M E T R O AT L A N TA E D I T I O N > FA L L 2 0 0 9
Malcolm Boartfield Heights of Success Partners’ Profile Courthouse Retrieval System and Expanded Realtor Resource Directory
Survival of the Persistent
Publisher Lawrence A. Cohen publisher@remagazines.com
Nothing in the world can take the place of PERSISTENCE. Talent will not – nothing is more common than unsuccessful men with talent. Genius will not – unrewarded genius is almost a proverb.
Photographer John Clemmer photos@remagazines.com
Education alone will not – the world is full of uneducated failures.
Database Administrator Lynn Paul circulation@remagazines.com Graphic Design/Production Felicia Kahn Michelson feliciakm@mindspring.com Contributing Writers Jessica Arledge Greg Herder Todd Lemoine Misty Milioto Board of Advisors Chris Ballard Jim Cochran Carol Flammer Dan Forsman Kevin Levent Sandra McCrary Jenny Pruitt Walter Sanford Tom Spurlin R.E. Magazine® is published quarterly by REM Publishing, LLC., 3036 Leafwood Drive SE., Marietta, GA 30067. Phone: 770-956-7100 FAX: 770-956-7105 www.remagazines.com R.E. Real Estate Magazine is printed by Executive Press, Richardson, TX, using earth-friendly printing techniques, including FSC-certified paper, and soy-based inks and biodegradable coatings. Subscriptions are free for Realtor® Board or Association members in Metro Atlanta. Allow 6-8 weeks for new subscriptions. POSTMASTER: Send address changes to: R.E. Magazine, 3036 Leafwood Drive SE., Marietta, GA 30067
PERSISTENCE and DETERMINATION alone are omnipotent.
from the publisher
Editorial Consultant Karon Warren Editor@remagazines.com
In today’s challenging economy, persistence may, indeed, be one of the most important qualities of success. The willingness to stay on course, to continue down your chosen path and not give in to discouragement, is the hallmark of every successful person. The question is not whether there will be bumps along the road. There will be – along with potholes, roadblocks, and the occasional detour. It is how we deal with those inevitable tests of character that determine our fate. Malcolm Boartfield knows a bit about challenges. An ultimate overachiever, he left a very successful career in IT for what he thought would be a relaxing retirement. A serious injury changed all that, and he spent the next 6 months recuperating. The experience left him more determined than ever to stay active, and he decided to pursue a “second career” in real estate. True to form, he approached his new endeavor with the same persistence he applies to his other passion – flying. It’s no small coincidence that he has achieved tremendous heights with both of his ventures, despite an additional health challenge that would have stopped the average man in his tracks. Read this month’s Cover Story and see how steadfast determination is the key to success, and how persistence really IS omnipotent! All of you reading R.E. Magazine have already proved yourselves to be survivors, and as all real estate survivors know, having the most comprehensive and up-to-date information about the marketplace a vital tool to anyone’s success. In the past, gathering that information was often time-consuming and frustrating. Courthouse Retrieval System, a Tennessee-based company, has come up with a technological solution that is proving to be invaluable to anyone involved with real estate, from agents and brokers to appraisers and mortgage professionals. Georgia MLS has recently incorporated Powertools for Property Records® into their listings to provide real estate professionals with a powerful research suite that has provided a great new tool for those determined to go the extra yard in their marketing research. Read this month’s Partners’ Profile and see how the information age is benefiting the real estate industry in a whole new way! Like all of you, we’re thrilled that the real estate market has improved lately. September sales of resale homes rose an unexpected 9.4%, the strongest increase in over two years! While everyone knows we’re not out of the woods yet, the news has certainly been encouraging, and we applaud all of our readers who have persevered and continued to work both harder AND smarter! To make sure we continue in this upward direction, it’s more important than ever to keep the heat turned on high! Thanks to the support of our readers and advertisers, we’re determined to continue to be a catalyst for those flames! Fire it up! Live Passionately!
Lawrence A. Cohen Publisher
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contents
FA L L 2 0 0 9
VOLUME 7
NUMBER 2
Cover Story
Malcolm Boartfield
10
Whether he’s flying an airplane or selling a home, this ultimate achiever always reaches for the sky!
Partners’ Profile
Courthouse Retrieval System
17
Appropriately named PowerTool®, this innovative new program saves real estate professionals time and money by putting courthouse information at their fingertips!
ONLINE AND IN PRINT 8.5 X5.5:Layout 1
9/29/09
1:42 PM
Page 1
Publisher’s Page
3
Marketing Maverick
6
R.E. People
7
R.E. News
16
Calendar
13
About Town
19
Inspection Section
20
Realtor® Resource Directory
22
Cover Photo: John Clemmer Photography
Connecting You to Your Best Customer: Easier and Faster Thousands of home listings accross the country and around the world
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marketing maverick
So Your Clients Want Room to Negotiate? Fueled by great feedback from last issue’s price reduction article, Greg responds to the big “what if” agents posed. Make sure you’re pricing homes correctly by following Greg’s advice.
By Greg Herder
F
(Reprinted with Permission from Hobbs/Herder E-News)
irst of all, I want to thank all of you who responded to my article on price reductions in the last issue. It really warmed my heart that so many people responded, and I especially want to thank those who used the information to actually go and get price reductions as well as taking the time to tell me how it worked. One of the most-asked questions that came out of the last article was: What do you say after you’ve gone through your pricing strategy and the seller looks at you and says: “That makes a lot of sense, but I think that buyers are out there making lots of lowball offers, and if I price it at the rock bottom price you are suggesting, I won’t have any room to negotiate. What if we listed it just a little higher so that we have some negotiating room?” First, if you hear this reply, do not look or sound discouraged. The key is to look them right in the eye and say, “I am so glad you asked that question. Today, you really need to list your home at the lowest price you would accept and not build in any negotiating room. The reason you do this is because the pricing will determine the number of agents who will show your property. “Put yourself in the shoes of a buyer today. Most buyers start out by making a few lowball offers, trying to steal a property because of all the bad press in the news. After going through all the work of writing up three or four lowball offers and having them rejected, buyers start to become more realistic in the offers they make. “Over time, buyers realize that no matter what they hear in the news, they cannot steal a home, and realize that the homes that they made the lowball offers on are now sold and they have lost out. Their agent will educate them that for the homes that are priced right, you have to come very close to full-price because they are the best values on the market. It’s a very predictable cycle. “When we list your home, we get strong activity and interest from the real estate community, and maybe, even a lowball offer or two in the first 30 days. It’s a great indication 6
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REAL ESTATE MAGAZINE > FALL 2009
that we priced your home right, and soon we’ll be getting a serious offer that comes close to your asking price. At that time, I will run another property search to see what other options the buyer has so I can help you make an educated decision on how strong you want to be in the negotiations. “Right now, the hard part for most people is that they keep thinking back to the last time they sold their home. They priced it high and had multiple offers in two weeks, and felt like they left money on the table. Today, I can promise you, if you don’t price your home low enough to get agents to show it to their buyers, it will take a long time to sell your home. If you are okay with it taking a year or more that is fine, but that is a long time to put your life on hold. Right now, I have been working very hard to build my reputation as an agent who prices homes to sell. This ensures that my listings get the activity they must have to find a buyer in today’s market. “Because my reputation is so valuable to my clients, I would not be willing to list your home at a price above X, and really believe it should be priced at Y if you want the best chance of getting it sold in the next 90 days. So tell me, which price do you feel most comfortable getting the process started at: Y or X?”
Answer the Question Before They Ask It The best way to handle this objection is to build it right into your listing conversation. If it still comes up, don’t get frustrated. Instead, in a very comfortable, conversational tone, have the above conversation with your clients. They will list with you and at the right price. Also, don’t fall into the same trap that so many agents are falling into - changing your focus just to attract buyers. The reality is that getting buyers to be realistic and loyal in today’s market is much harder than getting sellers to price their home right. Greg Herder, CRB, is co-founder of Hobbs/Herder, and is one of the most highly respected figures in North America on the topic of personal marketing in real estate. He has written books, articles and seminars on the subject, and consults with many of the industry’s top agents and companies. For more information or to contact Greg Herder, e-mail him at Greg@HobbsHerder.com or visit www. HobbsHerder.com
Crye-Leike welcomed Nancy L. Reilly vice president of franchise sales and business development for Crye-Leike Franchises, Inc. She will be based out of their regional headquarters in Cumming, and will sell franchised offices of Crye-Leike throughout Georgia, Nancy L. Reilly Alabama, Mississippi, South Carolina, North Carolina, Virginia, West Virginia, Maryland, Washington D.C. and other states the company designates. Prior to joining the company, Reilly was a franchise sales
specialist with companies such as Prudential Real Estate Affiliates, GMAC, Better Homes & Gardens, and ERA. Marianna Barton has been named as the new director of marketing and communications for Harry Norman, Realtors. In her new role, Barton will oversee the corporate Marianna Barton marketing department, day-to-day marketing activities and special marketing initiatives for the company. Barton was the director of marketing and communications for Jenny Pruitt & Associates, which merged operations with Harry Norman, Realtors this year.
Mike Wright
people
RE/MAX Executive co-owner and broker Van Johnson was named RealtorŽ of the Year by the DeKalb Association of RealtorsŽ for an unprecedented third time. A thirty-year real estate veteran, Johnson has served as president of the DeKalb Association, where he has Van Johnson, served on all major committees and been CRS, GRI, CDPE a member of the Board of Directors for over 20 years. In 2008, he served as president of the Georgia Association of RealtorsŽ , where he has also served and/or chaired numerous committees. As GAR president, he launched the “Why Buy Now?� campaign to help stimulate sales throughout the state.
Real estate veteran Mike Wright was recently named senior vice president and managing broker of the Sandy Springs office of Harry Norman, RealtorsÂŽ. In his new role, Wright will be continued on page 8
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REAL ESTATE MAGAZINE > FALL 2009
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continued from page 7
responsible for overseeing the office’s daily operations, marketing initiatives, advising sales associates and building an outstanding team of agents. A former president of the Atlanta Board of Realtors®, Wright was named Realtor of the Year in 2005. He has earned the Accredited Buyer’s Representative, Accredited Buyer’s Representative Manager, Certified Real Estate Brokerage Manager, and Graduate, Realtor® Institute designations along with the ePRO certification. Dale Modica and Anne Miller have joined Prudential Georgia Realty as the broker team for the Midtown office. Formerly the broker team at the Harry Norman, Realtors’ Dale Modica Anne Miller Intown office, Modica will serve as managing broker and Miller as the assistant broker. They each have nearly 25 years real estate experience. Modica is a life member of the Atlanta Board’s Million Dollar Club, earning its Phoenix Award in 1997, and serves on the Board’s Grievance Committee.
Co ng s Cong n g ra t u l a t i on ons Malcolm Boar tf ield! Thank you for being the professional that you are, a nd for allowing us and to be part of your success!
from your friends at
RE/MAX Greater Atlanta’s Mark Spain was recently named as the #2 agent in the USA in the annual Wall Street Journal/LORE 2009 Real Estate Top 400 Professionals list, released in June. Based on a survey of more than 7,000 brokerage firms, Realtor® Associations Mark Spain and other sources to determine the top agents in the country, Spain and his team of 10 people were honored as the #2 team in the United States for most transaction sides. Only three other Georgia real estate teams made this list, with the next team placing 64th. Spain also appeared on the team sales volume list in the #9 spot and was the sole representative for Georgia on this ranking.
Robert Rogers
Johns Creek resident Robert Rogers, an agent with Prudential Georgia Realty in Suwanee, was recently honored as the 2008 Realtor® of the Year by the I-85 North Board of Realtors®. Robert is very active in the I-85 North Board, serving on numerous committees, and was instrumental in the ultra-successful Toys for Tots campaign. As chair of the
Congratulations Malcolm! Thank you for trusting us with your clients’ closings. We appreciate working with such a professional! from your friends at
Frank Cooper & Mickey Heinze “Working with real estate professionals for over 17 years”
7 7 0 •9 3 2 •8 6 3 4
www.inspect-atlanta.com 8
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REAL ESTATE MAGAZINE > FALL 2009
678-560-5050 w w w. m e r e d i t h s h e a r e r l a w. c o m 4799 Old Towne Parkway NE Suite 100 Marietta, GA 30068
3225 Shallowford Road Bldg. 100, Suite 110 Marietta, GA 30062
board’s Technology Committee, he created the Lunch and Learn program. Robert holds his real estate license, his broker’s license and earned his Graduate, Realtor® Institute (GRI) and Certified Skilled Negotiator (CSN) designations.
Starwood Capital Group. For more than 20 years prior, Boydston has been a senior executive officer with two of the nation’s largest public homebuilders, Lennar Corporation and Beazer Homes.
Lee Smith, a sales associate with Harry Norman, Realtors Intown Office for over 10 years, was honored by the Quality Service Certification as the Agent of the Month for the month of May. Quality Service Certification (QSC) is a national company dedicated to finding real Lee Smith estate professionals who provide quality consumer-oriented service. He achieved QSC Platinum status by achieving 100% client satisfaction, based on customer surveys. In addition to earning the CRS, ABR and Graduate, Realtor Institute designations, Smith participated in the creation and served as an ambassador for the Pillar of Service Program, a company program committed to providing excellent customer service.
Janet Kettyle has been named the publisher of the Atlanta and New Jersey editions of Black’s Guide, a directory of data and market conditions in the commercial real estate industry, published in 8 major markets across the country, including Atlanta, by Network Communications, Inc., publisher of The Janet Kettyle Real Estate Book. Kettyle has been with NCI since 2000, working in the Luxury division as advertising sales manager for 8 states with Unique Homes and the Atlanta Enclave.
Ashton Woods announced that Cory J. Boydston joined the company as its chief financial officer. Most recently, Boydston was the senior vice president and CFO for Starwood Land Ventures, a subsidiary of
Peachtree Battle Market Center of Keller
With over 25 years experience in real estate, Dennis Creadon has joined the Williams, one of the Rawls Group offices. Dennis Creadon
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Malcolm Boartfield cover story
By Jessica Arledge
I
in south Alabama. “My grandfather was a farmer and a builder, and was a very hard-working man. He was a wonderful person and probably had more influence on my life than any single person,” Boartfield remembers. Shortly after high school, he was drafted into the Army to serve in Vietnam. When he got out in 1970, he wanted a professional career and moved to Atlanta to study Computer Science at Falls College. Shortly after moving, he found a job working at the Big Apple Supermarket in Buckhead. After obtaining his degree, Boartfield started applying for jobs and accepted a position with the State of Alabama. A few days before he was scheduled to move, one of the store’s regular customers came in to do her shopping and, as always, he lent her a hand. Boartfield recalls, “I carried her groceries to her car and said, ‘This is probably the last time I’ll see you. I’m going to work in the computer department for the state of Alabama.’ She said, ‘Why would you want to do that? My husband is looking for someone in his computer operations here in Buckhead. I’ll make you an appointment!’” Boartfield aced the interview and soon became one of two computer professionals working for Bowles and Tillinghast, a predecessor of Towers Perrin. Over the next thirty years, he saw the company grow from a small organization Being in the top-producing office for Prudential Georgia Realty has its perks. “Our broker, Lane Jones, believes in with 3 offices to a corporate a strong team concept, which has everyone working together towards common goals,” explains Boartfield, who does giant with more than 70 John Clemmer Photography
n this day and age, everyone knows how hard it can be just to keep a job, much less rise to the top of one’s profession. When faced with uncertainty and economic duress, it is easy to settle into a comfortable mediocrity, hoping to simply survive and putting dreams of greatness on hold. But having taken his place among the elite of not just one, but two professional careers, Malcolm Boartfield will be the first to tell you, giving up is never the answer. Now a top producer with Prudential Georgia Realty’s East Cobb office, Boartfield learned the importance of a strong work ethic early by spending his childhood summers working on his grandparents’ farm
much of the technology training for “East Cobb Team.” 10
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John Clemmer Photography
offices worldwide. And so it was that at 55 years of age, Boartfield decided to retire. Unfortunately, he was unable to enjoy his early retirement for long. Three weeks after he retired, he fell off a ladder while building a sunroom. “I spent close to 6 months recuperating and had a lot of time to think about what I wanted to do next in my life,” Boartfield explained. “Real estate had a lot of time and scheduling flexibility, so it was a natural fit.” He took the real estate pre-license course at Kennesaw State University and passed the licensing exam on his Boartfield, who helped clients Risa and Eddie Bourgeois build their new home, is an Accredited Buyer’s Representative (ABR), Corporate Relocation Specialist (CRS), and a Unique & Fine Home Specialist. first attempt. They have continued to be great personal friends as well, and Eddie frequently turns to Malcolm for his Boartfield interviewed with real estate expertise. 13 real estate firms before ultimately deciding on Prudential Georgia Realty. Lane Jones, Broker of Prudential’s East Cobb office, “I remember the first day I walked into the office of believes that Boartfield’s success stems from a winning Bowles and Tillinghast. I got that warm, fuzzy feeling combination of business savvy and people skills. “He that they cared about me as a person and a professional understands the importance of utilizing technology as well as an employee of the company, and I got the to market his properties without losing sight of the same feeling again with Prudential,” Boartfield explains. relationship-building side of the business. Clients oartfield began his real estate career in September absolutely love him, and he doesn’t forget them after 2001 and hit the ground running. In the first year closing. His clients receive a monthly informational he achieved membership in Prudential’s prestigious newsletter with follow-up personal contact on a regular Master’s Society. In 2003, Boartfield received Prudential’s basis,” Jones relates.
B
“He drove my wife and me around in our mini-van with our son who was 4 months old, and he’d hold the bottle so that we could go in and look at the houses.” Rising Star Award and in 2005 was named one of the industry’s best “Realtors® on the Rise” in RISMedia’s Real Estate Magazine. In 2004, 2007, and 2008 he was named Top Agent for Prudential’s East Cobb office and a “Top 50” Prudential Georgia Realty agent. According to Boartfield, much of his success stems from his willingness to invest not just time, but resources, in marketing his clients’ homes. “You have to spend money to make money, even in real estate. You can’t just put a sign in the yard and list a home on MLS. I put a sign rider in front of my listings with a smart list URL, and my homes are featured on more than 250 Internet sites.”
His dedication to his clients has not only helped to build his client list, it has also resulted in a wealth of close friendships. Such is the case with Eddie and Risa Bourgeois, who enlisted Boartfield as an agent after family friends raved about his performance as their agent. After looking at countless resale homes without finding what they were looking for, Malcolm introduced the couple to a builder he had worked with in the area where they hoped to reside, and things started to progress. “Having built my previous home acting as a general contractor, I wasn’t really interested in assuming that role again,” Mr. Bourgeois confides. “So it was very comforting to know that all we had to do was give it to
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John Clemmer Photography
Boartfield, shown here with client and fellow flying enthusiast Lee Kluger, has over 600 hours in the cockpit. “Flying is the ultimate escape from the problems and pressures of life,” he explains about his passion for the air. “When you are flying, you are 100% immersed in it. Everything else just goes away!”
Malcolm and he would handle it. There wasn’t a single time that we brought up an issue that he didn’t get it resolved quickly. “We were complete strangers when we met him, and to say that at the end of such a tedious process we felt like we were true friends is a testament to Malcolm’s overall spirit,” explains Bourgeois. Lee Kluger, fellow pilot and past client, also speaks highly of his high-altitude friend. “Malcolm and I fly out of the same airport, so we were friends before he was my agent. One day I mentioned to him that my wife and I were thinking about selling our house. He called us up about a week later and said, ‘I have someone who’s looking for a house just like yours.’ They came by, looked at our house, made an offer the next morning for about what we were going to ask, and that was it!” Malcolm also helped the Klugers find a new home prior to closing on their existing home. “He drove my wife and me around in our mini-van with our son who was 4 months old, and he’d hold the bottle so that we could go in and look at the houses,” Kluger states. “That’s the way he is. It doesn’t matter if he’s selling apples on the side of the road or selling real estate, Malcolm gets it done.” Boartfield has always been driven to succeed, but that success has not always come easily. In July of last year, he was diagnosed with Myasthenia Gravis, a chronic autoimmune neuromuscular disease. Instead of giving in, Malcolm has once again risen to the occasion. “I’m not one to give up. I’ve been in the jungles in Vietnam, 12
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and once you’ve been through that, you understand that life presents you with challenges that you just have to face head-on,” Boartfield states. “It puts everything else into proper perspective.” Technology consultant, real estate agent, husband, father, grandfather, and volunteer with Cobb County Department of Parks and Recreation, Malcolm Boartfield exemplifies the old adage “a job worth doing is worth doing well.” And in today’s business climate where many professionals are paralyzed with uncertainty, Boartfield has proven that as long as he keeps moving, so will the buyers and sellers he represents. Jessica Arledge is a freelance writer based in metro Atlanta. Her work has been published in newspapers, magazines and literary journals. She can be reached at (404) 234-4355 or jesstomarledge@earthlink.net.
404-915-5891 www.buycobbhomes.com
Calendar of Events November – December 2009 November 5 8:30 a.m. – 9:30 a.m. Northeast Atlanta Metro Association of Realtors® Free Networking Breakfast – Bring Sales Flyers to Share Location: N.A.M.A.R. 2145 Duluth Highway, Duluth Information: www.namar.org November 5 8:30 a.m. – 11:00 a.m. Gwinnett Women’s Council of Realtors® Business Resource Meeting “Market on the Rebound, New Negotiating Techniques for Today’s Business” – Cleve Gaddis Location: 1818 Club, 6500 Sugarloaf Pkwy Duluth Cost: $15 Members, $25 Non-members Reservations Required: Florence Greeson 770-670-6410 November 5 11:30 a.m. – 1:30 p.m. DeKalb Women’s Council of Realtors® “You Can’t Fix Stupid!” Tom Gillette on GAR contract changes Silent Auction Location: Druid Hills Golf Club Ballroom 740 Clifton Road N.E. Cost: $22 Members, $27 Non-members Information & Reservations: Joyce Turner 770-855-9746 November 17 8:30 a.m. – 10:00 a.m. Cherokee Association of Realtors® Installation of 2010 Officers Location: Tavern at Laurel Canyon, 400 Laurel Canyon Pkwy, Canton Cost: $10 Information and reservations: 770-591-0004 November 18 9:00 a.m. – 10:30 a.m. Cobb Women’s Council of Realtors® Monthly Meeting Location: Mansour Center, 995 Roswell St. Marietta Cost: $15 Members, $20 Non-Members Information & reservations: E-mail: aafreeman@firstam.com November 19 11:30 a.m. – 1:15 p.m. Atlanta Women’s Council of Realtors® Business Meeting and Luncheon Celebrating WCR past presidents since 1963 Induction of 2010 officers Location: Piedmont Driving Club, 1215 Piedmont Ave, Atlanta Cost: $25 Members, $35 Non-Members Reservation Hotline (404) 845-4004 December 1 2:00 p.m. Gwinnett Women’s Council of Realtors® Holly Jolly Good Times Bake-Off and Live Auction To benefit Habitat for Humanity (Baked Goods, Christmas Trees, and Holiday Decorations)
Location: N.A.M.A.R. 2145 Duluth Highway, Duluth Cost: $10 Information: Elaine Carpenter 678-516-5553
December 3 11:30 a.m. – 1:30 p.m. DeKalb Women’s Council of Realtors® Installation of 2010 Officers and Holiday Luncheon Location: Druid Hills Golf, 740 Clifton Road N.E. Cost: $22 Members, $27 Non-members Information & Reservations: Joyce Turner 770-855-9746 December 9 9:00 a.m. – 10:30 a.m. Cobb Women’s Council of Realtors® Installation of 2010 Officers Location: Pinetree Country Club, 3400 McCollum Pkwy, Kennesaw Cost: $15 Members, $20 Non-Members Information & reservations: E-mail: aafreeman@firstam.com December 9 11:30 a.m. – 1:30 p.m. Atlanta Board of Realtors® Annual Business Meeting Location: Cherokee Town Club, 155 West Paces Ferry Road, Atlanta Cost: $35 Register on website: www.abr.org Information: Sandy Zigler 404-250-0051 ext 105 December 10 11:30 a.m. – 1:30 p.m. DeKalb Association of Realtors® Annual Inaugural and Holiday Luncheon Location: Druid Hills Golf Club 740 Clifton Road N.E. Cost: $15 for Members $25 Non-members Information: www.dekalbrealtors.com Reservations: 770-493-6100 December 10 8:30 a.m. – 11:00 a.m. Gwinnett Women’s Council of Realtors® Business Resource Meeting “Sprucing up your Listings” Tips from Horticultural guru Mike Chapman of Pike’s Nurseries Location: 1818 Club, 6500 Sugarloaf Pkwy Duluth Cost: $15 Members, $25 Non-members Reservations Required: Florence Greeson 770-670-6410 December 16 9:00 a.m. – 11:00 a.m. Cobb Association of Realtors® Recognition and Installation Breakfast Location: Marietta Country Club, 1400 Marietta C.C. Drive, Kennesaw Cost: $20 Registration on website: www.cobbrealtor.com Information: call Christy Conway (770) 422-3900
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In Memoriam ~ Sally Washburn hen Sally Ogletree Washburn passed away
W
Indeed, her career accomplishments would fill
on June 17, 2009 at 90 years old, the entire
this magazine. Some of her highlights read like a
real estate community was saddened by
“book of firsts” – first woman elected to the Board
her loss. Those whose lives she had touched – and
of Directors on the Atlanta Board of Realtors®;
there were many – were continually amazed by her
first woman elected as president of that board;
abundance of energy, love and
first woman to receive the Realtor®
steadfast
of the Year award.
determination.
Those
In
who knew her best wouldn’t be
she
named
vice-president
reading her last book three days
Realty
before she died. It was “Developing
of the North Springs office. In
a Leadership Resume” by Dr.
1998, she helped to launch and
Johnny
direct
Hunt.
Neither
would
and
of
was
surprised to learn that she finished
Northside
managing
their
broker
highly-successful
they be surprised that, according
coaching and mentoring program,
to her daughter Sally Hamby,
which she continued to run until
the night before she passed, she
the company was bought by
pulled off her oxygen mask to try to
Coldwell Banker. Some additional career jewels:
list the attending doctor’s property!
President of both the Atlanta
Sally Washburn was one-of-a-kind. Born in 1918 in Birmingham, AL, she grew up in
chapter and the state chapter of the Women’s Council of
the middle of the Great Depression, and though her
Realtors; Fifteen years on the Board of Directors of the
family struggled with money, they always took in
Georgia Association of Realtors; E.A. Isakson Lifetime
people that were needier than they were. The third
Commitment Award from Northside Realty; Captain
of six children, she grew up in a large and loving
of Industry Award from the Atlanta Board of Realtors;
family that was very active in their church and their
The Toni Peabody Lifetime Achievement Award from
community. Times were tough for just about anyone
the Georgia chapter of WCR; and the establishment of
to get ahead. It was especially hard for a woman.
the Sally Washburn Lifetime Achievement Award by
Though the term “glass ceiling” had not yet been
the Atlanta Board of Realtors.
coined, no one explained that concept to young Sally,
There were many more awards and accolades for
and she grew up with a profound faith in God, family,
this amazing woman, but Sally was never about the
and in an unlimited future.
recognition. In the words of her daughter, “She was not
Married in 1937 to Thomas L. Washburn, Jr., she
pushy. She was not prideful. She was not demanding.
began her career as an accounting clerk. In 1960, she
She never dwelled in the past. She embraced the
got her real estate license, and 4 years later, she and her
future, and loved the adventure of the new. She was
husband opened Washburn Realty on the Southside of
always a LADY!”
Atlanta. In real estate, Sally found her passion, as well as a career opportunity that had no limitations.
14
1981,
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REAL ESTATE MAGAZINE > FALL 2009
A lady that will be dearly missed by everyone who knew her.
continued from page 9
Dana Bauguss of RE/MAX Greater Atlanta was recently named the 2009 Realtor® of the Year by the Georgia Association of Realtors®. The announcement was made at the association’s annual convention at Disney’s Yacht and Beach Club Resorts in Kissimmee, FL. Bauguss has more than 30 years of real estate experience. She received her real estate license in 1978, and became a Managing Broker in 1989 for Nix & Caswell. Currently the managing broker for the RGA offices in both Lawrenceville and Grayson, she has earned her Graduate, Realtor® Institute (GRI) and Certified Residential Specialist (CRS) designations, as well as being a licensed real estate instructor. Throughout her career, Dana has been involved with various organizations and committees on local, state and national levels. On the local level she served as the Northeast Atlanta Metro Association (NAMAR) president in 1989, a director for 21 years and is a charter member of the Gwinnett Realtor® Players that has given over $150,000 to charities. She has served on a variety of committees both locally and nationally, and is the 2009 president-elect of the Georgia Association of Realtors®.
Cindy Huber
Colorado-based StrucSure Home Warranty has named Cindy Huber as vice president of sales and marketing for their new eastern division. A 25-year veteran of the residential real estate industry, Huber worked most recently as publisher of KNOW Atlanta Magazine, a position she held for eight years.
Veronica Perez was recently named vice president of sales for About Sales, Inc. Perez brings more than 14 years of direct experience to the Atlanta-based new home sales and marketing firm that provides staffing, management, closing coordination and marketing services to builders and developers. Perez specializes in sales management for new home construction, having previously served as the Georgia North Division vice president of sales for Pulte Homes.
Designations Sharon Evans, an agent with RE/MAX Town & Country, has been awarded the prestigious Certified Residential Specialist (CRS) designation. Have a piece of people-related news? Send information to Editor, R.E. Magazine, 3036 Leafwood Drive S.E., Marietta, GA 30067, or e-mail to editor@remagazines.com.
Sharon Evans
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Isakson Urges Senate to Extend, Expand Home Buyer Tax Credit ‘It Is Imperative We Retain the Momentum We Have Gained’
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U
.S. Senator Johnny Isakson, R-GA, testified before the Senate Committee on Banking, Housing and Urban Affairs about the need to further restore the housing market and energize housing demand by expanding the first-time home buyer tax credit passed by Congress earlier this year. “During my 33-year career in real estate, I experienced many challenges and difficult markets, but never anything like the current housing market in America. America’s families have lost trillions of dollars in home equity as home values have fallen, and in some markets, continue to fall
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REAL ESTATE MAGAZINE > FALL 2009
today,” Isakson said. “The current home buyer tax credit is set to expire on November 30, and we are approaching the worst three months of the year for the housing market. It is imperative that we retain the momentum we have gained as a result of the current credit and go into the spring market with the increased consumer confidence necessary for establishing a viable market.” Isakson plans to introduce an amendment to legislation extending unemployment benefits that would extend and expand the current home buyer tax credit. Isakson’s amendment would keep the amount of the credit at $8,000, but would remove the first-time home buyer requirement, extend the tax credit until June 30, 2010, and raise the income limits to $150,000 for an individual or $300,000 for a couple. For purchases made in 2010, taxpayers would be able to claim the credit on their 2009 income tax return. Home buyers would not have to repay the credit, provided the home remains their principal residence for 36 months after the purchase date. However, the 36 month recapture provision would not apply in the case of a member of the Armed Forces on active duty who moves pursuant to a military order and incident to a permanent change of station. The Joint Committee on Taxation has scored the amendment at $16.7 billion over five years. “Expanding the tax credit has a cost, and it is a significant amount of money,” Isakson said. “However, it is less than 3 percent of the amount of the stimulus, and we know from what has happened in the last nine months that the home buyer tax credit works.” Isakson spent more than three decades in the real estate business, beginning his business career in 1967 when he opened the first Cobb County, Ga., office of a small, family-owned real estate business, Northside Realty. Isakson later served as president of Northside for 20 years, presiding over the company’s growth into the largest independent residential real estate brokerage company in the Southeast and one of the largest in America. Have a piece of real estate-related news? Send information to Editor, R.E. Magazine, 3036 Leafwood Drive, SE, Marietta, GA 30067, or e-mail to editor@remagazines.com.
Appropriately named PowerTool®, this innovative new program saves real estate professionals time and money by putting courthouse information at their fingertips! Courthouse Retrieval System’s PowerTool for Courthouse Records is tailored into five different categories to service residential real estate agents, investors, appraisers, mortgage companies and commercial brokers.
A
nyone who has ever had to physically search for a record at the county courthouse knows how complicated and time-consuming the procedure can be. While modern technology may have made the process a bit easier, searching county courthouse records still requires the diligence, perseverance, and the patience of a saint. Today, accessing property information is as easy as clicking a mouse, thanks to the ground-breaking invention of PowerTools for Property Records® by Courthouse Retrieval System, an online real estate data service company headquartered in Knoxville, TN. PowerTool users, working with this series of webbased applications, now have instant access to the most up-to-date property records in seconds. “The data is extraordinarily accurate,” says Courthouse Retrieval System Marketing Director Kim Gordon. Courthouse Retrieval System’s PowerTools for Property Records provides custom search capabilities to access county tax assessor property data, sales and mortgage data, interactive maps, real estate valuations, mailing lists and more, making the process of finding and evaluating properties easier than ever before. For example, the Real Estate PowerTool allows real estate agents and brokers to search for any property sale, including those sold by owners (FSBOs) and properties never listed. Once properties are located, users can generate comprehensive, timely property reports detailing tax assessor information such as owner name and address, property description, square footage and property taxes. The search feature also provides comparable properties plotted on a map for a quick pricing reference, along
By Misty Milioto
partners’ profile
Courthouse Retrieval System
with easy-to-read graphs. To make things even easier, the program also displays Bing™ maps, property aerial and flood maps along with directions to the property. The subdivision and area information capabilities provide information such as average appraisal values and area demographics. PowerTool users can even create professional presentations and mailing lists to help prospect for new customers. Additionally, the Real Estate PowerTool can be integrated with multiple listing services (MLSs) and customized to meet the needs of members. This integration allows users to auto-populate new MLS listings with the tax assessor’s property information and then see the listings with property reports, comparables tables and interactive maps. These added benefits recently led to Georgia MLS partnering with Courthouse Retrieval System to provide its agents and brokers with this robust research suite. According to John Ryan, director of marketing and membership at Georgia MLS, this system provides members with a true snapshot of a particular geographic area. “The integration of tax records and listing data was appealing to us,” he explains. “It’s a really good system, and it’s easy to use.”
F
or those looking to invest in real estate, the Investor PowerTool allows users to find any type of property, including those that are undervalued, absenteeowned, bank-owned and those in foreclosure. Once the properties are located, investors can then analyze property records, sales and mortgages, demographics and r.e.
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The user-friendly search function of the Real Estate PowerTool allows real estate professionals to customize how they see and organize the information, making it ideal either for looking up an individual property or using it as a prospecting tool.
comparables to determine how much a property is worth. This PowerTool also provides a multitude of maps, along with subdivision and geographic information. Investors also can use this program to contact potential buyers and sellers through the use of mailing lists. Real estate appraisers are another group that will find this unique system provides everything they need to work more efficiently. The Appraiser PowerTool allows them to search for properties, find perfect comparables (both listings and FSBOs), and then analyze the data to accurately evaluate a property. Using this single tool, appraisers can access county tax appraiser property information, sales and mortgage histories, multiple parcel sales, aerial photos, subdivision statistics, and interactive parcel maps and flood maps. On the lending side, the Courthouse Retrieval System Mortgage PowerTool allows banks, mortgage companies and residential home lenders to search accurate comparables and find prospecting data while using flexible research options. For example, users can define square footage and acreage for more accurate comparables, and the system provides three estimated market values based on different valuation methods. Searching by mortgages or property records, lenders can find all mortgages issued by a particular company or find all mortgages taken out by a single person. The mortgage detail report even provides information on individual mortgages, including ARM initial rates, terms and lenders. Finally, the Commercial PowerTool allows commercial real estate brokers to search every commercial property in a given area. Users can evaluate property details such as owner, sales history and loans, as well as examine 18
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REAL ESTATE MAGAZINE > FALL 2009
traffic counts, interactive parcel maps, demographics, building and sales statistics for a given area, and commercial sales reports. Ongoing training and support is an integral part of the program, explains Rob Williamson, the MLS Sales Manager with Courthouse Retrieval System. In fact, he points out, the training for PowerTool earns Atlanta real estate agents three hours of continuing education credits. In addition to this formal training, users have access to local customer service representatives and a toll-free help desk, as well as the online tutorials. That level of support is something that was quite important to Georgia MLS, says John Ryan. “The service side of Courthouse Retrieval System is fantastic,” Ryan says. “They are willing to work with any issues that come up. They are dedicated to a good product and great service, so there is a dynamic between what they provide and what we can provide to our members.”
Misty Milioto graduated from the University of Georgia in 2000 with a B.A. in English and is a licensed real estate agent in Georgia. She has worked as an editor for real estate magazines including Shopping Center World, Heartland Real Estate Business and COMMUNITIES Magazine. She can be reached at mjmilioto@ gmail.com.
800-374-7488 www.crsdata.com
1.
1. Host Robert Patterson of The Brookwood toasted Atlanta Fine Homes Sotheby’s International Realty at their 2nd anniversary party with CEO and co-founder Jenny Pruitt, agent Betsy Akers and senior vice president Nancy See. The Brookwood is one of the properties marketed by AFH’s Skyrise Group, which focuses on multi-family luxury high-rise properties. 2. The Northeast Atlanta Metro Association of Realtors® hosted their 3rd Annual Casino Night and Auction August 27 at the 1818 Club in Duluth. There were some great auction items up for bid, including a guitar signed by Paul McCartney and one signed by the Eagles. As an option, members could designate the proceeds from their auction item go towards RPAC. 3. Cobb Association of Realtors® President Bonny Powell congratulates all of the contestants who performed at the first annual Realtor Idol show, held October 8 at the Strand Theatre in Marietta 3. Square. Caroline McLeod (center), daughter of Kelly McLeod of Keller Williams Signature Partners, was deemed the top Realtor Idol! The event raised money for RPAC. (Photo by Tommy Unger). 4.
6.
7.
about town
2.
4. R.E. Magazine Publisher Lawrence Cohen and Century 21 Holly Realty agent Conner Allred perform the Realtor Blues at the Realtor Idol competition at the Strand Theatre. 5. 5. October 3 was Metro Brokers day at the Atlanta Board of Realtors Habitat for Humanity home build. The 7-week project is the 8th house built by the Atlanta Board in conjunction with the Atlanta Chapter of Habitat for Humanity. Over 250 volunteers helped build this home, with the dedication to take place October 31. 6. There was dancing under the stars, as the DeKalb Association of Realtors® had an outdoor concert on their lawn, on June 2. Despite the intense heat, a great crowd came out to eat, drink, and enjoy the classic rock n’ roll music from the band “Where’s Charlie?” 7. Cranking up the hogs! The Keller Williams Charity Ride on October 3, started at Killer Creek Harley Davidson, and ended at the H & R Ranch, where participants rocked to the tunes of the Boneyard Rockers. The event was to benefit Breakthrough Atlanta and KW Cares.
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REAL ESTATE MAGAZINE > FALL 2009
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Thermography is Changing Home Inspections By Todd Lemoine, guest columnist the hero when water issues are found before negotiations are finalized! Along with water issues, the thermal camera can also identify and document other problems in a house. In a panel box, electrical faults can be noted before possibly causing a fire, along with identification of overloaded and undersized circuits and circuit breakers in need of immediate replacement. Because of temperature differential, air infiltration in walls, ceilings, floors, windows and doors can be seen. Moisture intrusion that could lead to mold growth, possible pest infestation in walls, and hidden roof leaks that could cause serious damage are all easily identifiable with the thermal camera under the right temperature conditions. The use of the IR camera can also aid in the identification of air conditioner compressor leaks, possible missing framing members in walls, structural defects, broken seals in double pane windows, energy loss, dangerous fireplace flue leaks, damaged and/ or malfunctioning radiant heat systems, plumbing leaks, and overheating equipment. The list is endless! The use of the thermal camera can be very beneficial in homes with a finished basement as well as with stucco homes in locating moisture behind walls. A moisture meter is used to follow up on any moisture identified with the camera. The key to having a good thermal scan on a home is to make certain there is a good temperature differential between the inside and outside of the home. Homes having no electrical power or HVAC systems operating would not be good candidates for a thermal scan. The home inspection industry is continuously evolving. It is in your clients’ best interest for you to understand the most current home inspection technology. This allows you, the agent, to provide your clients with the best possible advice concerning one of the most important purchases of their life.
inspection
There is no doubt that the home inspection industry has changed tremendously since the early 1990’s. Basically, a home inspection was performed using a simple checklist of the condition of the components of the house. The most common procedure was to handwrite the report which evolved into a type written report that could be copied and faxed or sent via mail or courier to the agent and client. This process proved to be very cumbersome and often slowed the agent’s ability to complete the process of purchasing a home. As the world slowly moved into the computer era, the industry developed computergenerated reports that were much easier to read and understand and became a more professional tool for the agent and client to use with negotiations. Today, most inspectors are able to produce an on-site, computergenerated report with digital pictures that can be instantly emailed anywhere in the world! Inspection tools themselves have also changed. From using a simple flashlight, screwdriver and an outlet tester, inspectors are now using very sophisticated tools, meters and measuring devices. The latest advancement in technology brings to the inspection industry the use of Thermography to aid in identifying problems in a house that cannot be seen with the naked eye! In simple terms, Thermography is the use of an infrared measuring device such as an infrared (IR) camera to detect and measure the thermal energy that is emitted from an object. Basically, the higher an object’s temperature, the greater the IR radiation emitted. An inspector can use the thermal camera to capture and store the pictures, to document results for reporting and to suggest corrective action if issues in a house are found. Thermal, or infrared energy, is light that is not visible to the unaided human eye due to its short wavelength, but becomes very easy to see and capture with the infrared camera. What does this mean for an agent? When building materials such as drywall, insulation, carpet and wood are or have been wet, the temperature difference between the wet area and the surrounding air will allow the wet areas to be identified with the infrared camera. In other words, water issues behind walls, under carpets, or under shower stalls that are not visible to the naked eye, can now be identified. Usually, the water source can be traced and corrective actions can be suggested. The agent becomes
Todd Lemoine has been a home inspector since 1995, and has conducted over 5000 inspections. He is the owner & CEO of Residential Inspector of America, and can be reached at 770-476-4963.
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resource directory
resource directory
Realtor® resource directory advertising
attorneys
home inspection services
The Real Estate Book. . . . . . . . . . . . . . . . 678-910-0347
Dickenson Gilroy, LLC. . . . . . . . . . . . . . . . 770-518-5515
www.realestatebook.com (see display ad page 5)
www.dgllclaw.com (see display ad page 24)
Atlanta Property Inspections. . . . . . . . . . . . 770-932-8634 (see display ad page 8)
alarm systems
Meredith Shearer & Associates, LLC. . . . . . 678-560-5050
Georgia Home Inspection Corp . . . . . . . . . . 770-458-5794
(see display ad page 8)
House Smart. . . . . . . . . . . . . . . . . . . . . . . . . 770-988-9929 (see banner ad page 20)
Meyers Closings, LLC. . . . . . . . . . . . . . . . . . 404-257-0330 Ackerman Security Systems. . . . . . . . . . 770-552-1000 $18.95 a month - Switch for Free - 1 Month Free www.ackermansecurity.com
associations Atlanta Board of Realtors® . . . . . . . . . . . . . 404-250-0051
National Property Inspections. . . . . . . . . . . 770-656-2209 Parkway Title & Closings. . . . . . . . . . . . . . . 770-656-9933
(see banner ad page 20)
Shafritz & Dean, LLC. . . . . . . . . . . . . . . . 404-425-8183 5 offices for your clients’ convenience www.shafritz-dean.com
Residential Inspector of America. . . . . . . . 770-476-4963
The Geheren Firm. . . . . . . . . . . . . . . . . . . . . 678-587-9500
Property Inspection Services. . . . . . . . . . . . 404-255-4864
Weissman Nowack Curry & Wilco. . . . . . . . 404-926-4500
(see banner ad page 20)
Saving Grace Home Inspections. . . . . . . . . 404-597-4482 Skyline Home Inspections, Inc. . . . . . . . . . . 678-432-5464 (see banner ad page 20)
Cherokee Association of Realtors . . . . . . . 770-591-0004 ®
Cobb Association of Realtors®. . . . . . . . . . 770-422-3900
engineering
Cobb Women’s Council of Realtors®. . . . . . 678 873-0385
Engineering Solutions, Inc.. . . . . . . . . . . . . 770-318-9204
DeKalb Association of Realtors®. . . . . . . . . 770-493-6100 Empire Board of Realtists®. . . . . . . . . . . . . 404-755-5575
CHI Home Inspections . . . . . . . . . . . . . . . . . 770-827-2200
home staging Duda Designs. . . . . . . . . . . . . . . . . . . . . . . . 770-434-7503
flooring
Metro South Assoc. of Realtors®. . . . . . . . . 770-477-7579 Sunshine Interior Services . . . . . . . . . . . . . 678-560-8575 Northeast Atlanta Metro Assoc. of Realtors® . . . . . . . . . . . . . . . . . . . . . . . . . 770-495-7300
information services Courthouse Retrieval System. . . . . . . . . 800-374-7488
foreclosure services Foreclosure Rehab Management. . . . . . 770-956-7040 Cleanouts, Painting, Renovations, Landscapes, Hardscapes, Carpets/Floors, Roofs/Gutters, Driveways/ Walkways, and Ongoing Maintenance (see display ad page 20)
Featuring Powertool for Courthouse Records www.crsdata.com (see partners’ profile page 17)
insurance Allstate Insurance . . . . . . . . . . . . . . . . . . . . 770-844-8190
graphic design Felicia Kahn Michelson . . . . . . . . . . . . . . . . 404-436-3583 Zoom Design. . . . . . . . . . . . . . . . . . . . . . . . . 770-355-3442
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investment property Bluefields Capital, LLC. . . . . . . . . . . . . . . . . 678-502-5000
resource directory
resource directory
Realtor® resource directory mortgages
photography
technology services
Advanced Funding Services, Inc.. . . . . . . . . 404-944-5192
John Clemmer Photography. . . . . . . . . . . . . 770-428-1658
H & H Tek, LLC. . . . . . . . . . . . . . . . . . . . . 678-637-6018 Computer Repair, Consulting & Web Design www.supportforrealtors.com
Ashford Funding Group. . . . . . . . . . . . . . . . 678-640-0820 Capital City Mortgage Investments. . . . . . . 770-792-7979
moving and storage AC White Relocation. . . . . . . . . . . . . . . . . . . 770-325-9100
real estate companies Weichert Realtors Athens . . . . . . . . . . . . . . . . . . . . . . . . . . . 706-549-1717 Atlanta. . . . . . . . . . . . . . . . . . . . . . . . . . . 678-222-1000 Buford. . . . . . . . . . . . . . . . . . . . . . . . . . . . 770-614-6992 Decatur. . . . . . . . . . . . . . . . . . . . . . . . . . . 770-492-1380 www.weichert.com (see display ad page 2)
utility services Georgia Natural Gas. . . . . . . . . . . . . . . . 770-428-1658 REAP - A Real Estate Incentive Program www.onlygng.com/reap (see display ad page 4)
video production
roof repairs
Reel Productions TV. . . . . . . . . . . . . . . . . . . 678-571-5728
virtual tours Glide Tour. . . . . . . . . . . . . . . . . . . . . . . . . . . 770-560-9658
window services multiple listing services Georgia MLS. . . . . . . . . . . . . . . . . . . . . . . 770-493-9000 “More Prices, More Places, More Possibilities” www.gamls.com (see display ad page 7 & 9)
Peachtree Roofing . . . . . . . . . . . . . . . . . . . . 770-579-7663
sign enhancements pest control Listing Light. . . . . . . . . . . . . . . . . . . . . . . 404-786-7700 ALL Exterminating . . . . . . . . . . . . . . . . . . 770-887-2571 For ALL your exterminating needs www.allexterminatingga.com
A Night Light for your Listing Signs! www.listinglight.com (see display ad page 15)
For advertising information, call Lawrence Cohen at 770-956-7100.
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