ABOVE Spring 2012 by Alive Publishing Group

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SPRING 2012 • REMAX.COM/ABOVE

SHINING STARS RE/MAX AgEnts continuE thEiR long stREAk of AMAzing succEss

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OPENING REMARKS

ABOUT THIS COLUMN Opening Remarks features the thoughts of top RE/MAX leaders, speaking on major themes within ABOVE.

IN THIS EDITION Vinnie Tracey has lived and breathed RE/MAX for more than 25 years. Few members of the organization can top his passion for the network and the role it plays in people’s lives. He became President of RE/MAX, LLC in October 2004.

A trophy is so much MORE THAN A TROPHY BY VINNIE TRACEY, PRESIDENT, RE/MAX, LLC

INNERS. The RE/MAX network is filled with them. And it’s not surprising, because that’s exactly who Dave and Gail Liniger expected to attract when they created the RE/MAX Concept nearly 40 years ago. Something great happens when you combine driven, talented individuals and an unmatched collection of tools, resources and competitive advantages. You get results. You get closings. You get happy customers who tell their friends. You get wins. I enjoy shining a spotlight on our winning ways and our culture of productivity. I appreciate what each accomplishment represents: hard work, passion, education, customer service and a mindset of being the best at whatever you do. Performance fuels professional recognition. Over 20,000 RE/MAX Associates received an award for earning at least $100,000 in 2011, and more than 7,000 reached a higher production club than they had the year before. Given the challenges of the industry, that’s absolutely incredible. When a RE/MAX Sales Associate holds up a 100 Percent Club trophy or Hall of Fame plaque and flashes a

well-deserved smile during the Best of RE/MAX Awards Night – one of my favorite evenings of the year – the moment means much more than meets the eye. It means families have been helped; dreams have been fulfilled. This edition of ABOVE celebrates such achievements. A special report from R4 (pages 22-33) includes a recap of award winners, along with words of wisdom from the Worldwide Top 10 producers. The newest members of the Circle of Legends (page 19) also share advice on how to reach the highest heights. So, congratulations to you and whatever victories you’re celebrating. Whether it’s a multimillion-dollar sale or your daughter’s perfectly executed soccer goal, relish the moment – and the hard work that led to it.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

features

PAGE 22

CONTENTS

19 22

LEGENDARY Stars who’ve reached the RE/MAX Circle of Legends share some words of wisdom that might help you join them at the network’s highest career-award level.

SPECIAL 12-PAGE REPORT!

RE/MAX ROCKS LAS VEGAS! Associates from all over the world – nearly 50 countries in all – took over the Mandalay Bay Hotel & Casino in Las Vegas to learn, network and celebrate their accomplishments. Check out a dayby-day account, along with extensive coverage of all the awards.

GO DIGITAL View all three editions of ABOVE online at PAGE 19

www.remax.com/above. Enhanced with videos and added resources, the digital versions are a fun, interactive way to experience and share the magazine. Between editions, keep up on all things RE/MAX via the RE/MAX Weekly, emailed to all Affiliates every Tuesday.

ON THE COVER: Award winners Joe and Lisa Sabelhaus of Maryland, photographed at R4 by John Morris.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

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departments ABOVE

SPRING 2012, VOL. 2, NO. 2 IN EVERY ISSUE:

01 OPENING REMARKS 48 ASK MARGARET

ABOVE, a quarterly publication (January, April, July, October), is the official magazine of RE/MAX, LLC, the international real estate franchisor serving the industry’s most productive Sales Associates. RE/MAX World Headquarters 5075 S. Syracuse St. Denver, CO 80237-2712

RE/MAX, LLC P.O. Box 3907 Englewood, CO 80155

remax.com®

RE/MAX, LLC CHAIRMAN & CO-FOUNDER Dave Liniger VICE-CHAIRMAN & CO-FOUNDER Gail Liniger CHIEF EXECUTIVE OFFICER Margaret Kelly PRESIDENT Vinnie Tracey EXECUTIVE VICE PRESIDENT, U.S. & INTERNATIONAL REGIONAL DEVELOPMENT William Soteroff EXECUTIVE VICE PRESIDENT, GLOBAL COMMUNICATIONS AND BRANDING Mike Ryan

INSIDE STORY

05 READERS REACT 06 SNAPSHOTS Direct Response – golf tips – Power Brokers

07 RE/MAX VS. THE INDUSTRY With more than 750,000 U.S. sides last year, RE/MAX once again leads the field

10 TAPPING INTO BRAND POWER Use the RE/MAX ad campaign to turn “We can help” into “I can help”

12 MOBILE ADVANTAGE RE/MAX property search apps are helping families find homes – anywhere, anytime

BUILDING BLOCKS

14 ACTION ITEM: TALK Tom Ferry reveals the key to your next closing

16 THINKING ABOUT GOING GOOGLE? It may be time to move your workflow to the cloud

18 HOW I CLIMBED A few smart adjustments can take you higher up the ladder

ABOVE DIRECTOR, CHIEF NEWS EDITOR George White CREATIVE SERVICES DIRECTOR Collin Meek SENIOR EDITOR Amanda Okker EDITOR Deborah Ball Kearns AD SALES Rich Foristal

FULL SPECTRUM

34 TAKING THE STRESS OUT OF DISTRESSED PROPERTIES Do’s and don’ts from REO and short sales specialists

36 4X4: AT THE TOP OF THEIR GAMES Four agents answer four questions about performance and success

37 THE CONDO EQUATION Condominium sales represent a thriving niche

40 COMMERCIAL D’BRIEFING

To reach the editors of ABOVE, call 303.796.3573 or email above@remax.com. To order additional copies, call the RE/MAX Order Desk at 303.796.3672 or visit www.remax.net. Copyright © 2012 RE/MAX, LLC. All rights reserved. The material herein may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. ABOVE magazine is provided to RE/MAX Affiliates as one of many benefits. The opinions of guest contributors and interviewed guests are their own and not necessarily those of RE/MAX, LLC, or its Affiliates, or any of its owners, officers, employees or agents. Legal Notice: RE/MAX, LLC, is not responsible for the content of advertisements and assumes no liability for any claims arising therefrom. RE/MAX, LLC, is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX® office is independently owned and operated.

An interview with CCIM’s 2013 president

ABOVE & BEYOND

42 COMMUNITY OVER COMMISSION An agent’s persistence will mean more jobs in his hometown

44 CULTURE OF GIVING Supporting children’s hospitals in every way possible

47 IT’S A GREAT LIFE! The rock steady beat of ska fuels this agent’s efforts

www.hungryeyemedia.com 800.852.0857 PRESIDENT Brendan Harrington PUBLISHER Sandy Haworth CREATIVE DIRECTOR Aaron Cessna ART DIRECTOR Lindsay Burke LEAD DESIGNER Alithea Doyle PROJECT MANAGER Susan Humphrey

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

LETTERS TO THE EDITOR

INSIDE STORY

Readers React THOUGHTS ABOUT THE WINTER 2012 EDITION, FROM AFFILIATES AROUND THE NETWORK

The “No Boundaries” package gave me better insight on just how big and powerful global.remax.com really is; to be able to have your listings viewed in 70 countries and territories is so exciting. After reading the article, the wheels started turning and I began working on my cross-border referral network. – Pauline Salvador, RE/MAX In Action, Martinsburg, W.Va.

THE AD HELPED As I was going through the magazine, I found the advertisement for Bank of America to help RE/MAX agents with accelerating short sales. I had been having some difficulty with a Bank of America short sale and had heard a little about the program. It was the magazine ad that prompted me to go to the website, and now I have another person at Bank of America helping out with this short sale. Thanks! APPEALING I really enjoy the magazine. I love reading about what other agents are doing, as it constantly gives me new ideas and fires me up. The publication is so well organized and accessible, and I find that really appealing. – Emily H. Johnson RE/MAX Preferred Associates Raleigh, N.C.

– Janet Paquin, RE/MAX Hometown Agency, Sanford, Maine

RELEVANT AND FRESH I think the magazine is great! The content is relevant and fresh. I like seeing pieces about different agents in the network. The “Ask Margaret” feature provides a direct link to our CEO and basically creates a one-on-one discussion for all agents in the network to see. I also like the format of the magazine in general, and the fact that it’s available both in print and online. – Leon Lopes, RE/MAX Paramount, Plymouth, Mass.

LOVED THE ARTICLE I loved the article on the iPad listing presentation. I’ve used the app, and I love it! The graphics are crisp and clean. It’s very professional and userfriendly. It’s a nice plus to have this premade and ready to personalize! – Sarah Golem Holpuch RE/MAX Haven Realty Twinsburg, Ohio

NICE TO HAVE PRINT I read the magazine last night, and enjoyed the articles and the layout. In this electronic society we live in, sometimes it’s nice to have a printed magazine to pick up and read at your leisure. I look forward to receiving the next issue. – William “Boo” Christensen RE/MAX Advantage, Brenham, Texas

SHE LIKES IT My marketing person – who happens to be my amazingly talented daughter – has been around the RE/MAX system for years and says the magazine is very well done. She has a finely tuned eye, and when she likes something and appreciates it, I know we have something to work with that will help us in all that we do.

WHAT DO YOU THINK?

Send your comments to above@remax.com and include details about the features and articles that made an impression on you.

– Virginia Klein, RE/MAX Heritage, Westport, Conn.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

INSIDE STORY

SNAPSHOTS

DIRECT RESPONSE

Intriguing Answers to Interesting Questions JANE Q. REVSBECH RE/MAX Results Eden Prairie, Minn.

SUE ROBERTSON RE/MAX Executive at the Lake Cornelius, N.C.

MIKE WINGER RE/MAX Tropical Sands Sarasota, Fla.

FRANK HEITZER RE/MAX All Points Realty Coquitlam, British Columbia

BART MEDLOCK RE/MAX Advantage Floyds Knobs, Ind.

What do you wish someone would invent?

What’s your specialty dish?

What are you reading right now?

What was the first concert you went to?

What’s your go-to snack on a busy day?

Who do you call when you need advice?

What’s an app you can’t live without?

An app for recalling what clothes I wore when

Wild rice soup

“Experience Life” magazine

Apparently, nothing memorable

Any kind of cracker

My husband, the smartest man I know

Results Radar

High-mpg sedan under $30,000

Shrimp fra diavolo

“The Bridge” by Doug Marlette

Leonard Bernstein Young People’s Concert

Mixed nuts

I go to prayer

Dropbox

No-calorie chocolate cake

Chili

“Women” by Charles Bukowski

Todd Rundgren at the Palace Theater

Granola bars and coffee by the gallon

The boss: Ann M. Winger

Waiting for Equator for Android

Courage, bravery and confidence in a bag

Ungarisches Pfeffergulasch vom Rind mit Nudeln

“Life By Design!” by Tom Ferry

Bon Jovi in Nuremberg, Germany

Subway – somewhat healthy and fast

Depends on the advice I need

SignMyPad

Cure for cancer

Many specialty dishes – I love to cook

A lot of news articles and features

Loverboy with Cheap Trick

Granola bar and a banana

Someone with experience on the subject

Dropbox

WHAT WOULD YOU SAY? EMAI L R E S P O N S E S TO ABOVE@ R EMA X .CO M AN D WATCH TH E WEEK LY FO R FO LLOW- U P S .

6 TIPS FOR A MONSTER DRIVE

ANT TO GET FARTHER DOWN the fairway this season? Carl Wolter, the 2011 RE/MAX World Long Drive Champion who smashed a drive of 459 yards en route to his second title, was at RE/MAX R4 to dole out some pointers:

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

1. STAY IN SHAPE.

The more in shape you are, the stronger your core muscles will become. Your balance will improve and you’ll be more consistent. That’s what golf is all about.

2. WIDEN YOUR STANCE.

A wider stance makes you much more stable. You’ll hit the ball into the sweet spot more often if you pay attention to your stance.

3. LOOSEN YOUR GRIP.

Try this: Hold an open tube of toothpaste and swing it in your bathroom without squeezing any paste out. That’s how your golf grip should be – firm, but not so hard that you’re squirting toothpaste all over your floor. A grip that’s too firm makes your entire upper body tense and limits your range of motion.

4. VISUALIZE YOUR PATH.

Too many golfers worry about how the drive feels and sounds instead of keeping their eyes on the target. Wherever you want your drive to go, accelerate and follow through so that the ball just happens to get in the way. Don’t let your hands stop at the sound of impact.

5. PRACTICE. A LOT.

Get to the driving range! If you play once a week, you should hit the driving range once a week too. Start out with a wedge and work your way up to the higher irons and then your driver. Work on every part of your game; not just your drives.

6. HAVE THE RIGHT TOOLS.

It’s tempting to see a beautiful club on a shelf and buy it, but you ought to get fitted for the proper shaft, loft angle and length. Go to a professional outfitter and hit on an indoor simulator to find the driver that gives you the best results. The right club is essential, because you have to believe in it and trust it.

RE/MAX is the #1 real estate network in the U.S. Nobody sells more real estate than RE/MAX. Here is how other national franchises compare for 2011. To download the chart, visit RE/MAX Mainstreet and select the Public Relations page in the Marketing menu. TOTAL U.S. TRANSACTION SIDES1

TOTAL U.S. WEB VISITS2

751,088 49,521,504

NUMBER OF COUNTRIES3

596,268 25,144,639 51

372,682 32,723,558 72

NUMBER OF OFFICES WORLDWIDE3

NUMBER OF AGENTS WORLDWIDE3

6,288

87,476

3,100

84,800

7,500 107,800

101,717 3,401,059 36 2,400 30,500

49,518 1,954,749 45

600

33,884 1,423,253 2

210 6,700

Not Provided 18,567,454

Not Provided 5,567,215

12,000

710 74,942

1,500

51,000

© 2012 RE/MAX, LLC. Each office independently owned and operated. Except as noted, based on data reported either to REAL Trends, Inc. a leading industry analyst, or to the United States Securities and Exchange Commission on Form 10-K, Annual Report for 2011. 1 Full-year 2011. 2 Hitwise data for visits to each franchisor’s national website for full-year 2011. 3 As of year-end 2011. 120318

Prices Rebounding, GOOD BUYS REMAIN HOME PRICE FORECAST RE/MAX agents surveyed predict that home prices will remain stable or climb higher in 2012

PERCENT OF AGENTS WHO SAY PRICES WON’T DECLINE

GOOD VALUES On average, today’s sales prices remain 29% below the peak reached before the housing downturn, agents say.

“Prices have increased by 15% in the past four weeks due to high demand in the face of low home inventory.” Tony Barberi RE/MAX Execs Manhattan Beach, CA

”You can buy a ‘fixer upper’ foreclosure for 30-40% below market value, fix it up and still have equity in your home.” Niki Frieler RE/MAX Results Plymouth, MN

“Both the number of buyers and the price which sellers are getting are noticeably higher in the Lehigh Valley market.” Lisa M. Hoffman RE/MAX Central Center Valley, PA

“There is a lack of low- and midrange inventory, and it’s very common to get into multiple offers on foreclosures.” Kim Clayton RE/MAX Center Duluth, GA

WHAT THEY’RE BUYING AND PAYING Percent of agents who say demand is “Good” to “Very good”

WHO’S BUYING First-time buyers

Other

Owners downsizing or upsizing

Investors Second-home buyers

Agents say 1 in 5 buyers pays cash with an average cash discount of 15%

Percent of agents who say sellers are getting “Slightly less” to “Full price”

BUYER PRIORITIES Lowest: Public transportation Walkability Energy efficiency

Highest: Quality of schools Condition of home Size of home

LE RD U H

S UYER B G CIN S FA

e hom ore ent r it sc r d u e c r c g ble llin pta Se e c t Ac men y pay n ntor w nve i f Do o ck La

SNAPSHOTS

INSIDE STORY

PRODUCTIVITY LEADERS

15.1 O

nce again, the industry-leading productivity of RE/MAX agents was on full display in RISMedia's 2012

EXTRA, EXTRA! CHECK OUT THE NEW RU CATALOG The RE/MAX University Catalog provides a complete listing of all RU educational offerings. It’s available for download on RE/MAX Mainstreet, and a high-quality printed version is available through the RE/MAX Order Desk.

TRANSACTION SIDES PER AGENT

$3.2 MILLION

AVERAGE AGENT SALES VOLUME

Power Broker Report released in early April. Within the 45 RE/MAX offices listed in the study, RE/MAX agents averaged 15.1 transaction sides in 2011 – by far the highest number in the most meaningful metric of agent productivity. The RE/MAX average of 15.1 was more than double most national competitors. Realty Executives was next with 12.5 sides per agent, followed by Coldwell Banker

(10.4), ERA (7.5), and Keller Williams and Century 21 (7.3 each). RE/MAX also topped the rankings in average agent sales volume, with $3.2 million, followed by Sotheby’s ($2.4 million). Realty Executives ($2.3 million), Prudential ($1.95 million) and Coldwell Banker ($1.9 million). The RE/MAX sales volume average was more than double the Century 21 ($1.5 million) and Keller Williams ($1.4 million) averages.

What moves you? People have stories. Amazing stories. Whose story will win?

DON’T MISS WHAT’S COMING THIS SUMMER

www.facebook.com/remax ABOVE THE RE/MA X MAGAZINE • SPRING 2012

INSIDE STORY

ADVERTISING

Tapping into

Brand Power WHEN RE/MAX AGENTS USE ELEMENTS OF THE NATIONAL AD CAMPAIGN IN THEIR OWN MARKETING, “WE CAN HELP” TURNS INTO “I CAN HELP”

hat moves people? Pivotal moments do. It’s when they get married. Or find a job that’s not in their city. It’s when they learn they’re having a baby. Or when their kids leave home and their house feels empty and way too big. And that’s why the central message of the 2012 RE/MAX advertising campaign – “For all the things that move you” – resonates so deeply. Through a multimedia mix of TV, radio, online, print and outdoor/display advertising, consumers receive the consistent message that RE/MAX agents can help. With tens of millions of dollars behind it, this national, and even international, ad presence gives you a tremendous competitive advantage on the local level. When someone sees a RE/MAX ad, they think of the RE/MAX agent they know in their community – you. So by incorporating the images, themes and actual elements of the campaign into your marketing, you’re tapping into incredible brand power. And you’re leveraging the fact that these ads don’t just promote RE/MAX – they promote you.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

TELEVISION ADS LAY THE FOUNDATION Four 30-second ads that carry the “For all the things that move you ” theme, along with three 15-second variations and a U.S. ad featuring Margaret Kelly and the J.D. Power and Associates awards, comprise the national TV campaign. The ads will appear on network, cable and Spanish-language channels throughout the year, creating more than 2 billion brand impressions. SM

“Life’s Moments” depicts several different reasons people move. “Getting Married” features an emotional proposal – with a twist. “Twins” centers on a couple and their growing family. “The Right Job” follows a young man in his search for work. The TV ads are customizable, priced at $250 for the first spot and $100 for each additional spot. Contact Julia Lam at jlam@remax.com to place an order.

OUTSIDE ADS FOR MAXIMUM EXPOSURE Through a new partnership with Billups Worldwide, you can take advantage of a one-stop shop that can combine your personal message with the overall campaign on virtually any out-of-home surface. Billboards. Kiosks. Bus signage. There’s really no limit to what you can do, and Billups takes care of all the details.

PUT PRINT ADS TO WORK FOR YOU You can download high-quality, as-is print ads from RE/MAX Mainstreet and incorporate them into your marketing package. And if you want to personalize the ads with your own photo and contact details, you can do so using templates in the RE/MAX Design Center.

RE/MAX, LLC Agent 1 Agent 2 Agent Title (800) 555-1212 (label) (800) 555-1212 (label) email@youremail.com www.YourWebAddress.com

ALL THE MARKETING YOU NEED WATCH THE ADS Scan this QR code to watch the themed 30-second TV ads in the national campaign.

On RE/MAX Mainstreet, you can download online banners consumers will recognize from the campaign. Add them to your blogs, websites and social media pages – or use them as ads that link back to you.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

BUILDING BLOCKS

TECHNOLOGY

Mobile Advantage THE U.S. RE/MAX MOBILE APP IS HELPING FAMILIES FIND THEIR NEXT HOME – AND THREE REGIONAL SOLUTIONS ARE DOING THE SAME IN CANADA

UNITED STATES KEEPING YOU CONNECTED with your clients anytime, anywhere, the new U.S. mobile app* is one more tool you can provide to your buyers as you help them find their new home.

MOVE YOUR CUSTOMERS AND YOUR BUSINESS

The most user-friendly real estate search app out there.

Your customers can get instant access to nearby homes for sale.

Detailed information and photos highlight your listings.

How does it help you?

Another source of leads, with no referral fees.

They’re going to look on their own. Now you can help guide them whether you’re there or not.

The one-tap agent call feature connects potential buyers to you instantly.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

Turn-by-turn directions allow your buyers to find properties on the go.

How does it help you? Saves you time and energy, and they’ll let you know about listings they already like. *The mobile app covers listings across the U.S.; however, coverage is not available in Northern Illinois. Please contact the RE/MAX of Northern Illinois regional office for additional information.

PUT IT IN THEIR HANDS. THEY’LL THANK YOU FOR IT.

DOWNLOAD IT. RATE IT. SHARE IT. Promote the app and yourself with marketing materials available through the RE/MAX Design Center and the RE/MAX Mobile App Resource Page on Mainstreet.

CANADA

RE/MAX OF WESTERN CANADA MOBILE APP

RE/MAX ONTARIO-ATLANTIC CANADA CURBSIDE MARKETING

Using the new Live View feature and a built-in QR code reader, customers can quickly search and save properties, access listing information and connect with agents in Western Canada. www.remax.ca/wc/mobile.htm

All in front of your yard sign, buyers can send a text, visit the remax.ca mobile site or scan a QR code to instantly receive pictures, videos and contact information while on the go.

RE/MAX QUEBEC MOBILE APP Buyers can download information on your listings, view pictures, use GPS search or advanced search, save properties in their favourites and find you instantly.

Search “RE/MAX Quebec” in the App Store.

www.bestagent.ca

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

BUILDING BLOCKS

RE/MAX UNIVERSITY

Action Item:

Talk

Agents who have appointments are going to win.

IT’S AS SIMPLE AS IT SOUNDS: THE KEY TO FINDING NEW CLIENTS IS TALKING TO MORE PEOPLE

NE OF THE CHALLENGES AGENTS

face today is that a new, more bullish market is developing. Huh? How is that a problem? Homes are selling. Short sales are closing. Bank-owned properties are moving. Demand is growing and interest rates are low. It’s all good. BY TOM FERRY // PHOTOGRAPHY BY KEVIN MCILWAINE

Well, yes, it’s good, but it’s also a challenge – because even though agents are growing more hopeful, they’re also deeply rooted in fear that the whole thing could suddenly go south again. And when you live in fear, it’s hard to get excited and say, “I’m going to have a better year than I did last year. I have a goal and I’m fired up about it.” The trick is to eliminate the fear. How? Through back-tobasics pipeline management.

TAG: YOU’RE IT! What do I say to an agent who’s having a good year but is unsure whether it will last? I ask, “How many leads do you have? How many appointments do you have in your calendar? How many potential buyers do you have? How many potential sellers do you have?” These are important questions, and if you have the right answers, no drop in the market can touch you.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

GET WITH THE PROGRAM CRUSH THE REST OF 2012 – AND BEYOND; TOM FERRY’S EXCLUSIVE “SALES POWER FOR RE/MAX” COURSE SHOWS YOU HOW. BROUGHT TO YOU BY RE/MAX UNIVERSITY, THE COACHING PROGRAM EMPHASIZES: Social networking Online lead-generation techniques The unique competitive advantages of RE/MAX Mentor-based accountability to keep you on track Visit www. yourcoach.com/remax to learn more and sign up!

Success Is What You Make It Consider the agents who wake up Monday mornings with no leads, no appointments, no listings and nothing going on. Even though the market around them is heating up and things are going well, their fear dominates them to the point where they don’t take action. They need to play TAG – The Appointment Game. In my 20 years of coaching and training, here’s one thing I’ve learned: The truest indicator of a healthy sales business is an agent’s ability to schedule appointments with a wide variety of potential buyers and sellers. That’s the essence of TAG. Agents who always have appointments – whether they’re showing homes, giving listing presentations, meeting with buyers, whatever – are engaged in activities that lead to signed contracts and satisfied clients. Those agents are crushing it. They’re going to win, no matter what.

TALK! Every conversation, and yes, every rejection, moves you one step closer to your next closing.

Of the clients we work with in the U.S. and Canada, the average agent sold 28 homes last year. On average, they went on one to three appointments with buyers or sellers per week. If you do the math, using 45 working weeks a year, that’s about 90 appointments – and they’re converting one out of three to reach 28 sales. So how do you eliminate the fear? You get better at setting appointments and making them count! Plain and simple.

SCHEDULE IT! You have to build your pipeline of appointments, and realize that even a lousy appointment is better than sitting in your office or at home doing nothing. Even if you’re talking to someone who’s only mildly interested, you still get to do your stuff and explain the RE/MAX advantage, and that’s much better than sitting by yourself. After all, every conversation is practice for the next one. And the law

How you define success and achievement is up to you. But be fair to yourself. I talk to agents who say, “Tom, I feel like my business is always up and down, and I’m not as successful as I could be.” I ask them about their rules for success and find out they think they have to get every listing, close every transaction and never have a deal fall apart. It’s all or nothing, and they’ve put themselves in a position where they’re never winning the game psychologically. My advice: Rewrite the rules. Ask yourself what’s important to you. Start with the phrase, “When I (blank), I feel successful, and I know I’m achieving something.” Only you can fill in your blank.

of averages says that the more people you meet with, the more business you’re going to find. Through our research, we know that the average agent makes one sale for every 49.5 new people they talk to. We’re tracking agents from the U.S. and Canada, and every 49.5 people they meet with – new Internet leads, people at open houses, people who are referred to them, people at a cocktail party, anyone – equals one sale closed.

Many agents have a transaction number and an income number they shoot for, and that’s great. I’m all for hard work, accountability and quantifiable goals. I hope, though, that these agents also measure their success by customer satisfaction. I hope they measure it by healthy days off – or by growth in their savings and investments. I hope they measure it by their relationships with the people they love. For me, I’d like to get to the end saying, “I had a lot of fun. I learned a lot. I taught a lot. I helped people. And I did what I thought was right. I was happy.” If I can say that, I’ll have no problem calling it a success.

The reason I share this is that the moment you know that you’re only 50 new conversations away from a paycheck, you become a little more bullish. You think, “I can go sit at Starbucks, and in 15 minutes I can talk to 22 people, because there are more people at Starbucks than there are at my open houses.” Every conversation, and yes, every rejection, moves you one step closer to your next closing. If you’re not out there talking to people, what in the world are you waiting for?

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

BUILDING BLOCKS

TECHNOLOGY

Thinking About Going Google? THEN YOUR HEAD’S IN THE RIGHT CLOUD BY AMANDA OKKER

You might be weighing whether to shift to cloud computing. Perhaps the benefits of a new RE/MAX and Google partnership – plus the insights of an avid user – will help you decide to go for it.

loud computing with Google moves everyday tasks and programs that users traditionally access on their computers to a web-based platform that puts all the same functionality, files and content in an online environment. It eliminates the need for computer storage Thanks to a new RE/MAX partnership with Google upgrades, file back-up services, and LTech, Associates can enjoy exclusive software updates and IT pricing, advanced support and valuable training support. It means going on Google Apps for Business. mobile in every way. Google knows your $45/year per user Online document storage Industry-leading spam for files of any type filters office is not really in the 25GB of email storage office. It’s at home, at a Mobile access 24/7 customer support showing, at a networking Interoperability with ® Microsoft Outlook One username and one 100 percent luncheon, in the waiting password for all the apps web-based room at the doctor’s office. And it should go Get started at www.ltech.com/remax wherever you go. The Google Apps for Business suite of products is a reliable and affordable way to put your business in the cloud and remove the barriers ADVICE FROM SOMEONE WHO’S UP THERE between you and the files, programs and communication J.J. Stakem, of RE/MAX Select Properties in Sterling, Va., platforms you need to be able understands the uncertainty agents feel about making the to access anytime, anyplace, transition to the Google cloud, particularly if they’re not already on any device. Plus, it can Google users. He started using Google Apps for Business about a SCAN THIS CODE work for any agent, any team, year ago, and says it’s OK to crawl, and then walk, and then run. ON YOUR PHONE and even an entire brokerage. “That’s the beauty of it,” Stakem says. “You can use as little or TO WATCH A Find out exactly what as much as you want, and make it fit your business – not the other SHORT VIDEO Google Apps for Business way around.” Stakem recommends these three action items for any ABOUT GOOGLE can do for you. Visit agent who’s interested in going Google: APPS. www.ltech.com/remax.

GOOGLE APPS FOR RE/MAX

DON’T FEAR THE CLOUD

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

by the numbers

350

MILLION

Gmail accounts

MILLION

Google Apps for Business users

MILLION Companies using Google Apps for Business

5,000 Entities moving to Google Apps for Business every day

GOOGLE APPS

4 REASONS TO AVOID IT If the following apply to you, then Google Apps for Business isn’t for you:

You’re in the office every day from 9 to 5; you never venture out.

You enjoy spam email and dangerous computer viruses.

You like reaching the capacity limit in your email inbox.

You thrive on the risk of losing everything if your computer crashes.

KNOW YOUR NUMBERS

COMMIT TO LEARNING IT

BUDDY UP

Take inventory of all of your current communication and collaboration technology costs (CRM, enhanced email services, videoconferencing). Jot down what you pay for Outlook every three years. Get a good grasp on that total. You’ll find that all of those services you pay for separately now are either inherent in Google Apps for Business or are available on Google Play, oftentimes at no additional charge. Having a clearer picture of your current system will make $45 per year seem too good to be true.

Agents can get up to speed and very comfortable with the Google Apps for Business system in about 10 hours. There are lots of videos and resources at learn.googleapps.com and now dozens of videos on RE/MAX University. Go in there and play around a little. See what those buttons do. You can’t break it.

Talk with other agents in your office who are interested in Google Apps for Business, and work together. The thing you can’t figure out, someone else in your office already has. Or what they can’t figure out, you have. Find out who they are, and set a regular time to have conversations about what’s working and what’s not.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

BUILDING BLOCKS

BUSINESS STR ATEGIES

rett Lueken attributes

much of his 2011 success to becoming more familiar with RE/MAX systems, growing his referral base and implementing a few helpful strategies. LEANING ON LEADSTREET Lueken devoted more resources toward advertising, particularly online. In addition to creating more elaborate campaigns, he used LeadStreet to better manage and control the leads he generates through his online advertising and social media presence.

With each new online lead, Lueken enters the contact into LeadStreet so he can keep in touch with the prospective clients using LeadStreet’s automated drip campaigns. When these people inquire about a property on remax.com, they’re already connected to Lueken as existing contacts. FOCUSING ON QUALITY Lueken actually sold fewer houses in 2011 compared to 2010. But by concentrating on

quality service, he took his achievement level from great to even-better-than-great.

service in our marketplace.”

BEING MORE VISIBLE A relatively new kid on the block, Lueken signifiBrett Lueken cantly increased his local RE/MAX Lafayette Group Lafayette, Ind. presence by getting more involved in the community 2011: Chairman’s Club and its civic organizations. 2010: Platinum Club Through various groups, Lueken has connected with “My main focus in 2011 was and worked alongside influento continue to build the area’s tial, active people. best full-service real estate Lueken’s extra effort has ceteam,” he says. “My success was mented his reputation and genderived from my team’s passion erated referrals from sources to provide the highest quality he wasn’t accessing before.

How I Climbed PREPARATION, EFFORT AND UNIQUE BRAND ADVANTAGES HELP RE/MAX ASSOCIATES CLOSE MORE SALES AND ELEVATE THEIR CAREERS. IN FACT, OVER 7,000 ASSOCIATES QUALIFIED FOR A HIGHER PRODUCTION CLUB AWARD IN 2011 THAN THEY HAD IN 2010. HERE’S HOW TWO OF THEM MOVED UPWARD. BY KEITH MILLER

n 2009, Zeena Taghvai endured her slowest year in two decades of real estate. So she joined RE/MAX, determined to turn her business around. And she hasn’t looked back. Her 2011 climb was built upon several smart moves. KEEPING IN TOUCH Taghvai estimates that 40 percent of her 2011 business involved past clients and referrals. She places a high priority on reaching out to past clients, whether through phone calls or friendly 15-minute meetings over coffee. “I want people to know I’m available, and that I appreciate their business and referrals,” she says.

FARMING SMARTER Distributing fliers, notepads and calendars to her farm area had long been an effective strategy for Taghvai. But she’s taken it even further. She now works with “strategic allies” – past clients, acquaintances, business contacts – who provide Zeena Taghvai RE/MAX Real Estate (Mountain View) Calgary, Alberta

petitive intelligence; last year, one of them noted that no one was sending calendars to the neighborhood anymore. “Because of that information, I put together and distributed some very nice calendars, which I’m sure are hanging in quite a few homes now,” Taghvai says. “Little things can mean a lot in this business.”

JUMPING ONTO 2011: Platinum Club FACEBOOK 2010: 100 Percent Club Taghvai created a Facebook fan page, where she posts market news and constructive feedback on her updates. She devotes just a few efforts. For instance, they let her minutes every other day to the know if and when they receive site, with remarkable results. her materials, and how useful In her first four months, she they seem. They also offer com-

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

generated three new clients simply by engaging in conversations with them. “I had more than 500 ‘likes’ just a couple of weeks after I started the fan page,” she says. “And I know only a fraction of those people personally.”

RE/MAX PRODUCTION CLUBS

(Annual commissions earned) DIAMOND AWARD ($1 MILLION+) CHAIRMAN’S ($500,000 TO $999,999) PLATINUM ($250,000 TO $499,999) 100 PERCENT ($100,000 TO $249,999) EXECUTIVE ($50,000 TO $99,999)

AFTER THE SALE

CO UR SE

ENGAGE CL IENTS

YO UR CH AR T

E TI

UR YO

ANT SIST S A AN HIRE

R HE T GE O T SE TA S ID E

F LEG

FA M ILY

TIM E

DEMA N D T HE B EST O F Y OUR SELF

D N S E

E TH

LEARN F ROM

EM BR AC E

R VE LI DE ER OV ING OTH RN FEA

IVE UP NEVER G

CT PE EX

G IN ET RK MA UR YO

SK IN

LISTEN TO A COAC H

T H IC K

E V A LUA T E EV ER Y TH ING

G R OW

S GE A S ES M

F O

Y DA Y R VE E E T F EL RA S R G OU TE Y IN ND MI E AVE R YOU H T A H ON W RATE T N E CONC

L RC E

E CI H T

S EA ID

S ER TH O

EVERY S ETBACK

CH AN GE

THE NEWEST MEMBERS OF THE RE/MAX CIRCLE OF LEGENDS SHARE CLUES ON HOW THEY BUILT EXTRAORDINARY CAREERS — AND HOW YOU CAN DO IT TOO COMPILED BY DINAH BRIN

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

E TIM KE TA

TIE YOUR MESSAGES TOGETHER

L RC E

“We use the collective power of social media integration. By linking together every blog entry, Tweet, Facebook post and LinkedIn message, we achieve far better results than we would with a bunch of single items working on their own.”

ENDS

E CI H T

F LEG

-Sande Ellis

TTAINING ANY OF THE TOP RE/MAX CAREER AWARDS IS A LOFTY ACCOMPLISHMENT. Every member of the RE/MAX Hall of Fame, which honors Affiliates who’ve earned over $1 million in network commissions, has helped an incredible number of buyers and sellers on the way toward that honor. By the same token, Lifetime Achievement Award recipients – who’ve earned more than $3 million during a RE/MAX career of at least seven years – have had an even greater impact. And then there’s the RE/MAX Circle of Legends, the highest level of all. Honoring Associates who’ve earned over $10 million in commissions during a RE/MAX career of at least 10 years, the Circle of Legends is an ultra-elite group with just 198 active members. And, in true RE/MAX fashion, the newest members offer insight into how they reached the top – in hopes of having you join them there someday.

RE/MAX CAREER AWARDS CIRCLE OF LEGENDS newly awarded......................................................29 total active............................................................198 LIFETIME ACHIEVEMENT newly awarded....................................................417 total active......................................................3,795 HALL OF FAME newly awarded.............................................. 1,608 total active......................................................18,741

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

“Hiring an assistant was a major boost to my career. It allowed me to spend my time meeting lots and lots of people. That’s critical, because people will do business with those they know, like and trust. There’s no substitute for face time with clients and potential clients.”

ENGAGE CLIENTS AFTER THE SALE

“Engage clients after the purchase and create a loyalty loop through social media and integrated websites. This can really help your business explode.” -Derek Gillette

-Gary Miller

OVERDELIVER

“Underpromise and overdeliver. And always do what you say you’re going to do.”

-Gary Miller

FEAR NOTHING

“Be fearless. Don’t sell yourself short for a quick deal. There’s no compromising your integrity – ever. We’re in a people business, and how you treat each and every client matters a lot.”

-Yang-Uk Kim

NEW CIRCLE OF LEGENDS INDUCTEES

LOFTY HEIGHTS

HIRE AN ASSISTANT

JANE ASHCRAFT-WEST RE/MAX Affiliates, Florence, KY RON BALISKI RE/MAX Saskatoon East, Saskatoon, SK JAMES BOVELL RE/MAX Cayman Islands, Grand Cayman, Cayman Islands CHARLES CADY RE/MAX Northwest Realtors, Seattle, WA GWEN DOWLAND RE/MAX Choice Properties, Gallatin, TN

LISTEN TO A COACH

“Discipline, scheduling and the Mike Ferry Coaching Program helped us build the team and increase our skills. I can always learn something new; I don’t let ego drive my business.”

-Denis Pelletier

RANDY DYCK RE/MAX Little Oak Realty, Abbotsford, BC SANDE ELLIS RE/MAX Realty Group, Fort Myers, FL PAUL EVISTON RE/MAX Select Properties, Vancouver, BC ALAN GEE RE/MAX Real Estate Centre, Edmonton, AB DORIS GEE RE/MAX Central, Burnaby, BC

CHART YOUR COURSE

“Setting strong goals and planning out your year with budgets and marketing plans is vital. You run your own business, and it needs direction in order to be successful.”

-Alan Gee

INTEGRATE THE IDEAS OF OTHERS

“Call me a sponge. I’ve attended almost every class or function RE/MAX has to offer, and I’ve always found that top-producing agents are delighted to share their expertise. Even within our team, great ideas abound. We come from different backgrounds, with different skills, and we work to meet challenges together.”

REMIND YOURSELF EVERY DAY “Use positive affirmations every day, starting with: ‘If anyone can do it, I can.’ Always remember what’s most important to you, and go after it in every way you can.”

CONCENTRATE ON WHAT YOU HAVE

“It’s important to concentrate on your current relationships and not focus only on creating new business.”

-James Bovell

-Ron Neal

LEARN FROM EVERY SETBACK

“In this business, you’ll be knocked down more than you can imagine. Every time it happens, pick yourself up and use it as a learning experience on how you can improve yourself.”

-Colleen Pickett

EMBRACE CHANGE

“We embrace change. We’re constantly reinventing ourselves, and when the market turned we learned everything we could about REOs and short sales. You have to remain positive; for us, it’s exciting to be at the bottom of the market – because the only way to go is up!”

-Sande Ellis

EVALUATE EVERYTHING

“I’m constantly evaluating markets, technology and opportunities. And I’ve spread my reach so that I always have at least one sector of my business that’s on the upswing.”

GROW THICK SKIN “Grow thick skin, and never take things personally. Always be positive.”

-Alan Gee

EXPECT YOUR MARKETING TO TAKE TIME

“Give your marketing at least six to eight months to show results; keep at it until it does.”

-Colleen Pickett

NEVER GIVE UP

“Keep your head up and keep going. Set realistic goals and work hard to gain the confidence of your buyers and sellers. And be positive in your dealings with everyone.”

-Ron Baliski

-James Bovell

DEMAND THE BEST OF YOURSELF

“If you don’t have numbers to shoot for, life will control you instead of you controlling your life. When I built a team and started prospecting every day, following a set schedule, I tripled the size of my business.”

SET ASIDE FAMILY TIME

“Always set aside family time to keep your balance; it really helps you bring fresh ideas to your business.” -Derek Gillette

-Denis Pelletier

SANDI GENTRY RE/MAX Grand Haven, Grand Haven, MI DEREK GILLETTE RE/MAX of Nanaimo, Nanaimo, BC DOUGLAS GOSS RE/MAX Real Estate Services, Cupertino, CA JAMES GRANTHAM RE/MAX of Orange Beach, Orange Beach, AL ANDREA KAVANAGH RE/MAX Select Properties, Vancouver, BC

AUSTIN KAY RE/MAX Westcoast, Richmond, BC YANG-UK KIM RE/MAX Tiffany Real Estate, Cypress, CA JOHN LESNIEWSKI RE/MAX United Real Estate, Upper Marlboro, MD LINDA LOWE RE/MAX Centre Realty, State College, PA GARY MILLER RE/MAX of Pueblo, Pueblo, CO

PHIL MOORE RE/MAX Central, Burnaby, BC RON NEAL RE/MAX Alliance, Victoria, BC DENIS PELLETIER RE/MAX Immo-Contact, Duvernay Laval, QC COLLEEN PICKETT RE/MAX Aboutowne Realty, Oakville, ON ROBERT REIDELL III RE/MAX Results, St. Paul, MN

BILL RENAUD RE/MAX Metro-City Realty, Ottawa, ON GLEN SYTNYK RE/MAX Performance Realty, Winnipeg, MB FEDERICO TORRES RE/MAX Platine, Brossard, QC ANNA TURNER RE/MAX Metro-City Realty, Ottawa, ON

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

RE/MAX

THE WORLD’S GREATEST AGENTS CAME TOGETHER FOR A DYNAMIC, ACTION-PACKED, ENERGIZING AND DOWNRIGHT FUN CONVENTION BY DEBORAH BALL KEARNS // PHOTOGRAPHY BY KEVIN MCILWAINE & JOHN MORRIS

HE PROFESSIONAL SPIRIT BEHIND REAL ESTATE’S NO. 1 BRAND was everywhere at the 2012 RE/MAX R4 Convention in March. It was in the classrooms, where Sales Associates sharpened their skills. It was on the faces of agents as they shared ideas, created connections and planted the seeds of future business. It was at the social events and fundraisers, where fun and selfless support crossed paths. And it was in the spotlight of awards night, as beaming high-achievers celebrated the rewards of their hard work. The event at the Mandalay Bay Convention Center in Las Vegas was a mixture of networking, education and high-energy enthusiasm that will fuel attendees throughout the year. For four days, they came together to recharge and elevate their careers. It’s a pretty safe bet that no one left the scene unchanged.

CHEERS: TAKING PART IN THE R4 AWARDS NIGHT FESTIVITIES WERE (FROM LEFT) MARK KIVLEY OF WISCONSIN, ZIA ABBAS OF ONTARIO, LISA SABELHAUS OF MARYLAND, JOE SABELHAUS OF MARYLAND, RONNIE MATTHEWS OF TEXAS, BARRYMORE MCBARNETTE OF GRENADA, HYACINTH MCBARNETTE OF GRENADA AND GLENN NORTON OF SOUTH AFRICA.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

MONDAY

The energy at R4 ran high right from the start, during initial meetings, classes and social events like the “Tee It Up for Kids!” golf tournament … In a session for first-time attendees, Alaskan Sherri Sapp received pointers from perennial attendees.

“This is awesome,” Sapp said of R4 … In other sessions, agents gleaned

insights on social media, distressed properties, investors, technology, customer service and more … The Opening General Session REIGNITED everyone. RE/MAX CEO Margaret Kelly gave a market overview and unveiled several new resources. Vice-Chairman Gail Liniger updated the crowd on Dave Liniger,

who because of health issues was missing the convention for the first time ever. And President Vinnie Tracey congratulated the network for being

“No. 1 in virtually everything. We’re No. 1 in experience, No. 1 in agent productivity, No. 1 in brand name awareness, No. 1 in advertising, No. 1 in professional designations

and education, No. 1 in global presence and No. 1 in sales. That’s the sort of brand power that brings business to RE/MAX Sales Associates, and when they add their talents and service, they create customers for life” … At the Appreciation Reception,

attendees made new friends and referral contacts.

ONE OF THE BEST ASPECTS OF THE OPENING GENERAL SESSION WAS A CHANCE TO MEET THREE OUTSTANDING ASSOCIATES VIA SHORT VIDEOS AND FOLLOW-UP CONVERSATIONS WITH MARGARET KELLY.

AMANDA GELDENHUYS

ASIF KHAN

KEVIN STEWART

+ “The RE/MAX brand generates more leads for me. I couldn’t handle all the leads, so I created a team, which allows me to specialize and work with sellers.”

+ “Coaching gave me the momentum to carry through in my business. It allowed me to focus more on building business rather than chasing business.”

+ “Your car and your office are a reflection of the way you do business every day. I actually have an unlimited car wash membership; it’s a borderline daily routine for me.”

+ “I market on Facebook and Twitter, and I list all of my properties on YouTube. Those are changes I needed to make to keep up with our market.”

+ “My smart car has its own Facebook site, which has 100 fans. It gets a lot of attention, and it’s the best investment I’ve ever made.”

+ “(A sign rider I use) allows a prospect to come up to the house and text ‘REMAX’ to this number. It texts back to them listing information on the house. It also texts me their phone number.”

RE/MAX Jowic Centurion Centurion, South Africa Hall of Fame Joined RE/MAX in 2002

+ “Just being me makes a difference. I’m the ultimate choice.”

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

RE/MAX All Stars Realty Toronto, Ontario Hall of Fame, Chairman’s Club Joined RE/MAX in 2006

+ “It’s not about making the sale; it’s about making the sale and getting top dollar for my clients.”

RE/MAX Suburban Detroit, Mich. 100 Percent Club Joined RE/MAX in 2009

+ “People want information five minutes ago – not two days from now.”

To kick things off, Tony Hsieh, CEO of online sensation Zappos.com, shared insights into how his company became profitable by rais-

ing the happiness quotient of its employees and customers – a message easily adaptable for RE/MAX agents in their own businesses … Tom Ferry wowed the crowd with his ridiculously funny take on ways to crush production in 2012. The crowd

danced, laughed, danced some more, and received a critical real estate reality check … Associates soaked up ideas at more than a dozen sessions on a wide variety of topics, from short sales to video to Facebook … R4 energy emanated from the Global Referral Exchange, where more than 1,000 Associ-

ates from around the world met for the first time or RECONNECTED with old friends. The event was an eye-opener for Associates who didn’t realize the

extent of the network’s global power. “It’s the first time I’ve

been here, and it’s fantastic,” said Aaron Drever of New Zealand. “It was so good to see the agents come together, and to see the power of the brand across so many different countries and groups” … Generosity and fun fueled the Children’s Miracle Network Hospitals Auction, where more

than $100,000 was raised for kids.

TUESDAY

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

For many, this day began with a financial lesson from author David Bach and a real estate workout with Brian Buffini … Four

beautiful Associates took to the runway at the Luncheon and Fashion Show benefiting Susan G. Komen for the Cure, and videos of the quartet – Jane Ambrose, Cindy Pelletier, Debbie Wicker and Darlene Reeves-Kline – illustrated their courage in overcoming breast cancer … After even more educational sessions – “Coordinating Social Media Content” with Nicole

Nicolay was especially great – it was

time for the network’s top producers and leaders to be RECOGNIZED at the “Best of RE/MAX” Awards

Night. The night was a mix of elegant evening gowns, custom suits, wide smiles and well-earned moments in the spotlight … Before she took the stage, Top 10 star Jacoba Potgieter of South Africa shared a secret of her success:

“I surround myself with highly successful people; it’s important to know your strengths and weaknesses – and delegate the weaknesses to the right people so you can focus on what you do best” … Another Top 10 producer, Bob Lucido of Maryland, said this: “Invest in your marketing and get the business to come to you.

If you create a strong brand, clients will seek you out.”

WEDNESDAY

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

SAVE THE DATE Don't miss the 40th anniversary RE/MAX R4 Convention, Feb. 25-28, 2013, at the MGM Grand Hotel & Casino in Las Vegas.

THURSDAY

Eager to get the most out of R4’s final day, attendees streamed into the early sessions – some of which were so packed that it was standing room only. The learning covered it all, from

global business leads and technology tools to luxury real

estate and commercial tips … At his session on photography, Stephen Pacinelli of Tech Savvy Agent showed some of the worst listing photos ever taken … Renowned National Geographic photographer Dewitt Jones, at the Closing Session, used his captivating images from around the world to encourage everyone to REDISCOVER their passion for their careers and personal lives.

“Find what’s right with the world. Seize the day,” Jones urged … Canadian rockers Barenaked Ladies delivered an

absolutely incredible concert … One unforgettable highlight: talented RE/MAX agent Duncan Fremlin of Toronto joined the band to play banjo on “Fox on the Run.” As Fremlin left the stage, singer Ed Robertson thanked him for sitting in – “Hands down, the greatest real estate agent to ever play with the Barenaked Ladies!” The crowd roared its approval … California Associate Patty Decker, who joined the network in 2010, said the convention was inspiring, motivating and refreshing. “You

can’t afford not to go to RE/MAX R4!”

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

THAT’S WORTH TWEETING! R4 ATTENDEES BREAK IT ALL DOWN TO 140 CHARACTERS Twitter-savvy Associates sent thousands of Tweets during R4. Here’s a sampling from the “Top Mobile Apps and Technologies” session conducted by Chris Smith, the extremely popular Chief Evangelist at Inman News. (Remember, read from the bottom up to get the real chronological order.)

Have an account? Sign in

RE/MAX

1,624 TWEETS

@remax The Official Twitter Page for RE/MAX Denver, CO

10,115 FOLLOWING

http://www.remax.com

21,849 FOLLOWERS

Vedana @VedanaFreitas “PowerPoint is like the Blackberry - we have moved past it.” We have? Sad face. I love my PC. #chris_smith #Inman #Remaxr4

Nicole Nicolay ‫@ ‏‬nik_nik

Chris Speicher

Jason Preece LexKyRE ‫@ ‏‬jasonpreece

@SpeicherTeam Go to YouTube and type in VW augmented reality. @Chris_Smth at #remaxR4

Chris Speicher

Make your network smaller and engage with those people #REMAXR4 @ Chris_Smth

@SpeicherTeam Practice listing presentations on the iPad. Practice, practice, practice. #remaxR4 @Chris_Smth

Jason Preece LexKyRE ‫@ ‏‬jasonpreece

Jason Preece

LexKyRE ‫@ ‏‬jasonpreece #Quickoffice is like the #Powerpoint for #ipad @Chris_Smth #REMAXR4

Jason Preece LexKyRE ‫@ ‏‬jasonpreece

Chris Speicher

@SpeicherTeam 15.5M people bought iPads in the last quarter. #remaxR4

Brian Melville ‫@ ‏‬BrianMelville

Jason Preece LexKyRE

Yvonne Arnold ‫@ ‏‬YvonneArnoldCRS

@jasonpreece 60% of class is not using iPad for listing presentations #REMAXR4 @ Chris_Smth

Gene Krutyansky ‫@ ‏‬GeneREMAX

PowerPoint is the Blockbuster of presentation software. @Chris_Smth #remaxR4 @remax

susankliesen ‫@ ‏‬realtorontherun

51% of all mobile searches will happen on a mobile device. Use howtogomo.com to see if your website will cut the mustard at #remaxR4

Chris Speicher ‫@ ‏‬SpeicherTeam

100% of clicks on Google, FB and Twitter go to a MOBILE site. #remaxR4 @ Chris_Smth

Yvonne Arnold ‫@ ‏‬YvonneArnoldCRS

Have you heard about the app #path @Chris_Smth #REMAXR4

90% in the class own an iPad @Chris_Smth #REMAXR4 @chris_smith “I love

zoomin and pinchin” #remaxR4

RT @jasonpreece: @Chris_Smth using #Sliderocket for his presentation at #REMAXR4

Jennifer King ‫@ ‏‬LancasterHomes

50% of agents in this session have sold a house sight unseen! @Chris_Smth #remaxR4

Yvonne Arnold ‫@ ‏‬YvonneArnoldCRS

#remaxR4 Word Lens app translates photo of any word @Chris_Smth

Sean Moore ‫@ ‏‬SeanWMoore

“Indecision is the worst decision” @Chris_Smth #REMAX #remaxr4

Nick J.M. Profeta ‫@ ‏‬niconite

@Chris_Smth New rule: In the morning don’t check your email until you make someone smile. #remaxR4 #yycre

#remaxR4 R u controlling your phone or is your phone controlling you? @ Chris_Smth

Nick J.M. Profeta ‫@ ‏‬niconite

Jason Preece LexKyRE ‫@ ‏‬jasonpreece

Delete, remove, or turn off notifications on unwanted notifications that distract you @Chris_Smth #REMAXR4

Jason Preece LexKyRE ‫@ ‏‬jasonpreece

Chris Speicher ‫@ ‏‬SpeicherTeam

Bill Butler ‫@ ‏‬BillButlerBos

Less apps, more

engagement. @Chris_Smth at #remaxR4

Chris Speicher ‫@ ‏‬SpeicherTeam

@evernote shout out from @Chris_Smth at #remaxR4. We use it every single day.

Good advice!!! RT @ SpeicherTeam: Path limits friends to 150. Reduce the noise via @ Chris_Smth at #remaxR4

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

We have to learn how to turn off the noise ! @Chris_Smth #remaxR4 Avg email user receives 147 messages everyday and spends more than 2.5 hours on a day @Chris_Smth #REMAXR4 @Chris_Smith rockin #remaxr4 with mobile knowledge 65% of mobile usage will be video in 2015.

Brian Melville ‫@ ‏‬BrianMelville

@chris_smith. There is an average of 3 apps downloaded for each person on earth #remaxR4

The Stars Were shining Top producers and other honorees celebrated their success at the 2012 “Best of RE/MAX” Awards Night. All told, 1,438 trophies and plaques were carried across the stage during an evening no one will soon forget. TEAM LEADER COMMISSIONS Top 25 Team Leaders – Worldwide Residential & Commercial For this list, see page 32

Top 10 Team Leaders – U.S. Residential 1. John Ahlbrand, Las Vegas, NV 2. Ronnie Matthews, Spring, TX 3. Ryan O’Neill, Lakeville, MN 4. Marti Hampton, Raleigh, NC 5. Bob Lucido, Fulton, MD 6. Eric Pakulla, Columbia, MD 7. David Flory, Houston, TX 8. Bruce Tyburski, Fairfax, VA 9. Don Matheson, Scottsdale, AZ 10. Ken Bowen, Rancho Santa Margarita, CA

Top 10 Team Leaders – Canada Residential 1. Christopher Invidiata, Oakville, ON 2. Sam McDadi, Mississauga, ON 3. Georges Bardagi, Montreal, QC 4. Joyce Tourney, Regina, SK 5. Melanie Wright, Toronto, ON 6. Donna Rooney, Calgary, AB 7. Terry Paranych, Edmonton, AB 8. Yvan Drouin, Sillery, QC 9. Andrea Kavanagh, Vancouver, BC 10. Drew Woolcott, Dundas, ON

Top 10 Team Leaders – International Residential 1. Zelda Caddie, Weltevreden Park, South Africa 2. Deanne Hamilton, Durban, South Africa 3. Mark Brickles, Grassy Park, South Africa 4. Gerlinde Moser, Cape Town, South Africa 5. Deborah Evans, Morningside, Australia 6. Neil Williams, Grand Cayman, Cayman Islands

7. Kim Lund, Grand Cayman, Cayman Islands 8. Andrew Goodwin, Johannesburg, South Africa 9. Della Randall, Paraparaumu Beach, New Zealand 10. Marianne Tavenier, Paraparaumu Beach, New Zealand

Top 5 Team Leaders – Canada Commercial

Top 5 Team Leaders – Worldwide Commercial 1. Joyce Tourney, Regina, SK 2. William Goold, Vancouver, BC 3. Peter Hall, Burnaby, BC 4. Mark Kivley, Milwaukee, WI 5. Fraser MacDonald, Toronto, ON

Top 5 Team Leaders – U.S. Commercial 1. Mark Kivley, Milwaukee, WI 2. Robert Upchurch, LaGrange, GA 3. Jeff Wright, Trumbull, CT 4. Dixon Diebold, Minneapolis, MN 5. Scott Rosenberg, Torrance, CA

1. Joyce Tourney, Regina, SK 2. William Goold, Vancouver, BC 3. Peter Hall, Burnaby, BC 4. Fraser MacDonald, Toronto, ON 5. Pete Vanderham, Medicine Hat, AB

Top 5 Team Leaders – International Commercial 1. Jeffery Bracegirdle, Royal Oak, New Zealand 2. Markus Anderegg, Reinach, Switzerland 3. Mark Micallef, Sliema, Malta 4. Francois Roos, Klerksdorp, South Africa 5. Macarena Bunster Cox, Santiago, Chile

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

INDIVIDUAL COMMISSIONS

TRANSACTION SIDES No. 1 Individual – Worldwide

Top 25 Individuals – Worldwide Residential & Commercial

Avi Hayoun, Beer Sheva, Israel

No. 1 Individual – U.S. Valerie Hyams, Las Vegas, NV

For this list, see page 33

No. 1 Individual – Canada Peter Hogeterp, Stoney Creek, ON

Top 10 Individuals – U.S. Residential 1. Yang-Uk Kim, Cypress, CA 2. (Name omitted at request of Associate) 3. Rob Buchan, Palos Verdes Estates, CA 4. Michael Seder, The Woodlands, TX 5. Sal Calabrese, Brooklyn, NY 6. Jordan Cohen, Westlake Village, CA 7. Kimberly Pitaniello, Greenwood Village, CO 8. Valerie Hyams, Las Vegas, NV 9. Jeremy Lichtenstein, Bethesda, MD 10. Edward DiTroia, Woodcliff Lake, NJ

7. Madeleine De Waal, Kathu, South Africa 8. Ian Knight, Toowoomba, Australia 9. Michael Joseph, Grand Cayman, Cayman Islands 10. Liza Toledano, Modiin, Israel

Top 5 Individuals – Worldwide Commercial 1. Ruby Sangha, Markham, ON 2. Gokhan Tas, Esenler, Turkey 3. Sammy Hui, Richmond Hill, ON 4. Lindsay Gordon Marjadsingh, Vaughan, ON 4. Hasan Can, Istanbul, Turkey

Top 10 Individuals – Canada Residential

Top 5 Individuals – U.S. Commercial

1. Zia Abbas, Toronto, ON 2. Barry Cohen, Toronto, ON 3. Victor Kwan, Vancouver, BC 4. Frank Leo, Toronto, ON 5. Vesna Kolenc, Woodbridge, ON 6. Sharon Soltanian, Toronto, ON 7. Peter Kwan, Markham, ON 8. Peter Hogeterp, Stoney Creek, ON 9. Sam Corea, Calgary, AB 10. Faisal Susiwala, Cambridge, ON

1. Benjamin Hsiang, Los Angeles, CA 2. Robert Pratt, Charleston, SC 3. William Ruane, El Segundo, CA 4. James Tjoa, Seattle, WA 5. Merl Groteboer, Rochester, MN

Top 10 Individuals – International Residential 1. Avi Hayoun, Beer Sheva, Israel 2. John Turley, Ambergris Caye, Belize 3. Jacoba Potgieter, Port Elizabeth, South Africa 4. James Bovell, Grand Cayman, Cayman Islands 5. Diana Beam, St. John, Virgin Islands 6. Carolina Naude, Pretoria, South Africa

No. 1 Individual – International Avi Hayoun, Beer Sheva, Israel

Top 5 Individuals – Canada Commercial 1. Ruby Sangha, Markham, ON 2. Sammy Hui, Richmond Hill, ON 3. Lindsay Gordon Marjadsingh, Vaughan, ON 4. Mark Thiessen, Winnipeg, MB 5. Raymond Leung, Vancouver, BC

Top 5 Individuals – International Commercial 1. Gokhan Tas, Esenler, Turkey 2. Hasan Can, Istanbul, Turkey 3. Asi Elgressy, Haifa, Israel 4. Klaus Schneeberger, Buchs, Switzerland 5. Arno Wimmer, Innsbruck, Austria

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

No. 1 Team Leader – Worldwide John Ahlbrand, Las Vegas, NV

No. 1 Team Leader – U.S. John Ahlbrand, Las Vegas, NV

No. 1 Team Leader – Canada Joyce Tourney, Regina, SK

No. 1 Team Leader – International Zelda Caddie, Weltevreden Park, South Africa

LEADERSHIP Distinguished Service Debra Bain and Ken McLachlan, RE/MAX Hallmark Realty, Toronto, ON Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON

Regions of the Year RE/MAX Germany Bavaria, Werner Gross and Thomas Roethig RE/MAX Florida, Adam Contos RE/MAX Caribbean and Central America, Ricardo Cárdenas

Broker/Owners of the Year – Single Office Avi Hayoun and Shai Stern, RE/MAX Plus, Beer Sheva, Israel Shami Sandhu, RE/MAX River City Realty, Edmonton, AB William Burns, RE/MAX First, Jeffersonville, IN

Broker/Owners of the Year – Multi-Office Zuzana Kovalcsikova, RE/MAX Attractive, Dunajska Streda, Slovakia Larry Stewart, RE/MAX Saskatoon, Saskatoon, SK Anthony Askowitz, RE/MAX Advance Realty II, Miami, FL

Broker/Managers of the Year Gayle Kossaber, RE/MAX All Points Realty, Coquitlam, BC Kim Hawkins, RE/MAX Alliance, Denver, CO

TOP OFFICES Highest Sales Volume – Single Office

Most Transaction Sides – Small Market

Largest Multi-Office in Associate Count

WORLDWIDE

Pat Hare, RE/MAX Real Estate Central, Calgary, AB

John Sammon, RE/MAX United, Carrollton, GA

U.S.

Tom Kalinski, RE/MAX of Boulder, Boulder, CO

John Sammon, RE/MAX United, Carrollton, GA

Chuck Ochsner, Chad Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Arvada, CO

CANADA

Pat Hare, RE/MAX Real Estate Central, Calgary, AB

Keith Bradbury, Jim Burton and Kevin King, RE/MAX United, Mount Pearl, NL

INTERNATIONAL

James Bovell and Kim Lund, RE/MAX Cayman Islands, Grand Cayman, Cayman Islands

INTERNATIONAL

Highest Sales Volume – Multi-Office

Most Transaction Sides – Metro Market

WORLDWIDE

John Lichtenwald, Elaine Lichtenwald, Deborah Upton and Craig Muskeyn, RE/MAX Crest Realty, Vancouver, BC

Pat Hare, RE/MAX Real Estate Central, Calgary, AB

U.S.

Chuck Ochsner, Chad Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Arvada, CO CANADA

John Lichtenwald, Elaine Lichtenwald, Deborah Upton and Craig Muskeyn, RE/MAX Crest Realty, Vancouver, BC INTERNATIONAL

Robert Garlick, RE/MAX Leaders, Wellington, New Zealand

Pavel Hassman, RE/MAX 4 You, Chomutov, Czech Republic

U.S.

Chuck Ochsner, Chad Ochsner, Gene Vaughan and Greg Smith, RE/MAX Alliance, Arvada, CO CANADA

Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON INTERNATIONAL

Robert Garlick, RE/MAX Leaders, Wellington, New Zealand

U.S.

Jack Fry, RE/MAX of Reading, Wyomissing, PA

Highest Net Gain in Associates – Small Market

CANADA

WORLDWIDE

Pat Hare, RE/MAX Real Estate Central, Calgary, AB INTERNATIONAL

Glenn Joselowitz, Lance Roland Heroldt and Glenn Norton, RE/MAX Masters, Weltevreden Park, South Africa

Largest Single Office in Associate Count WORLDWIDE

Pat Hare, RE/MAX Real Estate Central, Calgary, AB U.S.

Jack Fry, RE/MAX of Reading, Wyomissing, PA CANADA

Pat Hare, RE/MAX Real Estate Central, Calgary, AB INTERNATIONAL

Ken Lim and Thomas Tan, RE/MAX Real Centre Properties, Singapore

Highest Net Gain in Associates – Multi-Office WORLDWIDE

John Lichtenwald, Elaine Lichtenwald, Deborah Upton and Craig Muskeyn, RE/MAX Crest Realty, Vancouver, BC

Kellie Cardin, RE/MAX Realty Pros, Fernley, NV U.S.

Kellie Cardin, RE/MAX Realty Pros, Fernley, NV

U.S.

CANADA

Valarie Sampson, RE/MAX Park Place, Sydney, NS INTERNATIONAL

Nils Weisphal, RE/MAX Select, Glinde, Germany

Highest Net Gain in Associates – Metro Market WORLDWIDE

Joe Sabelhaus and Lisa Sabelhaus, RE/MAX Town Center, Germantown, MD CANADA

John Lichtenwald, Elaine Lichtenwald, Deborah Upton and Craig Muskeyn, RE/MAX Crest Realty, Vancouver, BC INTERNATIONAL

Antonio Aguirre and Miguel Canovas, RE/MAX Total, Buenos Aires, Argentina

Gabriel Bianchi, RE/MAX Premier, Vaughan, ON U.S.

Cynthia Bauer and Janice Corley, RE/MAX Premier Properties, Chicago, IL CANADA

Gabriel Bianchi, RE/MAX Premier, Vaughan, ON INTERNATIONAL

Jose Orlando Valdes Cuevas, Maurizio Gennaro Meta Rienzi and Victor Danus, RE/MAX Urbe Propiedades, Santiago, Chile

ABOVE ABOVE THE THE RE/MA RE/MAX X MAGAZINE MAGAZINE •• SPRING SPRING 2012 2012

TOP 25

TEAM LEADERS WORLDWIDE CONGRATULATIONS TO THESE TEAM LEADERS, WHO LED THE ENTIRE RE/MAX NETWORK IN TOTAL COMMISSIONS (RESIDENTIAL AND COMMERCIAL COMBINED) FOR 2011 11 BOB LUCIDO RE/MAX Advantage Realty Fulton, MD 12 TERRY PARANYCH RE/MAX Elite Edmonton, AB

6 | RONNIE MATTHEWS RE/MAX Legends Spring, TX

ON TOP: IN HIS HOMETOWN, JOHN AHLBRAND WINS THE BIGGEST PRIZE OF ALL.

Words of Wisdom: “Don’t ever get away from the basics. For instance, return every phone call and email, and always ask for referrals.”

7 | RYAN O’NEILL RE/MAX Advantage Plus Lakeville, MN

JOHN AHLBRAND RE/MAX Central Las Vegas, NV Words of Wisdom:

Establish a plan and stick to it. And surround yourself with good people.

2 | CHRISTOPHER INVIDIATA RE/MAX Aboutowne Realty Oakville, ON

4 | SAM MCDADI RE/MAX Performance Realty Mississauga, ON

Words of Wisdom: “Have patience and enjoy the journey. Make an experience for your clients that they’ll remember and tell their friends about.”

Words of Wisdom: “Always look at new and innovative ways to bring value to your clients. Building a successful, enduring business requires considerable time, energy and focus.”

3 | JOYCE TOURNEY

5 | GEORGES BARDAGI

RE/MAX Crown Real Estate North Regina, SK

RE/MAX du Cartier Montreal, QC

Words of Wisdom: “Take advantage of the many resources and opportunities RE/MAX provides, such as the Design Center and RE/MAX University. Attend RE/MAX regional, national and international conventions for networking and learning.”

Words of Wisdom: “Learn new skills every year, and always cultivate referrals. You need to wow customers with your service.”

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

13 ERIC PAKULLA RE/MAX Advantage Realty Columbia, MD 14 YVAN DROUIN RE/MAX 1er Choix Sillery, QC 15 ANDREA KAVANAGH RE/MAX Select Properties Vancouver, BC

Words of Wisdom: “Work tirelessly. Be genuinely committed to each of your team members and their long-term success. And don’t be afraid to laugh; life’s too short to not have fun with your work.”

16 DREW WOOLCOTT RE/MAX Escarpment Realty Dundas, ON

8 | MELANIE WRIGHT

18 DAVID FLORY RE/MAX Professional Group Houston, TX

RE/MAX Hallmark Realty Toronto, ON Words of Wisdom: “Work with team members who complement and balance your strengths and weaknesses, and always maintain your professionalism.”

9 | DONNA ROONEY RE/MAX Real Estate Central Calgary, AB Words of Wisdom: “Success doesn’t happen overnight. It comes from being disciplined and focused every day, and having the skill to list properties accurately and put transactions together.”

10 | MARTI HAMPTON RE/MAX One Realty Raleigh, NC Words of Wisdom: “When you truly decide this is your life’s work, you’ll have a deep desire to make our industry better. You’ll never cease in the quest to improve yourself and your service.”

17 AL SINCLAIR RE/MAX Hallmark Realty Toronto, ON

19 BRUCE TYBURSKI RE/MAX Choice Fairfax, VA 20 DON MATHESON RE/MAX Fine Properties Scottsdale, AZ 21 ZELDA CADDIE RE/MAX Masters Weltevreden Park, South Africa 22 HERSH LITVACK RE/MAX Realtron Realty Thornhill, ON 23 KEN BOWEN RE/MAX Real Estate Group Rancho Santa Margarita, CA 24 AUSTIN KAY RE/MAX Westcoast Richmond, BC 25 MARSEE WILHEMS RE/MAX Majestic Tucson, AZ

TOP 25

11 MICHAEL SEDER RE/MAX The Woodlands and Spring The Woodlands, TX

individuals worldwide CONGRATULATIONS TO THESE INDIVIDUAL PRODUCERS, WHO LED THE ENTIRE RE/MAX NETWORK IN TOTAL COMMISSIONS (RESIDENTIAL AND COMMERCIAL COMBINED) FOR 2011

12 PETER W.K. KWAN RE/MAX Realtron Realty Markham, ON 13 SAM COREA RE/MAX House of Real Estate Calgary, AB

14 AVI HAYOUN RE/MAX Plus Beer Sheva, Israel

ZIA ABBAS

15 SAL CALABRESE RE/MAX Metro Brooklyn, NY

RE/MAX Vision Realty Toronto, ON

16 PETER HOGETERP RE/MAX Escarpment Realty Stoney Creek, ON

Words of Wisdom:

There are no shortcuts to success. If you’re honest and confident in your abilities, success will find you.

WINNER: ZIA ABBAS CELEBRATES HIS NO. 1 RANKING AT THE R4 AWARDS NIGHT.

2 | BARRY COHEN

5 | RUBY SANGHA

8 | FRANK LEO

RE/MAX Realtron Realty Toronto, ON

RE/MAX Excel Realty Markham, ON

RE/MAX West Realty Toronto, ON

Words of Wisdom: “Don’t be shy; get out and talk to people! Secondly, be consistent. If you’re going to post fliers or if you’re going to door knock, do it for at least two years (not two months). Most agents quit too soon.”

Words of Wisdom: “Be honest and persistent. From there, things will fall into place.”

6 | (NAME OMITTED AT REQUEST OF ASSOCIATE)

Words of Wisdom: “Enjoy the journey. Be receptive to learning something new every day, and always keep the best interests of your clients in mind.”

7 | ROB BUCHAN

9 | VESNA KOLENC

RE/MAX Execs Palos Verdes Estates, CA

RE/MAX Premier Woodbridge, ON

Words of Wisdom: “Your clients come first; be completely committed to them. Work tirelessly on their behalf, and be dedicated to the real estate business.”

Words of Wisdom: “Your actions speak louder than your words.”

3 | YANG-UK KIM RE/MAX Tiffany Real Estate Cypress, CA Words of Wisdom: “Don’t be afraid of failure. Through making mistakes, I’ve learned some of the most valuable lessons in my real estate career.”

4 | VICTOR KWAN RE/MAX Select Properties Vancouver, BC

17 JORDAN COHEN RE/MAX Olson & Associates Westlake Village, CA 18 FAISAL SUSIWALA RE/MAX Twin City Realty Cambridge, ON 19 AUDREY AZAD RE/MAX Hallmark Realty Toronto, ON

10 | SHARON SOLTANIAN RE/MAX Realtron Realty Toronto, ON Words of Wisdom: “Always put people first. I do everything in my power to help my customers. When you focus on your customers, the universe brings the money back to you.”

20 DAVID BATORI RE/MAX Realtron Realty Toronto, ON 21 KIMBERLY PITANIELLO RE/MAX Alliance Greenwood Village, CO 22 GOKHAN TAS RE/MAX Extra 2 Esenler, Turkey 23 BILL THOM RE/MAX Realtron Realty Toronto, ON 24 VALERIE HYAMS RE/MAX Advantage Las Vegas, NV 25 WILLIAM RUANE RE/MAX Execs El Segundo, CA

Words of Wisdom:

Dedicate yourself to your business. Being successful does not come without a lot of hard work.

To access the rest of the Worldwide rankings, as well as lists for U.S., Canada, International and Commercial Teams and Individuals, visit the News tab on RE/MAX Mainstreet.

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SHORT SALES & REOS

Taking the Stress Out of

DISTRESSED PROPERTIES BY DEBORAH BALL KEARNS

Working with REOs TIPS FROM RHYAN FINCH

DO Go after leads. Attend networking events and REO forums to meet the major players. Need help getting started in REO? My team offers training and coaching services to other RE/MAX agents. REO coaching can be helpful, but don’t sign up for every seminar and system; be selective.

Have someone else double-check your work. No contract, repair bid, offer or major document should be submitted without someone else on your team looking it over. Ever.

Invest in the right team. REO is a volume-based business, so you need a team to help you stay on top of transactions. Volume means more managing than doing,

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

RHYAN FINCH RE/MAX First, Virginia Beach, Va. Diamond Award and Hall of Fame member Team closed 552 transaction sides (424 were REOs) in 2011

and only you know when it’s time to transition out. Investing in the right software or technology is key; I use REOWatch, and it has greatly expanded my capabilities.

Be hands-on with your listings. Check on them weekly to ensure that the power is on, utilities are working and everything is in good shape. View the property condition as if you’re having people over for dinner. Would you invite them in?

Complete tasks ahead of deadline. Nothing is more important. And bring solutions to the table for problems that arise during the transaction.

DON’T Make things complicated. Have one point of contact on your team for clients and bank negotiators. I spend my time checking on the properties and negotiating offers with the bank.

Overprice properties. Build a strong case for your values. When listing a rehabbed property, use two rehabbed sales and one as-is sale to price the listing. With a non-rehabbed listing, look for two as-is sales and one rehabbed sale to adjust your price accordingly and reflect the work needed to bring the property up to par with similar homes.

PETER ODEGAARD (LEFT); JOHN O'BOYLE (RIGHT)

et’s face it: REOs and short sales have been no picnic for agents, lenders or homeowners. But despite their challenges, distressed properties offer a great opportunity for trained agents to close sales and help their local markets recover. With distressed properties accounting for nearly half of all U.S. transactions – and even more in some markets – many RE/MAX agents find themselves on the front lines. Two very successful ones, Rhyan Finch of Virginia (REOs) and Sal Poliandro of New Jersey (short sales) offer their advice on what to do – and what not to do – to get the job done.

Working with Short Sales TIPS FROM SAL POLIANDRO

Complete BPOs expecting to get REO accounts. BPOs are a great way to work on your valuation skills and get practice under your belt, but doing them doesn’t automatically guarantee you future business.

Let buyers push you around. A lot of buyers submit lowball offers and try to buy down REOs, which contributes to decreased values. That’s why our bank clients decide to repair most of the properties we list; they want them in top condition to get top dollar – and to bring values back up.

DO Get educated. I took the Certified Distressed Property Expert (CDPE) and Short Sales and Foreclosure Resource (SFR) courses because specialized training is a must. The basics are the basics, and you need experience actually working these transactions before you can call yourself an expert.

Brand yourself online. The first place a potential short-sale client will look for help is online, so your website needs to rank high on Google searches (think strong

keyword and search terms). Include detailed information about distressed properties and how you can help.

Blog about short sales. Your next client could very well come from your blog, so make your posts relevant, timely and intelligent.

Empathize. Be sensitive, and try to help however you can.

take a listing, meet with the clients to ensure that their documentation is in order and to be sure they qualify for a short sale. Some agents put a short sale on the market, receive an offer, and then try to get documents. That’s not the way to go! Do the work up front.

Make assumptions. Know

He closed 24 transaction sides (13 short sales) in 2011

Write short sellers off. Always ask your clients what their plans are after the short sale is behind them. Today’s short sale client can become a buyer down the road.

Skip any steps. Before you

Be a resource. I maintain a list of trusted bankruptcy and real estate attorneys, title professionals, and credit counselors in my local area in case my clients need them.

RE/MAX Properties, Saddle River, N.J. 100 Percent Club member

Agents need to treat clients fairly and be compassionate toward their situations. Empathize with them and understand that in many cases their problems are circumstantial. Some unqualified homeowners try to do a short sale and beat the system, but I don’t take those listings.

DON’T

Just take people’s money.

SAL POLIANDRO

Look down on people.

who the lienholders are and make sure you’re authorized to do a short sale (or you’ll waste a lot of time). Get it in writing; you have to be a pit bull and go after the information. Also, find out whether or not you live in a recourse state.

THE BEST IN TRAINING RE/MAX is seen throughout the industry as a leader in the distressed property space. Through RE/MAX University, Associates can access the best in short sale and REO education: CERTIFIED DISTRESSED PROPERTY EXPERT (CDPE)  SHORT SALES AND FORECLOSURE RESOURCE (SFR)

THEFIVESTARINSTITUTE

FORDEFAULTSERVICINGPROFESSIONALS

FIVE STAR PROFESSIONAL (FSP)

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AGENT INSIGHTS

4x4

A L L - S T A R

P A N E L

AT THE TOP OF THEIR GAMES Four top producers explain how they achieve outstanding results for their clients and themselves.

WHAT’S THE KEY TO PERFORMING AT A CONSISTENLY HIGH LEVEL?

HOW DO YOU MEASURE YOUR IMPROVEMENT OVER TIME?

WHAT DO YOU DO NOW THAT YOU DIDN’T DO EARLIER IN YOUR CAREER?

HOW HAS BEING WITH RE/MAX CONTRIBUTED TO YOUR SUCCESS?

Olivia: It’s important to

Olivia: By the trust my

Olivia: I take time to

Olivia: This is an easy one!

always put your clients’ needs first. When you treat them the way you would want your family treated, you’re doing the best you can for them – and they’ll become your best advertising.

clients have in me. When they trust me enough to let me help them make critical decisions, and they take my advice time and time again, I know I’m doing something right!

enjoy my life more. It makes me a happier and better person, and I think it’s reflected in everything I do.

RE/MAX supports me in running my business my way. We’re not all cookiecutter agents, and when we succeed, RE/MAX succeeds. RE/MAX rocks!

Jason: We use the Jason: We’ve been

able to grow in today’s market by providing a level of service that’s way above expectation. It’s over the top. Kristi: Support from my

teammates and assistant helps me perform at my best. And treating clients like family is important, too. It really does make a difference. Nancy: I’m very much

involved in coaching and Masterminds with top agents. Going away regularly every four to eight weeks, having big goals and visions, and being surrounded by a great team are also key.

FROM LEFT: Olivia Albright, Zionsville, Ind.; Jason Bowman, Mason, Ohio (Hall of Fame); Kristi Idol, Kernersville, N.C. (Hall of Fame); Nancy Forlini, Montreal, Québec (Lifetime Achievement)

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

standard metrics such as gross volume, gross commission and units sold to track our success. What’s more important, though, is when clients take time from their busy schedules to write great testimonials on a thirdparty site like Facebook or Angie’s List. Kristi: My production

and volume levels have gone up every year I’ve been with RE/MAX. I attribute that to wordof-mouth – which grows my referral base – and RE/MAX branding.

Jason: I’ve learned that I

don’t have to personally show every house and write every contract in order to provide superior service. Because it includes enthusiastic agents who share my values, my team can provide better service to more clients than I ever could on my own. Kristi: I try to increase

my marketing budget every year. And more marketing generally means greater results. Nancy: I put systems in

place and empower my team members so that the business can function even if I’m not there.

Jason: RE/MAX gives

me the power of real estate’s best brand and the freedom to run my business in the manner I feel is best. I’m also incorporating LeadStreet into my online marketing strategy; not only is it a great lead generator, but it’s a backstop for other leads that might slip through the cracks. Kristi: The brand name

recognition is national and international, so it adds a lot to our credibility with clients. I also benefit a great deal from the online training and marketing tools offered to RE/MAX agents.

Nancy: I know I’m doing

well by the degree of satisfaction in our clients and by the volume of transactions we do. We’re always increasing our results.

Nancy: It’s a trusted

brand that’s recognized worldwide. It has the most visibility in our area, by far.

BUSINESS DEVELOPMENT

FULL SPECTRUM

SOHA FONTAINE IN HOBOKEN, N.J.

the condo EQUATION CONDOMINIUM SALES MAKE UP A THRIVING NICHE THAT SERVES A PARTICULAR KIND OF CLIENT BY DEBORAH BALL KEARNS // PHOTOGRAPHS BY JOHN O’BOYLE & JASON MILLSTEIN

or some buyers, single-family homes offer everything they’re looking for. But for those who prefer less upkeep, cozier spaces and the advantages of having neighbors in the same structure, condo living can be ideal. Selling condos is selling a lifestyle, and RE/MAX agents in many markets have become very successful at it. Dean Selvey is one of them.

In the Phoenix area, where condos are in high demand, Selvey is a seasoned pro who completely understands the niche. He’s been known as the “Condo King” for years – and with good reason: He’s sold more than 4,000 condos in the past two decades. Right now, with little or no condo financing available for local buyers and many condo associations left in tatters by the impact of

“ Marketing, backed up by excellent service, is key to success.” – SOHA FONTAINE

the housing downturn, most of Selvey’s buyers are Canadian snowbirds and all-cash investors. “We’ve actually had to build more developments here because the demand is so high,” says Selvey, a Circle of Legends and Chairman’s Club member with RE/MAX Excalibur Realty in Scottsdale, Ariz. Across the U.S., existing condo and cooperative inventory dipped to about

9.7 months worth in 2011, from 11.9 months in 2010, according to annual data from NAR. Sales, meanwhile, climbed in December 2011, jumping 8.7 percent over November. The largest leap was in the West, where condo sales rose 40 percent. Much of Selvey’s success comes from attracting Canadians who are looking for their place in the sun, so

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BUSINESS DEVELOPMENT

DEAN SELVEY IN SCOTTSDALE, ARIZ.

his affiliation with RE/MAX – the No. 1 real estate brand in Canada as well as the U.S. – is a huge competitive advantage. In addition to generating RE/MAX referrals, he markets directly to potential buyers with clever taglines such as “You’ve worked all your life to relax this hard.” Because many Canadian clients prefer lockand-go gated communities that can provide positive cash flow in rental income, he’s selective about the options he markets to them. One of the keys to being successful in condos, Selvey says, is focusing on them. “It’s hard to distinguish yourself in this niche if you’re doing everything,” Selvey says. “It’s better to become a condo expert. Build a specially branded website, farm your areas effectively, and make it a point to know your communities better than anyone else in your market.”

FINDING THE PULSE The commuter city of Hoboken, N.J., lies right across the Hudson River from New York City. For those who want their own piece of real estate without the astronomical prices of Manhattan, Hoboken is a great option. Soha Fontaine has developed a strong luxury condo

“Make it a point to know your communities better than anyone.” – DEAN SELVEY

presence in “soHoboken,” a catchy combination of her first name and Hoboken, where her average sales price is $500,000. Fontaine’s luxury listings – located in sleek mid- and high-rise developments overlooking the NYC skyline – typically sell for around 96 percent of the listing price. Competing with more than 1,000 real estate agents in her MLS, Fontaine closed 44 transaction sides in 2011, or about 14 percent of all condo sales in Hoboken. “Marketing, backed up by

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

excellent service, is key to success,” says Fontaine, a Lifetime Achievement Award recipient and Chairman’s Club member with RE/MAX Gold Coast Realty in Hoboken. “The art of this business is finding the pulse of your market and pricing listings correctly.” Fontaine’s approach includes consistent branding, and she puts her face on all of her signs – something few agents do in her market – and on her business cards, “just listed/sold” postcards, fliers, website

and social media pages. She also employs a fulltime transaction manager to coordinate the dozens of transactions she’s working on at any given time. “Once you’ve closed 20 transactions on your own, it’s time to invest in a transaction manager. It has saved my life,” Fontaine says. “In the condo niche, you need to be spending your time working with clients and getting to know the developments you want to dominate. That’s the only way to build market share.”

SELLING A LIFESTYLE In the bustling, cosmopolitan city of Toronto, condos dominate the downtown landscape. In fact, condos comprise 30 percent of the market’s home sales.

Selling urban high-rise condos is much different than selling single-family homes in the suburbs, says Jamie Johnston, Broker/ Owner of RE/MAX Condos Plus offices in Toronto. His brokerage of nearly 150 Sales Associates is unique in that it focuses almost exclusively on the condo segment; 91 percent of the office’s transactions are condo sales.

to agents who are new to condos? Partner up with a well-established specialist. “Volunteer to host open houses – so you can meet potential buyers – and create marketing materials,” he says. “You’ll become better acquainted with condo developments, learn the particular needs of sellers and buyers, and build your visibility as a condo specialist.”

BUSINESS IS BRISK

INTERNATIONAL OPPORTUNITIES

“There’s a high turnover in condo occupancy, because you have two main groups of end users: seniors and young professionals,” Johnston says. “Many people live in their condos for only a few years and then move on. We have to be savvy about the downtown lifestyle, building amenities and investors’ needs.” Imran Khan, a Hall of Fame and Platinum Club member with Johnston’s brokerage, says condos are a “different breed of real estate.” A correcting market and tight lending restrictions have put downward pressure on sales in Toronto, Khan says. Through smart SEO strategies and a one-stopshop website packed with detailed information about Toronto’s most desirable condo communities, Khan stays ahead of his competitors. His advice

Condos offer great investment or second-home options for international buyers. Charlie Orden understands this. The Broker/Owner of RE/MAX Town Centre in Orlando, Fla., works with RE/MAX agents in Canada, South America, the Caribbean and Europe, marketing more than 1,600 condos throughout Florida to potential buyers. He thinks his agents will sell more than 500 condos to international buyers in 2012. Orden’s office sees a

steady stream of international buyers who are looking to purchase foreclosed properties in Florida. Many prospective clients have heard about his brokerage’s international outreach program and its extensive concierge services, which include a full-service property management division. Agents should be creative in reaching out to international clients. Orden, for example, travels around the world promoting condo properties via seminars and buying events in eight different languages. He suggests using RE/MAX resources such as the global.remax.com website to get your listings in front of international buyers. “Make it easy for condo buyers to find you, and make the buying process hassle-free,” Orden says. “RE/MAX has the global visibility and reach to help you do this; it’s up to you to take advantage of what the brand offers.”

FIVE TIPS FROM NUMBER ONE Condo sales fuel the careers of many RE/MAX agents, and in 2011 they pushed one specialist to the very top of the profession. Zia Abbas of Toronto, who specializes almost exclusively in condo sales, ranked No. 1 worldwide among RE/MAX individual agents. Here are five key tips from the Hall of Famer, who works at RE/MAX Vision Realty and closed 280 transaction sides last year. Select properties based on three pillars: location, uniqueness of project and neighborhood.

Nurture relationships with developers, investors and end-users (buyers). Present at investor seminars, and go out of your way to learn about your area’s major developers. You’ll be successful in the long term if you can appeal to all of these groups.

Take a soft-marketing approach to promoting your listings. Market with more of an educational emphasis than a hard sales emphasis, and put your advertisements everywhere – online, radio, print and TV.

Know what fees (maintenance/HOA) your clients are responsible for and communicate them truthfully, up front.

Project estimated ROI or future sales value. Investors want to know that their investments will be profitable down the road. Condo buyers, who tend to move every three to five years, want an idea of how much their property might sell for when they’re ready to relocate.

JOHNSTON

KHAN

ORDEN

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FULL SPECTRUM

COM MERCI A L R E A L ESTATE

Commercial

D’BRIEFING 10 MINUTES WITH CCIM’S NEXT PRESIDENT BY DEBORAH BALL KEARNS PHOTOGRAPHY BY JODY DOLE

RECESSIONS. SKYROCKETING RENTS. BOOMS AND BUSTS. In commercial real estate, Wayne D’Amico has seen it all. And that – plus 25 years in the business and over $300 million in commercial real estate projects – makes him an ideal leader of the CCIM Institute. In his upcoming role as 2013 CCIM President, he’ll be counted on to anticipate market trends and effectively guide the organization’s 14,000-plus members. D’Amico, Senior Managing Director of the Commercial Division at RE/MAX Right Choice in Trumbull, Conn., rejoined RE/MAX in January after being independent for 15 years. He’s helping RE/MAX Commercial become an even more powerful force in the industry. Here are his thoughts on a variety of commercial issues:

Q: What’s the main market trend commercial brokers should be watching closely? A: First and foremost, brokers need to understand the major impact of the distressed assets coming onto the market. To put it into context, there’s $1.4

trillion to $1.7 trillion in commercial loans coming due in the next three to five years. With values being so depressed – as much as 10 percent to 50 percent in some markets – this huge resetting of debt is going to play an integral role in our business.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

Q: Explain this resetting of debt in more detail. A: It goes something like this: Loans that are current and may otherwise have no issues are coming due based on balloon payment terms. This requires them to be paid off or refinanced. In light of distressed values, many lenders have been willing

“Networking is an essential component in capturing global business.”

to “pretend and extend” in the short term in an attempt to wait out the market recovery. As a result, the full tsunami of distressed commercial assets hasn’t quite hit yet. This extension of loan terms for borrowers has aided the market recovery, but lenders’ patience is running out. Q: How is CCIM responding to the larger role international investors are playing in U.S. commercial real estate? A: CCIM has enjoyed modest success in expanding our international reach. We have designees in more than 35 countries, and we’re optimistic at the prospect of how our international growth, which increases professionalization in commercial systems

around the world, will benefit commercial brokers in cross-border deals. Q: How can commercial brokers get more involved with international clients? A: Networking is an essential component in capturing global business. Believe me, the marketplace certainly exists; it’s up to brokers to visit countries, meet their colleagues in target markets and establish relationships to create a steady stream of business. That’s why I’m excited about my work with CCIM and with RE/MAX, because both organizations have a strong foundation on which to create and build those relationships. It’s a huge competitive advantage in commercial real estate. Q: What advice would you give for long-term commercial success? A: It all comes down to relationships, and it takes time to build them. You need to pay your dues; there’s really no fast track to success. Partner with people who have a strong track record in certain product types and geographies, and initiate meetings with national developers and corporations who are in your market or might be moving into it. Q: How does RE/MAX contribute to this success? A: RE/MAX has a widely recognized brand name and a tremendous reputation. You still need

THE D’AMICO FILE Wayne D’Amico isn’t ALL about commercial real estate. Here’s a snapshot: Graduated from New York University in 1989 with a bachelor’s degree in real estate and finance. Earned his real estate license in Connecticut in 1987 while he was still in college. Married to wife, Betsy, for 18 years. Has two boys, James (13) and Maximilian (11). Loves playing guitar, which he picked up in the first grade, and spending time with his family. Runs a website – guitarplayersanonymous. org – dedicated to all things guitar. He also performs gigs here and there. Wants to get a band back together and master jazz guitar when he retires (if that ever happens).

to prove yourself, but being affiliated with RE/MAX Commercial gives you a competitive edge. There’s no better time than now for RE/MAX Commercial brokers – who already enjoy a strong presence in secondary and tertiary markets – to stake their claim in primary markets as well. By improving connectivity among individually successful RE/MAX Commercial practitioners, we can compete with any of the top brokerage houses.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

ABOVE & BEYOND

THE GR E ATER GOOD

COMMUNITY OVER COMMISSION ROGER MANEGRE PULLED OUT EVERY STOP IN BRINGING AN INDUSTRIAL FIRM – AND WHAT COULD BE MORE THAN 100 JOBS – TO HIS HOMETOWN IN SASKATCHEWAN BY CAITLIN CRAWSHAW // PHOTO BY DAVE STOBBE

“I knew this sale would be good for everyone involved.”

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effort and hard work – a lot of extra effort and hard work – Roger Manegre sold a large industrial property for nearly $4 million last December. The rewards went far beyond a commission check, though – in making the sale, Manegre was bringing jobs and economic growth to his small hometown of North Battleford, Saskatchewan. It was as satisfying as anything he’s done in his long real estate career. “I pulled out every stop I could on this one,” says Manegre, a Lifetime Achievement Award recipient with RE/MAX of the Battlefords in North Battleford, a rural community of 14,000 in Canada’s oil and gas territory. “I knew this sale would be good for everyone involved.” The property – a 12-acre, 91,000 square-foot facility – had been vacant since an industrial firm suddenly pulled out of the region in 2008, taking 100 jobs with it. In late 2010, Manegre, working as the listing broker, began talks with Wayne King, the owner of Grit Industries, an Albertabased tech manufacturing company that serves the oil

NORTH BATTLEFORD PHOTOS BY PAUL SAYERS (2)

ITH EXTRA

and gas industries. The two had countless conversations last year, but in August, King told Manegre he’d found a better property in Niagara, Ontario, and would be moving the company there. No one would have faulted Manegre for giving up. But that’s not how he’s wired. “When Wayne said he wasn’t coming, I knew I had to do everything I could to change his mind,” says Manegre, who was licensed in 1966 and built his successful career in nearby Cutknife – where he was mayor for over 20 years – before moving back to North Battleford and joining RE/MAX in 1999. “It was too important.” One of King’s primary considerations in relocating was having access to an ample, dependable work force. After years of

running his business from Lloydminister, Alberta, where skilled labor is scarce and comes at a premium, King needed a more sustainable way to staff his operation; the need would be even greater as his company branched out into new industries. He felt Niagara offered a better supply, and a better fit. But Manegre was determined not to lose. He called city leaders, three cabinet ministers, the Saskatchewan premier’s office and Enterprise Saskatchewan – the province’s economic development agency – to assist. Over the next few weeks, the organizations gathered information to prove that Grit would find the manpower it required in North Battleford. At a large meeting of government

The sale, which closed in December, would not have happened if a less tenacious real estate agent had been involved. officials, educators and community leaders, King heard what he needed to hear. Local colleges and First Nations groups could train welders and other skilled laborers. An immigration pilot project was already bringing talent in from Serbia. And leaders could reach out to former North Battleford residents who had moved away to work in the mines of northern Canada or the oil sands of Alberta. It was the complete package, and it reassured King that he’d found the right location – something Manegre had known all along.

The sale closed in December. It simply would not have happened if a less tenacious real estate agent had been involved. “Roger’s like a pit bull; when he gets something in his mind, he latches onto it, shakes it, and sees what will come out at the end of the day,” says King, who has been moving equipment to the site and expects to be operational soon. “When he believes in something, he won’t take no for an answer. That’s his nature. And I’m glad it is.” Grit Industries will employ 70 to 80 workers when it opens the North Battleford plant. It’s very likely that many more local residents will end up employed there over time. And that’s the real payoff for Manegre’s hard work and extra effort. “Sure, I like the commission, but in this case, it was more about getting the company to come here,” he says. “It helps everybody.”

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ABOVE & BEYOND

CITIZENSHIP

CULTURE OF GIVING RE/MAX OFFICES MAKE A DIFFERENCE FOR KIDS IN THEIR COMMUNITIES BY MINDY SINK

HAT DO SOME

offices do to help children and children’s hospitals? Everything they can think of. At the two offices of RE/MAX of Nanaimo on Vancouver Island, British Columbia, all 91 Sales Associates volunteer to make a donation to Children’s Miracle Network in Canada following every sale. Their collective participation makes RE/MAX of Nanaimo a Miracle Office, but that’s only one aspect of a commitment that runs deep at the brokerage. “It’s part of everything

we do, and every event has fundraising tied to it,” says Broker/Owner Mike Heinrich, who made the cause a top priority when he and his partner bought the office five years ago. “It’s our corporate culture to give back to kids. Of all the charities and causes out there, this is the one that motivates us the most. We want to make kids better.” In 2011, RE/MAX of Nanaimo contributed more than $63,000 to Children’s Miracle Network, benefiting – because all funds stay local – the British Columbia Children’s

REASON TO CELEBRATE ANOTHER BANNER YEAR OF GIVING

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Hospital Foundation and the Nanaimo Regional General Hospital. The vast majority of the donations came from the agents themselves. And a significant portion was generated through a raffle that may become an annual fundraiser. The grand prize: a cruise on the actual S.S. Minnow from the ’70s TV show “Gilligan’s Island,” along with limo transport and a night in a local hotel. The office co-sponsored the widely marketed raffle with other businesses, and a radio station promoted it extensively.

MORE THAN $7 MILLION TOTAL DONATIONS AND FUNDS RAISED BY RE/MAX ASSOCIATES IN 2011

“People all over town saw the posters and heard the radio ads,” says Sales Associate Brian Godfrey, whose connection to the boat’s owner led to the idea. “It drew a lot of attention, and the big winner was Children’s Miracle Network.” The prize sold for more than $10,000, and the success of the effort was a direct result of teamwork, Godfrey says. “Everyone came together on it,” the RE/MAX Hall of Famer says. “Someone knew someone at the limo company, and somebody else knew someone who

MORE THAN $115 MILLION TOTAL DONATIONS AND FUNDS RAISED BY RE/MAX ASSOCIATES SINCE 1992

could print the posters for us. Energy starts to build when you’re working together on something as important as helping kids. It’s economy of scale: The more people you have involved, the bigger it becomes.”

STEPPING UP That “bigger is better” spirit of Children’s Miracle Network Hospitals involvement appears throughout the RE/MAX network. And it doesn’t take a big office to show it. Among its many charitable activities, RE/MAX

Hometown in Magnolia, Texas, holds an annual 5K walk/run for Texas Children’s Hospital. The first event, in 2009, raised more than $21,000. “For an office of only 26 agents to raise that kind of money is huge,” says Broker/Owner Leslie Sullivan, a RE/MAX Hall of Famer and Platinum Club member. “It’s a fantastic event, and everyone in the office gets behind it and helps. When we select one child to focus on for

WANT TO GET STARTED? IF YOU’RE SOLD ON THE MIRACLE HOME® PROGRAM, HERE ARE SOME FIRST STEPS TO GETTING INVOLVED: 1. Speak with RE/MAX Associates who already are. They proudly display their support on their RE/MAX Mainstreet profiles. 2. Ask your Broker/Owner or Manager if there’s a system for donations already set up in the office.

3. Visit The Miracle System website, where you can make your pertransaction pledges, manage your donations and contact program representatives for support. 4. Log onto Mainstreet and visit the CMN Hospitals page (under the Marketing tab) to find links to tools and resources.

78 Fundraising Ideas: You’ll find dozens of local fundraisers you can sponsor in the 78 Fundraising Ideas download available on Mainstreet. Here are some favorites  Bowl-a-thon  Trivia night  Ice cream social  36-hole golf challenge  5K run/walk  Art auction  RE/MAX Balloon festival

each walk, everybody is even more inspired. That could be the neighbor down the street that you’re helping.” After strong walk/runs in 2009 and 2010, the 2011 event was canceled after wildfires hit the area; agents concentrated their efforts on helping residents directly affected by them. Sullivan and her group plan to bring the walk/run back bigger and better than ever this year. Race or no race, RE/MAX Hometown is all in for kids – and that dedication reaches its customers as well. Because the office uses the Miracle System online donation-management portal for RE/MAX, Texas Children’s Hospital alerts clients when their RE/MAX agent has made a donation in their name. “I sometimes forget to tell people, and then they get the letter and call me up and say, ‘Thank you so much!’” Sullivan says. “Being involved with Children’s Miracle Network Hospitals tells people something about our business, and lets them know what we’re about.” In both Texas and British Columbia, the RE/MAX agents link themselves to the cause by displaying colorful logos on their promotional materials, websites and yard signs. “Sellers love it,” says Tonya Osgood, an agent at RE/MAX Hometown. “They think it’s awesome, and so

Who doesn’t love IHOP’s National Pancake Day? How about Dairy Queen’s Miracle Treat Day? Well, this year, RE/MAX will launch its own sponsorship tradition: the RE/MAX Month of Miracles in August. It’s a time for celebrating the many ways RE/MAX agents and offices support CMN Hospitals all year long – and for generating more community awareness and support of local hospitals. Watch for details in the RE/MAX Weekly.

do I. In fact, one of the things that drew me to RE/MAX was the connection to Children’s Miracle Network Hospitals. We went on a tour of the Texas Children’s Hospital, and it really struck me. I want to give back, and this helps me do it.”

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

Keep your short sales moving With an escalation web tool for RE/MAX®agents When you’re working on a short sale, communication between the agent and the servicer is critical to success. That’s why Bank of America has provided a convenient escalation web tool for RE/MAX agents that can help resolve short sale issues quickly and keep the process moving. Understand when it may be appropriate to escalate. Resolving an issue always begins with contacting your assigned Short Sale specialist through Equator.® The welcome page of the escalation web tool provides guidelines to help you understand when it may be appropriate to submit an escalation as well as how to use the tool. Connect to a dedicated team. If an escalation is appropriate, simply complete all required fields on the escalations form and click Submit. Your escalation will be sent directly to the RE/MAX Escalations team, who will contact you within two business days. Actual resolution of an issue can take up to 30 days depending on the situation. A resource for buyer’s agents. Buyer’s agents may also submit escalations that will be reviewed and acknowledged. However, to protect the seller’s privacy, specific transaction information will be provided only to the listing agent. This escalation web tool is just one more way Bank of America is working to make the short sale process easier for RE/MAX agents. To learn more, please visit the REO-Short Sale Initiatives page on RE/MAX Mainstreet.®

THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. All trademarks are the property of Bank of America Corporation or their respective owners. Bank of America and other advertised companies are separate entities; each is independently responsible for its products, services and incentives. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2011 Bank of America Corporation. AD-11-11-0203 11-2011 AR53C704

ABOVE & BEYOND

LIFESTYLE

IT’S A GREAT LIFE! REAL ESTATE SUCCESS ALLOWS RE/MAX AGENTS TO PURSUE THEIR PASSION ON MANY FRONTS. FOR ONE CANADIAN ASSOCIATE, IT’S ALL ABOUT THE ROCK STEADY BEAT OF SKA. BY MICHELLE GOODMAN // PHOTOGRAPH BY LEE SIMMONS

clubs, and organizing an annual Movember gala and fundraiser for prostate cancer awareness. His efforts earned him a 2011 Realtor Care Award from the Vancouver Real Estate Board. Last year, after watching a documentary featuring the Alpha Boys’ School in Kingston, Jamaica, he called the school to see how he could help. Learning that musical instruments were in short supply, Maier founded The Alpha Project, which collects instruments and financial donations for the school. “Now I have a basement full of instruments ready to go to Jamaica,” he says. He plans to personally deliver the saxophones, trombones and other instruments the project has collected. “If I can put a smile on a kid’s face, I’ll be real happy.”

HE’S WITH THE BAND

FAN OF SKA

music – a sort of upbeat reggae – since his preteen years, Byron Maier is president of the Victoria Ska Society, which hosts North America’s largest and longestrunning ska music festival. Now in its 13th year, the fourday Victoria Ska Fest draws 10,000 people each summer. “It’s fantastic. People I’ve always listened to have become my friends,” says Maier, a Sales Associate with RE/MAX Check Realty in Campbell River, British Columbia. “Imagine enjoying a band for 15 years and then having them come to your house and meet your family.” Maier began volunteering for the Ska Fest in 2001, helping with stage setup and other miscellaneous tasks. He’s worked his way into the leadership ranks. Among his current duties, which consume about five hours a week throughout the

SHARE YOUR STORY

year: booking bands, reading contracts, paying performers and, come festival time, hanging out with his fellow ska enthusiasts. “You couldn’t buy these experiences, meeting all these

great people,” says Maier, who joined RE/MAX in 2001. Maier has always been active in the community, coaching youth boxing, coordinating sponsorship for two vintage scooter

What do you do with your time away from work? Whether it's adventurous, constructive, unique or just plain fun, share your story with the network. Send a brief description to above@remax.com for a possible future feature.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

IN CLOSING

Ask Margaret! START A CONVERSATION! SEND YOUR QUESTIONS , STORIES OR SUGGESTIONS TO ABOVE@REMA X.COM, AND RE/MA X CEO MARGARET KELLY WILL FOLLOW UP IN A FUTURE ISSUE.

Not really a question this time, but a story that says a lot

hroughout this edition of ABOVE, you’ve read about the incredible achievements of many RE/MAX Sales Associates. From helping clients fulfill their dreams to supporting sick children and others in their communities, RE/MAX people have an amazing

impact on the world each and every day. Sometimes the effect is loud and visible. Sometimes it’s not. So, in answer to a question about what I’ll remember most about the 2012 R4 Convention, I’d say this: I’ll remember all sorts of things, and one is the story of Tiger Myers. I’d like to share it with you. After the Barenaked Ladies concert, Barb “Tiger” Myers was walking back to her hotel room at New York, New York when she came upon a group of people gathered around an older man lying on the ground. He’d just suffered a heart attack – and no one was doing anything about it. Tiger, a military veteran and Sales Associate with RE/MAX Professionals in Surprise, Ariz., sprang into action. With the help of another Good Samaritan, she administered CPR and tried to restart the man’s heart.

ABOVE THE RE/MA X MAGAZINE • SPRING 2012

His 28-year-old daughter, distraught and shocked, looked on. An ambulance arrived and whisked the pair away to a hospital. Tiger brushed herself off and headed to her hotel. But she couldn’t shake the thought of the daughter, whose name is Sandra, sitting alone at the hospital while her father fought for his life. Tiger – who has a 15-year-old daughter herself – got into her car and drove to the hospital to see if she could help.

coach in Colorado. About what a wonderful man he was, about his role in the community, and about the bond they shared through NASCAR – the reason they’d come to Las Vegas for the weekend. In those few hours, over tears, prayers and reflection, Tiger learned something that will stay with her forever: “We can get so focused on the race that we lose sight of the prize. Relationships are the precious commodities of our lives, and no amount of money

Sometimes the effect we have is loud and visible. Sometimes it’s not. Sadly, when she arrived, Tiger learned the man had died. She found Sandra sitting by herself, clutching a bag with her father’s belongings in it. For the next six hours, Tiger stayed with her. She listened as Sandra talked about her dad, a beloved high school teacher and

or possessions could ever replace the love we share with family, friends and even strangers. I gave Sandra aid at the time she needed it, but she gave me a much longer-lasting gift. And for that, I’m truly thankful.” We’re thankful too, Tiger, for people like you.

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