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Agent Spotlight on . . . Jo Ann Restrepo
Jo Ann Restrepo has worked in real estate since 1998 and joined CENTURY 21 Cedarcrest Realty in May. You might say she grew up in the business—her mother and aunt were real estate agents for decades, which is how she met broker owner John Sass. Jo Ann used to visit her mother at another CENTURY 21 office where she worked and over time, mom and the other agents talked her into getting into the business.
A long-time Hawthorne resident, Jo Ann works mostly in Passaic and Bergen counties as well as Essex and Morris. Before coming to Cedarcrest Realty, she worked in several Passaic County brokerages. She enjoys working most with buyers and managing the buying process for them.
“Once they make an offer and it’s accepted by the seller, I work closely with all the related professionals—home inspectors, attorneys, mortgage brokers—throughout each step of the process, and make sure the deal goes through,” said Jo Ann.
Prior to becoming a real estate agent, Jo Ann was a payroll supervisor for construction companies, handling union payrolls and benefits for projects in New York City and New Jersey, some in the billions of dollars. She’d also been an executive secretary, so details, numbers, and integrity count strongly for her when it comes to real estate transactions.
As someone who manages each buyer’s journey with care, Jo Ann noted she’s also not afraid to express her opinion.
“I deal honestly with people and treat my customers like family. If something comes up during the inspection that concerns me, I will advise buyers about whether or not they should buy the house.”
Over the past 20+ years, Jo Ann has seen many changes in the way real estate is transacted. While she acknowledges that technology saves agents time and paper—no more multiple originals of all the paperwork—she prefers the personal touch when it comes to presenting offers to the sellers.
“I like presenting my buyers and telling their story; this is especially helpful when you’re in a situation with multiple offers or a bidding war,” said Jo Ann. “Electronic filing has streamlined the logistics of the transaction and has changed the way we represent our clients, but for me, real estate is still a personal business and it always will be.”
John Sass agrees. “We’re delighted to have an agent with so much experience in our core areas join the CENTURY 21 Cedarcrest Realty family,” said John. “Jo Ann shares our commitment to great customer service with that personal touch that makes such a difference in how we conduct our business.”
Planning to Sell Your Home Soon? Hold Off on Too Many RenovationsCertain Home Renovations Deliver ROI. Others, Not so Much.
Many homeowners who are tired of staring at their interiors through the pandemic are anxious to renovate and make some upgrades. However, it you plan to list your home for sale in the foreseeable future—say, within the next two years—you might want to resist renovation temptation. Many major home improvements are costly and you will never see the money back at time of sale.
Sure, it may help your home stand out from others in your local market, but the money you spend will not automatically come back to you in full when you close.
Remodeling magazine put out a 2021 Cost vs. Value Report that lists 22 popular projects and tracks their cost, resale value and ROI in terms of percentage recovered at resale. You can search by U.S. region (the report covers 150 different U.S. housing markets) for how prices stack up in your area and which projects will yield the best return or retain the most value at resale.
The top remodeling projects which did the best in terms of net cost vs. value (60% ROI or higher) are:
1 – Garage door replacement – highest at 94%
2 – Manufactured stone veneer
3 – Minor kitchen remodel – you will only recover 72% of the cost
4 – Siding replacement (fiber cement did slight better than vinyl)
5 – Window replacement (vinyl did slightly better than wood for this project)
6 – Deck addition (wood)
7 – Entry door replacement (steel)
8 – Deck addition (composite)
9 – Grand entrance (fiberglass)
10 – Asphalt shingle roof replacement
11 – Mid-range bathroom remodel
You can read the entire report here.
Repairs and renovations that make financial sense
Harvard’s Joint Center for Housing Studies estimates that Americans’ total spend on home remodeling projects will rise to $337 billion in the second half of 2021, and increase of $5 billion from third quarter 2020. This, despite the fact that the average amount recouped for home remodeling projects. However, if you want to catch buyers’ attention, there are quite a few projects worth investing in:
1 – Expanding square footage is at the top of that list. In 2020, 44% of real estate agents cited the “need for more space” as the top motivator for moving. Creating a more open floor plan is also an attention-getter.
2 – Curb appeal is so important—it’s the first impression prospective buyers get of your home. A nicely landscaped home says “well maintained” and the landscaping costs will bring sales results.
3 – Finishing the basement ups the asking price to high-income home buyers in the Northeast, Mid-Atlantic and Pacific Northwest according to the NAHB.
4 – Definitely in invest some money and time into touching up the paint (or repainting altogether) to make the house look fresh and well-cared-for. Light neutral colors are advised. Now is a great time to power wash the exterior and your patio or walkways.
5 – If you are tempted to redo the bathrooms or kitchen, make moderate upgrades that update the look without breaking the bank. For example, change out the cabinet and drawer fronts but keep the cabinet boxes in place. Replace fixtures or install a new floor if the current one is worn or outdated.
6 – If your home has hardwood floors, refinish them as needed or replace them with new wood flooring. The NAR’s 2019 Remodeling Impact Report states that refinishing hardwood floors recovers 100% of the cost at resale, while new wood flooring recoups 106% of costs.
7 – Handle big-ticket repair items such as replacing a roof or installing a new HVAC system. Also, buyers look for energy efficiency and savings on utility costs so consider putting in energy-efficient appliances (Energy Star), smart or programmable thermostats, energy-efficient windows, and low-flow toilets.
At CENTURY 21 Cedarcrest Realty, our real estate agents can guide you on what will make the most sense to invest in before you list your home for sale. We know what buyers are looking for in the North Jersey real estate markets in which we specialize, and can connect you with other professionals who can bring new life to your home to help it sell more quickly to the right buyers. Contact us at 973-228-1050 to discuss how we’ll market your home or for help finding the home of your dreams.
Celebrating Two Years in Little Falls at Cedarcrest Realty
Wow – time really flies when you’re working hard in real estate! This month marks two years since we opened our second Cedarcrest Realty office in Little Falls. We are happy to say, things are going well there.
Broker owner John Sass, who is marking 37 years with the CENTURY 21 Real Estate system this year, said that a lot has changed over the years.
“We’ve seen a tremendous amount of change in the real estate industry, particularly in the way brokers, managers, and agents approach the business through the use of technology,” said John. “Our focus and challenge at Cedarcrest Realty has been to marry the effective use of real estate tech with the time-honored sales and people skills that successful agents need. At the core of our training and development is the mantra to be as professional as possible in our approach to our clients and sales. That high standard of professionalism is what’s gotten our team through the pandemic year and is propelling us into a greater 2021 and beyond.”
Nancy Scancarella, who joined us in Little Falls at the start in 2019, said, “We are moving along nicely and our office is very much ‘on the map’ thanks to everyone’s hard work and marketing efforts. Our agents are getting listings and closing transactions, including rentals. A lot of people are also walking in to inquire about the apartments in our building, which we’ve listed.”
She explained that many people are now selling their homes at high prices, and renting short term to wait out the market and look for a good deal. “That makes for a competitive rental market, similar to what we’re seeing with single-family homes in some areas.”
Nancy has worked in real estate for 28 years at offices in Passaic County and emphasizes the importance of continual marketing for success in the business. Part of her marketing includes sending out mailers to condo complexes in Little Falls and neighboring Woodland Park, letting homeowners know our office is here to help if they are looking to sell or rent their homes. She uses calendars, seed packages, and other small items with her business card attached and also sends emails to her client and prospect lists on a regular basis.
A long-time broker associate, she has been mentoring some of our newer real estate agents, including Adriana Umaña. “It’s great for our new agents to have a mentor right here to teach them how to handle certain situations. Even for experienced agents, there’s always something new you’ve never encountered and need guidance.”
Adriana, a native of Costa Rica, joined Cedarcrest Realty in late January after getting her real estate license.
“I spoke to Lynn De Luccia last summer and told her I was attending real estate school, which is something I’ve wanted to do for many years,” said Adriana. “She called me in December to ask if I wanted to join the group and I didn’t give it a second thought.”
A Woodland Park resident, she is happy to have our Little Falls location so close to home as her business base. She also attends training classes every Wednesday at our Caldwell office. She appreciates having a designated REALTOR as her mentor. “When you’re new, you have so many questions and you need someone to turn to.”
In Costa Rica, Adriana worked in marketing and logistics for Sony Ericsson, and in the U.S., she has had her own business. “I enjoy talking to people and selling—two important components of a real estate career,” she said. She is currently working on some rental listings and is looking forward to developing her book of business at CENTURY 21 Cedarcrest Realty.
Our team is always looking for well-qualified, experienced real estate professionals to join our team, as well as newcomers with a passion for helping people find their perfect home—be it a house, townhouse, or condominium. We also welcome agents with experience in the commercial property sector, as our office is a Certified Commercial Specialist by CENTURY 21 Real Estate LLC. Contact broker owner John Sass at 973-228-1050 to discuss opportunities at our Caldwell or Little Falls office.
Thinking of Listing Your Property? Now is the Best Time to Do It.
Sure, it’s cold out and we’re dealing with snow in North Jersey. It might not be a great time to climb up on the roof to fix loose shingles or get that patio project started; but if you’re thinking of putting your house on the market, it’s actually the perfect time to do so.
There are a few factors that make early 2021 prime time for residential real estate in our area: low inventory, low mortgage interest rates, and the pandemic-fueled desire for more space.
- North Jersey has been dealing with tight residential housing inventory for a few years, making this a seller’s market.
- The real estate market has only gotten tighter as urban dwellers are seeking out the suburbs, or homeowners are looking to “size up” due to remote working and remote schooling that make their current environments too small.
- Historically low interest rates on mortgages are making home ownership more affordable than ever—and first-time buyers are discovering that the traditional 20% down payment is no longer a necessity.
When there’s less inventory on the market there is more competition among buyers and that typically means your home, if it is showing at its best, is likely to sell faster and at a higher price. There are highly motivated buyers waiting for their dream home and homeowners should contemplate listing their property at this time if it aligns favorably with their personal financial situation.
Although it is a seller’s market, pricing strategy is still crucial. Many homes in the northern New Jersey towns we work in often end up in a bidding war or sell over asking price—especially in Essex and Passaic counties—but a house must be priced right to attract buyers and generate offers. Having the home staged by a professional real estate stager will also help potential buyers envision themselves living there, so be sure to clear out the clutter, organize the space, and have the stager direct you regarding furnishings and accessories. Be sure to always keep walkways shoveled and de-iced.
Another reason this quarter is a great time to list your home is to get ahead of the usual spring listing rush. There’s less competition now and winter buyers who are braving the cold and snow (rather than sitting by the fire) are likely to be highly motivated.
If you’re thinking of selling your home and want some guidance, or you’re ready to list right away, the real estate professionals at CENTURY 21 Cedarcrest Realty are here to help. We are specialists in North Jersey real estate, and our Fine Homes & Estates division offers specialty marketing services for the area’s most upscale properties. For superior service in any season, contact us at 973-228-1050 to discuss your needs, as a home buyer or seller.
So, You Want to Get into Real Estate? These Cedarcrest Realty Agents Share Their Journeys
There are many reasons and paths that people take to become real estate agents. At CENTURY 21 Cedarcrest Realty, we have agents who range from still in college to those enjoying second (or third) careers. Our agents come from interesting and diverse professional and personal backgrounds, like two of our newer associates, Eric Pavan and Khaled “Jay” Basuf.
Eric Pavan
Eric joined Cedarcrest Realty in September with a strong background in customer service, having been a customer success manager for a company that handled AT&T enterprise accounts. Eric’s father was a real estate professional so when it was time for a career change, he decided to attend real estate school, take the exam, and dive in.
His report to date: “So far, so good. This fits nicely with my customer service background and I like that I can make my own hours.”
As a real estate newcomer, Eric has been working closely in our Caldwell office with Dennis DiSabato, our sales manager, which he said is a big reason why he chose to join CENTURY 21 Cedarcrest. “This agency offered me support that others did not, such as training and mentorship from Dennis and having all the tech tools available to help me build my book of business,” said Eric.
He is becoming adept at the CRM and other cloud-based tools we use in our offices and is a big fan of 21Online, CENTURY 21 Real Estate’s robust content and marketing platform. “There is so much content there, I love that. I’m using it to build my prospecting list and plan out my activities from there,” he said.
The former Eagle Scout is also finding that his commitment to honesty and integrity is put to work every day for his growing client list.
“Succeeding in real estate means working hard every day. My goal is to I bring my best to every transaction, inform my clients, and leave them smiling.”
Jay Basuf
Jay has been a long-time real estate investor and decided that adding real estate agent to his work portfolio made good sense. He got his license in September and has been working out of our Little Falls office. He also owned and operated a successful lunch truck business for 20 years; while he no longer needs to get up at 3:30 a.m., he understands hard work and service get you where you want to go.
Twelve years ago, Jay decided to buy distressed homes, and fix up and sell them as a side business; his success with that endeavor got him thinking about real estate sales from the agent side.
“With my knowledge about and experience in rental property investing, I look beyond the number of rooms or cosmetic condition of a home. I’m able to provide details about a property to prospective buyers such as total square footage, the water/sewage system, age of the heating system, and other important information my clients should have,” said Jay.
Jay has been working on building his clientele and likes the flexibility that a real estate career provides, enabling him to spend more time with his family, which he couldn’t do as much with his former business. “I can hustle without making myself crazy,” he said.
Like Eric, he is a fan of 21Online and especially the MLS services we use. Jay knows the technology is important but when it comes to working with home buyers and sellers, he prefers personal contact, and stays in touch by phone or gets outdoors to work an area. “I love to hustle and be outside. The best thing you can do in real estate is to take a break and get outside,” he noted.
At CENTURY 21 Cedarcrest Realty, we’re always looking to add motivated people to our team who understand that hustle and strong interpersonal skills are foundations for a successful real estate career. If you’re thinking of going into real estate or are looking to make a change from your current situation, contact broker owner John Sass at johnsassc21re@gmail.com.
Spotlight on . . . Omar Ibrahim
At CENTURY 21 Cedarcrest Realty, we’re thrilled to have the next generation of real estate pros join our agency. The newest addition to our team is a true Gen Zer—19-year-old college student, Omar Ibrahim.
Omar, who lives in Clifton, is a sophomore at Rutgers University, studying industrial engineering. He attended real estate school last December, got his license in January, and joined Cedarcrest Realty in early summer. Why real estate?
“I’d always been interested in learning more about real estate with an eye towards future investing, and had been reading books and watching videos about it; I’d been thinking that becoming a real estate agent would be a great steppingstone to becoming a real estate investor,” explained Omar. “I became friendly with a former Cedarcrest Realty agent in town, who told me a lot about the real estate field, which propelled me to get my license. He spoke highly of the Cedarcrest office so when it was time to join a brokerage, that was the first place I went.”
Omar is grateful for the coaching he’s getting from Dennis DiSabato, sales manager in our Caldwell office. “I’m learning a lot here on the job that wasn’t covered in real estate school. Dennis is very up-to-date with what’s going on in our markets and has shared great techniques to getting transactions done smoothly; he’s been so great to work with.”
With college classes being held virtually right now, Omar says that although he’s a full-time student, he has plenty of time to work the CENTURY 21 leads system and MLS listings to help people searching for a new home. He has several deals in the pipeline already, representing both buyers and sellers in Essex and Passaic counties. He says strong time management skills are key to juggling school and work and so far, so good.
Broker owner John Sass notes that while Omar has duly impressed all of us at CENTURY 21 Cedarcrest, he is equally impressive in his academic life. He was a project manager for NASA HUNCH, leading a team of students in creating prototypes for the International Space Station; they were recognized for their success, ranking in the top seven teams nationwide, by the U.S. House of Representatives.
“Omar represents what passionate, focused people can achieve in any field. The fact that as a new agent, at such a young age, he’s been able to get five real estate deals moving ahead this summer is a glimpse of where he’s going in life,” said John. “We are looking forward to helping him rock his real estate career as part of the new generation of agents we are bringing into CENTURY 21 Cedarcrest Realty.”
Buying and Selling Real Estate During the Pandemic
John Sass, broker owner of CENTURY 21 Cedarcrest Realty
While we all work through the COVID-19 pandemic, the business of real estate continues in different ways. For homeowners wishing to sell and prospective buyers looking for their new home, conducting real estate transactions continues, with modifications.
CENTURY 21® Real Estate LLC has been a national leader in real estate technology, with strong marketing and listing tools. Technology now plays a central and highly visible role in how real estate is done now—from the virtual sales meetings that brokerages hold for their agents to virtual tours posted online for buyers.
Technology brings efficiency and safety
At CENTURY 21 Cedarcrest Realty, we had already been doing extensive virtual tours, created by our system automatically with images shot by professional photographers. These provide buyers with a full view of a home’s interior and exterior; they’re a great way for buyers to save time as they get a feel for home styles, narrow down their search to which properties to see in person, and make informed decisions about what they can afford. These video tours are augmented by floor plans of each home on the MLS listing, which further help buyers in their decision-making process.
Buyers appreciate the ability to view homes online at their convenience and from any distance; and in today’s environment, sellers appreciate that this limits the number of people coming into their home.
We also stay in touch with our customers via video chat and Facebook Live (as well as phone and email, of course) and are using various online meeting platforms to connect with our sales associates and strategic partners as more people work remotely.
Coronavirus safety protocols
Early in the pandemic, CENTURY 21 Cedarcrest Realty implemented our nationwide system’s buyer and seller showing protocols, which are designed to protect all parties involved and ensure that everyone who works with our team is comfortable. In fact, we will only work with other professionals and customers who follow our prescribed safety measures.
- Anyone entering a home must wear gloves, a mask, and shoe booties: real estate agents, buyers, photographers, appraisers, and home inspectors.
- The homeowners are asked to turn on all the lights in the house and leave while the photographer is there to take pictures. This avoids unnecessary contact with light switches and people.
- We conduct in-person, one-on-one showings only (no open houses). Again, all the lights are on in advance and buyers and agents (and sellers) adhere to the six-foot distancing rule.
- Our agents must state in writing that they have not had the virus, as do all buyers and sellers with whom we do business. If any party to the transaction did have the virus, this must be disclosed, and all parties must acknowledge this and consent to moving forward.
- Buyers must get preapprovals from their mortgage company before seeing a property. This limits the number of people viewing a home in a certain price range; and in today’s market, with historically low interest rates, this prequalification also benefits the buyer to lock into a low rate now.
- Attorneys and title companies are working virtually, with electronic documents and e-signature capabilities for contactless paperwork and closings with limited contact.
- Our two office locations are disinfected regularly, conference room use is limited, and measures are in place to reduce the potential for infection from secondary contact from surfaces.
At CENTURY 21 Cedarcrest, we have the experience, market knowledge, and real estate technology to adapt to the rapidly changing world we are now in. We have a range of listings—single-family homes, condos, and townhouses—in great suburban locations. After you’ve taken a few virtual video tours, contact us to arrange a showing.
In the Office, at an Expo, Online or at an Open House: Real Estate Marketing Happens in Many Places for Cedarcrest Realty’s Team
Three of the real estate professionals from CENTURY 21 Cedarcrest Realty recently attended the North Jersey Woman Expo at Mayfair Farms in West Orange. Paula Cano, Carolyn Maloney and Lizette Brown were at our exhibitor table, handing out giveaways (including snacks labeled with their contact information) and chatting it up with attendees about the local real estate market.
This was the third year that Carolyn has represented us at the expo and a first for Paula and Lizette, who left with many leads to follow up on from people who may be planning to buy or sell a home in the area in the foreseeable future. Lizette had information to share about a new listing that had just come in for her team, so the expo provided good marketing exposure for that.
More good exposure came from our gift basket raffle; the basket drew people’s attention to our table and many stopped by to leave a business card for the drawing. This provided additional opportunities for our agents to speak to them about what we do at CENTURY 21 Cedarcrest. As it so happens, the woman who won the basket is currently renovating her home in anticipation of putting it on the market. Given that she had a chance to chat with Paula at the show, Paula is now following up about and will meet with her to do a comprehensive market analysis for the house.
When our agents are not at business expos meeting hundreds of people, they are busy cultivating and working listings in other ways. For example, Carolyn and Jacqueline Cabrera, who often work as a team, have visited a condominium community across the street from our Caldwell office to hand out flower and herb seeds, along with information on how to cultivate balcony gardens. They have struck up conversations with condo residents and let residents know about the agency, should they know anyone interested in moving into the area—or if any residents are ready to upsize to a single-family home in northern New Jersey.
Of course, as part of the CENTURY 21® system, our entire team has access to the real estate industry’s best sales tools to get our listings in front of more prospects, and help prospective buyers find the types of properties they want and that are worth a look. There is always someone on site in our two offices (Caldwell and Little Falls) to assist by phone or in person during business hours. And we offer flexible open house schedules—such as twilight open houses—that help draw more people at the times they are available to attend.
Whether you’re buying or selling . . . on the market for a residential or commercial property . . . CENTURY 21 Cedarcrest Realty is here to help in all ways possible!
Is a Winter Season Home Sale the Right Time for You?
Photo by Emil Vilsek on Unsplash
Even in northern New Jersey, which has a healthy real estate market, it’s hard to know whether or not seasons play in the home sale cycle. With the cold temperatures and inevitable snow and ice, many homeowners—and home buyers—may feel it’s better to wait until spring.
Not so fast!
There are actually strong reasons to put your home on the market now. The common belief is that the spring market—when birds are chirping and gardens are blooming—is the best time to buy and sell real estate but here are some good reasons to put your house on the market in the late fall or winter.
- You attract more serious buyers. Really—these people are on the hunt and want a house now. Motivated buyers, for whatever their reason, are always searching for the right home in the right town for them. The winter months also gives these buyers a chance to scope out potential neighborhoods when other things are going on besides landscaping and swimming pools. They may love or abhor lots of holiday lights, for example, and want to see what goes on around the block during December and January (or even February for Valentine’s Day and March for St. Patrick’s Day). Or they may have concerns about whether the neighbors are keeping sidewalks clear of snow and ice (and whether the town snowplows are doing a good job).
- Wintertime staging possibilities. A well-staged home attracts buyers and offers, and winter greenery, cozy throws and blankets, and the aroma of pumpkin spice can be very alluring.
- Competition is lighter. It’s all about supply and demand. With less “for sale” signs around town, yours will catch attention and yield calls to the real estate agency to see the house. Fewer homes on the market drives up buyer demand, increases the probability of showings and with those, strong offers.
- Speedier transactions (and less stress). Think of the real estate market as a highway; with fewer “cars” in the buying lane, there are no processing traffic jams for all parties involved and transactions can move along more quickly. Mortgage lenders have fewer loans to process, real estate attorneys are dealing with a lighter closing load, and home inspectors are more available.
- Your real estate agent is always ready! Good real estate agents know that any time of year is a good time to list a home and bring buyers around. Marketing tactics may shift with the seasons and these professionals are ready with tips to help sell your home at any time of year.
If you’re thinking of putting your home up for sale now, or are looking for a home in Essex County or throughout northern New Jersey, the real estate agents at CENTURY 21 Cedarcrest Realty are ready to help. Contact us at (973) 228-1050 to get started.
4 Savvy Home Pricing Tricks
Selling your home in today’s market may not be as easy as you had hoped, but there are things you can do speed the process along and make buyers feel like they are getting a good deal. An experienced realtor can help with this, as they can inform you of what other properties in your area are selling for, and which price range will attract the most attention from prospective buyers. They may also recommend these four tricks.
1. Make it look like a deal.
People make assumptions within a fraction of a second, so you need to make your price look attractive right off the bat. For instance, you know that $1.99 looks better than $2.00, even though it’s only a penny less. So, think in these terms. Also, research has found that buyers perceive prices to be lower when numbers on the right are declining from lower numbers, such as 2 to 1 rather than 9 to 8.
2. List higher than what you’ll accept.
Buyers always feel like they’re getting a deal when they have some wiggle room. That said, always price your home higher than what you’ll actually accept. If you need some reference prices, share the price of competing homes in your area.
3. List at a precise number.
Another interesting part of the human brain is that we tend to associate exact prices as a bargain, whereas rounded numbers indicate quality. Selling your home at $395,530 rather than $396,000 can make it look like you’ve thought long and hard about what your home is worth and aren’t willing to negotiate much more. This trick can be helpful if you’re in a tough market with few bids.
4. Make lowered house prices obvious.
If you do have to lower your price, make sure that it’s easy for prospective buyers to compute. They will be more inclined to jump on the property because they may perceive it as being a bargain and think that others will be making a bid as well. You can specify the dollar discount or drop the price by $5,000 to $10,000, leaving the last three digits the same.
