Working with Millennial First-Time Home Buyers

With most first-time home buyers falling within the millennial age range (those born between 1981 and 1996, ages 23 to 38 this year), real estate professionals might be interested in findings revealed in a recent Chase Home Lending survey. The survey was done among 1000 millennials about home ownership.

It turns out that they making smart financial decisions and saving money to make home ownership a reality. In fact, responses point to millennials being hyper-focused on the home buying journey. More than two-thirds of respondents said they want to talk about the process and about real estate topics, such as affordability and neighborhoods, with their friends.

Some other key findings include:

  • Seventy percent say they are willing to cut back on weekend activities in order to buy a home within the next 12 months – they are curtailing their shopping, dining out, movie-going and spa visits among their expense reduction tactics
  • Women are slightly more open to this idea than men
  • Fifty-two percent of first-time home buyers feel financially ready now
  • Many are optimistic about the home buying process
  • Seventy-one percent of women are willing to discuss real estate topics with friends while over 50 percent of men are comfortable talking about these on social media

Our takeaways at Century 21 Cedarcrest

1 – Real estate agents who provide an excellent transaction process with millennial homebuyers are likely to receive more referrals. After all, if these buyers are talking to their peers about the home buying journey, they are more likely to refer those agents with whom they are having a positive experience. This group values peer opinions; make sure you’re part of that.
2 – Members of this demographic are serious about positioning themselves for home ownership; and they want to learn more about becoming home owners. Whatever information or guidance you can provide will be a positive part of the transaction and help position you, as their real estate agent, as a trusted resource worth their referrals.
3 – If improving their credit score is an issue they are working on, or if they want to better understand home mortgages, look at your network to see who you can refer to help these home buyers make their dream of ownership a reality.
4 – With more than half of millennial first-time home buyers stating they feel financially ready to purchase a home, help them keep up the anticipation and excitement with relentlessly excellent service.

At Century 21 Cedarcrest Realty, we pride ourselves on making the process as smooth as possible for first-time home buyers. We understand you’ll have lots of questions and our team has the answers—and the listings that meet your criteria, from neighborhoods to school systems to town services and more. Whether it’s a condominium, townhouse, or single-family home, contact Century 21 Cedarcrest about what you’re looking for.

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.

  1. 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).
  2. 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.
  3. 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.
  4. 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.
  5. 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.

Looking for a Job as a Real Estate Agent?

Here’s What We Look for in a Candidate at Century 21 Cedarcrest Realty


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All employers want to hire people with a passion for their work . . . and so many job candidates say they went into their field because of that passion. But what does that really mean? At Century 21 Cedarcrest Realty, we dig deeper to find out what makes candidates tick when we are interviewing real estate agents for our Caldwell, NJ office.

  1. What drives the person?

    How is that true passion for real estate sales expressed? What is that person’s “why?” Are they motivated by the need to support a family or to create a better life for themselves? Are they driven to help others get a piece of the American dream? Can they actually tell us?

  2. Does the candidate truly understand what the job entails?

    Although real estate is a “people person” occupation, it is foremost about sales. Therefore, the agents who come through our doors must demonstrate that they truly understand what the job entails—and be excited about it. Getting your real estate license is a first step but far from the last one any successful agent will take. We look for people who take the job seriously, who are open-minded about getting sales and marketing direction, and who want to continue their real estate education beyond the licensing course and exam. Continuing education—whether about sales techniques, real estate trends, or the latest technology tools—is a given at Century 21 Cedarcrest Realty.

  3. Is the candidate a business person?

    Real estate is a business. Each agent is responsible for building his or her book of business, cultivating leads, nurturing clients along the transaction process; the brokerage is responsible for providing the tools and support.

    Prospective agents must understand that, as with any other business, there is an investment involved in maintaining and growing it. Licensing fees, dues to the New Jersey Board of Realtors (or local boards), insurance coverage (errors & omissions) are part of the investment agents make as they develop their sales pipeline. They invest in the time it takes to bring a transaction to a closing. And they must invest in training and education, vital to growing their business.

  4. Does the agent have integrity?

    Real estate is a field with intense interpersonal activity and a lot of paperwork; there are listings and showings, contracts to draw up and sign, and people’s futures are on the line. Transparency about each transaction is a must; there’s never a reason to lie about an offer, a buyer, or a seller. Never.

Some other “can-do” elements we look for when hiring real estate agents are:

  • Past success in door-to-door/outside sales (such as pharmaceutical or medical sales) or multi-level marketing are strong indicators that the person is a good fit for real estate sales.
  • Prior sales positions that required strong follow-through, attention to detail, and customer service, such as insurance or retail.
  • Those who understand real estate’s longer sales cycle and the pace of closings and commission payments (and therefore, understand the need to always feed the sales pipeline).
  • Individuals who are highly disciplined and organized, but like the flexibility a real estate career offers, especially as a second career; younger retirees, military veterans, and first responders are among those we’re interested in talking to at Century 21 Cedarcrest Realty.
  • People who are involved in their community and have a wide network to tap—and know how to network effectively.
  • Team-oriented individuals who are willing to give help and accept it, try new techniques or technologies, and support others in the office as needed. Our office is a family atmosphere that values collaboration and cooperative efforts.

Are you nearing retirement but would like to pursue a new career that fits with your lifestyle? Have you completed your military service and want to continue helping others through your work? Have you had your fill of a large sales territory, and prefer to focus your sales efforts on Essex County or surrounding areas? Contact Susan Mazzetta, Century 21 Cedarcrest Realty’s director of career development, at 973-228-1050 to arrange an interview.

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.

Are you Thinking of Getting into Real Estate? Century 21 Cedarcrest Realty is Hiring New Real Estate Agents!

Becoming a real estate sales professional can be an exciting and lucrative career for the right person – energetic, people-oriented, and with a passion for sales. At Century 21 Cedarcrest Realty, we’re looking for people who are interested in starting a new career in real estate. Experience is not required but a willingness to learn and work hard are definitely traits anyone must have to gain a foothold in this industry.

Benefits of working at Century 21 Cedarcrest Realty

  • You become part of a great team and an international network of real estate offices. Yes, our agents may work with buyers and sellers from just about anywhere.
  • Our corporate culture here is all about support, mentorship, and ongoing professional development.
  • Century 21 is a brand with powerful advertising and high consumer respect.
  • You’ll have access to industry-leading technology for maximum exposure and increased qualified leads.
  • Although we are specialists in Essex County real estate, our busy office represents buyers and sellers from throughout Northern New Jersey.
  • Century 21 Cedarcrest Realty was named 2015 “Best Realtor” by readers of Suburban Essex magazine in its Best of Essex Readers’ Choice Awards—and we’ve been nominated again for the 2016 honor.

We invest in your future with us

Century 21 Cedarcrest Realty also believes investing in the future success of our sales associates. One way we do that is to offer you a $100 discount off the mandatory state pre-licensing course, which prepares you to sit for the New Jersey real estate exam, in order to become a licensed real estate agent.

Then, after you’ve passed the exam and received your license, we provide ongoing expert training, led by seasoned real estate pros who’ve seen and done it all. They’ll teach you our winning sales and customer service techniques that get your foot in more doors with home buyers and sellers.

Upon your first closing with us, we then reimburse new agents for the out-of-pocket expense of the pre-licensing course, up to $275.

All our agents have access to Century 21’s superior real estate marketing, automation and communications systems as well as C21 University, an online resource that offers continuing education programs and a library of valuable assets to help you grow your book of business and refine your customer service skills.

About that training …

We offer weekly in-house training and professional development courses in our nicely appointed training room. These programs are managed by Susan Mazzetta, Century 21 Cedarcrest’s director of career development. Our agents also receive valuable mentorship about marketing their listings, customer relations, and sales techniques from Susan and Dennis DiSabato, our agency’s sales manager.

We have an open-door policy with senior management so that everyone at every level of experience can share challenges and gain valuable support and ideas; this extends not only to Susan, Dennis and broker owner, John Sass but to other team members as well.

Are you our next hire?

We’re looking for people with enthusiasm and motivation, strong interpersonal skills, and a passion for sales, to talk to us about their real estate career. The North Jersey market is hot right now and it’s a great time to get into the business (or build up an existing real estate career).
Prospective agents may upload a resume and get more information at http://century21cedarcrest.com/careers/. For a confidential interview, call Susan Mazzetta, director of career development at (973) 228-1050, ext. 126. We look forward to meeting you and bringing you into the world of real estate in Northern New Jersey!

Creating a Zen Garden for Your New Jersey Backyard

Zen—or dry—gardens date back to the late 14th century, when Zen Buddhist priests created these austere gardens for meditation and appreciation of beauty. These gardens had no water features; the priests created a feeling of water with rocks, even raking them to get a ripple-like appearance.

Zen gardens are appearing in backyards across northern New Jersey as well, taking a cue from Asian traditions by keeping the focus on nature. Homeowners may choose to create these gardens—made primarily of stone and gravel, often enhanced with moss, small plants or shrubs, and rock formations—to avoid having to water; others choose to install these for the quiet contemplation they invite and the serenity they provide. And, they are easy to maintain and are weatherproof. The homeowner needs simply to rake the gravel or sand, in desired designs. The very act of this raking can be in itself a meditation and is meant to be relaxing. Raked designs are often made to look like waves or streams.

Although they appear simple on the surface, Zen gardens have a complexity that is revealed as one takes time to enjoy the space. The homeowner takes an active (albeit, relaxing) role in changing the raked design, then stepping back to contemplate and enjoy it. The carefully groomed sand is meant to provide a refuge from the world.

Today’s Zen gardens may include enhancements such as ponds, bridges, lighting and sculpture but the raked sand and fine gravel are the canvas upon which these sit.

Designing your Zen Garden

This starts by defining the space: a corner of an existing garden, part of your yard or even the whole yard. Do some research or visit other Zen or Asian gardens for ideas about topography and the hardscape (the stone work). Do you want to include water or not? What about lighting?

Whatever you do, think nature—a space with rough edges. Plants are not the main attraction so select a few specimen plants that will enhance the design because of their color or texture. Also consider seasonal changes; in northern New Jersey we experience all four seasons very distinctly and so does plant life.

Then it’s time for your hardscape materials:

  • Stone – the structural basis for your Zen garden. Stepping stones, formations, borders, designs.
  • Pebbles – think river-rounded pebbles of various sizes that will create the fields, surround plants and outline paths.
  • Sand or fine gravel – this is used to create the illusion of water, raked as anything from a dry riverbed to roiling waves and ripples – the choice (and the fun) is all yours.

Other enhancements may include bamboo panels, statues (such as one of Buddha), low lighting (stone or concrete housing blends in best), and a koi fish pond. The plants you choose should offer some texture and color. Your landscaping professional or high-quality garden center should be able to make some smart suggestions.

You can find inspiration and ideas for your Zen garden on Pinterest and there are plenty of sources online or in your public library.

Adding a Zen garden to your New Jersey property will certainly make your home stand out, and will provide you with many tranquil hours enjoying and reconfiguring your creation.

Getting Ready to List Your Home – Steps You Can Take to Add Value for Buyers

Getting your home prepared for a listing with a real estate agency is an exciting time. Of course, your agent will want to be excited about your listing and bring as many qualified prospects as possible. Is your real estate professional providing you with guidance about how to add value to your home? These home maintenance and repair tips will help you increase your chances of a sale more quickly.

De-clutter and organize. No one wants to step through clutter, look in rooms or closets that are overflowing with unnecessary items, or have to imagine what the space could look like without a homeowners personal effects clouding the “scenery.” Before you list your home for sale, start going through all the rooms, from attic to basement, and clean out and organize. You can create piles for discard, donate and store; once you’ve done the first two, it’s time to organize your storage needs. Closet storage systems will help you keep clothes organized and make a great presentation. Garage and basement storage solutions are also available to keep items off the floor and in a safe place.

Refresh rooms with paint. That first impression will be largely influenced by the look and feel of your rooms. After you’ve cleaned and cleared, a fresh coat of paint in neutral colors will help rooms look larger and make prospective buyers feel better about your space. Bright colors might be your style but not theirs so avoid making too much of a “statement” in your color choice.

Update bathroom fixtures. Swap out those tired old bathroom faucets and the old sink; install a new vanity or a shower head; or put on new toilet seats if necessary. You need not spend lots of money to do these simple updates and a little goes a long way. Remember, clean and new is better than tired and worn.

Update kitchen appliances and fixtures. If this is in your budget, it is well worth the expenditure on this end of the sales process. There’s no need for a full remodel but a face lift is well worth it for making a quicker sale. New cabinet doors and hardware or a new sink or new faucet with sprayer (a popular feature) are good investments. If you can swing it and your dishwasher or refrigerator are outdated, consider installing new models that prospective home buyers will appreciate.

Boost your curb appeal. Landscaping and driveway appearance are what prospective home buyers will see first—and will encourage or discourage them about coming inside for a closer look. Get your lawn in shape, plant your garden beds, prune your trees and shrubs. Outdoor lighting is also a benefit, from the front porch to the walkway or gardens. If the driveway is in poor shape, have it repaired.

Make necessary exterior repairs. In addition to the driveway, your front steps should be in good condition; your gutters should be in place and doing their jobs to prevent water damage to the home; missing roof shingles should be replaced; problems with paver or concrete walkways, your sidewalk, patio and deck (where applicable) should be remediated. Remember, you don’t want to give anyone a reason to walk away (and you wouldn’t want anyone to trip and get hurt).

Insulate for energy efficiency. One way to show prospective home buyers that your home is prepared for 21st century living is to add insulation in order to improve your energy efficiency and reduce heating and cooling costs. This is a also good time to look at your windows to see where you can seal any seams or cracks where air penetrates.

At Century 21 Cedarcrest Realty, we guide our clients to make sure their homes are in “ready for sale” condition, in order to make the sales process as stress-free as possible for everyone involved. As part of our client service, our real estate agents will go over what we feel your home needs to prepare it for a listing, and help you hash out the pros and cons of certain upgrades and repairs. Want to find out more about the best way to sell your home in Essex County or other northern New Jersey areas? Call Century 21 Cedarcrest at (973) 228-1050 or visit our website to get started.