ABOVE Summer 2014 by Alive Publishing Group

NEW AD CAMPAIGN

HOW TO OPEN EYES IN YOUR MARKET PAGE 24

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

Leading the Way By guiding others, RE/MAX Associates create the lives they want

WITH PURPOSE Chicago entrepreneur Hasani Steele PAGE 32

PLUS

MASTER SOCIAL MEDIA 20

TAKE THE LEAD 27

TOP TEAMS 36

As a RE/MAX Affiliate, You Qualify for Added Savings

Save 20% on qualified monthly service charges Plus, get an additional $100 New Service Activation Credit Offered for 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 (company badge or pay stub) Mention FAN: 22541

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

features

32 CONTENTS

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

PHOTO BY KEVIN PENCZAK

GO TO REMAX.COM/ABOVE

27 32

TAKE A LEADING ROLE Play to your strengths like these star agents and build a rock-solid reputation.

AN EYE FOR OPPORTUNITY Hasani Steele is helping revitalize struggling Chicago neighborhoods while raising the expectations of integrity and service.

#REMAXAbove

ON THE COVER RE/MAX HALL OF FAMER AND CHAIRMAN’S CLUB MEMBER HASANI STEELE OF RE/MAX PREMIER PROPERTIES IN CHICAGO. PHOTO BY KEVIN PENCZAK

REMA X .COM/ABOVE • SUMMER 2014

departments

36 INSIDE STORY

FULL SPECTRUM

READ ONLINE

7 SNAPSHOTS

36 TEAMS WORK

8 Ways to Start and Stay Strong in Real Estate

The RE/MAX Collection; generate more leads; REAL Trends results; and more!

BUILDING BLOCKS 17 THE RE/MAX EDGE

Two real estate veterans found the support they needed with RE/MAX.

GAME CHANGERS 20 SOCIAL MEDIA MASTERY

Social media can be painless when you follow this guide.

22 ANSWER THE CALL OF DUTY Earning the MilRES certification can benefit more than your career.

24 OPEN EYES IN YOUR MARKET

Put the “Dream With Your Eyes Open” national ad campaign to work for you.

26 MONTH OF MIRACLES

Use the new CMN Hospitals campaign to increase your exposure in August.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

A great team starts with a great Team Leader who helps everyone grow.

40 AT THE CONFLUENCE

RE/MAX de Francheville in Québec continues to thrive after 25 years.

ABOVE & BEYOND 43 IN IT TOGETHER

Three Associates battling breast cancer find strength in co-workers and each other.

46 HELPING KIDS

Meet two agents who put compassion into practice in their communities.

IN EVERY ISSUE 4

OPENING REMARKS

48 JUST FOR FUN

157 LIKES!

A RE/MAX agent knocks it out of the ballpark in his first year in real estate and drafts a plan to keep on winning.

Insights From ‘30 Under 30’ Honorees LIKE IT!

Two young standouts describe how an effective routine and goal setting propelled their success.

Growing Up With RE/MAX 86 LIKES!

This up-and-comer learned many lessons in his years around successful RE/MAX agents, and now he’s putting them to use.

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

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OPENING REMARKS

welcome

We’re the Guides Consumers Need

EALTORS ARE WALKING REAL ESTATE encyclopedias. We have to be. With changing regulations, the economy, interest rates and many other factors, it’s our job to educate and guide our buyers and sellers effectively. This perspective became especially clear to me during my recent tenure as President of the Canadian Real Estate Association (CREA).

LAURA LEYSER LAURA LEYSER

SERVED AS CREA PRESIDENT UNTIL MARCH 2014. THE RE/MAX HALL OF FAMER JOINED RE/MAX A-B REALTY IN STRATFORD, ONTARIO, IN 1991.

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

MORE GUIDANCE 4

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

When I need legal advice, I call an attorney. When I need medical care, I call a physician. Likewise, when consumers want to move forward confidently with the purchase or sale of a property, they should call a Realtor – and a RE/MAX Sales Associate at that. We educate clients about the process. We represent their interests and serve their objectives. And we help them see opportunities they might otherwise miss. During my CREA presidency, I was proud to represent RE/MAX, as well as all Realtors. As RE/MAX Associates, we not only have the freedom to serve our clients as we see fit, we also have the ability to tailor our services to their specific needs. That’s one reason I love what I do and value the network I’m in. If we wake up every day being proud of who we are, who we work with and what we do, we’ll all be successful. So will our buyers and sellers.

GET SOCIAL

OPEN EYES

LEAD THE WAY

Turn to page 20 for ways to expand your social media reach.

Tap into the new national ad campaign on page 24.

The star agents on page 27 play to their strengths.

ABOVE

SUMMER 2014, VOL. 4, NO. 3

eCommission understands that closings don’t always happen on time. But, business expenses don’t stop. To bridge the gap and help you continue to grow your business, eCommission specializes in providing safe and secure commission advances. Receive up to $15,000 in 1 business day.

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. 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.

We have been providing RE/MAX® real estate professionals with a variety of commission advance products for maintaining steady business cash flow since 1999.

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. ®

www.hungryeyemedia.com 800.852.0857 PRESIDENT Brendan Harrington

Get started at www.eCommission.com/REMAXabove or call 1-877-882-4368

EDITOR Tom Wilmes ART DIRECTOR Lindsay Burke PRODUCTION 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 • SUMMER 2014

INSIDE STORY

USE THE NEW RE/MAX HASHTAG EVERYWHERE TO LET CONSUMERS KNOW WHAT YOU CAN HELP THEM FIND

HOW TO USE #therighthome IN YOUR SOCIAL POSTS

E/MAX Associates around the world understand that the right home is better than a dream home. Remind your clients to dream with their eyes open when you include the hashtag #therighthome in your Facebook, Twitter, Instagram and Pinterest posts. You’ll show the world how great #therighthome can be – and you’ll let your current and prospective clients know you’re the professional who can guide them to it. Join the conversation today!

REMA X .COM/ABOVE • SUMMER 2014

INSIDE STORY

Luxury Magazine Customizable Worldwide THE REACH OF THE RE/MAX COLLECTION MAGAZINE IS MORE POWERFUL THAN EVER

herever you or your luxury listings are in the world, you can make The RE/MAX Collection Magazine your own. The magazine exclusively markets properties in The RE/MAX Collection, and Associates across the globe are able to place full-page property ads or customize the publication. With customization, you can put your listing on the cover, an agent biography inside and a photo on the back cover. Digital versions of the magazine are sent to 80,000 Associates around the world. For pricing information and to place orders, visit myluxurymagazine.com.

E X P E C T E X C E P T I O N A L With undeniable expertise in the luxury home market, real estate agents with The RE/MAX Collection® understand how to deliver superior service with true distinction. Demand more.

T H E H I G H E S T S T A N D A R D We aim for excellence and you should expect it.

EVEN MORE LUXURY EXPOSURE The RE/MAX Collection listings are now displayed on the Bank of America Real Estate Center. To see how this exciting new resource widens The RE/MAX Collection audience, visit realestatecenter. bankofamerica.com.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

innovation and integrity. Settle for nothing less.

T R A N S C E N D C O N V E N T I O N A L Real estate agents with The RE/MAX Collection® approach luxury home buying and selling with expertise and fresh perspective, making them uniquely prepared to serve clients who expect more.

FINE HOMES & LUXURY PROPERTIES

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theremaxcollection.com

NEW ADS IN THE DESIGN CENTER Five new ads for The RE/MAX Collection let the stunning photos do most of the talking. Customize the fullpage advertisements in the Design Center and include them in listing presentations or local publications. The ads will also run in targeted luxury publications, such as the duPont Registry.

INSIDE STORY

A Referral That Pays Forward

Clients react positively when I mention the Miracle Property program.” – BRADFORD PECH

OMETIMES THINGS JUST CLICK. Bradford Pech experienced it earlier this year while touring Children’s Hospital Colorado, where he’d been invited after making a $10,000 donation. Pech, a Broker Associate with RE/MAX Central Alliance in Denver, was instantly struck by the hospital’s Center for Gait and Movement Analysis. It’s an innovative facility where doctors study human movement to help devise treatment for orthopedic patients. Many of the center’s advanced diagnostic techniques are based on high-tech analysis developed by the U.S. Olympic Freestyle Ski Team. Pech is a passionate skier who raced on his college team. “As a skier, I connected to what they were doing on a very personal level,” he says. “I knew right away that I wanted to stay involved.” The RE/MAX veteran became a major Children’s Hospital contributor when he sold a trophy commercial property in downtown Denver through a referral. He decided to pay it forward. Today, Pech is part of the Circle of Care, a group of philanthropists active in the hospital’s fundraising. He encourages other RE/MAX Commercial Practitioners to use the Miracle Property program to market commercial listings in a distinctive way and make a difference for local families. “Clients react positively when I mention the Miracle Property program,” he says. “It shows that I’m in the deal to help others, not just myself.” Start participating in the Miracle Property program today. Visit miraclesystem.childrensmiraclenetwork.org.

RE/MAX Commercial Named to Top 25 FOR THE FOURTH CONSECUTIVE YEAR, National Real Estate Investor magazine has listed RE/MAX Commercial among its “Top 25 Commercial Brokerage Networks.” That’s fantastic – and consistent – recognition for the RE/MAX division, which for 2013 reported 20-plus percent growth in total volume, $8.7 billion in total sales and lease volume, and involvement in 15 percent more transaction sides. REMA X .COM/ABOVE • SUMMER 2014

INSIDE STORY

5 Ways to Fill Your Pipeline Sixty percent of all homes are bought and sold during the summer. Make the most of this sizzling home-selling season and keep your client pipeline full into fall with these strategies from Trulia

AUTOMATE LEAD GENERATION BE PERSISTENT Engaging your database, cultivating leads and turning contacts into clients takes discipline, time and effort. Dedicate time to acquiring new leads, responding to inquiries quickly and nurturing dormant leads already in your database. Failing to do so may result in a drought of clients and commissions come fall.

INVEST IN A CMS Devote a few hours each week to adding every single contact and associated note into a single contact management system (CMS) like Market Leader. When things are busy, you’ll be able to find the information you need quickly and easily. Plus, by investing in a CMS that also includes automated email marketing, you can respond to leads as soon as they enter your system.

Ninety-two percent of today’s consumers start their home search online, and many of them find an agent via a search site like Trulia. Paid lead generation and online advertising are easy ways to keep your momentum going when you’re frequently away from the office, and they can nicely complement your other businessbuilding efforts.

REPEAT YOUR MESSAGE If you really want to take over a locale or niche, repeating yourself is the best way to do it. Research from Langevin Learning Services shows that people retain only 10 percent of what they read and 30 percent of what they hear. So say it, say it again and then say it to the same audience some other way.

BUILD BUSINESS EVERYWHERE Online leads are (or should be) a vital part of your business. But it’s important to remember that agents with the fullest pipeline of prospective clients are pulling them from a solid mix of sources – both online and off. No matter where you go this summer – be it the gym or taking the kids to summer camp – you can network and reach potential clients.

With more than 51 million unique monthly visitors, Trulia connects agents with the best buyers and sellers in their local market. Call 855.358.3140 to ﬁnd out how the RE/MAX Approved Supplier can help you win more clients today.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

2014

32 Affiliates Among Top 250 Latino Agents

LATINO REAL ESTATE AGENTS

TOP 250

TO DOMINATE YOUR MARKET, LEARN FROM THE BEST.

In association with

A REPORT BY THE NATIONAL ASSOCIATION OF HISPANIC REAL ESTATE PROFESSIONALS®

E/MAX AFFILIATES HAVE DONE IT AGAIN! Thirty-two agents were named to the 2014 Top 250 Latino Agents list produced by the National Association of Hispanic Real Estate Professionals – upholding the RE/MAX tradition of having more than 30 agents featured on the annual list. Four of the 32 agents were ranked in the top 25: Daisy Lopez-Cid with RE/MAX Premier Properties in Kissimmee, Fla.; Robert Padron with RE/MAX Cityview in Chicago; Christian Fuentes with RE/MAX Top Producers in Diamond Bar, Calif.; and Victor Vidales with RE/MAX New Heights Realty in Phoenix. Congratulations to all! www.nahrep.org

RE/MAX Shines in

‘THE THOUSAND’

RE/MAX HAS MORE OF THE NATION’S TOP HOME sellers than any other brand! That’s according to “The Thousand,” an annual survey released by REAL Trends and advertised in The Wall Street Journal. Among the 250 individual agents and 250 agent teams identified as selling the most homes last year, more than 20 percent are RE/MAX professionals. And when the 500 individuals and teams with the most sales volumes are added, 147 of the top 1,000 agents are with RE/MAX. No other brand had more.

FEATURING ROD SANTOMASSIMO, AUTHOR OF THE BESTSELLING BOOK “Brokers Who Dominate – 8 Traits of Top Producers”

Register on the Events tab of Mainstreet to reserve your spot and get a FREE copy of Rod’s book. Books will be given out at the event.

20%* RE/MAX Professionals

OTHER SYMPOSIUM TOPICS: • Becoming the Best Known Broker in Town • Commercial Realtors® Property Resource • Deal Making and more . . . ©2014 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 140688

*Among 500 individuals and teams with the most transaction sides. REMA X .COM/ABOVE • SUMMER 2014

INSIDE STORY

2014

RE/MAX vs. THE INDUSTRY

RE/MAX agents sell the most homes, supported by a brand that more buyers and sellers think of than any other in real estate. Open your Eyes to RE/MAX.

U.S. RESIDENTIAL TRANSACTION SIDES1

U.S. BRAND AWARENESS2

U.S. NATIONAL ADVERTISING3

COUNTRIES4

OFFICES WORLDWIDE

AGENTS WORLDWIDE

907,785

28.1%

31.7%

6,481

93,228

725,058

16.0%

29.5%

3,100

84,900

644,297

4.2%

1.0%

700

94,906

410,543

20.9%

14.4%

7,100

103,800

118,160

1.6%

0.0%

2,300

31,200

78,841

0.7%

11.8%

700

14,500

55,712

0.7%

1.6%

260

8,400

Not released

1.5%

0.1%

370

14,000

Not released

0.4%

0.2%

360

7,800

Not released

0.1%

0.0%

330

14,000

©2014 RE/MAX, LLC. Each office independently owned and operated. Data is full-year or as of year-end 2013, as applicable. Except as noted, Coldwell Banker, Century 21, ERA, Sotheby’s and Better Homes and Gardens data is as reported by Realogy Corporation on SEC 10-K, Annual Report for 2013; Keller Williams, Weichert, Real Living and Berkshire Hathaway HomeServices data is from company websites and industry reports. 1RE/MAX residential transaction sides may include some leases, estimated to be less than 1%. Keller Williams reports all transaction sides and does not itemize U.S. residential transactions. 2MMR Strategy Group study of unaided awareness. 3U.S. national media ad spend, as a percentage of spend of all national real estate franchises, as reported by Nielsen Ad Views. Others: 9.7%. 4Based on lists of countries claimed at each franchisor’s website, excluding claimed locations that are not independent countries (e.g. territories, etc.). 140331

DOWNLOAD THIS GRAPHIC FROM MAINSTREET OR REMAX.COM/ABOVE.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

Making a Statement in Brazil

T’S THE BEGINNING OF A NEW ERA for RE/MAX Brazil. In May, the company opened its new regional headquarters – a sleek, state-of-the-art facility – located in the heart of the São Paulo business community. “Our investment in a modern and welcoming office space will give us more visibility as we compete for leadership in the real estate market,” says Renato Teixeira, Region Owner of RE/MAX Brazil. The new headquarters will house the master franchise leaders and staff, a mortgage center and RE/MAX Brazil University.

Korea Franchise Association Refers Companies to RE/MAX KOREAN FRANCHISE COMPANIES WILL BE offered the services of RE/MAX Korea when they move to expand their operations abroad. This is a term of the new agreement between the Korea Franchise Association (KFA) and the RE/MAX Korea Region. The KFA will provide RE/MAX with the names of franchise companies looking to expand, and then RE/MAX Korea will put the companies in contact with RE/MAX Affiliates in the markets they are considering. The KFA and RE/MAX Korea also will use the RE/MAX global network to help the franchise companies find the right site in the new location.

REMA X .COM/ABOVE • SUMMER 2014

INSIDE STORY

U.S. Agents Average Twice the Home Sales AMONG AGENTS AT THE COUNTRY’S LARGEST BROKERAGES

TRANSACTION SIDES: AVERAGE PER AGENT

RE/MAX agents averaged 17.8, compared to 8.4 sides for all competitors.

2014 500 RE/MAX agents sell more homes than anyone in

17.8

RE/MAX

11.3

Realty Executives

ERA

9.8

Prudential

9.5

Coldwell Banker/ NRT

9.1 8.4

Century 21

SOLD

RE/MAX

17.8

SOLD

Competitors

8.4

SALES VOLUME: AVERAGE PER AGENT

RE/MAX agents averaged 60% more than the average for all competitors.

the U.S., and 2013 data from the REAL Trends

Berkshire HHS

7.9

500 survey explains how. RE/MAX agents average more than twice as many residential transaction sides per agent as all competitors.*

Keller Williams

Sotheby’s

Better Homes & Gardens

7.2 6.8

RE/MAX

3.9

million

BROKERAGES WHEN RANKED BY MOST TRANSACTION SIDES PER AGENT

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

million

Coldwell Banker - 2 Century 21 - 2

91 RE/MAX

of the top 100 brokerages

DOWNLOAD THIS GRAPHIC FROM MAINSTREET OR REMAX.COM/ABOVE.

2.5

6.6

TOP 100 *Rankings calculated by RE/MAX based on 2014 REAL Trends 500 data, citing 2013 transaction sides for the 1,451 largest participating U.S. brokerages. Prudential, Berkshire and Real Living do not include HomeServices of America. ©2014 RE/MAX, LLC. All rights reserved. Each RE/MAX office is independently owned and operated. 140429

Competitors

ERA - 1 Non-Franchise - 4

INSIDE STORY

In Canada: Most Sales Among Offices & Agents AT THE COUNTRY’S LARGEST BROKERAGES

TRANSACTION ENDS: AVERAGE PER AGENT RE/MAX agents averaged 61% more transaction ends, compared to the average of all other agents at the largest brokerages.

2014

RE/MAX

16.1 15.6

EXIT

14.7

Coldwell Banker

CANADIAN 250 Of the 250 Canadian real

12.0 11.4

Century 21

the most sales, 158 are branded RE/MAX. The

RE/MAX

16.1

SOLD

Competitors

10.4

13.6

Sutton

Royal LePage

estate brokerages with

SOLD

Realty Executives

SALES VOLUME: AVERAGE PER AGENT

RE/MAX agents averaged 43% higher sales than the average of all other agents at the largest brokerages.

10.8

source: the 2014 REAL Trends Canadian 250 survey. The same data shows RE/MAX averaging 61% more transaction

Keller Williams

10.4 RE/MAX

HomeLife

6.1

5.7

million

ends per agent than competitors.* RE/MAX

Competitors

million

agents closed 58% of the 485,930 transaction ends in the survey, and 54% of the $184 billion in sales volume.

252 QUALIFYING

BROKERAGES BY BRAND

*Rankings calculated by RE/MAX based on 2014 REAL Trends Canadian 250 data, citing 2013 transaction ends for the 252 largest participating brokerages. Per-agent averages include brokerages reporting agent count. ©2014 RE/MAX, LLC. All rights reserved. Each RE/MAX office is independently owned and operated. 140595

Royal LePage - 27

RE/MAX

158

Coldwell Banker - 20

of the qualifying Canadian 250

Keller Williams - 13 Non-Franchise - 10 Century 21 - 8 EXIT - 6 Sutton - 6 Realty Executives - 2 HomeLife - 1 Better Homes & Gardens - 1

DOWNLOAD THIS GRAPHIC FROM MAINSTREET OR REMAX.COM/ABOVE. REMA X .COM/ABOVE • SUMMER 2014

Enjoy the benefits of working together

P LEA

P P LEA 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.

P P LEA

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

F 1

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

P P

BUILDING BLOCKS

PROVEN RESULTS WORLDWIDE LEADER ADS TRUSTED BRAND GROWTH GLOB PRESENCE UNMATCHED SUPPORT EDUCATION REFERRALS LEADERS CHARITABLE GREATNESS TRUSTED FREEDOM MAKES A DIFFERENCE TEAM RECOGNITION QUALITY AGENTS PROFESSIONAL RESULTS TECHNOLOGY PROVEN RESULTS WORLDWIDE LEADER THE ADS TRUSTED BRAND GROWTH GLOB PRESENCE UNMATCHED SUPPORT EDUCATION REFERRALS LEADERS CHARITABLE GREATNESS TRUSTED FREEDOM MAKES A DIFFERENCE TEAM RECOGNITION QUALITY AGENTS PROFESSIONAL RESULTS TECHNOLOGY PROVEN RESULTS WORLDWIDE LEADER ADS TRUSTED BRAND GROWTH GLOB PRESENCE UNMATCHED SUPPORT EDUCATION REFERRALS LEADERS CHARITABLE GREATNESS TRUSTED FREEDOM MAKES A DIFFERENCE TEAM RECOGNITION QUALITY AGENTS PROFESSIONAL RESULTS TECHNOLOGY PROVEN RESULTS WORLDWIDE LEADER MEET TWO REAL ESTATE VETERANS WHO FOUND THE SUPPORT AND RESOURCES THEY NEEDED TO TAKE THEIR CAREERS TO THE NEXT LEVEL BY BARBARA HALL

RE/MAX

EDGE

REMA X .COM/ABOVE • SUMMER 2014

BUILDING BLOCKS

SACRAMENTO STAR THRIVES IN THE

TEAM-ORIENTED ATMOSPHERE

DIFFERENCE MAKERS

HEN IT CAME TIME TO build a team, Kim PaciniHauch had a tough choice

to make. After 26 years with Lyon Real Estate in Sacramento, Calif., Pacini-Hauch was a household name in her market and wanted to form her own team. But she was stymied by her traditional brokerage’s fee structure and lack of support for her vision. So Pacini-Hauch did what other successful entrepreneurs do: She looked for a better opportunity. Her search led her to RE/MAX Gold. In her first four months there, she closed an impressive $20 million in sales on her own, in addition to the volume closed by the nine agents on her new team – which also includes two full-time assistants. In 2013, her last full year with Lyon, she closed $32 million in total sales volume. The atmosphere of entrepreneurialism PaciniHauch found at RE/MAX has breathed new life into her already thriving business and developing team, she says. “Traditional brokerages don’t allow for this type of growth and team building, but RE/MAX does,” she says, adding that RE/MAX Gold provides luxury, private office space and technology training for her team – things she didn’t have at Lyon. “The RE/MAX brand, tools and support – including local, national and international networking opportunities – have opened new doors that didn’t exist at my previous brokerage,” Pacini-Hauch says. “The R4 Convention in Las Vegas was phenomenal, and leads and international branding have exceeded my expectations.” Another major RE/MAX advantage Pacini-Hauch is thrilled about: The RE/MAX Collection. A majority of her listings are luxury homes, and she loves the national and international exposure her properties get through the RE/MAX luxury program.

“The program offers so much. Earning the Certified Luxury Home Marketing Specialist (CLHMS) designation is first on my education list,” Pacini-Hauch says. “And I’m planning to attend The RE/MAX Collection Luxury Forum in November to network with other RE/MAX luxury agents from around the country.” For now, Pacini-Hauch’s focus is on building her team and continuing her productive sales streak. With help from RE/MAX Gold, she’s mentoring her team members and getting them up to speed on all things RE/MAX. Leads are already flowing in from LeadStreet, and the brand exposure is making the phones ring off the hook, she says. “I’m excited to hire more people. The more people I have on my team, the more our listings will get exposure – and that creates momentum for success that can’t be stopped.”

The RE/MAX brand, tools and support have opened new doors that didn’t exist at my previous brokerage.”

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

– KIM PACINI-HAUCH

SUCCESSFUL AGENTS LIKE KIM PACINIHAUCH DON’T TAKE THE DECISION TO CHANGE BRANDS AND BROKERAGES LIGHTLY. HERE’S WHAT SHE LEARNED ABOUT RE/MAX THAT HELPED HER DECIDE: • ROOM TO GROW The fee structure at her RE/MAX brokerage supports both team and personal-business growth. • LEADS The value of fee-free leads from remax.com can’t be overstated. • RESOURCES The RE/MAX services and tools, like The RE/MAX Collection, make it easy to market and develop her team, and gain more exposure for her listings.

Winnipeg is a reputationoriented city, and a trusted brand matters to clients.”

seamless integration of technology and processes has helped De – DAVID DE LEEUW Leeuw be more efficient. “I can bring a listing into the office, and within a day the title has been searched and emailed to me,” he says. TOP PERFORMERS “The brokerage has the listing LIKE DAVID DE up and on the MLS website, all of LEEUW CAN GO my marketing feature sheets are ANYWHERE THEY’D taken care of, all of my signage is LIKE. HERE’S WHY HE ready – and that’s just in the first CHOSE RE/MAX: 24 hours. “The staff is geared to ensur• SUPPORT SYSTEM ing that we can get our jobs Network and interoffice done.” support means agents De Leeuw specializes in luxury can concentrate on homes, and having the distinct what they do best: signage and sophisticated helping their clients. marketing that come with The RE/MAX Collection is a major • TECHNOLOGY advantage over his competitors, RE/MAX cuts through De Leeuw says. the clutter to offer “Everyone in Canada knows agents technology that RE/MAX and the Balloon,” he makes an impact. says. “Winnipeg is a reputationoriented city, and a trusted brand • BRAND matters to clients.” RECOGNITION One place De Leeuw loves seeing the Especially in highly RE/MAX Balloon is at sporting events. He even competitive markets, played in a RE/MAX hockey tournament in Vanreputation and brand couver with other agents from all over Western awareness can make Canada. That kind of networking and purposeall the difference. ful branding makes De Leeuw glad he joined RE/MAX. The network, he says, fits his driven AVID DE LEEUW WAS ALREADY an nature. established, high-performing real estate “I’m an all-in type of person; if I’m going to do agent in Winnipeg, Manitoba, when he something, whether it’s being a good dad and made the move to RE/MAX last December. He husband, being a Realtor and serving my clients, thought life was pretty good at his previous broworking on my cottage, or just playing hockey, I kerage, Royal LePage, but the transition opened go for it all the way.” his eyes to how much he had been missing. “Royal LePage was falling behind in services it provided me,” he says. “The difference with Visit remax.com/above to read why other RE/MAX is night and day.” successful agents chose RE/MAX – and At his new brokerage, RE/MAX Professionwhat it’s meant for their careers. als in Winnipeg, the office’s responsiveness and

DIFFERENCE MAKERS

TOP WINNIPEG AGENT LOVES BRAND AWARENESS AND OFFICE SUPPORT

PHOTO BY IAN MCCAUSLAND

GO ONLINE

REMA X .COM/ABOVE • SUMMER 2014

GAME CHANGERS

3 STEPS

to Social Media Mastery CRAFTING MESSAGES AND FINDING TIME FOR SOCIAL MEDIA CAN BE PAINLESS WHEN YOU FOLLOW THIS GUIDE AND USE APPS THAT WORK FOR YOU BY CORY VASQUEZ

here are two major tenets of social media success: Provide value and engage with your followers. So how do you meet these standards? Study these three lessons, and you’ll become a social media wizard in no time.

FIND YOUR INSPIRATION

The question isn’t “Should you be on social media?” The question is “How can you offer value online?” If you haven’t already done so, pick your platforms – and be prudent. It’s better to not have an account on the latest and greatest social network than to create one and let it collect dust. Facebook, Twitter, Instagram, Pinterest – it’s up to you where you want to start. But you have to commit. Consider creating a YouTube or Vimeo channel, where you can

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

OPTIMIZE YOUR CONTENT PLAN

post brief personal-promotion videos. You also can share videos from the RE/MAX YouTube Brand Channel on your own channel to keep it fresh. If content is a challenge, start by sharing what’s already out there. If you’re looking for targeted consumer tips, share posts directly from “On the Move: The RE/MAX Blog” and share links to the Advice guides on remax.com. Remember: Interactions online should be treated with the same professional courtesy as face-to-

Managing social media should be an easy and quick, once-a-week process. Take a step back – consider the week ahead. With your Pocket app (see Lesson 1) filled with links from the prior week and content from the RE/MAX Blog and social sites, you’ll have more than enough to share. Pose questions within your posts to engage your friends and followers in a conversation.

face chats. When people interact with you – whether it’s a new “follow” or a comment – take the time to acknowledge them. TIP: Visit thedownload.remax.com for great social media and technology tips for real estate agents.

EXPAND YOUR INFLUENCE APPS TO DIVERSIFY YOUR REACH

Find influencers and become one of them by targeting the content and users with the most reach. If you want to become a social media pro, you have to seek feedback and be nimble. Some of these tools work together – and you can exchange data from one to another to maximize your absolute potential for effective social reach. Many of the resources here offer free features to show you the power of their analytics – and

Next, connect your accounts to an app like Hootsuite, Buffer or Swayy that can help you manage posts. You can supplement your day-to-day interactions with occasional scheduled posts, which means the app automatically posts to your accounts at times you set. TIP: Be careful not to lose your authenticity; if you schedule all your posts, your friends and followers will notice and may tune you out.

• SOCIALBRO – Learn the

best time to tweet and which kinds of tweets are most influential. socialbro.com

• TWEETREACH – Gener-

they are well worth the subscriptions. Use them to: • Post when everyone is looking • Engage with influential people who will share your content • Attract influential followers

APPS FOR SAVING TIME • BUFFER – Create a queue

of automated posts to drip across platforms at the times Buffer suggests. bufferapp.com

• HOOTSUITE – Free, top-

rated, cross-platform content manager. hootsuite.com

ate detailed reports on your Twitter influence. tweetreach.com

• TWTRLAND – It’s all about advocates! The geographical search feature on this site is impressive. twtrland.com

• LIKEALYZER – Immediate feedback on your Facebook page. likealyzer.com

#HASHTAG YOUR POSTS INTO TARGETED STREAMS HASHTAG: a #word or

• SWAYY – Predicts what you should post in the future by analyzing your past posts. swayy.co

#groupofwords marked with the pound sign, making social media posts easy to find. They immediately get filtered into a stream of similar conversations.

TIP: Don’t use more than three

hashtags at once – and make sure they’re relevant. Consider using hashtags that are popular in your local area, too!

APPS FOR QUICK CONTENT

RE/MAX HASHTAGS YOU SHOULD USE:

• POCKET – Save links to

share later. getpocket.com

• PIC STITCH – Create photo collages on your phone. facebook.com/appcenter/ picstitch

• PICMONKEY – Crop, tone and fully customize photos. picmonkey.com

• VINE – Record six-second previews of listings. vine.co

• SOUNDCLOUD – Record

radio shows, interviews and more. soundcloud.com

ABOUT THE AUTHOR RE/MAX SENIOR MANAGER OF SOCIAL MEDIA MARKETING CORY VASQUEZ HAS WON SEVERAL AWARDS FOR INTEGRATED SOCIAL AND DIGITAL CAMPAIGNS. SHE IS A REGULAR SPEAKER AT RE/MAX AND INDUSTRY EVENTS.

#therighthome (2014 ad campaign) #REMAXAbove (ABOVE Magazine) #REMAXUniversity #REMAXCommercial #REMAXCollection #remaxR4 #remaxBOC (Annual Broker Owner Conference) #SoldbyREMAX #MonthofMiracles

REMA X .COM/ABOVE • SUMMER 2014

GAME CHANGERS

Answering the Call of Duty EARNING THE MilRES CERTIFICATION AND SERVING THE MILITARY BENEFITS MORE THAN YOUR CAREER

ore than 24 million U.S. veterans and 2.6 million active-duty personnel constitute a large population of potential homebuyers. And when people within this group are ready to act, they deserve the services of an agent with the knowledge to guide them. RE/MAX Associates have answered the call. A growing number have sharpened their skills via the Military Residential Specialist (MilRES) certification course, offered through RE/MAX University.

5 Steps to Take After Becoming MilRES Certified As the husband of a disabled U.S. Navy veteran, Pete Veres understands the importance of serving the military. That’s why the Team Leader with RE/MAX Elite in Albuquerque, N.M., who works alongside his wife, Lisa, became the first RE/MAX Associate in New Mexico to earn the MilRES certification. He’s already received referrals and has ramped up his promotions to attract new clients. Here’s his advice for making the most of MilRES. >>>

JOIN THE MilRES RANKS REGISTER FOR THE MilRES COURSE BY SELECTING DESIGNATION/ CERTIFICATION UNDER THE RU TAB ON MAINSTREET

I have a leg up on the competition because I know the right questions to ask when working with military clients.” — PETE VERES (PICTURED WITH LISA VERES)

CREATE A MARKETING PLAN

My team, the Elite Asset Management Team, is designing a universal marketing piece that addresses our buyer and seller programs and highlights the RE/MAX national network of MilRES agents. It shows we're a complete solution to help military clients relocate, no matter if the move is local or international. I'm also starting to farm neighborhoods popular with military buyers and sellers. By adding current homeowners to a monthly mailer program, we let them know we’re MilRES certified while offering them market updates and a free home analysis.

SPREAD THE WORD

I sent all of my contacts, including the lenders I work with, a note announcing my MilRES certification. I posted the news on Facebook, and I’m also advertising it by word-of-mouth. One of my lenders has already referred a military client to me, and I immediately sent the prospective client my qualifications, buyer flier and a press release highlighting my MilRES certification.

ASK THE RIGHT QUESTIONS

I have a leg up on the competition because I know the right questions to ask when working with military clients. It’s the little things – like asking if it will

be a remote closing or how long they plan to stay – but also the big things, like whether they’ve secured a power of attorney in case of deployment or if they're familiar with VA loans.

BUILD YOUR CREDIBILITY

NETWORK AND INCREASE REFERRALS

In addition to knowing the right questions to ask, you have to know the right answers. I’ve familiarized myself with the different types of loans available, and it’s important to know what fees can be paid, what fees can’t be paid, what the clients are able to ask for and so on. Contracts have to be written a bit differently, too, so it’s critical to be well-versed in everything that’s unique to military and veteran clients.

I’ve done a lot of networking, reached out to other MilRES agents and maintained contacts in other cities. I just recently received a listing from someone my wife met at the VA Hospital. I also let clients who receive transfers know that I can connect them with a MilRES certified RE/MAX agent in whatever city they’re moving to. In that way, RE/MAX is able to help military clients on both ends of a move.

PREFERRED PRICING FOR CE CREDITS Take advantage of the RE/MAX University partnership with The CE Shop to complete continuing education courses at your convenience and with RE/MAX preferred pricing. You’ll find renewal, elective and commercial packages; featured courses (like Hot Market Strategies and Online Risk Management); and more – all online. Enroll in courses today by visiting Mainstreet, clicking the RU tab and selecting Continuing Education. When you do, you’ll receive a $15 annual credit and enjoy 15-percent savings on all future purchases. Enter code REMAX15 at checkout.

THE COMMERCIAL CONNECTION Estimating market value. Prospecting for clients. Working with buyers and tenants. Everything you need to know to get started in commercial real estate is taught in the Accredited Commercial Professional (ACP) designation course. Register on Mainstreet by selecting Designation/Certification under the RU tab.

REMA X .COM/ABOVE • SUMMER 2014

GAME CHANGERS

Open Eyes in Your Market USE NEW MATERIALS ON THE LOCAL LEVEL TO LINK YOUR NAME AND FACE TO THE RE/MAX “DREAM WITH YOUR EYES OPEN℠” NATIONAL ADVERTISING CAMPAIGN

// COMMERCIALS // TV STRATEGY Featured on national networks, the TV spots invite viewers to see homeownership differently when they work with a RE/MAX agent.

he “Dream With Your Eyes Open” national advertising campaign, which features TV, online, print, outdoor and radio ads, speaks to the professional guidance delivered by RE/MAX agents. When you connect your local promotions to the national campaign, you take full advantage of the collective exposure.

ALL ON MAINSTREET 24

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

Click “Ad Campaign” in the Marketing tab menu for easy access to all campaign resources.

SIZZLE ON THE SMALL SCREEN

Four 15-second, one 30-second and one 60-second commercial are all available for customization. The “Dream With Your Eyes Open” commercials can be customized for $300 for the first spot and $100 for each additional spot. You can then work with your local TV station to secure airtime, or you can post the eye-catching videos on your YouTube channel. Email customads@remax.com to place an order.

// PRINT & RADIO //

SHOW IT OR SAY IT

Download print-quality and radioready ads, as well as scripts, from Mainstreet. The print ads also are available in the Design Center for customization with your photo and contact information (search “DWYEO”).

OUTDOOR STRATEGY Placing outdoor advertisements puts your information in high-traffic areas, with a design that will make people stop and take notice.

// OUTDOOR //

PRINT STRATEGY Dream-like scenes displayed in print will catch the eye – and relay a powerful message about the value of using a RE/MAX agent.

USE YOUR OUTSIDE VOICE

Your outdoor advertising needs are covered through the RE/MAX AdMarketplace. It’s easy to customize the eye-catching ads for bus stops, taxi tops, billboards and much more. Visit admarketplace.remax.com to place your orders.

DIGITAL STRATEGY Engaging consumers all over the web with online social outreach, interactive digital ads and more, RE/MAX is on trend in new media.

// WEB //

MAKE PROFILES POP

Use banner ads, wallpapers and signatures to refresh all of your social media profiles – and generate clicks back to your website. Images are available in all shapes and sizes.

REMA X .COM/ABOVE • SUMMER 2014

GAME CHANGERS

Put Your Money

Where the MIRACLES Are AUGUST IS RE/MAX MONTH OF MIRACLES! HERE ARE THREE WAYS TO INCREASE AWARENESS FOR CMN HOSPITALS AND YOUR IMPACT IN THE COMMUNITY

NEW 1 USE MARKETING

YOUR 3 'SHARE MIRACLE'

Download new materials at remax-miracles.org – you’ll find everything from posters and fliers to digital banners and signatures that feature the new Children’s Miracle Network Hospitals “Put Your Money Where the Miracles Are” slogan. There are tools for Miracle Agents, Miracle Offices and luxury specialists, as well as RE/MAX Commercial Miracle Properties. Elevate the message even more by customizing the materials in the Design Center.

(FOR A CHANCE TO WIN!) This year, RE/MAX and CMN Hospitals are encouraging RE/MAX Associates across the U.S. and Canada to “Share Your Miracle.” You can visit remax-miracles.org to submit your story about what the Miracle Home or Miracle Property program has meant to you, your family, a patient, the community, your business or your clients. The writer of the most compelling story will get the chance to share it at the 2015 RE/MAX R4 Convention in Las Vegas, March 2-5. Free base registration for R4 will be provided (prize does not include travel).

EVERY 2 MAKE SALE A

MIRACLE

Make sure you have plenty of Miracle Home and Miracle Property sign riders so you can mark every listing. Brand-new sign rider designs are now available through RE/MAX Approved Suppliers via Shop RE/MAX at shop.remax.net. (U.S. Associates: Be sure to tag all your Miracle Home listings on remax.com through your LeadStreet account!)

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Find all your RE/MAX Month of Miracles resources at remax-miracles.org.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

Contact Julie Breckenkamp (jbreckenkamp@ cmnhospitals.org) in the U.S. or Jay Shapansky (jshapansky@ childrensmiraclenetwork.ca) in Canada to become a Miracle Agent.

TAKE A LEADING PLAY TO YOUR STRENGTHS LIKE THESE STAR AGENTS AND BUILD A ROCK-SOLID REPUTATION

BY AMY REININK

Top RE/MAX Associates know there’s much more to the job than marketing and selling properties. They also serve as trusted guides, offering informed advice and even emotional support. They read personalities, build relationships and share their knowledge. On the following pages, four standout performers share their tips and winning approaches.

REMA X .COM/ABOVE • SUMMER 2014

JOHN KEANE IS...

NEGOTIATOR

BRING ABOUT A MEETING OF THE MINDS HONE YOUR NEGOTIATION SKILLS TO CLOSE MORE TRANSACTIONS WHERE EVERYONE LEAVES A WINNER

Be strategic with buyers.

OHN Keane, a Chairman’s Club member with RE/MAX Team in Jackson Heights, N.Y., attributes his success, in part, to being a skilled negotiator. Here’s his best advice on gaining an edge: Manage emotions. Negotiations are emotional, and it’s our job to keep ego and emotions in check. Sellers can get offended if they hear a buyer make disparaging comments about their home. And buyers might not be willing to pay extra for the seller’s decorating, which they dislike but the seller is very proud of. Our job is to bring about a meeting of the minds where everyone feels that while they may have to give a little, they still get what they want.

If you’re working with buyers, the first step should be determining their maximum budget. If they start negotiating at the top of their range, they can’t increase their offer when a seller counters it.

Set expectations with sellers. If you’re working with

Always try to negotiate in person. By doing this,

Try to protect personal property. It’s crazy when

you can use your voice and energy to keep people positive and focused, and can gauge how things are going based on body language. It can be a very positive sign if someone has a lot of questions or even a lot of objections. It means the person is engaged and interested in the property, and wants to know more.

negotiations fall apart over minor details – everything from the old washing machine to the custom-made drapes – but I’ve seen it happen. I advise sellers to remove personal property they’re not willing to part with before they put the house on the market. Invariably, if the buyers see something they want, they’ll have a hard time accepting anything less.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

Our job is to bring about a meeting of the minds where everyone feels that while they may have to give a little, they still get what they want.”

PHOTO BY JOEL WEBER

sellers, help them understand the benefits of a highly qualified buyer, like someone with a mortgage pre-approval letter in hand, versus accepting a higher offer from a less-qualified buyer. Sellers new to the market are sometimes slow to commit because they want to wait for that elusive buyer with a higher offer. The active buyer who’s right in front of them is worth giving full consideration.

KNOW THE NUMBERS EARN COMMERCIAL CLIENTS’ TRUST BY BECOMING A MARKET EXPERT

ANTHONY GOMEZ IS...

NVESTMENTS are what Anthony Gomez knows best. The former investment banker for Salomon Smith Barney and trader for Merrill Lynch earned his real estate license while working in the financial sector to help investors and eventually become an investor himself. He began selling real estate full-time in 2002, and the Platinum Club and Hall of Fame member is now Broker/Owner of RE/MAX Commercial Investment Associates in North Bergen, N.J. He shares his insights into being a trusted guide to commercial buyers: Q: How are commercial buyers different from residential? A: The residential purchase is going to be more emotional because it’s focused on family and lifestyle. There may be some emotion in commercial

differentiate yourself. For example, I work with a lot of land developers and have to be able to take current rental values and work backward, factoring in the cost of the land and the cost of construction, to show clients that a project is a good investment and the rents will make a project feasible for the banks. Q: Any recommended training or designations? A: RE/MAX University has the ACP (Accredited Commercial Professional) course that will give you a good base knowledge. Later, you can take the CCIM (Certified Commercial Investment Member) intro course, which is also great. To be honest, the best thing to do is to learn from your clients. Work on seeing why a given property is

purchases, but for the most part it’s about making a long-term investment driven by numbers. Q: In light of that, how does customer service differ? A: In residential, you add value by knowing the area in terms of home values, schools and communities. In commercial, you have to have more of a financial background to really

or isn’t a good investment based on their feedback. Q: Any other tips for getting started in commercial real estate? A: You have to be humble and ask for advice. Tap into the RE/MAX network – you’re playing for the same team, so other Commercial Practitioners are usually happy to help.

PHOTO BY EDGARDO DAVILA

DATAMINER REMA X .COM/ABOVE • SUMMER 2014

MELISSA MILLER IS...

CONFIDANTE

ASK THE RIGHT QUESTIONS GET TO KNOW YOUR CLIENTS — AND LET THEM COME TO KNOW YOU ELISSA Miller of RE/MAX Premier Associates in Weston, Fla., is a RE/MAX 100 Percent Club member and has been featured on HGTV’s “House Hunters.” Here’s how she works to truly get to know her clients:

Start with a sit-down. Miller asks all new clients to fill out a detailed questionnaire about what they’re looking for. She invites them to her office for a consultation, during which she describes every step of the home-buying process. There, she asks even more questions about their needs and preferences. Focus on lifestyle. She asks about their leisure activities, too. “I want to know whether they spend more time outdoors or indoors, whether they love to entertain, and what they like to do on the weekends,” Miller says. “These things play into many of the housing decisions they’ll make.” Dig deeper. It’s important to ask follow-up questions. For example, while many parents say they’d like to live in a good school district, Miller has found they often haven’t

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

researched local schools with magnet programs to match their children’s interests and talents, a course she often suggests. Check in. To get to know them on a deeper and more personal level, Miller takes her clients to lunch or coffee throughout the buying process. These friendly meetings can prevent anxiety and smooth over problems before they arise. “Meeting in a more casual setting helps clients feel more comfortable with me,” Miller says.

Make a connection. Getting to know her clients early in the home-buying process allows Miller to narrow down their options to a few houses that best fit their needs, which saves time on showings. Miller says it also leads clients to stay in touch for years after a sale – and continue to refer business to her. “I’ve been godmother to clients’ children and was even there for the birth of one,” Miller says. “If you make your clients feel important, they will make you their Realtor for life – not just for that one transaction.”

PHOTO BY BARNETT COMENS

SHOW THEM WHAT THEY’RE BUYING ADD VALUE WITH INFORMATIVE PROMOTIONAL VIDEOS

HEN Mark Woehrle joined RE/MAX Escarpment Realty in Hamilton, Ontario, in 2012, he was a new Realtor with no background in video production. Two years later, more than 11,000 people have viewed Woehrle’s 170 promotional videos on YouTube. Within his first full year in real estate, Woehrle worked his way into the 100 Percent Club – and he says his videos helped him get there. Whether you’re an experienced videographer or new to production, Woehrle’s tips can help you use video to build your business. Start small. Woehrle’s first videos were simple, single-take

MARK WOEHRLE IS...

Add value. Recording a video of a listing walkthrough can help differentiate a property in a crowded marketplace, Woehrle says. “Buyers like that a video can show them the layout and flow of a house in a way that photos can’t, and that it feels more immediate and authentic than photos. Sellers appreciate that it’s a standout way to market their property.” Build face recognition. While print ads can help establish name recognition among potential clients, videos displaying your face and voice take that to another level. “I constantly hear, ‘Hey, you’re the guy in that video!’” Woehrle says. “People get to know my personality before they even meet me, which can help them decide if they’d like to work with me.” To view examples, visit markwoehrle.com.

PHOTO BY MELANIE GILLIS

PRODUCER

shots on his iPhone. Although he’s since invested in highergrade gear and now creates high-definition videos, Woehrle still occasionally uses his iPhone or iPad for client testimonials. “You don’t have to spend hundreds of thousands of dollars to produce a video. In reality, it’s as easy as picking up your phone and asking a client about their new home, and then uploading that video to YouTube.”

TOOLS OF THE TRADE VISIT REMAX.COM/ABOVE FOR GEAR SUGGESTIONS TO CREATE YOUR OWN HIGH-QUALITY VIDEOS.

REMA X .COM/ABOVE • SUMMER 2014

AN EYE FOR

OPPOR HASANI STEELE IS HELPING REVITALIZE STRUGGLING CHICAGO NEIGHBORHOODS WHILE RAISING THE EXPECTATIONS OF INTEGRITY AND SERVICE BY PATRICIA TERRY PHOTOS BY KEVIN PENCZAK

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

RTUNITY T SWEET HOME CHICAGO ASSOCIATE HASANI STEELE ENJOYS BOATING ON LAKE MICHIGAN WITH HIS WIFE, DIANA MITCHELL, AND THEIR 3-YEAR-OLD TWIN DAUGHTERS.

he elegant Montgomery Club lobby, located in a modernist high-rise in Chicago’s River North district, crackles with energy as developers, brokers, investors and Realtors network before the Chicago Association of Realtors’ Good Neighbor Awards presentation. Amid the guests, Hasani Steele, a trim, sharply dressed, 36-year-old agent, moves from table to table greeting colleagues – smiling, laughing, exchanging a few words. He seems to know everyone in the room. Steele is accepting an impressive 13 Good Neighbor Awards for his work with developers who rehab properties in depressed Chicagoland communities. Although the Chairman’s Club member with RE/MAX Premier Properties is based in Chicago’s affluent Gold Coast neighborhood, Steele also spends time scouring the Greater Chicago area for dilapidated properties with potential – and opportunities to create new, high-quality housing. His Steele Consulting Group partners with investors, developers and fellow Realtors to bring each project to fruition. On the city’s South Side, for example, Steele recently transformed a vacant lot littered with abandoned cars and trash into award-winning homes. On the Southwest Side, he completely remodeled a boarded-up, single-story bungalow and transformed it into a 3,819-square-foot mini-mansion. His projects are all privately funded, and Steele says a big challenge with each new development is persuading investors to commit funds. Steele has also created a merchandising brand, Steele Consulting Integrity Homes, to distinguish projects in which he’s been involved from conception to closing. “It’s important that people can say, ‘I know that’s an Integrity Home and that Hasani was involved from the start,’” Steele says. Seventy-five percent of Steele’s business is in residential properties – both new development and existing homes – and he says the Integrity brand serves him well with these buyers and sellers, too. “When you’re developing in changing neighborhoods, it’s

REMA X .COM/ABOVE • SUMMER 2014

PILOTING SUCCESS Hasani Steele, who’s loved technology and electronics since he was a child, builds and flies radiocontrolled aircrafts.

hard to get your first sale,” he says. “People don’t know you, and it’s important to have a reputation you can bank on.” Steele’s parents, Kim and Homer Steele, are proud. “It’s ironic that South Side neighborhoods and streets where my wife and I grew up – and, in a way, fled for better opportunities and more safety – are now being improved by our son,” Homer Steele says. “To us, he is like a prodigal son, returning to his roots with great energy and vision, transforming once depressed neighborhoods and communities for the better.”

ENCOURAGING INNOVATION A Chicago-area native, Steele has racked up some impressive stats during his 13-plus years in real estate, including $180 million in total sales. He was the No. 1 individual RE/MAX agent in the RE/MAX Northern Illinois Region and No. 37 on the RE/MAX Top 100 Individuals list in 2013. This year, the RE/MAX Hall of Famer is on track for $40 million in sales. “Sales of $40 million is not huge by some standards, but my revenue model is different,” Steele says. “We do a large number of projects that range from a $10,000 REO to properties valued at $3 million-plus. My fee structure varies depending on the scope, which allows me to serve all price points equally.” Steele Consulting Group offers an array of services – including residential and commercial sales as well as real estate

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RE/MAX ENCOURAGES INNOVATION AND GIVES YOU A GREAT AMOUNT OF FREEDOM, WHILE ALSO OFFERING THE BEST IN SUPPORT.” development consulting from conception through construction to delivery. Building close, long-term client relationships based on trust and proven performance is the glue that holds it all together, Steele says. “Some of the investors I work with have been in business many years – starting as carpenters, plumbers, bricklayers or other tradesmen and working their way up to becoming developers,” he says. “They may not have had training in how to run a business, and that’s where we come in.” His clients also include entrepreneurs from other industries who want to learn real estate investment strategy. Steele says RE/MAX Premier Properties, headed by Broker/Owners Janice Corley and Cynthia Bauer, is the ideal place for Steele Consulting Group. “RE/MAX promotes a spirit of independence, of entrepreneurship – allowing its Associates to work with whomever they want,” says Steele, who was briefly affiliated with RE/MAX in 2002 before leaving the network. He worked at two other real estate firms before returning to RE/MAX in 2012. “They encourage innovation and give you a great amount of freedom, while also offering the best in support,” he says.

FOUNDATIONAL EXPERIENCE Steele also receives support from his family, whom he credits for his strong work ethic. His father studied at Illinois Institute of Technology before joining IBM, and later launched a computer consulting business. Steele’s mother is nearing retirement with FedEx. His sister Helen and brother Harrison have successful careers in medicine and IT, respectively. Steele’s wife, Diana Mitchell, is a pediatric doctor and assistant professor at the University of Chicago Medicine Comer Children’s Hospital. The couple has 3-year-old twin daughters, and they’re expecting a third child this fall. And although his family lives in the city now, Steele grew up in suburban Glen Ellyn, where he and his father shared a passion for computers and gadgets. “My dad and I would fix broken radio-controlled toys together,” Steele says. “We also worked on computers. If we wanted to play games, we had to program them.” In fact, Steele got into rehabbing homes in his early teens to finance his electronics hobbies. “An associate of my father’s, Gloria Woerheide, hired me to remove wallpaper, put up siding and strip paint off wood doors,” he says. “She taught me about real estate with hands-on experience, and she became like an aunt to me.” Steele played high school football at Glenbard West and landed a full scholarship to Northwestern University, where he was a member of the 1996 Rose Bowl team and earned a degree in computer engineering in 1999. “Northwestern taught me how to look at any goal I wanted to accomplish and create a plan to successfully execute it,” Steele says.

HASANI STEELE’S

PILLARS OF SUCCESS THE VALUE OF MENTORS  My parents, and my family in general, were my first mentors, and that laid the foundation for my success today. Just the benefit of perspective from their hindsight and foresight helped me in so many ways. Coaches, bosses, business associates and so many others also influenced me over the years. They helped me to see that with enough time, energy and focus, I could become a pro at whatever I pursue.

OVERCOMING OBSTACLES  I’m a problem solver, but success is not about just solving a problem. It’s about having a mindset of methodically approaching anything you face, no matter how insurmountable it seems at first, breaking it down into manageable chunks and then figuring out how to accomplish what you need.

ADVOCATING FOR CLIENTS  My clients are looking for expertise, and that’s what I offer. Most people don’t buy or sell homes every day – maybe once every 20 years – so it’s the agent’s responsibility to be their advocate; to educate them, advise them and get them fair market value. It’s worth the extra time and effort to make yourself indispensable to your clients.

BUILDING A BRAND Steele bought and leased his first properties to supplement his cash flow while working for a telecommunications company. He continued buying properties, often renovating them by himself, until the market crashed in 2001 and he was laid off. That’s when Steele moved into real estate. As Steele’s business grows, so does his enthusiastic staff. “Hasani is great to work for because you get to do a little of everything, and he values everyone’s opinion,” says Alicia Nsemo, client manager for Steele Consulting Group. “He’ll ask for your ideas and then tell you to go do it.” Steele Consulting Group is on the leading edge of technology. The outfit is entirely paperless and relies primarily on the Sales Force database and tools such as Gantt charts to keep track of projects. Steele’s robust social media and other marketing efforts are geared toward driving traffic to his interactive website, whatasteele.com. It’s exactly what you might expect from a former computer engineer with an entrepreneurial bent and a reputation for getting things right the first time, every time.

BUILDING ON PAST BUSINESS AND RELATIONSHIPS  We receive nearly all our business from past clients’ referrals. Our goal is to establish more referrals within the RE/MAX organization, and that’s happening more and more. People are seeing some of our posted success, and they’re calling because they know we have a unique specialization.

WORKING HARD TO PLAY HARD  My team and I work very hard for our clients,

but we also know how to prioritize personal time and time with our families. Just like with clients, you have to schedule time for yourself, too. Otherwise, what’s all that hard work for?

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FULL SPECTRUM

TEAMS WORK A GREAT TEAM SUPPORTS EACH OF ITS MEMBERS AND EXPANDS ITS BUSINESS BASE, BUT IT TAKES A GREAT TEAM LEADER TO PUT IT ALL TOGETHER BY JEFF BALKE AND DEBORAH KEARNS

PROVEN TRACK RECORD THE RONNIE & CATHY MATTHEWS TEAM IS THE NO. 1 RE/MAX TEAM IN TEXAS 10 YEARS RUNNING.

eal estate agents often enter the business so they can control their own destiny. Having a team of competent, hard-working people can expand a real

estate business exponentially and alleviate many of the stresses and time constraints that come with the job. The time to start building a team is when you’ve reached a production level where others can help you manage the growing number of transactions on your plate and also capitalize on your experience, client base and reputation. Meet three top Team Leaders with a wealth of experiences and insights to share.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

RONNIE MATTHEWS RE/MAX LEGENDS SPRING, TEXAS

Agents who join Ronnie Matthews’ team find a home – and stay for good. It’s that way by design. Matthews and his wife, Cathy, have the No. 1 RE/MAX team in Texas for 10 years running and have ranked in the RE/MAX U.S. Top 5 every year since 2004. The team also has been No. 1 in Houston for nine of the past 10 years, according to the Houston Business Journal. The team’s success is due in large part to its structure: Everyone on the team is

an employee. And Matthews – a Luminary of Distinction honoree and Diamond Award Club member – provides constant value and support to his team members. “Most of our team members have less than a year of experience when they come on board,” Matthews says. “I want them to learn our system. We provide them with great service so they can do their jobs better. We’re not big on titles here. No one calls me the boss – I’m just Ronnie.” Now the 21-member team has multiple members with more than 15 years of service. Nearly everyone has been with the team for more than 10 years. “In the real estate industry, that’s pretty rare,” Matthews says. “The key is recruiting the right people with the right attitudes. In 2013, we closed more than 1,000 transactions, and that wouldn’t have happened if we didn’t have this setup.” Seven team members are in the field while the rest are in support positions. In addition to providing medical insurance and 401(k) benefits, Matthews encourag-

es each of his team members to embrace and excel in their respective roles. “I tell my clients that if they’re talking to anyone on the team, they’re talking to me,” Matthews says. Everyone, whether they’re in the field or not, is responsible for marketing, he adds. “We all have to look for leads and new business; I don’t think that’s a responsibility suitable for one person,” Matthews says. “As Team Leader, my time is spent looking for ways we can grow and make the team more profitable.” Growth and profitability naturally follow when team members are committed to the business and share common goals, he adds. “Good teamwork, constant communication and consistent follow-up all go a long way to making agents and clients happy,” Matthews says. “It sounds easy, and it really is. We look for people who have energy, enthusiasm and a willingness to work hard; we teach them the rest.”

I tell my clients that if they’re talking to anyone on the team, they’re talking to me.” – RONNIE MATTHEWS

ADVICE FROM TOP TEAM LEADERS ON … • WHERE TO START “Begin by delegating administrative work so you can focus on customers. Build a big client base before recruiting other agents because you have to be able to offer them leads. Divide the tasks of the business evenly among team members.” – FRANCIS LAVOIE (PG. 38)

• BUILDING A SOLID TEAM “Don’t over promise to the first people you hire. You might hire others and you’re stuck in a commitment to someone that isn’t fair to you or the rest of your team members. If new people aren’t team players, get rid of them quickly. Hire people who fit your team, not just someone who’s good at the job.” – RONNIE MATTHEWS

PHOTO BY ERIC KAYNE

• STAYING MOTIVATED “Never pit team members against each other. You always want them to cheer each other on. Make sure your promotional marketing doesn’t say, ‘Look at what I’ve done,’ but rather, ‘Look at what we’ve done.’ And add a person to the team only when the team is completely overwhelmed. Make sure your current team members are well fed before you bring on more mouths to feed.” – MARY FROESE (PG. 39)

CATHY AND RONNIE MATTHEWS

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ALWAYS CLOSING

FRANCIS LAVOIE

RE/MAX PLATINE ST. CONSTANT, QUÉBEC Francis Lavoie and his wife, Audrey, have had tremendous success building the Lavoie Group. A strong motivation was to create richer, more fulfilling lives. “In 2009, we determined that if we built a team we’d be able to generate more business and give better service to our clients,” Francis Lavoie says. “At the same time, we could have the life we wanted for ourselves and our team.” And generate more business they did. The 14-person team closed 291 transaction ends in 2013 and averaged a closing every 30 hours. “It was more than we expected,” he says. In addition to being a Chairman’s Club member and earning the RE/MAX Lifetime Achievement Award, Lavoie has become one of the top RE/MAX Team Leaders in Québec. He credits the people around him. “Every agent has a role to play in the

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

transaction, which makes a big difference for the client,” he says. “They feel the whole team is working for them.” Greater support from team members frees up Lavoie to concentrate on marketing that brings in more business. The team’s stellar productivity means they can invest in effective advertising, which gives them greater visibility in communities across their province. Lavoie explains that the team routinely receives calls from potential sellers saying, “I’m calling because you sold my neighbor’s house.” This is, of course, a huge benefit for team members, affording them more time to spend working with buyers and sellers and helping to further Lavoie’s philosophy that creating a happy, productive work environment also means a less harried life. “If 100 percent of agents’ time is focused on the right tasks,” Lavoie says, “they can do more and have a better life at the same time.”

We determined that if we built a team we’d be able to generate more business and give better service to all our clients.” – FRANCIS LAVOIE

AUDREY AND FRANCIS LAVOIE

PHOTO BY DAVID GIRAL

FULL SPECTRUM

THE LAVOIE GROUP, WITH RE/MAX PLATINE IN ST. CONSTANT, QUEBEC, AVERAGES A CLOSING EVERY 30 HOURS.

MARY FROESE

RE/MAX ASSOCIATES OF TOPEKA TOPEKA, KANSAS For Mary Froese, the best thing she can provide her team is fairness. “Everybody gets exactly the same thing,” she says. “There’s a lot of accountability, and that’s why we’re No. 1.” A RE/MAX Hall of Famer and perennial Diamond Award Club member, Froese is generally uncomfortable tooting her own horn, preferring instead to give the credit to her team – so much so, in fact, that she gives her agents duplicates of awards she receives. The team’s results are remarkable. In addition to being No. 1 in their market, Froese’s team of five licensed agents closed 764 transaction sides last year. “There are teams of 30 people that don’t do that in a year,” she says. Froese is no stranger to success. After running 11 lending offices in nine states, eventually selling them to Wells Fargo, she transitioned to real estate and closed

96 transaction sides in her first year. Realizing how difficult it would be to continue at that pace, she started her team in 2008. “I’m not a paperwork girl,” she says, and having a team meant taking that workload off her shoulders. When it comes to building her team, she says her approach is a little different.

MARY FROESE

“I prefer to hire people who are new to real estate,” she says. “That way, I can teach them my system and good habits from the get-go.” The first lesson is also Froese’s motto: “Work hard and be nice,” something she personally follows in all of her dealings with both clients and team members. This includes passing all leads to her group. “I think a lot of team leaders struggle with giving leads to their team or wanting to keep the best ones for themselves,” she says. “I’m the opposite. I try to work with my team in helping them achieve their individual goals.” Recently, Froese’s team presented her with a framed version of her aforementioned motto as a gift. It hangs in her office as a symbol of how she stays dedicated not just to her own success but also to that of the people working with her. “When people say, ‘Wow, your numbers are amazing,’ my response is always, ‘Well, I have a great team.’”

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REMA X .COM/ABOVE • SUMMER 2014

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TIME TESTED OWNER ANNE BEAUMIER PURCHASED RE/MAX DE FRANCHEVILLE IN 1989.

At the CONFLUENCE RE/MAX DE FRANCHEVILLE, IN TROIS-RIVIÈRES, QUÉBEC, CONTINUES TO THRIVE AFTER 25 YEARS THANKS TO ITS REPUTATION AND LONG-STANDING COMMITMENT TO CLIENTS BY TOULA DRIMONIS | PHOTOS BY ERIC MASSICOTTE

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

“

AVE A CANDY,” ANNE BEAUMIER offers as she sits down for her interview. “They’re sugar-free,” she adds, motioning to the bowl of red, white and blue candies – RE/MAX colours – on her desk. The symbolism of the gesture isn’t lost. It’s indicative of both the warmth and the attention to detail the RE/MAX de Francheville Broker/Owner is known for. Qualities like these have made the brokerage a top seller in Québec’s Mauricie region and Beaumier one of the most distinguished RE/MAX Broker/Owners in Canada. Beaumier exudes the quiet confidence of someone who, in the 25 years since she purchased the office, has grown from eight agents to 67 Associates and nine administrative assistants. In addition to the Trois-Rivières office, she also has acquired two smaller offices in neighbouring Shawinigan and La Tuque, which collectively support an additional 17 Associates. “I was only 29 years old when I purchased the brokerage; it was faltering and I took a huge gamble by acquiring such a huge loan,” Beaumier says. “Even though the bank had faith in me, I was stressed and overwhelmed with worry. My mom told me: ‘I can’t help you financially, but I can come and work at the office and help out.’ And she did. She didn’t let me wallow in self-pity or doubt. She showed me how to fight. Having tenacity has served me well over the years.” That tenacity also extends to the entire RE/MAX de Francheville team. The latest statistics from the Québec Federation of Real Estate Boards indicate that, despite a recent downward slump in area sales, Trois-Rivières was the only metropolitan city in Québec to register gains during the first trimester of 2014 – a 17 percent increase compared to the first trimester of 2013. RE/MAX de Francheville holds the vast majority of that business, with 52

percent of the market, compared to 20 percent for Via Capitale Mauricie and 15 percent for Royal LePage Mauricie. Associate Germain Labrosse, who has been with the office since 1993, knows why RE/MAX de Francheville has thrived when others have faltered. “A lot of it has to do with the credibility of the RE/MAX name,” he explains. “I left the company for about four-and-a-half years, and I came back because I always felt like a second choice to prospective clients. RE/MAX has incredible market penetration in this area. “It also has a lot to do with Anne – she’s the motor of this enterprise. She’s put together a dynamic team and knows how to keep her Associates happy and productive. Her administrative assistant has been with her since the day she purchased this brokerage, and that tells you something. The support we get from the office is incredible, and it makes all the difference when the market occasionally goes into a slump.” Chantal Landry, a Sales Associate for the past 13 years, agrees. “I realized very quickly in my career that support around me was the most important element,” she says. “Real estate is a complicated and delicate profession, and we have both support and experience at RE/MAX de Francheville. It’s why many real estate agents from other brokerages eventually end up working here.”

IDEALLY SITUATED Trois-Rivières is located at the confluence of the Saint-Maurice and Saint Lawrence Rivers. Halfway between Montreal and Québec City, this small yet bustling university town of about 150,000 full-time residents is a hot spot for weekend getaways, thanks to its waterfront location and proximity to other leisure destinations. It’s a convenient place for both federal and provincial offices to set up base, and has the largest hospital in the area. For all these reasons, Trois-Rivières (or 3R, pronounced “3 air” in French, as it’s affectionately referred to by locals) is a popular residential area. It also has recently become a desirable retirement destination thanks to its location and affordable housing market. RE/MAX de Francheville is both figuratively and literally well-positioned to serve its diverse clientele, which helps explain its dominance in the local market. Collectively, the brokerage’s Associates have more experience than any competing brokerage, with an emphasis on continuing education and robust internal collaboration. Also, the brokerage’s new office is located in the heart of the city. After outgrowing the original office, Beaumier purchased land and recently developed a new two-story building on the site. “It was my birthday gift to myself when I turned 50,” she says.

//MARKET SNAPSHOT//

TROIS-RIVIÈRES, QUÉBEC

POPULATION: 152,000 IN 2013 AVERAGE HOME SALES PRICE: $150,000 Trois-Rivières was the only metropolitan city in the province of Québec to register an increase in sales in the first trimester of 2014. It also had the most sales in the area since 2002.

RE/MAX DE FRANCHEVILLE 2013 MARKET SHARE* 52% of all new listings on the Mauricie market were listed by a RE/MAX de Francheville Associate.

48% of all residential properties sold in the area involved a RE/MAX de Francheville Associate.

*INFORMATION PROVIDED BY THE QUÉBEC FEDERATION OF REAL ESTATE BOARDS

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FULL SPECTRUM

LIKE FAMILY A RELAXED, CONVIVIAL ATMOSPHERE IS CENTRAL TO THE OFFICE DYNAMIC OF RE/MAX DE FRANCHEVILLE.

SERVICE FIRST Michel Cote, who has been with the brokerage for the past eight years and has served as its office manager for the past two, attributes the brokerage’s success to a number of factors. “We aim to provide the best service to our clients – and that service and support extends to our Associates as well,” Cote says. “Real estate agents are independent-minded and choose this profession because it enables them to be their own boss. Being surrounded by a great network and impeccable technical and legal support affords them peace of mind and allows them to focus on the task at hand, which is selling homes.” For example, the high-tech, teamminded brokerage recently installed a new HDR photo system for real estate listings on its website and hired a freelance professional photographer on retainer, who is available to photograph the interior and exterior of clients’ homes. “It’s offered to clients at no extra cost, and the pictures are added to the MLS site with the listings,” Cote says.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

A new fiber-optic telephone and Internet system also makes connecting with all the offices that much easier. “If we need to call an Associate, we just dial the extension,” Cote says. Stability, reputation and its highperformance standards top the list of reasons RE/MAX de Francheville continues to do so well, Cote says, but he also cites the supportive environment. “We’re all independent workers, but we’re also a family,” he says. “When Friday rolls around, we like to have an informal gathering with whomever happens to be at the office. We’ll loosen our ties, open a bottle of wine, and toast the week and our hard work.” While career success is gratifying for Beaumier, she considers her relationships – family, work and community – to be her most important achievements. “My family, my kids, the people around me – that’s what matters,” she says. “I feel so fortunate, and that makes me want to give back even more.” For the past 27 years, RE/MAX de Francheville has been involved with

CHANTAL LANDRY

the Operation Enfant Soleil Telethon, a nonprofit organization that raises funds to develop high-quality paediatrics in Québec. “It’s become my social cause and my source of pride,” Beaumier says. “This office alone contributes 10 percent of all the money raised by RE/MAX in Québec. We raise more than $100,000 a year.” Suddenly, her tenacious spirit shines boldly through. “I’m always looking for new ways to be more efficient and make a difference both at work and in my everyday life. “There’s nothing you can’t do if you put your mind to it.”

In It

TOGETHER THREE ASSOCIATES WITHIN ONE OFFICE BATTLE BREAST CANCER AND DRAW STRENGTH FROM CO-WORKERS, FAMILY AND EACH OTHER BY LISA MCEWEN PHOTOS BY RYAN A. KRAUTER

S SUMMER TURNED TO fall last year, an onslaught of life-altering diagnoses began for Associates at RE/MAX All Estates in Visalia, Calif. In the face of adversity, the close-knit office banded together to support three agents who learned they had breast cancer. An atmosphere of caring, communication and kindness has helped Olga Duran, Selina Robinson and Kelly Salcedo continue doing the work they love. »

SHARED JOURNEY (FROM LEFT) OLGA DURAN, SELINA ROBINSON AND KELLY SALCEDO BRAVELY BATTLE BREAST CANCER.

REMA X .COM/ABOVE • SUMMER 2014

ABOVE & BEYOND A DIFFICULT AUTUMN It all started in September 2013 when Olga Duran felt a lump in her breast during a self-exam in the shower. Believing it was a temporary issue, the active, happy grandmother of five didn’t say anything to her husband or family members. But when the lump didn’t disappear after a few weeks, she and her daughters decided it was time to see a doctor. The growth turned out to be cancerous, and she began the first of six rounds of chemotherapy. Still, Duran continued to work with her clients. As the office began to rally around Duran, Kelly Salcedo noticed something different about her body. Feeling a lump, she quickly called for an early mammogram. A biopsy of the tumor followed and the diagnosis revealed triple-negative breast cancer, an especially fast-spreading and tough-to-treat form. Considered one of the most upbeat, positive members of the office, Salcedo learned in the New Year she’d face, at minimum, a lumpectomy and chemotherapy. Then, with the office still reeling from the news of Salcedo and Duran’s diagnoses, Selina Robinson became the third Associate to discover she, too, had breast cancer. A quiet, hard-working agent just four years into her real estate career, Robinson knew her fibrocystic breasts were prone to lumps. But when the mother of two adult daughters noticed that the pain and discomfort in one breast wouldn’t subside, she suspected something was wrong. A mammogram in October revealed a tumor, and in December, a biopsy detected cancer.

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

Don’t take life for granted. Wasting it on negative things just isn’t worth it. Embrace your loved ones and tell them you love them every day.” – OLGA DURAN As the three women battled the side effects of treatment, especially the nausea that accompanies chemotherapy, they persevered with their careers, doing as much as they physically and mentally could. Salcedo’s thick hair began falling out 12 days after her first round of chemotherapy. Her family and close friends were at her side at a salon when she cut

her hair short, and later her husband, 13-year-old son and the family dog held a private head-shaving party at home. “We tried to make it an upbeat kind of thing,” Salcedo says, during an interview from her home just four days after double mastectomy surgery. All three women underwent single or double mastectomies and now face reconstructive surgeries.

LOOKING TO THE FUTURE.

ccording to the Centers for Disease Control, one in eight women in the United States will receive a breast cancer diagnosis. With statistics like that, spreading awareness and helping to raise funds for research is a priority among many RE/MAX offices in the network, and especially for RE/MAX All Estates in Visalia, Calif. The brokerage has long supported Susan G. Komen, and when three of its own were

diagnosed with breast cancer, Broker/Owner Ed Evans says that talking openly about the illness and supporting the agents any way they could created an atmosphere of unity. It also was further reminder that most people are affected by cancer in some way. “Right now, we’re focused on getting these three agents on

They agree that staying involved in their careers throughout treatment and surgeries has proven to be a difficult balancing act, with some days being better than others. “Cancer hasn’t stopped us from working, but I’ve learned to take it down a notch,” Salcedo says. “There were days when I didn’t go to the office, when I kept my phone on silent. I always tried to return calls, but if there was something I couldn’t get done, I knew someone in the office would take care of the client for me.”

TRUST IS KEY That sort of trust is a hallmark of the office, says Ed Evans, Broker/Owner of RE/MAX All Estates.

with life,” he says, noting that future plans call for a community event to increase knowledge of breast cancer’s reach. “We’re looking at ways to help make the community more aware of the cancers they may face. Whether it’s an event or a fundraiser, we will find a group activity that will help us deal with this and create a positive impact.” Visit komen.org for more information and ways you can help.

“We have a culture of productivity here,” he says. “We do a lot of things together and always support each other. We’re not concerned about others stealing our business or taking advantage of another – we’re team-oriented.” In fact, Robinson was originally drawn to RE/MAX All Estates because of its atmosphere. “This brokerage felt the most comfortable,” she says. “You can tell a lot about an office by the words the Broker/Owner and Associates use.” Though many religions are represented in the office, prayer in office meetings is not unusual. “None of us is afraid to express our spirituality,” Duran says. “We’re not all of the same religion, but we all believe.

And that’s what’s important. We can share that.” Through all the doctor appointments, hospital stays and chemotherapy treatments, agents and staff members were kept in the loop via email and phone calls. The three women agree that the support they’ve received from their co-workers, families and neighbors has positively impacted their cancer experiences. That will continue as their journeys unfold. The women also give thanks for their husbands, who have consistently remained by their sides. Duran has been married to Ruben for 40 years, Salcedo to Stephen for 18 years and Robinson to Jim for 32 years. “I’ve been amazed at the amount of love in my home,” Salcedo says. She keeps cards she’s received through the months in a countertop basket. Looking over the words and signatures is just one activity that keeps her motivated to fight through the setbacks and tough days. “You break down once in a while, but you get back up and keep on fighting.” As mothers, the most difficult realization for each of them is the need to let go of some responsibilities in order to take care of themselves. “I’m so used to being independent, but I realized I couldn’t be Superwoman anymore,” Duran says with tears welling in her eyes. “I’ve learned to depend on people, but that’s also when the depression can hit. I was the invincible mom. I wasn’t supposed to be in this position.” “It’s hard holding on to your sense of value,” Robinson says in agreement. For these three Associates, receiving a cancer diagnosis forced them to take stock of life’s priorities. They realized that bitterness, grudges and negativity have no place in their lives. “Don’t take life for granted,” Duran advises. “Wasting it on negative things just isn’t worth it. Embrace your loved ones and tell them you love them every day.”

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ABOVE & BEYOND

For the KIDS BUILDING A BETTER COMMUNITY CAN BEGIN WITH HELPING JUST ONE CHILD BY REBECCA L. OLGEIRSON

OR TERRI RUTHERFORD, EVERY day is a chance to let someone know they matter. And for her Nashville-area clients, every sale is an opportunity to join Rutherford in a donation to charity. That’s been the promise since the day Rutherford and her husband, John, opened RE/MAX Fine Homes in 2011. Rutherford estimates that 10 percent of the earned commissions at her Brentwood and Spring Hill, Tenn., offices is donated to charities. “Clients and agents take pride in the fact that we are known as an office that donates,” Rutherford says. Following a sale, clients

are able to choose a charity of their preference or one from the roster of Rutherford’s favorites, including St. Jude Children’s Research Hospital in Memphis and the Monroe Carell Jr. Children’s Hospital at Vanderbilt, a Children’s Miracle Network Hospitals affiliate in Nashville. RE/MAX Fine Homes takes care of the rest. An emphasis on families and children in need has long been a focus for Rutherford, whose brokerage also supports organizations like Nashville Rescue Mission and GraceWorks. When she first moved to Nashville and worked as an assistant for a local Realtor, Rutherford began mentoring children through Big

Brothers Big Sisters of Middle Tennessee. “There are so many needy children in this world who want for a lot of things, and I’m not just talking about money,” she says. “These kids need someone to care for them and guide them.” As a mentor, Rutherford focused on showing children their worth and value. “I wanted to show them that regardless of how poor or how rich they are, they can make a difference in this world,” Rutherford says. “I told them, ‘God made you and put you on this earth to be great, and I am here for you.’” She brings that same spirit to the more than 60 agents in her two offices. “We’re here to make an impact on people’s lives,” Rutherford says. “I try to be uplifting so that everyone can help make a difference for someone else.”

There are so many needy children in this world who want for a lot of things, and I’m not just talking about money. These kids need someone to care for them and guide them.” – TERRI RUTHERFORD

ABOVE THE RE/MA X MAGAZINE • SUMMER 2014

PHIL AND WENDI CHALMERS

I came from an unstable home, but I turned my life around and decided I wanted to help change other people’s lives.” – PHIL CHALMERS

Standing TOGETHER OHIO AGENT DELIVERS AN ANTI-BULLYING MESSAGE TO STOP TEEN VIOLENCE BY REBECCA L. OLGEIRSON

OST OF US KNOW A BULLY when we see one. Phil Chalmers knows how to stop one. Chalmers, a Sales Associate with RE/MAX Traditions in Aurora, Ohio, devotes his off-hours to preventing teen violence through high-intensity school assemblies and specialized police training. A troubled kid himself, Chalmers altered his own life path thanks to mentors in his hometown of Cleveland. Soon after graduating high school, he began helping teenagers at community and church events. And following the horrific school shootings at Colorado’s Columbine High School in 1999, Chalmers decided he could, and should, do more. “I came from an unstable home,” Chalmers says. “But I turned my life around and decided I wanted to help

change other people’s lives.” He’s made a real difference for thousands of teenagers. Chalmers researched troubled teens for a 2009 book titled Inside the Mind of a Teen Killer, and became a leading expert and media resource on teen violence. The research also led Chalmers to what he says is his true calling: speaking directly to kids about preventing bullying, spotting peers who may become violent and potentially saving lives. “I speak to kids in their language,” Chalmers says. “It’s an edgy program, but it’s designed to grab the attention of a desensitized generation.” Often accompanied by a DJ and rappers, Chalmers brings his “Sudden Impact Team” to address high schoolers through his “True Lies” program tour.

Clad in black uniforms, the team spends the day at the school hosting separate events for parents, teachers and administrators. Chalmers also works with law enforcement groups nationwide to train officers on the warning signs and triggers of violent teens. Licensed in real estate since 1993, Chalmers also carries his anti-bullying message to his business, which he shares with wife, Wendi, a former school principal he met at one of his programs. His marketing proclaims he’s “Bullyproof.” And he donates a portion of each commission to anti-bullying causes. It’s become Chalmers’ calling card in the community. “I’m known for it now,” Chalmers says. “People are proud of what we stand for, and they want to be a part of it.”

REMA X .COM/ABOVE • SUMMER 2014

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