Plus: NABOR® explains what the NAR settlement means for you
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For Openers
Annual Night of Honors. Stay up to date with modified contracts. Legislative wins for REALTORS®. In Store for You.
Get Smart
The benefits of joining local REALTOR® organizations and associations. The NABOR® Symposium will be a one-stop extravaganza. What happens to the deposit when the deal is dead? Stay on top of Code of Ethics requirements. Spreading the word about the NABOR® Charitable Foundation. Target your market as a NABOR® Event or Education Sponsor.
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NABOR® Officers 2024
President
PJ Smith
President Elect
Terrilyn VanGorder
Vice President/Secretary
Christine Citrano
Treasurer David Puskaric
NABOR® Directors 2024
Nick Bobzien (Immediate Past President), Sara A. Brand, Christina Davidow, Shaun M. Garry, Amy S. Reindholdt, Marcie Roggow, Izabela Wright
NABOR® COMMITTEES 2024
Budget & Finance Chair
David Puskaric
Commercial Chair
Stuart Tackett
Vice Chair
Darren Schoof
Community Involvement Chair
Spencer Rigsby
Vice Chair
Eric Nagel
Diversity, Equity, & Inclusion Chair
Sandra Schlaupitz
Vice Chair
Tim Loos
Digital Content Chair
Jeffrey Zeiler
Vice Chair
Corey McCloskey
Events for Networking Chair
Shari de Ron
Vice Chair
Samantha Schwartz
Facilities Management
Wes Kunkle
Global Business Chair
Carol Kairis
Vice Chair
Olga Vindell
Governmental Issues Chair
Tina Muracco
Vice Chair
Chuck Kansy
Grievance Chair
Robert Nardi
Vice Chair
Jim Pilon
Legal Resources
Chair
Nick Bobzien
Vice Chair
Adam Bleggi
Media Relations
Chair
PJ Smith
Membership Chair
Nancy Golya
Vice Chair
Joe Nugent
NABOR® History Chair
Paula Angelopoulos Urbinati
Vice Chair
Shannon Livingston
NABOR® Magazine Chair
Jacquie Walter
Vice Chair
Mary Waller
MLS Chair
Adam Vellano
Vice Chair
Corey McCloskey
Professional Development
Chair
Tina Falzarano
Vice Chair
Carol Kairis
Professional Standards
Chair
Will Watson
Vice Chair
Rick Fioretti
RPAC
Chair
Debbie Zalewski
Vice Chair
Jeannette Batten
Symposium
Co-Chairs
Brenda Fioretti
Debbie Zalewski
Vice Chair
Lesley Colantonio
Young Professionals Network (YPN)
Chair
Kimberly Vargas
Vice Chair
Antonio Barroso
Naples REALTOR® Magazine Editorial Board
Chair
Jacquie Walter
Vice Chair
Mary Waller
Director of Marketing
Marcia Albert
Paula Angelopoulos Urbinati
Claire Bisignano Chesnoff
Erica Cabezas Marchese
Uncle Luke Teuscher
Debbie Zalewski
NABOR® Staff
Chief Executive Officer
Marty Manion
Chief Financial Officer
Carl Russell
Chief Administrative Officer
Corie Chase
Administrative Assistant (Part-Time)
Sheila Sager
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 Jeanette O’Neill
Education Administrator
Taiana Londoño
Membership Administrators
Zamira Collado
Sandra Salazar
Membership & MLS Support Specialist
Heather Moore
MLS Support Specialist
Alice Leonard
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
Digital Content Specialist
Wade Mastro
Discover Naples’ Most Legendary Success Story
Some Things
Publisher Liz Goodman
Editorial Director Daphne Nikolopoulos
Editor Cathy Chestnut
Art Director Craig R. Cottrell Jr.
CONTRIBUTING WRITERS
Phil Borchmann, Robin F. DeMattia, Karen Feldman, Beth Luberecki, Denise Scott
CONTRIBUTING PHOTOGRAPHERS
Marty Manion, Wade Mastro, Reinvention Studio
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
Senior Advertising Designer Jeffrey Rey
Advertising Design Coordinator Anaely J. Perez Vargas
Digital Marketing Manager Tyler Sansone
OPERATIONS
Chief Operating Officer Todd Schmidt
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 Omar Greene
Group Publisher Terry Duffy
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
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EMBRACING CHANGE
Itrust this message finds you enjoying a rejuvenating yet productive summer. Amidst the evolving landscape of our industry, NABOR® remains steadfast in its commitment to guide you through these changes with resilience and foresight. Our dedicated leadership team and staff are diligently navigating us through these transitions, ensuring we continue to serve our customers and community with unwavering dedication to homeownership, property rights, and environmental stewardship. We extend our heartfelt gratitude to the many volunteers who contribute countless hours for the betterment of NABOR® and our exceptional staff for their tireless efforts.
Regarding the proposed National Association of REALTORS® (NAR) lawsuit settlement, we at NABOR® are actively collaborating with NAR and Florida Realtors® to provide you, your customers, and consumers with transparent and accurate information about how these changes will affect us all. We are intensifying our communication efforts to ensure that consumers and members are well-informed about the settlement and our ongoing practices. We also will be communicating the important role REALTORS® provide to homebuyers and sellers in a real estate transaction. Additionally, we will offer consumer resources for the public’s continued understanding of the settlement.
Now more than ever, we remain fully committed to our mission: “NABOR® is in the Business of Growing your Real Estate Business.” We continue to offer unwavering support to brokers, agents, and business partners alike during these challenging times.
Here are some words of guidance: Stay informed by seeking out reliable sources such as the website facts. realtor, ask questions to clarify uncertainties, and prioritize training on MLS and forthcoming practice changes, such as buyer agreements and compensation rules. Stay connected with NAR, Florida Realtors®, and NABOR® to stay informed on the critical components of best practice guidelines. Lastly, remain composed and patient; through this shift, we will emerge stronger and more successful as we work together.
Thank you for your continued membership and support.
Warm regards,
PJ Smith NABOR® President
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IN THE LIMELIGHT
Naples Area Board of REALTORS ® recognizes prolific members and award-winning committees during the Annual Night of Honors
BY CATHY CHESTNUT
Honorees fêted by the Naples Area Board of REALTORS® (NABOR®) are still feeling the glow from the Annual Night of Honors held in April at Hilton Naples. The annual event recognizes and celebrates the accomplishments of members and citizens who volunteered their time and talents to better the organization, industry, and community in 2023.
The highest honor—REALTOR® of the Year— was awarded to Ryan Bleggi, NABOR® President 2022. It recognizes a member who has distinguished themselves through outstanding contributions in the community and at local, state, and national association levels. Since becoming involved with NABOR® in 2008, Bleggi has served on more than 130 local, state, and national committees. With an adept understanding of technology, he has spent hundreds of hours reviewing systems, interfaces, and contracts to ensure members are protected in the association’s web-based systems and has excelled in leadership on MLS committees at the local and national levels.
Awards were presented by Nick Bobzien, President 2023, PJ Smith, President 2024, and Corey McCloskey, President 2021, at the Las Vegas-themed event.
Thirty-year member Mary Waller was presented with the 2024 NABOR® Hall of Fame Award, which recognizes members who have exhibited extraordinary dedication and service during more than 20 years of membership in NABOR®. Waller began serving on NABOR® committees in 2009 and has been an integral component of the success of the organization’s Naples REALTOR® magazine.
In addition to serving on the NABOR®
Board of Directors and multiple committees, Waller is a graduate of the NABOR® Leadership Academy and Florida Realtors® Leadership Academy. Waller has also devoted her time to several Florida Realtor® and National Association of REALTOR® committees. Waller has received NABOR®’s prestigious Citizen of the Year Award and REALTOR® Committee Contribution Award. Outside of NABOR®, Waller has served the local community through her work with Naples Better Government, the Collier County Affordable Housing Advisory Committee, and City of Naples Community
AWARD WINNERS
Redevelopment Advisory Board.
The 2023 Addison B. Miller Award was presented to Danielle “Dani” Hudson, NABOR®’s Vice President of Public Policy. Since her employment at NABOR® began in 2019, Hudson has worked tirelessly behind the scenes to become a voice at the table during critical meetings with legislators in the city, county, and state. Under Hudson’s leadership, NABOR® has developed many public policy positions that address zoning, water quality, smart growth, and density. She is the staff liaison to the NABOR® Governmental
REALTOR® of the Year: Ryan Bleggi, President 2022
Hall of Fame Award: Mary Waller, Director
Addison B. Miller Award: Danielle Hudson, NABOR® Vice President of Public Policy
Business Partner Committee Contribution Award: Erin Miller
Business Partner Rising Star: Joe Nugent
Business Partner of the Year: Jayne Malinowski
Education Volunteer of the Year: Carol Kairis
Educator of the Year: Amy S. Reinholdt
Global Achievement Award: Pat Pitocchi, NABOR® President 2014
Committee achievements in 2023 were also recognized: Naples REALTOR® Magazine Committee: Won four Florida Magazine Association Awards
REALTOR® Political Action Committee: Received the Florida Realtors® Highest Total Cash Award and Triple Crown
Global Network: Earned the National Association of REALTOR®’s Platinum status
Thank you to the 2024 NABOR® Annual Night of Honors Sponsors who generously provided support: Cottrell Tax & Accounting, Lake Michigan Credit Union, and the Law Office of Sam Saad III.
Issues Committee and RPAC Committee, coordinating events with public policy-related speakers who are relevant to our industry.
Bobzien kicked off the evening by declaring his year as president a success with 45 in-person events. There were more than 100 classes, which delivered advanced training opportunities to 8,000-plus attendees—and 142 earned specialized designations or certifications.
Honor Society Inductees
In addition to the bestowal of awards, 30 members were inducted into the NABOR® Honor Society, many of whom were also inducted into the Florida Realtors® Honor Society. These societies honor members for their overall participation at the local, state, and national levels.
2023 Florida Realtors® Honor Society: Paula Angelopoulos Urbinati; Rick Baranski, President 2018; Ryan Bleggi, President 2022; Nick Bobzien, President 2023; Sara A. Brand, Director; Brett C. Brown, President 2009; Christine Citrano, Vice President/Secretary; Brenda
Fioretti, President 2010 and 2011; Rick Fioretti, President 2016; Jeff Jones, President 2019; Carol Kairis; Wes Kunkle, President 2013; Corey McCloskey; President 2021; Dominic Pallini, President 2017; Jim Pilon, President 2003; Allisa Pipes; Pat Pitocchi, President 2014; Bill Poteet, President 2012; Amy S. Reinholdt, Director; Marcie Roggow, Director; PJ Smith, President; Terrilyn VanGorder, President-Elect; Mary Waller; Izabela Wright, Director
2023 NABOR® Honor Society: Paula Angelopoulos Urbinati; Rick Baranski; Ryan Bleggi; Peter Bobris; Nick Bobzien; Sara A. Brand; Brett C. Brown; Christine Citrano; Brenda Fioretti; Rick Fioretti; Jeff Jones; Carol Kairis; Wes Kunkle; Corey McCloskey; Tina Muracco; Dominic Pallini; Jim Pilon; Allisa Pipes; Bill Poteet; Cheryl Poteet; David Puskaric, Treasurer; Amy S. Reinholdt; Marcie Roggow; PJ Smith; Terrilyn VanGorder; Mary Waller; Izabela Wright; Debbie Zalewski; Deborah Zvibleman
Danielle Hudson
Nicole Porro
Jayne Malinowski Pat Pitocchi Joe Nugent
Ryan Bleggi
Mary Waller
CONTRACT CHANGES
Stay up-to-date with modified forms and training
BY ROBIN F. DEMATTIA
The Naples Area Board of REALTORS® (NABOR®) reviews its contract forms and other template legal documents used by REALTORS® every two years—or more often if government regulations change.
NABOR®’s Legal Resources Committee plans to have updated contracts, amendments, and addenda ready for use by Jan. 1, 2025. is year, because of the National Association of REALTORS® (NAR) settlement, NABOR®’s Buyer Broker Exclusive Agreement, Buyer Agreement for Broker Compensation, Listing Contracts, and a few other forms are expected to be updated and activated in time for summer.
them having to write it into the contract.” Bobzien says the committee’s goal is to make sure the documents are topically relevant, pertinent, and accurate.
Miller, who also reviews state-produced real estate forms as a member of e Florida Bar Association’s Florida Realtor-Attorney Joint Committee, says NABOR® also makes sure its forms reference local customs, which include who selects the closing agent, who pays for title insurance, and who makes needed major repairs.
“NABOR® strongly prefers that the buyer be in charge of the closing policy,” Miller says. “ e buyer is making one of the most signi cant purchases of their lives.”
“ e Legal Resources Committee handles all of the contract changes, implementation, and training,” says Nick Bobzien, Legal Resources Committee Chair and President 2023. Bobzien has been on the committee comprised of almost 30 brokers and attorneys for eight years. Several new members are rotated in each year.
In a process that takes about a year, the committee starts by soliciting input from REALTORS®, attorneys, and NABOR® members. “We’re always looking for feedback about what’s working well in the real world,” says committee member Erin Michelle Miller, an attorney. “We want to know what’s working in the sales contract, what’s misunderstood consistently by agents or attorneys, and what else people would like to see in the documents.”
Miller notes that during the last set of contract revisions, one suggestion that was incorporated was adding a checkbox to indicate which addenda are being attached to a contract. “ at makes it easy and helpful for an agent,” Miller says, “rather than
Having legal documents from NABOR®—and there are about 80 available—helps REALTORS® guide conversations with buyers and sellers, she says. “ e bene t of any written agreement is a mutual meeting of the minds,” Miller says. “ e seller knows what their obligations are, and the buyer knows what their rights are.”
e Legal Resources Committee meets monthly—or more often as needed—to decide on revisions and then check all documents that need to include the new wording. “It’s not a simple change,” says Bobzien. “A lot of cause-and-e ect happens in contracts.”
e committee reacts to current events, such as adding a provision relating to the Financial Crimes Enforcement Network (FinCEN) reporting obligations and creating a disclosure form after Hurricane Ian. “As much as we think hurricanes are national news,” Bobzien says, “some people don’t realize where they hit. Six months after Hurricane Ian, Naples didn’t look like a hurricane touched here.”
NABOR® o ers training when changes are made as well
Erin Michelle Miller
Nick Bobzien
as monthly continuing education classes throughout the year. “Our three-hour contracts class is vital for REALTORS® to understand how contracts work,” Bobzien says. “The more educated the REALTOR® is, the more information they can pass along to their buyers and sellers.” Some classes are recorded and available for free on the NABOR® website.
Many REALTORS® aren’t aware of all the addenda that are available on the NABOR® website, Miller notes. “These are plug-andplay forms designed to cover most situations a REALTOR® will encounter, so they don’t have to create legal language without a license.”
One area that Miller says REALTORS® often find confusing is the use of homeown-
ers association (HOA) disclosures. Buyers have rights of rescission if they do not receive complete and accurate disclosures. “That’s a really tough position for a listing agent to be in—to admit to their seller that they didn’t use the HOA disclosure correctly.”
Miller also cautions REALTORS® that, in order to have a valid financing contingency that protects the buyer’s deposit, they should accurately list the loan amount on the first page of the contract in addition to completing the financing contingency information in paragraph 4B. “If it’s blank or REALTORS® forget to add the loan amount,” she says, “I encourage the listing agent to send it back to the buyer’s agent.”
Agency Contract and FR/BAR Seminars
Classes run 9 a.m. to 1 p.m.
LISTINGS
July 10 – Zoom
Sept. 11 – Live at NABOR® Nov. 6 – Zoom
SALES
July 16 – Live at NABOR® Sept. 18 – Zoom Nov. 13 – Live at NABOR®
FOR OPENERS
New Laws on the Books
More REALTOR ® wins in 2024
BY CATHY CHESTNUT
There were several wins for REALTORS® this year in Tallahassee. See the Q2 2024 issue of Naples REALTOR® for highlights of key victories, including reducing the Business Rent Tax, expanding Live Local and Hometown Heroes funding, and reforming condo and homeowners association documents transparency. Here are other updates to wrap up the real property issues that Florida Realtors® helped to shape during the 2024 Legislative Session. They became effective July 1 unless otherwise noted.
REAL ESTATE LICENSES
House Bill 1335 initially included language repealing the requirement that real estate license applicants pass the state Department of Business and Professional Regulation (DBPR) examination within two years of passing the prelicensure course. Given the complex nature of real estate transactions and the frequency at which the laws governing them change, Florida Realtors® worked with lawmakers to remove the real estate licensee provision.
CONTINUING EDUCATION REQUIREMENTS
Senate Bill 382 removes the continuing education requirements for certain licensees regulated by the DBPR who have held their license continuously for at least 10 years. Real estate licensees were removed from the original version after Florida Realtors® explained the value
of continuing education in the real estate profession.
VACATION RENTALS
Senate Bill 280 preempts the licensing of vacation rentals to the state but allows local governments to create a vacation rental registration program. The bill includes many other provisions. It requires advertising platforms to collect and remit taxes for certain transactions; limits local government registration requirements; allows local governments to revoke a registration under certain conditions and fine vacation rental operators under certain conditions; and requires ads to attest to certain information.
IMPROVEMENTS TO REAL PROPERTY
Senate Bill 770 provides consumer protections and disclosures to the Florida PACE Funding Agency—a public entity that provides homeowners with financing options for energyefficient and hurricane-resistant home improvements. The bill authorizes PACE administrators to offer financing programs for improvements to residential and commercial properties upon local government approval. It establishes the
conditions under which a property owner can apply for financing and specifies the process and criteria for entering into financing agreements, including required disclosure and advisory notices for certain improvements. It requires PACE administrators to post an annual report on its website with information on the program’s operations and mandates a state audit every three years.
ANNUAL ADJUSTMENT TO HOMESTEAD EXEMPTION
House Bills 7017 and 7019 propose an amendment to the Florida State Constitution requiring the $25,000 of assessed value that is exempt from ad valorem taxes (other than school district taxes) be adjusted annually for inflation. Effective January 1, 2025 upon voter approval. (Attempts to increase the ad valorem tax exemption on assessed value of tangible personal property to $50,000 failed.)
CITIZENS PROPERTY INSURANCE CORPORATION
House Bill 1503 allows surplus lines insurers to take second homes out of Citizens. A second home includes properties that are not owner or tenant occupied for more than nine months. This change does not include homestead properties, meaning surplus lines insurers cannot
take homestead policyholders out of Citizens.
RESIDENTIAL BUILDING PERMITS
House Bill 267 requires governing bodies to create a program to expedite the process for issuing residential building permits. The bill also provides requirements for governing bodies and applicants and authorizes applicants to use a private provider for certain reviews. The bill authorizes governing bodies to issue a temporary parcel identification number and revises provisions relating to building permits
for residential dwellings and reduces permit fees. (Effective January 1, 2025) In addition, Senate Bill 812 requires certain governing bodies to create or update a program to expedite the process for issuing residential building permits.
ATTORNEY’S FEES AND COSTS
Senate Bill 702 allows courts to award attorney’s fees and costs in legal matters involving private property-related disputes. Under the bill, the court must award reasonable attorney’s
fees and costs to the prevailing defendant if the improvements made to the property by the defendant were done in substantial compliance with, or in reliance on, environmental or regulatory approvals or permits issued by a state agency or political subdivision. The bill defines the term property rights for this section of law to include, but is not limited to, use rights, ingress and egress rights, and rights incident to land bordering upon navigable waters.
(Source: Florida Realtors®)
FENCE BUDDY
BY ANN MAZZEI, NABOR® STORE MANAGER
The Fence Buddy conveniently secures your lockbox to a fence, handrail, or post. Features include:
• Made of 100 percent marine-grade stainless steel that will not rust
• A rubber exterior that prevents scratches
• A 3.5” x 3.75” diameter opening that will t almost any fence, handrail, or post
Member Price: $28 Pick one up at the REALTOR® Store today.
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NABOR® Provides Answers to NAR Lawsuit Settlement Questions
The Naples Area Board of REALTORS® (NABOR®) has created a special task force to monitor the National Association of REALTORS® (NAR) antitrust lawsuit settlement and deliver accurate information about its terms including how it may impact both sides of a real estate transaction. The two biggest changes expected to occur later this summer as a result of the proposed settlement will be removal of offers of compensation on multiple listing services (MLSs) and a requirement that REALTORS® enter into written agreements with their buyers. While the settlement agreement has not been finalized through the court process, the NABOR® task force provides the following answers to the questions below to provide some clarity.
What are the key terms of the NAR lawsuit agreement?
• Release of liability: The agreement would release NAR, over one million NAR members, state/territorial and local REALTOR® associations, association-owned MLSs, and brokerages with an NAR member as principal whose residential transaction volume in 2022 was $2 billion or below from liability for the types of claims brought in these cases on behalf of home sellers related to broker compensation.
• NAR fought to include all members in the release and was able to ensure more than one million members are included.
• Despite NAR’s efforts, agents affiliated with HomeServices of America and its related companies—the last corporate defendant still litigating the Sitzer-Burnett case—are not released under the settlement, nor are employees of the remaining corporate defendants named in the cases covered by this proposed settlement.
• The agreement provides a mechanism for nearly all brokerage entities that had a residential transaction volume in 2022 that exceeded $2 bil-
lion and MLSs not wholly owned by REALTOR® associations to obtain releases efficiently if they choose to use it.
• Compensation offers moved off the MLS: NAR has agreed to put in place a new rule prohibiting offers of compensation on the MLS. Offers of compensation could continue to be an option consumers can pursue off-MLS through negotiation and consultation with real estate professionals. And sellers can offer buyer concessions on an MLS (for example—concessions for buyer closing costs). This change will go into effect in late August 17, 2024.
• Written agreements for MLS participants acting for buyers: While NAR has been advocating for the use of written agreements for years, in this settlement they have agreed to require MLS participants working with buyers to enter into written agreements with their buyers. This change will go into effect August 17, 2024.
If listing agents can no longer use the MLS to offer cooperative compensation, how do I know what I will get paid as a buyer’s agent?
Offers of cooperative compensation using the MLS were an effective method to communicate payment for work by agents representing buyers. The broker’s compensation for services rendered in respect to any listing is solely a matter of negotiation between the broker and his or her client/customer, and is not fixed, controlled, recommended, or maintained by any persons not a party to the listing agreement.
As with any professional business relationship, the fee paid to a REALTOR® is and has always been negotiable. If the NAR settlement terms are accepted, then buyers will need to negotiate any compensation. Some options could include a flat fee, fixed amount, or a percentage of gross sale price provided in a separate contract with an agent. The settlement will not establish a standard compensation rate nor limit a
REALTOR®’s ability to charge a rate they feel is fair for the services they deliver.
How will buyer brokers get paid now?
• NAR has long believed that it is in the interests of the sellers, buyers, and their brokers to make offers of compensation—but using the MLS to communicate offers of compensation would no longer be an option.
• Offers of compensation could continue to be an option consumers can pursue off-MLS through negotiation and consultation with real estate professionals.
• The types of compensation available for buyer brokers would continue to take multiple forms, depending on broker-consumer negotiations, including but not limited to:
• Fixed-fee commission paid directly by consumers
• Concession from the seller
• Portion of the listing broker’s compensation
• Compensation would continue to be negotiable and should always be negotiated between agents and the consumers they serve.
Where can I go for ABR training and updates on the settlement?
Now is a great time for REALTORS® to take advantage of the continuing education courses offered by NABOR®, especially the course for Accredited Buyer’s Representative (ABR) as well as education provided by Florida Realtors® and NAR. To stay up-to-date and to learn more about the NAR settlement and how it will impact the future of real estate transactions go to: facts.realtor. NABOR® will be offering the ABR course on September 16-17, 2024 at NABOR®.
Turn Obstacles Into Opportunities
BY BETH LUBERECKI
Acareer in real estate comes with plenty of ups and downs. Whether it’s low inventory, rising interest rates, or political or legal changes that impact REALTORS®, there’s always something that requires an ability to respond and adapt.
Successful REALTORS® know how to do just that, showing resilience and versatility no matter what gets thrown their way. Several longtime REALTORS® who have built enduring careers, established themselves in new markets, and made shifts to adapt to changing conditions generously provide their best tips and advice for navigating obstacles and withstanding challenges. Read on for their words of wisdom.
KNOW YOUR VALUE
As a global keynote speaker, bestselling author, and real estate professional and educator, Marki Lemons Ryhal has given her fair share of advice. And she knows of what she speaks: After receiving an MBA, she became a loan originator in 1999 and opened her rst brokerage in 2003. In 2007, she dove into foreclosures and short sales before many others had, and more recently she’s been an early adopter of emerging tools like ChatGPT.
CHALLENGES IN THE REAL ESTATE INDUSTRY REQUIRE A WILLINGNESS TO ADAPT AND CHANGE
She also holds an impressive 64 certi cations, designations, and licenses in social media and real estate, including
the Accredited Buyer's Representative and Certied Real Estate Brokerage Manager designations and the At Home with Diversity and Certi ed Real Estate Team Specialist certi cations. “I’ve pivoted several times,” says Ryhal. “And when you are going to pivot, I tell people you’ve got to be like a postage stamp and stick to one thing.”
Doing your due diligence before making a shift is vital. “My pivots have all been successful because I did my research before I pivoted,” she says.
No matter their niche or area of expertise, REALTORS® need to be able to articulate their value to customers. “What is your unique selling proposition?” asks Ryhal. “We need to understand the problems of our consumers and be the solution.”
A business plan serves as a good starting point for narrowing in on that unique selling proposition. “Every real estate professional should have a business plan,” says Ryhal. “Once you have that business plan, you should have a marketing plan that supports the business plan, and you need to
Marki Lemons Ryhal
understand who your target audience is.”
She’s encountered REALTORS® who say they don’t want to sound “salesy” when communicating with customers. “You’re in sales!” she says. “If you don’t want to market yourself, why would I hire you to market my house?”
Ryhal constantly generates leads, utilizing multiple landing pages and calls to action. “Every single agent should want to generate leads, because over time they will earn more money,” she says. “The longer they delay the process, the more expensive their business operation is, which not only reduces their income but also reduces their ability to fund their retirement.”
And she’s never stopped investing in herself. “It’s how I’ve been able to be a REALTOR® for 20 years,” she says. “You have to invest in continuing education and professional development—and those are two totally different things. The continuing education keeps your license, and the professional development is to be better at your craft.”
ESTABLISH YOURSELF
A frequent visitor to Naples from a young age, Claire Bisignano Chesnoff came for a longer stay several years ago to help care for her father. In 2021, she and her husband relocated to the area from New York City.
Chesnoff’s resume boasts 26 years of real estate experi-
ence, recognition as a top producer in New York City, and nine real estate designations, including Graduate, REALTOR® Institute, Seniors Real Estate Specialist, and Certified Residential Specialist. “I’ve done it all, but I come down here and now I’m the rookie,” she laughs.
Establishing yourself in a new market is no easy feat. Chesnoff has gotten involved with organizations like St. William Catholic Church, Parkinson’s Association of Southwest Florida, and Naples Area Board of REALTORS® (NABOR)®, to develop both personal and professional connections.
NABOR® classes have proved extremely helpful to her, especially when it comes to contracts. That’s one big area of difference between her work in New York City (where she’s still a broker) and Naples. “In the city of New York, we closed through attorneys; we never used title companies,” says Chesnoff, a sales associate at Coldwell Banker. “I didn’t write contracts; I did offers to purchase.”
Claire Bisignano Chesnoff
YOU HAVE TO INVEST IN CONTINUING EDUCATION AND PROFESSIONAL DEVELOPMENT—AND THOSE ARE TWO TOTALLY DIFFERENT THINGS. —Marki Lemons Ryhal
NABOR®’s educational offerings have helped her get up to speed on how business is done in her new hometown and state. “It’s been a process of learning the proper way to do everything,” she says. Chesnoff has been using the same kinds of farming techniques she did in New York, and she’s drawing on her expertise in luxury real estate. “I’m very adept at getting people because I’m very good at listening and hearing what their needs and wants are,” she says. “That has helped me.”
She knows that getting fully established in a new market takes patience. “Only through time do you get better at knowing the area and all the different subdivisions and communities,” she says. “You get to meet other agents, who are important because they can help you with different aspects of the business. And then you can pass it on to someone else who is new to the market and help them, so they don’t go through the struggle. I always believe in paying it forward.”
REALTORS® who are new to a market can benefit from banding together. “Try to put together a group of people who are in the same boat as you, so you can bounce questions off each other and have conversations,” Chesnoff says. “Every day you’re learning something new, which can be helpful to someone else.”
A passion for real estate fuels her perseverance. “This is a practice for me,” she says. “I wake up every day like a kid in a candy store wanting to see what is going to be on my plate for the day.”
DON’T BE AFRAID TO ADAPT
In her more than four decades in real estate, Janice Gover has experienced it all. “I’ve seen the highs and lows. I’ve seen when the market was up and down,” says the broker/associate with Downing-Frye Realty. “I sold 180 properties in one year. And there were times I worked day and night for years.”
When business was booming, she hired assistants. When business was slow, she took classes on appraisals to be more knowledgeable on pricing and practiced closing techniques like alternative choice. “You have to be a hard worker,” she says. “You have to have what they call gumption—the get up and go to be a self-starter.”
Successful REALTORS® have learned to adapt to changing condi-
tions, and Naples-area REALTORS® have had plenty of experience with those in the last decade or two alone. “In 2008-2010, we had a situation where we had an over-inventory and people weren’t willing to buy,” says Dominic Pallini, broker/owner of Vanderbilt Realty. “People were just apprehensive about buying real estate after the loss of value so quickly. Good real estate agents at that time transformed the way they do business and were very successful.”
Pallini started selling bank-owned properties and found success in that realm. “Real estate agents are typically very resourceful,” he says. “Every day they’re going out there and trying to win listings and sell property. It’s not always easy, but they change and adapt to all the different types of scenarios that they’re faced with.”
Developing an area of expertise can help REALTORS® weather the challenges that come their way. “Try to find a niche that works best for you,” says Pallini. “And the niche that works for me is not going to be the niche that works for everybody.”
He started creating community-specific websites and now has 14 different sites. “It’s not an easy thing to do. It takes a lot of time and you have to keep the websites up to date,” says Pallini. “But I’ve found that to be very good and it works for me. Think outside of the box or try to do things other people aren’t doing. There are a lot of real estate agents here in Naples, so you have to be different.”
Gover has also seen the benefits of farming within certain neighborhoods and geographic areas. “Listings are the name of the game, so I would highly recommend that anyone who really wants to get into real estate to have an area and farm it,” she says. “You need a product on the shelf before you can attract buyers.”
A lot of it comes down to a willingness to try new things. “I always just work diligently and figure out what needs to be done,” says Pallini. “It takes risk and sometimes it works and sometimes it doesn’t work as well.
“But you can’t give up,” he continues. “You have to just keep at it, and the longer you’re at it, the more successful you’ll become—resourcefulness, I would say, is what’s kept me alive.”
Dominic Pallini
Janice Gover
Sonic Boomers
THIS DYNAMIC GENERATION OF HOMEBUYERS IS DRIVING THE LOCAL REAL ESTATE MARKET—AND REALTORS® ARE EMBRACING THE OPPORTUNITIES
BY PHIL BORCHMANN
To no one’s surprise, baby boomers continue to dominate local real estate market activity—as they have for several years and will for the foreseeable future. And what’s not to like? The Naples area boasts an environment and lifestyle in line with this active generation’s interests.
Consider this: Naples made U.S. News and World Report's 2022-2023 list of “The 10 Best Places to Retire in the U.S.”
Collier County’s aspirational quality shines through. “It’s not just buying a house, it’s buying a lifestyle,” says Amy Reinholdt, a REALTOR® with Signature International Real Estate in Naples. After working hard for decades while raising their children and building wealth, “they’re getting to the point where they want to enjoy life—I think that is what’s motivating people.”
Amy Reinholdt
It’s a long-earned reward for this significant segment of homebuyers, who tend to have wealth and often cash-buying capabilities, which in turn, opens opportunities for REALTORS® to grow their businesses. Baby boomers—born between 1946 and 1964—carry with them a wider array of needs compared with younger cohorts. Assisted living, trusts and estates, investment properties, and senior-friendly amenities are among the issues that come with the territory. That means if REALTORS® want a piece of the action, they’re well-advised to seek special training. Fortunately, the Naples Area Board of REALTORS® (NABOR®) and the National Association of REALTORS® (NAR) are here to help local REALTORS® hone their skills for this vast sector.
Knowledge is Power
An essential primer for serving the robust baby boomer market happens on July 24, when the NABOR® Senior Symposium hosts seasoned real estate
experts who will share their knowledge and expertise to benefit not only those who sell property, but those who provide related services.
“If they’re currently working in the senior market, there’s going to be a great opportunity for them to meet individuals who may become part of their team,” says Reinholdt, one of the instructors. There will be professionals who specialize in all facets of this market: senior placement; moving, organization, and decluttering; reverse mortgages; probate counseling; and estate planning.
“So, you can actually meet people that you may want to bring into your team of advisors,” she adds.
Another lesson in store for REALTORS® is that they should be prepared to perform turn-key services. For example, a retiring couple from Chicago wants to sell their family home up north and find a place in a Naples 55-plus adult community, so they might contact someone like Debbie Zvibleman, a REALTOR® with John R. Wood Properties Christie’s International Real Estate. She would facilitate the sale up north and the purchase here, while potentially arranging a move and suggesting places where one of the customers can take art classes and the other can receive nearby care for ongoing medical treatment. If the couple is looking for a local wills and trusts attorney, Zvibleman has solid referrals.
“It’s important that you are well-educated—to know how to help customers and their families to steer them
in the right direction,” Zvibleman says. “I work with Baker Senior Center. I work with someone who helps my customers find their next home. I have a lot of referral partners. It’s important to know who’s out there in the community who can assist you and assist your customers.”
REALTORS® attending the symposium will become familiar with the Seniors Real Estate Specialist (SRES) designation, which “is for REALTORS® who want to be able to meet the special needs of maturing Americans when selling, buying, relocating, or refinancing residential or investment properties,” according to NAR.
Zvibleman, who holds the designation, strongly advocates for the training as one more tool in the REALTOR®’s kit. “It’s important that you have the SRES designation, in addition to being a well-rounded REALTOR®.”
Choices Abound
Would-be homebuyers looking for a place in Collier County, including baby boomers, should have plenty of choices. According to the March NABOR® Market Report, inventory for single-family homes was up 40 percent year-over-year and inventory increased 100 percent for condos and townhouses during the same period. Meanwhile, new listings jumped 22 percent.
Some seniors, however, seek aging-in-place options, according to Bruce Rosenblatt, owner of Senior Housing
Deborah Zvibleman
Bruce Rosenblatt
Solutions in Bonita Springs and a housing “matchmaker” of sorts. They might prefer rental, independent-living arrangements that provide a variety of services that typically include meals, housekeeping, and transportation. Or maybe they prefer an assisted-living facility that offers care for residents with chronic medical conditions or who may suffer from dementia.
For those wishing to purchase, Rosenblatt helps his clients explore options for continuing-care (or life plan) retirement communities and condominiums where residents can live independently amid resort-style amenities through the end of their golden years. “I assist people in trying to find the right senior housing community that meets their needs, their preferences, and their budget,” he says.
The Big Move
TIPS TO SHARE ON RESEARCHING SENIOR COMMUNITIES
START EARLY. Take time to compare the senior communities in your area so you will feel confident you’ve made the right choice. You need to plan today.
DON’T WAIT TOO LONG. If you postpone your move and develop serious health problems, you run the risk of not being accepted into your desired facility. When people wait too long, they are forced to make last-minute decisions under duress. It is better to be five years too early than five minutes too late.
REALTORS® are often called upon to line up moving services, which is a simple term for an arduous process. Again, looking at that retiring Chicago couple, the family’s home might possess volumes of belongings that won’t fit into their new digs because they are likely downsizing. Still, the listing agent—hopefully SRES designated—might not have the hands-on expertise to arrange the relocation.
That’s where his or her friend, the moving company, comes in.
For 13 years, Denise DeGemmis and her Naples Move Managers business have overseen the relocation of numerous customers from across the country and world. Logistically speaking, there are many tasks to juggle, so DeGemmis offers 26 services—often with the help of other support businesses—to make the move easier.
The range of services includes packing, decluttering, staging, refreshing the sale home, pool cleaning, attorney and medical referrals, and, of course, pampered pet shipping. “We like to call ourselves “a white-glove concierge move service” and senior and specialty-move managers,” she says. The company does not own trucks, though.
Technically, baby boomers today are aged 60-78. With the range in age comes a diverse range in skillsets and division of labor varies within the greying generation. “Some want to be more actively involved—they’re more tech savvy, so they prefer to work virtually,” DeGemmis says.
Plus, some new residents are buying places that may be comparable in space to where they’re coming from. “They might be moving into a home that’s 2,500 to 3,000 square feet or more, not just a simple two-bed, one-bath” floor plan, she says. “They might not be downsizing at all.”
Naples Move Managers typically caters to high-net-worth individuals, so for those contemplating relocation with perhaps fewer services, there are reputable movers in the area who can help—and she can recommend a few, she says.
Poised for Success
Working with baby boomers offers great potential for REALTORS®, no matter what their experience level. Knowing that one must wear many hats to succeed is the first step toward serving this generation. Receiving the training and education, however, is also the key variable in the equation.
“You’ve got to make sure that, when you’re servicing your customers, it’s not always about selling the home, it’s about creating the relationship,” Reinholdt says. “It’s about being able to help them get into the direction to make the right decision that’s going be best for them. You’re going to end up building that relationship, getting referrals. They’re going to look at you as a trusted advisor. The money comes down the road.”
VISIT COMMUNITIES. Be observant and take a notebook to jot down your thoughts and insights. How do the grounds look? Is the staff friendly? Is the community clean and well-maintained? Are the apartments nicely appointed? Can you visualize yourself living at this community?
PRIORITIZE. Make a list of services, amenities, and features that are important to you.
EVALUATE THE FINANCIALS. There are a variety of financial arrangements available in senior communities. This includes rentals, equity, and entrance fee options. Understand what is included and what is “extra.”
UNDERSTAND THE HEALTH CARE COMPONENT. What levels of care are available and what are the costs should care be needed? What is the community licensed to provide? Is the staff caring and professional? Do current residents appear to be well cared for?
MEET THE RESIDENTS. Are there residents like you with similar interests, hobbies, and personal backgrounds? Can you visualize the residents as your neighbors?
ENLIST FAMILY AND FRIENDS. Ask them to look at the top choices you are considering—they may raise questions you haven’t considered.
ASK QUESTIONS. Learn as much as you can so you can make an informed decision.
(Source: Bruce Rosenblatt, Senior Housing Solutions, seniorsbluebook.com)
Denise DeGemmis
Legal Protections
Seniors grapple with specific legal issues
As seniors navigate the homebuying or selling process, legal considerations assume a crucial aspect. Those issues include wills and estates, probate counseling, tax advice, guardianship, and protection against criminal elements, like ID theft. That’s where elder law attorneys, victim advocates, and, yes, REALTORS®, can provide critical services.
“There are several elder law techniques, but we need to determine and analyze which actually work for each client's specific planning goals and objectives,” says Ed Smith, an elder law attorney with Wollman Gehrke & Associates P.A. in Naples. “First and foremost, you need to make sure you have the right people in charge of your medical and financial decisions. You need to make sure these planning documents provide the authority and flexibility to do future planning.”
The concerns and goals are many, he says. Among them are irrevocable versus revocable trusts, homestead planning, and a client’s cash flow. His top advice? Act now. “Planning in a vacuum is nearly impossible,” Smith says. “Let me ask you this: When did Noah build the ark?”
Then there is lawlessness. Older citizens have increasingly become victims of scams. More than 3.5 million Florida seniors fall victim to fraud each year with an average loss of $35,000 per victim, according to the state’s Department of Elder Affairs. An FBI study in 2022 showed that Florida has the nation's second-highest rate of people over 60 filing fraud complaints. According to the FBI, the common types of cons are: call-center, inheritance, investment, romance, crypto currency, and extortion.
In the real estate realm, scams run the gamut from a request to sign a quit-claim deed to phony rental ads to fake agents who request escrow money up front before listing a property, according to Angela Larson, supervisor of
the Collier County Sheriff’s Office (CCSO) Victim and Senior Advocacy Unit. But, she notes, “we don’t see a lot of [real estate-related scams] here.”
Despite the cops wanting to get their hands on the perpetrators, it’s not always that simple. “Typically, in real estate where contracts are involved, they’re civil in nature,” says Larson, who has been working with the unit for more that 20 years. “Therefore, CCSO really doesn’t have criminal cases of that nature” to pursue. Like Smith, Larson recommends having some protections in place, such as power of attorney, for certain individuals, especially if they have dementia.
The most egregious victimization of older people is abuse, which includes physical, emotional, sexual, financial, and abandonment and neglect, according to the Area Agency on Aging for Southwest Florida. There are several signs to watch for, such as when a person seems depressed, confused, or withdrawn and isolated from friends and family; has unexplained bruises, burns, or scars; appears dirty, underfed, dehydrated, over-or undermedicated, or not receiving needed care for medical problems; has bed sores or other preventable conditions; or recent changes in banking or spending patterns. Larson says that’s when it’s time to call the Florida Abuse Hotline at 1-800-962-2873 (96-ABUSE).
As a REALTOR®, Reinholdt is aware that she needs to keep an eye out for customers who might fall prey to cunning thieves. “It happened to my relative just a couple of weeks ago,” she says. “A company called seven times and then identified themselves as Chase Bank and she thought it was real. And then all of a sudden, her roommate heard her start to rattle off her Social Security number. Boom, spam. It makes you alert to things that you need to be looking for—not only if you’re working with seniors but just in day-to-day practice.”
Edward V. Smith
A Second Home
The Baker Senior Center Naples keeps seniors connected and engaged
New retirees crossing the threshold can finally relish something they likely haven’t experienced for their adult working life: extra time. So much so, some people have a hard time filling it with constructive or meaningful interests. What’s a boomer to do?
Well, she or he should head over to the Baker Senior Center Naples, a name that belies the youthful activities at the campus. Music, art, dance, martial arts, and lecture series are just a handful of the dozens of programs offered each week. “It’s not your typical senior center where people are looking to play bingo,” says Jaclynn Faffer, Ph.D., president and CEO.
The center was established in 2014 and later renamed for Patty and Jay Baker, two of Collier County’s most prolific philanthropists. It is one
Seniors in Collier County: By the Numbers
Residents aged 65 and older comprise 33.6 percent of Collier County’s population of 404,310, according to U.S. Census Bureau 2023 estimates. The total county population has risen 5.8 percent since 2020, so the numbers in this demographic are also expected to rise.
140,206: 65 and older
149,564: By 2030
According to the Collier Community Foundation:
Life expectancy in Collier County: 82.5 years
Seniors living alone: 26,919 or 7.1 percent of the total population
of only 80 nationally accredited senior centers in the country. A capital campaign provided the means for the nonprofit to buy property and construct its own 30,000-square-foot building, allowing for the expansion of professional services and programming. The new facility, which includes peaceful gardens on the grounds, opened in early 2023.
Jaclynn Faffer
Membership is open to those 60 years old and up, geared toward residents who live independently. The overall goal of the center is to address and prevent isolation and loneliness, which is prevalent in the elderly population, and to help keep people living in their own homes as long as they can, Faffer says.
In addition to numerous activities, the center provides caregiver respite and support, geriatric case management, and mental health counseling. There is a food pantry and assistance for finding other types of social service support.
The inclusive nature of the center has yielded impressive results. “We have tripled our membership. We went from a low of 600, which was a dramatic drop during COVID, to 2,400 today. The numbers that we’re seeing now are numbers that we projected in years three and four. This doesn’t include our mental-health programs or our dementia-rescue programs or case manage-
ment,” says Faffer, a 35-yearplus veteran in the human services field.
Unsurprisingly, Faffer is on the call list for REALTORS® who want to pass along the center’s information to their mature customers. The response has been encouraging, bringing in a mix of seasonal and full-time residents who skew younger and more active.
“They’re in their 60’s and 70’s, and what they’re looking for are exercise and wellness programs,” she says. “So, we offer between 40 and 60 programs a week,” including tai chi classes, meditation, chair yoga, strength training, and line dancing. There are also courses on writing, history, the economy, and current events. “They’re also looking for intellectually stimulating programs,” she says.
IF YOU GO
What: NABOR® Senior Symposium When: 9 a.m. to 2 p.m., Wednesday, July 24 Where: NABOR® Conference Center, 1455 Pine Ridge Road Cost: Free Register Online: Go to nabor.com then “Get Involved” and “Upcoming Events”
Conroy, Conroy & Durant, P.A.
Conroy, Conroy & Durant, P.A. (“CC&D”) is a boutique real estate law firm which has focused on real estate solutions for over 30 years. Founded by attorneys with deep roots in the community, CC&D has grown to help our clients navigate Naples’ increasingly competitive and sophisticated real estate market. Whether seeking representation in the purchase or sale of commercial or residential property, our team of lawyers has experience handling complex real estate transactions with integrity.
Reputable: CC&D has four attorneys who are board certified in real estate law by the Florida Bar. In addition, each partner has achieved an AV-rating by Martindale-Hubbell, demonstrating the highest level of professional excellence and ethics.
Reliable: Over the years we have not only developed procedures for the various types of real estate transactions, but also established relationships with local companies involved in real estate transactions, both of which allows us to provide our clients with reliable and prompt service.
Accessible: Each real estate transaction has a legal team comprised of an attorney, paralegal, and legal assistant, which lends itself to an increased level of communication and availability.
The attorneys and staff at CC&D are proud of our commitment to excellence in real estate.
Minutes from Downtown-Miles from the Crowd
FLATS is proud to offer one and two floor residences that feature two and three bedroom floorplans built as twin villas, each with individual and attached garages. Well-appointed units that features premium construction specifications as concrete block construction, wind rated windows and doors and premium brick paver walk and driveways. Interior features include such equally impressive standards as Kohler fixtures, wood cabinetry with soft close hinging, Whirlpool kitchen and laundry appliances and quartz countertops. Using superior and value added structural components as building standards has set the community apart from) other new construction developments in Naples, Florida.
BE A JOINER
More association memberships can mean more sales
BY ROBIN F. DEMATTIA
When Onetia Cameron became a REALTOR® ve years ago, she immediately looked for associations to join that would help her career. She saw the local chapter of the National Association of Hispanic Real Estate Professionals (NAHREP) but not one for the National Association of Real Estate Brokers (NAREB), which supports Black REALTORS®. So, she helped form one.
“I feel like as a Black REALTOR®, it’s really important to be with other like-minded Black real estate professionals and entrepreneurs,” says Cameron, a REALTOR®, with Marzucco Real Estate.
“I always felt included as a REALTOR®,” Cameron emphasizes, “but it’s a di erent feeling when you’re with your own culture.”
NAREB, NAHREP, and the Naples-on-the-Gulf network of the Women’s Council of REALTORS® are some of the local councils and societies that help REALTORS® and people working in a liated elds network, take educational classes, and, in some cases, help improve homeownership opportunities for the organizations’ target audiences. “I joined NAHREP because I feel it is doing an incredible job of promoting homeownership for rst-time buyers and low-income buyers, speci cally Hispanics,” says Ilen Estrada, president of the local NAHREP chapter who served as the organization’s government a airs director last year. “Hispanics in the next 20 years will
be dominating the rst-time buyer’s market.”
Estrada, a broker associate with Mato Realty, emphasizes that NAHREP membership is open to “all who serve Hispanics, and really there’s no business today that doesn’t serve Hispanics.”
NAREB of Southwest Florida, which launched last September, meets in Estero and includes 35 members thus far from Collier, Lee, and Charlotte counties. Cameron, who serves as secretary, has found it helpful networking with REALTORS® and professionals working for title companies, lenders, appraisers, and in other related industries. “I’m meeting all sorts of people from di erent businesses and adding them to my vendor list if I see they are of value to my customers,” Cameron says.
In April, NAREB acknowledged National Fair Housing Month by hosting a free “Building Black Wealth Community Day” in Fort Myers to discuss the path to homeownership and careers in real estate. e event included free credit reports, real estate investing sessions, down payment resources, meetings with housing counselors, free health screenings, and more. “Buying real estate can be very scary and overwhelming,” Cameron says. “We want to bridge that gap between people and real estate so people can become homeowners.”
Women’s Council of REALTORS® President Sandra Jauregui Schlaupitz says one of the biggest bene ts of this organization is that scholarships are
Ilen Estrada
Onetia Cameron
available to members who want to pursue certifications. For example, the council’s Performance Management Network designation, which Schlaupitz is earning, connects REALTORS® nationwide for referrals.
“It’s already helping me,” says Schlaupitz. “I go to the national and state events. I have met people who are already referring clients to me. People have been telling me that almost 50 percent of their income is based on referrals from the Women’s Council.”
Locally, the Women’s Council of REALTORS® has 120 members, which is back to its pre-pandemic levels. Schlaupitz says the REALTORS® and allied strategic partners try to utilize each other’s services instead of going out of the network.
“People ask me why I go to a networking
event where other REALTORS® will be,” Schlaupitz says. “They don’t understand the benefits of meeting face-to-face and the collaboration you can have. If a REALTOR® is not in the same company that I am, if they reach out and need help, I will be there to help them.”
NAHREP has about 200 local members in Collier and Lee counties, and a new chapter is being established in Cape Coral. Estrada says that the national organization “fights for policies that help with the ability to own a home.” Estrada stays in contact with state government officials, and the chapter helps members understand legislative issues.
Joining a council or society is especially helpful for business owners who might feel isolated. “I believe that without people around you,” says Schlaupitz, “it’s very difficult to go forward alone.”
Upcoming Events
Here is a sampling of upcoming events. Please visit the organization’s website for more details.
National Association of Hispanic Real Estate Professionals nahrepnaples.org
August: Empowered Women and Men Who Love Them
October: Business Rally
Women’s Council of REALTORS® wcr.org/network-sites/florida/napleson-the-gulf
September: Mindset, Empowerment Event with Bonita/Estero/Cape Coral networks
October: New Member Orientation and Member Appreciation Luncheon
November: Tree & Wreath Auction & Fundraiser
Sandra Jauregui Schlaupitz
“We plan to give a big, global perspective,” Fioretti says, “as well as a local perspective.”
THE BIG EVENT
NABOR ® Symposium will be a one-stop extravaganza — four signature events rolled into one
BY DENISE SCOTT
The Hertz Arena will be buzzing with excitement on September 25—but not for the usual reasons. e Naples Area Board of REALTORS® is taking over for the entire day to host the inaugural NABOR® Symposium.
Four separate, popular events—the Economic Summit, Expo, MLS Tech Con, and Committee Showcase—are merging into a one-stop extravaganza. “Instead of four di erent days, we’re putting these four signature events into one big event,” says Symposium Committee Co-chair Brenda Fioretti.
Fioretti says the Symposium Committee includes representatives from all four events who ensured it will feature the most popular elements of each, such as the Economic Summit’s expert speakers, Expo’s 70-plus vendor trade show, and MLS Tech Con’s training sessions, plus opportunities to learn about NABOR® committees.
Combining the four events is not only time saving, but also more economical for members. Tickets to the NABOR® Symposium are $50 (the price of in-person admission to last year’s Economic Summit alone).
Finding a venue to manage the expected crowd of 500-plus (the Economic Summit alone drew 400 people), plus the stage and technology was di cult. “Most hotels in the area couldn’t handle it,” Fioretti
says. “We were lucky to nd Hertz Arena in Estero. It can handle 10,000 people. We’ve always had a challenge with large event parking. We have the entire Hertz Arena parking lot for our event—no frustrations.”
A Day of Insight and Inspiration
e stage, speakers, and seating will be on the main oor of the arena, while the corridor around the ice rink will feature more than 50 vendor booths. Cochair Debbie Zalewski says vendors will include title companies, mortgage companies, builders, and other aligned professional services and companies, namely NABOR® Business Partners.
is year, the NABOR® Committee Showcase will be presented in a new way that it’s part of the symposium. One dedicated area will be a focal point for attendees to receive committee information.
“Members can talk to representatives about the committees which they’re interested in joining,” Fioretti says.
Zalewski says many of the previous events were drop in, drop out. “We’re hoping people come and stay the day,” she says. “We want them to talk to the vendors and a liated business partners that can help them improve their productivity. ey have so many tools and tips to help them build their business or get it back on track. We’re putting them all together
Brenda Fioretti
so that if you’re not interested in XYZ, ABC is there—and you might learn something from X.”
With 8,430 members in NABOR® and 238,000 in Florida Realtors®, staying knowledgeable about the latest trends and modern technology is a must for success. “Twenty percent of the agents do 80 percent of the business,” Zalewski says. “The help is there. NABOR® offers amazing education and training.”
The afternoon’s focus will be “highlevel speakers to talk about the economy,” Fioretti says. Attendees are sure to be enlightened, inspired, and entertained. For instance, economist Elliot Eisenberg, Ph.D., calls himself “The Bowtie Economist” because he specializes “in making the arcana and minutia of economics fun, relevant, and educational.” The lineup also includes a diverse range of speakers from the National Association of REALTORS®; Florida Realtors®; Naples Press and Gulfshore Business; and Collier County Growth Management.
“We plan to give a big, global perspective as well as a local perspective,” Fioretti says.
After closing remarks, attendees are invited to a cocktail party with hors d’oeuvres and one drink ticket, plus a cash bar. “It’s an opportunity to mingle with speakers and sponsors in chat mode,” Fioretti says. “We expect the largest and best-attended event we’ve ever done. It should be amazing.”
Dress Code: Business casual (Bring a sweater—it could be cool.)
Register Online: Go to nabor.com then “Get Involved,” “Upcoming Events,”
SYMPOSIUM GUIDE
The NABOR® Symposium is a full day of various activities and events, beginning with a 9:30 a.m. check-in. After arriving, plan on browsing the trade show vendor tables before lunch is served at noon. NABOR® President PJ Smith will welcome the speakers at 1 p.m. There will be a 25-minute break between speaker presentations, and the symposium will wrap up with a cocktail party from 4:30 to 5:30 p.m.
NABOR® Symposium Speakers
Jessica Lautz, Ph.D., Deputy Chief Economist and Vice President of Research, National Association of REALTORS®
Tim Aten, Senior editor, Naples Press and Gulfshore Business
Elliot Eisenberg, Ph.D., The Bowtie Economist, Graphs, and Laughs
Jamie French, Department Head, Collier County Growth Management Department, Community Development, and Environmental Services
Special thanks to the NABOR® Symposium
Platinum Sponsor: The FIRPTA Group
Debbie Zalewski
When the Deal is Dead
Hand deposit issues over to an attorney and focus on your daily business
BY BY WILLIAM MORRIS, ESQ. AND CHRISTIAN ROSS, ESQ.
When I have professional pictures taken, I quickly forget how to act naturally, leaving the photographer to direct me how to smile, where to look, and where to put my hands.
I feel this may be similar to what happens the day after a deal falls apart, leaving the listing agent to ask, “What do I do next? How can I help? Is this where I play lawyer and ght for the deposit?” e answer is simple: Relist immediately, and let the lawyers work on the deposit. In other words: Act naturally and sell.
The Issue
e confusion begins when a buyer terminates. It may still be uncertain as to what happens with the deposit, consuming all parties involved for days or even weeks. In the confusion, the REALTOR® can get pulled into the discussions, being used to act as a middleman or consultant.
is middle ground is the most dangerous. We are reminded daily that REALTORS® must not give legal advice, but it almost feels like a requirement when your contract terminates. It’s tough! It can feel even worse, even more of an obligation, if you feel partly responsible for the termination. But let’s check the rules…
The Rule
All Naples Area Board of REALTORS® (NABOR®) contracts include the following language:
NOTE 1: Other forms, such as the Florida Realtors®/ e Florida Bar (FAR/BAR) contract, are di erent.
e remedies granted to a buyer are di erent than those granted a seller under NABOR® sales contracts. Noticeably, a buyer may bring an
action for speci c performance, damages, or may terminate (Lines 489500). Speci c performance is an equitable remedy wherein the buyer can force the seller to sell.
Why would a buyer be entitled to speci c performance, but a seller is not? Property is unique! ough a seller can get money from any buyer, the property in question may be special and irreplaceable for reasons such as location, views, or even natural resources.
NOTE 2: A cloud on a title can occur when a lis pendens (pending lawsuit) is led against a property. is “cloud” can make it nearly impossible to sell to another buyer without getting it dismissed.
Another rule to consider: e Multiple Listing Service (MLS) states the cancellation of any sale shall be entered into the MLS database within three (3) business days. It may be an easy determination if, for example, the buyer timely exercised a contractual right of termination prior to the expiration of buyer’s due diligence period in an “AS IS” sales contract. e listing agent should relist immediately and try to nd another buyer.
Analysis / Strategy
We’ve identi ed the issue, we know the rules, but why is this still so di cult? Lawsuits can be unpredictable, possibly even tying up property unnecessarily, or even worse, maliciously. e following items must be considered:
1. Who terminated? Why did they terminate? When did they terminate? How did they terminate?
A seller terminating is very di erent than a buyer terminating. Because NABOR® gives a buyer the right to sue for speci c performance, a listing agent must be careful before relisting a home
immediately after a seller termination—even if seemingly reasonable. A buyer may have terminated because they felt they were protected under a contingency or due to a seller misrepresentation. If the buyer later discovers that they were deceived into terminating, the buyer may bring suit.
2. What are the seller’s motivations? Do they still want to sell? Do they need to sell quickly? Can they hold out for more money? Should they hold out for more money?
ere have been transactions wherein the buyer terminates, but the seller decides not to relist. e hope was that they could convince the buyer to go back under contract. Relisting could have soured the buyer on the property and harmed the seller’s goodwill in negotiations.
3. What does their attorney suggest? is part might be the most important and is at the forefront of
all issues: You cannot practice law as a REALTOR®. Referring your customer to an attorney for legal advice is the prudent and necessary thing to do.
Conclusion
Realistically, the strategy involved with relisting can be complex and require dynamic strategizing. At the core of the issue, it is important to remember that the deposit and the sale may become separate issues if one of the parties terminates the contract. When that happens, you should hand o the deposit dispute to an attorney and get back to selling. Act naturally!
William Morris and Christian Ross are members of the Legal Resources Committee.
STAY ON TOP OF CODE OF ETHICS REQUIREMENTS
BY CORIE CHASE, NABOR® CHIEF ADMINISTRATIVE OFFICER
Dear Corie: I completed my 14 hours of continuing education through the 123 Real Estate School, which includes three hours of Ethics & Business Practices, at least three months ago! Why am I still receiving Code of Ethics email reminders from you?
Dear Member: Please note that if you are still receiving Code of Ethics (COE) email reminders, that means that NABOR® does not currently show that you are in compliance with the National Association of REALTORS®’s (NAR) COE membership requirement. It is important to note:
1. If you complete a COE course outside of NABOR®, it is your responsibility to email your certificate of completion to ethics@ nabor.com so we can update your COE education record accordingly. Real estate schools, the Florida Department of Business and Professional Regulation, and other organizations do not communicate and/or share continuing education (CE) information with local associations.
2. If you haven’t already completed three hours of Ethics & Business Practices within NAR’s seventh (7th) period (Jan. 1, 2022 –Dec. 31, 2024), there are several ways for REALTORS® to comply with the COE requirement. For example: NABOR® offers multiple in-person and virtual COE classes; real estate schools offer a variety of classes, including 14-hour CE courses (which include three hours of Ethics & Business Practices); and the Florida REALTORS® Graduate, REALTOR® Institute 101 course (which is approved for
the full 14-hour requirement for real estate license renewal). In addition, NAR offers a free online COE course at nar.realtor.
3. NAR’s COE membership duty should not be confused with your real estate license renewal requirements because they are two different requirements: One is for NAR membership and the other is a requirement for state real estate license renewal.
4. NAR’s COE membership requirement is applicable to REALTORS® who are also appraisers and/or attorneys.
5. NAR’s COE membership requirement is not applicable to REALTORS® with emeritus status.
6. The deadline to complete NAR’s seventh (7th) period COE membership requirement is on or before Dec. 31, 2024.
View a full list of NAR’s COE Q&A’s, including what happens if members do not comply with NAR’s COE membership requirement, at nabor.com/education/code-of-ethics.
Beginning with NAR’s eighth (8th) cycle (Jan. 1, 2025 – Dec. 31, 2027), REALTORS® will also be required to complete two hours of fair housing training as a condition of membership at least once during each three-year cycle. The fair housing three-year cycle will coincide with the existing COE three-year cycle. Visit nar.realtor and search “fair housing training” to learn more.
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.
P. J. Smith
Golden “R”
Debora Zalewski
Cheryl Poteet
Michael Downer
Christina Muracco Nikki Wood
Jayne Malinowski
Christina Davidow
Mary Waller
Al DiNicola
Darrin McCutcheon
Jacquie Walter
Allisa Pipes Izabela Wright
Brenda Fioretti
Carol Kairis
Antonio Barroso
Tahlia Urbinati
Judith Hansen
Henry Albarracin
David Puskaric
Ron Abboud
Rick Fioretti
Pat Pitocchi
Jeff Jones Marcie Roggow
Rick Baranski
Danielle Brazil Hudson
Adam Vellano
Timothy Loos
Nancy Haroian-Wry Amy Reinholdt
David Arter
Renee Beechler
Kimberly Vargas
Paula King
Sharing the Wealth
And spreading the word about the NABOR ® Charitable Foundation
BY DENISE SCOTT
The Naples Area Board of REALTORS® Charitable Foundation Task Force hasn’t wasted any time educating members and spreading awareness about how the charitable foundation will bene t the community.
Because it was established in December, the task force is still nalizing the distribution processes for this year and working to inform the community that it has been launched.
“We’ve had an exciting start to the year,” says Charitable Foundation Task Force Chair Shaun Garry, a NABOR® board member. “We’ve been introducing it to our membership through outreach. We’re not having large events. We’re attending existing events.” In March, for example, task force members proudly displayed a foundation banner in the popular Naples St. Patrick’s Day Parade.
Garry says the foundation—established with the Collier Community Foundation for its expertise in evaluating local charities—is targeting the end of 2024 to distribute its rst donation. He says the vetting process ensures that all charities chosen to receive donations will meet one of the charitable foundation’s four philanthropic pillars: housing, humanitarian e orts, disaster relief, and educational scholarships. ese areas “are traditionally what NABOR® has focused on and where the need is in the community,” Garry explains.
Each year, the NABOR® president will select a grantee or grantees to be voted on by the full NABOR® Board of Directors. is year, that honor goes to 2024 President PJ Smith.
Charitable Foundation Task Force members: President PJ Smith; Vice President/Secretary Christine Citrano; Director and Task Force Chair Shaun Garry; Member Spencer Rigsby; President-Elect Terrilyn VanGorder; and Director Izabela Wright
“In the past, the board president would go out into the community to nd a charity,” Garry says. “But we’re not a vetting organization. Now, the
charity picked will already be vetted.”
e foundation was initially endowed by NABOR®, and it will be sustainably supported going forward through MLS nes, late fees, NABOR® charity event proceeds, and special donations from the membership.
Several big details—such as the number of annual recipients, donation amounts, and the scholarship process—have yet to be nalized. “Some of the details need to be voted on,” Garry says, noting the task force meets every few weeks and reports back to the board. Garry predicts that donations in 2024 will be “substantial.” In 2023, NABOR® donated $115,929 to ve local nonpro ts through its former fundraising program.
Members have been eager to learn more about it. “Members can be con dent we are doing these charitable endeavors in a way that’s responsible, and that we’re proper stewards of our members’ money,” Garry says.
Learn more about the NABOR® Charitable Foundation
Shaun Garry and Terrilyn VanGorder
TARGET YOUR MARKET
BY CATHY CHESTNUT
Did you know that the Naples Area Board of REALTORS® (NABOR®) has several sponsorship opportunities for promoting your business with maximum exposure to 8,500-plus real estate professionals? NABOR® o ers these opportunities for you to speak directly to your targeted audience as an Event and/or Education Sponsor.
ese sponsorships will provide you with prolonged brand recognition, focused exposure, and unparalleled networking opportunities.
Learn more by contacting sponsorships@nabor.com.
EVENT SPONSORSHIPS
Bene ts of an Event Sponsorship vary based on the type of event but generally include:
• Logo on event yer and at check-in table
reminder email
• Speaking opportunity
• Complimentary registration
• Networking opportunities
Choose from the following:
NABOR® Symposium
Gold Level: $2,500
Exhibitor: $1,500
Commercial Connections: $500
Global Networking: $500
Member Business Meeting: $750
Apply at birdease.com/naborsponsorships. Flex your brand power as a NABOR ® Event or Education Sponsor
• Exhibitor table, opportunity to distribute marketing material
• Social media mentions/tags
• Business name on event registration page and event
GOLF TOURNAMENT SPONSORSHIPS
Major: $1,500
Lunch: $1,000
Lunch Drink: $1,000
Beverage Station: $800
Chipping Contest: $600
Par 3 Hole: $600
Hole: $300
Apply at birdease.com/naborgolftournament
EDUCATION SPONSORSHIPS
There are several opportunities to sponsor an educational event or course throughout the year. Benefits vary depending on course. The cost listed is per each event/course.
New Member Orientation: $750
Global Classes: $500
Continuing Education and Designation Courses: $500
Apply at birdease.com/naborsponsorships.
Addison, Brittany
Agrusa, Charles N.
Aguilera, Marice
Aleman Consuegra, Alain
Almeida Guerra, Yilian
Alomia Trujillo, Karen
Alpizar, Christine
Alvarez, Dania
Amoroso, Stephen Paul
Ananthan, Gowtham
Anetrella, Frank
Antoine, Diana
Aponte, Susan
Aranibar, Maria Teresa
Armendariz, Ivis
Arvanitis, George Gregory
Atkeson, Susan
Baez, Joelle
Bailey, Jewell
Baker, Marcada Raine
Balazs, Adrienn
Balsinde Marzo, Jayler
Barnhart, Christopher
Barroso, Antonio
Bartlett, Sarah H.
Barton, Teak
Bean, Elizabeth Gillet
Beato, Sonia Beesley, Audra Nicole
Bennett, Heidi M.
Berry, Suzanne
Blanco Gonzalez, Danielle Frances
Blumenthal, Bradley Scott
Boitel, Deliga
Bonco, Lindsey
Bone, Michael
Bostick, George
Bouchie, Joseph C.
Bowers, Connor Lee
Boyko, Pamela Marie
Bradley, Erin Beth
Brawley, Dana Blanton
Briceno, Carmen
Burks, Darrell W.
Welcome New NABOR® Members! (Q1
— January through March 2024)
Campbell, Michelle Marie
Carfora, Joseph M.
Castro, Louise M.
Caswell, Chance
Chapman, Eden
Charrier-Bablitz, Carla
Chase, Alexa Marie
Chirino, Ana Debbie
Cho, Chi
Churilla, Christopher
Clark, Jim
Coates, Elizabeth Anne
Coats, James
Cohen, Marla Dee
Coleman, Sean Franklin
Cook, Debbie
Cortina, Ailin
Cournoyer, Stephen Joseph
Cruz, Deymillie
Cuevas, Omar
Dailey, Maurice
Damon, Robert
Daswani, Prithi
Davis, Nora A.
Day, Matthew
De la Fe, Davihana
De Leon, Christy
Degal, Kimberly
DeLeon, Joanise
Delgado, Jaime Lazaro
Depasquale, Taryn Ann
Desilus, Dave
Determan, Linda Carol
DiNardo, Emidio
Domege, Eric Christophe
Doyle, Nicola
Dubois-Kujawski, Gail
Duffy, Kathleen Bridget
Dunlap, Kelsey Elizabeth
Dunn-Mendez, Bobbi Jo
Durck, Sean
Durham, Brian Allen
Edmond-Dessin, Island
Eichelbaum-Perez, Alejandra Isabel
Elizalde, Ana A.
Ellestad, Conrad Albert
Faircloth, James Arthur
Federico, Joseph Domenic
Ferreira, Catilene
Fodor, Haley
Foley, Kylie
Forepaugh, Brenda Ann
Frederick, Kenneth Andrew
Frericks, Megan
Friedman, Jeremy Dov
Friesen, Whitney
Fritz, James
Furillo, Mario Antonio
Gaillard, Amy
Garcia, Alberto
Gaspar Rodas, Salvador Lucas
Gaspar, Candelaria M.
Gavrilov, Serge
Ghuman, Kimberly A.
Gibbs, Hannah Renee
Gilliam, James Victor
Ginsburg, Deborah Lee
Giordano, Andrea
Gluchowski, Dariusz
Gomez, Karina
Gonzalez, Lorena Gotts, John Grah, Melissa Ann
Graterol Cubeddu, Alexandra Valentina
Greiff, Georg Von
Griffin Grove, Maureen Theresa
Guidobono, Elizabeth
Gutierrez, Diana R.
Gutrich, Pamela
Guzman Martinez, Alexander
Hackworth, Tamara Lynn
Haggard, Hilary Jane
Haller, Jeffrey
Hamilton, Tania Beatriz
Hanlon, Thomas R.
Hansen, Heather Renee
Hansen, Jacob Martin
Hansen, Karen Sager
Hartsig, Kathy
Hawkins, Tracy
Hawthorne-Zedeck, Stacey E.
Hayden, William
Heller, Mary Catherine
Hemesath, Ludger Winfried
Henderson, Taylor Ann
Henriquez, Luzdelin Matos
Hernandez Zamora, Juan Carlos
Hernandez, Solayne Santos
Hilligoss, Thomas Francis
Holsapple, Jennifer H.
Holzer, Christopher
Hoogland, Benjamin
Hosier, Amanda Ann
Hurley, April
Hurt, Mark Dimetrio
Hurtado, Sissi L
Hyppolite Mervil, Ruth
Hyyti, Steven Alan
Iacino, Leeann
Infante Lugones, Rocio
Jean, Ster
Jeffery, Jeremy R.
Jennings, Williams
Jerfita, Marcella Suzanne
Johnson, Isaiah
Jones, Mara
Joseph, Collin David
Joy, Amanda Nicole
Kane, Brian
Kapfhammer, Steven Eugene
Kappas, Michael Spiro
Kaprelian, Wendy L.
Karl II, James L.
Kim, Young Hoon
Klein, Austin
Kowalczik, Paula
Krainis, Crystal M.
Kreuz, Hannah
Krylov, Igor
Larock, Michael
Laughlin, Jennifer York
Lavallie, Christina
Leach, Dorothy W.
Lebrun, Claudillon
Legrand Rivera, Hector David
Lehnhoff, Angel Ruth
Leitner, Brandon
Leyva, Jorge Luis
Lindstrum, Stacy Ruth
Linguidi, Jennifer Alvarez
Lollino, Nicolette Rose
Lopez, Ingrid
Louiselle, Eileen
Lunsford, Brian Joseph
Luzzi, Patricia Lyn
Machoule, Enouse Charles
Mackie, Cameron
Maleszewska-Suarez, Katarzyna Anna
Mariani, Angela G.
Marimon, Christian
Marles, Taryn Alese
Martin, Raquel
Maslowski, Jane M.
McCain, Emerson
McNeill, Kathryn E.
Melges-Brenner, Julia
Mendova, Mariana
Messana, JeanineMarie
Micale, Jany
Miller, Robert Anthony
Millikin, Kelly McNarny
Mobley, Gordon Cecil
Moe, Nancy Montesino, Belmis
Morales Moragues, Gelayne
Morales, Luz Enelia
Morales, Yosbel
Morford, Shannon
Morris, Spencer
Muennich, Brianna
Mullowney, Patrick Joseph Muniz, Stephanie Navarro, Christina
Navickas, Erica Ann
Nelson, Jacqueline Cynthia Newsome, Kimberly Nogueira, Ana
Nunez, Yusleidy
O’Leary, Colin Richard
Oliva, Patricia
Oliverio, Michael
Olson, Christina Holly
Olson, Pamela
Oquendo, Yanetsis
Ordahl, Kathleen Ann
Ordaz, Elizabeth
Orozco, Libet
Orta, David Eustaquio
Ortiz Medina, Juan Manuel
Panesiu, Daniel
Paolantonio, Lucille
Paolini, Melissa I.
Paolucci, Ryan
Parker, Kenan Scott
Parkey, John Stephen
Parrazales, Tania Patterson, Terri
Penso, Gabriela C.
Pentelow, Mark Perez, Ignacio J.
Petro, Francine Pierce, Amanda
Pierre, Chebatch D.
Pignataro, Mayra D.
Pingaro II, Don Gerard
Pintarics, Richard Gergely
Pizarro, Kathya
Plante, David
Pogel, Leah
Pollins, Becky Krieg
Poppie, Renee
Porto Suarez, Lenay
Potgieter, Elizabeth Anne
Pratt, Diane Louise
Pryce, Katherine Elizabeth
Pujols, Karen
Putzulo, Robert Anthony
Pytlik, Irina
Quintana, Joanna Catalina
Radevic, Ivan
Reetz PA, Christopher Phillip
Reetz, Natasa
Reynaldo, Steve
Rickelman, Irina
Rieder, Kennedy
Rincon, Jose Antonio
Risley, Curtis
Rivera Coe, Sonia Marie
Rivera, Gloria Noemi
Rivera, Krystina Jacqueline
Robert, Lesley Elizabeth
Rock, Leyna V.
Rodriguez, Ana L.
Rodriguez, Cristina
Rolon, Edwin
Romanet, Roger
Romano, Adelynn Jude
Romano, William Joseph
Romero, Thalia Nicole
Root, Thomas William
Roque-Paskow, Matthew
Rosa, Cinthia
Rosenthal, Robin Lee
Ross, Craig Steven
Roth, Christian Gunther F.
Ruffolo, Deneen M.
Russo, Annemarie
Russo, Ronald Anthony Rusu, Adriana
Rypina, Katarzyna
Rzad, Katherine Michelle
Saavedra Rodriguez, Yudeinys DeLaCaridad
Sabates, Claudia
Sadowski, Suzanne
Sage, Tracy
Salazar, Sandra Sanchez Castaneda, Anet
Sanchez Olivares, Susana
Sands, Tiffany
Scancarella, Jennifer Schmaling, Jennifer Lizbeth
Seufert, Robert J.
Shipler, Steven
Silva, Rosa G.
Skoczen, Kimberly Ellrich
Smith, Anna Smith, David
Smith, James Russell
Smith, Sarah Norma Snavely, Mary Frances
Sowder, Brandon
Speckman, Karol S.
Sprague, Timothy
Stewart, Logan Anthony
Sullivan Jr, Michael Walter
Taggart, Tomi Lyn
Taglieri, Marc Daniel Tateo, Michael Thalappil, Vishnu Pratap
Thomas, George D. Thomas, Tyler
Tidwell, Donna Gail
Tierney-Gibson, Mary Tiljak PA, Anthony Timm, Denise Lyn
Tironne, Mike Paul
Toska, Paola
Traycoff, Tanya
Turner, Charles A.
Urich, Courtney Nicole Urtiaga, Antoinette
Valdes, Rosaly
Valenti, Mariano Robert
Valiente, Jennifer
Vazquez, Daniel Alejandro
Velazco, Hayde
Venney, James
Vidal, Josefa
Villavicencio, Martha Iris Viner, Anna
Wagner, Aryana Michelle
Watson, Alexandra J.
Weiss, Samuel West, Joseph Frank
Wheaton, Kelsey Taylor
White, Paul Joseph
Whitmore, Sarah Jean
Whitten, Jennifer L.
Wiege, Lynn
Wielgot, Luke Matthew
Williams, Larry Dewayne
Willmer, James Carl
Wolf, Steve
Wyatt, Michael Drew
Yates, Alyson Michelle Yax, Anila
Young, Lori Anne
Ypradieu, Nathalie
Yurich, Michelle L. Zdravkovic, Sonja
Zeballos Soto, Valeria
Stop staring and start living. Kalea Bay’s finale is here. Tower 500 offers larger, spacious, sophisticated residences. Floor-to-ceiling glass for unending south and west views, plus 10' ceilings. Enviable kitchens with Wolf appliances and large pantries for discerning chefs. A limited opportunity for a fortunate few. Only at Kalea Bay.
St. Patrick’s Day
Celebration
March 13 * Boston Beer Garden
1. Jill Coar; Paula Angelopoulos Urbinati; Will Dukes
2. Sheri St. Marie, Liri Basha
3. Front: Sandy Talberg, Thad Rich, Mike Vizenor Back: Caroline and Don Anderson
4. Chris Sahakian, Shari Kennedy
St.
Patrick's Day Parade
March 16 * Downtown Naples
1. NABOR® proudly unites at this annual event 2. Shaun Garry, Director, with his wife Amy Garry, son Aidan, and daughter Aria 3. Spreading NABOR®-ly cheer
Member Business Meeting
March 22 * NABOR®
1. Joe Nugent, Vice Chair, Membership Committee; Samantha Schwartz, Vice Chair, Events for Networking Committee; Kimberly Vargas, Chair, Young Professionals Network Committee; Suzanne Goeren 2. CJ Lee, Amy S. Reinholdt, Director 3. Elizabeth Saggio, Director of Membership; Bernard Faithful
2024 Certified International Property Specialist (CIPS)
Designee Reception
March 27 * NABOR®
1. Domenico Ceruzzi, Birgit A. Wolf, Laurie Cassell, Paula Angelopoulos Urbinati 2. Maya Ismailova; Paula Angelopoulos Urbinati; Brett Brown, President 2009; Laurie Cassell; Izabela Wright, Director; Domenico Ceruzzi; Debbie Zvibleman; Bill Poteet, President 2012; Sheri St. Marie; Carol Kairis, Chair, Global Business Committee; Olga Vindell, Vice Chair, Global Business Committee; Jeff Zeiler; Chair, Digital Content Committee; Renee Beechler; Maria Zabala; Trevis Steadman; Georgia Pinto; Birgit A. Wolf 3. Sheri St. Marie; Jeff Zelier, Chair, Digital Content Committee; Georgia Pinto
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REALTOR® Party Town Hall at NABOR®
April 4 * NABOR®
1. Lauren Melo, President 2020; Genesa Casanova, Sr., Political Director, Florida Realtors® 2. Andy Gonzalez; Mike Hughes, President 2015; Jeff Jones, President 2019
Karaoke Charity Challenge
April 11 * Wahoo's River Bar and Grill
1. Sponsors/Judges: Sam J. Saad III, Law Office of Sam J. Saad III; Bryan Mundy, Lake Michigan Credit Union; Eric Nagel, Cottrell Title and Vice Chair, Community Involvement Committee; Darin Whitlock, Hughes Exterminator 2. Kimberly Vargas, Chair, Young Professionals Network Committee; Tina Razzano; Ginny Clark; Antonio Barroso, Vice Chair, Young Professionals Network Committee 3. Vanessa Leonardo, Eve Ayllon
Annual Night of Honors
April 27 * Hilton Naples
1. Danielle Hudson, Vice President of Public Policy; Nick Bobzien, President 2023; Terrilyn VanGorder, President-Elect; Scott Kish 2. Wade Mastro, Digital Content Specialist; Alice Leonard, MLS Support Specialist; Deborah Linville, Administrative Assistant to the Executive Committee; Sandra Salazar, Membership Administrator; Elizabeth Saggio, Director of Membership; Zamira Collado, Membership Administrator; Marty Manion, CEO; Melissa Bognaski, Director of Engagement and Events; Marcia Albert, Director of Marketing; Deb Joyner, Assistant to the CFO; Danielle Hudson, Vice President of Public Policy 3. Alejandra Pelham, Alessandra Almeida, Tim Guerrette, Alexandra Velez 4. Sara A. Brand, Director; Maya Ismailova; Matt Goodwin; PJ Smith, President
Member Appreciation Night
May 16 * The Kitchen & The Mini Bar
1. Shana Saintfleur, April Hurley 2. Lori Kornley, Iris Cuesta Garcia, Liri Basha 3. Chris Grosser, Kabreea York
District 5 Bowling Tournament
May 18 * HeadPinz
1. Eric Nagel; David Puskaric, Treasurer; Chuck Kansy; Linda and Dominic Pallini, President 2017 2. Mary Waller; Todd Irby; Deborah Linville, Staff; Amy S. Reinholdt, Director; Michael Downer 3. Mike Hughes, President 2015; Rick Baranski, President 2018; Jennifer Lofstrand; Brett Brown, President 2009; Joseph Manning 4. Tony Mendes; Bill Poteet, President 2012; Christine Citrano, Vice President/Secretary; Jeannette Batten; Jorge Velasquez
Save the Dates
Engage Collier Conference
May 21 * NABOR® A
1. Collier County Sheriff Kevin Rambosk, Sara A. Brand, Director 2. Amanda Pearson, Vice President, Leadership Collier Foundation, Greater Naples Chamber; Lindsey Touchette, Vice President of Community Engagement, Collier Community Foundation; PJ Smith, NABOR®
President 3. Natalie Sablina, Stuart Tackett
October
October
October
1. Joe Nugent, Vice Chair, Membership Committee; Sara A. Brand, Director; Mariana Beckman; Kimberly Vargas, Chair, Young Professionals Network Committee 2. Eric Nagel, Vice Chair, Community Involvement Committee; Kimberly Vargas, Chair, Young Professionals Network Committee; Antonio Barroso, Vice Chair, Young Professionals Network Committee; Sara A. Brand, Director; Joe Nugent, Vice Chair, Membership Committee; Sandra Jauregui Schlaupitz, Chair, Diversity, Equity and Inclusion Committee
Fare for All
A focus on Florida flavors and food sensitivities at Oar & Iron Raw Bar & Grill
BY KAREN FELDMAN
Anyone who suffers from gluten or other food sensitivities knows how treacherous the typical restaurant menu can be. Restaurateur Ryan Dion and Naples developer Robert Walker aim to remove the angst from ordering with their new concept, Oar & Iron Raw Bar & Grill at Founders Square. Florida flavors are at the forefront of the menu, which features fresh seafood, quality beef, and dishes that are either gluten-free or can be made that way. Because all dishes are made from scratch, sensitivities and preferences can be easily accommodated.
“The feedback has been very positive,” says Jeff Doward, Florida regional director for Raventures Hospitality Group, which owns the new restaurant. “People love the atmosphere, the vibe. It’s exciting and upbeat.”
The menu offers both cooked and raw seafood, steaks, prime rib (Fridays and Saturdays), pasta, and
DINING DISH
Baked lobster tail
Lobster mac-andcheese several sides. Starters include coconut shrimp, chargrilled wings, seafood chowder, and salads. Lunch o erings feature burgers and sandwiches, as well as full entrées. Among the dinner options are pork bao buns, lobster bisque, oven-roasted black grouper, and co ee-braised short rib. Oar & Iron is all about o ering choices. “It was important for us to create a place where every guest will find something they love,” says Dion, CEO of Raventures Hospitality. A second location is currently in the works for the Fort Myers area, according to Doward. (oarandiron.com)
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How Sweet It Is
This pastry virtuoso will have diners saying, “Life is short. Eat dessert first!”
BY KAREN FELDMAN
An outstanding dessert is much like a goodnight kiss after a promising first date: the sweet memory of it lingers on the lips long after the confection is gone. That’s the caliber of transcendent ending executive pastry chef Maria Selas strives for in creating desserts for the four restaurants and catering company that comprise Campagna Hospitality Group. “Dessert should be as memorable as the first or second course,” Selas says.
Diners at The French Brasserie Rustique, Osteria Tulia, Bar Tulia on Fifth Avenue South, and Bar Tulia Mercato will find her fresh, often fruity confections on each menu. She constructs these creations with attention to all the senses.
“I love using tropical fruits and whatever is in season,” she says. “I try to create desserts guests won’t find everywhere.”
There’s the Club Tropicana, a mango yogurt mousse on coconut sponge cake, topped with raspberry glaze, roasted pineapple, and fresh lychee. The Chocolate Cherry Bomba is a dessert built upside down in a mold with layers of gianduja mousse (chocolate blended with hazelnut paste), Amarena cherries, and milk chocolate Rice Krispies forming the base. The concoction is frozen, then removed from the mold and topped with Nutella ganache,
caramelized hazelnuts, cherry sorbet, and a cherry. While these treats sound wonderful—and they are—Selas challenges herself to come up with new indulgences at least seasonally for each of the restaurants.
How does one person produce enough desserts for four busy restaurants and a catering company? Selas says she views her job like that of “a conductor with a symphony—you’ve got brass, you’ve got strings, you’ve got percussion, and you have to keep everyone in tune.” She directs her three assistants while they produce the desserts in the mornings at The French, which has more kitchen space than the other spots.
The pace and pressure aren’t new to Selas, who was born in Greece, raised in Chicago, and found her calling while studying French literature and language at Sorbonne University. “I fell in love with bakeries and pastries,” she says. “The window displays of the patisseries are so beautiful.”
Selas brought the passion for food she experienced in France back to the United States and headed to the now-closed Cooking and Hospitality Institute of Chicago. She earned a professional certificate in baking and pastry and then studied hospitality management at Roosevelt University. She enjoyed a successful career as a pastry chef at several Chicago-area restaurants before running her own business as a private chef in Miami.
As she planned to head to Miami once more, Vincenzo Betulia of Campagna Hospitality Group spotted her creations online and convinced her to shift slightly west to Naples instead. Selas found kindred spirits here. “I like natural, approachable, honest food and that goes for dessert, too,” she says. “Vincenzo’s style matches mine.” (campagnahospitalitygroup.com)
Maria Selas, executive pastry chef for Campagna Hospitality Group, challenges herself to create new confections seasonally.
DINING DISH
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