Spotlight on … Carolyn Maloney & Jacqueline Cabrera

Meet Century 21 Cedarcrest’s very own dynamic duo, Carolyn Maloney and Jacqueline Cabrera. Carolyn has been with Century 21 Cedarcrest from the very start of her real estate career and Jackie joined us about 18 months ago. They teamed up last year to work not only on area listings but on community outreach projects as well and we couldn’t be prouder of these two!

Carolyn, a lifelong resident of Essex County, came to Century 21 Cedarcrest after a career in teaching. In fact, the Cedarcrest real estate agent who sold her the home in Cedar Grove where she still lives convinced her to make the switch; she’s been with our office ever since obtaining her real estate license in 1988.
“The thought of being able to do for other people what he had done for me and my family interested me. I’ve been very happy at Century 21 Cedarcrest and never had a reason to leave, which is unusual in our business,” says Carolyn.

Among her more unusual transactions, Carolyn once listed a house in Ireland, a small row house with a coal-burning stove as its heat source. “I took care of referral from here over to Ireland and oversaw the transaction, working with the “solicitors” (lawyers) and “estate agents” there,” she explained.

Carolyn appreciates the agency’s professional development offerings and takes advantage of outside training and motivational programs whenever possible to keep up her real estate game.

“You have to keep learning and stay on top of it. I always walk away with something important that I either didn’t know or was reminded of,” she said.

After all these years, Carolyn’s favorite part of the job is still finding people something they really love. “It’s nice to pair a customer with a place they’ll really enjoy. I especially look out for women who are alone, making sure they find a property that’s safe.”

For Jackie, it’s helping first-time buyers or sellers. “I love walking them through the entire experience from start to finish,” she said. She also enjoys holding open houses. “I like meeting new people who are potential clients and helping them find the next place they can call home.”

She says her degree in psychology and her background in customer service help her when she meets new clients. “In real estate, we have to read people and ask the right questions in order to understand what they like, so that we show them the right properties.”

Of her first year in real estate, Jackie says, “The real-life experience of real estate is different from what you learn in the books—and very different from the TV shows! In between the hands-on experience and our in-office training, I’m finding that you never stop learning.”

Jackie understands well why Carolyn has worked her entire real estate career at Century 21 Cedarcrest Realty. “Our environment is very different from other offices and I’m very comfortable here. You can tell that (broker owner) John Sass genuinely cares about us and everyone here is willing to help. We have Susan Mazzetta’s in-house training and whenever I have an issue I can’t resolve, I know I can tap John, Susan or Dennis DiSabato, our sales manager, for their input.”

She is also learning a great deal from Carolyn; they’ve been working together in a mentor-mentee relationship for about year, and quickly realized that their different styles, skills and work experience make them an excellent team. Together, they have been marketing to home buyers as well as sellers; they recently have shifted their attention to first-time home sellers who may need a knowledgeable assistance with the listing and selling process.

It could be argued, however, that their finest work has been their beautification project they undertook in Caldwell.

While exploring Brookside Avenue in Caldwell, the women were invited into the home of an older woman who was upset about a neglected patch of land that was a neighborhood eyesore. Carolyn and Jackie decided to adopt it and beautify it. They got permission from the mayor and town council to do so and in September 2016, they transformed the eyesore into a small, colorful garden. They now maintain it year ’round with seasonal plantings and in December, with holiday decorations as well.

Their next project: installing a tiny free lending library that sits on a pole, possibly in Verona, where Jackie now lives. “I was a teacher so getting people to read is important to me,” noted Carolyn. Jackie is talking to Verona officials to assess whether they can bring this community outreach project to her town.

Spotlight on … Tracy Chan

English, Mandarin or Cantonese—in any language, Tracy “Yaw” Chan is an award-winning real estate sales professional.

A native of Hong Kong, Tracy has been with Century 21 since 2002, helping clients buy, sell and lease residential and commercial properties in Bergen, Essex, Hudson, Morris and Passaic counties. She joined Century 21 Cedarcrest Realty in the spring of 2016, having worked in previous years with broker owner John Sass.

“I was immediately comfortable here, because I knew quite a few of the agents,” says Tracy of her move to Century 21 Cedarcrest. “Plus, I really appreciate the in-house training classes, which are great reminders—even for experienced agents—about sales techniques, state guidelines and real estate technology.”

Since joining our office, she has continued her winning streak as a consistently high producer in both residential and commercial real estate, with numerous awards for sales and service. At the regional awards gala in March, Tracy took home two awards from Century 21 for production and service and the Century 21 Quality Service Producer Award for customer service; and a New Jersey Association of REALTORS® Circle of Excellence Sales Award® (silver), which recognizes excellence in salesmanship. She has won these awards many times throughout her real estate career, along with the Century 21 Masters Award in the ruby, emerald and diamond levels, the Centurion Award, President’s Award and the Quality Service Award.

Tracy is also a member of the NJAR Distinguished Sales Club, recognized for 10 or more years of excellence. Her many positive reviews on Zillow speak volumes about her patience, willingness to go the extra mile, her responsiveness and her ability to navigate both residential and commercial property transactions with efficiency and ease.

Prior to entering the real estate field, Tracy was the operations manager for a Turkish shipping company, where she became an expert at working with international business professionals. She holds an MBA in computer science from City University of New York, which she puts to use every day using Century 21’s real estate listing technology tools.

“My computer science background has enabled me to take full advantage of the latest real estate listing technology tools with ease,” says Tracy. “And, having taught piano in the past, I find that teaching experience has enhanced my listening and communication skills, which are so vital when working with home buyers or sellers.”

Tracy also holds the National Association of REALTORS® Short Sales and Foreclosure Resource® (SFR) certification. This has provided her with a strong framework in which to work with sellers and buyers in this niche, developing short-sale packages, qualifying sellers and directing them to other professionals they need for these delicate transactions, and protecting buyers. In addition, she is a certified staging professional and an accredited buyer representative (ABR).

Of her switch 15 years ago to real estate, Tracy cites several factors that have brought her tremendous personal and professional satisfaction.

“I really like the variety and flexibility that a real estate career offers; every deal and every client is different, and I’ve been able to apply my diverse work and education experiences as well as my own cultural background, to something I really enjoy.”

Spotlight on … Lisa Verhagen

It seems there’s always a successful sale cooking when Lisa Verhagen is the agent. A former chef and event planner (she is a graduate of the prestigious Culinary Institute of America), with experience in retail, Lisa was a big winner for sales and service in 2016. In fact, she was not only tops in the class in our office but regionally as well in the Century 21 system.

At a Century 21 regional awards gala in early March, Lisa walked away with two coveted awards: the Century 21 Masters Award Emerald Level for production and the Century 21 Quality Service Pinnacle Award, which she has brought home multiple years in a row. Lisa is in the top 100 Century 21 real estate agents in our entire region, which covers all of New Jersey and Delaware!

The daughter of a general contractor, she’s seen many homes built from scratch and appreciates the many different styles of houses available across northern New Jersey. Her upbringing has given her a great eye for seeing the possibilities in every home she shows her customers and she’s able to communicate those possibilities with tremendous success. Since she joined Century 21 Cedarcrest eight years ago, it seems there is simply no stopping her!

Her front-of-the-house experience in catering and event planning helped shape Lisa’s “customer first” approach that she applies to all her real estate transactions. A member of the National Association of REALTORS®, she understands that while every customer and every transaction is different, all clients benefit from her advice, her negotiating skills, her ability to facilitate the transaction between buyer and seller, and her creativity. She is also a proud member of the New Jersey Association of REALTORS®, Passaic County Board of REALTORS®, Garden State and New Jersey Multiple Listing Services.

Lisa decided to get into real estate in 2008; she passed her New Jersey real estate license exam and came to Century 21 Cedarcrest because broker owner John Sass had sold her the house she’s lived in for 23 years, and she had such a positive experience. Getting started in real estate during the worst possible time—the Great Recession in 2008—did not deter her one bit.

“I thought it was a good time for me to get started, since I knew eventually the market would bounce back and I’d have time to work on my learning curve,” she says. “My experience in event planning taught me to think fast on my feet and I developed strong research skills, which have benefited my clients over the years.” Given her many accomplishments throughout that time, we’d say she did just fine with that learning curve!

One of her trade secrets is to know when to use technology as a communications and marketing tool but that, “Sometimes you just have to pick up the phone and call people. Nothing can replace good old-fashioned listening and communication. It’s what makes deals happen.”

She notes that right now it is a very competitive market, with many buyers and not enough homes on the market. Buyers are quick to make an offer but it’s easy to make a mistake. “Buyers really need to listen to their real estate agent’s advice; those of us with experience in the area have developed good relationships with a network of other real estate professionals, so we know what’s going on in the market.”

Of her decision to go straight to Century 21 Cedarcrest and stay there, Lisa says, “I’d never go anywhere else. First, there’s the Century 21 brand, which I believe is a step above the others. And, at Cedarcrest we are true colleagues that help each other out and respect each other’s business. Other real estate agencies are more competitive but here, it’s more like family.”

When We Say Century 21 Cedarcrest Realty is an Award-winning Agency, We’re Not Kidding!

Frank Conturso (center) with Century 21 Cedarcrest broker/owner John Sass (right) and Tom O’Hern, Century 21 vice president of operations and field support.

March 2, 2017 was a night to remember for the team at Century 21 Cedarcrest Realty. That’s when our top producing real estate agents and our office took home some very meaningful trophies at the Century 21 regional awards gala at the Venetian in Garfield, N.J. The event was sponsored by the C21 Brokers Business Advocacy Association (BBAA), an organization that includes all real estate brokers and agents in northern & central New Jersey.

Allow us to shine a spotlight on three special real estate professionals at Century 21 Cedarcrest who brought home the following awards in recognition of sales and service in 2016.

Tracy Chan (center) with Century 21 Cedarcrest broker/owner John Sass (right) and Tom O’Hern, Century 21 vice president of operations and field support.

Tracy Chan – Tracy took home three awards, two from Century 21 for production and service, and one from the New Jersey REALTORS® which recognizes excellence in salesmanship:

  • Century 21 Centurion award for top production for a single sales associate; this is given in recognition of those real estate agents who do in excess of $242,000 in gross closed commissions or 67 closed units.
  • Century 21 Quality Service Producer Award – this is given for customer service and is based on customer feedback surveys. Tracy knows how to keep her customers very happy!
  • NJ REALTORS® Circle of Excellence Sales Award®, silver

Frank Conturso – Frank also received two Century 21 corporate awards for production and service, and one from New Jersey REALTORS® for sales:

  • Century 21 Masters Award Diamond Level – this recognizes agents whose production exceeds $203,000 in gross closed commissions or 56 closed units.
  • Century 21 Quality Service Pinnacle Award – the ultimate quality service award bestowed by the Century 21 system. To qualify, the agent must have scored 95% or higher on customers’ quality service surveys for two years in a row. So, when we say “everyone loves Frank,” you know we really mean it!
  • NJ REALTORS® Circle of Excellence Sales Award®, silver

Lisa Verhagen (center) with Century 21 Cedarcrest broker/owner John Sass (right) and Tom O’Hern, Century 21 vice president of operations and field support.

Lisa Verhagen – Lisa’s hard work and superior people skills yielded her significant honors from Century 21 at the event:

  • Century 21 Masters Award Emerald Level for producing between $164,000 and $203,000 in gross closed commissions or 44 or more closed units.
  • Century 21 Quality Service Pinnacle Award – Lisa has brought home this high honor multiple years in a row; we are so very honored to have her in our office!

Bruno Marino, Jr. – Century 21 Quality Service Producer Award
Susan Mazzetta – NJ REALTORS® Circle of Excellence Sales Award®, bronze

Congratulations to all our winners!

Century 21 Cedarcrest Realty also brought home some serious bacon as an agency:

  • Century 21 Gold Medallion Award for production of $1.469 million or greater or 306 closed unit or greater. This is the fourth year in a row that our office won this award, a testament to our amazing team. In 2016 (if we may brag just a little bit more), our total production placed us as #19 out of 100 agencies in the region, making Century 21 Cedarcrest among the top 20% of all offices in New Jersey and Delaware.
  • Century 21 Quality Service Pinnacle Award.

Again we could not be honored in these ways without the team that makes our office so great.

And speaking of a great team, we are always looking for qualified individuals—whether seasoned real estate pros or those with the ambition and potential to become future award winners—to join Century 21 Cedarcrest Realty. If you’re interested in hearing about opportunities here, contact Susan Mazzetta at (973) 228-1050.

Spotlight on … Frank Conturso

Frank Conturso has certainly earned his place in our spotlight, as Century 21 Cedarcrest’s top producing real estate agent in 2016 and 2015 (he was warming up by being our second highest producer the previous two years).

A native of Nutley, Frank joined our agency eight years ago after an interesting and winding career path that in hindsight led him straight to our door. His professional life began in finance on Wall Street and then as a client rep for a financial software company in California, where he got a taste of customer service.

After returning to New Jersey, Frank experienced firsthand what it takes to build a quality home, when he went to work with his brother in the latter’s construction company. Although he was a project manager, he had ample opportunities to get his hands dirty and see how to build a house from the ground up, to see a raw piece of land become someone’s dream home. The experience also taught him the value that remodels and additions bring to an existing home. This got the wheels turning about his next career move into real estate. The time was right to make the transition when the construction business slowed down in the aftermath of the Great Recession.

“I saw a career as a real estate agent as an opportunity to do things the way I wanted to—to look out for my clients’ needs and interests first and foremost,” says Frank. “I believed that the income would flow naturally if I did things the right way.”

As part of his research into a real estate career, Frank turned to his uncle, who is in the business locally. Frank told his uncle that it was important for him to get into an office where he’d receive good training. He originally thought he’d go work with his uncle but the advice he got was a game changer. “If I had to start over, I’d go work for John Sass,” his uncle told him. “He believes in ongoing education and does excellent training.”

Frank agrees 100 percent. “John is a great person to learn with. I really liked that training is a priority for him. He truly wants to see his agents succeed.”
Although he got started in the field during a very difficult time (2009), with many distressed properties and short sales in the New Jersey market, Frank understood that the tough times offered an excellent opportunity to learn the business the right way. “Learning in a difficult time like that prepares you for just about anything,” notes Frank.

He seems to have learned quite a bit, given his rising sales production over the years. In addition to being our agency’s top producer, he has won the following Century 21 honors: Quality Service Pinnacle Producer Award (2011-2016), Masters Diamond Level and Emerald Level Awards (2012-2016), and a President’s Award (having achieved both CENTURION® level production and the Quality Service Pinnacle Award in the same year, 2015). Frank is also #79 in our entire NJ/Delaware region and a recipient of the New Jersey Association of REALTORS® (NJAR) Silver Level Circle of Excellence Sales Award (2012-2016).

“I have a good team around me with strong support, with John being first and foremost in that role. My mentor there (who has since left) was also a big part of my success as is believing in what we stand for at Century 21 Cedarcrest,” he says. Frank is quick to point out that all agents, new and seasoned, really look out for each other.

“Being here feels like family to me and family has always been important to me in personal life. To have it in professional life is a blessing.”

Spotlight on … Joe Scotto

From the day Joe Scotto first came to our office, it was apparent that he’d take to real estate like a duck takes to water. He was a natural and quickly became a rising star who is loved by everyone on our team.

“Joe’s an incredibly fast learner, and his enthusiasm for the industry is infectious,” says John Sass, broker/owner of Century 21 Cedarcrest Realty.

Joe had a burgeoning career in the restaurant industry when he joined Century 21 on March 21, 2016. The term “meteoric rise” may be a cliché, but in his case it’s perfectly apt. Within the space of about one month, he studied for the New Jersey real estate exam, passed, and became a licensed real estate agent—an exceptional feat for anyone, let alone someone with absolutely no prior experience in real estate.

His motivation? His fiancé.

“I’d been working in restaurants since I was 15,” says Joe. “By 18, I was managing a small place in Passaic County. I loved the industry and decided to take it to the next level.” By age 21, he had worked his way into management in a Wendy’s franchise. But while training as a district manager, he realized that the long hours and intense responsibilities that lay ahead were incompatible with the next chapter of his life: marriage and family.

He started to feel that a career change was due. “We had friends who were mortgage representatives. My ears would always perk up when the talk turned to real estate.”

His future wife, meanwhile, was also thinking about switching tracks. An interior designer, she was intrigued by the idea of selling the kinds of homes she’d been busy decorating. She met with Susan Mazzetta, our Director of Career Development. Joey’s name came up before long. “And that’s how I wound up in John’s office,” he recalls.

Recognizing Joe’s raw talent, John Sass took him under his wing without hesitation. “His drive, his eagerness to help people, his ability to engage and listen … it was clear that Joey had all the hallmarks of a successful real estate agent.”

Joe jumped at the opportunity to join Century 21 Cedarcrest Realty. “It was like ripping the Band Aid off,” he says. “I quit my job, worked odd jobs on the side, lived on my savings, and just went for it.” He would soon prove to be everything John predicted and more.

“In terms of learning and gaining traction in the real estate market, it’s been a successful year,” Joe says. “I’m still learning, but I’ve had two sales closings and 10 or 11 rentals in the past year, including some of my own listings.”

A team player to the core, Joe refuses to accept all the credit for his successful first year. “I feel very fortunate about getting into John’s office. The way he runs his business is top notch. Everyone is so willing to help—John, our sales manager, Dennis DiSabato, Susan, and all the other agents. There’s always someone to go to for advice or for help with a particular transaction. You never feel like you’re alone. From what I’ve heard, a lot of offices are not like that.”

In addition to his track record of working with others and managing employees and restaurants, Joe is also a volunteer fire fighter in Little Falls. His desire to help others comes through with every customer he works with. That, according to John Sass, says everything you need to know about his protégé’s service-oriented character.

But what really drives Joe Scotto is his passion for helping people. “I love the fact that I get to do this on a daily basis. People come to you with a need and you can help them fulfill it. You’re there to help buyers make the biggest purchase of their lives or to help sellers reap the benefits of their investment.

“Every dollar you make is really earned. When it’s about being able to help someone and earn money at the same time, that’s very satisfying.”

The Business of Being a Commercial Real Estate Agent

Working in commercial real estate is quite different from helping home buyers and sellers—you’re working with business owners and investors with a very different inventory.

A commercial transaction might deal with multi-family, mixed-use, retail, or office space. Therefore, successful commercial real estate agents must know about sales and leasing in a broad array of property types. There are different kinds of tenant negotiations that occur, and different types of marketing strategies. And a transaction could be for an owner occupied property or as a commercial real estate investment, adding additional factors to the transaction.

What do investors, buyers and tenants want from a commercial real estate professional

First off, commercial is a specialty, so it’s best that an agent gain experience and knowledge in this specific sector of the real estate field. Know (or learn) how to deal with commercial transactions—there are no uniform contracts or cookie cutter leases. That means sharpening your negotiation skills as well as understanding the leasing or commercial buying process.

Of course, just as with residential sales professionals, being proactive is important. Aside from canvassing the local market for properties and leads, research is key to commercial transactions.

  • Use your office’s systems and tools to research market rates for rentals
  • Become conversant in investment packages
  • Gain a full understanding of the different areas in your market. Do properties in certain areas attract certain kinds of businesses? Do the listing prices make sense for sale properties?
  • Can you provide a detailed and accurate financial analysis for commercial investors?

Aside from research, developing good relationships with area business owners can help create strong database and referral network. When that investor calls the office looking for help finding the right property, you’ll not only have the listings services as a resource, you’ll have local people to contact and potential space to visit because you’ve done your homework.

Speaking of referrals—remember that commercial real estate transactions often involve build outs and other improvements as part of the lease negotiations. Therefore, good power partners are architects, general contractors, and others involved in lease improvements.

More complicated investment deals may require partnering with others to make a successful transaction, so it’s important to know the players in your area or your office to create a winning team.

If you are working with tenants, it’s important that you show them you understand their businesses and that you are showing them space that makes sense for their needs. Whether it’s a restaurant, retailer, healthcare facility or law practice, every client has different needs in terms of square footage, utilities, parking and leasehold improvements.

When working with building owners, these clients want to know that you have a good performance record when it comes to finding strong tenants or solid buyers; your experience will speak for itself. They will also count on you to represent their interests to potential buyers or tenants, and that you can negotiate a strong deal on their behalf. Like the buyer or tenant, the seller or landlord will want to know that you have his/her best interests in mind throughout the transaction.

From any side of the transaction, building trust builds relationships that will in turn build business.

Build your book of business at Century 21 Cedarcrest Realty

Our office is growing—and we’re always looking for savvy commercial real estate agents to join our team. When you join our northern New Jersey office, you become part of one of the country’s most well-respected real estate organizations, with business-building tools and apps designed for commercial real estate agents. You can take advantage of commercial investment training that will position you for a broader range of transactions. Plus, you’ll benefit from our ongoing in-office training and development for agents at all stages of their careers—an important way we support our team, and why Century 21 Cedarcrest Realty consistently wins industry awards for sales volume and customer service—and accolades and awards from consumers as well.

Interested in learning more? Contact Susan Mazzetta at (973) 228-1050, ext. 126 for a confidential interview.

Are you an Experienced NJ Real Estate Sales Professional with a Career that’s Stuck in Neutral?

Experienced real estate agents know that a career in real estate has many rewards. To a large extent, you make your own hours and the earning potential is high—especially when you’ve nurtured great leads and have closed many successful transactions with happy customers.

However, as with many other careers, sometimes you need to make a change. Over time, motivation can lag and that spark can start to sputter when you’ve been in the same office for a very long time.

If you’re feeling like your real estate sales career has gotten stagnant, it might be time to change offices. And, if you’re working in northern New Jersey on residential sales and rentals, Century 21 Cedarcrest Realty in Caldwell, NJ has a place for you.

Our office is all about excitement and opportunity, working in an upscale market in northern New Jersey. In fact, Century 21 Cedarcrest Realty is a designated Fine Homes & Estates office; wouldn’t like a piece of that action?

Five great reasons to join Century 21 Cedarcrest Realty

  1. As one of our agents, you’ll be part of the vast Century 21 network, with opportunities to work with buyers and sellers from just about anywhere across the country—and around the world.
  2. We’re all about career development, and provide ongoing training in our own training center. Century 21 Cedarcrest Realty offers weekly training classes and provides guidance whenever you need it to help you keep your sales and marketing skills sharp and your customer relationships positive.
  3. No-fee leads – unlike other offices, Century 21 Cedarcrest Realty covers the cost of the lead management system to help maximize your earnings.
  4. Senior management that’s there and that cares. We’re not behind closed doors—we’re available every day for hands-on interactions with our sales associates, always ready to help you build your book of business.

Come rejuvenate your real estate career at Century 21 Cedarcrest Realty. Contact Susan Mazzetta at (973) 225-1050, ext. 126 for a confidential conversation about opportunities for seasoned real estate sales associates … and a future with Century 21 Cedarcrest Realty.