Views From the Shore
One of the benefits of my volunteer role with the Somers Point Business Association is the opportunity to meet new members and learn about their businesses. Recently, I had the chance to speak with Joseph Iannello of Balsley Losco Realty in Northfield, who is entering his 11th year as a Realtor.
When I called Joe for our interview, he wasn’t in an office or showing a property. He was caring for his three-month-old son. As we talked, it became clear that balancing fatherhood and a real estate career requires the same skills that have helped him succeed professionally: preparation, organization, and a genuine desire to help people through important moments in their lives.
“I like helping people through some of the biggest moments and biggest purchases of their lives,” Joe told me.
That perspective has given him a front-row seat to one of the most significant decisions many families will ever make: selling a home. While every property and situation is different, Joe said the most successful sales often have several things in common.
The first is proper pricing. Many homeowners naturally want to list their homes at the highest possible price, but today’s buyers are more informed than ever. With online listings, market data and mortgage calculators at their fingertips, buyers can quickly determine whether a home is priced competitively.
When advising sellers, Joe focuses heavily on active listings rather than just recent sales. He wants clients to understand what their home will be competing against right now. A home that is priced too aggressively may receive fewer showings during those critical first weeks on the market, when buyer interest is typically at its highest.
“A new listing gets a lot of attention because inventory is still relatively low,” he said. “But if it’s priced outside of what buyers see as reasonable compared to similar homes, they’re going to move on.”
Presentation is equally important. Before buyers ever step through the front door, they’ve often spent considerable time looking at photos online. That’s why Joe encourages sellers to pay attention to curb appeal, cleanliness and small maintenance items that can influence a buyer’s perception.
One example may seem minor but can make a surprisingly big impression: replacing burned-out light bulbs. If a prospective buyer flips a switch and nothing happens, it sends a message that the home may not have been carefully maintained.
Joe shared an observation that every homeowner should remember. “Buyers are more forgiving of things that are outdated than they are of things that are neglected,” he said.
In other words, an older bathroom or kitchen may not scare away a buyer. Signs of deferred maintenance, however, can raise concerns about what other problems might be lurking beneath the surface. A home doesn’t have to be perfect, but buyers want to feel confident that it has been cared for.
Above all, Joe believes preparation can make the entire process less stressful. He often conducts what he calls a pre-listing appointment, meeting with homeowners before a property is officially listed. During that visit, he walks them through every step of the process, from preparing the home for showings to understanding what happens once offers begin arriving.
Selling a home can be emotional and overwhelming. Once a property hits the market, showings can begin quickly, offers may start coming in, and homeowners are often trying to coordinate their next move at the same time. By understanding the process beforehand and addressing potential issues early, sellers can avoid surprises and approach the experience with greater confidence.
Whether he’s helping a family navigate a real estate transaction or caring for a newborn son, Joe’s approach remains the same: preparation, communication and attention to detail can make all the difference.
About the Expert: Joseph Iannello is a Realtor with Balsley Losco Realty, 1630 New Road, Northfield. He can be reached at (609) 412-0917 or by email at joeiannello23@gmail.com.
