Dear Ralph,

Much of the industry talk touches on the state of the commercial real estate market. Not good. Several states are facing some issues: California, New York and New Jersey. It is critical to understand the economic landscape for the next 18 months, so make sure you read through the article on foreclosures. One of the phrases we hear often is ABC - Always Be Closing. But before anyone can get near the closing, trust must be established before a closing can occur. The article on trust covers the 4 components of trust. Also, Retired Admiral William McRaven's book Make Your Bed is one of my favorites. It gives you a mental stability that keeps you focused on productive and profitable activities.

Please feel free to email me at ralph@counsellorstitle.com if you have any questions or would like to follow up on any of this edition's articles.

Ralph Aponte

Founder & President

732.914.1400

Feel free to book a call to discover how we can serve your needs.



Trust Precedes Visibility

by: Anthony DiMaio

As a marketing professional for the last 30 years, what most clients and individuals seek is high visibility. Most consider visibility the first step to increasing the revenue pipeline of any business. But there is a component of visibility that is perhaps more important and of greater value: the element of trust.



Trust is the byproduct of commitment. Trust is the intentionality to serve the best interests of others above those of yourself. Before there can be a value proposition presented, there has to be a trust component demonstrated.

Trust requires four components:

1. Care: we all know that familiar expression, people don’t care how much you know until they know how much you care. The best business arrangements are the byproduct of service and a willingness to do what’s necessary in order to arrive at the solution. Some people do business as if it is a train ride: they go as far as the road they are being paid to travel. The best leaders that I know are those who never do what’s necessary, they always do the extraordinary. In some ways the best businesspeople do leave money on the table, but it seems that such business practices only produce additional referrals.

2. Competence: no one is good at everything, so just make sure that you stay in your lane when you perform a business service. That is what makes certain real estate agents exceptional: they know what they need to do and if that is not enough to accomplish the purpose, they seek those who are experts in the areas that are lacking. Results are always necessary, but how they are arrived at is sometimes worth the price of paying a little bit more. Alleviating some of the pain and suffering of correcting a situation is still an art form. You can’t go into a big box store and buy expertise. Expertise is always a one-to-one relationship. Competence is the cornerstone of trust.

3. Accountability: no one is always 100% right. It’s the mindset that is prepared to become accountable and take the steps to correct what needs to be corrected. You can never trust anyone who’s not willing to be accountable. No one who is filled with excuses can ever be trusted.

4. Consistency: standards of service in some professions vary: from 100% consistent to 50% consistent. Before anyone signs a service contract or a business agreement, the quality and consistency of their words will represent the kind of quality and consistency that their service or skill will deliver. This is why consistency is a big part of visibility, because if people keep seeing you show up as you deliver your services, you are actually constructing their own expectations of what they will receive as a result of engaging with you professionally.

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Commercial Foreclosures Spiking

by: Anthony DiMaio

Commercial real estate foreclosures spiked 117% over the last 12 months according to ATTOM. 

Interest rates and hybrid economy are hitting commercial real estate hard.

According to ATTOM, “The report reveals a continued increase in commercial foreclosures over the years, from a low of 141 in May 2020 to the current figure of 625 in March 2024.” 

The peak record came in 2014 when there were 889 commercial foreclosures reported.

California Foreclosure Quake

California represents the epicenter of this foreclosure spike! The ATTOM report stated, “In March 2024, California had the highest number of commercial foreclosures for the month, at 187. This was an 8% decrease from last month but a 405% increase from last year. California began experiencing a notable rise in commercial foreclosures in November 2023, surpassing 100 cases and continuing to escalate thereafter.”

New York, Florida, Texas & New Jersey Feel Aftershocks

The ATTOM report also noted, “New York, Florida, Texas and New Jersey also showed significant variance over the decade, with each state continually increasing. New York had a total of 61 commercial foreclosures in March 2024, a 5 percent increase from last month and a 65 percent increase from a year ago. Then came Florida which saw a 30 percent increase from last month and a 107 percent increase from last year. Texas saw a 31 percent increase from last month and a 129 percent increase from last year. Finally, New Jersey saw a 31 percent increase from last month and a 133 percent increase from last year.”

There are still additional foreclosures expected since interest rates are continuing to rise, forcing borrowers to refinance at much higher levels.

According to ATTOM there is $2.2 trillion in debt coming due by 2027.

According to Fitch Ratings, there is a great concern of a rising global contagion risk from commercial real estate losses. Some are concerned that this may represent the domino that has a catastrophic effect on the world economy.



In addition, there is a problem with the high vacancy rates in the office market, such markets as Europe and the Midwest in the U.S.

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MAKE YOUR BED

The military world demands unparalleled strength and discipline, challenges well-known to Admiral William H. McRaven, whose 37-year Navy SEAL career taught him invaluable survival strategies. He distilled these into 10 life lessons during a 2014 commencement speech at his alma mater, later expanded in "Make Your Bed."

Lesson 1: Start Each Day with an Accomplishment

Embrace the morning by completing a simple task like making your bed. It sets a tone of achievement, giving you the momentum to tackle subsequent tasks and ending your day returning to a symbol of pride and readiness for the next day.

Lesson 2: Success in Life Requires Teamwork

Overcoming life’s hurdles is less daunting with a supportive team. Success is often a collective effort, and having reliable people by your side fosters strength and confidence.

Lesson 3: It’s What’s Inside that Counts

True worth is beyond the surface. It’s critical to look past appearances, withholding judgment and prejudice until you know someone’s true character. Often, those who seem the least capable can achieve the greatest feats.

Lesson 4: A Setback Is Only Permanent if You Let It Be

Life’s unfairness is less a reflection of external forces and more about personal resilience. Avoid using misfortune as an excuse and choose to advance despite setbacks.

Lesson 5: Use Failure to Your Advantage

Failure is an inevitable stepping stone to success. Use it to fuel your determination, learn from your errors, and prepare for future challenges.

Lesson 6: Be Daring in Life

Fear of failure can stifle growth. To realize your dreams, you must be willing to take risks and test your limits.

Lesson 7: Keep Courage Close

Courage can overcome any adversity. It enables you to confront oppression and pursue your aspirations with tenacity.

Lesson 8: Stand Tall in the Midst of Darkness

In life’s bleakest moments, strive to exhibit the finest version of yourself. Facing challenges with dignity can help you prevail over despair.

Lesson 9: Inspire Others with Hope

Hope can be transformative. Use your influence to encourage others, becoming a beacon for those lost in adversity.

Lesson 10: No Matter What, Never Give Up

In moments of overwhelming odds, persistence is key. Control your destiny by persisting, and if you must be defeated, let it be on your terms.

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About Counsellors Title Agency

We are an award-winning agency and one of New Jersey's leading title insurance businesses, based in Toms River. Counsellors is known for its team of knowledgeable service professionals recognized for its exceptional title, settlement and escrow services, for all 21 New Jersey counties. Its glitch-free signature service provides confidence to home buyers, sellers, and industry professionals. The knowledge base of its staff has processed over $17 billion in orders and established itself as a pillar of trust and benchmark of excellence within the real estate community.

What Is Enthusiasm?

WHAT DOES ENTHUSIASM MEAN?

You approach life with excitement and energy. You energize people around you.

Enthusiasm is the ability to bring life and excitement to different situations. It often leads to a higher level of involvement and engagement both for individuals and for groups. Those who demonstrate enthusiasm bring an energy and level of intensity to individual and group work.

These people are often identified as early leaders and

innovators as a result of their outward excitement about a

task or project. Look for these people to recruit new group

members and generate ideas.

People with enthusiasm are happy, but this strength goes

beyond happiness or pleasure. It is an activated positive energy, and associated with self-realization and autonomy.

Enthusiasm is a strength that has strong connotations with both physical and mental vitality and well-being. It can be fortified through diet, exercise, mindset, and social connection.

Click here to download or on the cover above.

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