issues that NJ Realtors®, in its sole discretion, deems the most important for its members. The content and accuracy of all articles and/or advertisements by persons not employed by or agents of NJ Realtor® are the sole responsibility of their author. NJ Realtors® disclaims any liability or responsibility for their content or accuracy. Where such articles and/or advertisements contain legal advice or standards, NJ Realtors® recommends that NJ Realtors® seek legal counsel with regard to any specific situation to which they may seek to apply the Newarticle.Jersey Realtor®, publication number 13260, ISSN number 00285919. Published bi-monthly each year. Member subscriptions allocated annually from annual dues: $3. Non-member annual subscription: $10. Known office of publication: 10 Hamilton Avenue, Trenton, NJ 08611. Periodicals postage paid at Trenton, NJ 08611 and at additional mailing offices. POSTMASTER: Send address change to Editor, 10 Hamilton Avenue, Trenton, NJ 08611. NEW JERSEY REALTOR® A publication of New Jersey Realtors® 10 Hamilton Avenue Trenton, NJ 08611 Phone: njrealtor.com609-341-7100 @njrealtorsNJRealtors @NJ_Realtors NJ Realtors 2 | NEW JERSEY REALTOR ® | September/October 2022 Sudoku puzzle solution: 26 RealtorThe®DifferenceChecklist
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3. Learn something new. Lack of experience in a field doesn’t preclude you from applying and a committee is a great way to learn from your peers about a specific facet of the business.
If you’re still not quite sold, here are 7 reasons you should apply for a 2023 NJ Realtors® Committee:
4 | NEW JERSEY REALTOR ® | September/October 2022
t’s that time of year again—committee applications are open! If you’re reading this and not quite sure what I’m talking about, let me explain. New Jersey Realtors® is governed by a set of 22 committees made up of volunteers from around the state. These committees help shape decisions on everything from education to government affairs. Each committee usually meets a few times a year and, since 2020, a majority of those meetings have been virtual so it’s easier to fit into your schedule.
4. Earn a NJ Realtors® Circle of Excellence industry unit for 2023. Serving on a committee earns you one industry unit for the year you serve. Better to have and not need than need and not have.
1. There’s something for everyone. Maybe real estate is your second career and you have 10 years experience in another field—bring that expertise to the table.
2. Have a hand in decision making. Committees make real, applicable decisions to an organization you belong you.
5. Network with Realtors® from around the state. You might know all your local fellow Realtors®, but since committees are made up from all 21 counties, you’ll have the opportunity to meet and network with professionals from all around New Jersey.
7. Share your local experience. A benefit of this volunteer position is the ability to have your voice heard from your local area in a statewide setting and bring the issues that matter to you to a central forum. For a list of available committees and how to apply visit njrealtor.com/committee-selection. Applications due by Oct. 21, 2022. 2023 Committee BY ROBERT WHITE
PRESIDENT’S VIEW Apply for a
I
6. Experience is beneficial for future leadership. Thinking about a leadership role in the future? A committee is the place to start.
If you know of a municipality not prepared for the new lead paint law requirements, please submit that information NJ Realtors®. The association will share submissions with the DCA. Visit njrealtor.com/lead for additional resources and updates.
NEW JERSEY REALTOR ® | September/October 2022 | 5
There are two types of lead-based paint inspections, and the requirements depend on the lead levels in children in the municipality of the rental property. A visual inspection looks for deteriorated paint, surface dust, debris, or residue, while a dust wipe sampling will collect a sample by wiping floors, windowsills, and more.
All information is from the New Jersey Department of Community Affairs presentation slides. For more information, visit njrealtor.com/lead.
New Lead RequirementsRemediation Now in Effect
After the initial inspection, unit inspection is required every three years or upon tenant turnover, whichever is earlier.
In cases where inspectors find lead paint hazards, the property owner has two remediation options. Remediators can use interim control methods such as paint stabilization and smoothing surfaces to reduce lead exposure temporarily. In cases where interim controls don’t suffice, remediators can use abatement methods—removing building components containing lead-based paint hazards.
FROM THE CEO’S DESK
The new law, which is now in effect, requires lead paint inspection and remediation for residential one- and twofamily rental properties upon tenant turnover or by July 24, 2024, if there is no tenant turnover. Currently, the law is not tied to time-of-sale requirements, and multiple dwelling units have long been regulated for lead.
Municipalities with a permanent inspector will be required to complete the inspections. Municipalities without a permanent inspector must hire a lead evaluation contractor. In either case, the landlord or owner can directly hire a lead evaluation contractor to perform the inspection.
F or the past several months, NJ Realtors® Government Affairs Department has been hard at work disseminating vital information regarding the new lead-based paint law, which went into effect on July 22 of this year. Before the law took effect, the association hosted a webinar with the New Jersey Department of Community Affairs and New Jersey Department of Health. Questions came in by the hundreds, and more than 2,000 members tuned in to further their knowledge about the law. For those who missed the webinar, the presentation is available to download at njrealtor.com/lead
6 | NEW JERSEY REALTOR ® | September/October 2022 IMPORTANT DATES & DEADLINES SEPTEMBER OCTOBER NOVEMBER DECEMBER 6 Daylight Saving Time Ends 8 Election Day 11-14 National Association of Realtors® NXT 11 NJ Realtors® Office Closed—Veterans Day 24 NJ Realtors® Office Closed—Thanksgiving 25 Native American Heritage Day 25 NJ Realtors® Office Closed—Black Friday 5 Yom Kippur 7 Realtor®-Palooza 10 Indigenous Peoples’ Day 10 Columbus Day 16 Boss’s Day 24 Diwali 26 Law Against Discrimination Course 31 Halloween 5 NJ Realtors® Office Closed—Labor Day 11 Grandparents’ Day 13 Board of Directors Meeting 20 YPN Kickball Tournament 22 Realtors® Care Day 25 Rosh Hashanah Begins 5-8 Triple Play ConventionRealtor®&Trade Expo 18 Hanukkah Begins 24 Christmas Eve 25 Christmas Day 26 Kwanzaa 31 New Year’s Eve In commercial real estate financing, “experience” is what matters most. Commercial Mortgage Depot (CMD) is a nationwide commercial real estate financing firm. We offer wholesale first mortgage commercial loans as a direct lender. We also have the flexibility to tailor the right loan product for the borrower, as a correspondent or agent, through our investor network Our highly trained, knowledgeable staff examines each transaction to place it in the best program based on your unique scenario. We understand the complexity of a commercial transaction in today's market and most importantly, we have the relationships with lenders, investors and banks to close deals efficiently and quickly. Conventional Commercial Apartment Buildings, Mix Use Office, Warehouse, auto repair and many more property types. Bridge Construction and Fix & Flips Construction Loans Stated 1 to 4 Investment Loans “No Tax Returns Required” SBA 7a & 504 Loans Window Manufacture Pallet Manufacture, Restaurant, Day Care and many more Cannabis Funding Commercial Mortgage Depot Your Home for Commercial Mortgages Office: 973 742 1111 Fax: 973 742 www.commercialmortgagedepot.com8899
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NEW JERSEY LEGISLATIVE BILLS
8 | NEW JERSEY REALTOR® | September/October 2022 LEGISLATIVE UPDATE
New Jersey Realtors® Position: OPPOSE We oppose this bill given the concerns about potential impacts for real estate transactions and are seeking an amendment excluding requests for housing purposes from this bill.
New Jersey Realtors® Position: SUPPORT WITH AMENDMENT We support this bill with an amendment to indicate the funding will come from HMFA funding as opposed to the general fund of the state budget.
Items Discussed in Bulletin 22-07
• Licensees can only accept commission payments through their broker of record, not from their team leader or a member of their team.
• Team webpages are permitted, as long as they comply with the Real Estate Licensing Act and REC regulations.
• Teams cannot operate out of separate, satellite offices unless properly licensed with the REC in line with applicable statutes and regulations. Teams must be supervised by a broker of record or broker-salesperson, and they must maintain normal business hours.
Real Estate Teams Update
• Brokers of record are responsible for supervising all licensees within their office, regardless of whether they are a member of a team or have a separate team leader.
Bill History: 2/10/2022 – Introduced in Senate and referred to the Senate Community and Urban Affairs Committee 2/28/2022 – Introduced in Assembly and referred to Assembly Housing Committee 5/9/2022 – Reported out of Senate Committee and referred to Senate Budget and Appropriations Committee
BY BRUCE SHAPIRO
Bill History: 1/11/2022 – Introduced in Assembly and referred to Assembly Environment and Solid Waste 5/12/2022Committee–Introduced in Senate and referred to Senate Environment and Energy Committee A2785 – Freiman (D16), Jaffer (D16) “New Jersey American Dream Act,” appropriates $25 million to provide down payment and home repair assistance to low and moderate income first-time homebuyers.
A3145 – Moen (D5), Danielsen (D17)/S919 –Beach (D6), Corrado (R40) Prohibits open public records request for commercial purposes.
New Jersey Realtors® Position: OPPOSE We oppose this bill as it adds a new timeof-sale requirement that can be costly and challenging depending on the time of year a home is sold.
New Jersey Realtors® urges members of real estate teams, brokers who have teams operating within their offices, or those Realtors® interested in forming or joining a real estate team to review the contents of Bulletin 22-07 to ensure they’re in compliance with all relevant statutes and rules.
• All applicable advertising regulations must be complied with by real estate teams including the name of the broker on record with the REC.
Over the years, there have been many questions about the operation of real estate teams in New Jersey as they become more popular within the real estate profession. While these are not new regulations, the NJ Real Estate Commission has adopted Bulletin 22-07 to provide guidance and clarification as to how real estate teams should operate. Bulletin 22-07 includes important guidance on how real estate teams can conduct business in New Jersey under the existing statutes and regulations of the REC. It includes information on broker supervision requirements, how members of a real estate team can be paid commission payments through their broker, the office location requirements where teams can conduct business, and the obligation to comply with the advertising rules.
Bill History: 1/31/2022 – Introduced in Senate and referred to Senate State Government, Wagering, Tourism & Historic Preservation Committee 3/7/2022 – Introduced in Assembly and referred to Assembly State and Local Government Committee A1755 – McKeon (D27), Calabrese (D36)/S2505 – Smith (D17), Greenstein (D14) Requires installation of operational automatic rain sensor on lawn sprinklers as condition of sale and on lawn sprinklers on commercial, retail or industrial property, and in common interest communities within specified timeframes.
Visit njreal.to/real-estate-teams for more information.
njrealtor.com/realtorpaloozaOct.7,2022
“The news that Amazon scrapped their plan to build a regional cargo hub at Newark Airport has pumped the brakes a bit on the industrial sector,” said Michael Schipper, senior executive director of The Blau & Berg Co. in Short Hills. “We’re also hearing that companies like Target have inventory they can’t sell so they won’t be ordering more.”
The Commercial and Residential REAL CONNECTIONESTATE BY MICHELE LERNER
“Homes are taking a little longer to sell since mortgage rates began to rise. That’s leveling the playing field for buyers, but inventory is still extremely low, especially in Cherry Hill, Voorhees and Camden and Gloucester counties,” said Desai.
“Residential real estate agents may have more insight into migration patterns than commercial agents,” said Bronsnick.
INDUSTRIAL
W hile some real estate agents handle both commercial and residential transactions, most specialize in one market segment. Even within the commercial real estate industry, many agents focus on one property area. However, there are synergies between commercial and residential real estate and trends in each market that can influence others.
“Residential and commercial real estate are connected,” said Peter Bronsnick, executive managing director and managing principal for the New Jersey market at Cushman and Wakefield. “We watch trends in residential real estate that help us track labor migration that would impact commercial development.”
Typically, commercial real estate trends trail residential real estate by 18 to 24 months, said Bronsnick.
According to the June housing data reports from New Jersey Realtors®, residential closed sales dropped 12.9% compared to this time last year.
“For example, we saw a big migration into suburban New Jersey from New York when COVID-19 started, which brought next generation talent and executives to the outer suburbs who are now figuring out what they want to do next.”
“Development of residential areas drives retail development,” said Ken Richardson, executive director of Vantage Commercial Real Estate in Cherry Hill. “When you see a new 55+ community under development, investors will look at purchasing a nearby shopping center and switching it to medical tenants who can serve the residents of that new community,” said Richardson.
New Jersey’s residential real estate market has been robust since the pandemic began despite low inventory and a lack of new development, said Raki Desai, Realtor® with Vantage Residential Real Estate in Cherry Hill.
New Jersey’s strongest property sector–and the most attractive commercial real estate sector for investors has been the industrial market. “We’ve seen unprecedented growth in rents, high demand, and low vacancy rates,” said Bronsnick. However, supply chain issues and recession fears are impacting the industrial sector.
10 | NEW JERSEY REALTOR® | September/October 2022
Trends in Commercial Real Estate Sectors Inflation and rising mortgage interest rates are impacting all parts of the real estate market. Here’s a look at several commercial real estate sectors.
“Since COVID-19 we’re seeing more demand for event spaces for 75 people or less. The business model for some of these places is just a space with tables and chairs. The event planners need to bring in everything else.”
OFFICE
NEW JERSEY REALTOR® | September/October 2022 | 11
Despite the competition from e-commerce, retail in walkable areas or near dense residential neighborhoods is doing well, said Schipper.
There’s a backlog of clients who want to purchase industrial properties, said Richardson. Ninety percent of Vantage’s commercial business is within a 30-mile radius of Cherry Hill. “We sold three industrial sites in the past 18 months, but we could have sold 30,” said Richardson. “There’s more supply of industrial space in Northern New Jersey, but it’s still limited in our area.”
The office market is struggling because many employees still prefer to work at home.
Schipper thinks the U.S. is already in a recession and the oversupply issue will exacerbate the cooling off in the industrial sector. “More tenants will push back on rent increases, especially in the secondary and tertiary markets,” said Schipper.
“Shopping areas with a strong anchor tenant and service-oriented shops such as nail and hair salons and dry cleaners have low vacancy rates and good values,” said Schipper.
“However, we have tremendously low vacancy rates in warehouses in New Jersey and a densely populated, affluent region, so investors are still extremely interested in the industrial sector here.”
There’s a shift in focus from larger warehouses to smaller distribution sites that provide “last mile” services and address demand for same day delivery, said Bronsnick. Meaning more warehouses are needed close to residential areas.
RETAIL
“We’re likely to see more vacant commercial real estate properties converted to residential use,” said Desai.
Bronsnick said retail markets in downtown areas in markets such as Ridgewood, Summit, Chatham and Red Bank are “Mom-and-popthriving.retailis strong and we’re also seeing some larger shopping center sites converted into use for dental offices and even event spaces,” said Richardson.
Working from home has had a big impact on the residential market, increasing demand for larger apartments and homes with room for more than one office, said Desai.
“The New Jersey industrial market is cooling a little, but that only means it’s shifting from white hot to hot,” said Bronsnick.
“Employers need to find innovative ways to improve the culture and environment in their space so the office becomes a place where employees want to be,” said Bronsnick. “The suburban office market is a little more active than urban locations because of labor migration to the suburbs. The challenge for urban locations is that people are still hesitant to use public transit.” Office vacancy rates are up to 9.3% in southern New Jersey, said Richardson. “Investors are staying away from the office sector until companies figure out how to get workers back into the office,” said Richardson. “There’s a disconnect because workers want to be at home 100% and companies want them in the office, so some are compromising on two days a week.”
The lack of inventory for homebuyers, high prices and rising mortgage rates combined to increase demand–which was already high–for rentals, said Chris Cervelli, a broker and Realtor® with Cervelli Real Estate and Property Management in North Bergen.
“We’recosts. seeing a narrower group of institutional investors and high-networth individuals in multifamily development because of these higher costs,” said Bronsnick.
When inventory of homes is low, Desai recommends staying connected with builders and thinking outside the box for opportunities.
Sellers still think they’ll see multiple offers and higher prices, but buyers are pulling back a little.”
“Regional malls are suffering throughout New Jersey because of competition from e-commerce, so owners are looking to create experiential retail as a reason to shop,” said Bronsnick. “Some of them are turning over some space for medical outpatient use to create some synergy for people to come in for a doctor visit, have lunch at a restaurant and shop.”
“And now with interest rates up, there’s a disconnect between buyers and sellers of multifamily properties.
Sales of multi-family buildings have slowed because of higher rates, but Cervelli is optimistic once mortgage rates stabilize in the 4% to 5% range, the velocity of the market will ramp up “Theagain.demographics are strong for multi-family purchases because we have baby boomers selling their buildings to pass their money on to their heirs and 25 to 40-year-olds who are raising capital to buy them,” said Cervelli. “There’s also elevated demand for rentals because of the lack of homes to buy.”
12 | NEW JERSEY REALTOR® | September/October 2022
In southern New Jersey, the investor market for duplexes and triplexes continues to be strong, said Desai. “We have a lot of buyers who will live in one unit and rent out the rest as well as some who buy a building and rent out all the units,” said Desai. Taxes are a big issue for landlords, along with increased operational costs, said Cervelli. In Jersey City, for example, property taxes will rise 26% in the third quarter of 2022, according to “RentCervelli.growth is likely to continue but it won’t necessarily cover higher taxes and insurance, rising interest rates, higher utility costs and wage increases for staff,” said Cervelli. Rising interest rates and supply chain issues are also increasing development
Bronsnick anticipates seeing more malls repositioned as owners try to monetize their real estate and convert malls for multi-family or hospitality use.
A good broker or agent should be tied into their market and keep up with all the local development news, said “YouRichardson.needto be networking every day so you know what’s going on in your market,” said Richardson. “Agents should be looking at things with a vision for the possibilities, including converting commercial space for other uses.”
Linking Residential and Commercial Trends
MULTIFAMILY
“People may not appreciate the correlation between the realms of residential and commercial real estate,” said Bronsnick. “Both sides need to know about demographics, communities, migration patterns and Whiledevelopment.”bothsides of the real estate market may be buffeted by inflation and higher mortgage interest rates, Bronsnick is bullish on the future of New Jersey real estate.
“The problem is that we still lack enough quality rental properties in Northern New Jersey,” said Cervelli.
Shopping malls are a different story.
“There’s plenty of money out there to invest in real estate, but people are waiting for a correction,” said Bronsnick. “Investors see a correction as an opportunity to buy property. 2023 is anticipated to be a difficult year for business, but I expect it to plateau rather than for prices to drop. After that, real estate will continue to flourish because it’s a hard asset that people can rely on to build and preserve wealth. Real estate lends itself to a stability that can’t be replicated in the stock market.”
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Geography plays a role in the secluded feel as there are only three ways into the town, which is surrounded by water, forest, hills, and the mountains. In fact, one theory as to the town’s name is it is truly encircled by woods. When in Ringwood, you truly feel encompassed in nature. During the height of the pandemic, this made the area extremely appealing. As people sought ways to spend time outside, it became clear Ringwood could offer it all.
Deputy Mayor Jaime Landis said since that time, they have seen a boom in Ringwood’s housing market.
14 | NEW JERSEY REALTOR® | September/October 2022 TOWN SPOTLIGHT
R
According to NJ Realtors® June 2022 housing data reports, single family homes in Ringwood were on the market for just 29 days and received an average of 107.1% of the list price. Homes prices throughout the state are on the rise, and Ringwood is no different with its median sales price clocking in at $450,000, a 15.1% increase Councilwomanyear-to-date.Michelle Kerr said she always wanted to raise her family in a town where “people waved back”—and she found that in Ringwood. She said anytime she’s out walking with the kids, everyone waves—whether they know her or “Ringwoodnot. is also a place where kids can be kids—spending all day outside instead of stuck indoors,” said Kerr. “It’s a friendly town where everyone really has a sense of community spirt, which is something often lost these days.”
Landis agrees and said although there’s no question the area is special due to its connection with the environment, it’s
RINGWOOD A Nature Lover’s Paradise BY LINDSEY GETZ
ingwood has been called a nature lover’s paradise—and for good reason. Situated among the Ramapo Mountains and surrounded by lakes, the town has an ecotourism draw. Those seeking a connection with the outdoors can find plenty to do—while the town’s friendly community spirit often draws people to take up roots and stay. Ringwood holds a key place in history because of the area’s large deposits of iron ore. During the Revolutionary War, Ringwood Ironworks produced arms for the Continental Army. Today, residents and visitors are drawn to the natural beauty of the region and the recreational opportunities this affords. Though a mere 40-minute drive from Manhattan, Ringwood feels a lot like a hidden gem full of appealing green space and soothing water.
NEW JERSEY REALTOR ® | September/October 2022 | 15
Ringwood Manor Photo courtesy of Michelle Kerr hosts Victorian Christmas open house weekends with tours, holiday tea, and fine arts sales. It’s also difficult to go far in Ringwood without seeing water. The region is home to the Monksville Reservoir, which is surrounded by forest and offers paddle boarding and kayaking lessons and rentals. Visitors can also rent a dragon board, a four-person racing style paddleboard, to tour the Reservoir.
the people that set Ringwood apart. “The magic of Ringwood comes from the people,” said Landis. “It lies in the spirit of our volunteers and the way that we are all there for one another.”
TOWN SPOTLIGHT
Whether coming for the day or looking for a home, Ringwood has much to offer. This provides the opportunity to take in a show, enjoy a top-notch meal, or just enjoy the sights of the city. Ringwood also provides a perfect escape from the hustle and bustle— where life is enjoyed at a slightly slower pace and people are truly connected to their natural surroundings. To many, Ringwood is a place to live in the present moment and enjoy the magic of community.
Photo courtesy of Michelle Kerr
State Park is a key draw to the area. According to the New Jersey State Park Service, it boasts shimmering ponds and streams, specialty gardens, and an intricate trail system. It also has The State Botanical Garden and Ringwood and Skylands Manors, which make lovely day trip destinations. During the holiday season, the manors are decorated beautifully and draw people in for tours.
For those who move to Ringwood, the town is made up of private lake communities residents can join, much like they would a local pool. These communities host recreational swimming, ice cream socials, and more old-fashioned fun. For visitors or those without a private lake membership, there is Shepherd Lake, part of Ringwood State Park. This public lake offers boating, fishing, and a stunning backdrop to hiking, biking, and Ringwoodpicnicking.
For
BY WILLIAM THOMPSON NJ REALTORS® DIRECTOR OF TECHNOLOGY
TIPS INTOTURNTOVISITSCLIENTS
First impressions are lasting in your day-to-day business and even more so for your website. On average, website users take only seven seconds to decide if they want to stay and browse or go and never return. You don’t need to be a web developer, or even hire one, to have a website with a clean, modern design. Website builders such as WordPress, Wix, and Squarespace provide free, and low-cost customizable themes to fit your personal brand. With over 50% of web traffic originating from mobile devices, it’s vital find a mobilefriendly and responsive website to best promote your business. Ensure your website is available to everyone by selecting a theme that adheres to the Web Content Accessibility Guidelines—this is even more important as lawsuits continue to mount claiming Americans with Disabilities Act violations for websites.
Did you know 41% of buyers’ look online at properties as the first step in their home buying journey? Take your website to the next level by including available listings. Most MLSs include two options for displaying listing details: iframe and RETS feed. An iframe is an embedded search tool with setup as simple as copying code provided by your MLS and pasting into your website builder. While very easy to setup, an iframe approach has very limited, if any, customization options, which may feel disconnected from your website. A RETS feed is an integrated approach that allows complete control over the display and search functionality; however, this is much more technical and may require a developer. Check with your website builder; there may be plugins available to make setup a breeze and really wow your visitors.
PROMOTE YOURSELF Treat your website’s homepage like your five-minute pitch. Most visitors don’t make it past the homepage— this is your opportunity to show what separates you from the competition. Photos and videos are great ways to grab and keep attention. Don’t forget to add links to your social media and let your personality speak for itself. If you’re looking for more than a one-page website, try adding some blog posts. Buying and selling a home can be a scary process, but your expertise can ease those fears. To build readership, add a link to the content in a newsletter, post on social media, or email to answer common questions you receive from clients. Visitors browsing your site will find trust in your knowledge and you as their agent.
DISPLAY LISTINGS
16 | NEW JERSEY REALTOR® | September/October 2022 TECH COLUMN
LEAD GENERATION
CLEAN WEBSITE DESIGN
The main goal of your website should be to generate leads and ultimately gain new clients. There are a couple of routes you can take to accomplish this goal, ranging from a simple page with your phone number and email to a contact form where users enter their information for you to contact them. A contact form allows you to track leads back to your website and ensure you’re seeing a profitable return on your investment. Typically, once a user submits the contact form you receive an email containing the details. More advanced setups can allow you to automate tasks such as: emailing a template response, subscribing to your newsletter, or even integrating into your calendar to set up an appointment to meet. Make sure you display a distinct button on your website’s homepage, preferably visible without scrolling, to ensure visitors have a clear path to contact you.
Make Your Website Work You PRO TIP
If you’re looking for content for your website or newsletter, visit our consumer site at nj.realestate/find for sharable blog posts, market stats, and more!
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Protect your clients from rising interest rates.
§RateShield Approval is a Veri ed Approval with an interest rate lock for up to 90 days. If rates increase, your rate will stay the same for 90 days. If rates decrease, you will be able to lower your rate one time within 90 days. Please contact your Home Loan Expert for additional information. This o er is only valid on certain 30-year purchase loans. Additional conditions and exclusions may apply. Your client’s participation in the Veri ed Approval program is based on an underwriter’s comprehensive analysis of their credit, income, employment status, debt, property, insurance and appraisal as well as a satisfactory title report/search. If new information materially changes the underwriting decision resulting in a denial of the credit request, if the loan fails to close for a reason outside of Rocket Mortgage’s control, or if the client no longer wants to proceed with the loan, their participation in the program will be discontinued. If the client’s eligibility in the programdoes not change and their mortgage loan does not close, they will receive $1,000. This o er does not apply to new purchase loans submitted to Rocket Mortgage through a mortgage broker. This o er is not valid for self-employed clients. Rocket Mortgage reserves the right to cancel this o er at any time. Acceptance of this o er constitutes the acceptance of these terms and conditions, which are subject to change at the sole discretion of Rocket Mortgage. This is not a commitment to lend. Additional conditions or exclusions may apply. Rocket Mortgage, LLC; NMLS #3030; www.NMLSConsumerAccess.org. Equal Housing Lender. Licensed in 50 states. AL License No. MC 20979, Control No. 100152352. AR, TX: 1050 Woodward Ave., Detroit, MI 48226-1906, (888) 474-0404; AZ: 1 N. Central Ave., Ste. 2000, Phoenix, AZ 85004, Mortgage Banker License #BK-0902939; CA: Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act; CO: Regulated by the Division of Real Estate; GA: Residential Mortgage Licensee #11704; IL: Residential Mortgage Licensee #4127 – Dept. of Financial and Professional Regulation; KS: Licensed Mortgage Company MC.0025309; MA: Mortgage Lender License #ML 3030; ME: Supervised Lender License; MN: Not an o er for a rate lock agreement; MS: Licensed by the MS Dept. of Banking and Consumer Finance; NH: Licensed by the NH Banking Dept., #6743MB; NV: License #626; NJ: New Jersey – Rocket Mortgage, LLC, 1050 Woodward Ave., Detroit, MI 48226, (888) 474-0404, Licensed by the N.J. Department of Banking and Insurance.; NY: Rocket Mortgage, LLC, 1050 Woodward Ave., Detroit, MI 48226 Licensed Mortgage Banker-NYS Department of Financial Services; OH: MB 850076; OR: License #ML-1387; PA: Licensed by the Dept. of Banking – License #21430; RI: Licensed Lender; WA: Consumer Loan Company License CL-3030. Conditions may apply. – 2022 Rocket Mortgage, LLC. All rights reserved. Lending services provided by Rocket Mortgage, LLC, a subsidiary of Rocket Companies, Inc. (NYSE: RKT). Rocket Mortgage, 1050 Woodward Ave., Detroit, MI 48226-1906
“I choose to make my clients my family in this business,” said Shah.
“When a new buyer or seller comes in, I add them to the group,” said Shah. “It’s like one big family. We help each other out.”
“It’s has over 2,000 residents involved. It’s non-political and nonbullying. We celebrate wins and share community events,” said HeLevine.believes when people get to know Mike at the bagel store or Jerry at the local mechanic shop, people begin to understand knowing these people is a bridge to knowing more people.
18 | NEW JERSEY REALTOR ® | September/October 2022
Selling one’s community in innovative and authentic ways involving local businesses and individuals has been many New Jersey Realtors®’ biggest strengths. Realtors® across the state have found their own unique approaches to boosting or enticing others to visit or come live in their cities and towns. They become unofficial ambassadors where they live, work, and play.
S elling real estate is more than just selling homes. As Realtors®, it’s about connecting people and being involved with the community.
Shah also is very active on social media, and has grown his group on Telegram, an instant messgage platform, to over 3,000 members.
Levine was born and raised in the same town he now works, and does as much as he can to help his community thrive. He volunteers with the local government and his town’s Little League. Levine also produces videos of local businesses to help new residents meet some of the best townsfolk.
“Business comes from relationships, and relationships come from shared experiences–a phone call, pushing the elevator button at the same time, a cup of coffee together, or a game of golf.”
If someone needs a good dentist or is looking for a plumber, he stops what he is doing four times a day for about 15-20 minutes each time to answer the questions.
“It offers tons of value and gives a community feel,” said Levine.
Small Backyard Get-Togethers Nikunj (Nikki) Shah is a Realtor® and used to host client appreciation parties every year. Since COVID-19 put a hold on those, he decided to invite small groups each weekend to his backyard oasis for small barbecues to help people meet others.
Levine began a Facebook group during the height of the pandemic called We Are New Milford, and it continues to grow. He invites his clients, even those who haven’t bought a house yet, to join. It connects people with local attorneys, financial advisors, small business owners, and so many more to help them feel they belong and have friends.
“They become friends. Most are new here, and that’s how we get connected,” said Shah, Realtor® at Long & Foster Realty, Cherry Hill. “We have the pool, drinks, and food. They call me Mr. Connector in South Jersey.”
BY LEE NELSON
“I help people find their place in the world,” said Jason Levine, who co-owns ONE94 Real Estate Group in New Milford.
Creative Ways to Sell CommunityYour
She also keeps a long list of painters, dentists, restaurants, inspectors, and more.
“One of my clients said, ‘Just seeing your name on my phone calms me down,” said Gonen, Realtor® with the Better Home and Gardens Real Estate Green Team of New Jersey Realty.
Judith Weiniger
As a member of the Economic Advisory Committee in Vernon Township, Gonen recognized the need for more business in her town.
Gonen also serves on the town’s Beautification Committee. There are only five citizens on it, and “we do everything together,” said Gonen. “We make Vernon more pleasing to the eye, and hopefully, other people will want to move Shehere.”suggests putting together a list of local businesses in the area so you have recommendations to provide your “Ifclients.they want a bee keeper, I even have a bee keeper that I direct them to,” said Gonen.
She’s collaborated with the School Board of Education to create videos about Warren schools.
“It was a smart business decision and a human decision. We are all in this together,” said Weiniger. She paused creating videos during the pandemic, but she has 12 new videos about her community coming out soon. In her videos, she highlights some of the best neighborhoods, areas with new construction, luxury neighborhoods, and so much “It’smore.all very local and very detailed,” said Weiniger. She feels all Realtors® can just take their own smart phone, find a good video app, and start filming.
Video Ventures
“The best way for a Realtor® to get to know people in their community is to get involved,” said Weiniger. “Be that community expert.”
After growing up in Israel, Keren Gonen has moved 28 times, so she understands the stress of moving and selling on a very personal level, and tries to be a steady and tranquil source during their selling or buying experiences.
“TheyRealty. want to work with you if they know you, like you, and trust you,” said Weiniger. She recomends posting videos on Instagram stories. Before someone picks out a house to live in, they usually choose a community to live in so, in 2012, Weiniger began creating business community videos.
Community Involvement
“I wanted to highlight small businesses to get their name out there because many of them didn’t know how to do it, said Weiniger, “It’s was all about how I can show what it’s like to live in Warren — the restaurants, shops, and parks.”
Consumers need to know who you are as a Realtor®, according to Judith Weiniger, founder and broker at Weiniger
Making connections and becoming the go-to community expert in your town can help your business and your community thrive.
NEW JERSEY REALTOR® | September/October 2022 | 19
SignatureRealtyNJ.com SignatureRealtyAcademy.com Extending Far Beyond A Conventional Brokerage Firm.
Three Up-and-Coming Towns
NEW JERSEY REALTOR® | September/October 2022 | 21
BY ERIN McFEETERS
While the commercial and residential market segments are vastly different, they also impact one another in more ways than one. Population influxes, increased job openings, or redevelopment projects impact a town’s real estate industry and economy. These three towns have undergone changes in the past decade and will likely see continued changes in the next few years.
Secaucus, Hudson County
This suburban town is known as one of the best places to live if you commute into New York City. It’s just six miles from Times Square, 8.6 miles to the Lower East Side, and 14.5 miles to Yankee Stadium. While proximity to New York City could be a downside, the New Jersey’s Meadowlands and the Hackensack River surround the town and provide countless recreational opportunities. There are walking paths along the river for residents and visitors to enjoy, and its’ community ties are strong with community gardens and recreational sports teams for all ages. According to the U.S. Census, the population was estimated at 21,295 in July 2021, an increase of more than 5,000 since 2010. The town is split in two by Route 3 with most of the town’s commercial real estate on one side, and homes, schools, and the marsh trail on the Homesother.are mostly ranch and split-level, with some sporadic modern-style newer homes. According to NJ Realtors® June data, there were 24 single family closed sales year-to-date, and the median sales price clocked in at $664,500.
Glassboro, Gloucester County Edgewater, Bergen County
22 | NEW JERSEY REALTOR® | September/October 2022
At the edge of the state, practically in New York City, you’ll find the town of Edgewater. The Hudson River lines the length of the borough, which is just moments away from the George Washington Bridge. With 14,647 residents, according to the U.S. Census, Edgewater has the lowest population of the three towns, but in the past 10 years, they’ve gained more than 3,000 residents. It is also the smallest at 0.94 square miles. First established in 1894, Edgewater has strong roots in history. Many of the town’s buildings are on the National Register of Historic Places such as Borough Hall and the Edgewater Public Library. Brownstone and narrow homes line the brickpaved sidewalks throughout, and according to New Jersey Realtors®, Edgewater’s median sales price in June was $845,000, and there were six single family and 144 townhousecondo closed sales year-to-date. With redevelopment plans underway, Edgewater will look different in the next few years. In December 2021, the Borough of Edgewater Planning Board approved the plans for a mixeduse development with 1,200 residential units and up to 20,000 square feet of retail floor area and public open space. The location, 615 River Road, was the former Hess Corporation petroleum storage terminal and has since been torn down.
Over the past decade, Glassboro has been a town to watch. Once a commuter-focused college, Rowan University has grown in size and Thereputation.downtown has followed suit, and according to glassboro.org, public and private investors put more than $400 million into the downtown area. There is plenty of retail space, office space, and a growing arts and entertainment district. According to the State of New Jersey, Rowan University’s enrollment in 2010 was 11,300 total students. In 2020, the State of New Jersey reports there were 15,963 undergraduate students enrolled, an increase of nearly 5,000 students in 10 years, making Glassboro a good option for businesses looking to recruit, young home buyers looking for an up-and-coming downtown, or for someone looking for employment Residentialopportunities.streets are tree-lined and homes are a mix of ranch and colonial-style. According to New Jersey Realtors® June data, the median sales price was $262,000, and there were 84 single family closed sales year-to-date.
Homeowners who live in New Jersey and install a new oilheat boiler, furnace or heating and hot water system that meets the minimum efficiency standards of the New Jersey Clean Energy Program can receive a rebate of up to $700. All your clients need to do is connect with their local heating oil company and agree to have the work completed. They will receive the rebate up front, and the heating oil company will do the rest! Your clients can also “double up” their rebates by securing one rebate through their heating oil company and a second rebate directly through the NJ Clean Energy Program, for a maximum of $1,400! more at: OilheatNewJersey.com Why the Ukraine war has driven energy prices up so energy supplies are coming from. When to expect prices to return to normal lower Thelevels.three tell-tale signs that an aboveground tank needs to be Tankreplaced.replacement options: What are the real costs?
Let’s Talk About It! Real Estate and the Energy Crisis Schedule a 15-minute PRO$ presentation during your office meeting, and you’ll learn:
NEW JERSEY REALTOR® | September/October 2022 | 23 Know more, sell more. Oilheat. PRO$ Corner Paid for by the Fuel Merchants Association of New Jersey and the National Oilheat Research Alliance Equipment Rebates Available for Your Customers!
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The more you know, the more you’ll sell! sell confidently in time for the heating season! Earn FREE CE credits on Zoom with our 2-credit, 2-hour elective CE course “Overcoming Obstacles Selling OilHeated Listings” — designed to help you sell! You’ll learn how to address the most common objections and misconceptions while showcasing the many benefits of owning an oil-heated home. To schedule a CE Class for your office on Zoom or in-person, visit OilheatCECredits.com.
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And so much more. Plus, learn the industry’s long-term game-plan to prevent these runups in the future. Bioheat� fuel coming nationally in 2023. To schedule a15-minute conversation on Zoom or in-person, visit OilheatPROS.com/NJ.
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Don’t hold regular office meetings? Contact us to schedule a session just for you and your agents.
Mikayla Ariza Greater WilliamSpencerREALTORSBergen®AshnaultJ.Carlton, Jr. Memorial Scholarship Aaliyah Ayala NJ RegionalMonmouthOliviaMLSBruckmannOceanREALTORS® In Memory of Kenneth “Kip” Walker Evan Cho New Jersey Realtors® Educational Foundation Trustee Scholarship Karah Daniels Cape May County MLS Michael Deem Jr. NJ MLS Elizabeth Deery World of Hope & Unity Scholarship In Memory of Michael Tito Aine Desch New Jersey Realtors® Educational Foundation RobertAbigailScholarshipDonnellanF.Ferguson, Jr. NEXUSRobertScholarshipDonnellyAssociation of RealtorsCountyGloucesterHeavynScholarshipTridentDanielRealtors®DunlapCharitiesFosterSalemBoardof® In Memory of Rick Zammer Grace Frauenheim New Jersey REALTORS® In Memory of Gloria Hanley Nathaly Frias Greater Bergen Realtors® Rocco Giegerich Bright RealtorsWomen’sAsheNewAndrewMLSGiordanoJerseyRealtors®LeadershipTeamScholarshipRobertGiovineNEXUSAssociationofRealtors®GobinCouncilof®–NJHannaHammoudNewJerseyRealtors® In Memory of Ruth & Ralph Oppler 24 | NEW JERSEY REALTOR® | September/October 2022 EDUCATIONAL FOUNDATION SCHOLARSHIP RECIPIENTS This year, the NJ Realtors ® Educational Foundation awarded more than $69,000 in scholarships to students pursuing a college or university degree. Congratulations to the 2022 recipients! For more information or to donate, please visit njrealtorsef.com
James Hartley Sussex County Board of MatthewEliseRealtors®HeimD. & Lydia B. Moeller In Memory of H. Chad Stoinski Kyle CumberlandJahnke County Board of Realtors® In Memory of Roger Pearce Maysa Johnson North Central Jersey Association of Realtors® Dean Gallo Award Isaac StefanikKennedyUnityWorldMarleyScholarshipNancyKreismanF.ReynoldsKronemeyerofHope&ScholarshipLaureighFamilyAward In Memory of Gertrude M. “Pat” Stefanik Paul Leiser New Jersey Realtors® In Memory of Ruth & Ralph Oppler Jason Leonard North Central Jersey Association of Realtors® Michael A. Campbell AshleyAward Lin Liberty Board of AssociationNorthCarlyofNEXUSRonRealtors®ManahanAssociationRealtors®McGowanCentralJerseyofRealtorsEdwardA.WardAwardRyanMilancewichNewJerseyRealtors In Memory of Franklin Williams, Jr. Nicolas Petruso Metro Centre Association of Realtors® In Memory of Anne Mika Jacob Ragonese Bright NewAlaynaJerseyAREAAVictoriaMLSRigoglioso–CentralNewChapterRiozzi-BodineJerseyRealtors® In Memory of Ruth & Ralph Oppler Faith SussexRivasCounty Board of AssociationCapeMadelineRealtors®RoweMayCountyofRealtors® In Memory of Ruth McCormick Dylan RealtorsGreaterLaurelofCOREMatthewofNEXUSRyanAssociationNorthVivianCouncilResidentialMichaelRegionalMonmouthSnyderOceanRealtors®TerranovaRealEstate–NJ/DENetworkTestaCentralJerseyofRealtors®AlexDeCroceAwardDannyTooheySussexCountyBoardofRealtors®VesneskiAssociationRealtors®WestrichAssociationRealtors®YoungBergen® NEW JERSEY REALTOR® | September/October 2022 | 25
26 | NEW JERSEY REALTOR® | September/October 2022
The Realtor ® Difference Checklist
Give this page to your potential clients so they better understand the difference.
Subscribe to a strict Code of Ethics. New Jersey Realtors® are part of a family of professionals and are members of the National Association of Realtors® , a global real estate trade association with more than one million members, and they adhere to a strict Code of Ethics that not all agents are bound to following. Access to updated to real estate practices, laws, and contracts. Realtors® can take additional continuing education classes and supplementary resources about the latest industry news and topics. They also have evolving contracts to abide by New Jersey law, and can obtain answers to day-to-day legal questions with New Jersey Realtors® Legal Resource Library. Have access to comprehensive and proprietary housing data. Only New Jersey Realtors® can research municipality real estate markets and have access to the most comprehensive housing data in the state. Whether you need help pricing your home competitively or are looking for a town in your price range, New Jersey Realtors® have just what you need to help make informed buying, selling, and renting decisions. Experienced guide that can help you through the home buying, selling, or renting process. Realtors® are there to help you navigate the market and are experts in the town that they sell. They’re unmatched in their quest toward satisfying their clients’ needs and making the American Dream of Homeownership a reality for all.
#
Not all agents are Realtors ®.
NJHMFA’s Down Payment Assistance (DPA) program provides $10,000 in down payment and closing cost assistance to first-time homebuyers. These funds need never be repaid if the borrower lives in their new home for at least five years without selling, refinancing, or defaulting. more at TheRoadHomeNJ.com
For New Jersey residents looking to buy their first home, saving enough money for a down payment often comes second to more immediate costs of living – student loans, childcare, rent, insurance, and additional expenses.
FIRST-TIME HOMEBUYER DOWN PAYMENT ASSISTANCE PROGRAM
Learn
njhousing.gov START YOUR NEXT CHAPTER
There is a significant income-ready segment of the New Jersey population poised to buy a house, yet the initial down payment and closing cost hurdle are the # 1 impediment to becoming a first-time homebuyer. New Jersey Housing and Mortgage Finance Agency can help them over this hurdle.
To partner on homebuying webinars for your current and potential clients, email marketing@njhmfa.gov
FIRST-TIME BUYERS
28 | NEW JERSEY REALTOR® | September/October 2022 BOARD/ASSOCIATION NEWS
GSCBR enjoying recipes from “The Real Realtors® of South Jersey Cookbook.”
Realtors® Participate in Habitat for Humanity Project
Realtors® volunteering with the Habitat for Humanity.
Gloucester Salem County Board Realtors® Dish Out Cookbook for a Cause Realtors® served up a batch of delicious recipes in “The Real Realtors® of South Jersey Cookbook.” 100% of the proceeds of the cookbook were donated to NJ Realtors® Fighting Hunger initiative—a statewide project addressing food insecurity and raising hunger and poverty awareness in local communities.
Dec.SAVETHEDATE5-8,2022 realtorstripleplay.com
The North Central Jersey Association of Realtors® Young Professionals Network participated in a team build day in June with the Morris County Habitat for Humanity— an organization that builds and rehabilitates houses for families in need. In the fall, NCJAR is hosting a Casino Night to further benefit the Morris Habitat.
NEW JERSEY REALTOR® | September/October 2022 | 29 Licensing, Continuing Education & Exam Prep Courses & Seminars Salespersons, Brokers, Appraisers, Mortgage Loan Officers Life, Health, Property, Causality & Title Agents INCLASSwww.AmericanSchoolNJ.comONLINEONSITE Call 800-288-5154 Offering a variety of programs to fit each client’s needs since 1989 MULTI FAMILY . MIXED USE . OFFICE . RETAIL INDUSTRIAL . SPECIAL PURPOSE . & MORE! Looking for a Commercial Mortgage? CALL DIRECT! 732-714-2300 CommerCial mortgage assoCiates COMMERCIALMORTGAGENJ.COM MARKETPLACE @njrealtors For the Latest Industry News, Follow Us On Puzzle provided by sudokuoftheday.com. Get the answers to the puzzle on page 2. SUDOKU Have a few minutes? Challenge yourself!
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