Insight | September 2012

Cover Story

Technology is terrific, but that doesn’t mean that good old down­to­earth networking is obsolete. Here are a half­dozen traditional real estate marketing strategies that still can work effectively.

Five Minutes With … Nena Alsaker fell in love with the High Country during a week of vacation with her husband. They moved to Boone from Florida for good less than a year later and have never looked back.

A Sweet Time in Savannah

More than 700 REALTORS® from North Carolina and South Carolina gathered along the historic Savannah riverfront this week for the 2012 Conference & Expo. We relive the wonderful few days of coming together in pictures.

BY LOU BALDWIN PRESIDENT

Recapping Scenes from a Busy Arena

THE MARCH GOES ON AS OUR ASSOCIATION LIVES OUT THIS YEAR’S THEME, “REALTORS® IN THE ARENA.” BEING IN THE ARENA MEANS BEING INVOLVED AND STRIVING TO MAKE A DIFFERENCE FOR OUR MEMBERS, OUR CUSTOMERS AND CLIENTS, OUR COMMUNITIES AND OUR STATE AND NATION.

In the previous issue of Insight, I wrote about the our Legislative Meetings in Raleigh and the NAR Mid­Year Meetings in Washington, D.C., including the REALTOR® Rally, where an estimated 13,500 REALTORS® gathered at the Washington Monument to rally for private property rights and housing affordability.

On July 31, the arena came home to Grandover Resort in Greensboro, where we hosted the first­ever Real Estate Summit. This was a hugely successful event featuring a lineup of well­known state and national experts on real estate, the economy and politics. We give special thanks to the major sponsors who joined with us to make this event possible: BB&T, Piedmont Natural Gas and Time Warner Cable Media. Witnessed by more than 200 business leaders, a strong case was made during the daylong event for the important role that real estate plays in the ongoing economic recovery.

Charlotte joined the arena on Sept. 5 as the Democratic National Convention came to North Carolina. In fulfilling an initiative in our 2012 Strategic Plan, we maintained a strong presence during this once­in­a­lifetime event and successfully shared the REALTOR® message with elected officials and others of significant influence. We co­hosted, with the Charlotte Regional REALTOR® Association, a breakfast that was attended by Congressman Mel Watt, local elected officials, convention delegates in our industry, and others. We also were honored to have a large delegation of NAR leaders join us for the breakfast, which featured NAR First Vice President Steve Brown as the keynote speaker. Additionally, in August and September we’re displaying 10 electronic billboards in the Charlotte Metro area with REALTOR® advocacy messages. This effort is collaboration with a group of local associations and was funded by both NAR and NCAR Issues Mobilization. (For more details, see Page 20.)

Next the arena moved to historic Savannah for the joint NC­SC REALTORS® Conference & Expo. In addition to great speakers, education and networking, we recognized some of our great members with special awards and announced the results of our elections. NCAR committees and the Board of Directors also met during the conference and accomplished significant work in moving our Association forward.

I greatly appreciate all of the “REALTORS® in the Arena” who helped plan and who participated in these events. I also offer special thanks to our great staff members for their work in making each of these events a success. The arena is fast paced and takes us to a lot of places as we work to fulfill our mission to enhance the success of our members and improve the quality of life in North Carolina.

Sincerely,

Lou Baldwin

Key Dates in the Coming Months

Oct. 8GRI 201: Business PlanningWilmington

Oct. 9GRI 202: Business EthicsWilmington

Oct. 22GRI 104: Tax PlanningCharlotte

Oct. 23GRI 302: Residential as an InvestmentCharlotte

Nov. 7-12NAR Conference & ExpoOrlando, Fla.

Nov. 28GRI 303: Pricing PropertiesCary

Nov. 29GRI 204: Trends in Real EstateCary

Dec. 5GRI 203: Legal IssuesCharlotte

Dec. 6GRI 103: Contract to ClosingCharlotte

Jan. 22-25Vision Quest/Inaugural MeetingsWilmington

April 22-24NC REALTORS® Legislative MeetingsRaleigh

May 13-17NAR Mid-Year MeetingsWashington

Sept. 14-17NC REALTORS® Convention & ExpoAsheville

Contact Us: Members of the NC REALTORS® staff can be reached Monday through Friday during regular business hours of 8:30 a.m. to 5 p.m. at 336-294-1415 or via email using the person’s first initial and last name@ncrealtors.org. Our fax number is 336-299-7872.

Administrative Andrea Bushnell Executive Vice President 336-808-4220

Anne Shoemaker Chief Operating Officer 336-808-4229

Bryan Jenkins Chief Financial Officer 336-294-3112

Denise Daly Membership Records Coordinator/Bookkeeper 336-808-4223

Sherry Harris Administrative Assistant 336-808-4230

Amanda Lowe Accounting Assistant 336-217-1048

Phyllis Lycan Accountant 336-808-4224

Donna Peterson Executive Assistant 336-808-4221

Sarah Beth Coggin Partners Program Manager 336-217-1047

Blair Wilburn Business Development Manager 336-808-4228

Communications & Marketing

Kevin Brafford Director of Communications and Marketing 336-808-4225

Samantha Ashburn Electronic Communications Manager 336-808-4226

Barbara West Communications Specialist 336-808-4227

Legislative Cady Thomas Director of Government Affairs 919-573-0996

David McGowan Director of Regulatory Affairs 919-573-0994

Julie Woodson Director of Political Communications 919-573-0992

Kristin Miller RPAC Manager 919-573-0995

Nicole Arnold Shared Local GAD 336-808-4237

Professional Development Ellie Edwards Director of Professional Development 336-808-4231

Legal

Will Martin General Counsel 336-808-4238

Kay Bailey Legal Assistant 336-808-4235

Events Mandy Lowe Events Director 336-808-4236

Keri Epps-Rashad Meeting Planner and EXPO Manager 336-217-1049

BY KEVIN BRAFFORD EDITOR

Take Steps to Stay Safe in the Workplace

PART OF MY JOB IS TO FOLLOW THE NEWS AS IT RELATES TO THE REAL ESTATE INDUSTRY. SOME OF THE NEWS IS GOOD (THOUGH NOT IN THE QUANTITY THAT IT USED TO BE), AND SOME OF IT’S BAD. AMONG THE WORST OF THE BAD IS WHEN A REALTOR®’S SAFETY HAS BEEN COMPROMISED.

My guess is that each of you knows someone (if not yourself) who has felt physically unsafe while working in our industry. In fact, it’s highly believed that REALTORS® face more on­the­job dangers than most other segments of professionals. The number of reported incidents have risen nearly 12 percent since 2007 – in part, no doubt, due to desperate (thanks to the poor economy) individuals posing as clients.

But physical safety is only one aspect, albeit the most dangerous and thus most read about one. Your safety can be compromised by someone simply hacking into your data, exposing you and your company to potential risk.

The numbers tell the story.

151,000 The average number of jobs added per month this year, according to data released by the U.S. Labor Department.

1.87 In millions, the number of homes listed for sale at the end of July.

74 Percentage of new and existing homes sold in the three months ending June 30 that were affordable to families who earn the national median income of $65,000, according to the National Association of REALTORS®

32.5 Percentage of the market share Wells Fargo had in the mortgage market in the second quarter, the industry leader. Chase was a distance second with 11 percent.

4.3 In millions, the number of people facing foreclosure who had applied for government aid. Of this, only one million had received governmentsponsored modifications, according to a recent Making Home Affordable program report.

As in previous years, September has been designated by NAR as REALTOR® Safety Month. If you haven’t taken measures to improve safety in your workplace – that’s your office, computer, car, smartphone, home, at listings, etc. – you should do so now.

To get you on the right path, NAR is providing a free workplace personal and data safety webinar on Monday, Sept. 17 at 11 a.m. Safety expert Andrew Wooten will provide tips on how to keep you and your data safe. He’ll detail how best to keep your office from being exposed to risk, plus he’ll tell you how to create an office plan that includes the recommended safeguards.

Space for this free webinar is limited, so you’re encouraged to register in advance of Sept. 17. You may do so at www.realtor.org/mvp. While the webinar is a good starting place, it is just that – a starting place. For more tools and resources, including archived webinars, videos, articles, tips and more to keep you both personally and professionally safe, visit www.realtor.org/safety. v

Saying Yes to Things That Are Important

We love Boone! It’s not a metropolis, there isn’t a ton of concrete, and you have a lot of breathing room, which is really nice. Many years ago, we bought a timeshare in Willow Valley – which is right outside of Boone. We spent a week there and went home (to southeast Florida) and put our house on the market. Within the year, we were moving. We just fell in love with the area so we literally moved up lock, stock, and barrel.

After you are out and about with people all day, it’s nice to just get home and take a deep breath. My husband and I are homebodies. But when we do go out, we have really enjoyed going to the new roller derby to watch the Appalachian Roller Girls. It’s basically indoor roller­skating and the community has really embraced it – they have a really big following. They are a lot of fun!

My husband and I have been together since 1981. He is retired now, but when we first moved here, he was a ski instructor at Beech Mountain, and he got their adaptive ski program for handicapped skiers started. It’s similar to Special Olympics in that they have special equipment to work with skiers who have lost a limb or both limbs. When it wasn’t ski season, he was in the construction company and worked for a couple of different contractors in the area.

I have a stepdaughter who is married and has two little boys that are seven and five years old. It’s the perfect age. We love being down there and spending time with them – they are just a lot of fun. They wear us out, though! Whenever we go spend a week with them, we are like, OK, we’ve got to go home because we are tired.

When I was president of my local association in 2001, we had a huge growth spurt. We went from about 200 to 600 members. I’m serving as president this year and this time, there haven’t been too many radical things going on. It’s been going really well.

When I really get to relax and do nothing, my husband and I enjoy just sitting on the porch and overseeing the kingdom. We call my husband the grill master – he’s a great cook and always has been. That’s something we’ve always enjoyed together. During the summertime, it’s nice to just get outside, throw something on the grill and relax.

With old age comes the knowledge of how to relax – that’s really important. I’ve just learned that you can’t do everything well. With my husband being retired, there is a lot he can take care of that I don’t have to, so when I’m not working or doing other things that are part of my schedule, we can really relax. If we want to take a day and run to Winston­Salem, we can do that. We don’t have to worry about what we’re not doing at home. I’ve learned I have to say no to a lot of things and say yes to things that are important for us and for our family. v

NAME

Nena Alsaker

LOCATION

Boone

FIRM

Keller Williams High Country

LOCAL ASSOCIATION

High Country Association of REALTORS®

2011 Convention & Expo

Nena with her family at Disney World’s Epcot

Nena and her husband, Roger, at the Greenbrier for NC REALTORS®

NC-SC REALTORS® Come Together in Savannah

Amid gorgeous weather and a spectacular setting, more than 700 REALTORS ® from North Carolina and South Carolina joined together this week for the 2012 Conference & Expo in historic and hospitable Savannah.

President Lou Baldwin presided over the North Carolina delegation, which made up nearly 70 percent of the attendees. The highlight of the event was the announcement of Wendell Bullard of Durham – NCAR’s president in 2008 – as REALTOR® of the Year.

Keynote Brian Copeland delivered an inspirational and enlightening performance in the Opening Session. More than a dozen education sessions and seminars were held, and further benefits were gained from a handful of networking opportunities and activities, including a fundraiser for RPAC – “Dancing with the Rs” – that rocked the ballroom at the Westin on Sunday night (see article on Page 12).

In addition to Bullard, those honored included Kalli Ziegler of Fayetteville (Ben Ball Community Service Award) and Sharon Lankford Dameron of Greensboro (Hall of Fame Award).

Recipients of the Regional Service Award were Tori Humphrey of Brunswick County (Region 2); Tony Craver of Durham (Region 4); and Amy Hedgecock of High Point (Region 5).

By Kevin Brafford

The 2013 election winners also were announced:

u President-elect: Tomp Litchfield of Washington;

u NAR directors: Treasure Faircloth of Winston-Salem; Vic Knight of Raleigh; Ronnie Thompson of Valdese; Bruce Williams of Greensboro; and Myra Zollinger of Chapel Hill;

u Regional vice presidents: David Perrot of Kill Devil Hills (Region 1); Steve Cohen of Fayetteville (Region 3); Kim Dawson of Chapel Hill (Region 4); Patrick Morgan of Boone (Region 6); Laurie Knudsen of Charlotte (Region 8); Billie Green of Asheville (Region 9); and Teresa Pitt of Raleigh (Region 10);

u Finance & Budget Committee: Paul McGill of WinstonSalem; Christopher Livengood of Wilmington; and Bruce Williams of Greensboro;

u Issues Mobilization Committee: Marlene Peeler of Shelby.

Please save the dates – Sept. 14-17, 2013 – for next year’s Convention & Expo. We’ll be in Asheville … helping the Grove Park Inn celebrate its 100th anniversary!

(continued on page 10)

President Lou Baldwin (left) congratulates Wendell Bullard of Durham on being named REALTOR® of the Year.

Keynote speaker Brian Copeland delivered a scintillating message during Sunday’s Opening Session.

(continued from page 9)

Flanked by the river on one side and the Westin’s sparkling pool on another, attendees basked in perfect weather at the Opening Reception.

The Legislative Meeting played to a full house.

A replica stock car – along with a racing simulator – were among the highlights of the Expo.

Conference attendees enjoyed a complimentary lunch on Monday in the Expo.

Rick Harris led a session called “The Working Broker’s Perspective.”

The always-entertaining Bill Gallagher kept his audience in stitches during “5 Ways to Sharpen Your Negotiating Skills.”

BY KRISTIN MILLER RPAC MANAGER

‘Dancing with the Rs’ a Winner All Around

AS PROMISED, THE NORTH CAROLINA CONTINGENT BROUGHT THE DANCING, THE GLAMOUR AND THE GLITTER TO THIS YEAR’S ANNUAL RPAC EVENT AT THE NC-SC REALTORS® CONFERENCE & EXPO IN SAVANNAH. CALLED “DANCING WITH THE RS,” THE EVENT NOT ONLY BROUGHT THE ENTERTAINMENT, BUT IT ALSO NETTED MORE THAN $7,000 FOR THE NC REALTORS® POLITICAL ACTION COMMITTEE (RPAC).

Modeled after the popular national TV show, “Dancing with the Stars,” four couples from North Carolina were chosen to compete in the event against couples from the South Carolina REALTORS®. After hours of rehearsals, each pair took to the stage to compete for the first­place trophy – but more importantly to raise money for RPAC.

Wowing the audience with what they called a “spicy salsa,” NC REALTORS® Jay Dowdy and Grisel McGurty won the competition. Finishing second, performing a traditional shag dance, was the South Carolina couple of Andy and Gail Twisdale.

Other North Carolina winners included Doug and Diana Gardner, who sparkled while dancing their way to the Best Rhythm trophy. The Best Stage Presence award was given to Mark and Leslie Zimmerman, who twirled the night away. And getting the crowd on its feet with their humor and “Evolution of Dance” routine were Steve Candler and Tori Humphrey, whose efforts earned them the Audience Favorite award.

Another highlight of the evening was master of ceremonies Bill Gallagher, who hosted the event with usual wit and colorful, humorous commentary. The judges for the competition were Lisa Scoble from Pearl Insurance, Cynthia Shelton from the National Association of REALTORS® and Brian Copeland, a REALTOR® from Nashville, Tenn., and the keynote speaker earlier that day during the Opening Session.

Thanks to so many who gave freely of their time and energy, the evening was a rousing success. For those who weren’t able to join us in Savannah, an album of photos is available for viewing on our NC REALTORS® Facebook page (www.facebook.com/ncrealtors).

RPAC participation gives each REALTOR® in every Congressional district and North Carolina legislative district an opportunity to be heard. Be a part of the process and get involved by making a contribution to NC RPAC today by visiting www.ncrealtors.org. v

Jay Dowdy and Grisel McGurty captured the coveted champions’ trophy by dancing a spectacular salsa.

The ballroom at the Westin was packed throughout the night.

The dance teams’ performances mesmerized judges Cynthia Shelton, Brian Copeland and Lisa Scoble.

Mark and Leslie Zimmerman were awarded the Best Stage Presence award.

Getting Back to Basics

New

technologies can help you succeed, but so will these 6 triedand-true strategies

By Bridget McCrea

Forget about social networking, Web 2.0 and QR codes for just one minute and consider those steadfast sales and marketing tactics that still work in the real estate industry. Sure they may be a bit “old fashioned” and in need of a new spin (plant seed packets on doorknobs probably won’t stir up much interest), but open houses, postcards, direct mail, and good old down-to-earth networking face to face still have a place in every agent’s marketing toolbox.

Here are a half-dozen traditional real estate tactics that you can add to your lineup:

The Old Fashioned Phone Call

She doesn’t mind if you call her old fashioned, but Rosemarie Doshier likes to pick up the phone and talk to past, current and prospective clients. Email and texting may be more convenient, says this team leader of The Doshier Team at Four Seasons Realty in Duck, but in her 25 years of selling real estate she hasn’t found a viable replacement for the telephone.

In fact, Doshier says the 45- to 65-year-old demographic that is looking to buy second homes at the Outer Banks actually prefers a phone call over any other type of communication. “Whether I’m checking in with a past client or calling on a new listing, I pick up the phone whenever possible,” says Doshier, who uses email as a secondary method of communication. “Email is great for following up, but if you really want to put yourself in front of the customer without being physically present, you have to use the phone.”

Cold Call Campaigns

Speaking of phone calls … if you bring up “cold calling” to most agents, they will run in the other direction. Silly them, says Richard Casto, a real estate coach and owner of Richard Casto & Co., in Las Vegas. Done correctly – and in the right situation – the strategy still works. “Whenever you send out a postcard or a newsletter, pick up the phone and say, ‘Hey, did you get our mailing?’ “ Casto explains. “It’s an easy call to make.”

Other good questions to ask include: “Did you see the notes in my letter on the local real estate market?” … “What do you think about that?” … “How long have you been in your house?” … “Is there anything I can do to make it easier for you if you are going to sell it?” … “Do you understand what this means to your home’s equity?” Says Castro: “When you

ask these questions and deliver this information, you’re not just the real estate ‘expert,’ but you become a messenger between the seller and the marketplace. This is a great role for real estate agents to fulfill in today’s market.”

Broker Open Houses

In real estate for 28 years, Joyce Wallace has seen a lot of marketing tactics come and go. As a REALTOR®-associate with RE/MAX Trinity in De Leon, Texas, Wallace gets results from open houses that are targeted to the local agent and broker community, as opposed to the general public. “Most consumers just come through and like to look at the homes and spend time in them,” says Wallace. “Brokers, on the other hand, have buyers who are ready, willing, and able to make offers. Those are the folks I’m targeting.”

To entice brokers to attend the events, Wallace brings in a catered lunch and serves it to attendees. “Everyone needs to get out and eat lunch, so why not combine it with an open house?” she says. Wallace holds broker open houses for most of her listings, but ultimately leaves the decision up to the individual homeowners. She says the events fill the void left by the fact that her area lacks an organized “tour of homes” for real estate professionals. “It’s a great time to get out and see what’s on the market and to meet with other agents,” she says. (continued on page 16)

(continued from page 15)

Just-Sold Postcards

Call her old-fashioned, but Wallace still believes in the value of manually generating and mailing out just-sold postcards for all of her listings. And rather than sending the cards out to mass mailing lists, she handpicks the recipients from her own database and also from neighborhood address lists. “I might send out just a few in a particular neighborhood, and then more to a different area,” says Wallace. “Doing it myself allows me to use this very targeted approach.”

When selecting areas to mail the cards to, Wallace says she looks less at geography and more at their potential to hit possible clients who may want to sell their homes. “Sellers don’t care about geographical distance; they want to see results,” says Wallace, “and a simple postcard still conveys my results very well.”

Direct Mail Letters

Email has clearly taken over as the easiest, fastest way to touch past, current and potential clients, but that doesn’t mean direct mail has gone the way of the 8-track tape. “Direct mail still works when it’s targeted to the right demographic groups,” says Walter S. Sanford, president at Sanford Systems in Kankakee, Ill. Sanford says FSBOs are a particularly good target for direct mail and tells agents to stick to a problem-solving approach in their mailings.

When approaching these groups, use a one-page letter to outline how you can work together with the FSBOs to help them sell their homes and without necessarily “listing” the homes on the MLS (by helping them find a lender, for instance, or by connecting them with a referral in the area where they are moving). Close the letter by offering up a low-pressure, value-packed, listing presentation if a certain FSBO doesn’t sell. Add value to your direct mail by including a personal signature and by

sending the piece on your own letterhead, in a window envelope.

Professional Development 101

At a recent Council of Residential Specialist (CRS) education class in Raleigh, Doshier was shocked to see that the $17 class attracted just a small handful of the 500-plus CRS members situated within a close radius of the session. “I couldn’t believe that there were only a few of us interested in that very affordable professional development opportunity,” says Doshier, who sees ongoing education as a particularly good “tried and true” business tool that becomes even more valuable in down markets.

“New agents claim that they can’t afford the education, and seasoned agents say they don’t have time to attend,” says Doshier. “What they don’t realize is that one of the best success tools in this industry is continual investment in your profession. That means attending classes and conferences, and doing everything you can to stay on top of the ever-changing real estate world.” v

“Direct mail still works when it’s targeted to the right demographic groups”

“One of the best success tools in the industry is continual investment in your profession.”

Working Their Way To Great Heights

Meet the 2012 Class of Rising Stars –

A bright, energetic group full of potential and great ideas. Their backgrounds are as varied as the communities they hail from. But they do share one common trait: They’ve been in the business of real estate for less than five years and are already taking the industry by storm. We congratulate them for their success!

Stephen Long Keller Williams Realty Winston-Salem Regional Association of REALTORS®

Since becoming a REALTOR® in 2008, Long has influenced his board in multiple ways. In 2010, he spearheaded the effort to form a Young Professionals Network (YPN) in WinstonSalem and in 2011, served as chair of YPN for the NC Association of REALTORS®. Long is currently serving his local association as the YPN Technology Director, along with serving on the Strategic Planning Committee, and the Board of Directors. At the state level, he is chair of the Information Management Advisory Committee.

Tom Kemble

Go Realty, LLC

Durham Regional Association of REALTORS®

With just over four years under his belt, Kemble has been an asset to his local association, particularly when it comes to legislative issues. Since becoming a member in 2008, Kemble has served on the Legislative Committee, and this year also is serving on the Candidate Selection/Funding Committee, which reviews local candidates seeking government offices and determines those who support the ideals and principles of the Durham Regional Association of REALTORS®.

Jason Gentry

RE/MAX Executive Realty

Charlotte Regional REALTOR® Association

Selected as the 2011 Vane Mingle Rookie of the Year, Gentry has accomplished a lot in just over two years as a REALTOR®. Soon after transitioning from architecture –his first career – to real estate, Gentry quickly created a personal website, received real estate related certifications, and went to work with a team to develop a one-stop shop for green residential services, ReBILT. Gentry has also been active on the Charlotte Regional REALTOR® Association’s Government Affairs Committee, has served as a site captain for REALTORS® Care Day and was instrumental in starting the local chapter of the Young Professionals Network.

Deborah Davis

Lindsay Residential Properties

High Point Regional Association of REALTORS®

Davis’ local association credits her with bringing energy and excitement to all the projects she works on and in just four years, there have been many. She has served the High Point Regional Association of REALTORS® as co-chair of both the Community Services Committee and the REALTOR®/Home Inspection Council. Davis is presently serving as vice-

chair/RPAC chair of the Governmental Affairs Committee, and also serves on both the Member Services & Business Basics Committee and Property Management Council. Davis is active with her church and the local Civitans Group.

Paul Campanaro

RE/MAX at the Beach, Calabash

Brunswick County Association of REALTORS®

Described as having a “bigger than life” attitude, Campanaro was licensed in the summer of 2010, joined RE/MAX at the Beach and has been involved in about a dozen or more sales transactions in the past 12 months. While he’s been successful in real estate, it’s Campanaro’s personality that has impressed his local association the most. Campanaro is also actively involved in his community and is enrolled in the Sherriff’s Civilian Academy, a 12-week work program that highlights all that the Office of the Sherriff does to keep the citizens of Brunswick County safe.

Laurie Smith

Realty World Cape Fear

Wilmington Regional Association of REALTORS®

Smith became a REALTOR® because she loves working with people – and in the last two years, she’s proven how much she cares about the real estate industry, too. With service on her local association’s Professional Development Committee and Foreclosure Task Force, along with participation in a number of fundraisers, seminars, and banquets, she has proved to be a strong asset for her local board. Smith is also active in her community and has volunteered with numerous agencies throughout Wilmington. v

The Rising Star Award

BY JULIE WOODSON DIRECTOR OF POLITICAL COMMUNICATIONS

Billboards Target Policymakers, Consumers

THOUSANDS OF ATTENDEES AT THE DEMOCRATIC NATIONAL CONVENTION (DNC) IN CHARLOTTE EARLIER THIS MONTH VIEWED TARGETED PRO-REALTOR® MESSAGES ON STRATEGICALLY PLACED BILLBOARDS THANKS TO A $25,000 “GAME CHANGER” GRANT FROM THE NATIONAL ASSOCIATION OF REALTORS® AND A $25,000 GRANT FROM THE NC ASSOCIATION OF REALTORS’® (NCAR) ISSUES MOBILIZATION FUND.

NC REALTORS® and the Charlotte Regional REALTORS® Association (CRRA), in coordination with the Catawba Valley Association of REALTORS®, Central Carolina Association of REALTORS®, Charlotte Region Commercial Board of REALTORS®, Gaston Association of REALTORS® and the Union County Association of REALTORS®, applied for the “Game Changer” funds, awarded through NAR’s My REALTOR® Party initiative, and the Issues Mobilization grant from NCAR, to help run the digital billboard REALTOR® public awareness/political advocacy campaign from August through September.

Once approved, NCAR with CRRA staff worked with NCAR’s consultants to determine messaging focused on real estate in North Carolina. The REALTOR® associations are striving to achieve multiple goals:

w Communicate to the anticipated 35,000 delegates, political activists, media and visitors to the Charlotte region in the weeks leading up to and during the Democratic National Convention.

w Provide REALTORS® in North Carolina with a visual involvement during one of the year’s largest national political events.

w Communicate with the home­buying public the active role REALTORS® play in politics and advocacy in North Carolina and in the country.

w Be a visible presence to REALTOR® delegates and visitors during the convention.

w Communicate the importance of homeownership in stabilizing the national economy.

The billboard campaign includes 10 billboards, which covers five counties in and around the Charlotte Metro area.

“It’s estimated there will be 700,000 daily views of these billboards, with highest visibility expected during the Democratic National Convention,” says 2012 NCAR President Lou Baldwin. “We have a great opportunity to reach the 35,000 delegates, political activists, media and visitors to the Charlotte region the weeks leading up to and during the Democratic National Convention, plus we’ll gain additional exposure during the remaining weeks in September.

“Our messaging emphasizes the importance of keeping taxes, regulations and fees on homeownership affordable. Messages also will encourage visitors to consider calling North Carolina home and to call a REALTOR® to make that happen.” v

BY JOHN PYKE OWNER, PERFORMANCE WITHOUT LIMITS

The Ultimate Investment? It’s You!

(EDITOR’S NOTE: JOHN PYKE IN AN AWARD-WINNING SALES SPEAKERS BASED IN THE TRIAD. ON SEPT. 26, HE’LL OFFER A FREE WEBINAR TO NCAR MEMBERS. ADDITIONAL DETAILS ARE INCLUDED IN THE FOLLOWING ARTICLE.)

More than ever, forces outside your control have the potential to negatively impact your success. A partial list includes: the banking and mortgage landscape; the impact of foreclosures; deteriorating consumer confidence; a struggling economy; record debt; a real unemployment rate of more than 18 percent; and the devaluing of our dollar. How you respond to all of this will either add to your success or take away from it.

Given these economic conditions, the key question is, “What is the best usage of your limited time and resources to accelerate your success?” The answer? Personal excellence! To be clear, it is being specific and intentional about your own growth, development and branding. In other words, becoming irresistibly compelling!

What is your plan for becoming the most compelling resource for your clients and how is it working for you right now? The best way to respond to the negative forces listed above is to focus on what you can control. Let me illustrate with some insightful research.

Jeffrey Gitomer’s Little Red Book of Selling provides research on the top 13 reasons why buyers buy. Did you know 54 percent of the reasons why buyers buy have to do with specific, personal characteristics of the person the buyer is dealing with? Furthermore, the remaining 46 percent are most influenced by the sales person.

Without a doubt, the single best real estate investment is YOU! Let me ask you three questions: Who are your sales and real estate mentors? What mastermind groups are you a member of? And, when was the last time you attended a sales program or purchased a CD program to invest in the single most important resource … you? These are important questions for you to consider.

Over the years I have had the privilege of helping coach hundreds of thousands of people. One person’s story really stands out. In his first year in pharmaceutical sales, he sold more of

one product than his entire team of 10 people combined. Amazed by his performance, senior leadership called him to corporate headquarters. They asked him if he could train a team of people to sell like he does. His response was absolutely!

In his first full year as a sales leader and for the next 27 years in a row, his sales team was the No. 1 region in the company. He also created sales training curriculums that were translated in to multiple languages. He won more awards than anyone in the history of the company. Who is this sales legend? The individual I speak of is my father. He continues to be an amazing mentor and coach to me. His counsel has been and continues to be priceless. Over the years I have also attended more than 100 different sales and development programs and enlisted the help of numerous mentors in order to invest in me.

I share this story and background to underscore the critical importance of mentors. Much of what I have learned over the last three decades in sales I will be sharing with you via free webinars, emails and possibly some other channels. v

Free Webinar, Sign Up!

The first free session for NCAR members will be Wednesday, Sept. 26 at 1 p.m., and it’s entitled, “The Real Advantage.” I also will be interviewing one of the most successful broker owners in the industry. We will pull back the curtain and share the secrets of his marketing, branding and sales success. It is pure genius – you will not want to miss it!

Seats to the live webinar are limited. As such, please sign up (at www.johnpyke.tv/go/ncre/) as soon as possible. This also will guarantee access to the recorded replay version. We will also be covering how to create the ideal buying environment as well as how to push the buy button and trigger more sales in your favor. Until Sept. 26, great selling!

WILL MARTIN GENERAL COUNSEL

New Disclosures Required Beginning Oct. 1

Dear Forms Guy: We’ve heard that the Offer to Purchase and Contract (form 2­T) has to be changed soon to include a seller disclosure about oil and gas rights. Is that correct?

Sincerely, Frick and Frack

Dear Frick and Frack: Yes, that is correct. The so­called “fracking” legislation (Senate Bill 820) enacted by the General Assembly this past summer over the Governor’s veto included a section addressing concerns pertaining to the well­publicized situation involving Triangle­area buyers of D.R Horton homes who claimed they didn’t understand that Horton had retained mineral rights in the properties they bought. Section 5 of Senate Bill 820 amends the Residential Property Disclosure Act to require sales contracts of residential properties covered under the Act to include an “Oil and Gas Rights Disclosure.” The wording and format of the new disclosure is set forth in Senate Bill 820, a copy of which can be accessed on the General Assembly’s website (ncga.state.nc.us). Once you navigate to it, the text of the new disclosure begins at the bottom of page 24. Sincerely, Forms Guy

Frick: When will the new disclosure go into effect?

Forms Guy: Section 5 of Senate Bill 820 goes into effect Oct. 1, 2012. Therefore, effective this coming Oct. 1, the Offer to Purchase and Contract (form 2­T) has been amended to include the new Oil and Gas Rights Disclosure.

Frack: Have any other forms been changed to include the new disclosure?

Forms Guy: Yes. The Oil and Gas Disclosure has also been added to the Offer to Purchase and Contract­New Construction (form 800­T) effective Oct. 1.

Frick: Wait a minute. The Residential Property Disclosure Act doesn’t apply to sales of new construction homes, does it? Why would the new disclosure need to be included in a contract for new construction?

Forms Guy: Great question, Frick. Although transfers of new construction typically are exempt from the requirements of the Residential Property Disclosure Act, subsection (b2)(1) of Senate Bill 820 makes it clear that such transactions are not exempted from the new Oil and Gas Rights Disclosure requirement.

Frack: How about the Offer to Purchase and Contract­Vacant Lot/Land (form 12­T)?

Forms Guy: Great question, Frack. The Residential Property Disclosure Act does not apply to transfers of property that don’t include one to four dwelling units, and Senate Bill 820 did not impose any requirement that the Oil and Gas Disclosure be added to contracts for the transfer of such property. Since it’s not required by law, the Oil and Gas Rights Disclosure is not being added to the Offer to Purchase and Contract­Vacant Lot/Land (form 12­T) at this time. However, the possible addition of the Oil and Gas Rights Disclosure to form 12­T will be discussed this fall.

Frick: How are forms 2­T and 800­T being changed to include the new disclosure?

Forms Guy: The Oil and Gas Rights Disclosure will be added as a new paragraph 7(f) in the Offer to Purchase and Contract (form 2­T) and in a new paragraph 9(e) in the Offer to Purchase and Contract­New Construction (form 800­T).

Frack: When will the updated forms be available?

Forms Guy: You can get PDF copies of both forms now on the NCAR website (ncrealtors.org). After you log in, click on the “Forms and Contracts” button and on the next page click on “Go directly to the Forms and Contracts Library.” Then, select “NCAR/NC Bar Association Joint Forms” in the drop­down menu to access forms 2­T and 800­T. Since the existing versions of the forms will also be available through the end of September, be sure to select the Oct. 1, 2012, versions of the forms. The updated forms have been sent to NCAR’s two approved forms software vendors. Questions about the rollout date for an updated forms software program should be directed to your vendor.

Frick: Will we have the customary 60­day grace period to transition to the new versions of these forms?

Forms Guy: Senate Bill 820 does not contain a grace period, so the answer is “no.” Contracts on all transactions covered under the new law entered into on and after Oct. 1, 2012, should include the new Oil and Gas Rights Disclosure. And that goes for all covered contracts, not just standard NCAR/NC Bar Association forms. v

Inside the Industry – Beyond Murphy to Manteo

Man Waives Hearing in Kidnapped Agent Case

A York, Pa., man said he “feels bad” for kidnapping a female real estate agent and chose to waive his right to a preliminary hearing to spare her “re­victimization,” his attorney announced. The homeless man, Gregory S. Knaub, said a drug addiction prompted him to kidnap a real estate agent on May 21 and force her to withdraw cash from an ATM. He allegedly lured the agent by saying he was interested in seeing a home for sale. After viewing the home, he followed the real estate agent outside and got in the backseat of her car, threatening her with a steak knife, according to police reports. Knaub is awaiting trial.

First-Timers Make Up Smaller Share of Buyers

The share of first­time homebuyers on the market is falling to historical lows, despite record levels of housing affordability. With record low mortgage rates and falling home values, many would expect first­time homebuyers to be flooding the market for their chance to get part of the American dream. However, the number of first­time homebuyers is shrinking, falling in May and June, even as the housing market shows signs of picking up. According to National Association of REALTORS’® housing data, 32 percent of buyers in June purchased their first home. Yet, the historical average tends to be 40 percent.

Entire County’s Tax Foreclosures Bought Up

The municipal government in Macomb County, Michigan, sold off its entire inventory of tax­foreclosed properties — 650 total — to a single buyer for $4.8 million. Bill McMachen, a millionaire who made his fortune in the yacht business, swept the auction, purchasing the homes for an average of slightly more than $7,000 apiece. However, since he only paid the price of the taxes owed on each property, he got some of them for as little as $50. McMachen reported that this was his first attempt at real estate investing, and added that he planned to earn $2 million by flipping some homes and donating others to needy families.

Goldman Sachs Cleared in Mortgage Probe

The Securities and Exchange Commission (SEC) has dropped plans to seek a civil enforcement action against Goldman Sachs over a $1.3 billion subprime mortgage deal. The regulators spent more than half of 2012 looking into claims that Goldman Sachs deceived investors about the quality of the securities it had sold them in 2006. The firm received SEC confirmation on Aug. 6 that it had been cleared of wrongdoing.

Man Puts ‘For Sale’ Sign on All Possessions

A man is offering up not just his Florida waterfront home and rental condo, but also basically all of his possessions and investments together on eBay, with the asking price of $3.5 million. Shane Butcher decided that instead of dying and still owning a bunch of his investments, he wants to cash out now so he can reap the financial benefits earlier. He’s offering up a waterfront Tampa Bay home, a rental condo, three cars, kayaks, video games, his gaming business called “RU Game?” with three chains, Blu­Ray players, kitchen appliances, paintings, TVs, and more. Butcher says his homes, cars, business and everything else is all paid off in full, and he’s looking for a fresh start.

Survey: Gen Y Aspires to Homeownership

ERA Real Estate’s survey of millennials, born from 1978 to 1995, found that 32 percent have already achieved homeownership — a purchase more than 90 percent of them made because they either wanted their own place or viewed ownership as a symbol of achievement. Homeownership is a future goal of 64 percent of non­owners polled, and 53 percent of millennials who do not yet own houses view them as good investments. Given that 67 percent cited the importance of affordability and nearly 80 percent deem low real estate taxes to be very important, the survey indicates that the recession has played a role in Gen Y’s thoughts on homebuying.

Canadians See U.S. Bargains Slip Away

Canadians have had a big appetite for U.S. properties in recent years while housing values in many markets across the U.S. took a tumble. But now as many housing markets pick up, bargain­hunting Canadians see opportunities closing and are rushing to take advantage of investment or getaway properties before these properties inch even higher, CBC News in Canada reports. And these days, Canadians are finding themselves in more multiple­bid situations in these recovering states and paying more than what they would have a few months ago. Still, many Canadians are finding they have an advantage in that they can make all­cash offers.

Too Stigmatized? Dahmer’s Home for Sale

Convicted serial killer Jeffrey Dahmer’s childhood home is for sale in Bath, Ohio. The home is also the site of Dahmer’s first murder in 1978. The three­bedroom, 2,170­square foot ranch­style home is located in a private wooded lot in north­

ern Ohio and is listed for $329,000. “You’ve got to kind of get past the horror factor,” says the home’s current owner, Chris Butler, who purchased it in 2005. Butler says he’s hoping other buyers can also look past the home’s history. He says that his real estate agent is vetting homebuyers to make sure they are serious about purchasing the home and not just curious to see the inside.

International Business is Booming in Florida

A study by Florida REALTORS® indicates that buyers from outside the country still favor the state when it comes to residential real estate. Latin American and Caribbean buyers accounted for 35 percent of all foreign purchases in Florida, followed by Canadians, who represented 31 percent of the buying activity, and Western Europeans, who made up 22 percent of the volume. Their favorite markets were Miami and Miami Beach, along with Fort Lauderdale. Overall, Florida REALTORS® calculated that foreign buyers spent $10.71 billion on homes in the state during the 12 months ending June 30.

Student Debt Pushes Homes Out of Reach

While college­educated workers usually pull down higher incomes than those who do not obtain a post­secondary degree, a new report indicates that many new college graduates will be unable to obtain a mortgage because their student loans will push their debt­to­income ratio too high. Student loan debt soared to $1 trillion this year. The report from Young

Invincibles, “Denied? The Impact of Student Debt on the Ability to Buy a Home,” found that today’s college graduates are actually worse off than previous generations, financially speaking. The authors estimate the average 30­year­old college graduate looking to purchase a home would need to spend about half of his or her monthly income on mortgage, student loan, credit card, and car payments, leaving them ineligible for many home loans, including those guaranteed by FHA.

Several Real Estate Firms Top ‘Fastest Growing’ List

Sixty­nine real estate companies appeared on Inc. magazine’s annual list of the fastest­growing private companies. Several appraisal and asset management companies topped the list in the real estate category, but many brokerages also made it on the list after seeing a jump in profits over the past few years. Among the real estate brokerages making the fastest­growing company list are The Force Realty, McGeough Lamacchia Realty, Asset Realty Group, Prudential Americana Group Realtors, @properties, Rapid Realty, Maximum One Realty Greater Atlanta, Keller Williams Capital Properties, Realty One Group, and ERA Sunrise Realty. Inc. magazine ranks companies annually based on overall revenue growth. The latest survey takes into account revenue growth from 2008 to 2011 with companies having to at least generate $100,000 in revenue in 2008, and at least $2 million in revenue in 2011. Companies on the list also must be privately held, for profit and based in the United States. v

The North Carolina Association of REALTORS® Would Like to Thank Our Sponsors...

BY ANDREA BUSHNELL EXECUTIVE VICE PRESIDENT

Getting Back to the Basics … as One

ONE OF THE MOST REWARDING, ALBEIT CHALLENGING, ASPECTS OF WORKING FOR A REALTOR® ASSOCIATION IS IN BALANCING THE DIVERSITY OF OPINIONS AND IDEAS THAT SURFACE ON A DAILY BASIS. THERE ARE AS MANY REALTOR® OPINIONS AS THERE ARE NEW TOOLS AND MARKETING IDEAS PRESENTED TO OUR MEMBERS ON A DAILY BASIS – DELIVERED THROUGH AN EVER-INCREASING MAZE OF EMAILS, OF COURSE.

It is a wonder that NCAR (as well as NAR and our many local boards) is as successful as we are in our member representation and service. In part, we are successful because we never lose sight of “the basics.” Just as our members must be ever mindful of those steadfast sales and marketing tactics that still work in the real estate industry, NCAR must be ever mindful of those services that retain value year in and year out, as well as those fundamental real estate principles and ideals that keep our industry strong.

So, what is to be done when the membership divides on fundamental real estate principles and ideals? Not every REALTOR® agrees that the mortgage interest deduction is a “fall on our sword” issue, and yet this is the position taken by NAR. Just as close to home is the recent passage of the Broker Price Opinion legislation – over which a number of our broker members and appraiser members disagreed. And most recently, the dialogue brewing is about which strategic initiatives, old and new, should be funded in NCAR’s 2013 budget. I don’t know the outcome of the 2013 budget as I am writing this article, but of one thing I am sure: Passionate people with strong opinions about what is in the best interests of NCAR and its members will engage in the dialogue. And, while at the end of the day on Sept. 11, NCAR will have had its marching orders, the more critical issue is how our members will come back together after all the arguments and positioning are over.

have an opportunity to look at things differently, and fund things differently, without giving up our focus to be an association that is willing and able to stand for what we believe in and to offer to our members what they expect from us.

A wise friend offered the following comment to me in an email a few days ago: “As I watched the Republican Convention last night, I thought about all the dynamics that go into a topic, the formation of an opinion, how controversy can shine light on other options/ideas, and help to create a new approach. That is where we are right now at NCAR. We have an opportunity to look at things differently, and fund things differently, without giving up our focus to be an association that is willing and able to stand for what we believe in and to offer to our members what they expect from us.”

Just like the Republican Party, the Democratic Party, the Tea Party, the Green Party, the Libertarian Party and all other political parties, there exists at NCAR occasional internal fights and squabbles, but it is my firm belief that we can disagree without being disagreeable, and we can come back together and support one another when the chips are down. We must do this because the battles raging outside of NCAR create true threats to our industry and the livelihoods of our members. I have no doubt, for example, that we will be facing a tax reform challenge in 2013. As this issue unfolds, we will discover whether or not it will be good for the real estate industry and our members; regardless, we must approach this issue, like all issues challenging the industry, by maintaining our focus on NCAR’s basic principles: protecting the real estate industry, protecting our members’ ability to earn a living, and promoting a quality of life in North Carolina that includes the protection of property owners, the promotion of housing affordability, building better communities sensibly, embracing community values and, above all, playing our part in ensuring the economic vitality of North Carolina.

This is truly getting back to “the basics.” I think we can all agree to come together to promote these principles – even if we disagree about how to get there. v

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