ABOVE Spring 2013 by Alive Publishing Group

DAVE’S INSPIRATIONAL JOURNEY MY NEXT STEP PAGE 16

THE RE/MAX MAGAZINE SPRING 2013 REMAX.COM/ABOVE

BRAVO! R4 caps another great year in a four-decade run of success PAGE 28

PLUS BRING IN BUYERS

NEW DESIGN CENTER 18

GREAT OFFICE 42

OPENING REMARKS

The best keep getting better BY DENNIS CURTIN, REGION OWNER, RE/MAX MID-STATES & DIXIE

Dennis Curtin, Region Owner of the RE/MAX Mid-States & Dixie Region, holds a special place in RE/MAX history. He purchased the first RE/MAX franchise outside Colorado in 1975, essentially launching the network’s global growth.

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

WAS REALLY EXCITED ABOUT celebrating 40 years of RE/MAX at R4. It’s amazing that it’s been so many years since we first convened at the Thunderbird Inn, but seeing the photos and friends at R4 sure brought it all back. We’ve come a long way in that time, from unknown renegades with a radical business plan to a worldwide network of Broker/Owners and Sales Associates who are respected in their communities, both professionally and personally. It was by no means an overnight success. The tough times we went through early on – and more recently – validated the premise of the RE/MAX concept: Gather the best in the business, have them participate in the company overhead, give them the most up-to-date tools available, and get out of the way so they can do what they do best. One of the beautiful things about RE/MAX is its ability to evolve and adapt to both time and place, which makes us as relevant and groundbreaking as ever. Our future is as bright as our past – and that’s a very exciting thing.

Where we’ve been and what we’ve become is due to shared vision, hard work and a little luck. None of this would have happened without the initial sacrifices and resolve of our founders, Dave and Gail Liniger. R4 attendees who weren’t part of the company early on got to see that sheer determination firsthand when Dave shared his journey from this past year during the Opening General Session. From coma to code blue to walking those first 10 steps, his message for achievement of any type has a place in all of our lives. “Never, ever quit.” That’s been a big part of the RE/MAX spirit since day one. RE/MAX has been my life for all of my adult years. I’m thankful for the friends I’ve met, the ways I’ve been encouraged to grow and the opportunity to see people’s lives change when they come into the RE/MAX family. I’m looking forward to passing the baton to the next generation as this company continues to be a global force in real estate for another 40 years!

REMA X .COM/ABOVE • SPRING 2013

features

28 I’ve achieved so much because I’ve busted my tail. Competitors tried to recruit me, but I told them all that I don’t swim with ducks; I soar with eagles. I’m a RE/MAX agent. – SUSAN C. COVENY, INAUGURAL LUMINARY OF DISTINCTION CAREER AWARD WINNER (PAGE 40)

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

CONTENTS

24 28

ON TOP OF THEIR GAME Nate Martinez and Victor Vidales have dominated the Phoenix market by staying ahead of the curve, adjusting to change and using RE/MAX tools. These superstars explain how any agent can become a top producer.

ALL COMING TOGETHER More than 7,000 agents came together in Las Vegas in February for the annual R4 convention, which this year celebrated the 40th anniversary of RE/MAX. See the day-by-day highlights, behind-the-scenes coverage and amazing award winners.

ABOVE ONLINE View this and past editions of ABOVE at

remax.com/above. Enhanced with videos and additional resources, the ABOVE website is a fun, interactive way to experience and share the magazine.

You’re thinking about selling homes. But what are online customers thinking about you?

Don’t worry! SOCIAL IMPACT from Homes.com keeps your online reputation safe and sound. With Social Impact from Homes.com, our online reputation experts work for you. We’ll ensure you have a positive online presence, allowing you time to focus on what you do best—selling real estate. RE/MAX® associates receive 20% off the Social Impact package! Learn more here: bit.ly/remaxsocialimpact or call us at 888.814.2494 today.

departments ABOVE

SPRING 2013, VOL. 3, NO. 2 130159

IN EVERY ISSUE:

01 OPENING REMARKS 48 JUST FOR FUN

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 network. RE/MAX World Headquarters 5075 S. Syracuse St. Denver, CO 80237-2712 PO 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, GLOBAL COMMUNICATIONS AND BRANDING Mike Ryan

ABOVE EXECUTIVE DIRECTOR, CORPORATE

INSIDE STORY

COMMUNICATIONS George White CREATIVE SERVICES DIRECTOR Collin Meek

6 SNAPSHOTS RE/MAX enjoys a year of impressive accomplishments; Queen Elizabeth II Diamond Jubilee Medal winners; industry involvement and recognition; outstanding brokerages; and RE/MAX visionary Frank Polzler’s new memoir.

MANAGING EDITOR Amanda Derengowski SENIOR EDITOR Deborah Ball Kearns

13 BRING IN BUYERS Wondering how to find buyers in this seller’s market? Three top producers explain how they do it.

16 MY NEXT STEP Dave Liniger shares his journey from debilitating illness to incredible recovery in his intimate and inspiring new book, My Next Step. His message: Never, ever quit.

BUILDING BLOCKS

18 REDISCOVER THE RE/MAX DESIGN CENTER Sleeker, faster, better: The newly supercharged RE/MAX Design Center, powered by Imprev, delivers a streamlined solution for all of your marketing needs.

22 WHAT MOVES THEM? The 2013 National Ad Campaign hits home with targeted messages on buyers’ unique motivations.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

FULL SPECTRUM

42 ALL FOR ONE, ONE FOR ALL Meet the unstoppable force behind a successful Canadian brokerage: its amazing owners, agents and staff.

EDITOR Dorota Wright-O’Neill

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 © 2013 RE/MAX, LLC. All rights reserved. ABOVE is a registered trademark of RE/MAX, LLC. 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. 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. ®

ABOVE & BEYOND

46 MIRACLES ON THE RISE RE/MAX Associates donated more than $8.2 million to Children’s Miracle Network Hospitals in 2012 – the highest total in several years.

47 REAL (ESTATE) ROCKER Denver-based Associate Bernie Clarke keeps the beat in business and with his band, Bernie and the Boomers.

www.hungryeyemedia.com 800.852.0857 PRESIDENT Brendan Harrington EDITOR Tom Wilmes ART DIRECTOR Lindsay Burke DESIGNER Alithea Doyle PROJECT MANAGER Susan Humphrey NATIONAL AD SALES

Susan Wist 303.378.1626 susanwist @hungryeyemedia.com

Make more GREEN in 2013! helps you generate more listings, sales, and referrals with Postcards People Keep™! They’re powerful because they’re personal! Keeping in touch every month makes you money! According to NAR, nearly 90% of home buyers and sellers said they’d use their last agent again, but only 9% of buyers and 22% of sellers actually did. Why? They forgot their agent’s name! Don’t let future sales slip through your fingers! Keep in touch and keep those clients.

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INSIDE STORY

SNAPSHOTS

Year in Review GLOBAL STATS

RE/MAX ENJOYED A DRAMATIC YEAR OF GAINS AND ACCOMPLISHMENTS IN 2012. HERE ARE SOME HIGHLIGHTS:

1.3 297 15.1 million $

total transaction sides

AVERAGE TRANSACTION SIDES

BILLION TOTAL SALES VOLUME

48%

Century 21 10%

RE/MAX percentage of total ad impressions by national real estate franchises for ads purchased through nationwide buys.

(Source: Nielsen Monitor-Plus / A25-54 GRPs Unequivalized / Q1-Q4 2012)

STATS

Coldwell Banker 42%

STATS

2 0 1 2 T V S H A R E O F VO I C E

14 average years of experience

739

(China, Indonesia, Morocco, Philippines, Thailand, United Arab Emirates)

NEW RE/MAX franchises

COUNTRIES ADDED

remax.com remax.com

RE/MAX

vs. competitors RE/MAX

attracts more consumers than any attracts more consumers than any other real estate franchise website

vs. competitors

other real estate franchise website

Total Visits for 12 Months (January - December 2012) Total Visits for 12 Months (January - December 2012)

FRANCHISE WEBSITE FRANCHISE WEBSITE 11 RE/MAX RE/MAX

22 Century 21 Century 21 33 Weichert Weichert Coldwell Banker 44 Coldwell Banker Keller Williams Williams 55 Keller Prudential Real 66 Prudential RealEstate Estate Real Living 77 Real Living

8 Sotheby’s Realty

9 Better Homes and Gardens

10 ERA Real Estate

TOTAL VISITS TOTAL VISITS 52,466,628 52,466,628 41,071,789 41,071,789 37,847,487 37,847,487 28,226,576 28,226,576 23,550,105 23,550,105 5,573,756 5,573,756 2,945,883 2,945,883 2,570,144 2,570,144 2,443,187 2,443,187 2,418,129 2,418,129

(Source: Experian Marketing Services Hitwise data, full-year 2012, 2011, 2010. Source: Experian Marketing Services Hitwise data, full-year 2012. “Real estate franchise” websites identified by RE/MAX. “Real estate franchise” websites identified by RE/MAX) ©2013 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 130199C Source: Experian Marketing Services Hitwise data, full-year 2012. “Real estate franchise” websites identified by RE/MAX. ©2013 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 130199C

RE/MAX was named one of the Top 50

Franchises for minorities by the National Minority Franchising Initiative through the World Franchising Network.

THE LEARNERS

FOR THE FOURTH YEAR IN A ROW, RE/MAX EARNED THE TOP REAL ESTATE RANKING IN THE FRANCHISE TIMES TOP 200 SURVEY.

WHILE THE NUMBER OF U.S. HOME SALES GREW BY 10.1% OVERALL, RE/MAX AGENTS SOLD 12.9% MORE HOMES.

EARNED Fueled by remax.com, LeadStreet surpassed

12 million

referral-free leads to U.S. RE/MAX agents since 2006.

Average 2012 commissions of RE/MAX Associates with these credentials:

ABR......................$125,894 CCIM....................$172,525 CDPE..................$133,605 CERC..................$230,853 CLHMS..............$229,305 CRA......................$137,757 CRS......................$137,329 SFR.......................$109,764 SRES...................$119,906

(Source: National Association of Realtors, U.S. Census Bureau and RE/MAX, LLC)

(Source: All data provided by RE/MAX, LLC, unless otherwise noted)

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

RE/MAX vs. the industry 2013 RE/MAX is #1 in U.S. market share. Nobody sells more real estate than RE/MAX.

U.S. RESIDENTIAL TRANSACTION SIDES1

TOTAL U.S. WEBSITE VISITS2 (Millions)

U.S. NATIONAL ADVERTISING3

COUNTRIES4

OFFICES WORLDWIDE4

AGENTS WORLDWIDE4

828,960

52.47

32.8%

6,331

89,008

663,826

28.23

24.0%

3,100

82,200

390,391

41.07

20.1%

7,060

100,300

107,775

2.42

0.2%

2,322

31,000

64,515

2.57

6.5%

659

12,900

40,810

2.44

2.0%

252

8,300

Not released

23.55

1.8%

700

76,662

Not released

5.57

6.8%

1,500

50,000

©2013 RE/MAX, LLC. Each RE/MAX office independently owned and operated. Except as noted, Coldwell Banker, Century 21, ERA, Sotheby’s and Better Homes and Gardens data is as reported by Realogy Corporation on SEC Form 10-K, Annual Report for 2012; Keller Williams and Prudential data is from information available at kw.com and prudentialrealestate.com, respectively. 1 Full-year 2012. 2 Experian Marketing Services Hitwise data, full-year 2012. 3 Full-year 2012 U.S. national-media ad spend, as a percentage of spend of all national real estate franchises, as reported by Nielsen Ad Views. Others: 5.7%. 4 As of year-end 2012 unless noted. 5 Based on lists of countries claimed at each franchisor website as of March 2013, excluding claimed locations that are not independent countries (i.e. territories, etc.). 6 Based on agent roster count at kw.com as of 2/13/13. 130229

REMA X .COM/ABOVE • SPRING 2013

INSIDE STORY

SNAPSHOTS

Triple Play

LEADING THE WAY

OF THE BROKERAGES IN THE 2002 REAL TRENDS 500, ONLY 17 WERE ABLE TO ADD AGENTS, SIDES AND PER-AGENT PRODUCTIVITY IN THE DECADE SINCE. FOUR OF THEM ARE WITH RE/MAX.

DECADE OF GROWTH

SIX RE/MAX BROKER/OWNERS have an amazing feat in common that came to light early this year with the release of a REAL Trends special report. Over the past decade, their four brokerages grew in all three of these key metrics: total number of agents, closed transaction sides and per-agent productivity. And they accomplished this through a severe housing downturn. The report, titled “Against

These elite offices showed gains in:

Agent count

Closed transaction sides

Per-agent productivity

Best

PATRIC K FINNICK All Odds,” summarized findings after REAL Trends followed up with the brokerages listed in the 2002 REAL Trends 500 report. Of the 500 brokerages qualifying that year, only 329 have survived. Ten years later, 217 had grown in agent count, only 86 increased production and just 43 boosted per-agent productivity. Only 17 were able to increase in all three.

Commission Advance Company

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EDDIE MALLAD RE/MAX Team 2000 Dearborn, Mich. JOHN MANGAS KATHY KUYOTH RE/MAX Preferred Associates Toledo, Ohio DENNIS STEED MARY LOU STEED RE/MAX Crossroads Properties Strongsville, Ohio

Celebrating 12 years of helping RE/MAX® Sales Associates with their cash flow, and a 96% customer satisfaction rate. When you need a commission advance, the clear choice is eCommission®. Since we opened for business in 1999, we have advanced more than $500 million in real estate commissions. eCommission was rated “Best Commission Advance Company” in a RISMedia news article, receiving the highest praise among Brokers who preferred eCommission for their sales associates. So if receiving advance payment of your commissions on pending sales, active listings, short sales, leases or commercial transactions sounds good to you, just call or go online. We’re happy to help.

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ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Majestic

HONOR

TWO RE/MAX AFFILIATES IN CANADA RECEIVE QUEEN ELIZABETH II DIAMOND JUBILEE MEDALS

PAMELA ALEXANDER, CEO OF RE/MAX Ontario-Atlantic Canada, and Ron Antalek, a Diamond Award Club member with RE/MAX Lifestyles Realty in Maple Ridge, British Columbia, were awarded Queen Elizabeth II Diamond Jubilee Medals, a once-in-a-lifetime honor, at local ceremonies early this year. Created to mark the 60th anniversary of the queen’s reign, the prestigious medals are awarded to select individuals throughout Canada in recognition of their dedication and exceptional AboveMag_Ad_0322_v3.pdf 1 3/22/13 community service.

Alexander received her medal at a formal ceremony and reception held in Toronto in February. She was commended for her long-standing support of Plan Canada, which works to secure social justice for children in developing countries. “Whether at home or abroad, there is always a need to be filled or a lifealtering advancement to be made,” Alexander says. “We are all inherently global citizens, and there is no better way to celebrate humanity than to be 5:27 PM stewards of its progress.”

PAMELA ALEXANDER

RON ANTALEK

Antalek, who was also awarded the 2012 British Columbia Community Achievement award, received the queen’s medal for his extensive involvement in local community causes. In particular, he was thanked for his generous support of Ridge Meadows Hospital, where his major contributions helped open the new Antalek Family Psychiatric Unit. “I grew up here,” Antalek says of Maple Ridge. “I went to elementary here, to high school here. My mother nursed at this hospital. Involvement in this community is built into my daily life; it’s built into me.”

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REMA X .COM/ABOVE • SPRING 2013

INSIDE STORY

SNAPSHOTS

Industry Leaders RE/MAX ASSOCIATES REGULARLY RECEIVE HONORS FOR THEIR WORK AND SHAPE THE INDUSTRY IN LEADING ROLES ON REAL ESTATE BOARDS AND ASSOCIATIONS. HERE ARE A FEW:

REALTOR EMERITUS

REALTORS OF THE YEAR ANGELA BARNER RE/MAX Unlimited Kennesaw, Ga. Cobb Association of Realtors MARY LOU CHILDS RE/MAX Real Estate Associates Benton, Ky. Kentucky-Barkley Lakes Board of Realtors

BILL CACI RE/MAX Leading Edge Winchester, Mass. National Association of Realtors

AUDREY MARKER RE/MAX Realty Professionals Bloomington, Ind. National Association of Realtors

NATIONAL OFFICER

LESLIE PYLE RE/MAX Real Estate Associates Crawfordsville, Ind. Montgomery County Division of MIBOR PAM HARRISON RE/MAX Leading Edge Gambrills, Md. Anne Arundel Association of Realtors

KEN WALKER RE/MAX Diamond Realty Mebane, N.C. Burlington Alamance County Association of Realtors

CYNTHIA KRUSE RE/MAX Vail Valley Edwards, Colo. Vail Board of Realtors

JAMES T. WANZECK RE/MAX Masters Greenwood Village, Colo. South Metro Denver Realtor Association

ROSEMARIE LONGMIRE RE/MAX Whatcom County Bellingham, Wash. Skagit County, North Puget Sound Association of Realtors

LYNN ALLISON RE/MAX Professionals Muscatine, Iowa Muscatine Board of Realtors

ABOVE THE RE/MA X MAGAZINE â&#x20AC;˘ SPRING 2013

KELLY HOWIE RE/MAX Realty of Rapid City Rapid City, S.D. Black Hill Association of Realtors JUDY KLASSEN RE/MAX Country Princeton, British Columbia South Okanagan Real Estate Board DENISE STORM RE/MAX Pinnacle Durango, Colo. Durango Area Association of Realtors

STEVE WIGAND RE/MAX Realty Plus Jasper, Ind. Southwest Indiana Association of Realtors

KAREN PITKIN RE/MAX Realty Professionals Bloomington, Ind. Bloomington Board of Realtors

LOCAL PRESIDENTS

GARY ROGERS RE/MAX On the Charles Waltham, Mass. Chairman, NAR Communications Committee

VIRGINIA KLEIN RE/MAX Heritage Westport, Conn. Greater Fairfield Board of Realtors

DWAYNE PATTERSON RE/MAX Prestige Kingman, Ariz. Kingman-Golden Valley Association of Realtors MONICA ROSS RE/MAX Resort Properties Boyne City, Mich. Antrim, Charlevoix, Kalkaska Association of Realtors MIKE WALLIN RE/MAX Premier Group Longview, Wash. Lower Columbia Association of Realtors

SPECIAL AWARDS JEFF BOWERS RE/MAX Pro Realty Charleston, S.C. CRS of the Year, South Carolina CRS Chapter JULIE FOX RE/MAX on the Bay Cambridge, Md. Community Service Award, Mid-Shore Board of Realtors SUSAN GRAVES RE/MAX Realty Professionals Bloomington, Ind. Melody Martin Humanitarian Award, Bloomington Board of Realtors

ALTA MONROE RE/MAX 1st Choice South Padre Island, Texas Directors Award, South Padre Island Chamber of Commerce GARY ROGERS RE/MAX On the Charles Waltham, Mass. CRS of the Year, Massachusetts CRS Chapter

LEADERSHIP

INSIDE STORY

Quite a Ride AS HE TURNS 80, A RE/MAX VISIONARY RELEASES HIS MEMOIR DETAILING THE ‘JOURNEY OF A LIFETIME’

RANK POLZLER HAS ENJOYED tremendous success in the real estate world. For the past three decades, he – along with business partner Walter Schneider – has blazed a trail in the industry by bringing RE/MAX to Ontario-Atlantic Canada, Europe and several U.S. regions. The RE/MAX visionary celebrates his 80th birthday this year, so it’s fitting that he wrote a new memoir to chronicle his achievements as one of the network’s most prolific leaders. The memoir, Journey of a Lifetime, provides an insightful look into the secrets of success that have served Polzler well in his career. Polzler and his memoir were featured on the cover of Canada’s Real Estate Magazine in April. An additional story about

Polzler and his family’s dedication to RE/MAX is included in the issue, too. Three generations of Polzlers now represent RE/MAX. In the cover story, selected excerpts from Polzler’s

memoir detail the elements that have driven him to build a storied real estate career. These include: focusing on customer service, having a positive attitude, being assertive, making good impressions, being adaptable and having perseverance.

Download the complete REM feature at rem.ax/13YLfCf.

A leader has to be visionary, a strategist. He has to be honest so people can trust him. You can’t force people to trust you; you have to earn and create trust. It’s very simple, really. I think I’ve done well because I’ve always had an open mind. I don’t just fixate on a certain way to do things and barrel my way through. – FRANK POLZLER, JOURNEY OF A LIFETIME

R4 QUIZ ANSWERS (FROM PAGE 48) 1. B - 50,000 POUNDS (ON 3 SEMI-TRAILERS) 2. D – 10,414 MILES (ALL THE WAY FROM MAPUTO, MOZAMBIQUE) 3. C – 62 COUNTRIES (RE/MAX IS IN 89 COUNTRIES TOTAL) 4. C – 33% (2,500+ ROOMS PER NIGHT) 5. D – 65 SESSIONS (TIME AND SPACE WERE MAXIMIZED) 6. D – 2,405 TROPHIES (DOUBLE THE CAREER AND CLUB AWARDS GIVEN AWAY IN 2012) 7. C – 4,600 PHOTOS (ABOUT AS MUCH AS ONE MAN CAN BE ASKED TO DO) 8. B – 650 GALLONS (THE REMEDY FOR A NIGHT OF FUN IN VEGAS) 9. D – 1 MILLION SQUARE FEET (MAKES FOR A LOT OF SORE FEET, BUT IT’S TOTALLY WORTH IT) 10. D – 16,571% (WHICH CAN ONLY MEAN ONE THING – R4 IS WHERE IT’S AT!)

REMA X .COM/ABOVE • SPRING 2013

Let us help you build your business Here’s to our continued commitment to success in 2013. Let’s build on our long-standing relationship and create an even stronger one. We can accomplish this together through: • A variety of strategic alliances that can help you manage and grow your business • Short Sale outreach programs, a dedicated escalation web tool and online education at the Bank of America Agent Resource Center • Bank of America Merchant Services electronic payment processing solutions that can help Broker Owners streamline office operations • Bank of America at Work® program for RE/MAX affiliates* If you’d like to learn more about how we can work together to build your business, please contact Shay Shearer, National Relationship Executive, at 1.502.287.2675 or shay.shearer@bankofamerica.com. Visit the Bank of America Agent Resource Center at bankofamerica.com/agentresources for tools and information to help you manage and grow your business.

* Eligibility for the Bank of America at Work® program terminates when (a) you terminate your relationship with the sponsoring company or organization or (b) the sponsoring company’s or organization’s Bank of America at Work® program plan is terminated by either the company or organization or Bank of America, at which time rates and fees will revert to the current rates and fees as stated in the Personal Schedule of Fees. Equal Housing Lender. ©2013 Bank of America Corporation. Credit and THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Bank of America, N.A., Member FDIC. collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. 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. AD-03-13-0338 03-2013 AR2C830D

BUILDING BUSINESS

INSIDE STORY

BRING IN BUYERS THREE TOP PRODUCERS TELL YOU HOW TO FIND BUYERS IN A SELLER’S MARKET – AND KEEP THEM SATISFIED SO THEY’LL BECOME CLIENTS FOR LIFE. BY DEBORAH BALL KEARNS

LL THE REAL ESTATE TALK THESE days is centered on the turnaround in housing from a buyer’s market to a seller’s market. With inventory shrinking in some major areas, buyers might get discouraged and head to the sidelines. So how do you assure them that you’re the one who can deliver the results – and the home – they’re looking for? Three topproducing RE/MAX agents explain. ➤

PHOTO BY MATT CALABRESE

PATRICK HASTINGS

REMA X .COM/ABOVE • SPRING 2013

Patrick Hastings RE/MAX Plus, Rochester, N.Y. Platinum Club, Hall of Fame member

LAST YEAR WAS A GOOD ONE for Patrick Hastings, who closed 77 transaction sides with a total sales volume of more than $11 million. Forty percent of those closed sales came

wife thinks I’m nuts for catering to some of the more strange requests my clients come up with, but I do it because I want to be their Realtor for life.” One of the premier services Hast-

from working with buyers. While a majority of his business came from pastclient referrals, all of his sales involved delivering the pleasantly unexpected. Hastings attributes his increase in year-over-year production (he was at $8 million for a long time) to hiring a full-time assistant to help increase his interaction with clients and handle all of his marketing. Having the extra help allows him to exceed his clients’ expectations and put in more face time with them. “I believe repeat business and referrals are earned while you conduct business in real time,” Hastings says. “My clients’ problems are my problems; my

ings offers that other agents sometimes forget about: lining up successful financing. Hastings has worked with his lender exclusively for 18 years, and it can sometimes mean the difference between losing the sale and getting to the closing table. “You have to be a calming influence in buyer transactions, because almost no one who gets a mortgage goes unscathed in the process,” Hastings says. “I need a lender who can provide all types of financing and is thoroughly knowledgeable. The solid rapport I have with my lender adds extra value to my service that buyers might not find in other agents.”

Repeat business and referrals are earned while you conduct business in real time.

HE DELIVERS THE UNEXPECTED

Kelly Bennett RE/MAX Gold, St. Louis, Mo. Platinum Club, Hall of Fame member

KELLY BENNETT’S SUCCESS COMES down to a simple approach: She meets face-to-face with clients. Two gamechangers have helped her break into the luxury market and increase her face time with affluent buyers. She hosts frequent social mixers and events for past and potential clients, which helps her capture new buyer leads. She also uses The RE/MAX Collection to market luxury properties and attract high-end buyers. So far, it’s turning heads. “Buyers are really impressed with the look of the brochures, signs and marketing materials,” says Bennett, who

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

BUILDING BUSINESS

SHE USES RE/MAX TOOLS

INSIDE STORY

Karen King RE/MAX Prestige, Wilbraham, Mass. 100 Percent Club, Hall of Fame member

Use every resource that RE/MAX offers ... to build a strong business.

their new homes. She’ll “friend” her clients first, then post the photo with a congratulatory note. “The key to generating online leads is being visible,” King says. “Post a mix of personal and business updates, but don’t forget to engage with people, too. Pay attention to what your clients post online, what their likes and activities are, and interact with them online the way you would in person. Their friends will take notice and start asking about working with you.”

Buyers will call you if other people recommend you and rave about your service.

PHOTOS BY MATT CALABRESE (1) DAN DONOVAN (1) WALT STEINMETZ (1)

has delved into the $500,000-and-up price range in the past year. Another tool that Bennett loves: LeadStreet. In fact, the seller of one of her first luxury listings – a $1.9 million property in St. Louis – was referred to her through LeadStreet; she responded to the lead immediately. If you want to find more buyers, especially in the luxury market, don’t reinvent the wheel – use the RE/MAX tools that are out there, Bennett says. “Drive your marketing to remax.com (or theremaxcollection.com, for luxury properties), respond to those LeadStreet leads quickly, and keep your Mainstreet Web Roster profile updated with all of your designations and honors so you can generate buyer referrals from other RE/MAX agents,” Bennett advises. “Use every resource that RE/MAX offers; there’s more than enough there to build a strong business.”

KAREN KING HAS DISCOVERED A gem for cultivating new buyer leads and keeping in close contact with past clients: online reviews. After each closing, King emails clients and asks them to post reviews on Zillow and LinkedIn, and she provides links directly to those sites in her messages. When clients write up reviews, she immediately sends a thank-you note and a gift card in the mail. “Buyers are researching agents online just like they’re researching homes, so having online reviews is a must if you want to capture those potential leads; it adds a lot to your credibility,” King says. “Buyers will call you if other people recommend you and rave about your service.” Her efforts are working; she’s received several buyer leads from online reviews in the past six months. Additionally, King culls leads on Facebook, where she posts sellers’ virtual tours on their pages (as well as her own) for their friends to see. She also shares interesting photos of home interiors from Pinterest on her Facebook page, and asks her followers for their opinions to engage them. One other thing she does to drum up conversation on Facebook is to post photos of buyers with SHE their keys in front of

GENERATES ONLINE LEADS REMA X .COM/ABOVE • SPRING 2013

INSIDE STORY

MY NEXT STEP

‘NEVER

EVER

QUIT’ AFTER A YEAR OF ILLNESS, STRUGGLE, HARD WORK AND TRIUMPH, DAVE LINIGER SHARES HIS STORY IN A COMPELLING AND INSPIRING NEW BOOK, MY NEXT STEP

HEN DAVE LINIGER WENT to a Galveston, Texas, emergency room in the early morning of Jan. 29, 2012, he thought he’d be treated and released for a back problem that was causing him severe pain and puzzling paralysis during the night. But that’s not what happened. Not even close. As most everyone in the RE/MAX network knows by now, Liniger’s initial emergency room visit was just the beginning of an infection-fueled health crisis that would keep him near death for weeks, hospitalized for months and in some ways changed for a lifetime. The year would involve multiple surgeries, a terrifying brush with death and the very real possibility that he would never walk again. The RE/MAX Chairman and CoFounder chronicles the entire ordeal in My Next Step, a 160-page hardcover book released in April by California publishing firm Hay House. It’s an inspirational story of resolve, family, support and courage that’s grounded in the core values Liniger has always embraced and encouraged. The primary one: “Never, ever quit.” Written by Liniger with co-author Laura Morton – who has helped craft more than 15 New York Times Best

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Sellers – the book essentially covers Liniger’s “extraordinary journey of healing and hope” from January to December 2012. It offers a very personal, raw and honest glimpse of the man who’s led the world’s greatest real estate network for the past 40 years. Parts of the book will surprise those who know Liniger as the toughest guy in the room. “I’ve always thought of myself as a tough son of a bitch,” he writes. “Well, that bravado works fine with the curtains open and the sunlight shining through the windows in daytime, but it quickly disappears at one o’clock in the

morning when no one else is around and unimaginable terror starts to seep into the dark places of your mind.” Ultimately, My Next Step is a story of how Liniger – with incredibly strong support from his family and friends, as well as expert assistance from a large group of doctors, nurses, technicians and therapists – refused to give up, no matter what. But it’s also a reminder that each of us, with the right attitude and approach, can make it through anything.

Everyone has moments in his or her life that turn into weeks and sometimes months or even years. The most important thing to remember is that moments do pass. No matter how bad it hurts, the world does come back into focus. You have to live your life one step at a time. - DAVE LINIGER, MY NEXT STEP

INSPIRING WORDS Much of Dave Liniger’s survival in 2012 can be traced to the key elements of success in the book Think & Grow Rich, written by Napoleon Hill in 1937. Liniger first read the classic as a teen, and has reread it more than 40 times since.

The key elements ANYTHING THE. MIND CAN CONCEIVE,. IT CAN ACHIEVE.. Liniger convinced himself he would regain his ability to walk, and he hung on to that belief tightly. CREATE A PLAN. WITH SMALL,. ACHIEVABLE GOALS.. Liniger broke his big goal down to smaller objectives. He realized

that if he could walk 10 feet, he could then move on to walking 20. If he could walk 20, he could walk even more. ADJUST YOUR GOALS. AS NEEDED.. Liniger viewed unmet milestones as temporary setbacks only. When, for instance, he couldn’t leave the hospital on the date he had targeted, he adjusted his goal and

chose a new date to focus on. HAVE A. MASTERMIND GROUP.. Being surrounded by positive, energetic individuals gave Liniger the support he needed throughout his ordeal. He likens this factor to the type of people – driven, passionate and confident – who are attracted to the RE/MAX network.

BUY YOUR COPIES TODAY My Next Step is available in bookstores throughout the United States and Canada, as well as through virtually every major online outlet – where international purchases can be made. The list price is $19.95, but Amazon, Barnes & Noble and others are offering the book at significant discounts. You can find portals to these booksellers through MyNextStepBook.com.

DAVE LINIGER SIGNED SEVERAL THOUSAND LIMITEDEDITION COPIES OF HIS BOOK AT R4.

WHAT THEY’RE SAYING SEVERAL INDUSTRY HEAVYWEIGHTS OFFER THEIR THOUGHTS ON MY NEXT STEP. BRIAN BUFFINI: “No matter what challenge you’re facing, reading My Next Step might be your next step to overcoming it.” TOM FERRY: “Dave Liniger’s fierce determination and unwillingness to give up against all odds is one of the best examples of how a strong mind can overcome just about any hurdle.” STEVE MURRAY, REAL TRENDS: “Dave Liniger has always been a fighter. So when he got hit with a life-threatening illness last year, I knew he would survive. My Next Step is a window into the heart and mind of a man who’s had a profound impact on our industry.” RICHARD ROBBINS: “Dave revolutionized an industry and built one of the most recognized brands on the planet. My Next Step adds a piece to his story: He was able to do it because of his incredible persistence, generosity and unshakeable belief in what’s possible.”

GET SOCIAL! FOLLOW THE MY NEXT STEP BUZZ

EVERYBODY WINS Dave Liniger is donating 100 percent of his author proceeds on all book sales to three worthy causes: Children’s Miracle Network Hospitals, Susan G. Komen for the Cure and the U.S. Olympic Committee Wounded Warrior Program.

Like the My Next Step page on Facebook. Follow @MyNextStepBook on Twitter. And tell your friends too!

REMA X .COM/ABOVE • SPRING 2013

BUILDING BLOCKS

TECHNOLOGY

THE

REDISCOVER RE/MAX

DESIGN CENTER

HE WORD “UPGRADE” doesn’t quite capture the full extent of the fantastic modifications to the RE/MAX Design Center, powered by Imprev. The new platform offers a completely updated user experience and so much more – including all-new premier services.

THE NEW RE/MAX DESIGN CENTER IS ... Watch the “Design Center Update” video on

FAST

THE ENTIRE SITE IS NOW BLAZINGLY QUICK. ➔ Pages load up to 10 times faster! ➔C reate and edit projects in about half the time. ➔E very template can be completed in five steps or fewer. ➔A new progress bar shows your completion status.

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SIMPLE

START YOUR PROJECT WITH LITTLE TO NO SETUP. ➔Y our profile information will transfer to your new account and automatically appear in your projects. ➔P roperty, profile and other photos can be easily loaded on a single screen.

I N T R O D U C I N G

All-New Premier Services Learn more and sign up through your Design Center account. Office-wide pricing is available by contacting Imprev at sales@imprev.com.

You can take advantage of these innovative new digital services in the Design Center for $199 per year separately. Or, to use all three, purchase the Premier Agent Plus subscription for just $299 per year – nearly half off the price of total individual pricing. VIDEO-BASED HOME TOURS Power up your SEO by creating video home tours for all of your listings, as well as neighborhood tours and even personal-promotion videos. The subscription includes unlimited usage for all your listings. CAMPAIGNS Pre-written, automated marketing campaigns provide a simple, relevant and easy way to stay in touch with past, current and future clients. The subscription includes up to 1,000 emails per month. You’ll pay just $0.03 per email over 1,000. A pay-as-you-go option is also available. PROPERTY WEBSITES Create a separate, custom and mobile-ready website for each listing. The subscription includes unlimited usage for all your listings, along with website analytics and traffic statistics.

ORGANIZED

FIND YOUR WAY AROUND QUICKLY AND EASILY. ➔C hoose a new design right on the home page – there are no more folders to open. ➔N avigation includes new, simpler tabs – and fewer of them.

SEARCH-CENTRIC EASY AND POWERFUL SEARCH DELIVERS RESULTS FAST.

➔S earch new designs by keyword, product type, task and occasion. ➔F ilter results by color, theme and other criteria.

ENGAGING

IT FEELS LESS LIKE WORK AND MORE LIKE FUN! ➔C onnect with your contacts using the Address Book, now available to all users. ➔S end emails to your contacts and pay only for the messages you send.

REMA X .COM/ABOVE • SPRING 2013

BUILDING BLOCKS

TOOLS

Command Central THE RES.NET PORTAL HELPS YOU MANAGE TRANSACTIONS EASILY AND EFFICIENTLY ONLINE

ANAGING THE DETAILS OF your transaction can be a timeconsuming task, especially if you’re still using paper files. Imagine, though, if you could log on to a single platform to update listings and photos, route incoming offers from the MLS, communicate with clients and vendors, electronically sign documents, and handle offer negotiations – all in one place. The RES.NET Agent Platform makes it possible. It makes transaction management simple and seamless, which means you can spend less time in front of a computer and more time in front of clients, doing what you do best. Here’s a look at the exciting features of this one-stop platform, now available for all transaction types: Communicate with clients through real-time messaging, document sharing, calendar invitations and tasking. Send documents electronically to all parties involved in the transaction for review and signatures using e-signature technology. Have control over offer negotiations by countering, rejecting and accepting offers – all online. Log in anywhere there’s an Internet connection, and easily access action items that require immediate attention. Use the new Connect tool to communicate with each person involved in a real estate transaction.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Get started now by visiting www.res.net/remax, or call (800) 760-7036.

REAL PRAISE FROM REAL USERS RE/MAX agents have long used RES.NET in the distressed-property space and are excited that the system now works for virtually any listing. Here’s what a few fans have to say about it:

With RES.NET, everyone is updated on the status of a transaction at the same time. The program also offers training and support, and is easy to use. I’ve been using RES.NET for 10 years, and I’ve noticed a lot of lenders using it, too. –S ANDY BOYLE-TAILLON, RE/MAX EDGE REALTY, AKRON, OHIO

RES.NET helps you get listings and generate exposure for your properties. I appreciate having all of my tasks and files organized, and I enjoy the sense of community RES.NET builds. It’s fun to use. – T ED REITHEL, RE/MAX IN THE PARK, HAZEL PARK, MICH.

This type of platform is the way of the future, especially as we try to go paperless. It’s easy to use – it just makes sense. –N ANCY POWERS, RE/MAX ISLAND REALTY, HILTON HEAD ISLAND, S.C.

Step into my office To sign up today, visit att.com/wireless/REMAX Or, to find the nearest AT&T store, visit att.com/find-a-store Please have proof of eligibility (employee badge, pay stub or business card) Mention FAN: 22541

* IMPORTANT INFORMATION: Available only to RE/MAX. Other conditions and restrictions apply. See contract and rate plan brochure for details. Subscriber must live and have a mailing address within AT&Tâ&#x20AC;&#x2122;s owned wireless network coverage area. Equipment price and availability may vary by market and may not be available from independent retailers. Purchase of additional equipment, services or features may be required. Not all features available on all devices or in all areas. A $36 activation fee may apply. See your AT&T Representative for more information. ÂŠ2012 AT&T Intellectual Property. All Rights Reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. Printed in the U.S.A.

BUILDING BLOCKS

ADVERTISING

What MOVES Them? THE 2013 NATIONAL AD CAMPAIGN ILLUSTRATES CONSUMERS’ UNIQUE MOTIVATIONS BY DEBORAH BALL KEARNS

T’S A CELEBRATION

of diversity that

echoes what RE/MAX agents see and hear in the field every day. The new RE/MAX TV ads examine the wide array of reasons that move consumers to buy or sell a home, and they speak directly to consumers by posing the question “What moves you?” Six new RE/MAX TV spots are airing on primetime network and cable programming in the U.S. this year, and they’re complemented by print, radio, digital and out-of-home advertising. All of the materials tie back to the national advertising campaign, “For all the things that move you.”

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

TELEVISION It’s not easy to capture a broad spectrum of personalities in a 15- or 30-second TV spot, but the new RE/MAX TV ads do this nicely by giving viewers quick glimpses into characters’ lives – a father and

his baby, a runner with a prosthetic leg, a single guy in his “nerd cave,” a woman excited to have her own patch of lawn – in order for consumers to identify with them on a more personal level.

THE 2013 TV ADS SPEAK DIRECTLY TO CONSUMERS.

PRINT & DIGITAL In addition to the TV spots, there’s a collection of 10 print ads available in the RE/MAX Design Center for customization in flier, postcard and email formats. Agents also have access to more than 40 static and animated web banners on Mainstreet, as well as 30 billboard designs – nine of which are customizable. The overall goal of these advertising efforts is to drive more traffic to remax.com and, as a result, more leads to RE/MAX agents. The key to the RE/MAX advertising strategy is and always has been consistency and

prominent visibility, says Abby on TV advertising or have Lee, RE/MAX Vice President placed all their eggs into of Advertising and Marketing. a single TV spot basket, “That’s why RE/MAX conwe continue to advertise tinually enjoys No. 1 TV Share steadily to keep the RE/MAX of Voice,” Lee says. “Conname top of mind.” sumers recognize our brand The next time you’re with instantly, and they associate a prospective buyer or seller, it with high-caliber agents go ahead and ask: “What who understand the diverse moves you?” After you get an needs of buyers and sellers. answer, the rest is up to you. “While our competitors A gourmet kitchen have cut back

Being close to my grandchildren

What moves you? Whether it’s a place to entertain or steal a bite, we can help. At RE/MAX, we have nearly 90,000 agents to find the perfect fit, for all the things that move you.

What moves you? Whether it’s a place to relax, retire or watch your grandkids grow, we can help. At RE/MAX, we have nearly 90,000 agents to find the perfect fit, for all the things that move you.

DIGITAL, PRINT AND OUTOF-HOME COMPONENTS COMPLEMENT THE OVERALL MESSAGE, PROVIDE FURTHER REACH AND INCREASE IMPRESSIONS.

REMA X .COM/ABOVE • SPRING 2013

ON TOP OF THEIR

GAME

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

RE/MAX had the strongest showing of any national real estate brand on the National Association of Hispanic Real Estate Professionals’ first list of Top 250 Latino Real Estate Agents in America. The top two RE/MAX agents on the list – superstars Nate Martinez and Victor Vidales – truly exemplify why RE/MAX shined in the rankings. BY SHARA RUTBERG

PHOTOGRAPY BY JOHN MORRIS

ATE MARTINEZ STARTED at the bottom. Actually, he started below the bottom – 40 feet beneath street level in a four-foot-wide hole, pouring concrete for sewer lines in the extreme Phoenix summer heat. Today, the RE/MAX Circle of Legends member co-owns the six-office RE/MAX Professionals brokerage with Frank Russo, and he’s a top team leader. “When I had my first child, I knew I didn’t want her to grow up in the same neighborhood I did,” says Martinez, who lost many friends to drugs and violence growing up in West Phoenix. Although his mother didn’t graduate from high school, she worked to keep him fed, clothed and out of trouble. “But I wanted more, even as a little kid,” Martinez says. At 26, he had a good job – a $12-an-hour union concrete-pouring position with benefits. But he thought earning a real estate license could help him generate some extra income. It changed his life. His confidence went through the roof, and he was filled with a sense of pride. “It helped me grow up,” he says. Working only part time initially, Martinez sold 34 homes in his first year, while still pouring concrete up to 60 hours a week. On his breaks, he prospected carpenters, plumbers and other tradesmen. Joining RE/MAX in 1991 was the tipping point that allowed him to pursue real estate full time. “Once I got the brand tied in, the referrals started absolutely flowing,” Martinez says. “They haven’t stopped since.”

ICTOR VIDALES IS A persistent man. In real estate, you have to be. For example, he called the asset manager of state contracts for the Department of Housing and Urban Development for two years. When HUD started accepting Arizona agents for these contracts in 2008, Vidales’ persistence paid off; he’s listed more than 800 HUD homes over the past 30 months. That focus on cultivating relationships has contributed to Vidales becoming a true RE/MAX success story. The RE/MAX Hall of Fame member became the first Latino business owner to receive the Greater Phoenix Chamber of Commerce Small Business of the Year Award in the program’s 23-year history. “Building and maintaining relationships has been my highest priority,” says Vidales, a Sales Associate/Owner of RE/MAX New Heights Realty. “I can’t keep track of how many boards and organizations he helps,” says RE/MAX New Heights agent Armando Banda. “He is sincerely committed to the community.” The two met at church, where Vidales, a devoted father of five, leads a men’s outreach ministry. His involvement constantly yields leads; in fact, Vidales was introduced to the HUD asset manager through someone he had worked with for 15 years doing community clean-ups and working with at-risk youths. Vidales says his relationship-focused approach can work for any agent. “It’s all about managing yourself and your time the best you can. Create a plan and pour your energy into it, then constantly tweak it to make it work.”

LEARN HOW THESE TOP PRODUCERS STAY ON TOP

➤

REMA X .COM/ABOVE • SPRING 2013

WINNING WAYS Nate Martinez and Victor Vidales say any agent can become a top producer. Here's how they did it.

Nate Martinez Office: RE/MAX Professionals, Glendale, Ariz. Closed transaction sides (2012): 156 Top 250 Ranking: 5 (#1 RE/MAX agent listed)

USE THE BRAND. Martinez remembers being envious of the little balloons on the name tags and lapels of top sellers at the very first National Association of Realtors convention he attended. He was inspired by the RE/MAX brand and the energy of RE/MAX agents. “I knew RE/MAX was bigger than me, than what my broker at the time had to offer,” he says. After he joined RE/MAX and began integrating that balloon and other marketing materials into his promotions, business took off.

CONNECT WITH. PEOPLE. “Real estate came naturally to me,” Martinez says. “This business is easy if you can connect with people and want to help them. Pouring concrete foundations? That was a hell of a lot harder.” The dynamic personality and steely

work ethic that enabled him to canvass every single tradesman on the high-rise building site when he first started out continue to fuel referrals today.

ADJUST TO. THE MARKET. Martinez’s business partner Frank Russo steered him toward the REO market. At the peak, about two years ago, Martinez managed about 265 REOs at a time. He built that section of his business through education at formal RE/MAX classes and seminars, as well as networking with asset managers at related events where he could make connections. Currently, he’s helping his team readjust to traditional resales by systematically analyzing neighborhoods where his agents can become dominant. They send highly targeted direct mail to key communities.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Unlike several years ago, when he would mail pieces touting his office as the specialist for all homes in the community, today Martinez’s marketing is geared toward the specific neighborhood. “If they own a half-million-dollar home, I’m not sending them comps on the $100,000 condo down the street,” he says.

KEEP LEARNING. Martinez regularly attends RE/MAX conventions and

classes to stay on top of his game, and he encourages his agents to do the same. “I’m constantly trying to figure out a better way to do things, to build our team into better agents,” he says. “If there’s anything I’ve wanted to learn, I’ve always been able to find it on RU.” He’s constantly feeding his brain and always asking whether there’s a better system or a better way. “Gaining knowledge gives me power,” he says.

Victor Vidales Office: RE/MAX New Heights Realty, Ahwatukee, Ariz. Closed transaction sides (2012): 246

PHOTO BY MARK PETERMAN

Top 250 Ranking: 11 (#2 RE/MAX agent listed)

BE OPEN TO. CHANGE. Keen awareness and being open to change helps keep Vidales and his agents primed to embrace the everchanging market. “He’s always staying a step ahead,” says Sales Associate Armando Banda. “He’s up on his statistics and prepared well in advance

for changes.” Vidales was way ahead of the curve on REO and short sales, and nimble enough to capitalize on the change. “He saw exactly where the market was going,” Banda says.

KNOW THE. CUSTOMER. One change Vidales is primed for is the

shifting demographics in Phoenix. It’s projected that Latinos will make up 50 percent of that city’s population in the next decade. “It’s important that RE/MAX continues to do its best to stay in front of these new clients,” Vidales says. He remains in the community where he grew up, which has helped him maintain strong connections with members of the Latino community there. Speaking Spanish is a critical tool in connecting with the demographic, he says, “even if it’s just at the very basic level, while you’re gathering info to convert a lead.” Another thing to keep in mind, Vidales says, is that many Latinos are the first in their family to own a home.

BE VISIBLE IN. THE COMMUNITY. Vidales volunteers with a slew of community

“Success is all about managing yourself and your time the best you can – create a plan and pour your energy into it. – VICTOR VIDALES

boards, including the Maricopa Industrial Development Authority, Phoenix Community Alliance, Arizona State University Board for College and Public Programs and the Audubon Society. Winner of the 2010 Impact Business of the Year Award from the Greater Phoenix Chamber of Commerce for his commitment to improving lives in the South Phoenix neighborhoods where he grew up, Vidales has a deep commitment to helping others. “There are endless opportunities to serve and be face-to-face with potential clients,” he says.

CREATE A PLAN. Vidales develops annual goals for himself, as well as daily and 10-day goals to stay on track. He’s constantly keeping an eye on his progress, and determining what he might need to adjust to achieve his goals, such as the number of phone calls he makes a day. “Time is the most valuable resource we have,” he says.

REMA X .COM/ABOVE • SPRING 2013

PICTURED (FROM LEFT): REY LLANETA, MARY GOLBAKHSH, CÉSAR CÁCERES, LYN LLANETA, KIM LUND, ELIZABETH VELASCO, GUSTAVO GUASTI

PHOTO BY JOHN MORRIS

ALL COMING

IT WAS A CELEBRATION THAT WILL GO DOWN IN RE/MAX HISTORY. More than 7,000 people traveled to RE/MAX R4, Feb. 25-28 at the MGM Grand in Las Vegas, to mark the network’s 40th anniversary and a tremendous year of results. From concerts by Kenny Loggins and Stevie Nicks to valuable networking events, inspiring sessions and a whole lot of celebrating, here’s a glimpse of all the excitement. BY DEBORAH BALL KEARNS PHOTOGRAPHY BY KEVIN MCILWAINE

MONDAY

Visit remax.com/above to browse and download more RE/MAX R4 photos.

At the Opening General Session, Dave Liniger

reflected on his journey of healing and hope after battling a life-threatening staph infection last year… CEO Margaret Kelly noted that RE/MAX agents

collectively closed an astounding 1.3 million transaction sides and sold $297 billion in real estate in 2012…

The legendary Natalie Cole gave a surprise performance of “Unforgettable” in honor of RE/MAX Founders Dave and Gail Liniger… The R4 opener gave way to a rocking Welcome Reception where Kenny Loggins performed his many hits… The festivities set the scene for the next few days of learning and networking, as Associates embraced the advantages of

40 years of success.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

TUESDAY Powerhouse speaker

Brian Buffini offered his unique perspective on how to do business in today’s fast-paced world… At the Global Referral Exchange, RE/MAX Asso-

ciates from around the world rubbed elbows and talked shop in a colorful display of national pride…

More than $125,000 was raised for Children’s Miracle Network Hospitals during the live auction…

RE/MAX Commercial Practitioners loosened their ties to rock out to music performed by a few of their colleagues, plus they raised $4,000 more for CMN Hospitals… The unofficial Mixer to the Max party brought together the 40-and-younger crowd for conversation, dancing and a whole lot of fun.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

GLOBAL REFERRAL EXCHANGE

Small World

PHOTOGRAPHY BY JOHN MORRIS

WHEN RE/MAX ASSOCIATES FROM AROUND THE GLOBE GET TOGETHER, THE ENERGY IS CONTAGIOUS

AT RE/MAX R4, THERE’S ALWAYS ONE gathering that can be counted on to deliver high energy, fun costumes, big smiles and a symphony of accents and languages. It’s also the best example of how interconnected RE/MAX Associates really are, despite living worlds apart from one another. With 62 countries represented at the convention, the 2013 Global Referral Exchange was the biggest and most dynamic gathering yet, as thousands of RE/MAX agents from around the world packed into a room to exchange referrals and put their country’s flag, culture and real estate on display. Amid an endless bustle of conversation, laughter and horns sounding, agents interested in expanding the global side of their business made meaningful connections. Dulce Elorriaga hasn’t looked back since joining RE/MAX Maya in Playa del Carmen, Mexico, eight

years ago. The brand’s credibility, global presence and strength in her home country – RE/MAX Mexico just celebrated its 20-year anniversary – have given her all the support she needs to work her market with confidence. “I had my best year in 2012,” Elorriaga says. “The international referrals I can generate from coming to R4 are invaluable, and it’s important to be here and see the impact of the RE/MAX brand’s expansion.” Easy to spot in brightly colored lederhosen and blonde pigtails, Pia Weisser was part of a large contingent of Associates from Germany. The Sales Associate with RE/MAX First in Vaihingen was in awe of the diversity at her first R4. “Everyone needs a positive spirit to do well in their businesses, and this is the place to get that motivation,” Weisser says. “I love my job!”

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Former U.S. Secretary of State and author Dr.

Condoleezza Rice discussed her time at the White House and provided an inside look at world affairs… Continuing a beautiful celebration of strength and grace, four breast-cancer survivors – Karen Symington, Shannon Ferguson, Phyllis Stakem and Julie Scott – shined in the spotlight as models at the

Fashion Show and Luncheon benefiting Susan G. Komen for the Cure, and bidders raised nearly $20,000 during a live auction…

The Best of RE/MAX Awards Night exuded glamour, success and even a surprise marriage proposal from Stewart Ramirez, a Hall of Fame member with RE/MAX Center in Grayslake, Ill. Of course Jodie Eich said “yes.”

WEDNESDAY 32

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

THURSDAY On R4’s final day, the education was even more intense with sessions on

distressed properties, technology and working niche markets… Celebrity photographer Platon delivered a memorable look at the images and personalities he has captured over the years… No R4 would be complete without an epic party, and

rock goddess Stevie Nicks closed out the week with her classic hits as agents danced and sang along…

The only question now is how will RE/MAX celebrate the next 40 years? You’ll have to be there to find out!

SAVE THE DATES! 2014 RE/MAX R4 March 3-6 Mandalay Bay Hotel & Casino, Las Vegas

Watch 2013 RE/MAX R4 videos on

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Simply THE BEST Honoring top producers and special award winners from across the RE/MAX network is what the annual Best of RE/MAX Awards Night is all about. This year, nearly 900 people crossed the stage to well-deserved cheers and applause for a year of truly remarkable achievement.

TEAM LEADER COMMISSIONS Top 10 Team Leaders – Worldwide (Residential & Commercial) FOR THIS LIST, SEE PAGE 38

Top 10 Team Leaders – U.S. Residential  1. Marti A. Hampton, Raleigh, NC 2. Ryan O’Neill, Lakeville, MN 3. John Ahlbrand, Las Vegas, NV 4. Ronnie Matthews, Spring, TX 5. Bob J. Lucido, Fulton, MD 6. Eric T. Pakulla, Columbia, MD 7. David O. Flory, Houston, TX 8. Ken E. Bowen, Rancho Santa Margarita, CA 9. James D. Franklin, Katy, TX  10. Bruce Tyburski, Springfield, VA

View additional award lists at remax.com/above.

Top 10 Team Leaders – Canada Residential  1. Christopher Invidiata, Oakville, ON 2. Georges Bardagi, Montreal, QC 3. Joyce E. Tourney, Regina, SK 4. Donna J. Rooney, Calgary, AB 5. Barry Cohen, Toronto, ON  6. Melanie Wright, Toronto, ON  7. Jim V. Burton, St. John’s, NL  8. Drew A. Woolcott, Dundas, ON 9. Terry Paranych, Edmonton, AB  10. Yvan Drouin, Sillery, QC

Top 10 Team Leaders – International Residential  1. Kim D. Lund, Grand Cayman, Cayman Islands  2. Zelda Caddie, Weltevreden Park, South Africa  3. Deanne Hamilton, Durban, South Africa 4. Madeleine De Waal, Kathu, South Africa 5. Jacoba Potgieter, Port Elizabeth, South Africa  6. Mark Brickles, Grassy Park, South Africa

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

7. Deborah Evans, Morningside, Australia 8. Neil E. Williams, Grand Cayman, Cayman Islands 9. David Neilson, Victoria Point, Australia  10. Marianne Tavenier, Paraparaumu Beach, New Zealand

Top 5 Team Leaders – Canada Commercial

Top 5 Team Leaders – Worldwide Commercial

Top 5 Team Leaders – International Commercial

1. Joyce E. Tourney, Regina, SK 2. William C. Goold, Vancouver, BC 3. Peter Hall, Burnaby, BC 4. Martin A. Ensbury, Torrance, CA 5. Mark S. Kivley, Milwaukee, WI

1. Georgina Campos, Hagatna, Guam 2. Neil E. Williams, Grand Cayman, Cayman Islands 3. Jock Gaughan, Gladstone, Australia 4. Mark John Clayton, Caloundra, Australia 5. Aaron Thompson, Bundaberg, Australia

Top 5 Team Leaders – U.S. Commercial 1. Martin A. Ensbury, Torrance, CA 2. Mark S. Kivley, Milwaukee, WI 3. Scott Owens, Bloomington, IN 4. Brenda S. Thompson, Minocqua, WI 5. Vickie H. Gallimore, Asheboro, NC

1. Joyce E. Tourney, Regina, SK 2. William C. Goold, Vancouver, BC 3. Peter Hall, Burnaby, BC 4. Pete Vanderham, Medicine Hat, AB 5. Gino Bruno, Vaughan, ON

INDIVIDUAL COMMISSIONS Top 10 Individuals – Worldwide (Residential & Commercial) FOR THIS LIST, SEE PAGE 39

Top 10 Individuals – U.S. Residential  1. Michael Seder, The Woodlands, TX  2. Jordan B. Cohen, Westlake Village, CA  3. Sal Calabrese, Brooklyn, NY 4. Edward R. DiTroia, Woodcliff Lake, NJ 5. Joshua R. Barker, Redding, CA 6. Casey Margenau, McLean, VA 7. Terri H. Rutherford, Brentwood, TN 8. Daniel Schaefer, Pleasanton, CA 9. Kamran Montazami, Irvine, CA  10. Pauline Cheng, Arcadia, CA

Top 10 Individuals – Canada Residential 1. Zia Abbas, Toronto, ON   2. Kafeel Waqar Chaudhry, Mississauga, ON  3. Sharon Soltanian, Toronto, ON  4. Edith Chan, West Vancouver, BC  5. David Batori, Toronto, ON  6. Sam Corea, Calgary, AB  7. Frank Leo, Toronto, ON 8. Peter Kwan, Markham, ON  9. Gordon W. Ross, Calgary, AB  10. Danny Deng, Vancouver, BC

Top 10 Individuals – International Residential  1. Avi Hayoun, Beer Sheva, Israel  2. Benjamin Mendoza, Queretaro, Mexico 3. John D. Turley, Ambergris Caye, Belize  4. James Bovell, Grand Cayman, Cayman Islands  5. Katja Soentgerath, Grunwald, Germany

6. Reinhard Goetze, Vorarlberg, Austria  7. Rebecca M. Quintanilla Osorio, Valle de Bravo, Mexico  8. Carolina Naude, Pretoria, South Africa 9. Cathy Lammie, Toowong, Australia  10. Luis Omar Mendez, Estado de Mexico, Mexico

Top 5 Individuals – Worldwide Commercial 1. Gokhan Tas, Esenler/Istanbul, Turkey 2. Ruby Sangha, Markham, ON 3. Tim Walsh, Fort McMurray, AB 4. Hasan Can, Istanbul, Turkey 5. Benjamin J. Hsiang, Los Angeles, CA

Top 5 Individuals – U.S. Commercial 1. Benjamin J. Hsiang, Los Angeles, CA  2. Robert L. Pratt, Charleston, SC 3. Robert Hovsepian, Glendale, CA 4. Jonathan D. Taksa, Los Angeles, CA 5. William J. Ruane, El Segundo, CA

Top 5 Individuals – Canada Commercial  1. Ruby Sangha, Markham, ON 2. Tim Walsh, Fort McMurray, AB 3. Mark B. Thiessen, Winnipeg, MB 4. Noel Llewellyn, Vancouver, BC 5. Al Spizzirri, Toronto, ON

Top 5 Individuals – International Commercial 1. Gokhan Tas, Esenler/Istanbul, Turkey 2. Hasan Can, Istanbul, Turkey 3. Ulvi Kocailik, Istanbul, Turkey 4. Tomislav Zurej, Ljubljana, Slovenia 5. Matthaeus Jiszda, Vienna, Austria

TRANSACTION SIDES No. 1 Individual – Worldwide Avi Hayoun, RE/MAX Plus, Beer Sheva, Israel

No. 1 Individual – U.S. Joe Kadaf, RE/MAX Leading Edge, Dearborn Heights, MI

No. 1 Individual – Canada Peter Hogeterp, RE/MAX Escarpment Realty, Stoney Creek, ON

No. 1 Individual – International Avi Hayoun, RE/MAX Plus, Beer Sheva, Israel

No. 1 Team Leader – Worldwide Ryan O’Neill, RE/MAX Advantage Plus, Lakeville, MN

No. 1 Team Leader – U.S. Ryan O’Neill, RE/MAX Advantage Plus, Lakeville, MN

No. 1 Team Leader – Canada  Joyce Tourney, RE/MAX Crown Real Estate North, Regina, SK

No. 1 Team Leader – International Zelda Caddie, RE/MAX Masters, Weltevreden Park, South Africa

LEADERSHIP Distinguished Service Lowell Martens, RE/MAX Real Estate (Mountain View), Calgary, AB Jim Nelson, Bob Baker and Jim Nelson Jr., RE/MAX Suburban, Mount Prospect, IL

Regions of the Year RE/MAX Southern Africa, Peter Gilmour, Val Gilmour, Adrian Goslett and Vicky Goslett RE/MAX Switzerland, Teddy Keifer RE/MAX Florida, Adam Contos RE/MAX California & Hawaii, Jack Kreider and Paul Brewster

Broker/Owners of the Year – Single Office Kate Bradley, RE/MAX Elite, Nelson, New Zealand Stefano Filasto, RE/MAX Abacus, Rome, Italy Dave Coppins, RE/MAX Jazz, Oshawa, ON Bill Burns, RE/MAX First, Jeffersonville, IN

Broker/Owners of the Year – Multi-Office Network Brett White and Alana White, RE/MAX Extreme, Butler, Australia Glenn Norton, RE/MAX Masters, Bryanston, South Africa Richard Pilarski and Alex Pilarski, RE/MAX Realtron Realty, Markham, ON Marshall Saunders and John Collopy, RE/MAX Results, Eden Prairie, MN Joseph DeKroub, RE/MAX Platinum, Brighton, MI

Broker/Managers of the Year Henry Vagar, RE/MAX Crest Realty, North Vancouver, BC Zennure Ozen, RE/MAX Garden, Antalya, Turkey

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

TOP OFFICES Sales Volume – Single Office

U.S.

INTERNATIONAL

John Sammon, RE/MAX United, Carrollton, GA

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

John Sammon, RE/MAX United, Carrollton, GA

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB

Transaction Sides – Metro Market

U.S.

INTERNATIONAL

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

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB

Sales Volume – Multi-Office Network INTERNATIONAL

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

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

Jose Manuel de Abreu and Caron Leslie, RE/MAX Property Associates (Table View), Cape Town, South Africa CANADA

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB U.S.

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

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB

CANADA

INTERNATIONAL

Gordy Khuman, RE/MAX Gold Realty, Mississauga, ON

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

Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON U.S.

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

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

Net Gain in Associates – Small Market  INTERNATIONAL

Michael Bonello, RE/MAX Estate Consultants, Sliema, Malta Solly Gershkovich, RE/MAX Success, Holon, Israel CANADA

Largest Single Office

Barney Johnson, RE/MAX Crossroads Realty, Toronto, ON

INTERNATIONAL

U.S.

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

Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA

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

CANADA

WORLDWIDE

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB

Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA

Transaction Sides – Small Market

U.S.

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

INTERNATIONAL

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

Keith Bradbury, RE/MAX United, Mount Pearl, NL

WORLDWIDE

Largest Multi-Office Network

Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK WORLDWIDE

Pat Hare and Denise Hare, RE/MAX Real Estate (Central), Calgary, AB

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

U.S.

Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK WORLDWIDE

Jackie Danner and Mark Korting, RE/MAX Dynamic Properties, Anchorage, AK

Net Gain in Associates – Multi-Office Network INTERNATIONAL

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

Alex Pilarski and Richard Pilarski, RE/MAX Realtron Realty, Markham, ON U.S.

Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA WORLDWIDE

Andrew Armata and Stacey Alcorn, RE/MAX Prestige, Chelmsford, MA

Net Gain in Associates – Metro Market INTERNATIONAL

Marco Ramberti, RE/MAX Place, Rome, Italy

View additional award lists at remax.com/above.

2012 RE/MAX CAREER AWARDS

Circle of LEGENDS One thing the superstars in real estate know: RE/MAX is the home of the top producers. And these 49 agents are now part of an elite group of 243 active RE/MAX Sales Associates who’ve made RE/MAX their home for more than 10 years and earned more than $10 million in commissions with the network.

David Batori

Ken Digalakis

Sean S. Lawson

Linda H. Rehwalt

Diane K. Stow

RE/MAX Hallmark Realty Toronto, ON

RE/MAX All-Stars Realty Toronto, ON

RE/MAX Westcoast Richmond, BC

RE/MAX Professionals Anthem, AZ

RE/MAX Traditions Longmont, CO

Kyle D. MacDonnell

Chris P. Richie

Joy Verde

Eva J. Bauer

Keith Dobbs

RE/MAX DFW Associates II Irving, TX

RE/MAX Dallas Suburbs Plano, TX

RE/MAX Cinco Ranch Katy, TX

RE/MAX In The Hills Caledon East, ON

Marshall Mandell

Mary Roy

RE/MAX Hallmark Realty Toronto, ON

Jacques Belzil

Tracey A. Donley

RE/MAX Classic Farmington Hills, MI

RE/MAX First Realty Ajax, ON

RE/MAX 2000 Chomeday Laval, QC

RE/MAX Excellence Las Vegas, NV

Michael Martin

Joe Saraceni

Jim V. Burton

Priscilla H. Ennis

RE/MAX Realty 100 Hales Corners, WI

RE/MAX West Realty Toronto, ON

RE/MAX Plus Realty St. John’s, NL

RE/MAX Space Center-Clear Lake Houston, TX

Audrey G. Mason

Joel Semmens

RE/MAX of Eagle River Eagle River, AK

RE/MAX Real Estate (Central) Calgary, AB

David J. Campbell RE/MAX Real Estate Services Vancouver, BC

Barry Ezerski

Jessica H. Chan

Donald C. Fedrigon Jr.

RE/MAX Real Estate (Mountain View) Calgary, AB

RE/MAX Professionals Lawton, OK

RE/MAX of Elk Rapids Elk Rapids, MI

Shirley M. McDowell RE/MAX Eastern Realty Peterborough, ON

Lorin McLachlan

Kass Coleman

Nancy Forlini

RE/MAX Executives Realty Winnipeg, MB

RE/MAX Cayman Islands, Grand Cayman, Cayman Islands

RE/MAX Alliance Montreal, QC

Geoffrey D. McLean

Bernie J. Cobb Jr. RE/MAX of Naperville Naperville, IL

Susan E. Cowen RE/MAX York Group Realty Aurora, ON

Gordon R. Crawford RE/MAX Properties Unlimited Morristown, NJ

Kelly DaCosta RE/MAX Real Estate Centre Cambridge, ON

Pam DeCourcey RE/MAX Professionals Saint John Saint John, NB

Emily Gillan RE/MAX Garden City Realty St. Catharines, ON

Andrew Hasman RE/MAX Real Estate Services Vancouver, BC

Peter Hogeterp RE/MAX Escarpment Realty Stoney Creek, ON

Peter Kwan

RE/MAX Fort McMurray Fort McMurray, AB

Andrew Werner Jr. RE/MAX Realty Group Gaithersburg, MD

Linda Z RE/MAX Executive Realty Bryn Mawr, PA

BY THE NUMBERS 2012 RE/MAX CAREER AWARDS (AWARDED FOR TOTAL COMMISSIONS EARNED WITH RE/MAX)

RE/MAX Camosun Victoria, BC

Lori L. Mickelson RE/MAX Results Rochester, MN

Kamran Montazami RE/MAX Premier Realty Irvine, CA

Vickie Mox RE/MAX Dallas Suburbs Plano, TX

RE/MAX Realtron Realty Markham, ON

Albert F. Naticchioni

Victor Kwan

Charles A. Norwood

RE/MAX of Redding Redding, CA

RE/MAX Select Properties Vancouver, BC

RE/MAX of Gulf Shores Gulf Shores, AL

Monique LaLonde

RE/MAX Crown Real Estate North Regina, SK

RE/MAX Privilege St. Hubert, QC

Greg Walsh

Scott W. Predenchuk

NEW! Luminary of Distinction (20+ years and $20 million+) NEWLY AWARDED.

TOTAL ACTIVE.

Circle of Legends (10+ years and $10 million+) NEWLY AWARDED.

TOTAL ACTIVE.

243

Lifetime Achievement Award (7+ years and $3 million+) NEWLY AWARDED.

539

TOTAL ACTIVE.

4,221

Hall of Fame ($1 million+) NEWLY AWARDED.

2,009

TOTAL ACTIVE.

19,746

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

TOP 10 WORLDWIDE

CONGRATULATIONS TO THESE TEAM LEADERS AND INDIVIDUAL PRODUCERS, WHO LED THE ENTIRE RE/MAX NETWORK IN TOTAL COMMISSIONS (RESIDENTIAL AND COMMERCIAL COMBINED) FOR 2012.

TEAM LEADERS 2 | JOYCE E. TOURNEY

RE/MAX Crown Real Estate North Regina, SK

3 | MARTI A. HAMPTON RE/MAX One Realty Raleigh, NC

CHRISTOPHER G. INVIDIATA

4 | RYAN O’NEILL

RE/MAX Aboutowne Realty Oakville, ON

RE/MAX Advantage Plus Lakeville, MN

5 | JOHN AHLBRAND RE/MAX Central Las Vegas, NV

Y SUCCESS IS ROOTED IN building relationships with clients. The Invidiata Team has the ability to listen and respond effectively to the needs of our clients, which has allowed us to generate notable achievements, such as the No. 1 RE/MAX team worldwide. Our clients often become friends for life as we work with them on what is generally the largest and most significant investment they’ll make in their lifetime. Reflecting on my career, I have no regrets. To me, regret means that you have not learned from a mistake. Each mistake is an opportunity to learn. I believe every challenge I faced has been a blessing in disguise and has allowed me to be pushed further in my career; without those “mistakes,” I may never have reached the heights of success that my team and I have achieved today. One of the keys to longevity in your career is passion. If you don’t love what

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

6 | RONNIE MATTHEWS RE/MAX Legends Spring, TX

7 | GEORGES BARDAGI RE/MAX du Cartier Montreal, QC

8 | BOB J. LUCIDO RE/MAX Advantage Realty Fulton, MD   you do, you won’t succeed. I often say I have never worked a day in my life, because when you love what you do, it’s not work. A second key is to care about people. A common reason many sales representatives join the real estate industry is to make a lot of money quickly. If that is your thinking, you will not succeed. Ultimately, it is about loving people and putting their interests first, before thinking about the financial gain. When you do that, you build trust. Trust sets the foundation for a long and successful career in real estate.

9 | DONNA J. ROONEY RE/MAX Real Estate (Central) Calgary, AB

10 | ERIC T. PAKULLA RE/MAX Advantage Realty Columbia, MD

My success is rooted in building relationships with clients. - CHRISTOPHER G. INVIDIATA

individuals

1 ZIA ABBAS RE/MAX Vision Realty Toronto, ON

HIS YEAR, I HAVE ONE TAGLINE on my marketing materials: Consistency. Consistency is really important in your business. When you’re consistent, it means you’re reliable. Consistency means that my success this year isn’t an accident; I was No. 1 worldwide in individual sales last year, too. I started out my business doing a lot of advertising and, today, my best advertising is word of mouth. I’m glad that I’m known as a reliable man – it’s a reputation that helps me maintain credibility in the marketplace. When I started out, I talked to different real estate companies. But I quickly found out that RE/MAX is synonymous with highquality agents. The RE/MAX name brings recognition. I doubt any other company in Canada can offer as much as RE/MAX. Throughout my career, I have learned to be a straight shooter. You have to be definite; it’s either black or white. If you’re grey, you’ll never be successful. And always, always protect your client. If you don’t think the deal is good, say so. You may lose money now, but at the end of the day, you will protect your client, and that’s business you’ll regain down the road.

I’ve closed some big transactions and made tons of money, but some of the most important deals were ones where I didn’t make a single penny, when I talked someone out of a bad deal. You walk away with a lot more self-satisfaction, knowing you did the right thing.

Always protect your client. If you don’t think the deal is good, say so. You may lose money now, but at the end of the day, you will protect your client – and that’s business you’ll regain down the road. - ZIA ABBAS

2 | MICHAEL SEDER

5 | EDITH CHAN

8 | SAM COREA

RE/MAX The Woodlands & Spring II The Woodlands, TX

RE/MAX Masters Realty West Vancouver, BC

RE/MAX House of Real Estate Calgary, AB

3 | KAFEEL WAQAR CHAUDHRY

RE/MAX Plus Beer Sheva, Israel

RE/MAX Active Realty Mississauga, ON

4 | SHARON SOLTANIAN RE/MAX Realtron Realty Toronto, ON

6 | AVI HAYOUN

7 | DAVID BATORI RE/MAX Hallmark Realty Toronto, ON

9 | GOKHAN TAS RE/MAX Extra 2 Esenler/Istanbul, Turkey

10 | BENJAMIN MENDOZA

RE/MAX Property Solutions Queretaro, Mexico

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Luminary of

DISTINCTION EI G HT EE N E X E MP L A R Y R E / MAX A SS O CIAT E S H AVE S O ME T H ING NE W IN CO MMO N. In 2012, they were the first RE/MAX Associates to earn the Luminary of Distinction Career Award – for surpassing $20 million in commissions in 20 years or more with RE/MAX. That means there’s more than 360 years of real estate experience, wisdom and achievement among them. They’ve earned well over $360 million in commissions combined. There’s so much to glean from their success. Some of them offer a glimpse here.

THE 2012 LUMINARY OF DISTINCTION HONOREES

RON ANTALEK RE/MAX Lifestyles Realty Maple Ridge, BC

SYLVIA T. HOUGHTON

BARRY COHEN RE/MAX Realtron Realty Toronto, ON

RE/MAX Classic Properties Unionville, ON

SUSAN C. COVENY RE/MAX Prestige Long Grove, IL

GEORGES BARDAGI RE/MAX du Cartier Montreal, QC

“Don’t let yourself fall into the trap of getting so busy that you don’t take time to analyze your business and pursue new innovations. And above all, surround yourself with good people.” – GEORGES BARDAGI

DELENA CIAMACCO RE/MAX Connection Realtors Gahanna, OH

“I’ve achieved so much because I busted my tail – one transaction after another. In 1999, I became the first woman in the U.S. to be No. 1 worldwide. Competitors tried to recruit me, but I told them all that I don’t swim with ducks; I soar with eagles. I’m a RE/MAX agent.” – SUSAN C. COVENY

CHRISTOPHER G. INVIDIATA RE/MAX Aboutowne Realty Oakville, ON

“I’ve stayed with RE/MAX for over 27 years because the organization has given me the freedom to create my own business while being connected to the world’s greatest real estate brand. It also gives me a complete platform of business solutions that are easily accessible.” - CHRISTOPHER G. INVIDIATA

DAVID O. FLORY RE/MAX Professional Group Houston, TX

JAMES D. FRANKLIN RE/MAX Grand Katy, TX

CLARE A. ESTLICK RE/MAX Professionals Toronto, ON

“I started in 1977, and I’ve built my business by referral. It all comes back to delivering memorable customer service and doing whatever it takes to get a transaction to closing.” – CLARE A. ESTLICK

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

“Focus on your business and keep looking ahead. As you improve your production and increase your listings, build a team approach that allows you to focus on your core strengths.” - KIM D. LUND

KIM D. LUND RE/MAX Cayman Islands Grand Cayman, Cayman Islands

LU • MI • NARY: a person of prominence or brilliant achievement

CLOCKWISE FROM LEFT: JOYCE TOURNEY, GEORGES BARDAGI, CLARE ESTLICK, KIM LUND, ROBERT W. SHALLOW

FROM LEFT: MICHAEL SEDER, CASEY MARGENAU, CHRISTOPHER INVIDIATA, BARRY COHEN, RONNIE MATTHEWS

“I didn’t get to where I am because I’m smarter; I was willing to put in the work required, and I never quit. The great thing about real estate is that it’s so multifaceted, and you can change your business up to do what you want to do. Your success really is up to you.” - CASEY MARGENAU

JOYCE E. TOURNEY

CASEY MARGENAU RE/MAX Distinctive Real Estate McLean, VA

RE/MAX Real Estate (Central) Calgary, AB

MICHAEL SEDER

RONNIE MATTHEWS RE/MAX Legends Spring, TX

“We’ve been the top RE/MAX team in Texas for 15 years – and in the U.S. Top 10 for about 13 years. But I think the best thing we’ve ever done is support our employees, our city and our country. We have absolutely the best team in America!” - RONNIE MATTHEWS

TERRY PARANYCH PHOTOGRAPHY BY JOHN MORRIS

RE/MAX Crown Real Estate North Regina, SK

DONNA J. ROONEY

RE/MAX The Woodlands & Spring II The Woodlands, TX

ROBERT W. SHALLOW RE/MAX Paradise Orange Beach, AL

“In my first year at RE/MAX, I made $1 million. Having a business plan is crucial, but more importantly, you have to show up and do a good job. Go to RE/MAX conventions, don’t stop learning and build relationships with your clients for life.” - ROBERT W. SHALLOW

RE/MAX Elite (South) Edmonton, AB

“Having sold over 10,000 homes, my advice when climbing the mountain is to focus on getting to the top and never, ever quitting – no matter how tough it gets. With that burning desire, you’ll prevail.”

“I wish I had joined RE/MAX at the beginning of my career! Being in this environment of productivity and support drives you to be better. Education is huge; the ABR designation and Brian Buffini coaching have been my best investments. If you want to increase your income, talk to other successful agents.” - JOYCE E. TOURNEY

- TERRY PARANYCH

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

FULL SPECTRUM

G R E AT O F F I C E

ALL FOR ONE,

ONE FOR ALL

JACK WRUTH

DORIS SHANK

A CANADIAN RE/MAX OFFICE SETS UP ITS AGENTS FOR SUCCESS WITH STRONG SUPPORT AND AN INCLUSIVE ATMOSPHERE – AND DOMINATES ITS SASKATCHEWAN MARKETPLACE IN THE PROCESS. BY SUZANNE BOPP | PHOTOGRAPHY BY CAROL GILLIS

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

THE RE/MAX BLUE CHIP REALTY TEAM AT ITS OFFICE IN YORKTON, SK

OW DO YOU TAKE

an office with $3.7 million in annual gross sales and raise it to $90 million in just eight years? Ask Jack Wruth and Doris Shank, owners of a thriving RE/MAX brokerage in rural Canada. “We hire grounded, reputable, ethical people, and we give them the tools to be successful,” says Wruth, who purchased RE/MAX Blue Chip Realty in Yorkton, Saskatchewan, in 2005. “We expect our agents

“Our company is like a wheel, and each person is a spoke. If one spoke is broken, the wheel can’t move forward.” – DORIS SHANK

to work and live at their peak performance, and we reward those who excel.” That simple approach has paid tremendous dividends in Yorkton, a community of 20,000 that’s roughly 200 miles from the U.S. border along North Dakota. Yorkton is in many ways a typical prairie town, with wide open spaces; vast fields of canola, barley and wheat; scattered oil and gas wells; summer days that can top 100 degrees and snowy winter nights that can reach 30 below. The 37 Sales Associates at RE/MAX Blue Chip Realty serve not only the town’s residents, but also the outlying population for hundreds of miles around – a reach of about 200,000 people. The local market is growing at a steady pace of 2 percent to 4 percent a year, and RE/MAX Blue Chip Realty grabs more than its fair share of the business.

REMA X .COM/ABOVE • SPRING 2013

FULL SPECTRUM

G R E AT O F F I C E

BETTING ON POTENTIAL The brokerage was 17 years old when Wruth bought it in 2005. He’d worked there as a salesperson for nearly a decade and saw the operation’s potential, though it always ranked third among the community’s three franchise competitors. A stronger salesman and businessman than administrator, Wruth brought in Shank – then working at Century 21 – to help him manage the office. Starting with five Sales Associates, the pair recruited constantly, and outgrew one space after another. In 2011, they built a new facility twice as large as the previous one. Wruth and Shank organized the sales force into four segments – agricultural, commercial, city residential and rural residential – and each agent has an area of specialization. It’s unusual in the real estate world, but it works. Wruth notes the success of Brent Haas, who has deep knowledge of commercial real estate and closed 32

GROSS

$ 90 m i l l ion

2012

transaction sides last year. “Brent’s competitors don’t do 5 percent of the commercial business he does,” Wruth says. Haas agrees that specialization is one key to the office’s success. He also credits the “opendoor culture,” where no one steps on anyone else’s toes over leads. About half of the RE/MAX Blue Chip Realty agents work outside the office – some as far as twoand-a-half hours away – but they come in to the office often and SALES feel a strong connection to the brokerage. Rural residential specialist Lisa Kirkwood is one of those agents, working in Melville, about 30 miles away; she speaks with another agent at least once a day, and Wruth and Shank keep her updated. “You feel like a big part of the picture,” she says,

3.7

m i l l ion

2005

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

“and that’s not by accident.” Wruth and Shank encourage constant training, whether it’s pursuing a broker’s license, participating in RE/MAX University webinars or hearing speakers on subjects such as prospecting and motivation. “We’re huge advocates of education, and a lot of it is simply learning how to serve people,” Wruth says. “It may be easy to sell a house, but it’s even more important to know how to do it ethically and morally.”

SUPPORTIVE STAFF From the start, Wruth and Shank had definite ideas about the office’s atmosphere and operation. “Our biggest objective was that we wanted a place where people would feel good about coming to work,” Shank says. They’ve built that by creating a sense of community, where everyone celebrates birthdays together, attends potlucks and barbecues, helps with charitable fundraising, and calls on each other whenever

they need assistance. “I’m constantly being supported by my fellow agents,” Haas says. “Each one has given me a lead on a property, asked my advice or helped me with a client when I asked.” For her part, Kirkwood remembers reaching out many times to Bill Harrison, known affectionately as the office “godfather” because of all the mentoring he’s done. These types of interactions fit perfectly with Wruth and Shank’s vision for their office. “Our company is like a wheel, and each person is a spoke. If one spoke is broken, the wheel can’t move forward,” Shank says. “We support each other, motivate each other and celebrate each other.” And how are those other two competitors faring – the ones who always beat RE/MAX Blue Chip Realty a decade ago? “As of February, one of them has 8.5 percent of the market and the other has 22 percent,” Wruth says. “We have the rest.”

CITIZENSHIP

Miracles

on the

ABOVE & BEYOND

RISE

RE/MAX ASSOCIATES DONATED MORE THAN $8.2 MILLION TO CHILDREN’S MIRACLE NETWORK HOSPITALS IN 2012

ASSOCIATES AT R4 GAVE AN ADDITIONAL $125,000 TO CMN HOSPITALS THROUGH LIVE AND SILENT AUCTIONS, A RAFFLE AND THE “TEE IT UP FOR KIDS!” GOLF TOURNAMENT.

TOP DONORS UNITED STATES

RECOVERING economy isn’t just benefiting the housing market. It’s also boosting support for Children’s Miracle Network Hospitals in North America. RE/MAX agents participating in the Miracle Home program raised more than $8.2 million in 2012 – a 14 percent increase over 2011, and the best fundraising year since 2008. They helped CMN Hospitals surpass its goal of raising $300 million for the year. Funds weren’t the only thing RE/MAX raised for local Children’s Miracle Network Hospitals. In 2012, agents, offices and regions placed more than 2,700 print and online media mentions, resulting in an estimated $8.3 million in publicity value. This included the push in August that promoted and

Most funds: RE/MAX of Texas Highest average donation per agent: RE/MAX of Texas CANADA

Most funds: RE/MAX of Western Canada Highest average donation per agent: RE/MAX Québec

celebrated the first RE/MAX Month of Miracles.

HOW’D THEY DO IT? Since 1992, agents and offices across the U.S. and Canada have participated in the Miracle Home program, an exclusive program for RE/MAX Affiliates that benefits all 170 Children’s Miracle Network Hospitals.

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

Participants make regular donations in one of two ways: + Making a donation on behalf of buyers or sellers after each closed transaction. + Creative fundraisers, such as golf tournaments and auctions. Some also take advantage of opportunities to tour their CMN Hospital and see firsthand all the great ways their donations make a difference. The Miracle Home and Miracle Property (for commercial listings) programs are simple but effective ways to make a direct impact, says Jessica Clausen, a Sales Associate with RE/MAX New Beginnings in Baltimore. “I tell all of my clients about the Miracle Home program,” she says. “I can tell you that they consistently remember me as the agent who gives back with every sale.”

AGENTS OF DISTINCTION To inquire about the Miracle Home and Miracle Property programs and how you can make a difference, contact Rod Hamson at rhamson@ cmnhospitals.org (U.S.) or Jay Shapansky at jshapansky@ childrensmiraclenetwork.ca (Canada). The moment you reach one of these goals, you earn the title for the calendar year: Miracle Agents: individuals who donate $500+ (U.S.) Miracle Team: any RE/MAX Team donating $1,000+ Miracle Office: a single-address location donating $2,000+ Miracle Region: any RE/MAX Region achieving $50,000+ through any fundraising activity To make your donation, log into the Miracle System via RE/MAX Mainstreet.

MORE THAN AN AGENT

ABOVE & BEYOND

Real

(ESTATE)

ROCKER THE HITS KEEP COMING FOR COLORADO ASSOCIATE BERNIE CLARKE BY SHARA RUTBERG

PHOTO BY WAYNE ARMSTRONG

ERNIE CLARKE CAN be found between Jimmy Buffet and Mick Jagger – on Denver’s rock-and-roll airwaves, that is. The Broker Associate with RE/MAX Central Alliance has written and produced nine albums, both solo and with his band, Bernie and The Boomers. His most recent, All of My Days, gets airplay right alongside The Rolling Stones and The Beatles on local radio. “It’s nice company to rock and roll with,” Clarke says. Clarke, 63, played in a band in high school and was penning songs long before he wrote his first real estate agreement. In 1975, the Denver Center for the Performing Arts produced his musical, Bits of Junk, about the trials of a young songwriter. The show won him a PEN Literary Award and a writing grant from the National Endowment for the Arts. Though he loved the

creative life, when Clarke and his wife, Janel, had the first of their three children in 1979, he chose real estate as a more reliable source of income. He joined RE/MAX in 1991 and has gone on to earn his way into the RE/MAX Hall of Fame. Through the decades, Clarke has never stopped rocking. He loves playing his Fender Stratocaster into the wee hours in his basement practice space.

LISTING/LISTENING LIST BERNIE’S TOP FIVE REAL ESTATE-RELATED SONGS 1 2 3 4

“Gimme Shelter” - Rolling Stones “Home” - Karla Bonoff “Street Where You Lived” - Bernie & The Boomers “ She Came in Through the Bathroom Window” - The Beatles “Up on the Roof” - James Taylor

Clients are tickled to learn that the guy driving them around on home tours is the same guy singing on the CD. “When my kids moved out of our house, the neighbors thought the late-night jam sessions would quiet down,” he says. “Little did they know, it was me!” Clarke has to keep up his chops for regular gigs at venues around Denver. Past

and present clients are often in the audience clapping along. He also enjoys popping in one of his CDs while taking clients on home tours. “They’re always tickled to learn that the guy singing is the guy who’s driving them

around,” he says. Described by one critic as “the ghost of Roy Orbison meets Chris Isaak,” Clarke continues to write and perform original songs, and last year completed both a screenplay and a novel. He’s also close to finishing another musical based on iconic rock and pop tunes. But before that musical opens on stage, Clarke will be busy with a slew of closings. “The Denver market is definitely looking up,” he says.

REMA X .COM/ABOVE • SPRING 2013

JUST FOR FUN

TRIVIA

Behind-the-Scenes Quiz SO MUCH GOES INTO PULLING OFF THE RE/MAX R4 CONVENTION EVERY YEAR – FROM THE PLANNING AT RE/MAX WORLD HEADQUARTERS TO THE PLANNING YOU PUT INTO BEING THERE. AND THEN THERE’S THE AMAZING EVENT ITSELF!

See if you can guess some hidden facts about the 2013 R4 that helped make it another unforgettable event.

4 What percentage of guest rooms at the MGM Grand were occupied by RE/MAX Affiliates?

1 How many pounds of freight were shipped to Las Vegas? A 15,000 B 50,000 C 90,000 D 150,000

A B C D

9% 15% 33% 56%

5 How many educational and breakout sessions were offered? A B C D

35 45 55 65

2 3,453 5,730 8,805 10,414

3 How many countries were represented? A B C D

25 48 62 89

ABOVE THE RE/MA X MAGAZINE • SPRING 2013

How many square feet of meeting space did RE/MAX fill?

A B C D

1,500 3,500 4,600 7,300

How many gallons of coffee were dispensed?

6 How many trophies were given out during R4 and the “Best of RE/MAX” Awards Gala? A B C D

127 565 1,342 2,405

How many pictures did the R4 photographer take?

What’s the farthest distance, in miles, that an attendee traveled to be there? A B C D

A B C D

300 650 800 1,200

75,000 300,000 650,000 1,000,000

10 What was the percentage increase in attendance in 2013 from the first RE/MAX Convention in 1976? A B C D

638% 2,945% 9,477% 16,571%

WHAT’S THE VERDICT? Check your answers on page 11.

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