ABOVE Spring 2014 by Alive Publishing Group

ALL EYES ON RE/MAX

2014 NATIONAL AD CAMPAIGN DEBUTS PAGE 6

THE RE/MAX MAGAZINE SPRING 2014 REMAX.COM/ABOVE

One World. One RE/MAX.

GLOBAL EXCELLENCE Stories from three standout Regions PAGE 21

PLUS TIPS FOR STEADY GROWTH 11 | LEADSTREET SECRETS 17 | LIST LIKE A STAR 38

COULD FACEBOOK & TWITTER BE GETTING YOU LEADS? Let us help you grow your sphere of inďŹ&#x201A;uence! !

With authentic, engaging content, you stay top of mind.! No set-up fees or contracts and all for an unreal monthly rate.! Get daily posting and account management support.! Engage clients with relevant content and graphics.! Grow your Facebook and Twitter audience.! Only $59 per month

Get started today at!

remax.getsocialme.com "Facebook" is a registered trademark of Facebook, Inc. Twitter is a registered trademark of Twitter, Inc. Socialme is a registered trademark of Social Media Energy. All rights reserved.

OPENING REMARKS

You’re the Heart of RE/MAX BY MARGARET KELLY, CHIEF EXECUTIVE OFFICER, RE/MAX, LLC

MARGARET KELLY Margaret Kelly dedicates her efforts as CEO of RE/MAX to maintaining a culture of collaboration across the network and across the industry — for the benefit of real estate professionals and the consumers they serve.

OUR EXHILARATING DAYS of learning and

networking with thousands of colleagues and friends. That was the promise of RE/MAX R4 — and this year, as always, it was a promise fulfilled thanks to you. Your energy was contagious, your accomplishments inspiring and your ideas enlightening. R4 is another reinforcement of the agents-first concept on which Dave and Gail Liniger built RE/MAX: Attract the best people, give them the right support and watch magic happen. I don’t say “magic” lightly, because what you do — guide people to the right home or property — requires extraordinary skill, energy and care.

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

It’s also a huge responsibility, which is the central message of the 2014 RE/MAX national ad campaign, “Dream With Your Eyes OpenSM.” It recognizes the vital role you play in your clients’ lives. You offer expertise and guidance in what can be a difficult process. You do this daily and globally — and very well. With you at the heart of RE/MAX, our future is limitless.

REMA X .COM/ABOVE • SPRING 2014

features

26 38 Trying to save a buck is not how you become successful in luxury sales. By investing in your listings ... you’re investing in yourself. – JORDAN COHEN (PAGE 38)

REUNITE. REFRESH. REWARD. RECOMMIT.

CONTENTS

21 26 38

ONE WORLD. ONE RE/MAX. Across the globe, RE/MAX Associates are finding personal and professional success. Top producers from Switzerland, Argentina and Malta share their experiences and triumphs.

A WORLD OF CONNECTIONS More than 6,000 RE/MAX Affiliates from 64 countries gathered for the 2014 RE/MAX R4 in Las Vegas. Enjoy this recap of some of the week’s brightest moments. Plus: Full awards coverage (PAGE 31)

AGENT TO THE STARS What’s it like to count athletes, actors and business moguls among your clients? For Jordan Cohen, it’s just another day at the office. Plus: His best advice for winning listings

ABOVE ONLINE

View this and past editions of ABOVE at remax.com/above. Enhanced with videos, ABOVE Extra online HOME GROUP Each Office Independently exclusives and additional resources, the ABOVE website is a fun, Owned & Operated interactive way to experience and share the magazine.

51 Kilmayne Dr., Ste. 100 Cary, NC 27511

ON THE COVER (LEFT TO RIGHT) RE/MAX MALTA REGION CO-OWNERS JEFF BUTTIGIEG AND KEVIN BUTTIGIEG, RE/MAX SWITZERLAND REGION OWNER TEDDY KEIFER, AND RE/MAX ARGENTINA REGION CO-OWNERS SEBASTIAN SOSA AND DOTTI PEÑATE SOSA. PHOTO BY JOHN MORRIS

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

If you want a profitable ongoing business, you need profitable ongoing relationships! It’s easy with Postcards from Sendsations…

They’re powerful because they’re personal! Build relationships with past clients, their referrals, and even a geographic farm with marketing that feels like a gift from a friend. Over 100 full-year sets to choose from. ying: ome Bu Green H atures terior Fe e things to In

som me, here are ener. g a new ho you live gre Wheen buyin inside that will help ok for on the ook lo loo ok for: lo for to ow all gs t SSome thin oor plans tha used areas. Look for fl un FFloor Plan: closing off rvation by ng nse oli co y co eenerg heating and The type of y not be EEnergy use: y installed may or ma y ead s are energ systems alr ating system n associated he nt dia . Ra dust circulatio changeable greatly reduce t present, they can and nt cie effi . If no air heating with forced installed. ily sources often be eas natural light ng. ylights and Sk d heati ht: lig NNatural electricity an on ce ian rel can reduce

Green i s Living Tip

ett Maria Be®nn REALTOR 66 801-225-22

©Copyright

Q E n E r gy u in oa Sal ad

Sendsations ®

• 1-800-80

Cook the qu package dir inoa according to ections. Co ol to temperature . Co mbine the room beans, ma quino ngo, pepp er, onions, a, cilantro in a large bowl and toss. In and bowl whisk a small the oil, lim Toss into sal e ad and refrig juice, and vinegar. erate overn Serves 6. Pre ight. p 20 Min. Cal 272

0-8197

Recipes fo r Success ® – Fresh

, Pro 9 g, Car

b 42 g, Fiber

Flavors®

beyond in real esta The right It’s that way er care to enjoy results of its parts. tom skill and cus negotiating

2277 offi 801-2252288 cell 801-225om

REALTOR

Offic www.Your

ed to solicit current

Each Operated Owned &

Industrial 1074 N. 84057 Orem, UT

auto Mail first-ClassGE us Posta

PaiD

Provo, ut 617 PErMit No.

Park Dr.

e Park Dr. John Do Industrial 1074 N. 84057 Orem, UT

(200/month minimum. EZMail Service required. Limited time offer.)

, Sendsatio

ns® Power

Marketing

800-800-8197

Tips™ d Garden Home an

“Last year, 43 out of 49 closings were from people who received my Sendsations® postcards every month. I love my automatic mailings!” – Brian Kassis

RE/MAX Gold, Sacramento, CA

Call today! 1-800-800-8197 www.sendsations.com/remax

e.c

ly listed proper

ICE OFF YOUR endently Office Indep

8 g, Fat 8 g

View all 100+ full-year sets online

website Visit my om

ourOffice.c Maria@Y ties. This is not intend

to your pro vy n adds value tion, and hea A beautiful law experience some compac ich makes it wh lawn l compaction, nutrients. areas of the e greater soi and hav as ter wa are r or get traffic ts to breathe t can keep you l difficult for roo understood solution tha fall yearly wil little g in spring and Aeration is a r periods of tim green. Aeratin rte and sho h lus for n law less often and ter wa to er. allow you bill will be low remo aerator that so your water with a power hardware and ation is done The best aer le for rent at hire a ilab ava y’re . The you can usually cores of sod tal shops, but Be sure to water your la equipment ren more. soft for not much the ground is professional to make sure ns ore bef ht two directio heavily the nig heavy traffic areas in Aerate not muddy. er. each oth to r br to ula p dic hel l wil perpen anisms that grou tain micro-org ve them on the g The cores con r lawn, so lea win mo you t in nex tch r tha you down up with or be broken n to boost g break down er the aeratio ek or two aft Fertilize a we weeds down. keep and wth gro

Standard 18¢ • Jumbo 25¢

n the sum u Beyondts !delivers a dish greater tha at Take Yo bination of ien Basics Th of basic ingredte, too. Call me for my com ordinary! the combination

nnett Maria Be ®

n Chris Joh®nso REALTOR 77 801-225-22

3C cooked qu inoa 1 14 oz can black beans (rinsed, dra 1 ined) large mang o (peeled, dice 1 d) red bell pep per (diced) 1/2 C green onions (sliced) 2T cilantro (cho pped) 2T olive oil 2T lime juice 2T red wine vin egar salt and pep per

ing Tips™ Green Liv

Order now and get FREE Postage on your 1st mailing of any full-year set!

hy, r a Healt Aerate fo wn La en re G e, all perty. Over tim

Chris Johnso

REALTOR ®

801-227-22

Since 1993

departments

IN EVERY ISSUE:

01 OPENING REMARKS 48 JUST FOR FUN

ABOVE

SPRING 2014, VOL. 4, NO. 2 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 CHAIR & 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 COMMUNICATIONS George White

CREATIVE SERVICES DIRECTOR Collin Meek

SENIOR MANAGING EDITOR & ABOVE CHIEF EDITOR Amanda Derengowski SENIOR EDITOR Deborah Kearns EDITORS Katharine Davis

Dorota Wright-O’Neill

To reach the editors of ABOVE, call 303.796.3339 or email above@remax.com.

INSIDE STORY

6 SNAPSHOTS

Preview the new national ad campaign; RE/MAX Industry Leaders; year in review; and more!

BUILDING BLOCKS

11 YOUR BEST YEAR YET

Achieve new heights year after year by setting – and sticking with – a wellrounded strategy for growth.

GAME CHANGERS

17 5 LEADSTREET SECRETS

If you want more out of LeadStreet, run – don’t walk – with these ideas from RE/MAX Technology Trainer and LeadStreet expert David Teefy.

18 ORGANIZE AND TRANSFORM

Use five strategies from Tom Ferry to organize your business and create a breakthrough in your success. Plus: BreakThrough By Design program benefits

FULL SPECTRUM

42 THE FINER POINTS

RE/MAX Fine Properties went from struggling brokerage to king of its Houston market in just five years.

ABOVE & BEYOND

To order additional copies, visit the Shop RE/MAX website at shop.remax.net. Copyright © 2014 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. ®

45 THE REAL SUPERSTARS

An annual gala shines a spotlight on some extraordinary St. Louis-area kids.

46 A VOICE FOR FREEDOM

Shae Invidiata’s Free-Them foundation works to change laws – and lives – for victims of human trafficking.

www.hungryeyemedia.com 800.852.0857 PRESIDENT Brendan Harrington EDITOR Tom Wilmes ART DIRECTOR Lindsay Burke DESIGNERS Aaron Cessna, Alithea Doyle PROJECT MANAGER Susan Humphrey

ADVERTISE IN ABOVE! NATIONAL AD SALES

Susan Wist 303.378.1626 susanwist @hungryeyemedia.com

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

Enjoy the benefits of working together

There are many ways the long-standing relationship between Bank of America and RE/MAX® is beneficial to your business. Here are just a few examples of how working together, we can be even stronger. Strategic alliances can strengthen your position in the marketplace Take advantage of special Bank of America® relationships that provide marketing, promotional and space-rental service agreements to increase your visibility with new and existing customers. The Bank of America fulfillment oversight team for RE/MAX operates with the goal of closing every loan on time Our dedicated team monitors RE/MAX files in progress, allocates resources to help you avoid delays and helps keep your clients’ loans on track. Electronic payment processing solutions can help Broker/Owners streamline office operations Transaction fees are competitively priced, and funds are available as soon as the next business day1 with detailed transaction reporting. Bank of America at Work® Program – bankatwork.bankofamerica.com/remax Find out about the special checking account incentives, auto loan rate discounts, and access to retirement and education strategies. To learn more, connect with Russ Foster at 1.303.917.6937 or russell.j.foster@bankofamerica.com, or visit the Bank of America Agent Resource Center at bankofamerica.com/agentresources

After deposit of transactions. Must have a Bank of America Business Checking account. Exceptions may apply. Valid only on Visa,® MasterCard® and Discover® transactions. This material is solely intended as education and training documentation for real estate professionals and is not intended for consumer use or distribution. Programs, rates, terms and conditions are subject to change without notice. Bank of America at Work, Bank of America Home Loans and the Bank of America logo are registered trademarks of Bank of America Corporation. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2014 Bank of America Corporation. AD-03-14-0426 ARWGX5T9 03-2014

INSIDE STORY

New Ad Campaign Debuts THE 2014 RE/MAX NATIONAL ADVERTISING CAMPAIGN — “DREAM WITH YOUR EYES OPENSM” — ENCOURAGES CONSUMERS TO WORK WITH A RE/MAX AGENT WHO KNOWS HOW TO GUIDE THEM THROUGH ONE OF LIFE’S GREATEST ACCOMPLISHMENTS

hen buyers find a home that seems perfect in every way, they often have a hard time seeing past their initial impressions. They might not think about the condition of the foundation, the school district that isn’t up to par, or potential costs that could emerge. Consumers need the guidance of a trusted adviser to help them consider what’s beyond the surface. They need a RE/MAX agent. That’s the premise of the 2014 RE/MAX National Advertising Campaign, “Dream With Your Eyes Open,” which launched in March with new TV spots airing during hit primetime and cable shows. The multimedia campaign – including digital, social and other components – positions RE/MAX Associates as the right agents to guide consumers to something even better than a dream home.

IN CLEAR VIEW: The new TV ads include 60-second, 30-second and four 15-second spots. Click “Ad Campaign” in the Marketing Tab menu on Mainstreet to find the 2014 National Media Plan and links to items you can use to localize the national message.

The new campaign is a fresh take on one of our brand’s most enduring messages: RE/MAX agents are the local real estate experts.” – RE/MAX CEO MARGARET KELLY

USE THE CAMPAIGN 6

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

Access these tools and more on Mainstreet.

remax.com/above

THERE’S A LOT MORE TO ABOVE ONLINE. FIND ENTIRE ISSUES, ONLINE EXCLUSIVES, NEWS, BONUS TIPS AND VIDEOS

READ Broker Attention, Values Attracted Her to RE/MAX A former Keller Williams agent finds the RE/MAX support philosophies and brand-name presence help her business grow.

104 LIKES!

global.remax.com: Head Start on Worldwide Trend

138 LIKES!

Competitors scramble to catch up to the success of global.remax.com.

Finding Success, Rewards in Short Sales 44 LIKES!

Just because your deal is delayed doesn’t mean your commission should be too.

Short sales keep two agents busy, fulfilled and on top of their game.

SHARE #remaxabove

Providing RE/MAX® real estate professionals a variety of commission advance products for maintaining steady business cash flow.

REPORT Send news, comments and inquiries to above@remax.com

1 (877) 882-4368 www.eCommission.com agent@ecommission.com

REMA X .COM/ABOVE • SPRING 2014

INDUSTRY LEADERS

INSIDE STORY

Setting the Pace

RE/MAX ASSOCIATES REGULARLY RECEIVE HONORS FOR THEIR WORK, AND THEY SHAPE THE INDUSTRY IN LEADING ROLES ON REAL ESTATE BOARDS AND ASSOCIATIONS. HERE ARE SOME OF THEM:

REALTORS OF THE YEAR

REALTOR EMERITUS

NATIONAL OFFICER

MARIE AVERY

JAYME AHLDEN

RE/MAX ALLIANCE GROUP BRADENTON, FL

RE/MAX REALTY ASSOCIATES CHAMPAIGN, IL

National Women’s Council of Realtors

2013 R.O.O.K.I.E. of the Year Champaign County Association of Realtors

SHAVANI DALLAS RE/MAX INFINITY REALTY CHANDLER, AZ

SouthEast Valley Regional Association of Realtors

TERI DEANE RE/MAX 100, COLUMBIA, MD

RON ANTALEK BRIAN HUTCHINSON RE/MAX EXCALIBUR SCOTTSDALE, AZ National Association of Realtors

Howard County Association of Realtors RE/MAX REALTY ASSOCIATES CHAMPAIGN, IL

Champaign County Association of Realtors

ELAINE GRILL RE/MAX EXCALIBUR SCOTTSDALE, AZ

Scottsdale Association of Realtors

KEN JACKSON RE/MAX PROFESSIONALS FLORENCE, SC

South Carolina Association of Realtors

MITCH KAMINER RE/MAX PARAMOUNT PROPERTIES ALPHARETTA, GA

Atlanta Board of Realtors

CHRISTY MAY RE/MAX LANDMARK REALTORS WESTWOOD, MA

Greater Boston Women’s Council of Realtors

JIM REGESTER RE/MAX REALTY PROFESSIONALS BLOOMINGTON, IN

Marin Association of Realtors

JEFF BOWERS

KERISSA PAYNE RE/MAX LEGACY LINDALE, TX

Maine State Chapter of Women’s Council of Realtors

Tyler Chapter of the Women’s Council of Realtors

Missouri State Chapter of the Women’s Council of Realtors

LORI BUCK RE/MAX PARK SQUARE WEST CALDWELL, NJ

West Essex Board of Realtors

CAMI ELLIOTT

KELLY KNIFFIN

JOE PITZER

RE/MAX PINNACLE DURANGO, CO

RE/MAX HOME AND LAND PULLMAN, WA

Durango Area Association of Realtors

JOHN LESNIEWSKI

Whitman County Association of Realtors

RE/MAX EXCALIBUR SCOTTSDALE, AZ

RE/MAX UNITED REAL ESTATE UPPER MARLBORO, MD

Phoenix Association of Realtors

Prince George County Association of Realtors

JOHN HARRISON

RACHELE MACZUK

RE/MAX LEADING EDGE, GAMBRILLS, MD

RE/MAX TODAY NEW HAVEN, MO

Anne Arundel Association of Realtors

Franklin County Board of Realtors

DAVID W. STEAD

SHIRLEY HICKS

JOHN MANGAS

RE/MAX ELITE PROPERTIES BOISE, ID

RE/MAX PREFERRED ASSOCIATES, TOLEDO, OH

RE/MAX ADVANTAGE 1 WORCESTER, MA

Idaho Association of Realtors

Pine Bluff Board of Realtors

JANET JUDD

Toledo Board of Realtors

KIMBERLY MILLS RE/MAX ALLIANCE GROUP, BRADENTON, FL

Manatee Women’s Council of Realtors

JERRY NORD

RE/MAX SELECT ELLISVILLE, MO

RE/MAX MIDWEST REAL ESTATE GROUP EVANSVILLE, IN

St. Louis Association of Realtors

Southwest Indiana Association of Realtors

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

Real Estate Board of

RE/MAX PRO REALTY CHARLESTON, SC

VICKI KENNEDY

RE/MAX SOLUTIONS PINE BLUFF, AR

MARY KAY YAMAMOTO

Greater Vancouver Realtor Care Award

RE/MAX OCEANSIDE CAPE ELIZABETH, ME

LISA WADE

RE/MAX OF CENTRAL MARIN SAN RAFAEL, CA

Chairman, Realtor Action Committee Fund

RE/MAX BOONE REALTY COLUMBIA, MO

LYNDA JAGGERS

Boulder Area Realtor Association

RE/MAX LIFESTYLES REALTY MAPLE RIDGE, BRITISH COLUMBIA

RANDI BISHOP

Bloomington Board of Realtors RE/MAX OF BOULDER BOULDER, CO

SHARON BOWLER RE/MAX MASTERS REALTY CHINO HILLS, CA

LOCAL PRESIDENTS

MATT DIFANIS

SPECIAL AWARDS

SHERRY RICHARDSON GROOMS RE/MAX ALLIANCE GROUP SARASOTA, FL

Manatee Board of Realtors

Worcester Regional Association of Realtors

AL WHITE RE/MAX OF THE BATTLEFORDS NORTH BATTLEFORD, SASKATCHEWAN

Association of Saskatchewan Realtors

ERIC ZADNIK RE/MAX CENTEX, REALTORS WACO, TX

Waco Association of Realtors

CRS of the Year Distinguished Service Award South Carolina Association of Realtors

DEREK CAMUNEZ RE/MAX AVENUES DENVER, CO

President’s Distinguished Service Award Colorado Association of Realtors

LORI DEE DOERFLER RE/MAX PRESTIGE PROPERTIES LAKE HAVASU CITY, AZ

Realtors Distinguished Service Award Lake Havasu Association of Realtors

MARCEL LEBLANC RE/MAX COLONIAL PACIFIC REALTY, WHITE ROCK, BRITISH COLUMBIA

2013 Rookie of the Year Fraser Valley Real Estate Board

CONNIE PETTY RE/MAX RESULTS ST. LOUIS, MO

Ellen O’Brien Service Award St. Louis Association of Realtors

ARE YOU AN INDUSTRY LEADER? Email details to editor@remax.net

YEAR IN REVIEW

INSIDE STORY

STRENGTH IN NUMBERS GLOBAL STATS

Here are some highlights of another fabulous year of accomplishments for RE/MAX in 2013

15.5 AVERAGE TRANSACTION SIDES (RESIDENTIAL ONLY)*

6.2%

CENTURY 21

10.6%

COLDWELL BANKER

1.41 million residential transaction sides*

12.9 average years of agent experience

710

Bringing the network total to 97 countries

NEW RE/MAX franchises

COUNTRIES GAINED

RE/MAX

83.2%

Fueled by remax.com, LeadStreet surpassed

13 million

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

2013 TV SHARE OF VOICE Percentage of total U.S. ad impressions by national real estate franchises for ads purchased through nationwide buys Source: Nielsen Monitor-Plus / A25-54 GRPs unequivalized

THE MORE YOU LEARN, THE MORE YOU EARN.® Average 2013 commissions of RE/MAX Associates with these credentials:

ABR......................$136,325 CCIM....................$180,768 CDPE..................$146,177 CERC..................$238,422

MILLION AMOUNT RE/MAX ASSOCIATES DONATED TO CHILDREN’S MIRACLE NETWORK HOSPITALS DURING THE YEAR ($130 million since 1992)

All figures are full-year or as of year-end 2013, as applicable. *Residential transaction sides may include some leases, estimated to be less than 1 percent.

CIPS.....................$141,071 CLHMS..............$252,087 CRS......................$153,469 SFR.......................$124,216 SRES...................$128,905

REMA X .COM/ABOVE • SPRING 2014

INSIDE STORY

Wheeling and Dealing

A COLOMBIA ASSOCIATE CREDITS HIS BICYCLE FOR MORE CLIENT APPOINTMENTS BY KATHARINE DAVIS

ARTURO NOGUERA WITH HIS RE/MAX BIKE

“It has made me so much more productive. Instead of being stuck in traffic, I spend my time talking to clients or coaching my agents.” With the commute no longer slowing him down, Noguera makes it to as many as five client appointments a day, rather than only one or two by car. As he cycles through the city, he tracks his distance with a mounted GPS. Upon checking its travel history for the first time, Noguera discovered he’d pedaled more than 1,000 kilometers. “I couldn’t believe it,” he says. “That’s a huge distance – it’s like traveling from Bogota, in central Colombia, to Cartagena, on the northern coast – but I was just cycling around town.” Traveling that extreme distance by bicycle EDALING THROUGH BOGOTA, also translates to cost savings, an especially Colombia, is all in a day’s work important advantage considering gas prices in for Arturo Noguera. In fact, the Bogota currently hover close to the equivalent Sales Associate/Owner of RE/MAX Total of about $5 a gallon. And although Noguera reports that he’s traveled 1,025 kilometers doesn’t measure his exact savings, he points (approximately 637 miles) to an anecdotal cartoon in on his bicycle in the past six Spanish to repeat its sentiment: months – all for business, and “The higher the gas prices, all while increasing business. the more I like my bike.” “You won’t believe how The additional marketing good of an icebreaker it is to his cycling provides isn’t bad arrive on my bike,” he says, either. Noting that his helmet laughing. “The clients love it.” and bicycle both sport RE/MAX Thanks to the capital branding, Noguera says he’s city’s extensive network of often stopped on the streets bike lanes – approximately by pedestrians asking for a 350 kilometers worth – flier. He happily obliges. Noguera is able to eschew Most importantly, though, – ARTURO NOGUERA traditional modes of because other businessmen transportation in favor of and women in the city also cycling to appointments with clients. bike to work, no one finds the practice “The problem with Bogota is there are too anything less than professional. many cars, and that makes it very difficult to “This has truly opened many doors for me,” drive here,” Noguera explains. “I started using he says. “Clients think it’s interesting that my bicycle three years ago to save time. I’m bicycling my way around real estate.”

Instead of being stuck in traffic, I spend my time talking to clients.”

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

TALE OF TWO ROBS IT’S TIME TO GIVE CREDIT WHERE CREDIT IS DUE

OB JOHNSON,

pictured in the Winter 2014 edition of ABOVE, plays bass guitar with the RE/MAX Rockin’ All Stars, a lively Canadian rhythm-and-blues group. Unfortunately, ABOVE identified him incorrectly in the corresponding story. He’s a Sales Associate with RE/MAX 2000 Realty (Guildford) in Surrey, British Columbia, who joined RE/MAX in 2013 and quickly became immersed in the culture of giving. “I’ve been active in music forever,” he says. “But being able to play in this amazing group while raising money for Children’s Miracle Network is an exciting new experience.” His fellow Rob Johnson, a veteran agent and Sales Associate with RE/MAX Lifestyles Realty (Maple Ridge) in Maple Ridge, British Columbia, shines on a stage of a different kind. Although identified as a musician in ABOVE, this Rob Johnson is actually an accomplished marathoner. He admits, however, he has been known to “bust a move” and steal the mic at a party now and then.

ROB JOHNSON

BUILDING BLOCKS

T I PS & TOOL S

YOUR BEST YEAR YET

ACHIEVE NEW HEIGHTS YEAR AFTER YEAR BY SETTING – AND STICKING WITH – A WELL-ROUNDED STRATEGY FOR STEADY GROWTH BY AMY REININK

Top performers know success doesn’t hinge on doing just one thing well; it requires a broader approach. Meet four top-producing Associates who have steadily increased their results through prospecting, marketing, education and technology. They offer their best tips for building success. »

REMA X .COM/ABOVE • SPRING 2014

BUILDING BLOCKS

HOW TO HAVE IT ALL

Jeff Morris’ strategies for finding balance: HIRE AN ASSISTANT. The sav-

ings to your time and sanity is well worth the expense and allows you to focus on increasing your business.

TAKE TIME OFF.

I haven’t worked a Sunday since 2011. With that little break and devoted family time, I’m more focused and charged the rest of the week. In general, I put my family ahead of everything else – even if it means asking my assistant to show a home for me.

USE TIME WISELY.

// LEAD GENERATION //

Tend Your Garden

Cultivate a close-knit network of past and prospective clients to garner instant credibility and boost your active client roster

EFF MORRIS WITH RE/MAX Integrity in Spring, Texas, has seen his business double over the past two years, helping him steadily climb from the 100 Percent Club in 2011 to Platinum Club in 2012 and Chairman’s Club in 2013. He attributes the increase to the seeds he planted 12 years ago, when he was a new agent fresh out of the U.S. Marine Corps. Continuing to cultivate

those seeds, he says, has led to a thriving business. “The people I sold houses to when I was in my 20s are now moving from their $150,000 homes into $300,000 or $400,000 homes,” says Morris, who’s now 34. “And they’re calling me.” Morris says staying connected to his sphere of about 250 friends, family and past clients has led to repeat

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

customers and loads of referrals, which he says make up 95 percent of his business. “If someone’s friend or family member refers them to me, I already have a great deal of credibility,” he says. Whenever Morris gets a referral, he responds right away. “You have to call the person who refers you immediately, before the person they referred even gets started,” he says, adding that he also

sends a handwritten thankyou note with a small gift. Morris also stays visible on social media and in his community. He and his wife of 13 years, Candice, have five children ages 1 to 11. The couple regularly volunteers at their children’s homeschool co-op and at church. Also, Morris sponsors events such as back-to-school programs, ice-cream socials and charitable golf tournaments. “The people you meet might sell their home next year or in five years,” Morris says. “When that time comes, you’ll come to their mind if you’ve planted a seed and helped it grow.”

PHOTO BY ERIC KAYNE

Between showings, behind the wheel and drinking your morning coffee are all ideal times to check in with the people in your sphere. If I’m on the road, I make sure I’m on the phone – using a hands-free device, of course.

// SMART MARKETING //

Sweeten Your Message

Tout the brand.

Differentiate yourself from the competition with creative marketing materials that people want to keep

ARVEEN ARORA came to RE/MAX with a marketing background. When he became an agent in 2005, he used his marketing prowess to set himself apart in a crowded marketplace. He carefully branded himself as offering a different approach than other agents, starting with the slogan: “Experience the difference.” Arora also creates a unique image through the design of his marketing materials, forgoing the bright colors and loud fonts of his competitors and opting instead for a classy blackand-white color scheme for his own brochures, business cards and fliers.

He also added something to his fliers he knew would land them on refrigerators throughout the community: coupons to ice-cream shops within his farm areas. The target ice-cream shops reported that nearly 800 of the 15,000 fliers Arora sent out last summer were used. More importantly, Arora says, he got seven or eight

direct referrals from that promotion, not to mention dozens of clients who said they recognized him from his ice-cream ad. Consistent, targeted marketing has helped the Broker Associate with RE/MAX Real Estate Centre in Brampton, Ontario, ascend steadily in production and volume. His consistent focus on memorable marketing helped Arora earn his way into the 100 Percent Club in 2010, the Platinum Club in 2011, the Chairman’s Club in 2012 and the Diamond Award Club in 2013. He also entered the RE/MAX Hall of Fame in 2012. TAKE NOTE OF HIS SUCCESS STRATEGIES:

The RE/MAX brand is a powerful marketing tool in itself. In a highly competitive market, it helps to have a brand that makes clients feel safe and secure. For newer agents, market yourself around the RE/MAX brand, and then add your own stats and information as you grow.

Measure what works. I pay close attention to which links and photos get clicks when I post listing information online. When people view a particular picture more than others, or some not as much, I ask myself why. Is it a particular area they like in the house? Or are they signaling that something isn’t clear? If I think it’s the latter, I update photo captions to clarify.

Follow through. I set, stick to and track my daily, monthly and yearly marketing goals. This includes mailings, prospecting and online efforts.

PHOTO BY BOJAN UZICANIN

Show appreciation. I host regular clientappreciation parties, one of which recently included 700 guests. Not only does it feel great to say thanks, it fosters word-of-mouth referrals.

REMA X .COM/ABOVE • SPRING 2014

BUILDING BLOCKS

Q A &

// BUYER’S AGENTS //

Be the Expert

Focus on continuing education and promote your credentials to attract and serve buyers

EW REBAC HALL OF FAME INDUCTEE FRAN CAMPBELL JOHNSON has learned a few things about what it takes to be a successful buyer’s agent during her 26 years in the business and her long tenure as an Accredited Buyer’s Representative (ABR). The Diamond Award Club member with RE/MAX Lake of the Ozarks in Osage Beach, Mo., has helped hundreds of families buy second homes on Lake of the Ozarks, a popular Midwest vacation spot. Here she shares her hard-won tricks of the trade:

Q: What’s the most important trait of a great buyer’s agent? A: Integrity. You’re taking buyers under your wing, and it’s your job to educate them about every

step in the process to help them clarify their priorities. As a buyer’s agent, you don’t want to close one transaction – you want to build trust and be the buyer’s friend for life.

Q: How do you help buyers set their priorities? A: We’re in a resort community, so we work almost exclusively with second-home buyers. I ask

questions that help them figure out exactly what they want. I might ask: What are your long-term plans for the property? Will this be your weekend home, or do you plan to retire here? How large is your family? Do you have grandchildren? Will they be able to come to the lake house? You can never ask too many questions. More importantly, truly listen to their responses. For example, it’s not uncommon for people to think they want a house, but by asking the right questions you find out they really want a low-maintenance condo.

Q: What qualities are buyers looking for in a buyer’s agent? A: They’re looking for a full-time professional with strong negotiating skills who is very knowledgeable about the area in which they work. Your experience translates into expertise, and that’s important to communicate to prospective clients.

Q: How important is continuing education? A: I feel it’s extremely important if you want to be successful in this business. For example,

my team just took the NAR Resort and Second-Home Markets Course. And we don’t hesitate to promote our credentials.

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

WATCH THORNE AND FAUQUIER IN ACTION AT MOBILEAGENTTV.COM

// TECH TOOL //

THE INDISPENSABLE iPAD “It’s like the iPad was conceived and produced exclusively for real estate agents. I use it to take photos, record videos, send contracts and other documents, and pull up information about neighborhoods for homebuyers right there in the driveway of a house.” – MICHAEL THORNE

.Play to your strengths. There are so many tech tools available to agents these days, and it’s important to identify and use the ones that play to your strengths. If you’re good in front of a camera, you need to be making videos. If you’re a good writer, you should be blogging. If you’re quick and witty, try Twitter.

.Tell stories.

// TECH TIPS //

Turn On the Technology

Use only the tools you need to complement your people-driven business

PHOTO BY TOM MAYNOR

ICHAEL THORNE OF RE/MAX LITTLE OAK REALTY in Fort Langley, British Columbia, was named to the 2014 Inman 100 Most Influential Real Estate Leaders list for his use of technology – especially for Mobile Agent TV, the online video show he cohosts with fellow RE/MAX Associate David Fauquier, a Hall of Famer with RE/MAX Preferred Professionals in Bridgewater, N.J. The weekly show provides agents with a wealth of tech tips and insights. THORNE AND FAUQUIER SHARE THEIR BEST TIPS FOR GETTING THE MOST OUT OF TECHNOLOGY:

Customers are looking for someone who can add value to the home-buying process. Use social media and video to educate and inform prospective clients about your expertise and knowledge of the local market. Couch these items as mini stories that help clients picture themselves buying in a particular area or, more importantly, working with you.

.Maximize client time. Technology works best when it allows for more face time with clients. During a negotiation, for example, use email or cloud-based file sharing to transfer documents to the other party – instead of

ferrying documents back and forth – so you can stay by your client’s side throughout the transaction.

.Use video for that. .personal touch. Use video messages recorded on your iPad or smartphone (Thorne uses the BombBomb app) to follow up with clients after a meeting. These types of videos take just a few moments to record, and they can add a personal touch to the standard follow-up note. You’ll get a lot of positive feedback.

.Cut the clutter. You don’t have to make your whole office paperless – as Thorne and his partners, Jorda Maisey and Trisha Bongers, did in 2011 – to gain the benefits of going digital. Transitioning just a few essential documents to a cloud-based storage system can save time and provide a great service to clients. If a client calls you and needs a file from a transaction you did seven years ago, you can share it in a matter of minutes no matter where you are.

REMA X .COM/ABOVE • SPRING 2014

Step into my office Save 20% on qualified monthly service charges Plus, activate new service and enjoy a $100 credit. $100 offer available for a limited time only.

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 (business card, pay stub) Mention FAN: 22541

NO ACTION REQUIRED TO ENJOY NEW SAVINGS IF YOU'RE ALREADY AN AT&T CUSTOMER RECEIVING RE/MAX DISCOUNTS IMPORTANT INFORMATION: Available only to REMAX. 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.

GAME CHANGERS

5 LEADSTREET SECRETS

If you want more out of LeadStreet, run – don’t walk – with these ideas. They’re a great start toward maximizing your lead-management system and all its functionality BY DAVID TEEF Y

ORGET WHAT YOU’VE heard about Internet leads, with the bad phone numbers and the false email addresses. There’s the potential for new business — and money to be made — in each and every lead you receive from LeadStreet. And thanks to recent Leadstreet enhancements (see below), the lead-, client- and listings-management system is easier than ever to use. So get started. LeadStreet is a system every agent can master.

ACCEPT ALL LEADS.

There are no bad leads. Let the bogus leads — the Mickey Mouses, the Nunya Businesses — make you money by increasing inventory. Consumers may provide a false name or bad email address, but that email is how they keep coming back to your site.

REACH OUT

2 IMMEDIATELY.

As soon as you get a lead with a phone number attached, contact the prospective client. Even if the consumers

don’t respond, the impression is made. They remember that the agent responded quickly, so they also remember the agent.

DON’T CALL.

3 TEXT.

By texting, you’re asking permission. Send a message saying, “I’m with a client. May I call you in five to 10 minutes?” Include your name and office. If the lead responds “No,” that’s not a negative – it just means don’t call. Use the task manager in LeadStreet to remind yourself to

send another text or email in two weeks or 30 days, and ask permission again.

4 SAVE

SEARCHES.

If you’re not saving searches, you’re not using LeadStreet to its fullest. With saved searches, you can click “View My Property” to evaluate the properties, prices and locations the leads have viewed on remax.com. Then look for houses in those areas that they might not have seen and send them other options.

LEADSTREET TECH TRAINER DAVID TEEFY CREATE

5 UNIQUE

DOMAIN NAMES.

Using any MLS number, you can create a unique domain name that links back to your website. Write an email to leads saying,

“Thanks for visiting my website. I noticed you’re currently looking at [unique domain name] with an MLS number at the end.” This sends the recipient back to the listing itself.

RE/MAX SENIOR MANAGER DAVID TEEFY IS DEDICATED TO SHOWING RE/MAX ASSOCIATES THE POWER OF LEADSTREET. DISCOVER FIVE MORE OF HIS LEADSTREET SECRETS AT REMAX.COM/ABOVE.

WHAT’S NEW AT LEADSTREET MODERN, THREE-TIERED NAVIGATION 4 4 4 4

Tabs showing current location and options Large buttons for tablet users Simplified menu structure Consistent menu naming

CONSISTENT LOOK AND FEEL

4 Updated icons, colors and fonts 4 Redesigned login and home screens 4 Standard pop-up behavior and appearance

REMA X .COM/ABOVE • SPRING 2014

GAME CHANGERS

TOM FERRY’S

Organize and Transform

BreakThrough By Design program includes a host of strategies for maximizing your sales potential.

USE THESE FIVE STRATEGIES TO ORGANIZE YOUR BUSINESS AND CREATE A BREAKTHROUGH IN YOUR SUCCESS BY TOM FERRY

adjusting and the real estate economy changing, it’s time for something new. It’s time to create a massive shift not only in your behavioral science – the how and why you do what you do – but also in working to increase your business. There is one thing that will help you to have the biggest breakthrough in your success: Organization. In my opinion, the cardinal sin in real estate is guessing where your next sale is coming from. Stop guessing! I challenge you to consider one organizational strategy and either refine how you currently use it or add it if you don’t. By operating your business by design, you won’t move from Point A to Point B, you’ll move from Point A to Point C. Check out the following five ways to get there quicker: ITH THE MARKET

1 | Set Goals In order to create a shift – in implementation, lead generation, appointments, listings taken, listings sold and sales made in the shortest amount of time – it’s important to set goals. Decide how many days a week you want to work, how much income you want to make, and what percentage of your business is going to be sold listings versus buyer-controlled sales. If you’re always thinking about your goal, your goal finds you.

MORE ON RU 18

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

ORGANIZE YOUR SYSTEM..

TRANSFORM YOUR BUSINESS!

TOM FERRY HOSTS “DEVELOPING A TEAM: A CRS LEGENDS PROGRAM,” AVAILABLE THROUGH RU. SEARCH “CRS LEGENDS” AT REMAXUNIVERSITY.COM.

2 | Track and Measure I recommend that all agents track and measure their performance. There is no failure in it. If you discover, for example, that your story and message are highly ineffective, then you know you have to alter your presentation and change your approach. Tracking and measuring empowers you to go out and make corrective, small changes that will get you a better result.

3 | Discover Your Magic Number It’s important to learn how many conversations — with prospective buyers and prospective sellers — you need to have each day to guarantee a sale. There should not be an agent anywhere in the world who doesn’t know it takes them 116 conversations, 43 conversations or whatever that number may be to make a sale. Knowing your magic number removes all the guesswork.

4 | Implement a Project Management System

PHOTOS COURTESY OF TOM FERRY YOUR COACH

I teach using a “Do, Doing, Done Board.” Every good agent has a ton of yellow notepads and a bunch of old seminar workbooks, but they have no visual process for organizing their business and moving from ideas to implementation to income. Creating this board helps you capture every good idea and see it through into action while running your existing business.

5 | Figure Out What Already Works A breakthrough comes not only from doing what already works in your business, but in finding the time to add in new lead generation strategies, new systems and new skills, and recognizing that the one thing agents don’t have today is a lot of free time. Stop the rat race of real estate and slow down to make the fundamentals of your business work.

reate a breakthrough in your mindset, skills, behavior, organization, marketing and lead generation with Tom Ferry’s BreakThrough By Design. Agents who register for the 10-week program will have access to Tom Ferry’s current, relevant recommendations for building your business. Topics include: J Improving open house strategies, geographic farming approaches and marketing plans J Creating a better story in a unique way, then telling that story through different media J Strategies for making two or three additional sales during the 10 weeks J Separating yourself from the competition during listing presentations J Handling common objections to embolden you to make more phone calls Register at tomferry.com/ breakthrough/remax

FREE PRODUCTIVITY APP

SIMPLIFY TRACKING AND MEASURING The “Thriving Daily with Tom Ferry” app was developed to help you track and measure your daily business activities in a simple, effective way. You input your information — your goals, sales activities and more. The app instantaneously gives you a basic plan for how many buyer and seller prospect conversations are needed each day to achieve your goals. Download it for FREE in the Apple App Store. Use the search phrase “Thriving Daily.”

REMA X .COM/ABOVE • SPRING 2014

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

THE REGION OWNERS JEFF BUTTIGIEG & KEVIN BUTTIGIEG

TEDDY KEIFER

SEBASTIAN SOSA & DOTTI PEÑATE SOSA

One World. One RE/MAX. ACROSS THE GLOBE, RE/MAX ASSOCIATES ARE FINDING PERSONAL AND PROFESSIONAL SUCCESS BY SERVING THEIR CLIENTS BETTER THAN THEIR COMPETITORS, CAPITALIZING ON THEIR RE/MAX COMPETITIVE ADVANTAGES AND COLLABORATING WITH THEIR COLLEAGUES AROUND THE WORLD. TOP PRODUCERS FROM SWITZERLAND, ARGENTINA AND MALTA SHARE THEIR EXPERIENCES AND TRIUMPHS. >> BY KATHARINE DAVIS, BARBARA HALL AND DEBORAH KEARNS

REMA X .COM/ABOVE • SPRING 2014

RE/MAX Associates have paved the way for a more transparent and professional system in Switzerland.”

REGION OWNER

TEDDY KEIFER

// Switzerland WITH ITS BREATHTAKING mountains, beautiful vacation spots and welcoming energy, Switzerland is a natural fit for the RE/MAX brand. Teddy Keifer bought RE/MAX Switzerland in 1999 and has expanded it into a forward-thinking, successful region with more than 320 Sales Associates – many of whom specialize in luxury properties.

.REGION MILESTONES. Ran the first real estate ad ever on national TV 2012 RE/MAX International Region of the Year Hosted a national series of seminars for sellers and buyers Was named the No. 1 RE/MAX Region in Europe three times in a row

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

. SWITZERLAND.

Changing the Market in Switzerland

OT LONG AFTER RE/MAX Switzerland was founded in 1999, Patrick Kim became the first Broker/Owner to invest in the brand. Now, 14 years later, he and partner Elisabeth Zihlmann co-own 10 brokerages, including the newly opened RE/MAX Exclusive in Basel. “When I first started, competitors laughed at me,” Kim recalls. “They told me it was an American company and I didn’t need it. But I saw the opportunity to grow a good brand and change the market.” Today, Kim and Zihlmann are proud to say those

same competitors are now taking cues from RE/MAX. “I know that if they’re copying us, we must be doing something right,” says Kim, noting that RE/MAX was the first real estate company in Switzerland with storefront offices. It’s now a common practice. That kind of forward thinking and visibility is exactly what Lars Zimmermann, a Sales Associate with RE/MAX Prestige Group 2 in Ascona, says helps his business thrive. “Buyers and sellers prefer to do business with a successful and wellknown company,” says

“People travel a lot and see the RE/MAX Balloon almost everywhere they go. When they see the Balloon here, they know it’s a brand they can trust.” – ELISABETH ZIHLMANN

Zimmermann, who works as a team with his parents Ines and Horst Zimmermann. “If clients are happy, they tell other people, and we get more listings and more clients.” Because his office is in the Lake Maggiore vacation region, foreigners make up a large portion of his clientele. For that reason, he’s especially thankful for the RE/MAX web presence. “Using global.remax.com allows me to show our international clients RE/MAX listings in their own language,” he says. For Zihlmann, the international strength of RE/MAX is powerful even when working with Swiss clients. In fact, she says it only fortifies her local business. “People travel a lot and see the RE/MAX Balloon almost everywhere they go,” Zihlmann says. “When they return to Switzerland and see the Balloon here, they know it’s a brand they can trust.”

AFFILIATES

LARS ZIMMERMANN, ELISABETH ZIHLMANN & PATRICK KIM

. ARGENTINA .

Working Together in Argentina

NE CLOSED transaction was all it took for Eduardo Rubin to decide it was a smart move to join RE/MAX Premium in Buenos Aires. The former pharmaceutical company vice president compared the money he earned in just three months with RE/MAX to the income from his previous career. “I realized the sky’s the limit at RE/MAX,” says Rubin, a Platinum Club member. “We don’t have restrictions on how much money we make – or how much we develop as a person and as an agent.” With RE/MAX, Rubin says he quickly discovered he had the opportunity to work for a brand everybody knows. And it’s a brand

that doesn’t subscribe to the old system of real estate – where only the owner of the real estate company carries the listings and knows the properties. RE/MAX is a network that puts agents first so they can put their clients first. “In school, the teacher said not to copy from your

“RE/MAX is not only about sales; it’s about helping to make people’s dreams of owning their own home come true.” – ALEJANDRA CASTRO

friend,” says Rubin, who mentors new RE/MAX Associates in Argentina. “At RE/MAX, it’s the opposite. You can and should learn from the people who are successful.”

Alejandra Castro is one such person. The 100 Percent Club member with RE/MAX Uno in Buenos Aires traded a career as a kindergarten teacher for a career in real estate at the urging of her brother, RE/MAX Uno Co-Broker/ Owner Sebastian Castro. “Sebastian told me that RE/MAX isn’t only about sales,” she says. “RE/MAX is about helping to make people’s dreams of owning their own home come true. That really resonated with me, and now I always work to leave clients with a good experience and positive memories.” In a country where agents have been perceived as “real estate pirates,” Castro says RE/MAX agents are changing that perception. She’s doing her part to “listen, ask more questions, and always put the clients’ needs first.” It’s making a difference.

We wanted to create a company where people could grow and prosper, not only in their businesses but in their personal lives, too.”

REGION CO-OWNER

SEBASTIAN SOSA

// Argentina FOUNDED IN 2005 BY Sebastian Sosa and Dotti Peñate Sosa, RE/MAX Argentina started strong and got stronger. During the past decade, the region has rocked the real estate industry in this South American country with its energy, dedication to professionalism and impressive accolades.

.REGION MILESTONES. National newspaper La Nacion recognized RE/MAX as a premier real estate network No. 1 real estate website in Argentina* Surpassed the 1,000-agent mark in 2013 – becoming one of the eight RE/MAX international regions to do so RE/MAX International Region of the Year – 2011 and 2013

AFFILIATES

ALEJANDRA CASTRO & EDUARDO RUBIN

Largest RE/MAX Region in Latin America

*Source: Alexa and Google Search Trends

REMA X .COM/ABOVE • SPRING 2014

We sought to differentiate ourselves as the company that would change the way real estate was sold in Malta.”

REGION CO-OWNER

JEFF BUTTIGIEG

// Malta BROTHERS KEVIN Buttigieg and Jeff Buttigieg bought the RE/MAX Malta Region in 2004. They were the underdogs, and their critics told them a franchise would never work in the tiny European island country. But with innovative marketing and a focus on providing training and professional service, RE/MAX Malta has excelled and proven its critics wrong.

. MALTA .

Delivering Results in Malta

AURO SAMMUT and Philip Incorvaja may be relatively new to the RE/MAX family, but already they’re finding that their work ethic and the power of the RE/MAX brand make a winning combination. Since joining RE/MAX – Sammut in late 2011 and Incorvaja in early 2012 – the Co-Owners of RE/MAX Real Estate Specialists in Tigné Point, Sliema, have been extremely productive. RE/MAX Real Estate Specialists closed more than $28 million in total sales volume during Sammut’s

first full year with RE/MAX, and Incorvaja alone sold $12 million in 2013. “It all boils down to working very hard,” says Incorvaja, a 100 Percent Club member. “The will to win and the will to succeed are the main keys that lead to outstanding results.” Incorvaja says recognition for that hard work comes

“Almost everyone knows the brand – and knows the best agents are RE/MAX agents.” — PHILIP INCORVAJA

in the form of being named a top performer at the RE/MAX Malta Annual General Meeting, but also in a simple “thank you” from a past client. He recalls an especially memorable transaction – one that included indecisive sellers, exhausted buyers, plenty of compromises and

many emotions. In the end, Incorvaja says, an email he received said it all. “The buyers wrote to say how professional we at RE/MAX are and that they promised to refer me to family and friends,” he says. “It was definitely a great result.” Word-of-mouth referrals, especially resulting from positive outcomes to sensitive situations, are the essence of what makes RE/MAX successful, says Sammut. “RE/MAX being an international franchise with advertising everywhere certainly helped RE/MAX Real Estate Specialists start out a step ahead of other local agencies,” he says. “Our clients, however, will always be our best advertisements.” Adds Incorvaja proudly, “Customers want to deal with the best. RE/MAX has been operating in Malta for nearly 10 years and is the most professional real estate organization in the country. Because of that, almost everyone knows the brand – and knows the best agents are RE/MAX agents.”

.REGION MILESTONES. More than 160 agents in 13 offices Decreased their average days on market from 250 to 55 Best Real Estate Agency in Malta – International NBC Property Awards in London Award of Excellence 2013 – RE/MAX Europe AFFILIATES

MAURO SAMMUT & PHILIP INCORVAJA

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

SOUTH AFRICA: A parachute raising funds at a school in Lone Hill

AUSTRIA: LED boards at Austrian Football League matches

BRANDIIONNG IN ACT

O MATTER WHERE in the world you are, there’s a good chance the RE/MAX Balloon flies there. The brand is visible in many of the eye-catching brand sponsorships, charitable events and clever marketing campaigns that RE/MAX Regions and offices put together each year. Here’s a quick glimpse at some RE/MAX brand images from around the globe.

EGYPT: A branded motorbike at a Pharaons International Cross Country Rally test run

ARGENTINA: A RE/MAX car in a Formula Renault 2.0 race

NEW ZEALAND: A RE/MAX Balloon at a school in New Plymouth

CANADA: A wrap on a light-rail train in Calgary

UNITED STATES: RE/MAX in the Colorado Rockies’ outfield

REMA X .COM/ABOVE • SPRING 2014

A World of Connections

WHEN MORE THAN 6,000 RE/MAX AFFILIATES FROM 64 COUNTRIES gathered in Las Vegas for the 2014 RE/MAX R4, March 3-6, they found endless learning opportunities, networking and entertainment awaiting them. Enjoy this recap of some of the week’s brightest moments. BY KATHARINE DAVIS

PHOTOGRAPHY BY KEVIN MCILWAINE & JOHN MORRIS

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

REUNITE

MONDAY Eighty early risers got into the swing of things at the Tee it Up for Kids! Golf Tournament for Children’s Miracle Network Hospitals … Delegates of the nations in attendance proudly paraded their flags through a crowd of cheering RE/MAX Affiliates at the Opening General Session … Chairman and Co-Founder Dave Liniger touted the entrepreneurial spirit of RE/MAX Associates, saying, “You have the right to do business your way” … Motorcycle for Miracles’ Bruce Johnson and daughter Holly presented Vice Chair and Co-Founder Gail Liniger with a RE/MAX flag signed by Affiliates from Canada to Costa Rica … The Chief Creative Officer of ad agency Leo Burnett joined RE/MAX CEO Margaret Kelly onstage to unveil the

“Dream With Your Eyes OpenSM” national advertising campaign …

The Welcome Reception truly embodied the “One World. One RE/MAX.” theme with culture, music and food from around the world …

“JOINING. RE/MAX HAS. BEEN LIKE. DREAMING IN. COLOR, AND. BEING AT R4. IS ABOUT. SEEING THE. CAMARADERIE. AND COMMUNITY. OF RE/MAX. I’M. BLOWN AWAY.”. – First-time attendee Nicole Van Stone, RE/MAX Condos Plus, Toronto

REMA X .COM/ABOVE • SPRING 2014

REFRESH

TUESDAY A charismatic Darren Hardy, publisher of SUCCESS magazine, reminded the Featured Morning Super Session crowd that success is earned by hard work and that “you can never own success; you can only rent it – and the rent is due every single day” … Simon Sinek, author of “Leaders Eat Last,” emphasized that everyone

has the ability to be the leader they wish they had …

Business cards and handshakes were flying as agents from around the world networked in style at the Global Referral Exchange …

Bidding wars broke out at

the Big Give Children’s Miracle Network Hospitals Live Auction, prompting the auctioneer to duplicate a few hot-ticket items and allow more than one bidder to walk away with those prizes … The Motorcycle for Miracles flag donated by Gail Liniger fetched $30,000 thanks to bidder David Brown of RE/MAX OntarioAtlantic Canada, who helped bring the auction total to more than $130,000 …

“AT R4, YOU GET THE REAL RE/MAX EXPERIENCE. YOU SEE THAT THE. WORLD IS OPEN AND IT’S IMPORTANT. TO KEEP IN TOUCH. THAT’S THE. RE/MAX OPPORTUNITY.” – Carlos Guasti, RE/MAX Plus, Asunción, Paraguay

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

REWARD WEDNESDAY Magic Johnson personally greeted RE/MAX Affiliates as he walked through the audience during the Featured Morning Super Session and shared his strategies for success … “Today” show financial editor Jean

Chatzky offered personal and professional fiscal advice …

The RE/MAX Approved Supplier MarketPlace was abuzz for the third day, as Associates and vendors made valuable connections … Meanwhile, at the RE/MAX Total Access booth, attendees were treated to free

technology training sessions every 30 minutes, including a live interview

with Dave Liniger on “Mobile Agent TV” …

RE/MAX top producers were honored during the Best of RE/MAX Awards Celebration …

REMA X .COM/ABOVE • SPRING 2014

THURSDAY one person can change the world and that the best days – including in real estate – are ahead …

Then it was time to party! Country music superstar Keith Urban

closed out R4 on a high note

– especially for the Houston Associate he serenaded onstage …

Of course, there’s far more to R4 than is captured here. To experience it for yourself – and soak up all the energy, camaraderie and value it offers – be there next year!

See a complete list of award winners and browse the official R4 photo galleries at remax.com/above.

SAVE THE DATE 2015 RE/MAX R4 March 2-5, 2015 Mandalay Bay Resort & Casino LAS VEGAS, NEV.

“WE’VE MADE SOME GREAT FRIENDS. AND SOME OF THE MOST MEMORABLE. CONNECTIONS. IT’S WONDERFUL.”. – Carrie Perkins, RE/MAX Heritage, Westport, Conn.

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

RECOMMIT

At the closing session, burn survivor John O’Leary used his personal tragedy, inspirational recovery and good-natured humor to show how

2 0 1 4 B E S T O F R E / M A X AWA R D S

SUCCESS on Parade

At the annual R4 Best of RE/MAX Awards Celebration, top producers and special award winners were honored for their outstanding achievements and contributions to the RE/MAX network in 2013. Hundreds of agents from around the world took the stage to be recognized and applauded by family, friends and colleagues. It was a remarkable night honoring truly remarkable entrepreneurs.

TEAM LEADER COMMISSIONS Top 10 Team Leaders – Worldwide

(Residential & Commercial) SEE PAGE 36

Top 10 Team Leaders – U.S. Residential

1. Ryan O’Neill, Lakeville, MN 2. Ronnie Matthews, Spring, TX 3. Marti A. Hampton, Raleigh, NC 4. Ken E. Bowen, Rancho Santa Margarita, CA 5. Eric T. Pakulla, Columbia, MD 6. Gary A. Ashton, Nashville, TN 7. David O. Flory, Houston, TX 8. Jane Lee, Lake Bluff, IL 9. James D. Franklin, Katy, TX 10. Andrew S. Duncan, Tampa, FL

Top 10 Team Leaders – Canada Residential

1. Christopher G. Invidiata, Oakville, ON 2. Donna J. Rooney, Calgary, AB 3. Georges Bardagi, Montreal, QC 4. Joyce E. Tourney, Regina, SK 5. Melanie Wright, Toronto, ON 6. Jeff M. Neustaedter, Calgary, AB 7. Drew A. Woolcott, Dundas, ON 8. Jim V. Burton, St. John’s, NL 9. Sean S. Lawson, Richmond, BC 10. Yvan Drouin, Sillery, QC

Top 10 Team Leaders – International Residential

1. Lance Roland Heroldt, Bryanston, South Africa 2. David Manby, Robina, Australia 3. Deborah Evans, Morningside, Australia 4. Kim D. Lund, Grand Cayman, Cayman Islands 5. Madeleine De Waal, Kathu, South Africa 6. David Neilson, Victoria Point, Australia

7. Michael Spillane, Albany Creek, Australia 8. Gerlinde Moser, Cape Town, South Africa 9. Deanne Hamilton, Durban, South Africa 10. Tom Miszczak, Cannington, Australia

Top 5 Team Leaders – Worldwide Commercial

1. William C. Goold, Vancouver, BC 2. Peter Hall, Burnaby, BC 3. Mark S. Kivley, Milwaukee, WI 4. Ayaz Bhanji, Edmonton, AB 5. Joyce E. Tourney, Regina, SK 5. Ted Ward-Griffin, Brantford, ON

Top 5 Team Leaders – U.S. Commercial

1. Mark S. Kivley, Milwaukee, WI 2. Gary W. Smith, Hollywood, FL 3. Jeff Wright, Trumbull, CT 4. Graig Goldman, Milwaukee, WI 5. Brenda S. Thompson, Minocqua, WI

Top 5 Team Leaders – Canada Commercial

1. William C. Goold, Vancouver, BC 2. Peter Hall, Burnaby, BC 3. Ayaz Bhanji, Edmonton, AB 4. Joyce E. Tourney, Regina, SK 4. Ted Ward-Griffin, Brantford, ON 5. Pete Vanderham, Medicine Hat, AB

Top 5 Team Leaders – International Commercial

1. Jeffery A. Bracegirdle, Royal Oak, New Zealand 2. Georgina Campos, Hagatna, Guam 3. Richard Wong, Annerley, Australia 4. Aaron Thompson, Bundaberg, Australia 5. Michele Hyde, Townsville, Australia

VIEW ADDITIONAL AWARDS LISTS AT REMAX.COM/ABOVE

REMA X .COM/ABOVE • SPRING 2014

TRANSACTION SIDES No. 1 Individual – Worldwide

Joe Kadaf, RE/MAX Leading Edge, Dearborn Heights, MI

No. 1 Individual – U.S.

Joe Kadaf, RE/MAX Leading Edge, Dearborn Heights, MI

No. 1 Individual – Canada

Bryan Logel, RE/MAX Real Estate (Central), Calgary, AB

No. 1 Individual – International

Jeff Debattista, RE/MAX Estate Consultants, Sliema, Malta

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

INDIVIDUAL COMMISSIONS Top 10 Individuals – Worldwide

(Residential & Commercial) SEE PAGE 37

Top 10 Individuals – U.S. Residential

1. Michael Seder, The Woodlands, TX 2. Bryan P. Knisley, Las Vegas, NV 3. Ranking omitted 4. Jordan B. Cohen, Westlake Village, CA 5. Cathy Cheng, City of Industry, CA 6. Steve E. Cairncross, San Diego, CA 7. William J. Ruane, El Segundo, CA 8. Peggy Fong Chen, Arcadia, CA 9. Joshua R. Barker, Redding, CA 10. Nicholas Abbadessa, La Verne, CA

Top 10 Individuals – Canada Residential

1. Zia Abbas, Toronto, ON 2. Barry Cohen, Toronto, ON 3. Edith Chan, West Vancouver, BC 4. Sam Corea, Calgary, AB 5. Frank Leo, Toronto, ON 6. Sharon Soltanian, Toronto, ON 7. Albert Brandt, Magog, QC 8. Danny Deng, Vancouver, BC 9. Victor Kwan, Vancouver, BC 10. Peter WK Kwan, Markham, ON

Top 10 Individuals – International Residential

1. John D. Turley, Ambergris Caye, Belize 2. Andreia Falcao, Lisboa, Portugal 3. Ian R. Knight, Toowoomba, Australia 4. Daniel J. Hartin, Ambergris Caye, Belize 5. Paulo Fernandes, Lisboa, Portugal 6. Ismail Bakir, Istanbul, Turkey

7. Cathy Lammie, Wynnum, Australia 8. Michael A.C. Joseph, Grand Cayman, Cayman Islands 9. Alexander Alexiev, London, United Kingdom 10. Reinhard Goetze, Vorarlberg, Austria

Top 5 Individuals – Worldwide Commercial

1. Ruby Sangha, Markham, ON 2. Hasan Can, IstanbulAnadolu, Turkey 3. Dallas Ellerby, Calgary, AB 4. Merl O. Groteboer, Rochester, MN 5. Ulvi Kocailik, Istanbul, Turkey

Top 5 Individuals – U.S. Commercial

1. Merl O. Groteboer, Rochester, MN 2. Maurice Benitah, Irvine, CA 3. Benjamin J. Hsiang, Los Angeles, CA 4. Jonathan D. Taksa, Los Angeles, CA 5. Brice W. Head, Torrance, CA

Top 5 Individuals – Canada Commercial

1. Ruby Sangha, Markham, ON 2. Dallas Ellerby, Calgary, AB 3. Tim Walsh, Fort McMurray, AB 4. Raymond Leung, Vancouver, BC 5. Roy E. Kelley, Edmonton, AB

Top 5 Individuals – International Commercial

1. Hasan Can, IstanbulAnadolu, Turkey 2. Ulvi Kocailik, Istanbul, Turkey 3. Cesar Enrique Lopez Rodriguez, Sr., Valencia, Venezuela 4. Geoffrey K. Esdale, Brisbane City, Australia 5. Luis Arturo Bermudez, Puerto Ordaz, Venezuela

No. 1 Team Leader – Canada

Joyce E. Tourney, RE/MAX Crown Real Estate North, Regina, SK

No. 1 Team Leader – International

Lance Roland Heroldt, RE/MAX Masters, Bryanston, South Africa

LEADERSHIP Distinguished Service

John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN Michel Metzner, RE/MAX Of Michigan, Inc, Portage, MI Dennis Steed and Mary Lou Steed, RE/MAX Crossroads Properties, Strongsville, OH

Regions of the Year RE/MAX RE/MAX RE/MAX RE/MAX

Italia, Dario Castiglia Argentina, Dotti Peñate Sosa and Sebastian Sosa North Central, David Linger of Texas, Dana Tuggle

Broker/Owners of the Year – Single Office

Garry Malcolm, RE/MAX Team Realty, New Plymouth, New Zealand Douglas Koop, RE/MAX Realty Professionals, Calgary, AB Patrick Daily and Regina Daily, RE/MAX of Orange Beach, Orange Beach, AL Terry Huffman and Cheryl Jackson, RE/MAX 1st Realty, Marquette, MI Leonard Iannuccilli and David Iannuccilli, RE/MAX Professionals, East Greenwich, RI Delbert Rounds, RE/MAX Fine Properties, Scottsdale, AZ

Broker/Owners of the Year – Multi-Office Network

Rafael Bello Medina, RE/MAX Arcoiris, Telde, Spain Conrad Zurini, RE/MAX Escarpment Realty, Inc, Hamilton, ON Christine Beresford and Myles Beresford, III, RE/MAX Preferred Group, Cincinnati, OH Paul Turcotte, RE/MAX Destiny, Cambridge, MA Jim Kaschalk, Robert Shaffer and Carol Vitale, RE/MAX First, Chesterfield, MI

CMN Hospitals – U.S. Region Top Donations RE/MAX of Texas, Dana Tuggle

CMN Hospitals – U.S. Region Average per Agent RE/MAX North Central, David Linger

Children’s Miracle Network – Canadian Region Top Donations RE/MAX of Western Canada, Elton Ash

Children’s Miracle Network – Canadian Region Average per Agent RE/MAX Quebec, Pierre Titley

VIEW ADDITIONAL AWARDS LISTS AT REMAX.COM/ABOVE

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

Transaction Sides – Metro Market  WORLDWIDE

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

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

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

TOP OFFICES Net Gain in Associates – Small Market WORLDWIDE

Luca Batistoni and Angelo Mirabelli, RE/MAX Diamond, Montelupo Florentino, Italy U.S.

Patrick Feldpausch, Robert Plesscher and Lori Thelen, RE/MAX Real Estate Professionals, Lansing, MI CANADA

INTERNATIONAL

Rafael Bello Medina, RE/MAX Arcoiris, Telde, Spain

Largest Multi-Office Network  WORLDWIDE

Net Gain in Associates – Multi-Office Network

John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN

WORLDWIDE

U.S.

John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN U.S.

John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN

U.S.

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

Joe Trexler and James Wanzeck, RE/MAX Masters, Greenwood Village, CO

INTERNATIONAL

CANADA

INTERNATIONAL

Luca Batistoni and Angelo Mirabelli, RE/MAX Diamond, Montelupo Florentino, Italy

Yusuf Genc and Suha Kumbasar, RE/MAX Pasha, Kusadasi-Aydin, Turkey

Transaction Sides – Small Market

WORLDWIDE

Rafael Bello Medina, RE/MAX Arcoiris, Telde, Spain U.S.

Sandra Sanders, John Sanders and James Sanders, RE/MAX Estate Properties, Palos Verdes Estates, CA Diane Smith, RE/MAX Estate Properties, West Los Angeles, CA CANADA

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

WORLDWIDE

CANADA

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

Net Gain in Associates – Metro Market

Sales Volume – Single Office Denise Hare and Pat E. Hare, RE/MAX Real Estate (Central), Calgary, AB

CANADA

Largest Single Office

Jeffrey Buttigieg, Joe Buttigieg and Kevin Buttigieg, RE/MAX Professionals, St. Julian, Malta

John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN

Ann Parks, RE/MAX South Shore Realty, Bridgewater, NS

Fernand Gagnon, RE/MAX Quality Real Estate, Moncton, NB

INTERNATIONAL

WORLDWIDE

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

Andrea Frigo and Peggy Su, RE/MAX Central, London, United Kingdom

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

Evelyn Bogema, George Bogema, Frank Christensen, Karen Christensen, Jeffrey Krantz and Melissa Krantz, RE/MAX Lake of the Ozarks, Osage Beach, MO

U.S.

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

Evelyn Bogema, George Bogema, Frank Christensen, Karen Christensen, Jeffrey Krantz and Melissa Krantz, RE/MAX Lake of the Ozarks, Osage Beach, MO

U.S.

CANADA

John Lichtenwald, RE/MAX Crest Realty, North Vancouver, BC

WORLDWIDE

CANADA

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

Nuno de Alexandre Ascensao and Jose Eduardo Garcia e Costa, RE/MAX Abaco, Lisboa, Portugal

Doris Shank and Jack Wruth, RE/MAX Blue Chip Realty, Yorkton, SK INTERNATIONAL

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

Sales Volume – MultiOffice Network WORLDWIDE

John Lichtenwald, RE/MAX Crest Realty, North Vancouver, BC John Collopy and Marshall W. Saunders, RE/MAX Results, Minneapolis, MN CANADA

INTERNATIONAL

Bradley Neilson, RE/MAX Bayside Properties, Alexandra Hills, Australia

VIEW ADDITIONAL AWARDS LISTS AT REMAX.COM/ABOVE

REMA X .COM/ABOVE • SPRING 2014

2 0 1 3 R E / M A X C A R E E R AWA R D S

Circle of LEGENDS

THERE’S ONLY ONE WORD TO DESCRIBE THE ACHIEVEMENT OF EARNING MORE THAN $10 MILLION IN COMMISSIONS IN AT LEAST 10 YEARS WITH RE/MAX. THAT WORD IS LEGENDARY. HERE ARE THE NEWEST INDUCTEES INTO THE PRESTIGIOUS CIRCLE OF LEGENDS:

Peggy Acker Farber RE/MAX Preferred Waunakee, WI

Rory Averill

RE/MAX North Worthington, OH

Audrey Azad

RE/MAX Hallmark Realty Toronto, ON

Albert Brandt

RE/MAX D’Abord Magog, QC

Hasan Can

RE/MAX 7 Tepe Istanbul, Turkey

Juan Cardenas

RE/MAX Commercial & Investment Realty Los Angeles, CA

Larry Caruso

RE/MAX Affinity Plus Marco Island, FL

Pauline Cheng

RE/MAX Premier Properties Arcadia, CA

Norma Cokeley

RE/MAX Preferred Properties Oklahoma City, OK

Ed Dale

RE/MAX Professionals Winnipeg, MB

Duane Duggan

RE/MAX of Boulder Boulder, CO

Deborah Evans

RE/MAX Results Morningside, Australia

Dotty Lou Farias

RE/MAX of Gulf Shores Gulf Shores, AL

Rod Frank

RE/MAX Escarpment Realty Hamilton, ON

Joanne Gebauer

RE/MAX Executives Realty Winnipeg, MB

Ray Gernhart

RE/MAX Allegiance Alexandria, VA

Robert Golfi

RE/MAX Escarpment Realty Hamilton, ON

Millie Green

RE/MAX Commonwealth Richmond, VA

Timothy Hall

RE/MAX Central Properties Springboro, OH

Michael Hyles

RE/MAX 1st Choice Pleasanton, CA

Terry Isaryk

RE/MAX Performance Realty Winnipeg, MB

Margaret Kiersnowski RE/MAX West Realty Toronto, ON

Matt Kombrink RE/MAX Great American North St. Charles, IL

Dave Koszegi

Sam McCall

John Spognardi

Terry Utzinger

John McElveen

Mel Star

Dave Vallee

Darlene Strang

James Wanzeck

RE/MAX Masters Realty West Vancouver, BC RE/MAX of Boulder Boulder, CO

Geoff McGowan

RE/MAX Affiliates Realty Ottawa, ON

Steve McKenzie RE/MAX Platine Brossard, QC

Lorin McLachlan

RE/MAX Executives Realty Winnipeg, MB

Paul Oulahen

RE/MAX Advantage Realty Columbia, MD

Peter Papousek

RE/MAX Legacy Realty Mississauga, ON

Greg Ramage

RE/MAX Real Estate (Central) Calgary, AB

Toni Reyes

Jeremy Lichtenstein

Kenny Sattaur

Emily Lim

Sandy So

Ron Lypchuk

RE/MAX P A Realty Prince Albert, SK

Pamela Marion

RE/MAX Professionals Lawton, OK

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

RE/MAX Real Estate (Edmonton) Edmonton, AB

Po Wei David Tair

RE/MAX Universal Real Estate Bayside, NY

Thomas Ullrich

RE/MAX Masters Greenwood Village, CO

RE/MAX Alliance Arvada, CO RE/MAX Advantage Realty New Westminster, BC RE/MAX Masters Greenwood Village, CO

Marsee Wilhems RE/MAX Majestic Tucson, AZ

Lindsay Wright

RE/MAX Hallmark Realty Toronto, ON

Melanie Wright

RE/MAX Hallmark Realty Toronto, ON

Brian Pakulla

RE/MAX Performance Realty Mississauga, ON

RE/MAX Star Properties Redwood Shores, CA

RE/MAX Real Estate (Central) Calgary, AB

RE/MAX Realtron Realty Toronto, ON

RE/MAX of Nanaimo Nanaimo, BC RE/MAX Realty Services Bethesda, MD

RE/MAX Signature Warrington, PA

RE/MAX Southshore, Realty Rosedale, NY RE/MAX Real Estate Services Vancouver, BC

Sharon Soltanian RE/MAX Realtron Realty Toronto, ON

BY THE NUMBERS 2013 RE/MAX CAREER AWARDS (AWARDED FOR TOTAL COMMISSIONS EARNED WITH RE/MAX)

Luminary of Distinction

(20+ years and $20 million+) NEWLY AWARDED.

TOTAL ACTIVE.

Circle of Legends

(10+ years and $10 million+) NEWLY AWARDED.

TOTAL ACTIVE.

293

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

NEWLY AWARDED.

605

TOTAL ACTIVE.

4,717

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

2,233

TOTAL ACTIVE.

21,209

2013 LUMINARY OF DISTINCTION INDUCTEES

Illuminating INSIGHTS

WHAT COMES WITH EARNING MORE THAN $20 MILLION IN AT LEAST 20 YEARS WITH RE/MAX – ASIDE FROM TREMENDOUS WISDOM? THE EXTREMELY RARE LUMINARY OF DISTINCTION AWARD. THE SEVEN NEWEST MEMBERS OF THIS ELITE GROUP OF 25 SHARE SOME KEY INSIGHTS

VESNA KOLENC

YVAN DROUIN

RE/MAX Premier, Woodbridge, Ontario

RE/MAX 1er Choix, Sillery, Québec

I attribute my success to my belief that agents should be honest with sellers about pricing their homes. I always tell my clients that my price won’t be music to their ears, but it will be realistic. I show them the proof of my successful track record selling at 99 percent of the listing price in less than 30 days on the market. Also, I take care of my clients. I don’t think about the commission. I think about how to get the job done. When you think of the client first, the deals will come.

FRANK LEO RE/MAX West Realty, Greater Toronto, Ontario The one constant in life is change. We must always accept and embrace change in order to continually improve our business and provide the finest level of service. I constantly reevaluate the little details and consider ways to do them better. If you master the little things, the big things will take care of themselves. Plus, the reputable RE/MAX brand allows me to be in more homes because the RE/MAX Balloon helps open the door.

I credit my success to having a passion for helping people reach their goals and dreams. And I see it as a great gift that somebody chose me. I’m in a small town where everybody knows everybody. Every day, people ask me for advice or an opinion on the market, or sometimes they’re just glad to see me. I feel very lucky and motivated by it. I don’t count my hours; I count my gains.

TONY ROSSETTI

MARILYN KOHN

RE/MAX Crest Realty, North Vancouver, British Columbia

RE/MAX Unlimited, Peoria, IL

The strength of the RE/MAX brand is my greatest tool. I tell my clients that RE/MAX is the No. 1 real estate company in sales and that having my RE/MAX sign on their lawn will generate results. Also, I have a strong work ethic and a desire to excel. I recently formed a team with my sons and my wife. I enjoy what I do. And patience is key; it takes time to build relationships.

Something inside me has always forced me to strive for better. I generally attend three or four conferences per year, and they’re very motivating for me. I attended my first RE/MAX Convention in 1986, and I wouldn’t consider missing one! The lifelong contacts and friends I network with re-energize me. It’s like drinking a power energy smoothie with a big boost of knowledge!

NEAL WEICHEL BILL RUANE

RE/MAX Beach Cities, El Segundo, CA People have many options when it comes to choosing an agent. My success comes not from finding the buyers and sellers, but from my willingness to create buyers and sellers from the people who look to me to help them. I fight to get them into the home of their dreams, and my job is not done until they have the keys in their hands. Anyone can offer average service. Successful agents offer exemplary service.

RE/MAX of Valencia, Santa Clarita, CA

I make daily prospecting calls, provide quarterly market updates and lead a tremendous staff that I trained myself. They are as good as I am when I’m not there. I have always put the client before a commission check, and I know my market better than my competition does. Networking weekly with other top agents has also been key. I have a direct link to so many great agents through the RE/MAX system.

REMA X .COM/ABOVE • SPRING 2014

Top 10 Teams

WORLDWIDE

CONGRATULATIONS TO THESE TEAM LEADERS, WHO LED THE ENTIRE RE/MAX NETWORK IN TOTAL TEAM COMMISSIONS – RESIDENTIAL AND COMMERCIAL COMBINED – FOR 2013

TEAM LEADERS #

2 | RONNIE MATTHEWS RE/MAX Legends Spring, TX

RYAN O’NEILL

RE/MAX Advantage Plus Lakeville, Minn.

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

EAL ESTATE SUCCESS comes from focusing on people and what’s in their absolute best interest. My team and I are always focused on the client. We take a fun, informative and laid-back approach, working with buyers and sellers on their timelines. We never make them feel rushed. As a team leader, I’m always asking myself: “How can I bring more value to my team of agents? How can I help them generate more leads?” I concentrate on training and education to help them grow. I have the right agents on my team, and I do all I can to make sure we’re all taken care of and have the best opportunities. I also do my best to keep the fire burning in each of us. We have fun sales competitions and incentive trips. This past year, 20 of us went on a cruise to Cozumel. I’m all about celebrating our success. We operate as

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

3 | JOYCE E. TOURNEY RE/MAX Crown North Real Estate Regina, SK

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

5 | GEORGES BARDAGI RE/MAX DuCartier Montreal, QC

6 | MARTI A. HAMPTON a team, and we’re known as a team. We also do monthly seminars and weekly radio shows. They’re fun, and they provide useful information to the consumer. These types of things help us stay visible in the community. Real estate sales are really about consistency – day in and day out. My team has a great system and a clear sense of what we’re trying to accomplish for our clients. When you have a team of truly great, dedicated professionals, the results are limitless.

RE/MAX One Realty Raleigh, NC

7 | KEN E. BOWEN RE/MAX Real Estate Group Rancho Santa Margarita, CA

8 | ERIC T. PAKULLA

RE/MAX Advantage Realty Columbia, MD

9 | GARY A. ASHTON RE/MAX Elite Nashville, TN

Top 10 Individuals WORLDWIDE

CONGRATULATIONS TO THESE ELITE PRODUCERS, WHO LED THE ENTIRE RE/MAX NETWORK IN TOTAL INDIVIDUAL COMMISSIONS – RESIDENTIAL AND COMMERCIAL COMBINED – FOR 2013

INDIVIDUALS #

2 | ZIA ABBAS RE/MAX Vision Realty Inc. Toronto, ON

MIKE SEDER

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

3 | BARRY COHEN RE/MAX Realtron Realty Toronto, ON

4 | EDITH CHAN

HIS BUSINESS ISN’T rocket science; I just do more listening than talking. I’ve operated this way all my 36 years in real estate. I believe, and have always believed, that you must treat people the right way. If I sell a property to someone, it has to be the right property. I have to believe in it. A lot of agents with other companies look at a home and a client and see dollar bills. They just get ’em on paper and get ’em in the house. If I don’t feel a property’s right for a client, then I speak up. If I’m honest and straightforward, I gain trust. I also place my clients’ needs first. It’s not strictly about selling a house and making my commission. It’s about the relationship. Sometimes I have to reassure the client that we’re going to make it work, no matter what. Happy clients are the biggest cheerleaders. I closed 305 transactions

RE/MAX Masters Realty West Vancouver, BC

5 | TIM WALSH

RE/MAX Fort McMurray Fort McMurray, AB

6 | BRYAN P. KNISLEY RE/MAX Benchmark Realty Las Vegas, NV

7 | RANKING OMITTED 8 | RUBY SANGHA RE/MAX Excel Realty Markham, ON   last year, and most of my business comes by referral. If I get one referral out of every transaction, that’s huge. And I know it’s possible as long as I keep providing great service and getting great results. One thing my dad always taught me is to surround myself with greatness. I have the best staff, and they make this whole thing work. I always know the details are being well taken care of, and that makes it possible for me to focus on my clients. When I do that, my business grows.

9 | JORDAN B. COHEN RE/MAX Olson & Associates Westlake Village, CA

10 | CATHY CHENG RE/MAX 2000 City of Industry, CA

REMA X .COM/ABOVE • SPRING 2014

PHOTO BY GREGORY MANCUSO

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

AGENT to the What’s it like to count athletes, actors and business moguls among your clients? For perennial RE/MAX Diamond Award Club member Jordan Cohen, it’s just another day at the office BY DEBORAH KEARNS

S_BUKLEY / SHUTTERSTOCK.COM. FEATUREFLASH / SHUTTERSTOCK.COM

KOBE BRYANT

OU MIGHT EXPECT A MAN WHO SELLS some of the most exclusive and expensive real estate in the world to wear power suits while making the rounds among Hollywood’s elite. But Jordan Cohen is more of a sweater and jeans kind of guy who prefers hanging at home with his family. He has a straightforward way of talking and is a charismatic joker who always has a positive game face. But behind his frank exterior and easygoing charm is a real estate success story that’s as impressive as it is inspiring. Working from the bottom up, the perennial Diamond Award Club member with RE/MAX Olson & Associates in Westlake Village, Calif., has gone from selling $150,000 homes in his early days to closing an astounding $120 million in sales volume in 2013. (And he did it with a single assistant, no less.) When he thinks back to his humble beginnings, Cohen can’t help but chuckle ruefully. “I was young, straight out of college,” says Cohen, a RE/MAX Circle of Legends honoree. “I remember failing on my first listing appointment. It hit me then and there that I needed to be better than the competition.” Cohen wasted no time. He jumped into training and education with a vengeance, soaking up strategies from dozens of seminars featuring all the top coaches. He created his own language for listing

PETE SAMPRAS

SYLVESTER STALLONE

presentations instead of following the canned scripts; it felt more natural that way. Eventually, it all paid off. According to Cohen, the key to real estate success, hands-down, is “winning 10 times out of 10 on listing presentations.”

HIS BIG BREAK Cohen had a natural talent for business and sales. He started his real estate career in 1992 with an independent brokerage run by Todd Olson, a seasoned real estate practitioner who had been in the Los Angeles area for decades. When Olson converted his brokerage to RE/MAX in 2000, Cohen was happy to follow him. “Todd was my mentor for years, and I consider him a close friend,” Cohen says. “My loyalty to him made the decision to join RE/MAX easy. I also love the freedom I have with RE/MAX to run my business my way. I don’t have a corporate structure to answer to.” Olson shares a similar loyalty to ensuring Cohen’s

REMA X .COM/ABOVE • SPRING 2014

// BY THE NUMBERS //

LUXURIOUS LISTINGS AVERAGE LISTING PRICE: $3.5 MILLION TYPICAL SQUARE FOOTAGE: 6,000+ AVERAGE DAYS ON MARKET: 90

I remember failing on my first listing appointment. It hit me then and there that I needed to be better than the competition.” – JORDAN COHEN He then made a decision that would change his life. “In order to position myself to sell the multimilliondollar homes, I moved my family to Westlake Village,” says Cohen of the exclusive planned community, located in the ultra-posh Conejo Valley area of western Los Angeles. “I had never worked that area before, and I had to start from scratch. It was a chance I just had to take.” That leap of faith, combined with farming a geographic area of exclusive neighborhoods, quickly led to more listings – and more high-profile clients.

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

Cohen’s tenacity isn’t surprising to Olson, who saw his entrepreneurial spark from the beginning. “There’s no stopping Jordan when he wants a listing,” Olson says.

WINNING IN A COMPETITIVE MARKET Never complacent about his success, Cohen kept fine-tuning his listing presentations as he took on more luxury listings. In particular, he pumped up his emphasis on showing his aggressive marketing approach. Marketing is where Cohen invests a majority of time and money, ensuring that his most exclusive listings appear in luxury publications such as Unique Homes, Dream Homes International, the duPont Registry and Homes & Land. He spares no expense when it comes to getting exposure for his luxury properties – something other agents must be serious about if they want to break into the niche. “Trying to save a buck is not how you become successful in luxury sales,” says Cohen, adding that he gets around three calls a week from RE/MAX agents asking for career advice. “By investing in your listings and your marketing, you’re really investing in yourself.” With his winning formula, Cohen earned referrals to work with NBA star Kobe Bryant, Hall of Fame football player Marcus Allen, tennis great Pete Sampras and action movie star Sylvester Stallone, to name just a few. Cohen says that despite their enormous wealth and fame, these clients really aren’t all that different from other clients. The one thing that is different, however, is the greater lengths required to protect their privacy – a feat made difficult in today’s celebrity-obsessed climate.

PHOTO BY JORDAN COHEN

success. When Cohen was starting out, Olson says he’d accompany him on listing and sales presentations to help him hone his skills. “Jordan has natural selling skills, and he’s a likeable person,” Olson says. “He has one of those personalities that’s high-energy and fun to be around. I admire that he’s hands-on in every single one of his transactions. He’s become a technician at listing presentations because he spent years practicing and perfecting them.” It didn’t take long for Cohen to get the big break that catapulted him into luxury listings for good: a $1 million buyer referral to work with NBA player Don MacLean. The transaction went smoothly, and Cohen’s confidence in his ability to tackle the high-end market soared.

How to List Like a Pro Make note of Jordan Cohen’s best advice for making sure your listing presentations are winners

“It’s a challenge when I represent a famous buyer, and a seller thinks he or she can take advantage of my client’s fame and wealth,” Cohen says with a slight edge in his voice. “I take every precaution I can, including getting all parties to sign nondisclosure agreements and many times issuing ‘no comment’ statements to the press. I pride myself on protecting my clients as best I can.”

‘YOU HAVE TO BE YOURSELF’ One of the most striking – and surprising – things about Cohen is that he hasn’t let the prestige of working with wealthy clients go to his head. In fact, Cohen says he’s more grounded than ever. “I haven’t gone and bought myself an over-the-top house or a flashy car. And I don’t wear the expensive suits; I hate suits, actually,” Cohen says. “I don’t try to be someone I’m not. Clients choose to work with me because I have the skills to get the job done – and I deliver.” His success in real estate has made room for plenty of fun, such as annual family trips to Hawaii, Lakers and Dodgers games, and a guys-only sports trip each year. He also recently became a partner in a men’s designer underwear line, Kings and Jaxs, which is sold in more than 200 specialty stores nationwide. Finding a balance between business and his personal life is something Cohen juggles well, but not without help from his full-time assistant, Kristi Dougherty, who has worked with him for eight years. “She does everything aside from list, sell, market and negotiate,” Cohen says. “I don’t use social media much, but I dig Twitter – that’s pretty fun.” For her part, Dougherty says Cohen makes working with high-stakes transactions fun by infusing his infectious sense of humor. “But he knows when to get down to business,” she says. When it comes to time at home, Cohen’s just as committed. He is always clear about one thing: His family – Becky, his wife of 21 years, and their children (Cameron, 18, and Cassidy, 15) – always comes first. And because he makes himself available for every showing appointment, he keeps that balance in check by carrying no more than 10 listings at a time. “I’ve coached every sport my son has played in, and I’ve never missed a practice or game,” Cohen says. “I rarely do evening listing appointments for a reason. My clients don’t expect me to work around the clock. They expect me to get the job done.” Follow Jordan Cohen on Twitter @jordancohen21

DO + Invest in high-end marketing. Show sellers samples of what you do. If you’re trying to win a multimillion-dollar listing, your samples need to convey sophistication and luxury. Bring only your best materials to the table. + Establish your credibility. Make sure, from day one, that the seller understands exactly what you’re going to do to market the property from beginning to end. + Show properties in their best light. Your marketing should include individual property websites with highend photography and sleek web design. Sellers

want to see how you’ll market their home, and the web is a key platform after print advertising. + Explain what you offer. In luxury sales you don’t get as many showings, so I make myself available for every single one. I assure my sellers I’ll be at all of them. + Personalize the presentation. Be prepared, know what you’re going to say and do your research on the sellers before the appointment. Wealthy, successful people appreciate someone who’s direct, knowledgeable and succinct – and, of course, confident.

DON’T + Discuss price in the beginning. Give your presentation, spend a lot of time explaining your marketing and service, and then tackle the pricing discussion at the end. If you prove that you’re the agent for them first, you’ll have an easier time discussing pricing later in the appointment. + Talk too much about your office or company. You have only so much time to convince sellers of your ability to sell their home and get them the most money. Spend that time wisely by talking about your productivity and results.

+ Get into personal issues or idle chitchat. When I work with affluent businesspeople and celebrities, I stick to business. If they bring up small talk, that’s fine. But I keep the conversation on track. Focus is key. + Make your photo the central focus. On your business cards, brochures, listing slides, etc., your photo should be tiny or nonexistent. You’re not there to promote yourself. Instead, focus on promoting your ability to market and sell listings. + Be too hokey. Don’t give out pens, notepads or pumpkins. Luxury clients don’t expect or need that kind of stuff. Keep it simple.

REMA X .COM/ABOVE • SPRING 2014

FULL SPECTRUM

The FINER Points RE/MAX FINE PROPERTIES WENT FROM STRUGGLING BROKERAGE TO KING OF ITS HOUSTON MARKET IN JUST FIVE YEARS. HERE’S HOW IT HAPPENED BY BRONWYN TURNER

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

PHOTO BY ERIC KAYNE

DYNAMIC DUO OWNERS MINESH (LEFT) AND NIMESH PATEL CREDIT THEIR BROKERAGE’S SUCCESS TO STRONG AGENT SUPPORT, SMART USE OF TECHNOLOGY AND A FUN, FAMILY ATMOSPHERE.

HE SMALL-PRINT slogan that brothers Minesh Patel and Nimesh Patel placed below their RE/MAX logo when they revitalized the RE/MAX Fine Properties office in Sugar Land, Texas, speaks volumes. “It’s time to expect more,” it reads. The brothers purchased the faltering brokerage five years ago, during the height of the recession. At a time when many brokers were shutting down shop, the Patels saw an open door, with RE/MAX on the marquee. “RE/MAX is simply the best of the best,” Nimesh says. “We knew it was important to keep the RE/MAX brand because of the global reach in addition to the local market presence.” Nimesh is on the Realtor and tech side of the tag team, often clad in a three-piece suit. Minesh wears a trim polo shirt and specializes in the financial side of the business. Together, they’ve forged a high-tech operation complete with a large training center, bullpen-style office area and support services all under one roof. Located in a shopping center off a busy highway in Sugar Land, a residential suburb of Houston, the of-

fice features cozy furniture facing large-screen monitors that display listing information. Agents’ offices line the perimeter of the rectangular, 10,000-square-foot building. The setting is a fusion of contemporary and traditional. “Being here in a traditionally conservative county, we want to stay with the traditional values and look,” Nimesh says. “We still have crown molding, but that doesn’t mean we can’t modernize as well.” Inviting aesthetics and state-of-the-art technological support were only part of the equation. “We had to figure out how to take a struggling office in a down market – when agents were getting out of the business in droves – and revitalize it,” Minesh says. The answer was to get back to basics, with an eye on the future.

GROWING TOGETHER The Patels brought varied experience to the helm of RE/MAX Fine Properties. Although born in London, the brothers grew up in Sugar Land. Their father, accountant Bhasker Patel, and their mother, Maya, were drawn to the area during the oil-andgas boom of the early 1980s.

Nimesh, the elder by three years, went into IT work, while Minesh worked in the finance sector, in institutional stock trading. Nimesh got his real estate license in 2002, as did his mother, and they both worked for RE/MAX Fine Properties. Maya is semi-retired now, but keeps an eye on things. “She’s the office mom,” Nimesh says. “She puts us in our place, right in front of all the agents.” The brothers grew up with separate friends and interests. But when they both moved to California to pursue careers there, they grew closer. “After we started getting into business, we went from being family to being friends,” Nimesh says. The brothers eventually found their way back to Texas; Nimesh moved back in 2002 and Minesh returned in 2007. Then came the recession, and Minesh was laid off from his corporate job. “I got with my brother

and we started a business.” RE/MAX Fine Properties was on the brink of foreclosure; the brothers bought the business in 2009 and set out to revitalize the office and boost market share. Technology was updated. The office went paperless. A Facebook page and Twitter presence followed, along with virtual tours and YouTube videos. The previous owner’s large office became a training center with a 175-inch projection screen. The brothers invited lending, insurance and energy partners to set up offices in the building. “We wanted to make it a one-stop shop,” Minesh says.

BEHIND THE SCENES The brothers also concentrated on inward changes. They revitalized office culture among the agents who stayed on, and they offered new Associates training support, on-the-spot merit bonuses, and ample face time

// MARKET SNAPSHOT //

FORT BEND COUNTY, TEXAS

POPULATION: 643,408 IN 2013 (354,452 IN 2000) AVERAGE HOME SALES PRICE: $250,000 IN 2013 Part of the Greater Houston area, Fort Bend County was the fifth-fastest-growing large county in the U.S. between 2010 and 2012. The Houston area led the nation in singlefamily home construction in 2013 with 28,339 housing starts. Houston home starts were up 20 percent in 2013 over 2012. (SOURCE: METROSTUDY)

RE/MAX FINE PROPERTIES 2013 MARKET SHARE* No. 1 » Listing Sides Sales Volume at $191.3 million No. 1 » Selling Sides Sales Volume at $195.4 million No. 1 » Transaction Sides Sales Volume at $386.7 million No. 1 » Transaction Sides Sold Units at 2,221 *FOR ALL PROPERTY TYPES (SOURCE: RE/MAX OF TEXAS MARKET INTELLIGENCE)

REMA X .COM/ABOVE • SPRING 2014

FULL SPECTRUM

FAMILY PORTRAITS:

with the brothers to set goals and assess what was working. They hired support staff members and cross-trained them to understand all aspects of the business and run the office more efficiently. They also brought on motivated, team-minded Associates, and fostered a relaxed, family-style atmosphere based on mutual support and open communication. Collaboration extends to office meetings, where Minesh’s finance background fuels teaching sessions, complete with presentations on up-to-date market statistics. Meetings are no longer than 45 minutes and are often attended by as many as 60 agents. “We look at our agents as business owners and entrepreneurs,” says Minesh, who shares teach-

We’re always striving to improve and do things the right way.” – ASSOCIATE RANDE WAGNER ing duties at office meetings with his brother. Adds Nimesh, “The most successful strategy we’ve had over the past five years is teaching them how to run their business as a true business.” Associate Terri Kurkjian, a Lifetime Achievement Award recipient who has been with the office since early 2013, says, “The meetings are always worthwhile. The brothers are very informative and conscious of everyone’s time; they’re very good.” Community work is also a collaborative office project,

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

including a partnership with the Texas Sentinels Foundation to provide wounded veterans with fully furnished, debt-free homes that are ADA compliant. In addition, the brokerage is one of the Houston area’s top RE/MAX contributors to Children’s Miracle Network Hospitals, and its agents help raise funds for Arc Thrift Stores. “We do anything we can to make everyone’s jobs both fulfilling and fun,” Minesh says.

‘LIKE ONE BIG FAMILY’ Their strategies are working.

In five years, the number of Associates has almost tripled, from 45 to 120, and sales volume and commissions have quadrupled. Today, RE/MAX Fine Properties is the largest single RE/MAX office in the state of Texas. “There’s a great deal of professionalism here,” says Associate Rande Wagner. The 20-year veteran joined RE/MAX Fine Properties in 2013, in part because of the culture. Wagner is among 89 agents in the office who qualified for an award at the 2014 RE/MAX of Texas Convention. The Hall of Fame member earned her way into the Platinum Club in 2013. “We’re always striving to improve and do things the right way,” she says. Hall of Fame member Sherrie Fontenot has been with the office since 2001 and watched the rebuilding take place. “It feels like we’re coming home every day when we come to work, and that makes us want to be more productive,” she says. “We’re like one big family.”

PHOTOS BY ERIC KAYNE; COURTESY OF RE/MAX FINE PROPERTIES (UPPER RIGHT)

(CLOCKWISE FROM TOP LEFT) ASSOCIATE SHERRIE FONTENOT; THE BROKERAGE HOSTS MANY SOCIAL EVENTS AND FUNDRAISERS; ASSOCIATE RANDE WAGNER; THE RE/MAX FINE PROPERTIES OFFICE

ABOVE & BEYOND PUTTIN’ ON THE RITZ VOLUNTEERS MAKE SURE EVERY CHILD LOOKS THEIR BEST FOR THE BIG NIGHT.

NICE RIDE THE SUPERSTARS ARRIVE IN LIMOS WITH THEIR FAMILIES AND ARE GREETED WITH A SPECIAL RECEPTION.

MAKING ROUNDS THE CHILDREN GREET THEIR FANS.

IN HARMONY A FORMER HONOREE DUETS WITH COUNTRY ARTIST JASON ASHLEY

THE REAL RED-CARPET ARRIVAL

PHOTOS COURTESY OF R. MARK MCLEAN

HONOREES ENTER THE EVENT LIKE CELEBRITIES.

AN ANNUAL GALA SHINES A SPOTLIGHT ON SOME EXTRAORDINARY ST. LOUIS-AREA KIDS

ED CARPET AND LIMOS, check. Star quality and local celebrities, check. Hugs and smiles, check. The Night of Superstars party in February certainly lived up to its name. The annual event, sponsored by RE/MAX Best Choice in Festus, Mo., and benefiting Children’s Miracle Network Hospitals, honors the accomplishments of amazing children.

Broker/Owner and organizer extraordinaire Rhonda Overberg (inset) says the event is all about giving the children the night of their lives. The day starts with makeovers for the kids, and includes limo rides and red-carpet arrivals. “We provide a fun experience that lets them just be kids,” Overberg says.

REMA X .COM/ABOVE • SPRING 2014

ABOVE & BEYOND

AS A TEEN,

Shae Invidiata PLEDGED TO SPEAK FOR THE SILENT VICTIMS OF HUMAN TRAFFICKING. TODAY, SHE’S WORKING TO CHANGE LAWS AND LIVES BY KATHARINE DAVIS AND REBECCA L. OLGEIRSON

PHOTO BY BOJAN UZICANIN

A VOICE FOR

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

[FREE-THEM] IS A NONPROFIT ORGANIZATION DEDICATED TO RAISING AWARENESS OF AND EDUCATING GROUPS ABOUT THE PREVALENCE OF HUMAN TRAFFICKING AND SEXUAL SLAVERY. LEARN MORE ABOUT THE FIGHT AGAINST HUMAN TRAFFICKING AT FREETHEM.CA OR BY FOLLOWING @FREE_THEM ON TWITTER.

T WASN’T THE SAND OR SURF OF Hawaii that changed the life of Shae Invidiata, then a Canadian college student studying advertising in Honolulu. It was the people she passed on the street, the women who worked under the veil of night. It was the realization that no one knew these women’s stories – and worse, no one cared. On the day Invidiata’s parents dropped her off at college, they were uneasy. “My dad looked around the neighborhood and said, ‘Am I crazy to leave you here?’” Invidiata says of her father, Christopher Invidiata, a Top 10 Worldwide RE/MAX Team Leader based at RE/MAX Aboutowne Realty in Oakville, Ontario. The cause for his concern? Her dorm was actually part of a large hotel, divided in half. It stood on a street nicknamed “Candy Lane,” a reference to the women who lined the sidewalks. Haunted by those women’s silent presence, Shae Invidiata learned their names, their ages and why they were there. In doing so, she discovered these women weren’t necessarily working the streets by choice, and they often weren’t of consenting age. Many were girls no older than 18. Invidiata, now a Sales Associate on her father’s team, recalls a defining moment at age 19 that turned her concern into action. “I remember sitting on the beach thinking, ‘If that were me, I’d be praying somebody would come to my rescue – somebody would tell the world that I haven’t chosen to be here and I need their help. It’s easy for us to assume somebody else will do something about it. But I thought, ‘If I don’t do it, who will?’” So Invidiata became that person. In 2010, she founded Free-Them, an initiative that raises awareness and funds to eradicate human trafficking in Canada and around the world. “People can’t fight something they’re

THE FACTS 29.8 million

People estimated to be enslaved through human trafficking worldwide

Percentage of the enslaved who are women and children

Percentage of those enslaved for sexual exploitation

Average age of entry into human trafficking in the U.S. and Canada

Children trafficked for sexual exploitation every minute

not aware of,” she says. “These traffickers aren’t just stripping basic human rights; they’re stripping the soul of a human being. They’re stealing victims’ freedom, value, self-worth and innocence.” Today, Free-Them works with law enforcement and government officials to enact change, introduce legislation and support the rescue of trafficking victims. Working closely with Member of Parliament Joy Smith, Free-Them serves as a stakeholder to the Canadian National Action Plan to Combat Human Trafficking, a proposal that has since been adopted by the federal government. And Invidiata, who recently spoke at the National Human Trafficking Forum in Ottawa, works tirelessly to keep the cause a constant in the media, often appearing on local and national television programs. “I believe we have a human responsibility to stand up and fight for those who are being silenced,” she says. “As long as I have a voice, I will stand for freedom and justice, and will do whatever I can to raise awareness. “This is a hard, ugly topic, and there are days I just want to curl up because it’s so horrific and can be very draining. But when I meet a survivor or hear the story of a rescued girl who was once in darkness and basically hopeless and is now smiling again, that’s what I live for. The restoration of dignity and freedom – that’s what fuels my passion on a regular basis; that’s why I keep fighting.”

THE HOPE 800

Participants who walked in the 4th Annual Freedom Walk in Toronto, hosted by Free-Them

150

Free-Them volunteers

100%

Amount of funds raised by Free-Them that goes directly to victim service projects

Bills supported by Free-Them that received Royal Assent from Parliament, amending Canada’s Criminal Code

SOURCE: SHAE INVIDIATA/FREETHEM AND THE WALK FREE FOUNDATION’S GLOBAL SLAVERY INDEX

The restoration of dignity and freedom – that’s what fuels my passion; that’s why I keep fighting.” – SHAE INVIDIATA

REMA X .COM/ABOVE • SPRING 2014

JUST FOR FUN

DOUBLE TAKE

SPOILER ALERT

Solut at the ions are b t h e p a o t to m o f re m a x g e a n d at .com/ above

SO MANY GREAT PHOTOS COME OUT OF RE/MAX R4 EVERY YEAR. HERE’S A CHANCE TO HAVE A LITTLE EXTRA FUN WITH ONE OF THE FAVORITES

shoulder, flag behind her right shoulder, flag behind her left arm, balloon color in child’s drawing, hand below drawing.

SOLUTIONS: Telephone color, nail polish color, pattern on scarf, stripe on hat, stripe on name badge, person over her left

ABOVE THE RE/MA X MAGAZINE • SPRING 2014

PICTURED: NICOLE VAN STONE, RE/MAX CONDOS PLUS, TORONTO; PHOTO BY KEVIN MCILWAINE

CAN YOU FIND THE 10 DIFFERENCES BETWEEN THESE TWO PICTURES?

A PI COMPANY

REPORTS

Litho in

and Operat this offer. nal, Inc. Owned please disregard ndently broker, by RE/MAX Internatio is Indepe a real estate owned ion of Realtors® RX1-925 d marks listed with Associat Each Office Form No. National is currently logo are registere by The (406) 839-2205 balloon owned Printing If your property hot air are marks ©2009 Smith and the RE/MAX REALTOR® logos prohibited. The void where U.S.A. Offer ed.

Litho in

and Operat this offer. nal, Inc. Owned please disregard ndently broker, by RE/MAX Internatio is Indepe a real estate owned ion of Realtors® RX1-920 d marks listed with Associat Each Office Form No. National is currently logo are registere by The (406) 839-2205 balloon owned Printing If your property hot air are marks ©2009 Smith and the RE/MAX REALTOR® logos prohibited. The void where U.S.A. Offer ed.

www.smithprintingshop.com/rx remax.edgereports.com RED

and Operat this offer. nal, Inc. Owned please disregard ndently broker, by RE/MAX Internatio is Indepe a real estate owned ion of Realtors® RX1-900 d marks listed with Associat Each Office Form No. National is currently logo are registere by The (406) 839-2205 balloon owned Printing If your property hot air are marks ©2009 Smith and the RE/MAX REALTOR® logos prohibited. The void where U.S.A. Offer

BLUE

rd CMYK

Note Ca

ed.

Balloon

Litho in

00 Cloud

3-9 45642 RX

Litho in

Handbook ok dbook Buyer’s ndbo Han Home r’s Ha Buye er’s Hom mee Buy Ho

Some Home Loan

Loans

• Wrap

d Loan equipment areas You Afford? e (ARM) Graduate Can Muchand How le Rate Mortgag

taxes Adjustab 4 Property established Financing Lenders use Owner formulas and building 4 Zoning100% what price Trust Deed for helping determine Carried Second Owner regulations. to purchase. home you can afford Of Sale Land Contract Depending upon the lender and up with 5 to 20 percent of the the type of loan, you will be required to come your a particular property, new home. purchase to your the price as a down decision on purchase the payment complete offer todthe When you’ve made each have an in presenting youwill the seller assist will “total monthyour t, you and t and Professional formulas for determining al Estate that different Realapply agreemen slightly or settlemen contract then RE/MAX Lenders real estate contractu At the closing a signed to your a home submitting pursuant buy terms your qualifications for securing to the involves offermet to establish in order Yourcosts” like to purand seller. housing ly which you would conditions uponmaintenance to you. in conditions and utilities faith and conveyed terms for thewill be in amounts basic states figure lenders with a good specifically loan. the property or other title toSome be accompanied , attorney generally plus associawill company (P.I.T.I.) offer Insurance Your and escrow Taxes Interest, your Principal, to property. chase the closaddition Professional, Real Estate myriad steps of RE/MAX seller. Yourdues, for the fixed costs. you through the check other and any deposit tion will have helped known be may assistant t offer as: this settlemen located, are such details gross monthly which many in area of the 25 to 35 percent of your thanyou more upon no the allow handling lenders Depending of sale, an earnest Generally, ing, including of purchase, a contract your P.I.T.I. and purchase, much as 45 percent for bothvariation. ascontract and a P.I.T.I., for to as an offer income or perhaps another approval a deposit receipt, interest, 4 Loan combined. (P.I.T.I. represents the principle, agreement, debt payments money monthly of the property the option to “counloan.) or employ on your mortgage will pay 4 Inspection youoffer that as presented, and insurance taxes your accept condiThe seller mayrepairs price, financing, or other terms, 4 Possible different slightly insurance with by of lenders title are: offerused a variety formulas ter” your Two and clear title and 4 Securing free tions. taxes you have current all purchase, of of 4 Payment agreed to the terms 25-35% the seller have and(P.I.T.I.) loan = Once both you of the seller’s accepof existing seller’s 4 Pay-off and you have been notified or Less document Income document, Monthly the Gross both signed of insurance contract) the an actual copy of the 4 Payment (usually when you receive tance recording n andDebts 45% preparatio t Monthly All k or Less P.I.T.I. 4 Documen = a valid+ sale contract. becomes title, keys and paperwor agreeof funds, Income Monthly cannot reach a mutual transfer Gross t for yourwill 4 Ultimate that you and the sellersettlement statemen NOTE: It may happen a final offer and no contract receive willwill refuse to sign your seller closing, theyou to close the contract. thecase, by you In that Following paid ment. fees Real Estate Professional RE/MAX your all theask and details, illustrates specific figures more that For entered. clearly records be for you. to help prepare a “pre-qualifying” estimate

Comparing Do You Want? buyers. From determ loan mayt What Type Of all home forHome contrac search for the thebest

similar among lenders is vigorous. Your is Competition closing to of the structure of your new afford in terms canwant and you savings you w savings banks, exactly knowhome representatives for mutualstory over a two may withwhat much styleovervie You discussion include ranch an how s you with a single chosen credit unions provide already g you’ve bankers, finance companies, followin mortgage you’ll “know lenders, the home. private loans,Perhaps options ent, the during to several terand openwill agreem encoun you may beyou . Or, brokers. that story mortgage loansteps andcondominium the specific ofit when you see it”. lender’s represpeaking with each a new whenhome. sing notes take accurate to not limited to: It is important purcha ss ofhomes of styles including but busine come in a variety e compare loan availability, interest rates, terms,

tificat of this cer The bearer a complimentary d to is entitle

does

Each Office Is Independently Owned and Operated

N G N D I S T A O U T

ress, City, Stat

Each Office

is Independen

tly Owned

. N T S A G E

op.com

N G N D I S T A O U T

nue Nor Billings th , Office: MT 59101 (406 Fax: (406 ) 839-2205 ) 839-2207 Web: www .smithpr intingsh

e Zip

and Operated

N G N D I S T A O U T

Just-A-N

ote

S . U L T R E S

Edge Realty

ndently Owned

and Operated

Broker/Owner

Each Office

3211 1st Ave. N. Billings, Office (406) MT 59101 839-2205 Fax Web: smithp (406) 839-2207 rintingshop.c Toll Free (800) 854-8 om 362

Each Office

ITEM NO.

is Independen

RX3-300B

tly Owned

and Operated.

tly Owned

and Operated.

Edge Realty Edge Realty

REALTOR® Sales Associate

3211 1st Aven ue Billings, MT North Office: (406) 839-59101 2205 Email: rsmith@s Fax: (406) 839-2207 mith Web: www.smi printingshop.com thprintingsho p.com Each Office is Indepe

ndently Owned

ud Ballo

Each Office is Indepe

and

North 3211 1st Avenue 1 Billings, MT 5910 2205 Office: (406) 8392207 Fax: (406) 829intingshop.com Web: www.smithpr

tly Owned and Operated Each Office is Independen

and Operated

Edge Realty ently Owned and

Edge Realty

Operated

Each Office Independ

on Note

Each Office Indepe

ndently Owned

Card CM

Denise Williams

and Operated

UE YK BL

RED

REALTOR

MT 59101 North • Billings, 3211 1st Avenue 839-2207 205 • Fax: (406) Office: (406) 829-2 shop.com e@smithprinting ervic mers custo Email: om hop.c tings hprin Web: www.smit

PO Box 552 Billings, MT 5910 3 Office: (406) 839-9909 Fax: (406) 8369911 E-Mail: EdgeRe ports@Bresn an.net Website: www .EdgeReports.co m

REALTOR®

RX3-300B

Richard Smith Michelle Adams

Julie Jones

ons

is Independen

lty Edge Rea Operated

3-900 Clo

Natasha Sim

PO Box 552 Billings, MT 5910 2 Office: (406) 839-9909 Fax: (406) 8399911 E-Mail: EdgeRep orts@Bresnan. net Website: www .EdgeReports. com

and Operated.

45642 RX

ed.

and Operated

tly Owned

ed.

ndently Owned

RX3-300B

Owned and Operated is Independently

REAL

Litho in

Edge Realty

is Independen

Natasha Simons TOR

PO Box 552 Billings, MT 5910 3 Office: (406) 839-9909 Fax: (406) 8369911 E-Mail: EdgeRe ports@Bresn an.n et Website: www .EdgeReports.co m

Each Office Indepe

Each Office

ITEM NO.

North 3211 1st Avenue 1 Billings, MT 5910 205 Office: (406) 839-2 207 Fax: (406) 839-2 op.com tingsh ithprin Email: nsimons@sm printingshop.com Web: www.smith

Edge Realty

North Avenue 3211 1st s, MT 59101 Billing 839-9909 Office:(406) 839-9911 Fax:(406) eports.com rvice@EdgeR eports.com Customerse www.EdgeR E-Mail: Website:

REALTOR ®

Each Office

Richard Smith

Litho in

es OR Julie Jon REALT

Estate Natasha Barnes

ITEM NO.

Each Office Indepe

Operated dently Owned and Each Office is Indepen

and Operated ently Owned Independ Each Office

Edge Real

Edge Realty

Adams Michelle Sales Associate

. disregard listed, please ing brokers. is presently our cooperat If your home to work with We are happy

rts.com

Property Add

and Opera ted

JUST LISTE

S . U L T R E S

Owned

ndently

Michelle Ada

REALTOR ®

Fax: (406) 839-22 07 Cell: (406) 839-2206 pc@smithprinti Web: www.sm ngshop.com ithprintingshop. com

N G N D I S T A O U T

Each Office Indepe

N G N D I S T A O U T

Thank Y

. N T S A G E

a Simons

R®

N G N D I S T A O U T

eports.com www.edger

Letter RX3-5B Legal NO. ITEM NO. RX3-5A ITEM

REALTO

N G EdgeARea N D I lty S T O U T 3211 1st Ave

S . U L T R E S

N G N D I S T A O U T

. N T S A G E

N G N D I S T A O U T sm

Natash

S . U L T R E S

dgerepo

S . U L T R E S

North 3211 1st Avenue 1 Billings, MT 5910 205 Office: (406) 839-2 207 Fax: (406) 839-2 om hprintingshop.c Web: www.smit ce@smithprintingshop.com Email: customerservi

Letter RX3-5B ITEM NO. RX3-5A Legal ITEM NO.

ated this offer. and Oper disregard Owned law. r, please printingshop.com endently prohibited by Is Indep smith estate broke where Each Office . Offer void listed with a real 839-2205 www. U.S.A tly g (406) Litho in rty is curren Smith Printin If your prope ©2012

Outstanding Agents. Outstanding Results.

www.e

N G N D I S T A O U T

Offe ) 839 (406

ting

ith Prin

10 Sm

r. this offe d egard .com Operate se disr ngshop and law. ned ker, plea ithprinti by ntly Ow hibited estate bro www.sm 05 epende re pro real Is Ind void whe d with a 839-22 r (406) Office liste Each U.S.A. Offecurrently Printing in is Smith Litho property ©2012 r If you

. N T S A G E

h Print

Smit

void erty is Offer ) 839-2205 (406 ing

prop

Home Buyer’s Handbook

a home. CONTRACT Litho in U.S.A. Offer void where prohibited by law. ITEM NO. RX3-5060 CLOSING THE If your property is currently listed with a real estate broker, please disregard this offer.

S . U L T R E S

N G N D I S T A O U T

g e listeandin hibi mith y re prowww.s andin OfficOu entltst whe is currr void -2205Outst Each perty

. . ents sults ing Agnding Re tand Outs Outsta

. N T S A G E

Operated

N G N D I S T A O U T

tedr. Opera offe and rd this -5035 ned se disrega RX4 plea No. y Ow ker, in U.S.A. ITEM dentlte broLith o m esa en . ts. p.co epen lts. sho a real Aglaw is Ind with gted by printing Resu

r pro

. N T S A G E

#16b

ntly Owned and

Independe disregard this offer. Each Office is listed with a real esate broker, please currently Litho in U.S.A. If your property is prohibited by law. ITEM No. RX4-5035 Offer void where www.smithprintingshop.com (406) 839-2205

G D I N T A N U T S

If you

If your

N G N D I S T A O U T

S . U L T R E S

My gsoafaction! sati

. N T S A G E

is and lifestyle owned, your comfort other property bonds, stocks,with banks, in is compatible such as cashthat 4 Assets a neighborhood RACT Selecting your decision etc. about CONT automobiles, will play into life insurance, HASE concerns in. retirement interest A variety ofplans, PURC vested THE the next consideration costs family. right for you and your 4 Anticipated housing which neighborhood is HASE 4 Credit references CING THE PURC FINAN You may consider: history Loans 4 Employment le Availab ring Overall appearance 4Compa The lender will carefully review Loan the neighborhood live inThe g For People who 4Applyin by you freeways provided information and theemployment shopping, churches, Types to schools, Loan ProximityHome 4 Some in order to determine the risk in 4 Availability of services lending you money to purchase

ted Opera offer. and gard this 5 -503 Owned se disre ntly broker, pleaU.S.A. No. RX4 ITEM ependeesate Litho in is Ind with a real d by law. shop.com Officently listedre prohibite.smithprinting whe www Each curre

59101

N G N D I S T A O U T

Whereinterest, dividend or trust

in U.S.A.

m • Own-Your-Own complete loan Condominiu the same basic information from you. Your

require Most lenders Co-Op PING SHOP Unit Development • Planned details about: application may includeHome Do You Want? What Type Of Live? child support, bank retirement, income including To alimony, 4 Total monthlyYou DoWant ToWant Live? Where income, etc. Do You

S . U L T R E S

Printed

ll u wi e, yo ible. hom ss is your nefit po onal lling be essi ng In se every Prof plishi le AX m want a sa RE/M to acco ing l, Your itted negotiat above al m com als and ee and, cially as fr go an your is hassle ial - fin lly. Edge Rea na fic io 3211 lty ot that t bene 1st Avenue em Each Office North • Indepen dently Owned Billin mos well as and Operate gs, MT

Analysis

Market

Applying For The Loan

ot Just-A-N

ing hink ? elive to yo T d s t efi g ou ben ThainnkgY of Sellin deliver to you? Think ? of elling S Thinkiisng ur o y of y goal !? n ng lli io M Seatisfact l is your ts r benefi u?

ill uw e, yo ble. hom possi al is ur t ion g g yo nefi llin y be rofess lishin le In se t ever AX P comp g a sa l, wan RE/M to ac iatin ove al O ot r d You mitte d neg d, ab ally as an com als an free nanci . ly - fi sle r go you is has eficial otional that t ben as em mos well

CONTRACT THE PURCHASE CONTRACT CLOSING THE

familyin order to effectively Single sentative appraisal fees, down fees or pointsrycharged, • Colonial loan origination fees, discount Cape Cod • Contempora and other specific items that • Split Level payment requirements, income• requirements, • Ranch Raised Ranch Modern request. lenders may IONS DECIS categories: Can You Afford? into one of the following Much Howfamily dwellings generally fall Multiple

N G N D I S T A O U T

How

s How doe

Types

• VA & FHA Loan exercise ional and DECISIONS Recreational 4Convent Around Loan

NEW HOME YOUR FINANCING SHOP OF BUYING… EAvailable SPING HOUS CES PRO Loans ining just THE

Broker Associate

ed.

nson Cyrell Joh Broker Associate PO Box 552 Billings, MT 59103 909 Office: (406) 839-9 911 Fax: (406) 839-9 rts@Bresnan.net E-Mail: EdgeRepo Reports.com Website: www.Edge

Litho in

30% off EVERYTHING! ed.

Litho in

Use Code: RXABOVE14 at checkout (Expires 5/31/14)

www.smithprintingshop.com/rx remax.edgereports.com

3211 1st Avenue North • Billings, MT 59101 • (406) 839-2205

CharaCter and

Commitment

Your reputation is everything to you, and it means everything to us. When you refer your clients to Pillar To Post Home Inspectors, you are trusting us with your good name, and weâ&#x20AC;&#x2122;ll always deliver on our promise of professionalism, character, and integrity.

1-800-294-5591 pillartopost.com

Choice of exclusive Home Inspection Packages E&O insurance to protect the referring agent Report delivered on site at the time of inspection