The most anticipated new address in Naples marks the final ownership opportunity in Pelican Bay.
Featuring a limited collection of sixty-eight meticulously appointed Gulf-front residences and an extraordinary suite of amenities, including a Private Dining Club, Epique offers an elevated and exclusive lifestyle unrivaled in Naples.
Are you taking advantage of the free and low-cost continuing education, certification, and designation courses at NABOR®?
Highly sought-after industrial properties are increasingly hard to find.
How international buyers make an impact in the Collier County real estate market.
A glowing event: Annual Night of Honors. Leveraging the power of social media. The Live Local Act: a win for workforce housing. In the NABOR® store. The Florida Realtors® TechHelpline.
Doing business with international customers. Be inspired at the Florida Realtors® Convention & Trade Expo in August. The importance of time management—beginning with a signed contract. 2023 legislative priorities and real estate industry wins. Be on the lookout for vacant lot scams and learn how to avoid this popular con. Ombudsman facilitates communication and resolution.
Diversity, Equity, and Inclusion Committee, social photos, and upcoming events.
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Local Scene: Ghosts in our midst.
AVERAGE
AWARD FOR HIGHEST COMMISSIONS PAID
In 2022, Downing-Frye paid $49 Million+ in Commissions, with over 275 Downing-Frye Agents receiving awards for the Highest Commissions Paid in 2022.
RECORD NUMBER OF CLOSED TRANSACTIONAL SIDES
Since 2000, Downing-Frye Agents have closed over 73,000 Transactional Sides.
DOES
NABOR® Officers 2023
President
Nick Bobzien
President Elect
PJ Smith
Vice President/Secretary
Terrilyn VanGorder
Treasurer Christine Citrano
NABOR® Directors 2023
Paula Angelopoulos Urbinati, Ryan Bleggi (Immediate Past President), Shaun Garry, David Puskaric, Marcie Roggow, Mary Waller, Izabela Wright
Budget & Finance Chair
Christine Citrano
Commercial Chair
Cristin Madden
Vice Chair
Stuart Tackett
Community Involvement Chair
Nancy Bjork
Vice Chair
Spencer Rigsby
Diversity, Equity, & Inclusion Chair
Paula Angelopoulos Urbinati
Vice Chair
Sandra Schlaupitz
Events for Networking Chair
Ben Boorom
Vice Chair
Shari de Ron Expo Chair
Julie Blanton
Vice Chair
Dave Antis
Economic Summit Chair
Gwen Davis-Gideon
Vice Chair
Lisa Rogstad
Facilities Management
Wes Kunkle
Global Business Chair
Brett Brown
Vice Chair
Carol Kairis
Governmental Issues Chair
Tom Regan
Vice Chair
Tina Muracco
Governmental Issues – Water Quality Chairs
Corey McCloskey, Adam Vellano
Grievance
Chair
Courtney Smith
Vice Chair
Robert Nardi
Leadership Development
Chair
Mariana Beckner
Vice Chair
Vicki Allen
Legal Resources Chair
Sam Saad
Vice Chair
Nick Bobzien
Media Relations Chair
Nick Bobzien
Membership Chair
Perry DeSiato
Vice Chair
Nancy Golya
Membership – Broker Involvement
Chair
Adam Vellano
NABOR® History Chair
Spencer Haynes
Vice Chair
Heather Haynes
NABOR® Magazine Chair
Mary Waller
Vice Chair
Jacquie Walter
MLS Chair
BC Cloutier
Vice Chair
Adam Vellano
Professional Development Chair
Rick Baranski
Vice Chair
Tina Falzarano
Professional Development – Instructor Advisory Council Chair
Adam Vellano
Vice Chair
Marcie Roggow
Professional Development – REALTOR® Safety Chair
Tim Guerrette
Professional Standards
Chair
Carrie Lademan
Vice Chair
Will Watson RPAC Chair
Sara Brand
Vice Chair
Debbie Zalewski
Young Professionals Network Chair
Allisa Pipes
Vice Chair
Kimberly Vargas
Chair
Mary Waller
Vice Chair
Jacquie Walter
Director of Marketing
Marcia Albert
Paula Angelopoulos Urbinati
Patricia Asencio
Heather Haynes
Paula King
Ruthie Morency
Nicole Porro
Bill Poteet
Dr. Ron Repice II
NABOR® Staff
Chief Executive Officer
Marty Manion
Chief Financial Officer
Carl Russell
Chief Administrative Officer
Corie Chase
Administrative Assistant to the Executive Committee
Deborah Linville
Assistant to Chief Financial Officer
Deb Joyner
Director of Engagement and Events
Melissa Bognaski
Director of Marketing
Marcia Albert
Director of Membership
Elizabeth Saggio
Director of MLS
Cindy Cornman
Director of Professional Development Services
Michelle McKenna
Education Administrator
Jeanette O’Neill
Membership Administrators
Zamira Collado
Heather Moore
MLS Compliance and Support Specialist
Cheyenne Chase
MLS Support Specialist
Allisson Gonzalez
Network Technician
Michael Bryant
REALTOR® Store Manager
Ann Mazzei
Receptionist
Joan Welsher
Supra and Store Administrative Assistant
Kathleen Gill
Vice President of Public Policy
Danielle Brazil Hudson
Videographer
Wade Mastro
Publisher Liz Goodman
Editorial Director Daphne Nikolopoulos
Editor Cathy Chestnut
Art Director Craig R. Cottrell Jr.
CONTRIBUTING WRITERS
Lisa A. Beach, Gina Birch, Robin F. DeMattia, Karen Feldman, Dick Hogan, Beth Lubereckii, Michele Meyer, Nanci Theoret
CONTRIBUTING PHOTOGRAPHERS
Melissa Bognaski, Dennis Goodman, Wade Mastro, David Michael, Darren Miles, Andrew Occhipinti
ADVERTISING
Liz Goodman at 239-595-7269
Advertising Services Coordinator Elizabeth Hackney
Marketing Manager Rebecca Desir
PRODUCTION
Production Director Selene M. Ceballo
Production Manager Lourdes Linares
Digital Pre-Press Specialist George Davis
Production Coordinator Ileana Cabán
Digital Marketing Manager Tyler Sansone
Advertising Design Coordinators Anaely J. Perez Vargas, Je rey Rey
OPERATIONS
Chief Operating O icer Todd Schmidt
O ice Manager Tanya Gomez
Accounts Receivable Specialist Ana Coronel
Distribution Manager Judy Heflin
Logistics Manager Omar Morales
Circulation Manager Marjorie Leiva
Circulation Assistant Britney Stinson Circulation Promotions Manager David Supple
IT Manager Keith Gonzalez
Group Publisher Terry Du y
Creative Director Olga M. Gustine
SUBSCRIPTIONS
800-308-7346
In Memoriam Ronald J. Woods (1935-2013)
HOUR MEDIA, LLC
CEO Stefan Wanczyk
President John Balardo
PUBLISHERS
For those who long for a home where captivating modern design and a stunning coastal location are just the beginning, The Ritz-Carlton Residences, Naples redefines elegant Southwest Florida living. Endless Gulf views, white-sand beaches, a marina-front lagoon, more than 50,000 square feet of curated amenities, chef-inspired dining, and legendary Ritz-Carlton service have all come together in one exclusive address limited to just 128 residences.
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THE RITZ-CARLTON RESIDENCES, NAPLES ARE NOT OWNED, SOLD OR DEVELOPED BY THE RITZ-CARLTON HOTEL COMPANY, L.L.C. OR ITS AFFILIATES (“THE RITZ-CARLTON”). STOCK RESIDENCES, USES THE RITZ-CARLTON MARKS UNDER A LICENSE FROM THE RITZ-CARLTON, WHICH HAS NOT CONFIRMED THE ACCURACY OF ANY OF THE STATEMENTS OR REPRESENTATIONS MADE HEREIN. ORAL REPRESENTATION CANNOT BE
239-552-4114
9132 Strada Place Suite 207 Naples, Florida
Kevin@LottesLaw.com
239-552-4178 (Fax)
A Florida Bar Board Certified Specialist in Real Estate Law, Kevin Lottes is proud to be named in the Best Lawyers in America for the eleventh year in a row. He credits these honors to his unwavering commitment to excellent client service.
NABOR® is in the business of growing your real estate business. We are your path to growth, knowledge, and professionalism within the real estate industry. e MLS resources and tools, legal information, educational opportunities, and reliable market data and statistics we provide will help elevate your skills, pro ciency, and pro ts.
NABOR® is here to help you succeed. We’ve got everyone’s needs covered—from the newly minted agent who could use support in all things real estate to the experienced REALTOR® who wants to know about the new tools and resources on the horizon.
NABOR® o ers opportunities for you to connect with a strong network of real estate professionals. Members who become involved nd the camaraderie stimulating, the networking valuable, and the exposure pro table. We can be a catalyst for your career.
Take advantage of the tools, resources, insights, and support that NABOR® provides. Your real estate business will grow—and you will grow as a REALTOR® too.
ank you for your membership,
Nick Bobzien NABOR® President
At Neal Communities, we believe where people live has an impact on their life. It’s not just about homes, it’s about creating wonderful communities. It’s about selecting quality places where people can live, grow and thrive. This is our brand promise: Where You Live Matters. AND SO DO OUR REALTORS! Our ongoing dedication to you is unparalleled with 3% commissions if you accompany your buyer on their first visit, broker events, personalized tours, and JUST FOR YOU, a $5,000 REALTOR BONUS*! And right now, we have just what you need to keep your clients happy. Carriage homes, 1 & 2-story single-family homes, an inventory home for a quick closing or help your client choose a homesite to build their dream home!
*$5,000 realtor bonus varies at participating communities. Ask your sales associate for details. See NealCommunities.com/realtors for all Realtor details.
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Program began October 1, 2022!
It starts at 3% and only grows from there.
Once you’ve sold five or more homes within the D.R. Horton fiscal year (October 1 through September 30), you will become a VIP Agent for the current and next fiscal year. VIP Status earns you 4% commission on all sales!
*To qualify for the 2023 Southwest Florida Real Estate Agent Rewards Program and the VIP Real Estate Agent program, all contracts must be written and ratified from 10/01/2022 through 9/30/2023 and close no later than 12/31/2023. Bonuses only apply to homes sold at Southwest Florida Division D.R. Horton, Express Homes, Freedom Homes, and Emerald Homes communities for contracts written 10/01/22 through 9/30/23. Rewards card must be presented at time of contract to receive bonus. Annual VIP status expires every September 30 th if that year’s sales goal is not met. **3% commission is only available for homes at Southwest Florida D.R. Horton, Express Homes, Emerald Homes and Freedom Homes communities on contracts that are written and ratified from 10/01/2022 through 09/30/2023 and close no later than 12/31/2023. Commissions and bonuses are earned and paid at closing. Offer subject to change at any time without notice. Offer cannot be combined with any other offer. Total commission and bonuses paid is subject to limitations, if any, on total broker commission imposed by homebuyer’s lender. Photos are representational only. Offer subject to change without notice. CBC1258802
Forty-one honorees of the Naples Area Board of REALTORS® (NABOR®) and five inductees into the NABOR® Hall of Fame are still feeling the glow from the Annual Night of Honors held in April at the Heritage Bay Golf & Country Club. The annual event recognizes and celebrates the accomplishments of outstanding members and citizens who volunteered their time and talents to better the organization, industry, and community in 2022.
The highest honor—REALTOR® of the Year— was awarded to Corey McCloskey, NABOR® President 2021. It recognizes a member who has distinguished themselves through outstanding contributions in the community, and local, state, and national association levels. McCloskey is vice president of operations at John R. Wood Properties and 2022 vice president of Florida Realtors® District 5. McCloskey, an 18-year industry veteran, also served on the National Association of REALTORS® (NAR) Board of Directors and Member Engagement Committee in 2022. She was also recognized as 2018 NABOR® Citizen of the Year and was inducted into both the 2022 Florida Realtors® and NABOR® Honor Society.
McCloskey is the third member of her family to receive the illustrious REALTOR® of the Year award. Her father, Phil Wood, NABOR® President 1986, and grandfather, John R. Wood, NABOR® President 1963/1964, received this honor in previous years. During her presidency, McCloskey
created the Water Quality Task Force to increase public awareness of and advocate for improved water quality efforts and ongoing solutions following months of toxic algae blooms that affected the health of many Florida citizens and created complications for homeowners near the affected areas.
Master of Ceremonies Ryan Bleggi, NABOR® President 2022, announced that through the efforts of NABOR® members
in 2022, $59,342 in charitable funds were raised and presented to seven local charities and five hurricane emergency fund recipients. Additionally, $215,727 was contributed to the REALTOR® Political Action Committee through members’ individual investments.
The theme of the evening was “Celebrating the Glowing Achievements of Our Members.” Here is a full list of the honorees…drum roll, please:
REALTOR® of the Year: Corey McCloskey, President 2021
Addison B. Miller Award: PJ Smith, President Elect 2023
Allied/Affiliate Committee Contribution Award: Mariana Beckner
Allied/Affiliate Rising Star: Eric Nagel
Allied/Affiliate Member of The Year: Mariana Beckner
Commercial REALTOR® Achievement Award: Barbara Monahan
Educator of the Year: Brett C. Brown, President 2009
Education Volunteer of the Year: Jeff Jones, President 2019
Global Achievement Award: Ileana Bogaert
Humanitarian Award: Eric Nagel
REALTOR® Committee Contribution Award: Ron Coburn
REALTOR® Rising Star: Spencer Rigsby
There were five inductees into the NABOR® Hall of Fame, which recognizes members who have exhibited dedication and service over 20 years of membership in NABOR®:
Rick Fioretti, 23-year member and NABOR® President 2016
Mike Hughes, 22-year member and NABOR® President 2015
Bill Poteet, 21-year member and NABOR® President 2012
Karen Sweatlock, 34-year member
Kathy Zorn, 25-year member
Twenty-four members were named to the Florida Realtors® Honor Society and 29 members made it into the NABOR® Honor Society. These societies honor members for their overall participation at the local, state, and national levels.
2022 Florida Realtors® Honor Society: Paula Angelopoulos
Urbinati, Director; Rick Baranski, President 2018; Ryan Bleggi, President 2022; Nick Bobzien, President 2023; Sara Brand; Brett C. Brown, President 2009; Christine Citrano; Brenda Fioretti, President 2010 and 2011; Rick Fioretti, President 2016; Mike Hughes, President 2015; Jeff Jones, President 2019; Wes Kunkle, President 2013; Corey McCloskey; President 2021; Dominc Pallini, President 2017; Jim Pilon, President 2003; Pat Pitocchi, President 2014; Bill Poteet, President 2012; David Puskaric, Director; Marcie Roggow, Director; Astrid Shover; PJ Smith, President Elect; Terrilyn VanGorder, Vice President/Secretary; Mary Waller, Director; Izabela Wright, Director
2022 NABOR® Honor Society: Paula Angelopoulos Urbinati; Rick Baranski; Ryan Bleggi; Nick Bobzien; Sara Brand; Brett C. Brown; Christine Citrano; Brenda Fioretti; Rick Fioretti; Spencer Haynes; Jeff Jones; Carol Kairis; Wes Kunkle; Corey McCloskey; Dominic Pallini; Jim Pilon; Allisa Pipes; Bill Poteet; Cheryl Poteet; David Puskaric; Amy Reinholdt; Marcie Roggow; Lisa Rogstad; PJ Smith; Stuart Tackett; Terrilyn VanGorder; Mary Waller; Izabela Wright; Deborah Zvibleman
The Annual Night of Honors also provided an opportunity to recognize achievements by various committees in 2022 including: fundraising efforts and mental health seminars for residents impacted by Hurricane Ian and the Naples REALTOR® Magazine Committee, which won two Florida Magazine Association Awards in 2022. NABOR® Chief Administrative Officer Corie Chase was honored for celebrating 30 years of employment with the organization.
Congratulations to you all!
Corey McCloskey Rick Fioretti Mike Hughes Bill Poteet Karen Sweatlock Kathy ZornFrom Facebook and TikTok to YouTube and Instagram, the variety of social media can seem like endless marketing opportunities for real estate agents.
According to a 2021 technology survey conducted by the National Association of REALTORS®, 52 percent of REALTORS® view social media as one of the top three tech tools that provide the highest number of quality leads.
But just because you’ve got these powerful online platforms at your fingertips doesn’t mean you can wing it when it comes to providing value, building your brand, and connecting with customers. Creating a social media strategy can help you work smarter in building your online presence.
Craig Grant, CEO of the Real Estate Technology Institute (RETI) in Stuart, Fla., is a technology and social media teacher and coach. He shared his insights on the importance of crafting a solid strategy.
Social media helps you stay connected with your sphere, stay top of mind, generate new leads, build a community, and promote your properties and open houses. It can boost visibility, build trust, establish thought leadership, and provide a competitive advantage. And it can generate referrals,
increase networking, and help you establish yourself as a local expert. But effective social media management involves more than posting listing photos and open house invites. To “do social” well requires some forethought in how you’ll approach each platform in terms of content, frequency, and engagement.
Limit which platforms you’re on. Every platform appeals to difference demographics, so go where your customers and prospects are.
“Most agents don’t have time to do more than one or two platforms,” explains Grant. Trying to do too much often yields poor results and overwhelms agents. “I typically coach them to pick a site or two and then crush it on those sites,” he says. An easy gateway to begin is using Facebook and Instagram. Why? “Facebook owns both, which allows you to maximize your time,” advises Grant. “You can link accounts, so every time
you post on one platform, it automatically posts to the other.”
Be consistent. Dedicate time daily to check into your accounts, Grant advises. “You can’t just poke in and out every once in awhile,” he says. Carve out a few minutes two or three times a day for posting your own content, interacting, and sharing other people’s content. What should you post? Some people take a seat-of-their-pants approach and others adopt a more organized strategy. “You can create themes, such as every Tuesday is going to be a market recap, every Wednesday is going to be a question to my group. Do whatever works to get yourself in that mode of doing social media daily,” he says.
Showcase your authenticity. “One of the main mistakes REALTORS® make is trying to sell properties online, and that’s the majority of what they’re posting,” says Grant. “But people don’t connect with logos—they connect with people.” Instead, be authentic by posting about your family, pets, hobbies, or favorite charities. His advice? Identify and post about your “social object”—that thing you’re most passionate about, whether it’s gardening, animals, or being a foodie.
Post relevant, engaging content. “If you’re just bragging about your achievements, that doesn’t induce engagement,” he says. Instead, post content that’s authentic and personal as well as content that delivers value
to consumers. “I preach either the 90/10 or 80/20 rule, which means 10 percent to 20 percent maximum should be trying to promote a product,” he explains, noting an occasional post about an open house, new listing, or price reduction is completely acceptable. “But if it exceeds that 20 percent, then you’re becoming a salesperson and people disengage.” (Need content ideas? Go to RETI.us to download a monthly “idea calendar.”)
Concise, quick content. Quick-hit
educational content resonates with consumers, so create a short market update or break down what the latest interest rate hike means. “People aren’t going to invest 10 minutes anymore, but they’ll invest 45 seconds,” he points out.
Find the approach that works for you. One successful strategy? Become the “digital mayor” of your community, suggests Grant. How? Highlight local businesses and business owners. Go out to dinner and profile the restaurant. Spotlight the family-owned shops in your area.
REALTORS® who do this are showing their commitment to the community.
Don’t shy away from the camera because you don’t like how you look or sound. “Inaction from fear holds agents back from doing anything at all,” Grant says. “Get over that fear, rip the Band-Aid off, and put yourself out there!” Effective social media boils down to one truth: “It’s not about selling houses on social media; it’s about building relationships,” says Grant.
Efforts to provide more affordable housing in Florida got a major boost when Gov. Ron DeSantis signed Senate Bill 102 into law in March 2023. Known as the Live Local Act, the bill allots more than $811 million for workforce housing programs and initiatives in the state.
Senate President Kathleen Passidomo (R-Naples) championed the bill. “When I moved to Naples almost 43 years ago, the community was talking about the lack of housing for our workers,” she recalls. “It was a problem then and remains a persistent problem in many areas of our state.”
The new law includes:
∙ $252 million in appropriations for the State Housing Initiatives Partnership (SHIP) program
∙ $259 million for the State Apartment Incentive Loan (SAIL) program
∙ Language that prohibits the transfer of these funds into general revenue
∙ A new corporate tax donation program that allows businesses to contribute directly to the Florida Housing Finance Corporation to benefit the SAIL program
∙ A sales tax refund of up to $5,000 per unit for sales tax paid on building materials for developments financed through the Florida Housing Finance Corporation
∙ $100 million in additional gap financing for workforce housing projects that are already in the pipeline
“I love that it really takes a look at trying to get the private sector engaged in the affordable housing space,” says Andy Gonzalez, vice president of public policy for Florida Realtors®. “That’s something that really, really excited me about the bill.”
The bill also earmarks $100 million to expand eligibility to the state’s Hometown Heroes Program, which provides down payment and closing cost assistance to first-time, income-qualified homebuyers, and increases the borrowing limit from $25,000 to $35,000. “The classification and categories of who qualifies for Hometown Heroes assistance has been expanding, so it’s capturing more people who can get this down payment assistance,” says Mary Waller, a Naples Area Board of REALTORS® board director.
Gonzalez agrees that expanding the Hometown Heroes Program is “definitely one aspect we’re extremely excited about” because the program is “off to such a good start.”
Passidomo hopes that REALTORS® help spread the word about the new “missing middle” property tax exemption for newly constructed or substantially rehabilitated units within developments that set aside at least 70 units for affordable housing. This element of the new law aims to address the fact that people who make 80 percent to 120 percent of the area median income (AMI) make too much to qualify for most affordable housing programs but not enough to afford housing in many higher-priced communities. So, the new law provides a 100 percent tax exemption for units targeting residents making up to 80 percent of the AMI and a 75 percent tax exemption for units for residents with incomes between 81 and 120 percent of the AMI. (Rent for the set-aside units must be at least 10 percent below market rate.)
“For the first time, we are offering owners of substantially renovated or recently constructed units the chance to qualify for a tax exemption when they turn market-rate units into affordable rentals for
The Live Local Act provides new funding and incentives aimed at making homeownership more affordable in FloridaAndy Gonzalez Kathleen Passidomo
our low- and moderate-income Floridians,” says Passidomo. “This innovative approach will address the current problem of rising rents in a meaningful way that young families, working professionals, and seniors can begin to see right away.”
Additional bill highlights include the reduction of certain regulations for developments of affordable multifamily housing in commercial, industrial, and mixed-use areas that reserve at least 40 percent of the residential units for households earning up to 120 percent of the AMI. Local governments are now required to publish an online inventory of government-owned property that could be appropriate for the development of affordable housing and maintain a public written policy that lays out procedures for expediting permits and development orders for affordable housing projects.
“When you put all that together, it creates some significant and substantial new incentives and funding that should result in the creation of more affordable housing units in Florida,” says Naples City
Councilman Raymond Christman.
But William “Bill” L. McDaniel, Jr., who represents District 5 on the Collier County Board of Commissioners, has some concerns about elements of the bill that affect local government policies and ordinances—and he isn’t sure how much impact everything will have on a place like Collier County where land and property is so expensive. “The rationale of Live Local is a nice idea,” McDaniel says. “Will it work in other communities? Maybe. Is it going to work in Collier County? I’m not sure yet. We’re not going to know until a developer does one.” With these new incentives and funding on the table, Waller hopes that REALTORS® continue to understand that a buyer interested in housing that is affordable is a buyer they should want to work with.
“If you turn your back on someone just because they want to apply for down payment assistance, you’re turning your back on commissions,” she says. “These are good, well-qualified, working people who are looking to become homeowners.”
William “Bill” L. McDaniel, Jr.
Raymond Christman
The bill also earmarks $100 million to expand eligibility to the state’s Hometown Heroes Program, which provides down payment and closing cost assistance to first-time, income-qualified homebuyers.
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Need help setting up a new printer or updating your phone to the latest operating system? Did you know that, as a member of Florida Realtors®, you’re entitled to free tech support seven days a week? The Florida Realtors® TechHelpline team can also assist with questions about forms and IDX, and recommend tech tools and devices that suit your business style. Assistants are available by phone, online chat, and email. There’s no limit on the number of calls or requests for assistance—giving you up to more than $90 an hour in savings. The Florida Realtors® TechHelpline blog keeps you up to date on the latest tech trends.
Mobile app: Search “TechHelpline” on Google Play or in the Apple App store. From the app, you can call, chat, and open a case.
At Kalea Bay, when we talk about exercising your options, we mean walking the family dog or fishing off our private pier. We’re referring to the option of selecting one of our spacious, sophisticated residences as your next home. The option of living a life that’s spent in and around the rooftop pool with glorious views of the Gulf of Mexico. Options found only at Kalea Bay.
efore Pat Pitocchi became a REALTOR®, she was a teacher and high school principal, so she understands the value of education via classes and trainings that are available through the Naples Area Board of REALTORS® (NABOR®).
“Education is absolutely vital,” says Pitocchi, 2014 NABOR® president who currently serves on the organization’s Professional Development Committee and Instructor Advisory Council. “ e whole industry of real estate has changed and become knowledge based. e public has access to a lot of information. If REALTORS® don’t know all the facts, the process, and how to communicate and conduct a transaction, they’re going to be out of business.”
REALTOR® Rick Baranski, 2018 NABOR® president who chairs its Professional Development Committee, says NABOR® changed its policy a few years ago to make most classes free to members, committing about $100,000 a year to this e ort.
“National speakers can charge signi cant fees, often in the thousands of dollars, and we absorb those costs, so we don’t have to charge our members. It stems from the idea of making REALTORS® more professional,” Baranski says. “It’s important because we have few barriers to entry in our industry. We best serve the public and our customers by having our REALTORS® be better informed and better educated.”
NABOR® o ers an extensive o ering of free educational programs because “we don’t want REALTORS® to say they didn’t take a class because they couldn’t a ord it,” he explains. “We make it as easy and inexpensive as possible to educate our members.”
In 2022, NABOR® held 92 professional development classes with 6,161 enrollees. For example, NABOR® o ered the Senior Real Estate Specialist certi cation class for free. “Nobody
Pat Pitocchi
does that,” Baranski says. NABOR® offers the Graduate REALTOR® Institute (GRI) designation course for $199 when others charge significantly more, he says. It resulted in 61 members taking the first class of the two-year program—which was way above typical participation.
REALTORS® who earn the GRI designation make $30,000 per year more on average than those without a GRI designation, according to the National Association of REALTORS®. “GRI is really top of the line and that’s what everybody should strive for,” Baranski says. At NABOR®, the GRI courses are offered in spring and fall before renewals.
It’s important for new members and REALTORS® to take a variety of classes, Baranski says, noting that NABOR® had about 5,200 members when he was president in 2018 and today has more than 8,000. “When you become licensed, you don’t know how to do business,” Pitocchi says. “These classes are intended to give you beginning systems and processes so
you can make sure you align your practice with all the rules and regulations that guide professional conduct.”
Even experienced REALTORS® benefit from classes because it’s a dynamic industry that experiences rapid evolutions in contract language, insurance, laws, and technology. “If people don’t do well in this business, it’s not because the NABOR® board isn’t trying to educate them as much as possible. Many much larger boards in Florida do not offer as many educational opportunities as NABOR®,” says 2023 NABOR® Professional Development Committee Vice Chair Tina Falzarano.
Homebuyers are embarking on one of the biggest investments of their lives, so it’s important to understand the intricacies of real property transactions and abide by the profession’s Code of Ethics—and convey that knowledge to customers. “It’s a huge purchase,” Falzarano says, “and you can’t fly by the seat of your pants. We’re doing a service for the public, and they count on us to have the answers or know where to get the answers.”
This is especially important in Naples, which draws many international customers, says Pitocchi. “Different countries have different rules and laws,” she says. Baranski agrees. “We do an extraordinary number of international deals,” he says, citing the need for REALTORS® to obtain their Certified International Property Specialist (CIPS) designation.
“Chances are that, at some point in their real estate career, REALTORS® are going to work with an international buyer or seller,” notes NABOR® Director of Professional Development Services Michelle McKenna.
“When I teach CIPS and GRI,” says Pitocchi, “the feedback is always that these are excellent classes and members can utilize the information to have a direct impact on their business.” Another invaluable certification that Southwest Florida REALTORS® should consider adding to their professional arsenal is Resort and Second-Home Property Specialist, says Baranski.
Attendance at contract classes has been strong, Falzarano notes. “Contracts are important, because if you get that wrong, you’re really in trouble.” She says REALTORS® should know how to read through a contract with buyers so they understand what they are signing.
“Our contracts change every year or two,” Baranski emphasizes. “A hurricane comes, and you get new disclosures, or the legislature passes a new law. There isn’t anybody in NABOR® who wouldn’t take a class and not learn something. It’s an ever-changing industry.”
Code of Ethics is a requirement for license renewal every two years and therefore a popular class. “What separates a REALTOR® from a real estate licensee is adhering to a Code of Ethics,” says McKenna. “It helps elevate the profession and the reputation of the folks who sell real estate. It’s the way you need to treat customers, the public, and other REALTORS®.”
A course about service animals has become popular, McKenna says, because REALTORS® want to understand the distinction between a service animal and an emotional support animal, especially if they are selling a condominium residence that doesn’t allow pets.
Learning about property ownership, wills, trusts, and probate is also helpful, she says, because many local properties are held in trusts or are passed to family through a will
or estate. “It’s only a twohour class, but there’s a lot of information in it,” McKenna says. A course about Florida’s homestead exemption and Save Our Homes assessment is also helpful, she adds.
The Professional Development Committee is planning a course on luxury real estate to help REALTORS® understand how to work with highequity customers and multi-million-dollar properties. Falzarano says the class will help REALTORS® find and work with these buyers and explore ways to list ultra high-end properties with optimal exposure.
Other first-time classes to be offered include the Real Estate Negotiation Expert and Certified Commercial Investment Member designations, and a new course on REALTOR® safety.
In addition to classes, NABOR® holds popular lunch-and-learn gatherings where affiliated members such as attorneys, inspectors, and insurance agents discuss a topic in their field. Once a quarter, panel discussions bring together three or four experts to share their expertise on a subject. “They’re excellent because you get several different viewpoints,” McKenna says.
Many classes and programs can be taken via Zoom, on the private NABOR® Facebook
group, or rewatched in the archive on nabor.com.
“The pandemic really opened our eyes,” Baranski says. “Before, everything was live and during it, nothing was live. We’ve found the middle ground. We’re reaching so many more people now.”
NABOR® offers “an incredible video library” on the website where, Baranski notes, committees are reviewing the materials to make sure the information is current.
Despite the wide range of classes and programs, McKenna says less than half of NABOR®’s 8,000-plus members take a class each year, not counting the required New Member Orientation and Code of Ethics training. “The majority of our classes are free, so we have seen an uptick in attendance,” she says. “The feedback shows that they appreciate the variety of education programs we offer and that the classes have been useful to them.”
It's important for brokers to encourage their REALTORS® to take classes offered at NABOR®. “REALTORS® listen to their brokers more than an email from the board," Pitocchi says. "We ask brokers to support the education of their team. I tell all my classes, ‘You need to learn more so you can earn more.’”
Baranski agrees. “I would want my agents to be as educated and professional as possible,” he says. “It saves on problems, lawsuits, and ethical complaints. And if they make more money, you make more money.”
The NABOR® Naples Conference Center audiovisual system was upgraded a couple of years ago to enhance members' learning experience.ork, work, everywhere, but not a lot to work with. That’s the scenario playing out in the Naples area as builders and REALTORS® alike try to make sense of a postIan market where demand and costs have increased sharply but the supply of critical industrial space to meet local needs has been squeezed.
The Category 5 hurricane arrived Sept. 28 bearing gifts: a slew of reconstruction and new projects, plus undaunted resilience. The flurry of building and rebuilding activity “is an economic boom, unfortunately, because nobody wanted the storm damage to happen,” says Bill Poteet, owner/broker of Poteet Properties. “Because of it, we have people putting on new roofs, new refrigerators being installed, new flooring being put in, painters—everybody working hard. There’s no lack of work out there in our community.”
All that work comes literally at a price, however, as business costs skyrocket. Rents across real estate have increased “dramatically,” Poteet says. Today, industrial rent commands up to $22 per square foot “whereas if
Wyou go back five years ago, it was $12.”
Rent increases are piling on top of higher property taxes and insurance costs, with inflation hitting other areas of operations—and knocking down the bottom line. “All of those pass-throughs are on top of the baseline of $22 a square foot,” Poteet notes. “There are businesses that can’t afford it and are going to have to either relocate to another community or just go out of business.”
The biggest commercial demand is for industrial property because many businesses—particularly construction companies—want warehouse space to store shipments of construction materials so they don’t have supply chain problems down the road, says Ed Boeder, a Naples-based commercial real estate broker at SWFL Properties LLC.
“These contractors, they need space and there’s no space for them. It’s an interesting problem to have,” says Cristin Madden, a commercial lender and vice president at Charlotte State Bank & Trust in Naples.
But where do they go? There is a chronic shortage of land zoned for industrial uses. “We had a problem
Bill Poteet
before the storm and the storm has certainly made it worse—the lack of industrial space for all the contractors,” says Madden.
As a result, Madden says, “I’m getting a lot more calls from business owners, contractors, and other people who are growing, and they need more space,” she explains. “Or they don’t want to pay the increase in rents, so they’re trying to buy their own space. Whether they’re renting or wanting to buy, there’s just not a lot available.”
Some with damaged buildings are taking out commercial loans and looking to buy a new location—where they can find it. “Their leases might be coming up in the next three to six months or even a year and they know they want to purchase their own building or their own space.”
In part, the shortage of industrial property is a product of the county’s greatest economic success: a seemingly insatiable demand for new communities, particularly the ones preparing to spring up in eastern Collier. While there are commercially zoned properties in those areas, “you cannot convince me today that I’m going to be able to build an industrial park in front of one of those gated communities,” Poteet says. “Collier County doesn’t really have any long-term plans on how to find a solution on this,
unfortunately.”
Now, he says, county leaders need to “look at the map and figure out where we can put some sizable areas of industrial properties before we get more residential communities going east.”
Collier County Commissioner William “Bill” L. McDaniel, Jr., says the county won’t run out of land zoned industrial even though “big developers are gobbling up land now,” especially in and around Immokalee. Even so, he says, that’s not necessarily a threat because converting industrially zoned land to residential is easier said than done. “They would have to go through the full process and probably would have a difficult time getting it done.”
For the most part, McDaniel says, “It’s market driven. It’s not something that government can or really should get involved with.”
The Alico Road corridor in south Lee County—with convenient access to Naples and all of Southwest Florida via Interstate 75—has been a magnet for industrial construction recently, Boeder says. In the past two years, NeoGenomics, Amazon, White Cap Construction Supply, and Scotlynn Group have opened massive warehouses and/or headquarters in that area. “That’s been booming
for a couple of years, pretty much since the pandemic, when things started really shutting down, and supply chain issues started popping up,” Boeder says.
Other businesses, however, have bounced back quickly, even where Ian hit hard.
Stuart Tackett, a REALTOR® with Keller Williams Realty Naples, says even in hard-hit downtown Naples, the community’s stores and restaurants were able to rally. “Some businesses on Gulf Shore Boulevard were devastated and now they’re getting back into their newly rebuilt offices,” Tackett says. “If you can afford to be on Fifth Avenue South, you can probably afford to do repairs.”
In Naples generally, Tackett says, Ian hasn’t dampened interest in commercial property by those looking to expand or start a business. “Not at all,” he says. “I’ve had many people looking for restaurants. Had a long conversation with a gentleman today who
currently owns a restaurant, and he wants to expand.”
The first step is finding a commercial location, and the next is building it out. But contractors are in high demand, so they can be selective with the jobs they accept. “If you’re a general contractor, do you want to do a buildout on a single commercial space or do you want to get the bigger jobs from the hurricane damage?” asks Tackett.
Some business owners get temporary relief by moving to another location until their rebuild is complete, he says, which shifts dynamics to the landlords and property management companies who are making decisions about short-term leases. “For most landlords, obviously that’s not their preference but I do see where some landlords do cave in and let people stay in short-term leases while they build out,” Tackett says.
There were 14 permits for commercial buildings issued in Collier County in the first three months of 2023, down from 16 in the same period in 2022, according to county data. (Permits issued for single-family homes and duplexes also fell from 896 in 2022 to 652 this year during the same period.)
Another problem still lingering from the COVID-19 era is that it’s still difficult to predict the price of basic materials such as steel or plywood, Madden says. “It’s harder to give a customer an idea of how much it’s going to cost when you don’t know how much it’s going to cost.”
Tackett says one result of these challenges is a reluctance by some commercial buyers to commit until these changing dynamics, including land prices, stabilize. And that’s understandable, he says. “I’m seeing some very small lots that they’re asking millions for— and that doesn’t make sense if it’s so small you can’t really develop much on it.”
For the time being, Tackett says, “I think
people are just trying to put the brakes on and trying to understand what the market is going to be.”
As dramatic as Ian's affect has been on the landscape of commercial real estate, some of the biggest changes—notably in insurance— are yet to come, Poteet says. “We will not see the impacts until probably 18 months from now,” he says. “There’ll be new insurance carriers coming into the market but they’re going to wait through this hurricane season and then you’ll see them added to the market.”
Still, better times are on the way, Poteet predicts. “With all the changes, we do see long-term dramatic improvements” with a leveling off and then a decrease in premiums.
However, he says, “Between now and then premiums are going to be high,” making it more expensive for anyone who’s getting a loan to purchase property.
$492 million: Total commercial property damage
$1.7 billion: Total residential property damage
3,525: Commercial and residential buildings damaged
33: Commercial and residential buildings destroyed
LOCAL DAMAGE BREAKDOWN:
UNINCORPORATED COLLIER: $948 million
NAPLES: $989 million
MARCO ISLAND: $256 million
EVERGLADES CITY: $7.1 million
(Source: National Weather Service)
Ed Boeder
It’s not just U.S. residents who aspire to have their own subtropical getaway under the Florida sun—so do people from across the globe. So, what is it that makes them purchase in one place versus another?
“It all begins with a visit when it comes to people relocating here,” says Paul Beirnes, executive director of the Naples, Marco Island, Everglades Convention & Visitors Bureau. “When people come to any destination, they usually do so on vacation, look around, fall in love, and come back. The second time it’s a different filter. They realize that they could live here. It’s an evolution.”
The process is the same no matter where visitors come from, but it’s been problematic for international visitors since COVID-19 travel restrictions wreaked havoc on access to the United States. The decline in foreign visitors has been dramatic. Before the COVID-19 pandemic, about 20 percent of visitors to the area were international. Pre-COVID, there were some 309,000 international visitors annually. In 2022, that number was just under 57,000.
Although border restrictions were lifted in 2022, Americans also had cabin fever and domestic pent-up demand drove occupancy and room rates high, so foreigners “were pretty much locked out” last year, Beirnes says.
There was great anticipation for a banner 2023 winter season, he says, but “there were a lot of things obstructing the ability to visit this year as well.” Deterrents included
The Naples Airport experienced more international inbound flights in 2022 than in 2019, prior to the pandemic. Ninetysix percent of outof-country arrivals reported that Naples was their final destination last year.
elevated gas prices, global inflation, and high average daily room rates with availability squeezed after Hurricane Ian. “Then there are wars and conflict pretty much at the back door of Germany and Europe,” Beirnes says. “There’s a lot of drain on the wallets of global visitors.”
Visitor numbers are tracking about 6 percent higher this year. Now, “we’re in a kind of a flux,” Beirnes says. Returning to pre-pandemic robustness “is going to take some time.”
His assessment reflects passenger and flight information at both Southwest Regional International Airport and the Naples Airport, which show significant drops in activity in 2020, with numbers inching up slowly in 2021 and 2022. Naples Airport reported even more international flights arriving in 2022—2,000— compared to the carefree days of 2019, which saw 1,365 inbound international arrivals.
When the airport became a U.S. Customs & Border Protection entry checkpoint in 2011, it was believed that Naples would simply be a check-in stopover on the way to another destination. But that hasn’t been the case. Last year, 96 percent of out-of-country arrivals reported that Naples was their final destination, according to Zachary Burch,
Naples Airport senior community engagement and communications manager. “We don’t know what they’re doing here. All we know is they didn’t get back on their plane and leave,” he says.
Bahamas is the No. 1 inbound country, followed by Canada, the rest of the Caribbean, and Mexico, Burch reports. The airport can receive travelers directly from Europe, Central and South America, Africa, and Asia. “We get them from all over the world,” he says.
Last year, the airport logged a record inbound and outbound 122,000 flights. While it’s not known how many of these visitors ultimately buy local property, a 2022 Florida Department of Transportation analysis of the airport’s annual economic impact on the community reports that it is valued at more than $781 million.
Foreign investors are coming, and they are buying, says Brett C. Brown, a broker with Downing Frye Realty and the Naples Area Board of REALTORS® (NABOR®) 2021 Global Achievement Award recipient.
For the first time, the NABOR® board and MLS team recently conducted an analysis of Collier County homes sold to international buyers. Last year, 75 percent of the buyers hailed from Canada, Brown says. It was followed by Germany, Switzerland, and the United Kingdom. Argentina rounds out the top five. “It’s the first time we’ve seen a South American country move into the top 10,” Brown notes.
Although the percentage of sales to international buyers is difficult to ascertain precisely, he believes that purchases by foreign buyers represent about 7 percent of all sales—equating to half a billion dollars. “It’s a huge impact,” Brown says. “We find that the majority are cash buyers, and they tend to buy on the higher end.”
Beyond the cash they infuse into the economy from purchasing properties, international buyers continue to contribute dollars into the local economy. “In most cases, it’s a second or third home or an investment property,” Brown says, “so they need property management, housecleaning services, utilities, furnishings, food. Whoever occupies the home will also have free time and will spend money shopping and in restaurants and elsewhere in the area.”
According to the “2022 Profile of International Transactions in Florida,” an annual report released by Florida Realtors®, U.S. real estate “is viewed as a safe haven which encourages investment during times of economic concern.” Here are some of the conclusions Florida Realtors® found in its member survey:
* Among foreign buyers in Florida, 73 percent own a primary residence in another country.
* In the Naples market, the median price
of a single-family home rose 24 percent—from $595,000 in 2020-21 to $735,000 in 2021-2022—making it the most expensive market in the state. Yet the figures Brown’s group collected showed that international buyers generally purchased at prices significantly higher than that, with the average at $964,000.
PJ Smith, 2023 NABOR® President-Elect, is seeing a lot of Canadians headed back this year. “They are not here at pre-pandemic levels, but they are back, and they are bringing cash,” she says. “They are taking their time. They are not going to be the ones that overpay and get into multiple offer situations. They are buying investment properties or hybrids—living in its part of the time and using it as an investment. Some are increasing their portfolio of investment properties.”
She also is a Resort and SecondHome Property Specialist and a Certified International Property Specialist.
Canadians are known to be cautious with their money, so it makes sense that they’re interested in buying here now—where their dollar is strong and the inventory of available homes in February 2023 was up 131 percent from the previous February.
Beirnes thinks the Canadian market is an ideal one to focus on right now, both for tourism and investment, because of the ease of getting here and the fact that Canadians have always had an affinity for the Sunshine State, which Beirnes calls their “unnamed province.”
“It’s easy for them to load up their car and in 24 hours they can be in the U.S.,” he says. “Europeans are looking at escapes that are really affordable and closer to where they are living, places like Portugal, Spain, and France.”
Right now, Canada should be a top priority.
“Last winter, we ran a small campaign that generated a tremendous response in southern Ontario urging people to come to Collier County,” says Beirnes. “This year, we amped up our efforts to drive Canadians here in the ‘shoulder season’—spring and summer.” Beirnes grew up in Canada and understands their weather patterns and preferences. “Everything Canadians love in the winter is here in the spring and summer, too: arts, culture, dining, beaches,” he notes.
He believes visitors from the United Kingdom and Germany will continue to visit but it will take time for their numbers to increase. The main concern is that, over the time when people could not come to Southwest Florida, other destinations lured visitors to their regions. “Our fight is to get them back and engaged and hope that helps with the investment pattern as well,” he says.
Swiss — $2.4 million
Canadian — $906,000
British — $890,000
Argentinian — $420,000
Based on NABOR®/MLS analysis of 2022 Collier County sales
Brett C. Brown PJ SmithForeign buyers might represent about 7 percent of all real estate sales—equating to half a billion dollars.
While international clients comprise only about seven percent of those who buy property in Collier County, it can be well worth a REALTOR®’s time to understand how to work with these a uent buyers.
“ is is an arena not a whole lot of people jump into because it requires education— speci c knowledge,” says attorney Christina Davidow, a member of the Naples Area Board of REALTORS® (NABOR®) Global Business Committee.
She strongly recommends that REALTORS® interested in developing an international clientele earn the Certi ed International Property Specialist (CIPS) designation, which can be obtained by taking an intensive National Association of REALTORS® course.
Gaining a piece of this small segment of
the market can be lucrative, Davidow says. “You help that rst person who comes here with no network,” she says. “If that person has a positive experience and has a friend who wants to buy a house, they are likely to recommend you. ere could be a whole community who will come with them.”
ere are several alliance groups in the region hailing from other states, but when it comes to clusters of international friends buying second homes in Collier County, there are some important di erences to know about.
e rst is the Foreign Investment in Real Property Tax Act, which imposes an income tax on foreign nationals who sell property in the United States. Ten percent of the sale price is withheld to pay the income tax. “ e taxes need to be paid at the time of the deal,”
explains Brett C. Brown, chair of the 2023 NABOR® Global Business Committee and President 2009 who teaches the CIPS course to NABOR® members. “If they aren’t, the government will come after the agent” in lieu of pursuing the foreign seller.
e CIPS course teaches about legal matters, currency and exchange rates, cross-cultural relationships, regional market conditions, and where to get the tools needed to present investment information to international clients. Elective courses within the program provide specialty designations for diversity and resort and second-home properties, training on pricing strategies, and regional courses on Asia, Europe, the Americas, and Africa.
“To be successful with foreign nationals, you have to be able to put yourself in their shoes,”
Most associations have a more rigorous screening process for foreign nationals, so they need more time than someone from the U.S. does,” says attorney Christina Davidow
Davidow says. That means understanding that purchasing real estate in other countries is different from buying it here. “For instance, what does the closing process look like? What’s a deed? When do we sign the contract? Other places don’t have the same legal procedures,” Davidow says.
One of the big differences is the mortgage. “In Canada, it usually takes three days and it’s done,” she says. “You need to explain in advance that it will take 45 days and that’s normal. Managing expectations and knowing how to anticipate those expectations is key.”
Another major component that needs careful explanation is insurance. “Most countries don’t have an insurance system like the U.S.,” Davidow says. “Many clients don’t understand they need to purchase insurance before closing.”
The complexities of wiring money from one country to another can be a surprise as well. It
can take a week for overseas money to reach a recipient in Florida. “REALTORS® need to build in a 7- to 10-day escrow period and communicate to the other REALTOR® why it’s happening,” Davidow says.
She recommends instructing clients to place money in escrow before embarking on a property hunt so it’s available when they see something they like. That also applies to applications to homeowner and condo associations, a process that normally takes about 10 days. “A foreign national should do it the very first day,” she says. “Most associations have a more rigorous screening process for foreign nationals, so they need more time than someone from the U.S. does.”
Understanding the culture of the country your customer is coming from is also vital, says Davidow, who grew up in El Salvador. “Being respectful of those local proclivities can always
strengthen your relationship,” she says.
For example, “Germans like to be on time and like it when you are on time. Otherwise, they feel like you are being disrespectful.” Latin Americans want to know you care about them first before getting down to business, so they like to have a robust conversation before conducting business. Canadian customers “understand American culture,” she says. “I find they are the easiest to work with.”
When working with people who speak a different language, connect them with a certified public accountant and attorney who also speak that language, so they feel comfortable with the process.
What it all amounts to, Davidow says, “is making sure you are maximizing your customer’s potential, giving them the best opportunities that you can.”
Have you planned to attend the annual Florida Realtors ® Convention & Trade Expo in August?
BY NANCI THEORETMany Naples Area Board of REALTORS® (NABOR®) members make a point of blocking out several days every August to expand their professional network, learn top-secret strategies from successful REALTORS®, and demo the latest high-tech devices and services designed to ease stress, save time, and increase productivity. Attending the annual Florida Realtors® Convention & Trade Expo also a ords the opportunity to hobnob with the likes of Martha Stewart, Gov. Ron DeSantis, and other inspirational speakers—including this year’s headliner, University of Florida gridiron legend, author, and philanthropist Tim Tebow.
Billed as the premier event for serious REALTORS®, the 2023 convention—taking place August 16-20 at Rosen Shingle Creek in Orlando—is a must for local professionals who want to boost their bottom line by mastering skills to close more sales and get more listings. It provides high-octane educational sessions led by nationally recognized speakers, trainers, and Florida industry experts; peer-to-peer training focused on challenges and opportunities; continuing education credits; and insights into trends and pending legislation impacting the
business of real estate. For many attendees, the annual convention is also the ultimate networking experience, connecting them to top state and national producers, commercial and residential investors, banking executives, mortgage lenders, and international liaisons working with global customers.
“ e vast amount of education classes, as well as the networking opportunities available, are an asset to any REALTOR’s® business, whether they are a selling agent or managing broker,” says 2023 NABOR® President Nick Bobzien. “Each year is di erent, and, personally speaking, in the 13 years I’ve been attending, there isn’t one time I’ve left the convention without enhancing my business as a REALTOR®. I have learned so much over the years and met many REALTORS® throughout the state I refer business to and
receive referrals from.”
e convention also includes a two-day expo, admission to special daytime and evening events, and the annual highlight: the REALTOR® Awards Luncheon recognizing the best in the business for achievements in residential and commercial sales, advocacy, education, humanitarianism, and volunteerism.
As one of Florida’s most active associations, NABOR® is well-represented annually with many members who’ve attended the convention for 10 or more years, served on committees, and been honored as state winners. It’s bene cial to new REALTORS® and seasoned veterans, says Bobzien.
Heather Haynes, broker-associate with John R. Wood Properties–Christie’s International Real Estate, attended her rst event in the late 1990s when her mother and real estate partner Paula Van Zuidam was honored as one of the top REALTORS® in the state.
“ e convention has fantastic sessions with inspirational speakers every year,” Haynes says. “You learn so much during the legislative and political forums about what’s going on in the state and the country. Gov. DeSantis spoke last year, and he’s been a wonderful advocate for REALTORS®. He’s really backed us.
“ e networking is business-changing,” adds Haynes, noting she’s made valuable contacts, including REALTORS® from Arizona, California, and others ocking to Florida. “You meet people from all over the state and the country. We send them business; they send us business.”
The premier event for serious REALTORS ® is a must for local professionals who want to boost their bottom line by mastering skills to close more sales and get more listings.
Education programs, breakout sessions, and the popular two-day expo help REALTORS® balance their professional and private lives, says Amy Reinholdt, a REALTOR® with Signature International Premier Properties in Naples.
“Some of the topics include social media, scheduling, and having better control of your
days. ey’re well-rounded and useful in all parts of life, in my opinion,” she says. “You learn ways to give back, about REALTOR® safety, and fair housing, which is a critical issue in our industry.”
e expo features emerging tools of the trade, from the latest in time-saving tech to marketing services and business solutions. Many products are unveiled for the rst time at the Florida convention. “Our industry is constantly changing, and new technology is introduced all the time,” says Haynes. “ e expo is where you go to learn what’s out there and nd the latest in technology, marketing, and products to build your business.”
“ e trade show is outstanding,” says Reinholdt. “ ere are products for safety, wellness, promotional gifts, business cards and signs, and health care.”
Florida Realtors® is also o ering its annual REBarCamp, a daylong pre-conference event Aug. 15 connecting participants to top producers who share their personal tips for success and business savvy during basic how-to and advanced sessions exploring technology, must-have mobile apps, focused networking, and brainstorming conversations.
“Attending the convention shows our dedication to our practice—we want to be the best level of professional we can be,” says Haynes. “NABOR® is one of the most wellrepresented groups at the convention. We share our experiences and what we learn with everyone else.”
BY NANCI THEORET
Congratulations! You have the signed contract in hand.
And now the clock starts ticking, counting down the critical steps that need to happen within the rst three to ve, 10 to 15 days, and so on from the contract’s e ective date. Time is of the essence. So, too, is time management, as one missed deadline can invalidate that contract you worked so hard to land.
“It’s important to understand the legalities of real estate contracts and how timelines can a ect a contract,” says Ronald M. Repice II, a real estate advisor with William Raveis Real Estate. “ e timelines are important, and everyone should have a good understanding of them.”
Members of the Naples Area Board of REALTORS® (NABOR®) rely on the “Timeline of Events” form in the NABOR® sales contract to stay on track for sales in Collier County. e time management guidelines highlight the 20-plus requirements, deadlines, and the responsible party—be it buyer, seller, listing licensee, closing seller, and closing buyer agent—leading to closing. e clock starts ticking from the e ective date of
the contract. A variety of problems can arise if timelines aren’t followed.
“It’s a critically important form that includes the basic timelines to be met for both buyers and sellers regarding the sales contract,” Repice notes. “Missing deadlines can cause the contract to be in default, thus giving buyers or sellers a reason to terminate. Deposits can be at risk which can become problematic.”
e NABOR® form provides an at-aglance reference, outlining the sequence of events and corresponding contract lines. It begins with changing an active listing to pending on the MLS within three business days and acceptance of condominium and homeowner association documents to the 10-day span for the buyer’s application for association approval, seller title evidence and survey, property inspection, and subsequent responses from the buyer and seller. It also spells out timeframes for buyer deposits, condo and homeowner association estoppels, buyer walk-through inspections prior to closing, and changing the MLS to a closed sale within three days.
e “Timeline of Events” form in the NABOR® sales contract “is one of the most useful tools in the NABOR® library,” says Patricia Asencio, assistant managing broker at John R. Wood Properties–Christie’s International Real Estate. “We include this form on our templates for listings and sales so that it’s top of mind to our agents. We advise
our agents to use this form in all transactions as one of the initial conversations when sitting down with their sellers and buyers. is helps in setting the expectations from the very beginning.”
REALTORS® at John R. Wood are also encouraged to review calendar dates, think ahead, and identify possible obstacles. Asencio recommends that agents prioritize and complete condo document delivery, for example, at the time of, or immediately after, contract execution.
“All days count from the e ective date,” says Asencio. “We could say that the e ective date is Day 0. A potential challenge could be not delivering the seller’s response deadline inspection items 10 days after receipt of the buyer’s notice and inspection reports. I advise agents to make full use of this very important tool each and every time with their sellers and buyers.”
e NABOR® guidelines were updated in October 2022 and are commonly followed for sales in Collier County, whereas sales in Lee County tend to follow the “FAR-BAR” contract created by Florida Realtors® and e Florida Bar.
NABOR ® ’s “Timeline of Events” form in sales contracts is “one of the most useful tools” for meeting post-contract deadlinesRonald M. Repice II
“Both contracts have similarities and differences, so it is important to stay up to date with both contracts,” says Repice, who also enlists a transaction coordinator for tracking documents and alerting all parties of impending dates. “For me, a transaction coordinator helps with communication and staying on track with important deadlines,” he says. “Things come up and you can get distracted. Having a good system of checks and balances is a good idea.”
Whether they’re newbies or long-
established, all REALTORS® “will most definitely benefit from the tools and classes available through NABOR®,” Repice adds. “You are no longer able to utilize text
messaging as a form of legal communication, and so it is important to communicate with parties via email or in writing.”
Things come up and you can get distracted. Having a good system of checks and balances is a good idea,” says real estate advisor Ronald M. Repice II
Here are the high-priority issues that Florida Realtors® closely watched during the 2023 Florida Legislative Session.
Florida continues to face an a ordable housing crisis as more people move to the state in search of a comfortable climate and lower taxes. is growth combined with a lack of adequate housing inventory is making it di cult for many Floridians to put a roof over their heads. STATUS: e comprehensive Live Local Act sets aside $811 million to expand the Hometown Heroes Housing Program, build on state housing programs, accelerate the development of new a ordable rental units, and incentivize multifamily apartment owners to reduce rent costs on existing units. E ective July 1. (See page 22 for “A Win for Workforce Housing.”)
In response to Orange County’s e orts to pass a rent control ordinance during the November 2022 election, Florida Realtors® worked with lawmakers to enact a statewide ban on rent control. STATUS: Senate Bill 102 bans local governments from enacting rent control policies. E ective July 1.
Tenant-related ordinances are guaranteed in Florida law. Florida Realtors® urged lawmakers to pass legislation that would preempt local governments from passing regulations outside of the Landlord Tenant
Law in Chapter 83 of Florida Statutes. STATUS: House Bill 1417 preempts regulation of residential tenancies to the state. is bill voids all local ordinances that reach beyond current state law. E ective July 1.
Florida Realtors® advocates for Florida’s natural resources to preserve residents’ quality of life and vital economic industries, including real estate and tourism. STATUS: e Florida Legislature allocated more than $1.1 billion for Everglades restoration and water quality programs and initiatives. E ective July 1.
Florida Realtors® applauds the legislature’s unprecedented steps in the last two years to stabilize the state’s deteriorating property insurance market. While the state waits for insurers to re-enter the market, Florida Realtors® asks lawmakers to continue monitoring the e ectiveness of these and continue looking for solutions to provide relief . STATUS: Senate Bill 7052 contains several provisions intended to increase consumer protection and insurer accountability in Florida. Provisions include restrictions on insurers canceling a policy with an open claim, increased nes against insurers, limits on insurer executive compensation under certain circumstances, and signi cant guardrails for insurers who amend insurance adjuster reports. E ective July 1, 2023.
Florida Realtors® supports the creation of a specialty REALTOR® license plate as a visible way to support the profession while raising funds to support homeownership in Florida. STATUS: Failed to move forward.
During a special 2022 legislative session, a new law was passed to increase the safety of condominium buildings and the transparency of community associations though these reforms needed more clari cation. STATUS: Senate Bill 154 clari es several measures contained in the previous reforms, such as who can perform milestone inspections, ood insurance requirements, speci c items subject to a structural integrity reserve study, and the resale disclosure requirements associated with inspections, reserve studies, and newly added turnover inspection reports. E ective upon becoming law.
Vacation rental units are a critical part of Florida’s tourism-based economy. Many local governments continue to enact ordinances designed to discourage property owners from exercising their right to rent their property. Florida Realtors® encouraged state lawmakers to support legislation that creates a statewide, uniform system of regulations for vacation rentals and gives local governments the authority to pass ordinances if they apply to all residential properties. STATUS: Two identical
bills in the House and Senate would have preempted the licensing of vacation rentals to the state and allowed local governments to create a registration program. The two chambers were unable to come to an agreement on the issue. It is likely the legislature will take this issue up again in the 2024 session.
Florida Realtors® is grateful for the support of four Florida legislatures that worked to lower the state sales tax rate on commercial space. Florida Realtors® asked state lawmakers to continue to look for ways to further reduce this tax. STATUS: Businesses throughout Florida will save approximately $260 million due to a 1 percent reduction of this tax from 5.5 percent to 4.5 percent included in House Bill 7063. This 1 percent cut provides businesses who rent their space some tax.
(Another planned reduction of the BRT to 2 percent is set to occur in August 2024.)
Effective December 1.
Florida’s real estate appraisers are being sued for appraisals they performed more than a decade ago. STATUS: House Bill 213 prevents these frivolous lawsuits by establishing a fouryear statutory limitation on the time in which a civil cause of action can be brought against a real estate appraiser, or appraisal management company, following the date the appraisal was performed. Effective July 1.
Some real estate brokerages and businesses are being sued for legitimate telephonic marketing practices due to an unclear provision
of law passed in 2021. STATUS: House Bill 761 amends these provisions of the Florida Telephone Solicitation Act to clarify definitions and written consent requirements to end frivolous lawsuits. Effective upon being signed into law in late May.
Local governments routinely pass ordinances that directly and indirectly impact local businesses. Many local ordinances often have unintended consequences felt throughout the business community. STATUS: Senate Bill 170 would make local governments show the impact of a new ordinance on businesses and suspend enforcement of an ordinance being challenged in court. Effective October 1.
(Source: Florida Realtors®)
BY CHRISTINA B. DAVIDOW, ESQ., WILLIS & DAVIDOW, ATTORNEYS AT LAW, LLC, LEGAL RESOURCES COMMITTEE MEMBER
Serious crime is happening in our backyard: Scammers are posing as legitimate foreign sellers of real property and fraudulently stealing the sales proceeds. ey are targeting primarily vacant lots (with no mortgages) purchased by foreign owners many years ago and executing listing agreements, contracts, disbursement instructions, and even deeds for the sale. ere has been an uptick in these scammers using fake identi cation and/or fake notaries to convince innocent REALTORS®, closing agents, and purchasers that they are engaging in a legitimate real estate transaction. Learn how to prevent your customers from falling for this scam.
Imagine that you are enjoying a cup of co ee
on your lanai when your cellphone rings. e caller tells you she found great reviews for you on realtor.com. Her name is Helga and she wants to hire you! Helga explains that she owns a lot in Park Shore but never got around to building on it. Because of the hot market, she wants to sell the property now. “Can you list it for me?” she asks. “Sure!” you say. “Let’s meet at my brokerage and I’ll prepare the necessary paperwork.” Helga lives in Germany and can’t meet you in person, so you suggest using DocuSign. You ask her for the property address, get a scanned copy of her driver’s license and German passport, and begin working on the details. After performing your due diligence and con rming that her name is on the last deed of record, you list the property for $1 million, and promptly get an o er. It’s a steal—Helga wants it sold fast! Except…this doesn’t feel right. Because the seller is a foreign national, Foreign
Christina DavidowInvestment in Real Property Tax Act (FIRPTA) regulations have to be followed so you bring in a closing team that knows how to handle FIRPTA. The closing appears to be going smoothly: There are no title problems and the deed has been signed, notarized, and mailed. It’s in the hands of the closing agent. Phew!
When asked for her Individual Taxpayer Identification Number (ITIN), however, Helga says she doesn’t have one because she’s never sold property in the United States. She also says she doesn’t want to fool with that and prefers to just let go of the 15% withholding. Wait a minute…this really doesn’t feel right. Why would anyone let go of $150,000? At this point, you alert the closing team that something feels wrong. The closing agent verifies that this, indeed, is a vacant lot scammer and shuts the deal down. The
Depending on your role in the transaction, there are specific best practices you can establish to help you sniff out scam artists. For every property owned by a foreign national, you should consider incorporating the following:
• Send certified correspondence regarding the listing to the address on the prior deed
• Conduct video conferences instead of phone conferences so you can see facial expressions, compare likeness to photographs, etc.
• Track the history of the prior property owners to confirm the identity of the current owner through the agent that helped them purchase it
• Request prior c losing documents from the closing agent to confirm identity
• Create reliable procedures to require agents to confirm identity of property owners
• Conduct educational programs to prevent identity fraud
• Create awareness of these issues among all sales associates
Do not rely on foreign notaries. Instead:
• Use vetted, U.S.-based remote online notaries (RON) that adhere to strict identification protocol
• Require foreign nationals to execute in a U.S. Consulate/Embassy
buyer is both disappointed and relieved. So how did this happen? The scammer found the vacant lot, created corresponding fake IDs and documents in the owner’s name, and let you do the rest! This is the classic vacant lot scam.
• File a complaint with the FBI’s Internet Crime Complaint Center at ic3.gov.
• File a complaint with the Attorney General’s Office online at myfloridalegal.com or 1-866-9-NO-SCAM
• Contact a local law enforcement agency
• Delegate identification to a Certified Acceptance Agent (CAA) for FIRPTA purposes. CAAs are trained in strict protocol.
• Enroll in the Collier County Clerk of Court’s “Risk Alert ” notification service at collierclerk.com/risk alert-enrollment
• Foreign buyers should consider listing a U.S. address on the deed
Be on guard with foreign sellers. Several characteristics should stick out like a sore thumb and prompt you to ask more questions. Did they find you online or was it a personal referral? Have you met them in person or only email/telephone? Are they asking you to sell for a lower price than customary? Are they in a rush to sell? Most importantly, TRUST YOUR INSTINCTS!
Nine times out of 10, you’ll have a nagging feeling that something is not quite right. Trust your instincts.
Dear Corie: Not too long ago, Buyer Betty contacted me to assist her with finding and purchasing a home in the area due to a job transfer. With inventory slowly creeping back up, I was able to quickly find Betty a home that included many features on her wish list. I scheduled a showing appointment shortly thereafter through Listing Agent Larry. After viewing the property, Betty was eager to present an offer and within one week, the offer was accepted, and we had a fully executed contract. A closing was scheduled for approximately six weeks later.
Fast forward, the closing took place as scheduled and Betty was very excited to start moving into her new home. However, I received a call the very next day from Betty who was upset. She said that the sellers took the curtains, which were supposed to convey with the property, and she could not find the garage door remote control. After some back and forth with Larry, I was able to successfully resolve each of Betty’s concerns.
I will admit that Betty was not the easiest buyer with whom I have worked. However, I believe she was just nervous about the closing process. I was happy to assist her while maneuvering through the various twists and turns of the transaction to bring the deal to a successful conclusion. Listing Agent Larry was not easy to deal with either, but we managed to close the transaction. Betty mentioned to me several times through the transaction how unhappy she was with Listing Agent Larry and some of his actions throughout the
closing process. Nevertheless, each time there was a concern, I was able to talk through her concerns and calm her down.
A week after closing, I received another call from Buyer Betty—who was upset again! This time, Buyer Betty told me that she saw a post on Facebook from Listing Agent Larry, that said “Despite the most difficult buyer ever, I was able to get this home closed in the fabulous Acorn Community. If you are thinking of selling, call me to get the job done. I will work for you and navigate any obstacle.” Attached to this post was a photo of the home that Buyer Betty purchased, including the street number. Buyer Betty is new to this area and now she feels like she has a bad reputation before she can get established within the community and make new friends. Anyone can look up the home in public records to identify her as the buyer, particularly because the Facebook post referenced the name of the community and the street number of the home!
I am reaching out to you because Buyer Betty asked me to gather the information needed to file a formal ethics complaint against Listing Agent Larry.
This is a most unfortunate situation. While Listing Agent Larry’s actions are unprofessional and Buyer Betty might have certain civil remedies available to her, without some additional facts, I do not think you will find anything specifically directed at Larry’s conduct in the REALTOR® Code of Ethics.
Notwithstanding, I would recommend that Buyer Betty give me a call so that I can share with her the details of our Ombudsman Program, which may be the best avenue in this type of a situation. In case you are not aware of this program, please allow me to elaborate. An ombudsman is a volunteer member of our association who is tasked by the association to provide enhanced communication and initial problemsolving to callers concerning REALTORS® and real estate-related transactions. Buyer Betty will have an opportunity to speak with the ombudsman to explain her concerns, along with her desired outcome. And, with her permission, the ombudsman will reach out to the REALTOR® and/or the REALTOR®’s broker to alert them to the issue. Depending upon the situation at hand, the ombudsman will try to bring forth a resolution that satisfies all parties involved and/or promote connection between the parties. It is important to note that the ombudsman is not a mediator and not all desired outcomes are achievable. However, our experience has shown great success in bringing about communication and resolutions. The contacts between an ombudsman, any caller, and the subject REALTOR® are always kept confidential. Although this program is not a good fit for all real estate-related transactions, please feel free to reach out to discuss further.
Corie Chase is the Chief Administrative Officer for the Naples Area Board of REALTORS® and can be contacted at (239) 597-1666 or corie@nabor.com.
Abdon, Ashley
Abou Lahoud, Joelle
Accardi, Aviana Marie
Achimas, Andrea
Adams, David B.
Albano, Alicia M.
Albrecht, Oliver
Alessi, Blake William
Alessi, Susan
Alfaro Cruz, Adianez Marie
Alfieri, Nicole
Ali, Marco Endhir
Allouche, Josie
Alvarez, Yilkania
Amo, Kent
Anastasi, Ornel
Anderson, Eleuthera Marie-Louise
Antell, Lisa
Arduengo, Luis
Arencibia, Zulma Yudit
Arreguin, Miguel
Arteaga, Juan Luis
Asbel, Brian
Asbel, Jessica
Ascolese, Dustin
Auguste, Marcha
Ausman, Phillip Steven
Baker, Matthew Roy
Baldwin, Margot Lynn
Barbieri, Maria Mary
Barham, Michelle A.
Barnes, Melvin Alexander
Baron, Daniel R.
Baron, Carolyn
Barrett, Benjamin Flanagan
Bastida, Carlos A.
Basualdo, Manuela Maria
Battaglia, Maria A.
Bautista, Janine
Belcher, Timothy Charles
Belter, Cole Daniel
Beltran Robles, Yessica Alajandra
Bensinger, Debora Marie
Bielak, Gerard Joseph
Black, Mary J.
Blow, Sheri
Bond, Brandon
Borda, Eliana
Borges, Ricardo Capucio
Borncamp, Christopher
Bowers, Katrina
Braun, Jean Marie
Brito, Oriany Yanell
Brommer, Tara
Brown, Christopher
Buckley Jr., Blake Simmons
Buehler, Ashley
Buonafede, Federico
Cahill, Mariah
Callari, Bruna
Callas, David Thomas
Campos Le, Ileana P.
Camuti, Daniel
Cappella, Melissa A.
Caradonna, Jeanetta Michele
Carney, Cynthia Clark
Carrigan, Victoria Marie
Carstensen, Nicole E.
Cartwright, Michelle
Casey, Daniel Joseph
Castillo Rizo, Amanda
Castillo, Fara
Catello, Joseph
Cervera, Alicia
Cheff, Brielle
Chesta, Carolyn
Christon, Evan Nicholas
Cifuentes Barrera, Sebastian
Ciobanu, Georgiana Alexandra
Coleman, Murray J.
Collins, Ryan Francis
Colon Martinez, Aileen
Condon, James
Conti Jr., Paul Kenneth
Corbett, Patrick
Cordos, Samuel
Corradi, Leno
Cosenza, Autumn Tempest
Coto, Maria Zulema
Cox, Jamie Nicole
Coyne, Lisa
Crespo, Evelyn
Cruz, Loriet
Cuba Rivero, Lisandra
Cummins, Cole
Dahl, Jacklyn
D’Alessandro, Giovanna
Dallas, Jamie Marie
Dangler, Stephanie L.
Daniels, Katherine Gail
Davidson, Robert Bruce
Davis, Paris Storm
Dejcz, Justyna
del Pilar Villacis, Maria
DelSesto, Lori A.
Desprez, Berline
Diaz Sr., Franklin Oscar
Diaz, Carolina
Dietz, Mareman
Dooley, Jolene
Dudley, Maria Howell
Duff, Catherine Ann
Dyar, Justin Oliver
Echeveste, Yadith Amalia
Eliot, Amanda
Epstein, Bruce
Erb, Lisa
Evans, Marsha Jean
Farley, Rebecca
Fellers, Elizabeth
Ferguson, Mariya Hristova
Fernandez, Brian
Fernandez, Elisabeth
Fox, Wesley
Franco, Victor
Fulton, Ronald Lee
Fussell, Kathy
Gaines, Frank
Galarraga Chi, Yaselyn Ines
Gallagher, James
Gallagher, Paul R.
Gallagher-Hare, MaryAnne
Gamez Ramos, Airys
Garcia, Andrys
Garcia, Maritza Abigail
Georges, Fabris
Gil, Tara Jessica
Gill, Kathleen
Gilles, John Paul
Girgis, Ragaey
Gonzalez, Colleen R.
Gonzalez, Vilma
Gorrin, Michelle Sophia
Govoni, Gregory
Goyette, Lee Ann
Graves, Robin Elizabeth
Guidicelli, Rosa Alvarado
Gurick, Zachary
Hall Jr, Morris B.
Hall, Lisa
Halle, Kelly Ann
Harrison, Clark
Hartley, Erica Diane
Hauschild, Thomas John
Healy Sr., Brian Christopher
Heaviside, Frederick
Heffelfinger, Raegan Ashley
Heise, Cameron James
Henderson, Alexander
Hernandez, Ivan Marcus
Herrera, Rita Luz
Hill, Nolen Grant
Homuth, Tiffany
Horlacher, Gregory Lawrence
Horlacher, Michael
Horvath, Jacqueline Renee
Houston, Carolina
Hyer, Edgar Kevin
Ilievski, Diana
Imm, Michael
Jackson-Brown, Julia
Jakymec, Christopher
Jaskulske, Penny E.
Jenkins, Michael
Jerabeck, Craig J.
Jiang, Yan Ping
Jimenez-Castellanos, Jenndy
Jucius, Roberta
Kantorcik, Amanda Marie
Kasbi, Karolina
Keegan, Jennifer
Kelechava, Lee Scott
Kennedy, Kelly A.
Kerr, Carol Jean
Killings, Terell
Kirk, Catherine M.
Krulikowski, Timothy James
Kuschel, Michael
Lanciotti, Michael A.
Landwehr, Jonathan David
Lane, Shanita
Lazo Nodarse, Yoandry
Leang, Selina
LeBlanc, Nicholas
LeBron, Jaimy A.
Lechowicz, Nicole Lynn
Leka, Matilda
Lekatsos, Litsa
Lenormand, Dante Savoy
Lenz, I. Dolly
Leonor, Cathryn Ann
Lesueur, Shaterra
Lockhart, Brazil
Longo, Lawrence S.
Lopresti, Virginia Lee
Lowmaster, Nathan Scott
Loya, Eric
Lytle, Amy Lynne
Madonis, Angela Helene
Mammarelli, Jason Dominic
Manganaro, Barbara Allyn
Manhim, Rachel
Mann, Laurie Middleton
Margiotta, Janice Marie
Marguglio, Donna
Marinelli, Gustavo
Marino, Jennifer Rae
Marino, Kimberly
Marzucco, Josh
Masse, Carla P.
Massie, Pamela
Matthews, Tiffany Ann
Mattioli, Michelle Lynn
Matus, Daniel Vladislav
Mavrodieva, Dilyana
McNeil, Megan
McRae, Adam
Medina, Lillian Marie
Mejia, Maria Liliana
Mellion, Tracy
Mendez, Elizabeth Lynn
Mengel, Grace
Mercer, Tammy Leilani
Mertine, Jean
Metzger, Eric
Miller Jr., Rex Mason
Minott, Katherine Q.
Miranda, Felipe Silva
Mirkovic, Aleksandra
Moe, Taylar
Moen, Ianula
Mol, Dana A.
Molter-Dieguez, Quinn Alexander
Mosele, Caroline
Mullaney, Ruth Ann
Mulvey, Tracey
Myers, Jenny R.
Nelligan, Yekaterina
Nicome, Zechariah
Nixon, Lori
Noel, Jennifer Ann
Norton, Christopher Lee
Nunez, Juliet
Nycum, Nancy Roselyn
O’Brien, Stacy
Olive, Julie Ann
O’Malley, Mia Patricia Mar
Opyt Jr, James Robert
Palumbo, Daniella
Panoja, Manuel Jesus
Peck, Brynne
Pemberton, Stephen Blake
Pena, Jenifer B.
Perez Carmenate, Mayela
Perez Jr., Ruben
Perez, Armando
Perez, Daynelis
Perez, Geidy
Perez, Maria M.
Petretta, Jaesen
Pica, Sandi
Pickard, Serena Marie
Pingaro II, Don Gerard
Popielec, Nicholas Jacob
Portner, Alaine R.
Powell, Jessica Gail
Puccio, Deborah Marie
Puckett, Natalie Sterling
Purnell, Mark
Rahman, Amaar Enayat
Raines, Alisa Kay
Ramirez, Karla Yvette
Ramos, Fernando
Raveen, Syed
Regan, Thomas Joseph
Regenhard, Andrew
Reid, Taylor Mariah
Remland, Josh
Rivera Fontanez, Francisco J.
Rizzo, Danielle
Robinson, Alyssa Lena
Rodriguez, Philiana N.
Roe, Sherrie Lynn
Roseboom Jr, Albert Earl
Rosil, Andrea Elizabeth
Ross, Serge
Roy, Christina
Rudolph, Carol D.
Ruport, Benjamin N.
Russell, Lynette A.
Sadowski, Nick
Sahakian, Rafi
Salmen, Thomas Jay
Sampedro, Elizabet
Sanchez, Yelicza
Sartori, Debra
Sassi, Stephen David
Schessler, Elizabeth Carlin
Schmidtke, Katherine K.
Schmitt, Irene A.
Schroer, Cheryl
Sculthorpe, Cecilia P.
Sharlin, Claudia Villavicenci
Shayan Smith, Shideh
Shephard, Regina
Shover, Astrid
Sigmund, Eric
Sinclair, Danielle
Singer Jr., Robert Monroe
Singh-Bushell, Ekta
Slaymaker, Joel Thomas
Smith, Kathryn
Sousa, Evandro
Sparacio, Robin Ann
Stam, Craig
Staron, Zach
Steinke, Jessica Ann
Sterns, Douglas P.
Stippich, Dawn Winter
Stoneson, Carol
Stoyanov, Mihail Ivanov
Suita, Ewelina
Sullivan, Alison Beth
Sullivan, Diane C.
Sumann, Elena Simeonova
Tadeo, Thalia
Tait, Richard James
Taormina, Angela Maria
Teh, Herry
Teixeira de Carvalho Pereira, Mauricio
Tejeda, Yvette
Temple, Lisa
Terrero, Monique
Thomas, Luann M.
Thompson, Ronda M
Thomson, Cassidy B.
Thornhill, Hunter
Tierney, Carole Ann
Tomaski, Erin Elizabeth
Torriero, Gino
Trippie, Alexandria
Tsin, Bella
Turhani, Franklin Reinald
Tyler, Maxwell Connor
Valbuena, Luis Eduardo
Valdes, Lilian
Valliath, Sarah
Vasconez, Jesus Joseph
Vazquez, Carmen S.
Voss, Esther
Walker, Brooke
Walley, Maria
Washburn, Christine
Waters III, Thomas J.
Weimer, Sharlene
White, Lena Marleen
Whitesell, Kristen Nicole
Wicks, Christopher Aaron
Wicks, Jamie
Williams, Tyson Lee
Woeck, Andrew Michael
Yates, Allyson Dee
Zaremba, Stephen
Zecchini, Debora
Zeoli, Nicole
Your golfing friends at Eagle Creek invite you to
March 23 * Tarpon Cove Yacht & Racquet Club
The committee’s role is to identify the concerns and needs of minority members and to assist in the development of actions to address those concerns and needs. The committee works together with other committees and NABOR®’s strategic partners, recommending and assisting in coordinating events and activities that help to increase diversity within the real estate profession and within the NABOR® membership and its leadership. Their overall mission is to promote diversity, equity, and inclusion within NABOR® and the communities we serve.
Tim Loos; Kat Villamizar; Mariana Beckner; Paula Angelopoulos Urbinati, Chair; Brenda Hernandez; Sandra Schlaupitz, Vice-Chair; Renee Beechler; Izabela Wright; Cecilia Sculthorpe; Maria Zabala; Onetia Cameron; Stuart Tackett
Feb. 20 * Hilton Naples
1. Allisa Pipes, YPN Committee Chair; Sara Brand, RPAC Committee Chair; Kristy Hairston, NAR Liaison; Corey McCloskey, President 2021; Debora Zalewski
her 30 years of service at NABOR®
8. NABOR® Members Inducted into the 2022 Florida Realtors® Honor Society Brett Brown, President 2009; Corey McCloskey; President 2021; David Puskaric, Director; Terrilyn Vangorder, Vice President/Secretary; Nick Bobzien, President 2023; Bill Poteet, President 2012; Mary Waller, Director; Ryan Bleggi, President 2022; Izabela Wright, Director; PJ Smith, President Elect; Paula Angelopoulos Urbinati, Director; Mike Hughes, President 2015; Sara Brand; Astrid Shover; Rick Baranski, President 2018 Not pictured: Christine Citrano; Brenda Fioretti, President 2010 and 2011; Rick Fioretti, President 2016; Je Jones, President 2019; Wes Kunkle, President 2013; Dominc Pallini, President 2017; Jim Pilon, President 2003; Pat Pitocchi, President 2014; Marcie Roggow, Director
May 18 * The Ritz-Carlton Naples, Tiburón
May 20 * NABOR®
1. Juan Hernandez 2. May Kay Dedousis, Donna Raynor, Mary Beth Puzio 3. Eric Nagel, Gretchen Shelton
4. Kachina Burrow, Clark Thompson, bicycle winner Quinn Thompson
Back: Mary Waller, Director; Nancy Bjork, Chair, Community Invovement Committee
THURSDAY, JULY 6
Waterways Clean Up
WEDNESDAY-SUNDAY, AUG. 16-20
Florida Realtors® Convention & Expo
THURSDAY, SEPT. 21 Member Business Meeting
THURSDAY, SEPT. 21 Casino Night
WEDNESDAY, SEPT. 27 Economic Summit Arthrex One Conference Center
THURSDAY, SEPT. 7 New Community Bus Tour
Naples-based photographer Dennis Goodman captured this rare sighting of a pair of ghost orchids (Dendrophylax lindenii) blooming in the Florida Everglades. A self-taught photographer, Goodman waded through chest-deep swamp waters to capture this elegant pair oating above a deep forest. ese rare and endangered epiphytes cling with tangled roots to tree trunks high up in the canopy and typically bloom during the warm summer months of June and July. However, because they are pollinated at night by sphinx moths, these lea ess orchids may bloom several times in a year—or not at all. e short-lived owers last up two weeks, according to Audubon’s Corkscrew Swamp Sanctuary, which is home to the largest ghost orchid—called “Super” ghost orchid—discovered. ese dainty, subtropical beauties grow on pop ash, pond apple, and bald cypress trees in Florida and are protected at Big Cypress National Preserve and Fakahatchee Strand Preserve State Park—nicknamed the “orchid capital of the United States” because it is home to 44 species.
Goodman’s rich portfolio of landscapes, wildlife, botanicals, and other natureinspired ne-art photos are on view in his gallery at 941 Fourth Ave. N. (dennisgoodmanphotography.com)
