Real Estate Magazine - BHHS PenFed Realty - Dec. 2014

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Keeping the Momentum Going BHHS PenFed Realty Stays Focused on Growth Seated: James Schenck, CEO, PenFed Standing, left to right: Shashi Vohra, president of Affiliated Businesses, PenFed; Kevin Wiles, president, Mid-Atlantic Region, BHHS PenFed Realty; Tom Carruthers, president of Real Estate Operations, BHHS PenFed Realty; Larry Blake, CFO, BHHS PenFed Realty

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{Contents} December 2014/Vol. 30, No. 12 • www.rismedia.com

{On the Cover} 72 Keeping the Momentum Going BHHS PenFed Realty Stays Focused on Growth

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For Kevin Wiles and Tommy Carruthers, two members of the managing executive team at Prudential PenFed Realty, the firm’s extraordinary growth over the past few years has been a thrilling and gratifying ride. The company doubled production in a single year, and since 2010 has seen 1,100 percent growth in agent population and more than 1,300 percent growth in units sold. In this month’s cover story, take a closer look at how Wiles and Carruthers are preparing for the next wave of growth as they get ready to fly a new banner as Berkshire Hathaway HomeServices PenFed Realty.

{Highlights} 29 Realty ONE Group: The Art of Growing and Giving Back 59

{Headliners}

34 Industry Leaders Awarded at RISMedia’s 19th Annual Power Broker Event

13 Policy Matters: Final QRM: Good for Consumers and Private Capital 14 NAR Power Broker Roundtable: Passing the Gavel: A New Year of Industry Issues 16 REBAC Report: Looking Back to Plan Ahead 19 Executive Appointments 20 The RREIN Reporter 22 Webinar Recap: Play to Win: Developing, Managing and Recruiting Today’s Agent Teams 31 Millennials Expect to Buy within 5 Years 33 Better Homes and Gardens Real Estate Launches “Idea Shed,” the Industry’s First Open

Since 2013, Realty ONE Group has grown from three states to eight, with strategic plans to be in all 50 states by the end of 2015. In this exclusive feature, learn how the company found its rhythm.

29 Innovation and Collaboration Platform 36 Housing Markets Inch Toward Full Recovery 44 Auctions: Love Them or Hate Them

Over the past several years, RISMedia has honored many industry icons for their important contributions to the real estate industry. In this exclusive recap, we pay tribute to the individuals inducted into this elite group by RISMedia and its award sponsors last month.

82 What’s Next for Real Estate?

As 2014 comes to a close, one big question remains: What’s next for real estate? In our end-of-the-year roundtable wrap-up, Power Brokers weigh in on what lies ahead for 2015.

RISMedia’s REAL ESTATE December 2014 3

{Features} 38 I nside Stewart Title’s Specialty Insurance Services

42 Get Covered for 2015 with REALTORS® Insurance Marketplace 49 Marketing and Sales: How Many Listing Photos Do You Need to Generate Leads?

50 Trending: The International Homebuyer—Continued Interest in U.S. Properties 53 Strategies: American Home Shield; Homes.com; HSA Home Warranty; Realtors Property Resource® 59 RISMedia’s Great Spaces 64 Power Teams: The SokolerMedley Team—Finding Your Inner Real Estate Bulldog to Be the Best in Show 72 Keeping the Momentum Going 89 Ask the Experts: Currency Risks; Buyer Trends

{Online} Take the guesswork out of homeownership with RISMedia’s Home Updates.

Featured in our Daily e-News, on our video news channel and on YouTube (www.youtube.com/user/rismediaupdates), these vids serve up expert tips on buying or selling a home, managing household finances, remodeling, decorating, moving and more!

The best part? Each video comes in at under two minutes long, giving homeowners access to vital information in a visual, bite-sized format.

To share Home Updates, subscribe to RISMedia on YouTube.

{Interviews} 71 Deb Espinoza, Stage Presence Realty

76 Candace Adams, Berkshire Hathaway HomeServices New England 77 Wes Flacker, CENTURY 21 Magellan Realty 78 Sandra Wilken, Engel & Völkers Scottsdale 79 Kenneth B. Baris, Jordan Baris, Inc. 80 Chris Barnett, Realty Executives Southern Oregon

{Experts} 24 Margaret Kelly - Business Building: Housing Policy Shifts Offer a Great Conversation Starter with Buyers 26 Chris Crocker - Work Smarter: Integrate Your Marketing Efforts 67 Tracy Berger - Showing Your Best Online 68 Vince Leisey - How Company Events Help Create Positive Culture 92 Verl Workman - Basic Training: The Ultimate Team 4 December 2014 RISMedia’s REAL ESTATE

{Every Issue} 6 REtrends 9 Publisher’s Desk 94 Service Profiles 104 Referrals 112 RE: Real Estate—NAR’s 2014 Political Advocacy Helps Strengthen Real Estate Markets, Protect Consumers

42

24

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Since we joined Better Homes and Gardens Real Estate, we’ve expanded into new markets and have grown our agent base by almost 30%… while other companies have closed offices and lost agents.

Joining Better Homes and Gardens Real Estate gave us a family, and a brand that means home. This was something that our agents and our clients really needed. To us, this has been a perfect relationship.

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THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLETE AND NOT MISLEADING.

This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. The Minnesota registration number for this franchise system is F-5883.

{REtrends} Foreclosure Activity Increases 15 Percent According to Realty Trac’s October U.S. Foreclosure Market ReportTM, a total of 59,869 U.S. properties were scheduled for foreclosure auction during the month of October, up 24 percent from the previous month and up 7 percent from a year ago to the highest level since May 2013.

Scheduled foreclosure auctions in judicial foreclosure states, where foreclosures are processed through the court system, increased 21 percent from the previous month and were up 3 percent from a year ago.

Scheduled foreclosure auctions in non-judicial states increased 27 percent from the previous month and were up 14 percent from a year ago.

Changing Demographics Impact Housing Market REALTORS® from across the country gathered to discuss the effects changing homebuyer demographics have on the housing market during the REALTOR® University Richard J. Rosenthal Center for Real Estate Studies forum at last month’s 2014 REALTORS® Conference & Expo.

Adult millennials, those aged 18 to 33, were a popular topic of discussion for the panel. In 2014, Millennials saw 60 percent better job growth than the U.S. overall and a drop in unemployment to 6 percent. This growth, along with improved economic opportunities, should encour-

6 December 2014 RISMedia’s REAL ESTATE

age millennials to form households and buy homes in the coming years.

“Millennials are the largest generation of people in the U.S. and represent 60 percent of first-time homebuyers,” said Jonathan Smoke, chief economist for realtor.com®. “They are also more likely than any other group to purchase a home in the next year.”

New Survey Identifies Top Trends in Smart Home Technology According to a survey conducted by ERA Real Estate and HGTV, nearly half (46 percent) of consumers believe it is important that their current home or next home they purchase be equipped with smart

home technology. Not only do they see the value in smart home technology for their own benefit (e.g., comfort, safety, cost-savings), but consumers also see the impact it serves for resale—more than half (51 percent) would consider installing smart home technology in their home to make it more appealing to future homebuyers. The most willing to spend of all the generations? Millennials. Despite their younger age, they were 10 times more likely than Generation Xers to consider the update. The national consumer survey also found that mobile technology and control are rising to the top, particularly with millennials. Seven in 10 millennials believe it is important that smart home technology integrates with their smartphone, underscoring the generation’s preference for mobile-savvy apps and brands. RE

I’m Better because of Better Homes and Gardens® Real Estate.

Today, buyers come to us already having done a lot of research on specific homes. What they really need is lifestyle expertise. Better Homes and Gardens Real Estate gives me the content, videos, articles, and community data that can help me deliver.

The brand gives me a platform that alerts me the minute someone reaches out, so I don’t miss a single lead. And thanks to the marketing tools and training, I have the resources to cultivate those leads into long-term customer relationships.

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REAL ESTATE

EXCELLENCE SINCE 1965 “The best real estate agents are called EXECUTIVES.” In 1965, a real estate professional named Dale Rector and his revolutionary idea to put “agents first” was about to transform the real estate industry.

The concept, designed to provide the maximum benefit to the most productive, experienced and effective real estate agents, is what made Realty Executives different from the competition in 1965, and continues to make us different today.

We know that as the real estate industry has evolved, so has the productive real estate agent. At Realty Executives International, we attract, produce and develop the elite entrepreneurial sales associate, enabling them to better serve the market, and ensuring a superior experience for the client.

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{Publisher’s Desk} Focused on What Matters Most

2

014 has been a good year for the real estate industry, but certainly not one without challenge.

While the overall pace of the recovery was slow, this year was marked by many positive events, such as the final QM/QRM definition, significant numbers of homeowners seeing a return to positive equity, and a decreasing unemployment rate.

Understandably, there’s a lot of talk about the headwinds that stand to stymie market growth in 2015, and we’ll certainly all pay close attention to new legislation, the state of our economy, market dynamics and more. But regardless of outside influences, we all stand to grow our respective businesses provided we stay focused on what’s most important: our clients and customers.

The focus of our 19th Annual Power Broker Forum, held during the REALTORS® Conference & Expo in New Orleans last month, was all about the importance of a consumer focus.

Brokers who successfully put consumers first will tell you that it all begins with corporate culture. “Our core value is living life as a contribution, providing ultimate client service,” said John L. Scott Chairman & CEO Lennox Scott during the Forum. “Being in the conversation of ultimate is what will take you from good to great and great to greatness.” (Find the full recap of the 2014 Power Broker Forum at rismedia.com.)

Our final cover story of 2014 asks brokers and brand leaders to provide their “crystal ball” look at what’s next for the year ahead (page 82). While many trends and issues stand to impact real estate in 2015, staying true to the fundamentals of what breeds success in this business will see you through all changes, positive and negative. As CENTURY 21 President & CEO Rick Davidson says, “Back to basics is a critical strategy.

Working your sphere of influence, leveraging technology in the marketplace, prospecting, serving your customer in the best possible manner, and leveraging every resource you have available. In order to get listings, you have to focus on the basics.

They go together.”

As you reflect on the year that’s closing and gear up for the year ahead, let the primary focus of serving your customer better be central to your company culture and every decision you make. This tried-and-true path is still the quickest way to a successful year.

From our RISMedia family to yours, best wishes for a joyous holiday season and much gratitude for your continued support!

John E. Featherston CEO & Publisher

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Claude Ginesta, CEO of Ginesta Real Estate in Zurich, Switzerland. Established in 1944, Ginesta is one of the oldest and most venerated firms in the Zurich region, renowned for its focus on the preservation and safeguarding of special properties. Claude is a savvy marketer, whose award-winning “Illusions” campaign aims to give consumers clarity on the subject of real estate. He is an active contributor to multiple real estate publications and pens reports that are published nationwide – as well as being a recognized appraisal expert for the Swiss Real Estate Association.

Leaders like Claude are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network.

At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industryleading brokerage services in technology, marketing, education and lead generation.

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NAR members benefit from a lifetime of learning opportunities, including classroom and online courses, training toward designations and certifications, webinars, and a Master’s Degree in Real Estate.

REALTOR® University Master of Real Estate Program. REALTOR® University offers a Master of Real Estate degree for real estate professionals who are interested in furthering their education to enhance their career and improve their business.

REALTOR® University’s Master of Real Estate helps brokers and their agents differentiate themselves with concentrations that cater specifically to the practical needs of real estate professionals. www.RealtorU.com/masters-real-estate/ D&C

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Designations and Certifications. Since 2001, the NATiONAL ASSOciATiON Of REALTORS® has offered professional development courses to NAR members. These courses are available online from REALTOR® University, and tackle relevant business ideas, topics and trends affecting the market, and reward students with over 12 designations and certifications specific to the topic(s) addressed. Many of these designations and certifications can now be used for continuing education credit in local real estate license requirements. www.REALTOR.org/designations Continuing Education. REALTOR® Designation Awareness Month is recognized annually in the month of November. The NATiONAL ASSOciATiON Of REALTORS® encourages brokers and their agents to increase their professionalism, proficiency and income through pursuance of an officially endorsed NAR designation or certification. www.REALTOR.org/education

Put these REALTOR® solutions to work for you and your clients and customers today!

RREIN

RISMedia’s Real Estate Information Network®

RISMedia’s Top 5 in Real Estate Network®

CEO & Publisher John E. Featherston Executive Vice President Darryl D. MacPherson

Editorial Executive Editor Maria Patterson Managing Editor Paige Tepping Senior Editor Nick Caruso Associate Editor Zoe Eisenberg Contributing Editors Lesley Grand; John Voket; Barbara Pronin

Online Managing Editor/Online Beth McGuire Director of Web Technologies David Spelts Web Designer Kevin Kirwan Information Technology Manager James Jones Online Associate Editor Suzanne De Vita

design Art Director Christy LaSalle Production Manager Susanne Dwyer Senior Designer Kelli McKenna

sales Senior Vice President Kara T. Stripay Senior Vice President Anne Kraft Client Relations Manager Patty Sinisko Business Development Advisor Brett Johnson Guidebook Sales Gus Olsen

Administrative Circulation Manager Alice Heffron RISMedia member networks Network Manager, RREIN Randi Vannucchi Director of Member Relations, RREIN Peter Di Salvo RIS consulting group Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

headquarters 69 East Avenue, Norwalk, CT 06851 RISMedia: (203) 855-1234 • FAX (203) 852-7208 Top 5 in Real Estate Network®: (203) 853-2167 FAX (203) 852-7208 RIS Consulting Group: (203) 852-4304 • FAX (203) 852-4309 www.rismedia.com • www.top5inrealestate.com

Publications & Services Real Estate magazine Annual Power Broker Report & Survey REsource Pop-a-Note www.rismedia.com (Daily e-News) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear RISMedia’s Social Media Marketing Course & Certification Copyright® 2014 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years).

All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Diane Turton, founder and president of Diane Turton Realtors® with 16 offices throughout Southern Monmouth and Ocean counties, New Jersey. Diane founded the company in 1986, building on the remarkable success of her career in real estate sales. Since then, she has become a nationally recognized leader and is a sought-after board member, motivational speaker and media spokesperson. Among her many distinctions, she received Ernst & Young’s “National Entrepreneur® of the Year” award, was named among “New Jersey’s Best 50 Women in Business” and won the award for “Number 1 Woman-Owned Business in New Jersey” for three consecutive years.

Leaders like Diane are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation.

LeadingRE.com | 800.621.6510

SOMETHING SPECIAL HAPPENS IN A RE/MAX OFFICE. It’s hard to define exactly what it is, but it seems to be built on a mix of great people, great attitudes and great results. When you join RE/MAX, you become part of it. And you start to see how important your professional choices are. Come, see for yourself.

©2014 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 140935

{Policy Matters}

Final QRM: Good for Consumers and Private Capital This column is brought to you by the NAR Real Estate Services group.

by Ken Fears

A

fter nearly three years of deliberation, regulators have finalized the Qualified Residential Mortgage (QRM) rule and abandoned the onerous and costly down payment requirement while giving creators of mortgage-backed securities one less uncertainty on their road to recovery. The immediate impact may be small, but another piece in the path for longterm recovery has been laid.

Private MBS and Home Sales Why is it important to restore the private MBS market? A healthy private MBS market creates competition to government financing, expanding the total pool of funds for homebuyers, putting less taxpayer money at risk.

A healthy private market can also foster innovation.

Defining Safety The Dodd-Frank legislation specified two rules that would impact the real estate industry: the Qualified Mortgage rule (QM) and the QRM. The QM was finalized in January and is intended to protect consumers. It does so by canonizing traditional underwriting like requiring proof that a borrower has the Ability to Repay (ATR) a mortgage and banning certain risky products. The QRM rule, though, is intended to protect investors. It requires all issuers of MBS to hold 5 percent of what they make

unless they meet a standard of quality and low risk. Combined, the two rules work to protect the sources of financing funds and the recipient of those funds: homebuyers.

The final rule made the standard of quality for exemption from risk retention the QM rule, making compliance less complicated and costly. Thus, if a loan meets the underwriting of the QM rule, then it meets the QRM rule and the MBS issuer does not have to hold a stake in it. If it doesn’t comply with the QM rule, the issuer must hold 5 percent of the MBS for five years or until a majority of the outstanding balance is paid off.

Impact on the Consumer and REALTORS® What does the final rule mean for consumers and housing? There will be a small initial impact…and that’s a good thing. The FHA is exempted from risk retention as are the GSEs while in conservatorship, and combined, they account for nearly 85 percent of purchase mortgages. The GSEs and FHA mostly produce QM loans anyway, and the agencies use compensating factors to manage this risk.

When initially proposed, the QRM rule would have applied risk retention to any loan with less than a 20 percent down payment, as well as a front-end DTI greater than 28 percent and back-end DTI greater than 36 percent. Had these requirements not been scrapped, 45 to 60 percent

of homebuyers could have been impacted. Risk retention is costly to the MBS issuer, a 75 basis point or more cost that would have been passed onto the consumer. That is the difference between a 4.25 percent rate and a 5 percent rate, or $90 per month on a $200,000 mortgage financed over 30 years. This cost would have disproportionately impacted first-time buyers as well as the trade-up buyers who rely on them.

In the future, mortgages with low documentation and risky products will be limited, less liquid and require higher costs. Non-QM lending was only 2.6 percent of originations in the second quarter of 2014, and any MBS issuer who wants to incorporate them into an MBS will have to hold 5 percent of the risk going forward.

The final QRM rule may have little impact on the market in the short term due to the current reliance on government product and tight underwriting. However, measured against the initial proposal, the impact could have been significant.

Over time, this rule will prevent abuse while allowing a gradual recovery of private capital. RE

Ken Fears is the director of Regional Economics and Housing Finance for the National Association of REALTORS®.

RISMedia’s REAL ESTATE December 2014 13

{The NAR Power Broker Roundtable}

Passing the Gavel: A New Year of Industry Issues Participants: Steve A. Brown Liaison for Large Residential Firms Relations, NAR; and Executive Vice President, General Manager, Crye-Leike Realtors®, Memphis, Tenn.

Jim Imhoff Incoming Liaison for Large Residential Firms Relations, NAR; and Chairman/CEO, First Weber Group, Madison, Wis. The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Steve A. Brown: The poet Ralph Waldo Emerson wrote, “Bad times are as valuable as good times; they are occasions a good learner would not miss.” For those of us who have navigated the past few years, truer words were never spoken— and in the year since I stepped into this moderator’s chair, we have tried to tackle the issues and solutions that help us to grow as brokers and agents. The key is to recognize and identify trends and to make the challenges work for us—and few people are better equipped to help us do that than our incoming Liaison and Roundtable moderator, Jim Imhoff.

Jim is chairman and CEO of First Weber Group, the largest real estate firm in Wisconsin, with 1,400 agents in 54 offices statewide. A past president of the Wisconsin REALTORS® Association, where he was honored as REALTOR® of the Year, Jim has served as an NAR 14 December 2014 RISMedia’s REAL ESTATE

Director and on the REALTOR® Political Action Committee. Today, he serves with several economists on the boards of two financial institutions. I will miss the chance to moderate discussions like this, but I pass the gavel with full confidence.

Jim, welcome to the Roundtable!

Jim Imhoff: Thanks, Steve. It’s a

position I take on with energy and excitement, because there’s no better way to learn and grow than from brainstorming with our peers.

“Another issue I’d like to address is how to reach the millennials who, for a variety of complex reasons, have not been ready to buy homes.”

– Jim Imhoff Incoming Liaison for Large Residential Firms Relations, NAR; Chairman/CEO, First Weber Group

SAB: I think we can agree it’s been an

up and down year, and that much of what we’ll face in 2015 will depend on what happens on the legislative and regulatory fronts.

JI: That’s true. The tight lending environment has been a tough nut to crack. It’s encouraging that the FDIC has finalized the Qualified Mortgage Rule (QRM), in ways NAR contends could go a long way toward making credit more available, ultimately improving sales.

SAB: I also think we need to emphasize

that FHA remains a great alternative for low-cost loans for buyers with steady jobs and good credit. With all the media stories about tight credit, a recent study showed some 76 percent of potential buyers are more than just a little confused about whether they could qualify for a mortgage. Getting people to “Ask a REALTOR®” could alleviate confusion for many.

JI: Another issue I’d like to address is how to reach the millennials who, for a variety of complex reasons, have not been ready to buy homes.

They like their mobility, and they grew up with a different mindset than their parents. We need to get out the message that real estate, in the long term, is still a savvy investment.

SAB: Personally, I look forward to the

economic indicators you surely will address in future Roundtables and to the sharing of insights on what makes a good firm better.

JI: Including more strategic planning, which is a topic I take to heart. I’m talking about tactical, calculated strategies that power business growth and development…that’s the kind of hands-on, nuts-and-bolts support I want to bring to Roundtable readers.

SAB: I hear you, Jim, and like the vast

majority of brokers surveyed for NAR’s 2014 Profile of Real Estate Firms, I expect a good year in 2015. I’m proud to have been a part of the Roundtable effort, and just as proud to hand the job over to someone of your experience and focus.

JI: Thanks to you, Steve, for a memorable year, and for the hearty welcome. Emerson also said the definition of success is “to win the respect of intelligent people and bring out the best in the others.”

If that’s not the definition of a REALTOR®, I don’t know what is. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

OUR SIGN OF SUCCESS

Prudential Real Estate stands on a culture of success and counts many of America’s finest affiliate companies among its ranks. Our affiliates remain independently owned and operated, keeping every brokerage in the hands of those who know the community best. Our agents are known throughout the country for their expertise, reliability and trust.

Searching for a true sign of real estate success? Look no farther than Prudential Real Estate.

Š 2014 BRER Affiliates LLC. Real estate brokerage services are offered through the independently owned and operated network of broker member franchisees of BRER Affiliates LLC. Prudential, the Prudential logo and the Rock symbol are registered service marks of Prudential Financial, Inc. and its related entities, used under license with no other affiliation with Prudential. Equal Housing Opportunity.

{REBAC Report}

Looking Back to Plan Ahead

by Marc Gould

A

nother year has come and gone. This is a natural time to reflect back on the year, celebrate accomplishments/ milestones and look forward to 2015. How did you do? Was 2014 as productive as you’d hoped? If not, what was holding you back? What can you work on in 2015 to get you to where you and your office need to be? Here are some ideas and tips to help get you started on a brighter and more successful 2015: 8 Now is a great time to burnish your credentials. Year after year, surveys show that higher education results in higher income. Take some time to explore any enhanced skills that will lead to new client opportunities, smoother transactions and greater agent confidence. And if it’s time for continuing education for license renewal, why not look for options that will give you and your staff some real skills along with the hours? Many states accept coursework for designations like the Accredited Buyer’s Representative (ABR®) as CE credit hours. Consult your state’s real estate commission for details.

8 Take some time for community involvement. Volunteering pays dividends not only to those you help, but also to yourself. Show that you’re a member of your community by working with the charity or organization of your choice. Not only will you be helping a worthy cause, you’ll be reminding your neighbors of your brand, expertise and community involvement.

8 Revisit your marketing collateral and your brand. When was the last 16 December 2014 RISMedia’s REAL ESTATE

Was 2014 as productive as you’d hoped? If not, what was holding you back? time you updated your marketing materials? One thing is guaranteed: Your local market is not the same as it was a year ago. Gather testimonials from your most recent clients. Look for trends that you and your agents have noted over the last year. Review your collateral and incorporate the latest statistics and data. Your MLS or local REALTOR® board should have market metrics at the ready. Also, be sure to check out research from NAR, especially the newly released NAR Profile of Home Buyers & Sellers. Real Estate Buyer’s Agent Council (REBAC) members should take advantage of up-to-date member resources, such as the Home Buyer’s Toolkit, brochures and consumer handouts to keep materials fresh and timely.

8 Along with updating your materials, it pays to look at how you’re marketing your firm. What has worked in the past might not be a good investment now. Take some

time to find out where your advertising dollars can be used most effectively. For the new year, try exploring a different marketing channel to see what it brings. As long as you’re willing to spend a little time, you generally don’t have to invest much money to get started.

Additionally, your agents might already be exploring new avenues that would be easy to fold into the larger firm’s marketing mix.

These are only some of the many ways you can work on a brighter 2015. From all of us here at REBAC, I would like to wish you a happy and joyous holiday season and continued success in the new year! RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A whollyowned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer.

With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyerclients. To learn more, visit REBAC.net.

“Engel & Völkers most closely emulates the core values that have driven us to provide the best concierge style services in our market on a consistent level and with the greatest passion.”

Roxann Taylor, Engel & Völkers Dallas Southlake

Only the best in the business join our brand.

Nationally recognized real estate professional, Roxann Taylor brings four decades of innovation and

industry leadership to the Dallas/Fort Worth market, one of the top 10 fastest growing metro areas in

the United States. Driven by her passion for real estate and the opportunity to make a difference in

the lives of others she established Roxann Taylor & Associates, Realtors. She and her team quickly embraced a higher standard of service for home sellers and buyers in the area. With a growing

market and clientele Roxann has taken the next logical step in her desire to always exceed her

clients’ expectations and has joined Engel & Völkers. As a global leader in international real estate, they have a wider array of tools and technology and an unprecedented global reach to strengthen Roxann’s service to her clients and to redefine real estate in the Dallas/Fort Worth Metroplex.

Engel & Völkers USA 430 Park Avenue · 11 Floor · New York · NY 10022 · USA · Phone +1-212-234-3100 info@evusa.com · evusa.com th

©2014 Engel & Völkers. All rights reserved. Each brokerage independently owned and operated. Engel & Völkers and its independent License Partners are Equal Opportunity Employers and fully support the principles of the Fair Housing Act.

GIVE YOUR TEAM A POWERFUL EDGE

.

Empower them with the

ABR DESIGNATION ®

.

THE ABR® DESIGNATION SETS YOUR TEAM A PART. Each and every REALTOR® in your agency contributes to your bottom line. Help them earn more with the ABR® Designation. REALTORS® with designations earn nearly twice as much as agents without designations.* They also benefit from improved buyer loyalty, and extensive resources, tools and education unmatched in the industry.

Strengthen your team and your bottom line.

Visit rebac.net/abr/benefits-broker to learn more. *Based on the 2013 NAR Member Profile survey data, the median income of REALTORS® with no designation was $33,500, and the median income of those with at least one designation was $61,100. The difference between the two is $27,600.

This information is accurate as of May 2013.

{Executive Appointments} Better Homes and Gardens® Real Estate recently announced that Jennifer Marchetti has been promoted to the brand’s chief marketing officer. Marchetti has been at the helm of the real estate brand’s marketing efforts for more than four years, building out critical initiatives across branding strategy, social media, event marketing, public relations and interactive platforms.

Marchetti’s achievements within the brand have been numerous, including the re-launch of the brand’s intranet site, the Greenhouse, to enhance and streamline custom offerings and an integrated customer relationship management and marketing platform

to the brand’s 9,000 brokers and affiliated agents. She also led the development and launch of Better Homes and Gardens Real Estate’s brand marketing tiers for the luxury, city-center, commercial and lifestyle markets. Under Marchetti’s leadership, the brand’s marketing team expanded its social media reach, including the re-tooling of its industry blog, Clean Slate, the launch of its consumer blog, The BHGRE Life, and the content strategy development for the brand’s many social media channels.

announced that it is expanding its Real Estate Program underwriting team by promoting Debbie Kucharsky to Program Underwriter. Kucharsky has been with NormanSpencer and the Real Estate team for more than four years. Her primary functions have evolved into handling all processing, marketing and preparation of quotes for all of the company’s non-program businesses. Promoting Kucharsky to this new role builds on Norman-Spencer’s growth in the market and focus on one-to-one relationships with brokers. RE

Norman-Spencer Agency, Inc., a leading national property and casualty insurance provider, has

For more executive happenings, please visit www.rismedia.com.

Resources that can help build your business If you’re looking for information that can help you stay on top of today’s real estate market, visit the Bank of America® Agent Resource Center. It’s a quick and easy way to find resources that can help you manage and grow your business.

At the Agent Resource Center, you’ll find: • Market updates and newsletters • Information about upcoming events • Instructional videos, tip sheets and step-by-step guides • Bank of America mortgage product and service overviews • Training and resources for the short sale and REO process • Information about affordable housing assistance programs • An overview of strategic alliances and how they generate new business opportunities The site is updated frequently, so you can easily get the most current industry information to help both buyers and sellers move successfully to their closing date.

The Agent Resource center is your one-stop source for helpful information.

Visit today at bankofamerica.com/agentresources

THIS INFORMATION IS NOT INTENDED OR AUTHORIZED FOR CONSUMER DISTRIBUTION. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. Bank of America, N.A., Member FDIC. Equal Housing Lender. ©2013 Bank of America Corporation. 07-2013 AD-06-13-0982.B AR7FF6E6

{RREIN Reporter} News and information for and about RISMedia’s Real Estate Information Network® (RREIN) Dennis Steed

Broker/Co-owner

Mary Lou Steed

Co-owner RE/MAX Crossroads Northern Ohio

Attracting the Best by Offering the Best: RE/MAX Crossroads

by Maria Patterson Maria Patterson: How is the firm positioned in today’s marketplace?

Dennis Steed: RE/MAX Crossroads is the largest RE/MAX company in Ohio. We are also the second largest company with closed transactions in our MLS, the Northern Ohio Regional Multiple Listing Service (NORMLS).

MP: What is the company’s approach to business building in today’s real estate environment?

DS: Recruiting to a RE/MAX broker is like vision to a leader. RE/MAX Crossroads is ramping up our recruiting efforts with a new campaign unveiled by RE/MAX, LLC. The recruiting campaign cleverly coincides with this year’s “Dream with Your Eyes Open” national advertising campaign. The recruiting campaign is entitled “Open Your Eyes,” and it focuses on “opening the eyes” of potential recruits to all the benefits they would experience by becoming a RE/MAX agent.

MP: How is the firm able to quickly and successfully adapt to changes in the marketplace?

DS: Over the years, our agents have shifted their focus to better serve the community based on economic trends. For example, when REOs were on the rise, many of our agents took special classes and obtained designations (such as the CDPE) to become better educated on the new scenarios and situations. Now that REOs are heading back to normal, our signature, bank-owned sales partners are integrating traditional listings back into their inventory.

MP: How have you evolved your definition of customer service to stay in tune with the changing needs of today’s real estate consumer?

Mary Lou Steed: At Crossroads, we proudly serve 20 December 2014 RISMedia’s REAL ESTATE

and support our sales partners, enabling them to better serve the buyers and sellers in the marketplace. Our staff takes this responsibility very seriously.

MP: How have you updated your marketing and promotional efforts to more effectively reach consumers?

DS: We recently opened accounts with a couple different companies, the first of which is CirclePix. CirclePix creates a virtual tour and property site for each listing automatically within 24 hours of being entered into the MLS. CirclePix then posts this tour on the agent’s social media sites, dramatically increasing SEO for an agent.

A few months prior, we added a ListHub Pro account to each agent’s realtor.com® package. This system allows agents to send listing-activity reports automatically to the seller each week to show the number of hits and inquiries received on 70-plus websites, like realtor.com®, Zillow, Trulia, Homes.com, etc. Being able to provide information like this to clients is necessary in today’s market, and by automating this process, we can save our agents a great deal of time, thereby increasing their productivity.

MP: What does today’s successful agent look like?

What are their strengths and where are they focusing their efforts?

MLS: As much as technology is important today, the real estate business is still all about people and relationships. Those that understand this fundamental aspect of our business will always succeed.

MP: How are you attracting new agents to your firm and equipping them for success in today’s market?

DS: There is a saying: “If you want to play better golf, play with better golfers.” Providing an atmosphere consisting of top-producing agents naturally attracts other top-producing agents. We have a few new, exciting strategies in place that we plan on implementing in the next year. Stay tuned!

MP: How will you grow the company?

MLS: We will continue to grow by adding positive, productive, profitable, and professional partners. We will also continue to be a regional powerhouse because of the quality of our sales partners and their dedication to the buyers and sellers they serve. RE For more information, please visit www.remaxneo.com.

RREIN Network News Berkshire Hathaway HomeServices Fox & Roach, REALTORS® Chairman and CEO Larry Flick and President Joan Docktor were named among the 100 Most Influential Real Estate Executives in the fall 2014 issue of Real Estate Executive Magazine. This list was created to recognize and celebrate the service, dedication and hard work that real estate executives put into building their companies and serving their agents and clients. After more than 40 years with the company, Flick has led Berkshire Hathaway HomeServices Fox & Roach to become the largest total home services affiliate of the national Berkshire Hathaway HomeServices network. As president of Berkshire Hathaway HomeServices Fox & Roach, Docktor has been instrumental in the company’s growth and profitability in all brokerage departments including 65 sales offices, relocation services, builder’s marketing and land development. Docktor, who started with the company in 1986, was named president in 2013. www.foxroach.com

McCOLLY Real Estate recently held a People Helping Pets supply drive to support the Humane Society Calumet Area in Munster, Ind., P.A.W.S. in Tinley Park, Ill. and the Porter County Animal Shelter in Valparaiso, Ind. Collection sites were located at the 18 McCOLLY Real Estate offices in Northwest Indiana and the Chicago Southland area. Through the effort, the McCOLLY Foundation was able to donate pet carriers, food, treats, beds, pet toys, towels and blankets, bleach, and cleaning supplies to the above facilities. www.mccolly.com.

Coldwell Banker Platinum Partners team members

attended 2014 Coldwell Banker ®Brand Gen Blue Events, one in Hollywood, Calif., and the other in Orlando, Fla. The annual event brought together hundreds of Coldwell Banker members not only from the United States, but internationally, for an intensive event that included celebrity speakers, as well as an agenda of interactive workshops, roundtable discussions, and executive presentations. www.MyCbpp.com

In light of the recent attacks on real estate agents in the news and REALTOR® Safety month (September), RE/MAX Gateway held a Safety Workshop on October 23. This training event was open to all real estate agents, regardless of brokerage affiliation. This workshop was broken into two parts: education by PFC Tara Gerhard, Crime Prevention Specialist-Sully District Station; and hands-on self-defense by TopKick Martial Arts. www.Gateway2RealEstate.com

Pandra Richie, SCRP, SGMS-T, president of corporate real estate services for The Long & Foster Companies, recently addressed attendees at the Leading Real Estate Companies of the World® (LeadingRE) and Luxury Portfolio International® Symposium in Dubrovnik, Croatia. The event, which was held from Oct. 16 to 18, attracted accomplished real estate professionals from member firms in over a dozen countries.

The International Symposium focused on global real estate issues and strengthening the LeadingRE network’s growing worldwide capabilities.

Richie spoke about business development abroad, with a focus on tapping into the expat market—an area of vital interest to real estate professionals around the world. www.longandfoster.com

RISMedia’s REAL ESTATE December 2014 21

{Blog Spot}

Webinar Recap - Play to Win: Developing, Managing and Recruiting Today’s Agent Teams

by Suzanne De Vita

“Coming together is a beginning. Keeping together is progress.

Working together is success.”

– Henry Ford

I

n the first of RISMedia’s Power Broker Webinar Series, “Play to Win: Developing, Managing and Recruiting Today’s Agent Teams,” four leading brokers shared their substantiated methods for team building. The webinar, which took place on Oct. 28, was sponsored by Bank of America Home Loans and moderated by John Featherston, president and CEO of RISMedia, and Verl Workman, founder and CEO of Workman Success Systems.

Broker panelists were Rei Mesa, president and CEO of Berkshire Hathaway HomeServices Florida Realty; Scott MacDonald, president of RE/MAX Gateway; Thaddeus Wong, co-founder of @properties; and Tracy Hutton, president of CENTURY 21 Scheetz. These industry leaders have embraced agent teams by implementing strategies in five key areas: 22 December 2014 RISMedia’s REAL ESTATE

1. Contracts – While each panelist offered distinct insight regarding individual business models, the overarching message was clear: Setting expectations is paramount.

All stressed the importance of establishing contracts that include separation agreements, effectively setting the standard for conflict management.

2. Recruitment standards – In an effort to dispel competition within the firm, internal recruitment should be avoided. Both Wong and MacDonald maintained that team growth must come from newly licensed agents or outside brokerages. Wong will not recruit an agent looking to part ways with his or her team.

In terms of methodology, MacDonald orchestrates team summits for interested agents. Hutton leads a series on team building three times

a year, discussing the ideal characteristics, talent and skills needed to form a successful team.

3. Growth – Though expansion can be a catalyst for profitability, it can also lead to a decrease in productivity. MacDonald realized this outcome early on, noting that rapid growth resulted in management headaches for team leaders. Rather than “letting teams get too big too quickly,” MacDonald now favors moderating team growth.

4. Support programs – According to Mesa and Hutton, the best kind of support comes from proactive measures. Both seek to create mutually beneficial opportunities for teams by pairing top producers nearing retirement with those seeking mentorship for growth of their businesses.

With in-house marketing, graphic design and IT departments, Wong provides teams with content and other creative services at no additional cost. He also offers training courses designed to strengthen problemsolving skills and boost confidence.

5. Compensation – In life and in real estate, what works for some may not work for others. Compensation guidelines, Mesa explained, cannot be universally upheld, citing the myriad of compensation packages used by teams at his firm.

Following the no-compete model, Wong prohibits team leaders from giving members commission splits higher than what they would receive as an individual agent. RE Suzanne De Vita is RISMedia’s online associate editor.

Email her your blog topic ideas: sdevita@rismedia.com.

This article originally appeared on RISMedia’s blog, Housecall.

Visit us at blog.rismedia.com.

HOMES.COM IS YOUR PLACE

TO GROW WITH QUALITY LEADS!

Research confirmed that Homes.com is the “clear front runner in quality” for generating serious leads above all major real estate sites!

FIND OUT HOW YOUR BRAND AND LISTINGS CAN CONNECT WITH SERIOUS CONSUMERS AND FLOURISH WITH HOMES.COM! CALL 866.697.3308 TO SETUP AN IN-PERSON MEETING.

Source: REAL Trends 2013 Online Performance Study

{Business Building}

Housing Policy Shifts Offer a Great Conversation Starter with Buyers

by Margaret Kelly

W

ith 2015 almost upon us, your action items for the year are surely in place. But here’s one to consider adding near the top of your list: educating potential homebuyers about some major shifts in lending practices.

Housing policy announcements in October were good news for firsttime borrowers and those with lower incomes who might have been sidelined by tightened lending practices in recent years.

The primary announcement was the final Qualified Residential Mortgage, or QRM, rule. Regulators decided to eliminate the highly controversial requirement of a specific down payment amount, bringing the rule in line with the Consumer Financial Protection Bureau’s existing Qualified Mortgage, or QM, rule.

The latter was designed to protect borrowers from predatory lending practices.

What does this mean for your clients? In part, it means they don’t have to fear being rejected outright for a mortgage if they don’t have tens of thousands of dollars saved up for a down payment. And this brings me to another victory for housing: Fannie Mae and Freddie Mac are considering allowing borrowers with less-than-perfect credit profiles to obtain loans with a down payment as low as 3 percent by con-

24 December 2014 RISMedia’s REAL ESTATE

sidering “compensating factors.”

Additionally, Fannie and Freddie also plan to loosen demands on lenders to buy back defaulted mortgages, creating more stability, confidence and clarity for the lending industry. This ultimately encourages lenders to issue more loans to first-time buyers and those who might have faced hard financial times during the recession.

These developments are great news, and positive steps forward, building a reasonable, more measured approach to lending practices. The end result is a more level playing field for potential borrowers. The dream of homeownership is still alive and well for many Americans—and that dream should be very attainable.

As REALTORS®, it’s our responsibility to give our clients all of the facts and ensure they understand what’s changing in the market—including the lending arena—so they can make informed decisions when it’s time to buy or sell.

Your value as a real estate agent extends well beyond knowing local

neighborhoods and how to negotiate a good deal. You can really stand out as knowledgeable and an educator to your clients when these kinds of complex issues are considered. Many buyers may still think they need 20 percent down and pristine credit in order to qualify for a loan. Some might think the market is still inundated with distressed properties. They don’t know what they don’t know, and it’s up to you to tell them. It’s that simple.

So as you fine-tune your strategy for the year ahead, make homebuyers aware of this good news everywhere you can. Post it on social media, share it in a buyer seminar, mention it in the coffee line, or put it in a quick email with a link to a relevant news story. Information is power, and being a go-to resource puts you in the driver’s seat of your business. RE Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

Service Better Than Ever

AWARD WINNING SERVICE

Service is better than ever at AHS®, bringing our company national recognition with the 2013 Best In Service Award from Homewarrantyreviews.com* and the 2014 Women’s Choice Award as America’s Most Recommended Home Warranty Provider**. We’ve also made significant service enhancements:

Added contractors to our nationwide network for increased dispatch capacity.

Added over 100 call center employees to better serve customers when they need assistance.

Implemented proactive email campaigns to keep customers informed during the service process.

Offered customers increased selfservice options with more web options and a better mobile experience.

And, introduced an all-new website, pro.ahs.com to help you place warranty orders, manage accounts and more.

VISIT ahs.com/realestate or CONTACT an AHS Account Executive today to learn more.

* This award recognizes the best customer service and repair service in the industry, and is based on reviews from homeowners. For information on the Best In Service award visit homewarrantyreviews.com/awards. ** Based on a 2013 nationwide survey of women. For information on the Women’s Choice Award visit womenschoiceaward.com/best-home/warranty-providers. ©2014 American Home Shield Corporation. All rights reserved.

Work Smarter: Integrate Your Marketing Efforts Commentary by Chris Crocker

T

he age-old adage of “work smarter, not harder” has never been more relevant. With technology that helps optimize essentially every facet of business, we’re inundated with programs, systems and opportunities to squeeze more productivity out of every waking—and even sleeping—moment.

At Zillow, we understand the advantage technology gives you in the real estate business. We founded our company on it. But we also understand that when it comes to marketing, pipeline management and lead conversion, our customers have different needs and preferences. We created our Tech Connect program to embrace these variations, enabling everyone who uses Zillow to sync our offering with their preferred marketing systems and online presence.

Zillow Tech Connect: CRM Launched just over a year ago, Zillow Tech Connect: CRM has grown to more than 40 partner companies across marketing and contact management. We saw the need to support different technology platforms because agents on Zillow—both free 26 December 2014 RISMedia’s REAL ESTATE

and paid advertisers—were using different vendors. We didn’t want to force agents to use our CRM offering, which may not be the best solution for their business, so we opened it up to a diverse group of partners.

The response on both sides of the fence has been phenomenal.

Zillow Tech Connect: Reviews In early November 2014, we launched Zillow Tech Connect: Reviews, a program enabling brokers, agents and MLSs to display Zillow reviews on their websites. Given the time investment for every Zillow review, including the agent’s initial request, the client’s authorship, the fraud filtering and, finally, the verification by a Zillow employee, we believe that agents and brokers who use Zillow should also be able to leverage

this powerful marketing content on their own sites.

Windermere Real Estate, one of the largest independent real estate companies in the nation, was the first brokerage to make Zillow Tech Connect: Reviews available on Windermere agent websites. “We are excited that clients will have the ability to learn about and review our agents through this Windermere-Zillow cobranded interface,” says OB Jacobi, president of Windermere Real Estate, adding, “It will be a great enhancement to our agents’ online marketing and will add a level of transparency that consumers these days expect.”

Moxi Works, a real estate technology company, also partnered with Tech Connect: Reviews to expand their clients’ options. “We are very excited to offer our brokerage customers the chance to add Zillow agent reviews to their agents’ websites,” says CEO York Baur. “Recent research proves how valuable reviews are in helping agents win business, and Zillow has simplified the process, allowing us to automate access to this information. It will bring an immense amount of value to brokerages and their agents to be able to showcase the great things their customers have been saying about them.”

This is just the tip of the iceberg for Zillow Tech Connect. We want to offer every customer and every partner the best Zillow experience available by working with service providers who build great tools, enabling advertisers to leverage hard-earned content on Zillow. We are continuing to improve on and expand our offerings and look forward to sharing these developments with you in the future. RE Chris Crocker is vice president, Strategic Partnerships, Zillow. For more information, email partners@zillow.com.

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Our job is making your job easier – one more reason why we’re the right choice for you.

Life’s most important moments are easier when the right team is on your side. And at Stewart Title, we believe a big part of being the right team is making it easy for you and your clients to trust us.

So you can count on us to be available anytime with the answers, advice and guidance you need.

You can rely on us to respond quickly to any title issues so your transactions keep moving. And you can trust us to provide the solutions it takes to make your clients’ biggest milestones a success.

An easier, more efficient experience starts with the right team – it starts with Stewart Title.

Find your local Stewart Title office at stewart.com.

© 2014 Stewart.

Realty ONE Group:

The Art of Growing and Giving Back

by Zoe Eisenberg

O

ver the past two years, Realty ONE Group has flourished.

Since 2013, the company has grown from three states to eight, with strategic plans to be in all 50 states by the end of

2015. So how does a company find such robust rhythm at a time when many others are floundering? By staying positive, giving back, and creating the best environment in the industry for agents to thrive.

RISMedia’s REAL ESTATE December 2014 29

“2014 has been a pivotal year for us,” says Realty ONE Group Founder and CEO Kuba Jewgieniew, who notes that within the past year, the company has launched a charitable foundation, an online and print magazine, new websites, more tech tools for agents, live ONE-on-ONE coaching, and more, all adding to the “wow” experience. More than just a housing platform, the company considers itself a lifestyle brand.

“We touch more than just a home transaction,” says Realty One Group’s COO Matt Emerson. “It’s not just buying a house; it’s personal, it’s emotional, and that’s where we really set ourselves apart from the competition.”

“Our mission is to flip the industry on its head, and we lead it with culture,” says Jewgieniew.

Rather than waiting for the industry to change, the company has succeeded by looking for ways to do things differently, starting from the ground up.

“We believe the agent is the brand, so we focus on providing a more productive environment for them,” explains Emerson.

“We are very positive people,” says Jewgieniew. “We celebrate each other. A sense of belonging is important; people want to be a part of something where they matter.”

“We’re all stronger as one unit,” echoes Emerson.

The company not only celebrates one another, but the community as well. This past year, they hooked up with GiveBack Homes, an organization backed by Habitat for Humanity, that not only fundraises to provide housing for those in need, but allows agents to help build donated homes.

“We’re not only a lifestyle brand, but a hyper-local business,” says Jewgieniew. “We’re interested in not only being successful, but in giving back to our local communities where we live, work and serve.”

Clearly, this compassionate business model is working. Over the past 18 months, Realty ONE Group has attracted 30 franchisees, an impressive feat.

“Our growth really comes from our agents,” says Vice President of Business Coaching Jan O’Brien. “We attract business-minded agents who want to learn how to continually best service their clients,” continues O’Brien, who works to show agents that they’re not only an agent, but also an entrepreneur and a small business owner. “We believe in coaching our real estate professionals through a creative approach.

In order to streamline their message and continue their dynamic, collaborative culture, Realty ONE Group holds their semi-annual Realty ONE Group Summit,

30 December 2014 RISMedia’s REAL ESTATE

“We’re action people. We’re clear on the vision, excited about national growth, and 2015 will be pivotal.”

– Kuba Jewgieniew Founder and CEO, Realty ONE Group

a forum that brings the entire corporate and affiliate team together to share ideas and visions.

“The Summit helps fortify our unique culture,” says Emerson. “As our franchise grows, we are trying the best we can to make sure our culture is pushed out to all offices.”

In addition to the implementation of ONE Summit, the company’s marketing team has been in hyperdrive, launching new technology tools to help agents grow their business, all of which are offered at no cost.

Some of these tools include Videolicious, an easy-touse video tool; Curb Call, a revolutionary home-search app with real-time home and agent connection; and Smarter Agent, a home-search app that combines three powerful GPS real estate searches in one easyto-use platform.

“We’re really having a lot of fun right now,” says O’Brien, in regard to yet another of the company’s innovative initiatives: ONE Talks. Similar to the wellknown inspirational technology forum TED Talks, ONE Talks offers a new way of presenting innovative, fastpaced, high-level motivational speakers in 15-minute sessions.

“We’re aiming to reach more people in a fast-paced world,” O’Brien notes.

The company also offers several educational programs for agents who want to stay on top of their game. “You have to work on your business while working in the business,” says O’Brien. The company’s creative coaching platform, ONE University, launching in early 2015, includes programs like Rev Up for new agents and Level Up for seasoned agents who want to implement new business systems.

With several outstanding platforms and major growth spurts behind them, will Realty ONE Group be slowing down anytime soon? I wouldn’t count on it. The company plans to go from 5,500 agents to 25,000 within the next three years.

“We’re action people,” says Jewgieniew. “We’re clear on the vision, excited about national growth, and 2015 will be pivotal.” RE For more information, please visit www.RealtyONEGroup.com.

Millennials Expect to Buy within 5 Years

C

ontrary to popular belief, millennials still highly value homeownership, and a majority expect to buy a home in the next five years, according to a California Association of REALTORS® (C.A.R.) survey of

tic about future home prices, with 59 percent saying they expect home prices will increase in a year, and 63 percent believing home prices will be higher in five years.

“Despite recent news reports of young adults moving back home to live with mom and dad, millennials young adults aged 18 - 34. haven’t completely written off homebuying and still aspire to owning a More than half (54 percent) gave home,” says C.A.R. President Kevin homeownership an importance ratBrown. “What’s encouraging is that ing of 8 or higher on a scale of 1 while many saw their parents or - 10, with 1 being “not at all imporfriends struggle through the housing tant” and 10 being “extremely imcrisis, the majority haven’t changed portant.” The biggest advantages their attitude toward homeownerthey see in homeownership are the ship. Young buyers may have to delay freedom to do what they want with their home purchase, but they eventhe property, privacy, and the satistually hope to own their own home.” faction of ownership.

Of those currently renting, more Moreover, millennials are optimisNAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf 1 2/21/14 AM than one-third (3611:41 percent) would

be motivated by affordable home prices to buy now. Sixteen percent claimed they would be motivated by having the down payment required to purchase, and 15 percent by an improvement in their finances. RE For complete survey results, visit www.car.org/marketdata.

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For nearly 20 years, Verl Workman has been delivering life-changing programs that engage, enlighten and empower your agents in ways no one else can. Because Verl does more than just help sales professionals maximize their resources, dominate their “Oh, wow, was it ever good! I had nothing but awesome comments. The only regret is that we didn’t have more time – people didn’t want his classes to end! He is such a phenomenal speaker, teacher, coach... honestly the only coach I would ever consider having.”

markets and build their business.

He rocks their world and blows them away.

But don’t take our word for it. Take a

– Jechelle Secretan

“The Chapter has been sponsoring these events for years and we have never had this many attend. Comments from attendees were equally positive: ‘This is the best technology speaker and session I have ever attended.’ ‘So much info that will make me money, I don’t know where to start.’ You are truly an excellent speaker with fresh, new information.”

– Jan Dunson

“I cannot remember when I’ve learned more in such a short period of time. Verl was dynamic, knowledgeable and an effective communicator with a sense of humor. I owe HAR a debt of gratitude for allowing me to spend 3½ hours with a man who will be responsible for accelerating my real estate career. I should be on my knees thanking you. Bravo!”

– Bill Edge

look at some of our client comments.

Then take a minute to pick up the “I was completely energized by your enthusiasm, encouragement and ideas. After 20 years, I needed the joy that you bring to the ‘business’ of Real Estate. It is contagious and uplifting. Thank you for making a difference in this agent’s life!”

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“You have such great insight into market trends, customer needs, etc. I found your seminar extremely captivating and walked away with more confidence in my career, knowing that with a few paradigm shifts, I can achieve great success.

Thank you again.”

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Engage. Enlighten. Entertain. Empower.

32 December 2014 RISMedia’s REAL ESTATE

Better Homes and Gardens Real Estate

Launches “Idea Shed,”

the Industry’s First Open Innovation and Collaboration Platform Idea Shed Links Ideas with Innovators for the Collective Benefit of all Real Estate Professionals

B

etter Homes and Gardens Real Estate has launched a radically different collaboration platform for the real estate industry, Idea Shed. The goal of Idea Shed is to provide real estate professionals with an open forum to share their ideas on topics including technology, service, recruiting, prospecting and the “out there” category, with the hope of those ideas being noticed, developed and launched by people or companies with the resources to bring them to fruition.

“We want to leverage the collective ingenuity of real estate professionals, and the collective innovation of solution providers to bring real estate to the next level,” says Sherry Chris, president and CEO of Better Homes and Gardens Real Estate.

“Better Homes and Gardens Real Estate is proud to bring Idea Shed forward to the industry during a time when real estate is undergoing exponential change. We believe collaboration will help us all meet the ever-changing demands of our business.”

Idea Shed was developed to bridge the gap between the creative thinking that happens among the people who practice real estate on a daily basis and the innovators whose mission it is to launch tools, systems and resources to make everyone’s professional lives more efficient, successful and productive.

“As a broker, I often think of new ideas that can make a difference in real estate,” says Eric Post, vice president and principal broker at

Better Homes and Gardens Real Estate Realty Partners in Portland, Ore. “I was an early contributor to Idea Shed because I wanted to have a hand in changing the way we do business as real estate professionals. I believe that by sharing my ideas with the people and companies who can act upon them, I am having a direct impact on the industry.”

Contributors who post their ideas on Idea Shed do so with the intention of someone else bringing them to life. Solution developers can leverage any idea posted on Idea Shed and work on them as they wish.

“As a company that is dedicated to the innovation of real estate, we applaud the efforts of Better Homes and Gardens Real Estate to bring great, new ideas into the field of vision of companies such as ours,” says Jonathan Bednarsh, president and COO of Onboard Informatics. “When you are in the business of changing the way real

estate professionals do business, the most direct path to delivering on that goal is to hear suggestions and ideas directly from your stakeholders. Idea Shed will bring new ideas to the attention of those who can deliver on them, to the collective benefit of the industry.”

“As a start-up, we are building products to solve real problems,” says Boubou Guiro, CEO and founder, Onvedeo, Inc. “To us, there’s no better and easier way to understand a need then getting it directly from the sales professional and broker.

We see Idea Shed as the newest source for innovation not only within the real estate space, but within the technology space in general.

This model is something that can and should be adopted by other industries to the benefit of the stakeholders and the innovators trying to solve business challenges.”

Idea Shed is actively accepting new ideas. To submit ideas, discuss existing ideas or start innovating, go to www.realestateideashed.com. RE

For more information, visit www.BHGRealEstate.com.

RISMedia’s REAL ESTATE December 2014 33

Industry Leaders Awarded at

RISMedia’s 19th Annual Power Broker Event

by Beth McGuire

O

ver the past several years, RISMedia has honored many industry icons for their important contributions to the real estate industry during its annual Power Broker Dinner held in conjunction with the National Association of REALTORS® Conference & Expo. Last month, RISMedia and its award sponsors inducted four more executive leaders into its elite group of honorees during its broker gala held in New Orleans on Nov. 7 during the NAR annual event.

Top Left: Jack Kreider, VP of Region Development for RE/MAX LLC, sponsors of the 2014 ‘On the Shoulders of Giants’ Award, and award winner, Houston Association of Realtors®’ Bob Hale

RISMedia’s National Homeownership Award

Top Right: Buffini & Company Chairman & Founder Brian Buffini, and CEO Dermot Buffini, sponsors of RISMedia’s 2014 Real Estate Leadership Award, and award winner Gino Blefari, CEO of HSF Affiliates LLC

Sponsored by Bank of America Home Loans

Presented this year by Tim Owens, retail sales executive for Bank of America Home Loans, the National Homeownership Award is bestowed upon a member of the real estate community who continuously demonstrates extraordinary contributions toward increasing homeownership and building better communities.

This year’s award recipient, Mary Frances Burleson, president and CEO of Ebby Halliday, REALTORS® in Dallas, embodies those qualities and more, Owens said. “[Burleson] is a true industry icon who has devoted decades of service to this industry.”

Burleson said she was “extremely honored” to receive the award and did so on behalf of the company, in 34 December 2014 RISMedia’s REAL ESTATE

Right: 2014 National Homeownership Award Winner, Ebby Halliday, REALTORS®’ Mary Frances Burleson, and Tim Owens, retail sales executive for award sponsor Bank of America Home Loans Above: 2014 Tech Titan Award winner CENTURY 21 Award’s David Romero, and Michael Ceparano, business development senior consultant for award sponsor Dell

particular, its founder, Ebby Halliday, now 103, who Burleson credited as helping “hundreds of thousands of people” with their homeownership needs.

Guest Speaker Bob Woodward Captivates Audience Famed investigative journalist and author Bob Woodward, associate editor of The Washington Post, captivated Power Broker Dinner guests with his insider’s view of past and present leadership in Washington—including why communication often breaks down and progress stalls.

Sponsored by Bank of America Home Loans, Woodward’s presentation also covered highlights of his investigation of the Watergate scandal, and his ongoing commitment to uncover the truth in a highly charged political climate. Stay tuned to RISMedia.com for full coverage of Woodward’s speech.

Woodward with RISMedia President & CEO John Featherston

RISMedia’s ‘On the Shoulders of Giants’ Award Sponsored by RE/MAX

The ‘On the Shoulders of Giants’ Award was created to recognize those individuals whose efforts, works, deeds and character exemplify superior achievements in and for the real estate industry, yet whose efforts often go unnoticed.

This year’s ‘On the Shoulders of Giants’ Award was presented by Jack Kreider, VP Region Development for RE/MAX, LLC, to Bob Hale, president and CEO of the Houston Association of REALTORS®. “To say Bob Hale has an understanding of the real estate business is an understatement of Texas-sized proportion,” Kreider said.

Hale praised the executive leadership of industry icons, including

Dave Liniger for his support of HAR.com and perspective on and support for sharing data. “We have to stop thinking ‘us versus them,’ and start thinking of how we can work together,” said Hale.

RISMedia’s Real Estate Leadership Award Sponsored by Buffini & Company

Presented this year by Brian Buffini, chairman and founder of Buffini & Company, the Real Estate Leadership Award is designed to honor an industry visionary who embraces innovation and exercises resilience to blaze new paths to success for real estate professionals and consumers alike.

Buffini presented this year’s award to Gino Blefari, CEO of HSF Affiliates, adding, “Investing in the local real estate office is the future of the industry and Gino is the type of leader who rolls up his sleeves and gets to work, taking an interest in agents’ productivity and knowing that if the agent is profitable, everything will go well.”

RISMedia’s Tech Titan Award Sponsored by Dell

RISMedia’s Tech Titan award, presented this year by Michael Ceparano, business development senior consultant for Dell, was given to David Romero, president and CEO of Century 21 Award in southern California.

The Tech Titan Award is presented to brokerage leaders who have demonstrated an exceptional ability to adapt and integrate new and innovative tools and services within their organization to improve and enhance the overall consumer experience.

“I’m proud and honored to accept this recognition,” Romero said. “This is about our team, and I’m so proud of our team.” RE RISMedia’s 19th Annual Power Broker Reception & Dinner Sponsors diamond Level Bank of America Home Loans platinum Level Citibank master Level Berkshire Hathaway HomeServices Better Homes and Gardens Real Estate Buffini & Company Dell ERA Real Estate National Association of REALTORS® Prudential Real Estate realtor.com® RE/MAX, LLC host Level GARDNER, REALTORS® Homes.com HomeSmart International HSA Home Warranty Leading Real Estate Companies of the World® MRE Pillar To Post Home Inspectors Point2 • Quicken Loans Realtors Property Resource® Realty Executives International, Inc. Trulia • Zillow event Level American Home Shield Lone Wolf Real Estate Technologies PCMS • The Real Estate Book® Real Estate Digital RealtyTrac • RentalRoost

RISMedia’s REAL ESTATE December 2014 35

Housing Markets Inch Toward Full Recovery

M

arkets in 59 of the approximately 350 metro areas nationwide returned to or exceeded their last normal levels of economic and housing activity in the third quarter of 2014, according to the National Association of Home Builders/First American Leading Markets Index (LMI).

This represents a year-over-year net gain of seven markets. The index’s nationwide score moved up slightly from 0.89 in the second quarter to 0.90, meaning that based on current permit, price and employment data, the nationwide average is running at 90 percent of normal economic and housing activity. Meanwhile, 66 percent of markets have shown an improvement year-over-year.

“The markets are recovering at a slow, gradual pace,” says NAHB Chairman Kevin Kelly, a home builder and developer from Wilmington, Del. “Continued job creation, economic growth and increasing consumer confidence should help spur pent-up demand for housing.”

Baton Rouge, La., continues to top the list of major metros on the LMI, with a score of 1.39—or 39 percent better than its last normal market

level. Other major metros leading the list include Austin, Texas; Honolulu; Oklahoma City and Houston. Rounding out the top 10 are Los Angeles; San Jose, Calif.; Salt Lake City; New Orleans and Charleston, S.C.—all of whose LMI scores indicate that their market activity now equals or exceeds previous norms.

“An uptick in the number of singlefamily permits, which is currently only 44 percent of normal activity, is the key to a full-fledged housing recovery,” says NAHB Chief Economist David Crowe. “In the 17 metros where permits are at or above normal, the overall index shows that these markets have fully recovered.”

“Nearly half of all the markets on the Leading Markets Index are up since August, which is a good sign that the ongoing housing recovery will keep moving forward in 2015,”

says Kurt Pfotenhauer, vice chairman of First American Title Insurance Company, which co-sponsors the LMI report.

Looking at smaller metros, both Midland and Odessa, Texas, boast LMI scores of 2.0 or better, meaning their markets are now at double their strength prior to the recession. Also leading the list of smaller metros are Grand Forks, N.D; Bismarck, N.D.; and Casper, Wyo., respectively.

The LMI shifts the focus from identifying markets that have recently begun to recover, which was the aim of a previous gauge known as the Improving Markets Index, to identifying those areas that are now approaching and exceeding their previous normal levels of economic and housing activity. More than 350 metro areas are scored by taking their average permit, price and employment levels for the past 12 months and dividing each by their annual average over the last period of normal growth.

For single-family permits and home prices, 2000 - 2003 is used as the last normal period, and for employment, 2007 is the base comparison.

The three components are then averaged to provide an overall score for each market; a national score is calculated based on national measures of the three metrics.

An index value above one indicates that a market has advanced beyond its previous normal level of economic activity. RE Editor’s Note: In calculating the LMI, NAHB utilizes employment data from the Bureau of Labor Statistics, house price appreciation data from Freddie Mac and single-family housing permits from the U.S. Census Bureau.

For more information, visit nahb.org/lmi.

36 December 2014 RISMedia’s REAL ESTATE

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Inside Stewart Title’s Specialty Insurance Services

by Keith Loria

38 December 2014 RISMedia’s REAL ESTATE

A

ll insurance companies are not created equal, and if you’re a real estate professional or a business that deals in the industry, sometimes you learn this the hard way. Many times, people and businesses think they have

coverage when they really don’t.

If you’re a broker, ask yourself if all your services are really covered. For

instance, is property management included? For builders and developers, does your policy cover uninsured subcontractors? If dealing in rental properties, does the property offer short-term leases, and if so, will the policy cover them?

Unfortunately, for many, the answer to these questions is “no.” These items are often excluded.

Stewart Specialty Insurance Services (SSIS), a wholly owned subsidiary of Stewart Title Company, specializes in helping real estate brokers and real estate professionals get the insurance and risk management solutions they need, while filling holes in some insurance policies.

“The unique thing about us is that we are owned by Stewart and we understand the real estate market and the inherent risk associated with being in that business,” says Tom Carpentier, president of Stewart Specialty Insurance Services. Carpentier is responsible for directing and managing the day-today operation of SSIS, as well as implementing an integrated strategy, shaping the company into a best-in-class, highly efficient and value-added resource for Stewart Title Company and its customers.

“We bring some specialized components to fill the holes that are sometimes otherwise in the market for these specific clients.”

“If you’re in the real estate industry and looking for a national resource for insurance and risk management, that’s what we are.”

– Tom Carpentier President, Stewart Specialty Insurance Services

SSIS specializes in delivering insurance and related services to Stewart’s clients and businesses, be it a builder, real estate agent or other real estate professional.

“We help support their businesses by providing optimal risk management services,” Carpentier says. “We work with underwriters to create products or policies that are sometimes more robust in coverage or meet the needs specifi-

cally of those clients.”

Whether a customer or business involved in the real estate market, SSIS looks to offer specialized risk management and insurance services specific to the industry.

“If you’re in the real estate industry and looking for a national resource for insurance and risk management, that’s what we are,” says Carpentier. “Another component of this is that we are here for the REALTORS®’ and brokers’ customers. Stewart may not always come to mind as an insurance provider, but we do provide all forms of personal and commercial insurance.

One of the great things about being a broker is that we have many reputable insurance companies and experienced reps working with us to help find the best options for personal and commercial insurance needs.”

Currently, there are several hundred underwriting partners working with SSIS. Unlike the independent insurance companies that are mostly local, SSIS supports clients nationally, as the one resource that can provide options across the board in all 50 states.

SSIS offers a variety of insurance products, including personal and commercial insurance, home warranties, hazard disclosures and fidelity and surety bonds to Stewart affiliates, title agencies, builders, REALTORS® and consumers.

“Through our centralized support center we help real estate professionals’ customers as well,” Carpentier says. “A real estate agent anywhere in the country can call our service center and get a home quote for their customer prior to closing. A broker can also connect

RISMedia’s REAL ESTATE December 2014 39

with us to help support their corporate needs in terms of insurance and risk management.”

For example, SSIS can write their Errors and Omissions insurance, commercial auto, and general office liability all in one place.

One service SSIS offers is Lawyers Professional Liability for attorneys who handle real estate transactions. Many other companies exclude this coverage if the practice only handles a certain percentage of real estate-related services.

“Often, in the marketplace, underwriters are not attracted to this group because the traditional claim history is an up and down market related to real estate. Most insurance markets won’t take them under their professional liability policies if 50 percent or more of their

revenue comes from real estaterelated services,” Carpentier says.

“We put together a program that covers these attorneys and all the real estate services they offer.”

According to Carpentier, the “one-size-fits-all” mentality is not one to have when shopping for an insurance contract. Purchasing insurance is a risk management process that should be examined on the individual risks of the situation and by spending time reviewing insurance needs in detail.

That’s why Carpentier urges all real estate agents, lenders, builders—and all of Stewart’s independent title agents and attorney agents—to ensure they have the necessary insurance coverage.

“We look to create an insurance resource for all things in real es-

tate—whether you are a customer buying a home or a business involved in the real estate industry,” Carpentier says. “There are still a lot of situations where people or businesses are underserved, and we look to provide risk management services for those involved in the real estate industry.”

Let’s face it, everyone wants to save on their insurance premiums and get coverage as quickly as possible, but by overlooking important details in your policy, big problems can arise in the future. That’s why now is the time to contact SSIS to get the best coverage for you and your customers. RE For more information, visit http://www.stewart. com/en/stewart-companies/stewart-specialtyinsurance-services.html.

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Get Covered for 2015

With REALTORS® Insurance Marketplace

by NAR’s REALTOR Benefits® Team Don’t Miss Open Enrollment Do you or your agents need major medical insurance? Now is the time to ensure coverage for 2015 (and avoid the possibility of a tax penalty). Running from November 15, 2014 through February 15, 2015, “Open Enrollment” is the period of time when you can enroll in a qualified health plan.

Anyone who is currently covered but wishes to explore alternate plan options should also take action during this time period. “I always recommend shopping around. This period is the time to make changes and compare costs, so even if you’re happy with your current plan, it doesn’t hurt to see what’s available,” says Shannon Kennedy, president of SASid, Inc. (Smart and Simple Insurance Development). SASid is the administrator of

42 December 2014 RISMedia’s REAL ESTATE

REALTORS® Insurance Marketplace (RealtorsInsuranceMarketplace.com), the online comparative insurance shopping site just for NAR members. Here, members will find insurance plans for themselves and their families—including major medicalqualified health plans from top-rated carriers that meet the mandates of the Affordable Care Act (ACA).

“REALTORS® Insurance Marketplace is fully automated and easy to use— you can easily enter your geographic and demographic information in the quoting engine, review your options, and even enroll online,” Kennedy notes.

New! Shop Private and Public Exchanges The Marketplace has an exciting new member resource for 2015. Now, NAR members in most states can view their health insurance options on both the private Members Health Insurance Exchange and also on the

Public (Government) Exchange. This is particularly beneficial for anyone who may qualify for a tax subsidy. In order to get that subsidy, you have to shop through the Public Exchange.

“The good news is, you can now shop for that right through REALTORS® Insurance Marketplace,” explains Kennedy. “It doesn’t cost any more to buy it here, and we can help you get access. We can also be a resource if anything goes wrong with a claim or something after you sign up.”

NAR developed the Marketplace in 2013 to help members find quality insurance plans. “Historically, most real estate professionals have lacked access to affordable, quality insurance choices due to their selfemployed status,” says Bob Goldberg, NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions. “Through REALTORS® Insurance Marketplace, our members have a one-stop shop for excellent plans from top carriers—now including plans offered through public exchanges.”

Complimentary Consultations A key member benefit of the site is access to complimentary consultations from licensed benefit specialists. “We’re here for REALTORS® to help them understand their options,” says Kennedy. “They don’t have to purchase insurance to talk to us. One tremendous benefit of our service is that it includes free help and advice for any NAR member.” Just call 877-267-3752.

Broker Resources A Broker Resource page on the Marketplace site offers content to help you share information about the Marketplace and Open Enrollment with your agents, and there’s a Broker Support Request box if you have questions. Additionally, Marketplace specialists can help if you have questions about the Employer Mandate portion of the ACA and wish to develop insurance solutions for your employees or agents. Visit RealtorsInsuranceMarketplace.com/ae/.

Plans Available In addition to major medical-qualified health plans, the Marketplace offers: 8Short-term health insurance. Temporary major medical policies that can last from 30 days to 6 months.

8Limited medical indemnity supplemental insurance plan. REALTORS® Core Health Insurance can be a great option for NAR members who have high-deductible major medical plans, as a supplement to assist with everyday healthcare needs and fill gaps left by your major medical plan.

8Dental insurance. REALTORS® Dental Insurance provides coverage for preventative, basic or major dental expenses with the dentist of your choice.

8Prescription drug discount card. Drug Card America provides savings on select generic and name-brand prescriptions and may be used at pharmacies nationwide.

8Additional health and wellness programs are anticipated for 2015 and beyond. RE REALTORS® Insurance Marketplace is at RealtorsInsuranceMarketplace.com.

Call 877-267-3752 for assistance.

REALTORS® Insurance Marketplace is a proud partner in the REALTOR Benefits® Program, the official member benefits program of the National Association of REALTORS®, connecting NAR members with discounts and special offers on products and services just for REALTORS®. Current partner listing and offer details can be found at REALTOR.org/RealtorBenefits. Follow us on Facebook at facebook.com/NARRealtorBenefitsProgram.

Auctions:

Love Them or Hate Them

by Wendy Forsythe

R

emember that kid in high school that none of your friends liked, so you weren’t supposed to like them either? Instead of getting to know them and making your own assessment, you just went along with the crowd in condemning that kid

as an unlikable person. Auctions are like that.

But that was then, and this is now.

In today’s market, auctions are typically used at the extreme ends of the spectrum: distressed properties and ultra-luxury homes. Most agents don’t get to play in the ultra-luxury market, so I’ll discuss distressed properties.

There are three types of distressed residential property auctions: foreclosure sales, occupied real estate owned (REO) sales and vacant REO sales. For the most part, the bidders at these auctions are individual and institutional investors. However, in a recent survey by Auction.com, it was found that 15 percent of their registered bidders were trying to buy a home to live in.

1

Foreclosure auctions are still typically done on the courthouse steps, without the direct involvement of an agent. These properties are sold by an auctioneer, a trustee or a sheriff—all via a live auction—so there’s no listing agent. The majority of buyers aren’t represented either.

2

Occupied REO auctions are typically conducted immediately after a foreclosure process has been completed. In these cases, the 44 December 2014 RISMedia’s REAL ESTATE

lender, or noteholder, has decided to move the property right away rather than take title, manage the eviction, repair and re-market the property. This approach is growing.

Generally, these sales don’t have a listing agent involved, but buyer’s agents are welcome. And they can usually get a referral fee as long as their buyer registers them online with the auction company.

3

Vacant REO auctions are the most like a traditional home sale. Many of these have a listing agent assigned by the lender and pre-set terms for agent compensation on both sides of the sale. Many of these properties are available for inspection, or have scheduled open houses. It’s incumbent upon buyers and their agents to take full advantage of the opportunity to do as much homework as possible before buying anything.

From a seller’s perspective, auctions have always been regarded as a way to get what they consider to be fair market value for a property since they pit interested parties against each other in an open competition. While a lot of people think of auctions as a way to buy things at a discount (and there are bargains to be found), the reality is

that auctions often deliver higher sale prices than traditional sales methods in a variety of markets.

In the near future, agents and brokers will be able to begin posting traditional residential properties on sites like Homesearch.com and Auction.com. This will combine the marketing reach and efficiency of an online auction with the local market expertise and client management skills for which good agents are known.

Whether you love them or hate them, auctions are here to stay, and will become a bigger part of our marketing strategy. Seems like it’s time we let go of those high school days and made friends with online auctions. RE Wendy Forsythe is executive vice president/ head of global operations at Carrington Real Estate Services. She is responsible for the operations and growth of Carrington’s national brokerage, which consists of over 1,800 agents in 22 states. You can e-mail her at wendy.forsythe@carringtonres.com. To learn more about taking your career to the next level with Carrington Real Estate Services, visit www.carringtonrealestate.com/ join.

Full Disclosure

How Pre-listing Home Inspections Even the Score for Sellers

by Jay Gregg

W

hen we were kids, we stuffed our closets full of our toys in lieu of putting them neatly away, hoping that our

parents would never find the mess we made. We thought we could spend as little time as possible on chores to maximize the amount of time for fun.

But eventually, we would come to learn that, time after time, our parents would soon enough find our mess, negating any time saved—and then some.

46 December 2014 RISMedia’s REAL ESTATE

That lesson is just as germane for those looking to sell a home. Unfortunately, many fail to translate that knowledge to the process of putting a house on the market, with sellers often deferring the home inspection process to buyers. In doing so, sellers are making the same mistake we made as kids, hoping that any surprises won’t make themselves known to buyers. Only now, the consequences of their inevitable discovery are far more serious than earning a grounding.

For the small price of a pre-listing inspection like that offered by Pillar To Post, sellers stand to save big when it comes time for a buyer to put pen to paper and complete the transaction.

Below are just a few of the many benefits of having a pre-listing home inspection done.

You gain considerable leverage in the negotiating process. Beyond connoting competence and professionalism, you stand to gain considerable leverage during the negotiating process by having a pre-listing home inspection. With Pillar To Post, for example, you are given a full report on the condition of the property, leaving you to determine which changes are worth fixing on your own, and which are better left to the future owners. Many changes that need to be made are inexpensive, affording sellers the opportunity to nip them in the bud before they can become known to others. But if you find some issues that would cost more to fix than you care to spend, you can get your own direct quote from a respected home repair professional about how much it would take to fix them. You can, in turn, pass them onto a would-be buyer, saving them time by giving them an accurate, upfront assessment of their potential costs.

Moreover, Pillar To Post prints a hard copy of a completed summary—including pictures—that sellers can leave sitting on the table at an open house, for example, which goes a long way in conveying transparency and integrity within the process.

This helps to build trust and ensures a smooth, open transaction. Save for meeting disclosure requirements, a seller is not obligated to share the pre-listing report with potential buyers. But in the event that a seller wishes to leave found issues to the would-be owners, it’s entirely possible to convey that fact in a way that suggests you’re still providing a service—issues that would necessitate having to repaint a wall, for example, could be articulated by suggesting that the buyer would probably want to paint it in his or her own preferred color.

When it comes down to it, we’ve found that homes that have had a pre-listing inspection sell faster and at a price far closer to the listed price relative to homes that have only had a home inspection performed by a buyer.

Pre-listing home inspections make you better informed, give you control over issues that are found, and make it so that you stand to make a far greater return on your investment. It’s a worthwhile step that should be an integral part of any real estate transaction. RE

For every flaw a buyer finds that would cost $1,000 to fix, you stand to lose $3,000 $5,000 off of your asking price.

You stand to earn a return far closer to your initial asking price. When a buyer invariably performs his or her own inspection, should he or she find undisclosed flaws, you stand to lose more money off your initial asking price than you might assume. In fact, for every flaw a buyer finds that would cost $1,000 to fix, you stand to lose $3,000-$5,000 off your asking price. In truth, the average buyer doesn’t really know what it would cost to fix an issue found. Yet the fact of the matter is, flaws that are not made apparent to buyers before their own inspections are performed are seen as far more egregious than those disclosed beforehand, even if you bring an issue to their attention and make it known that you won’t fix it. It really comes down to a basic cost-benefit analysis: For a $500 pre-listing inspection, a seller could stand to save thousands more than the costly perception of an undisclosed flaw.

You become the most knowledgeable person about your listing. It may seem self-evident, but a pre-listing home inspection report will make you the most educated person on a listing. Yet sellers often fail to see the value of being completely aware of a home’s condition before trying to sell it. While a seller might be legitimately ignorant of a home’s flaws, that ignorance is no excuse to initiate the selling process blind to a home’s condition.

Should a would-be buyer’s own inspection turn up hitherto unknown flaws, the seller appears incompetent at best and as though he or she is taking part in deceptive obfuscation at worst. By having a pre-listing inspection performed, you can be the authority on your property, conveying both credibility and expertise to a buyer.

Jay Gregg is Pillar To Post’s director of Marketing, as well as a certified home inspector based in Orangeville, Ontario, Canada. For more information, please visit www.pillartopostfranchise.com.

RISMedia’s REAL ESTATE December 2014 47

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RREIN RREIN

RISMedia’s Real Estate Information Network®

NIERR

RREIN

Empowering NIERR

RREIN

Brokers

NIERR

RREIN

Sales Associates Consumers

{Marketing and Sales}

How Many Listing Photos Do You Need to Generate Leads?

A

t Point2, we spend a lot of time thinking about how to help our clients get the most out of their online marketing activities.

When it comes to marketing your listings online, we want to make sure you generate as many leads as possible, so we had our experts analyze the data from Point2 Homes to see how many listing photos you need in order to generate leads. Put this information to use in your own business to streamline your workflow and grow your business.

What is the optimal number of listing photos to generate leads?

A listing with 10 - 15 photos has the best chance of generating leads.

While too few photos (less than 10) will obviously not pique potential buyers’ interest, we also found that too many photos (more than 20) could potentially result in less leads as well. Why? Too many photos may answer a potential buyer’s questions, meaning there’s less incentive to contact the listing agent. Like any good sales pitch, you want to give enough information to interest people, but not so much that they don’t need to contact you.

How many listing views does it take to generate a lead?

It might depend on the number of listing photos you include. We looked at listings that had different numbers of listing photos, from zero to 80, to see how many views it took to result in one lead.

Listings with 10 - 15 photos get leads with the least amount of views required.

This reaffirms our findings from

above: 10 - 15 listing photos is definitely the sweet spot for the average listing.

Is there such thing as too many listing photos?

By now, you’re probably wondering if having more than 15 listing photos is a bad thing that could negatively impact your views and leads. Our data shows this is not the case. But, at the same time, there’s no overwhelming positive impact from having more than, say, 20 photos.

Listings with up to 20 listing photos get just as much traffic as listings with 50 or more.

You can save yourself a lot of time and energy by keeping the number of listing photos you use to around 20. We’ve found that posting more photos doesn’t increase your probability of generating more traffic.

Save yourself a lot of time and energy by keeping the number of listing photos you use to around 20. We’ve found that posting more photos doesn’t increase your probability of generating more traffic. that help or hinder your listings’ performance? RE Source: Point 2. To learn more about online marketing and lead capture solutions for real estate agents, visit Point2.com or contact feedback@point2.com.

What’s your experience with posting listing photos? Have you noticed any trends RISMedia’s REAL ESTATE December 2014 49

{Trending}

The International Homebuyer— Continued Interest in U.S. Properties

by Jed Smith

B

ased on the National Association of REALTORS®’ survey for the 12 months ending March 2014, the total volume of residential sales to international clients was estimated at approximately $92.2 billion, a 35 percent increase from the previous period’s level of $68.2 billion. The dollar level of international sales was roughly 7 percent of the total U.S. Existing Homes Sales (EHS) market of $1.2 trillion for the same period.

Compared to the previous year, sales to international buyers increased both in numbers of transactions and in average price.

Some Interesting Facts about International Residential Sales in the U.S.:

50 December 2014 RISMedia’s REAL ESTATE

• International clients typically purchase upscale/higher-priced homes, with a mean purchase price of $396,000, compared to $247,000 for domestic purchasers.

• International buying activity appears to have been bolstered by continued rising affluence in China, Canada, India, Mexico and the United Kingdom.

• International clients frequently pay cash.

• A REALTOR® specialization on the buyer’s side of the market—such as cultural affinity or orientation with the prospective purchaser, foreign language capabilities, and experience in explaining U.S. real estate procedures and requirements to international buyers—appears to be important in bringing an international transaction to successful conclusion.

• International purchasers are inter-

ested in U.S. real estate for a variety of reasons: as a place to live for those relocating to the U.S. for a job, or for children going to college; for investment and portfolio diversification, and for vacation purposes.

• Proximity to the home country, the presence of relatives, friends and associates, job and education opportunities, and climate and location appear to be important considerations to prospective buyers. For example, Europeans are attracted to states with warmer climates, such as Florida and Arizona. The West Coast is attractive to Asian purchasers. Buyers from Mexico favor states in close proximity, such as Texas and Arizona.

Florida appears to be attractive to South Americans as well as Europeans and Canadians.

terms of number of units sold.

Although the market for the sale of homes to international buyers is a relatively specialized segment of the overall U.S. residential market, the market is of significant importance in a number of states and is growing. Rising affluence coupled with increasing buyer sophistication, a desire for asset diversification and investments, and improved international transportation are resulting in increased sales to international buyers. In many cases, internation-

al buyers are not familiar with U.S. real estate practices, so REALTORS® may need to use additional language and multicultural skills in working with the international client and may need to provide additional education to the client concerning the purchase of property in the U.S. International buyers are an increasing and desirable market opportunity. RE Jed Smith is the managing director of Quantitative Research for the National Association of REALTORS®.

• In some cases, REALTORS® had international clients that did not purchase U.S. property: Cost/taxes and insurance accounted for 30 percent of the reasons cited, and financing issues took up 19 percent. Immigration issues accounted for 9 percent.

International buyers of U.S. properties came from nearly all over the globe, but five countries (Canada, China, Mexico, India and the United Kingdom) accounted for 54 percent of the reported transactions in the recent study. Canada was the top source of international clients in terms of transaction volume, but China accounted for the largest sales-dollar volume because of the higher average price of properties purchased by Chinese buyers.

There is international activity throughout the country, but the top five states (Florida, California, Arizona, Texas and New York) accounted for 55 percent of the total reported purchases by international buyers in

RISMedia’s REAL ESTATE December 2014 51

{Strategies}

Going Above and Beyond for Today’s Clients American Home Shield® brings added value to real estate transactions

by John Voket

F

rom day one, Diana Miles, a REALTOR® with Coldwell Banker Towne Realty in Montgomery, Ala., has been a huge proponent of American Home Shield (AHS®). With more than a decade of experience under her belt, Miles serves the Tri-County Area—Montgomery, Autauga and Elmore Counties—working closely with buyers and sellers to help them achieve the American Dream.

And with AHS by her side, Miles not only has an edge on the competition, she’s also able to provide her clients with value-added benefits through the company’s home warranties and the AHS Appliance Discount Program.

“I tell my clients to put their problems in AHS’ hands so that they’re out of theirs,” says Miles, who understands the importance of a home warranty when going through a real estate transaction.

“I always try to sell a home warranty because it protects the seller and the buyer,” says Miles. “It’s something I believe in so strongly that for some clients, I pay for it as a closing gift, or I propose paying half if the client pays half.”

In fact, if one of Miles’ sellers chooses to purchase an AHS plan, she often covers the cost of upgrading her client to the highest level of protection. Or, in cases where it’s applicable, a septic system upgrade, or even a swimming pool add-on.

“I never had a home warranty or knew anything about them until I became a REALTOR®,” admits Miles. “But as soon as I became a real estate professional, I sold my home with a home warranty and bought a house with one,” she says.

As if the peace of mind that comes with an AHS home warranty weren’t enough, Miles has also found great success with the American Home Shield Appliance Discount Program, among both herself and her clients.

“When my microwave stopped working, I was able to go online and do research to find a microwave that was equal to the quality of mine,” says Miles. “I then called in

to the AHS Appliance Discount Program to find out their discounted pricing,” Miles adds.

“It made sense for me to go completely through AHS and their Appliance Discount Program as the prices were very competitive.”

Knowing firsthand just how well the AHS Appliance Discount Program works, Miles now makes it a point to bring the AHS program for customers to the attention of her buyers.

“One of my clients recently upgraded their stove and they were really happy about it,” Miles concludes. “I haven’t had any complaints from any of my buyer clients.

All the work AHS has done for me and my clients has been handled quickly and satisfactorily.” RE For more information, please visit www.ahs.com/realestate.

RISMedia’s REAL ESTATE December 2014 53

Customized Websites, the Cornerstone of a Strong Business Solidifying Your Internet Presence with Homes.com Studio

by Nick Caruso

G

iven the fact that more than 90 percent of buyers start their home search online, the need for brokers to have a powerful Web presence is more critical than ever before. Sure, being well-versed in the trendy worlds of Twitter, Facebook and Pinterest can offer plenty of networking opportunities and brand advertising, but there is simply no replacing what a well-designed, robust company website can do for your business.

Lewis Stewart, broker/owner of Exit Bayshore Realty in Tampa, Fla., understands the importance of a sleekly designed website. Stewart recently hired Homes.com to create a custom website for his brokerage. As part of the company’s Homes Connect Fusion™ website, Exit Bayshore Realty’s Web presence is now consistent across all devices and platforms. With Homes.com at the helm, the company’s website is guaranteed to load perfectly, regardless of the browser or mobile device, so users can all share the same experience no matter where or how they access it.

Stewart’s website is also custom designed, thanks to Homes.com Studio. After meeting with the Homes.com team and providing his requests and feedback, Stewart’s company was delivered a practical, fully functional website in just a few short weeks. “They did everything—the whole site. After our discussions, they took it from the shell and did everything for me,” says Stewart.

Homes.com Studio leverages the Homes Connect Fusion website platform to utilize the latest in responsive design technology in order to accommodate all current and future customers of your real estate business. In Stewart’s case, working directly with Homes.com’s custom designers helped him create a truly customized version of his Fusion website. With a high importance placed upon branding and social media buttons, Exit Bayshore Realty’s design is crisp and clean, with an easy-to-use horizontal nav bar front and center, along with a property search displayed right on the homepage. A slideshow of photos from Stewart’s market plays in the background.

54 December 2014 RISMedia’s REAL ESTATE

“The website looks very professional and classy,” says Stewart.

Not only was he pleased with the final results, but Stewart praises the Homes.com team he worked with.

With two full-time consultants, one responsible for production and another in charge of inputting agents’ information, email addresses, pictures and more, the process was fully explained and suggestions provided for how the project could be improved.

“The customer service was really good,” says Stewart.

“I work with them about every week. If I have a question, I’ll reach out and they respond within 24 hours.”

Not only does Homes.com provide a cost-effective solution for his company’s website, but agents interested in creating their own personal websites can do so affordably once the broker has joined with Homes.com.

So far, half of Stewart’s agents have signed up with Homes.com, with new requests coming in weekly from agents wanting to jump aboard.

In addition to their various customized website services, Homes.com also offers Homes Connect, a suite of marketing products designed to help agents with marketing and lead management efforts, and

A Cushion of Coverage Protecting Your Home Before and After the Sale with HSA Home Warranty

by Nick Caruso

B

uying a new home is one of the biggest and most exciting purchases in one’s lifetime. Although there are many happy feelings that go along with such a life-changing decision, there’s always a speck of worry that something may go wrong shortly after moving into the new home. From water heaters and furnaces to kitchen appliances like refrigerators and stoves, it’s hard to tell just how much life is left in said appliances…and how much it’ll cost new homeowners. But what if you could remove some of that worry and put all of your buyers and sellers at ease? With an HSA Home Warranty included in the closing, real estate professionals can do this and more.

“They did everything—the whole site. After our discussions, they took it from the shell and did everything for me.”

- Lewis Stewart Broker/Owner Exit Bayshore Realty

Homes.com Social, a platform that helps users effectively manage their brand’s reputation and online visibility.

In order to have a truly powerful business, however, one where all of the dots connect organically, it all begins with an efficient, user-friendly website that will be reliable across all kinds of mobile devices. With Homes Connect Fusion™ and Homes.com Studio fulfilling all of their clients’ website needs, brokers and agents are well on their way to building a foundation that will allow them to work smarter, not harder.

For more information, visit connect.homes.com.

Providing home warranty coverage throughout the United States, HSA Home Warranty’s plans provide repairs or replacements of covered mechanical systems and appliances that fail due to normal wear and tear. Including a home warranty on each and every home sale helps ensure a smooth transaction. Should something run amok during the time a home is on the market, sellers call HSA, and not their real estate agent. A home warranty serves as an added bonus to potential buyers—a comfort that’s always much welcomed.

Berkshire Hathaway HomeServices Carolinas Realty has worked with HSA Home Warranty for over four years, and HSA has become the company’s trusted home warranty provider. Under the tutelage of BHHS Carolinas Realty President and CEO Tommy Camp, HSA Home Warranty remains the trusted warranty for all of the firm’s 13 offices located throughout all three of North Carolina’s major markets. With over 700 sales associates, the company believes that using home warranties is good for their clients, both buyers and sellers.

“We find HSA to be a great provider,” says Camp. “They are very consumer oriented. We recognize that the value of a warranty is no greater than the service they provide to our clients, and they do a great job of responding when there are claims, and providing an extensive network of trade and service providers. They’re quick to get a fix for our clients.”

Camp and his company believe that what HSA offers is

RISMedia’s REAL ESTATE December 2014 55

of great value to them and the industry, noting that when given a choice, consumers prefer to buy a home with a home warranty included.

“It provides a level of service after the sale that meets the expectations of buyers and lessens the likelihood that there will be any concerns or complaints that would involve the seller after the sale,” says Camp.

Value is of utmost importance to BHHS Carolinas Realty. When it comes to building lasting relationships with clients, ones that are based on trust and care, the company hopes their partners share and respect their standards of service as well.

“Price is what you pay, but value is what you get. We find that the people on the HSA team share our values of providing and exceeding expectations for exemplary service and building relationships,” says Camp.

Having a service provider they can count on that treats their customers the way they do is what makes all the difference for Camp and his company. The HSA team has proven time and again that they can effectively support Camp’s customers in many of the same ways.

“It gives us comfort knowing that our customers are being taken care of by HSA,” concludes Camp. “The support they provide to our clients and our firm is of great value.”

For more information, visit www.onlinehsa.com.

56 December 2014 RISMedia’s REAL ESTATE

Fulfilling Clients’ Expectations Realtors Property Resource®helps real estate professionals stand out in today’s information-driven market

by Paige Tepping

“I

n today’s world, the agent who stands out is the one who can respond to inquiries immediately,” says Jeremy Lehman, a REALTOR® and chief technology officer at The Boutique Real Estate Group in Corona del Mar, Calif. And thanks to Realtors Property Resource® (RPR®)—and the newly launched RPR mobileTM—it’s now easier than ever for Lehman to keep up with his clients, especially the new generation of buyers who expect information at a moment’s notice.

“The younger the client is, the more they expect to get information right away,” says Lehman, whose business is already 100 percent mobile. “As real estate professionals, we need to understand that clients will call us and ask for property information, and they aren’t asking us to get back to them tomorrow. They want the information now.”

An RPR user since its inception, Lehman goes on to say that the platform’s mobile app will be instrumental to his day-to-day business when it comes to providing clients with great service while fulfilling their expectations.

“Mobile is an exceptional opportunity to have information at your fingertips,” says Lehman, who points to the type of information accessible through the platform as one of its biggest benefits.

Created by the National Association of REALTORS® (NAR) for the sole purpose of providing REALTORS® with the data they need to meet the demands of their clients, RPR aggregates hundreds of datasets on more than 160 million properties. In fact, RPR is the largest comprehensive database of parcel-centric property information in the industry, providing agents with all-inclusive reports that include details such as demographics, tax assessments, public records, default, REOs, foreclosure and pre-foreclosure data, MLS/CIE-provided information, zoning, liens, school districts and flood plain maps.

“The best thing about RPR is the fact that it’s a hybrid of public records and MLS data,” says Lehman.

Whether it’s working with younger clients who are always plugged in or those interested in purchasing invest-

“RPR is an instant-response type of tool and my clients have been incredibly satisfied with my ability to quickly respond to their requests.”

- Jeremy Lehman REALTOR® and Chief Technology Officer The Boutique Real Estate Group

ment properties, Lehman can’t stress enough the importance of having instant access to pertinent information.

“RPR is an instant-response type of tool and my clients have been incredibly satisfied with my ability to quickly respond to their requests.”

Having found great success with RPR when evaluating investment properties, Lehman understands the importance of anticipating what clients want. “When dealing with investment properties, we don’t typically get access to the inside of the home, which can put pressure on us as the agent to come up with a fair property value. But RPR provides a great opportunity for us to get a lot more information than we can get from the MLS alone.”

His advice for real estate professionals who may not be taking advantage of RPR? “It’s an absolute must to log in and check it out,” concludes Lehman. “If you were to analyze your business today, do you have the tools and resources necessary to respond to a client’s request or inquiry immediately? If the answer is no, you have to add those tools to your arsenal.”

For more information, please visit www.narrpr.com.

HELPING MORE BUYERS FIND YOUR LISTINGS

Catherine Smith Providing a clear difference

Home About Me Local Information Mortgage Calculator My Listings Market Information Contact Us

Cathrine Smith, Realtor 12266 Lindberg Fly Way Montecito, CA 93108 555-555-5555 c 555-555-5555 f Cathrine@SkyHome.com

Cathrine Smith Realty Are you looking to buy or sell real estate in Santa Barbara, CA and the surrounding area? Let me assist you with this important transaction. My professionalism, market knowledge and neighborhood expertise will guarantee that your buying or selling experience is successful and stress-free.

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{RISMedia’s Great Spaces}

by Nick Caruso & Zoe Eisenberg

Chicago Penthouse with Stunning Views If you’re looking to move to the Windy City, and you have an extra $13 million hanging around, consider snapping up this duplex penthouse, which overtakes the top two floors at Lincoln Park 2550. With 38 floor-to-ceiling windows overlooking the stunning Lincoln Park and Lake Michigan, this spot is Chicago’s most expensive condominium listed in 2014.

So what do you get when you live in Chicago’s most exclusive address? Complex amenities include a gated 1.25-acre private park reserved exclusively for the residents, a spa experience with an indoor pool, whirlpool, steam room, sauna, private massage rooms and a yoga/Pilates studio, a fitness

Photo Caption

center, library, movie theater, game room and club room with catering kitchen. If that’s not enough luxe for you, you can drive around to the optional valet parking.

It’s not so ‘Windy’ inside this luxurious Chicago Penthouse, filled with floor-to-ceiling windows overlooking the city.

Listed for: $13 million

RISMedia’s REAL ESTATE December 2014 59

Do you think Clark Gable’s lip got too hot because he lived in the desert with the world’s greatest ‘stache?

Clark Gable’s Fully Furnished Desert Abode The former estate of silver screen legend Clark Gable is currently on the market for just over $2 million.

The four-bedroom, six-bathroom Spanish Colonial is located in Palm Springs, Calif. Once shared with Gable’s wife, starlet Carole Lombard, the home was built in 1925.

With 3,301 square feet of living space, the home sits on just over half an acre, and grounds include a picturesque circular drive, a swimming pool and accompanying pool house, as well as a guesthouse.

The property is being offered fully furnished, but you won’t be snagging the goods of Gable or Lombard. The current seller is film producer Joel Douglas (“One Flew Over the Cuckoo’s Nest,” “Romancing the Stone”), brother of actor Michael Douglas and son of actor Kirk Douglas. Included in the furnishings is a custom-made pool table once belonging to Kirk Douglas, who turns 98 this December.

Listed for: $2.195 million

60 December 2014 RISMedia’s REAL ESTATE

Seattle Tree Fort for Sale Why live on the ground when you can live in a tree? Or, best case scenario, live in both! A current Seattle listing for a 2,205-squarefoot home comes with a treehouse larger than the average apartment.

This woodland retreat is charming and relatively spacious. It offers not one, but three (yes, three), stories of tree-fort charm, with a pillowed lounging loft, a massive deck and fine detailing.

And the actual home is pretty sweet as well, with three bedrooms, 2.5 bathrooms, an office and a man cave with a 139-inch theater screen.

In addition to the treehouse, the property includes 2.47 acres, a deck, shed and sport court.

Listed for: $749,950

Now You Can Have Breakfast at Tiffany’s...

Lunch and Dinner, Too What’s better than living in a swanky New York City townhouse? Living in

a swanky New York City townhouse once featured in an iconic film, that’s what.

This gorgeous brownstone—located on one of the most exceptional blocks on the Upper East Side—is the very same spot prominently featured in the famous 1961 film “Breakfast at Tiffany’s.” With four bedrooms, five bathrooms and 3,600 square feet overall, this classy spot has an $8,000,000 price tag.

In addition to silver screen fame, the space includes several woodburning fireplaces, a sweeping staircase and a glass-enclosed solarium.

Listed for: $8,000,000

Lady Gaga’s New Mansion Has a Batcave Understatement of the century: Lady Gaga has made it. She has sold a bajillion albums, toured the world, conquered the music industry, and recorded a duet album with Tony Bennett. She’s even the godmother to one of Elton John’s kids! She has accomplished more than most of us put together, tripled, and then

squared. Her fanciest feat of all?

Just dancing her way right into her very own batcave.

I’m going to say that again. The pop megastar’s new $23 million Malibu mansion has its own batcave.

The mansion was previously owned by Dan Romanelli, founder of Warner Brothers’ Consumer Products division. Romanelli’s job was to create toys and apparel for the Batman movies since the late ’80s.

The batcave in question offers vintage bowling lanes, arcade games, a home theater, a wet bar, and an 800-bottle wine cellar. (We can’t think of anything else that one might need in life. Gaga wins.)

The best part? The batcave is accessible through a secret underground passageway.

Gaga’s new get has six acres total and contains an eight-horse barn, a large riding arena, and multiple grazing pastures. There’s also a saltwater pool with a hot tub and a bocce ball court, just steps away from where she’ll likely be fleeing pesky papa-paparazzi on Zuma Beach.

Inspired by real estate in southern France, Gaga’s new home offers views of the Pacific Ocean and the Santa Monica mountains. Inside, she’s got 12 bathrooms, five bedrooms, a large chef’s kitchen, a trellis covered veranda, a private outdoor patio off of the master suite, and a personal gym.

Upstairs, two antique French doors open to the master suite that’s decked out with an antique stone fireplace. A private outdoor patio with stunning white water views is just the beginning: his and hers walkin closets; his and hers baths with heated stone floors; a deep soaking tub and rain shower/steam shower; and a custom safe room can also be

found in Mother Monster’s massive mansion.

A ‘Legend’ of a Home Singer-songwriter-actor John Legend and his wife, model Chrissy Teigen, have listed their home in Hollywood Hills for $1.995 million.

Set on more than a quarter-acre on a cul-de-sac, the remodeled 1960s contemporary is largely Asian-inspired, with nearly 2,000 square feet of interior living space that complements the home’s many outdoor features, including spacious gardens, fountains and outdoor bath/ hot tub.

Legend’s home has many custom details, including etched teak cabinetry, textured stone floors and rain

gutters insulated for low sound. The open-plan living area is complete with beamed cathedral ceilings, a center-island kitchen, an expansive deck, three bedrooms and 2.5 bathrooms. One of the bedrooms serves as a recording studio.

Legend is a nine-time Grammy Award winner.

The beautiful Hollywood Hills, the soon-to-be former home of John Legend.

RISMedia’s REAL ESTATE December 2014 61

Jeff Franklin’s underground garage doubles as a nightclub! Hope DJ doesn’t get any bright ideas.

“Full House” Creator Jeff Franklin Lists Hollywood Hills Mansion Everywhere you look, everywhere you go…a mansion is being sold in California. “Full House” creator Jeff Franklin has listed his mansion he had built on spec in Hollywood Hills West. Despite rumors that the estate is offered at a hefty $30 million price tag, the listing states that it’s “price on request.”

The writer-producer-director’s house was designed by Richard Landry. It’s a Contemporary set on nearly half an acre above the Sunset Strip with both city and ocean views. For the overly pampered homeowner, an infinityedge pool and spa comes with.

A circular staircase connects three levels of living space, extending outdoors through numerous balconies and patio space. The master suite features a retractable skylight with a motorized blackout 62 December 2014 RISMedia’s REAL ESTATE

shade, walls of glass, a fireplace and an indoor-outdoor shower.

There are three other bedrooms, a bonus room that could be used as a bedroom, a home theater and eight bathrooms.

A hidden, underground garage

fits six cars and was designed to double as a nightclub, so you can party just like Jesse Katsopolis during his Smash Club days.

Franklin scooped up the property in 1988 for $1.9 million. RE

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Call 1-877-732-0699 or visit milliondollarpipeline.com to learn more.

The Million Dollar Pipeline Program is an exclusive program developed by Market Leader and Trulia designed to empower real estate agents to generate and engage enough leads to consistently meet and exceed their transaction goals. Program members enjoy an exclusive member-only website including new weekly resources, live workshops, and peer-to-peer interaction through a private Facebook Group. Call 877-732-0699 today for membership requirements.

The Sokoler-Medley Team

Finding Your Inner Real Estate Bulldog to Be the Best in Show

Bob Sokoler

Owner RE/MAX Properties East Sokoler-Medley Team Louisville, Ky.

Years as a team: 5 Team members: 10 Reason for forming a team: One

by Katie Glaser

agent can’t do all the moving parts of the transaction. Early on, it was obvious that we had a lot of listings and leads from buyers and we needed to have agents to handle all of that. We delegate pieces to teammates and stay organized with technology, plans and checklists for each element of the transaction.

are making “Smar t brokers for teams accommodations e money as to be able to mak erage.” well as the brok

A

fter working as a TV reporter across the country for more than 20 years, Bob Sokoler and his wife Norine settled in Louisville, Ky., and transitioned to a career in real estate.

Since then, the Sokoler-Medley team has ranked number one for volume for the past three years in Louisville and is among the top 10 offices in the United States.

Sokoler recently shot a commercial with “Shark Tank” star and real estate magnate Barbara Corcoran. Corcoran endorsed Sokoler and several of his colleagues from the exclusive Radio and Television Experts (RATE) group, an elite network of real estate rainmakers in commercials that are now airing during several episodes throughout the “Shark Tank” season. Here, Sokoler shares his bulldog mentality for leading his high-tech and driven real estate team.

64 December 2014 RISMedia’s REAL ESTATE

How do you negotiate with your broker to achieve a mutually beneficial business arrangement?

Every broker is different. Smart brokers are making accommodations for teams to be able to make money as well as the brokerage. It’s really based on how creative the owner can be to make it work.

What type of support do you look to most from your broker?

Our broker has done it for 25 years, and we look to them to be our sounding board. If we don’t like the way we see something happen, we can’t exactly tell another agent what they’re doing wrong, so we bring up red flags to our broker because we trust them to get matters resolved.

How do you divide responsibilities among team members to maximize efforts?

We have a number of systems in place to ensure that our office is running efficiently and our clients’ needs are met.

We have staff that manage our leads, including one member that is specifically responsible for scrubbing the buyer leads. That person determines their interest level, en-

sures that they’re quality inquiries, and then divvies them up among the buyer agents. From that point, we collaborate and manage the leads in our database to ensure each inquiry is serviced.

We delegate Web development to a local company, which will soon bear our new “Real Estate Bulldog” moniker, which supports our tenacity in the real estate business and the love for our English bulldogs that we rescued.

sure our agents are busy. I bounce a lot of opportunities, problems or concerns off of many of the mastermind groups that I belong to for their feedback. We have training and I speak to and attend groups and regularly share scripts and dialogues with the team to get everyone on the same page. Each week, we address concerns and give feedback. Everyone is accountable.

How do you retain team members?

As a TV reporter for many years across the country, I learned a lot.

Every time we went to a different city, there were new housing regulations to understand. When I got out

We offer incredibly good commission rates. When we talk to others around the country, we are very proud to tell them how much we pay.

The split is very high compared to others. Because of my broadcasting background, our overhead is reasonable and I’m able to cut costs by doing the photography and videos myself.

How do you market/brand your team?

of television, our goal was to never let any buyer or seller feel the way we felt about the regulations when it came time to sell or buy a home.

That is the story of how the team came together and our TV commercial promotes our team and vision.

We advertise online, which is where 95 percent of our leads come from. We do radio, TV commercials, including the one with Barbara Corcoran, in addition to signs and print media. I also do videos twice a month to communicate market trends. We use a wide variety of software systems that, when used together, they all work well. RE For more information, visit www.weselllouisville.com.

What are the main advantages of having a team?

There’s a great feeling knowing that I help provide a great work environment, and that’s what drives me. I have a great life and I’m providing for 10 or so families to have a great life. Before we had a team, I was juggling too much and it was overwhelming. But with a team, I’m able to share the load and take the pressure off.

How do you promote the advantages of working with a team to prospects and clients?

We start with the listing presentation and explain the team concept and promote it throughout our marketing materials. I’m up front about who does what and where.

What do you consider most critical to maintaining a profitable team?

We keep expenses in check to ensure we don’t overspend and make RISMedia’s REAL ESTATE December 2014 65

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Showing Your Best Online Commentary by Tracy Berger

86

%

of respondents who have read negative online reviews claim their purchase decision was influenced by those reviews.

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s a real estate agent, you live and die by your referrals.

Offline word-of-mouth referrals can be powerful and effective since they come from a trustworthy source, but their reach is limited to your client’s family and friends. Online reviews have a much broader reach, and for better or worse, clients are increasingly moving conversations about their experience with you online. A survey by Zendesk.com found that 86 percent of respondents who have read negative online reviews claim their purchase decision was influenced by those reviews. You may be a wonderful and wellrespected real estate professional with the majority of your clients happy and satisfied, but a “vocal minority” of unhappy customers may harm your future business.

Because people are more likely to share negative reviews than positive ones, your online reputation requires constant vigilance and regular audits. The easiest way to see how you look online is to search for yourself on Google, Bing and Yahoo! and see

what pops up on the first few pages of results. What you find is likely what potential clients will find. Then, be very honest with yourself and answer a simple question—would you do business with you?

Once you know what sites are

most visible, you’ll want to build your presence and improve your ratings there, whether that’s on a broker’s website, on social media, through a national review aggregator, or all of the above. A simple way to build your presence is to ask your best clients to share about their experience with you on the most influential sites. You already ask them to refer you to their friends and family, why not take it one step further and ask them to do the same online?

No matter how hard you try to make every client happy, you’re bound to wind up with some less than flattering reviews, and how you respond is crucial. When you come across one of these, it’s important to be transparent, address the client’s concerns head-on with honesty and integrity, and make sure your side of the story is heard without becoming defensive.

Beyond encouraging your clients to leave positive reviews and responding promptly to any negative reviews, be sure your online presence is an accurate reflection of who you are. Update your public profiles to include the things clients are looking for, such as longevity, experience, trustworthiness, your familiarity with the area and how you’re involved in your community.

At the end of the day, what a client says about you may be more important than what you say about yourself. You only get one shot at a first impression, so take control of your online reputation and make sure it’s a good one. RE Tracy Berger is senior vice president Real Estate Sales, First American Home Buyers Protection. For more information, visit www.firstamrealestate.com.

RISMedia’s REAL ESTATE December 2014 67

How Company Events Help Create Positive Culture Commentary by Vince Leisey Editor’s Note: This is the second in a series of columns on the importance of corporate culture from Speaker and Coach Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate.

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rom grilling out to playing volleyball, hosting company events fuels the energy that helps build a positive culture. We believe that when agents and office colleagues socialize in and outside of the workplace, it helps them to connect with each other on a different level than just the day-to-day business interactions. Coming together in a social setting helps them work better together and creates a positive rapport, which, in turn, helps them be more productive and have smoother transactions with one another.

Our office creates as many opportunities as possible to bring agents and staff together so everyone can connect and mingle. We do this with different events throughout the year—whether it’s a company grill-out, staff party, team volleyball, attending a basketball game or giving back to the community by volunteering. These activities encourage a sense of camaraderie, which is a vital element in recognizing commonalities and appreciating differences.

Here is a glimpse of some of our fun-hearted get-togethers. We do all of these events so that we can get to know each other better outside of work. We encourage an environment that works hard and plays hard.

night at the ballpark, where we rent a space to have drinks and dinner as we watch a baseball game. Once during the summer on a Friday at noon, the administrative staff is invited to my house for a pool party. We provide food and drinks and I always cook them something special and different each time. Each staff member gets their special drink or special food of choice—I want to make this about them and show them how much I appreciate them. Lastly, we will take them to our company suite for a basketball or hockey game.

They love doing these things and it shows them they are appreciated.

Staff party, sporting events

Sand volleyball league, July pool party, company grill-outs, pot-lucks and cook-offs

A great culture happens top down. If management and staff are happy, it helps create the positive agent environment we strive for. We explain to our staff that our agents are our clients. This reminds everyone how important a positive attitude is for success. We make sure that our staff understands how important they are to us, therefore, we have a number of events with only staff members and management. This includes a

The volleyball league is a great stress reliever and awesome exercise! We play once a week from April through October. The highlight of the volleyball season is the fun pizza/ pool party in July. Also, from spring to fall, we host 3 - 4 grill-outs in our office parking lot. We grill burgers and hot dogs and everyone brings a side dish. Kids and families are invited and we bring in a bouncy house for the kids. During the last grill-out of

68 December 2014 RISMedia’s REAL ESTATE

the year, agents compete in a cookoff to be the company “Grill Master.”

We have a huge variety of food from smoked ribs, to chicken, brisket, burgers and turkey. A few weeks before Thanksgiving, we supply turkeys to be cooked by volunteers and everyone brings their favorite holiday dish to share. When it’s extra cold outside, we host a chili cook-off and we vote for the winner.

New-agent party, Christmas party, awards breakfast and happy hour Every 6 – 7 months, we invite all new agents, administrative staff and top producers to a cocktail party. This helps the newer agents meet others and build relationships. Yearly, we host an awards recognition breakfast and Christmas party, which everyone always enjoys. Then, on lucky Thursday or Friday afternoons, I drive my motorized cooler, or roll around the office with a Tommy Bahama cooler, to deliver beers to start happy hour.

This puts those agents still in the office in a relaxed and spirited mood.

Sunshine Kids, Open Door Mission Most importantly, we focus on giving back to the community. We believe that if we are doing well and we have been successful, then we have an obligation to help others and give back. Every 18 months, we have a tremendous event for The Sunshine

“These activities encourage a sense of camaraderie, which is a vital element in recognizing commonalities and appreciating differences.�

- Vince Leisey at the BHHS Ambassador Barbeque Grill-Off

Kids. We put together committees of agents to work together for the benefit and good of others in need. We had over 1,000 people attend and raised over $325,000 at our event this past September. The other charity close to our heart is the local homeless shelter, Open Door Mis-

sion. Groups serve food monthly and every December, approximately 100 agents contribute by organizing food and gifts for the less fortunate.

Over the years, our company has witnessed that consistent extracurricular company activities create a culture where agents and staff become energized. This encourages results and they become your best recruiters. Others promoting our company is much more powerful than promoting ourselves. RE

Vince Leisey is the president of Berkshire Hathaway HomeServices Ambassador Real Estate, www.bhhsamb.com. Email Vince with your comments at vince.leisey@bhhsamb.com.

LS150

{Top 5 in Real Estate Network® Spotlights}

Client-focused Strategies Build Success

by Lesley Grand

Deb Espinoza

Stage Presence Realty Years in real estate: 12 Region served: San Diego County Average market time: 60 days How are you operating your business more efficiently? Where have you cut back and where have you invested?

I have not cut back at all. I believe you have to spend money to make money. I invest heavily in several coaching programs, and I also spend a lot of money on Internet advertising. Two years ago, when all of my competitors were cutting back on or getting rid of print advertising completely, I started ramping up my print ads. That move alone has put me way out in front of the pack.

How are you staying educated and informed about market conditions?

I try to attend all of the broker caravans in the market, and I check the MLS weekly. I also try to follow the news so that I know what’s happening in the market and can put statistics in all of my ads.

What’s your best time-management strategy?

Sad to say, that is my problem area, but I am working on it. I am learning to time block.

How do you most effectively communicate with clients?

I try to communicate weekly with my listing clients, letting them know what is happening at each stage of

the transaction. When I first consult with a client, I ask how they would like to hear from me, and that’s how I communicate with them. If they want to be texted, I text; emailed, I email.

And then I make good old-fashioned phone calls. I believe there is no substitute for a personal phone call.

What’s your most creative marketing idea?

I make sure my marketing is not all about me. I do not advertise myself.

Instead, my marketing focuses on what’s in it for the client. I also make sure that my firm is out in front by using the best photography, the newest tech programs and the most creative marketing techniques possible.

What are you doing to stay one step ahead of the competition?

I will try anything new. When Zillow first came out with Internet advertis-

ing, I tried it and it has worked out very well for me. Now that Zillow is coming out with video advertising, I will try that, too. I also experiment with high-tech advertising.

What do you do when confronted with a problem deal?

First, I look for a Plan B and Plan C. I try to figure out what the worst-case scenario could be so that I understand and have an assessment before I talk to the client. When I tell the client what is going on, I assure them that I am on the case and try to keep everyone calm while I work on the solution.

What is the one thing you can’t live without?

My smartphone.

What is the key to a successful life in real estate?

I am passionate about helping people get into homes, and really, I like all aspects of real estate. That’s key—it can’t be all about making money. It has to be about how I can help. RE

RISMedia’s REAL ESTATE December 2014 71

{Broker Spotlight}

Keeping the Momentum Going BHHS PenFed Realty Stays Focused on Growth

by Barbara Pronin

“We want our brand to work side by side with our agents to help them win more business, and BHHS helps us accomplish that goal.”

– Kevin Wiles President, Mid-Atlantic Region, BHHS PenFed Realty, LLC

72 December 2014 RISMedia’s REAL ESTATE

Left: Angie George, broker manager, New Homes Division, KS at BHHS PenFed Realty; Tagg Oleson, assistant broker, West Office, KS at BHHS PenFed Realty; Mona Stein, regional executive vice president, KS at BHHS PenFed Realty; William Kihle, regional president, KS at BHHS PenFed Realty; Patty Sanders, managing broker, East Office, KS at BHHS PenFed Realty Right: Donna Buchman, regional vice president, Maryland at BHHS PenFed Realty; Judy Rudat, regional vice president, Virginia at BHHS PenFed Realty; Terri Bracciale, regional vice president, Baltimore Region at BHHS PenFed Realty

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or Kevin Wiles and Tommy Carruthers, two members of the managing executive team at Prudential PenFed Realty, the firm’s extraordinary growth over the past

few years has been a thrilling and gratifying ride. The company doubled production in a single year, and since 2010, has seen 1,100 percent growth in agent population and more than 1,300 percent growth in units sold. “We realized we had a huge opportunity coming out of the downturn in late 2009,” Wiles says, “and we decided to put the pedal to the metal.” Now, as the company prepares to fly a new banner as Berkshire Hathaway HomeServices PenFed Realty, Wiles and Carruthers are buckling their seat belts for the next big wave of growth. In this exclusive interview, they share the strategies that helped them thrive in the midst of a market correction. And their plans ensure the firm’s next phase is as rewarding for their agents as for their customers.

Barbara Pronin: Let’s begin with a recap of your career paths and how you happened to join forces.

Kevin Wiles: I’m a second generation real estate professional. My mother was a REALTOR®for 30 years and my father was a planning, engineering and development consultant. When I graduated from George Mason University, I immediately got my license and started in commercial and land sales. In the early ’90s, I started a brokerage firm with two partners that equally featured agents with expertise in residential, commercial and land. Sometime in 1999, we recognized that the residential sales market was heating up like never before, and we turned our focus to recruiting good residential agents. One of my clients at the time was a retired Army colonel working with the Pentagon Federal Credit Union, which was looking to expand its offerings to serve the real estate needs of its members. So in 2006, we joined forces and started PenFed Realty with 25 agents in a single office. Our strategy was to crawl, walk and then run, and by early 2011, we had grown to six offices and 250 agents, and we were ready to run. This was right around the time that I met Tommy.

Tommy Carruthers: Like Kevin, real estate has always been in my blood. My father founded ColquittRISMedia’s REAL ESTATE December 2014 73

Carruthers, REALTORS®, which he grew to become the largest real estate company in the Washington Metropolitan Area in the 1970s before selling to Merrill Lynch in 1981. After graduating from the University of Richmond in 1991, I went to work with my father building a second company, which became Prudential Carruthers REALTORS® in 1995. Over 20 years, the company grew from two sales offices to 30 in the Washington and Baltimore metropolitan areas. In 2011, PenFed Credit Union expressed an interest in buying our company as part of a national growth strategy in real estate. Intrigued by the opportunity to participate in this exciting growth initiative, as well as the obvious benefits of the PenFed mortgage programs and resources, we sold the company to PenFed and established ourselves as Prudential PenFed Realty.

KW: Today, we operate the firm by a managing committee. Shashi Vohra, president of Affiliated Businesses at PenFed Credit Union, serves as our chairperson. I am president of the Mid-Atlantic region. Tommy is president of Real Estate Operations, and Larry Blake is our chief financial officer. In each of our regional markets, we have outstanding senior level leadership from our brokers, as well as fantastic expertise in our Business Development and Operations teams.

BP: How many agents do you currently have and what regions does the firm serve?

KW: We currently have 1,700 agents in 51 offices nationwide serving Maryland, Northern Virginia, Kansas, Texas, Tennessee, Florida and Washington, D.C.

BP: How would you describe the firm’s positioning in the marketplace? What sets you apart from the competition?

TC: We are part of a $19 billion orga74 December 2014 RISMedia’s REAL ESTATE

nization with the combined strengths of the Prudential—now Berkshire Hathaway HomeServices—brand and the third largest credit union in the nation, with over 1.3 million members. Those are formidable credentials that resonate with consumers. We enjoy the unique culture of a small family business with the resources of a large corporation and we are able to assist our customers with the best mortgage value proposition in the industry. Through our Real Estate Rewards program, we are able to deliver, direct from the source, thousands of loyal and qualified sales opportunities to our agents each year.

KW: We are one of the top growth firms in our industry. Combining our track record of growth with the excitement around our new brand is giving our agents momentum in the field, helping them expand their individual marketshare and personal earnings. Our culture is built around growth, success, transparency and collaboration. We are committed to bringing the credit union’s membercentric service model to our agents and clients.

BP: When will the transition to Berkshire Hathaway take place, and how is it being received?

KW: We announced the transition in July of this year and began the region-by-region rollout in November.

The response has been amazing, and the BHHS network is already over 1,000 offices and more than 33,000 agents strong. BHHS is a trusted, admired, world-class brand that reaches consumers across all market segments and projects an image of integrity and success. We want our brand to work side by side with our agents to help them win more business, and BHHS helps us accomplish that goal. Our name generates trust and confidence, and we couldn’t be happier to be part of it.

BP: How would you describe current market conditions in the diverse areas you serve?

KW: In general, the market is healthy, and we are keeping very busy. Nationally, unit sales are slightly down year-over-year, but they are on par or even above our 2012 numbers— and well above five-year averages.

With the rise in home values over the past two years, most American homeowners are now in a positive equity situation, which has also led to a growing inventory. Overall, signs are pointing to a balanced market in 2015, which is favorable for REALTORS®and consumers alike. We see confidence growing in the market and in the economy, and those are promising signs.

BP: As you mentioned, you have had an aggressive approach to growth.

Do you plan to continue in that vein?

TC: Absolutely. We will always be open to strategic acquisitions as well as strategic partnerships. And internally, we pride ourselves on aggressive and spirited recruiting. In fact, we recently rolled out what we call our “Real Heroes” program, recruiting new agents from among men and women who have served—or whose spouses have served—in the military. We reach out to them at job fairs and through the PenFed Credit Union’s large military member base, and we reimburse a large portion of all new agent start-up costs—training, licensing fees, even MLS dues— as a way of giving back to those who have served and getting them started in the industry. The response so far has been terrific.

BP: How else are you attracting agents, and how are you retaining the top performers?

KW: In three ways, really. First, we have a caring, family-like company culture that not only inspires success, but values and rewards achievement. Most of our senior

Left: Bill Cockey, COO, BHHS PenFed Realty; Hellen Valle, senior vice president of Business Development, BHHS PenFed Realty Right: Larry Blake, CFO, BHHS PenFed Realty; Tom Carruthers, president of Real Estate Operations, BHHS PenFed Realty; James Schenck, CEO, PenFed; Shashi Vohra, president of Affiliated Businesses, PenFed; Kevin Wiles, president, Mid-Atlantic Region, BHHS PenFed Realty

leadership team sold homes for a living full-time in their careers. Our agents know that in every decision we make, we will put their interests first. Second, we have trusted and supportive ownership. We all benefit from the commitment and resources of the large financial institution and 1.3 million members behind us. At the same time, we are a company for REALTORS®, led by REALTORS®.

PenFed leaves operating decisions to the real estate people. And last, but certainly not least, our agents see and appreciate our investment in them and their success. We are committed to never-ending innovation and improvement, and our agents know this will help put more dollars in their pockets. Whether it is our reimbursement programs for training and coaching, or the constantly evolving tech platform, our agents know we are here to make their workday easier. The combined strength of BHHS and PenFed is both unique and compelling.

TC: To that, I would add our company-wide participation in giving back to those in need. We take great pride in that. For years, Prudential has supported the Sunshine Kids Foundation, which is dedicated to helping kids with cancer. BHHS has embraced that effort, and we look forward to continuing our support.

In addition, we embrace the PenFed Foundation, raising funds to help military families in need—in particular, for Defenders Lodge, a housing facil-

ity near the VA Hospital in Palo Alto, Calif., one of the largest VA hospitals in the country, that is free to VA patients and their caregivers.

BP: You mentioned technology, Kevin.

How is your technology serving not just your agents, but also today’s more informed, tech-savvy consumer?

KW: Whether it’s one of our many Web-based tools, electronic signatures, CRM, property marketing systems or transaction management, we are ensuring that our agents and our clients have access to the most efficient technology resources and communication platforms available.

TC: In fact, we are currently in the process of rolling out a proprietary, new company-wide platform integrating all of these cloud-based apps and tools in one dashboard that will assist our agents in conducting business in a seamless and paperless fashion from wherever they happen to be.

BP: What do you see as the biggest challenges facing your company today?

KW: We are uniquely positioned in a very competitive industry. Our greatest challenge is simply to recognize and maximize opportunity. The move to BHHS was our second rebranding in three years. We feel like we have put our strategic distractions behind us and the time is right to focus and execute. We know where we are going and how we are going to get there.

BP: What do you see as your greatest opportunities going forward?

KW: We see opportunity where we always have, in growth through acquisitions and organic recruiting. And with the new brand in place, our agents are solidly on board with the company programs that are going to help them grow. We are evolving in ways that stimulate not just growth, but our ability to do things more effectively in a way that ultimately helps our agents win more listings and attract more buyers.

BP: So what’s in store for the future of Berkshire Hathaway HomeServices PenFed Realty?

TC: I don’t think the future’s ever been brighter. We are moving ahead into 2015 with plans to open new offices, upgrade our marketing and technology, and expand our services as well as our footprint, especially in upscale markets.

KW: We have a short but effective company history, one with a very strong foundation, and a shared, company-wide commitment to innovation and service beyond excellence. Our proven business model and a new brand bring an added measure of trust and confidence, making us very eager to step into the new year. RE

For more information, please visit www.penfedrealty.com.

RISMedia’s REAL ESTATE December 2014 75

{Broker Best Practices}

Enhanced Online Marketing Keeps Pace with New Branding

by Maria Patterson

Candace Adams President Berkshire Hathaway HomeServices New England

Number of offices: 50 Number of sales associates: 1,500 Region served: Connecticut, Massachusetts and Rhode Island With such an already-established presence in the area, why was the switch to the Berkshire Hathaway HomeServices brand of benefit to the company?

The BHHS brand is a great match with the professionalism of our team. We celebrated our one-year anniversary on September 25. So much happened in that first year, and we built so much momentum, which catapulted us into an instant relationship with consumers. Consumers really understand the brand attributes and know that by working with us, they will be dealing with a team of skilled professionals who are able to provide the elevated level of service the brand commands.

You recently entered into an agreement to have all BHHS New England listings enhanced on realtor.com®. What motivated you to bolster your presence in this way?

We really looked at the online strategy holistically and believed it was our obligation as a BHHS company to be prominent and accessible to consumers, and provide them with the highest level of service that the industry offers. We believe realtor.com®possesses strong attributes and has more accurate data than others, and we wanted to make sure we were visible everywhere a potential buyer or seller would go. We see our presence on realtor.com® as a conduit to our

76 December 2014 RISMedia’s REAL ESTATE

own Web presence. We instituted a feature on our own site that provides data for consumers to access. So our goal was to get more eyeballs and to better reach consumers.

How are you ensuring that the BHHS New England name is prominently branded?

Each listing on realtor.com® will be distinctly branded to stand out, and any inquiries on the properties will be routed directly to the agents who have listed these homes. Our brand presence on realtor.com® is a benefit to the consumer and it gives them entrance to our site.

What advantage does the relationship with ealtor.com® bring to sellers vs. just utilizing your own proprietary website?

We take exceptional care to position our sellers’ homes on the market. We use professional photos and show attention to detail in the presentation of the property. The advantage to sellers now is that their property is exposed to an expanded audience. All buyers are expanding their search parameters and looking at a variety of places, and these places now link directly to our website, which includes even more market data, comparables, property values, etc. Once the consumer gets to our site, they’ll spend more time there, making our site a destination.

This appears to be a company-wide program.

Does that mean all of your agents will participate? What is the benefit of doing so?

We want to provide a consistent level of service to clients and make sure all agents are involved in the program and are in line with our value proposition. We’re committed to 100-percent involvement in the program.

While it’s well known that at least 90 percent of consumers use the Internet to search for a home, online leads are still challenging to convert. How are you meeting this challenge?

First, we don’t define them as leads. The most important thing we do is help people understand that we are an immediate resource for them, no matter where they are in the home-selling and -buying process. Every inquiry is handled with the

same level of competence and care. We don’t have as much attached to the conversion time period as we do to building a relationship and providing them with the data and resources they’ll need.

Is the ability to capture leads on the fly with mobile an important part of your strategy, and if so, why?

A big part of our strategy is to give our agents access to an individually branded mobile app so that they can respond in a timely way. Most consumers are looking for an agent to have textmessage capability so they can connect instantly. But we also stress the importance of humanizing the interactions. We need to be nimble and move with the consumer.

Do you believe this increased investment in online marketing will serve as an important recruitment and retention tool?

Absolutely. This brand attracts some of the most serious professionals to our firm and will continue to do so. We are stringent in the interview and vetting process, making sure prospects are aligned with our service-delivery expectations.

We expect to double the amount of people this year, both organically and by bringing in new and experienced agents—also through acquisitions and mergers of smaller companies. So our investment in online marketing is critical to growing how we want to grow.

What other creative marketing and/or technology investments is the company making to attract today’s consumers?

We’ve been really aggressive in conjunction with BHHS in rolling out a new CRM program. We are also continually evolving in the mobile world and have an extensive social media department.

Plus, our national branding through television and other media, and our website enhancements, will continue to evolve.

Striving for Excellence

by John Voket

Wes Flacker Broker/Owner CENTURY 21 Magellan Realty Boise, Idaho

Region served: Boise Idaho and the Treasure Valley Years in real estate: 6 Number of offices: 1 Number of agents: 28 Best tip for getting the right listing price: I don’t rely on the comparative marketing analysis summary provided by the MLS. Instead, I find five “like-kind” properties within a mile and determine the average price per square foot. That way, I can show sellers the exact (current) value of their home.

Key to staying profitable: Work a consistent 40 to 50 hours every week. I look at my daily activities and make choices that produce results in relation to my pre-determined daily revenue stream.

Best recruiting technique: Create an environment where people have the opportunity to become very good at what they do by becoming more of who they are.

What strategies are most effective for client retention?

Finish the final 10 percent. Never leave loose ends, uncompleted tasks or unfulfilled promises. If agents think the relationship or transaction is complete at closing, they’re missing out on the opportunity to set themselves apart from the competition.

How do you deal with the negative effects of the media?

The best way to mitigate negative media reports is to focus on the answers to these three

RISMedia’s REAL ESTATE December 2014 77

questions: 1. How do I represent myself? How you are with yourself will extend to how you interact with the world.

2. How do I interact with individuals, clients, friends, family, etc.? Your interaction with people will reflect on your business and the culture that is created around you.

3. How do I represent my company to the community? One of our core beliefs at CENTURY 21 Magellan Realty is excellence. We always have our client’s best interest in mind. I put my work boots on every morning knowing I have the opportunity to help people change their lives.

What strategies do your agents utilize to stand out and achieve customer loyalty?

Since most business is generated from referrals, one key to our affiliated agents’ success is having a database of 200 to 500 loyal customers, friends and contacts. In addition, agents who have spent many years in the real estate business have active and passionate lifestyles.

They’re out in the world participating in life, meeting new people every week. Successful agents are also committed to community service. They engage with the community and give their time, effort, skill and enjoyment to local service programs.

What fundamentals do you feel are essential to your company’s continued success?

Our company culture is crucial to our success.

CENTURY 21 Magellan is a company where entrepreneurship, ethics and excellence are the center of our culture. Excellence is not perfection.

Excellence is intent, heart, care and passion.

My personal excellence creates an office where people want to work harder at improving their lives, and one that delivers excellence into the community. Training is another important aspect of our success. Our career wheel has six modules: business planning, sales training, CENTURY 21 systems and tools, health and wellness, personal development and community and involvement. I look at ways to integrate these modules into our lifestyle so we can learn, grow and create while enjoying a positive work/ life balance.

78 December 2014 RISMedia’s REAL ESTATE

Working Together to Achieve Real Estate Success

by Paige Tepping

Sandra Wilken License Partner & Designated Broker Engel & Völkers Scottsdale Scottsdale, Ariz.

Region served: Scottsdale and Phoenix, Ariz.

Years in real estate: 39 Number of offices: 1 Number of agents: 18 Favorite tech tool you can’t live without: My iPad.

Best tip for finding success in today’s market:

Don’t underestimate the importance of everyone working together as a team. Every new person I hire has to compliment the culture of our team.

Not only are we looking for top producers and charity-minded individuals, they need to be able to work well with our team.

What are some of the current trends you see in your market right now? In Scottsdale, we’re no longer in a buyer’s market as far as the good deals, and prices are slowly but surely trending up. While the market isn’t what it used to be, the good news is that we’re holding steady. In addition, we’re working with sellers so that they understand the importance of coming onto the market strong with a home that’s fairly priced.

When homes are priced correctly, we tend to see buyers make a move sooner rather than later.

What is driving your business today? Since I’ve worked in the industry for 39 years, I have a great referral network, so that’s always been the base of my business. Another thing that’s driving our business now that we’re part of the Engel & Völkers brand is the fact that each of our agents has their own area of specialization. When we’re called for a listing presentation, it’s crucial that the agent be able to talk knowledgably about the neighborhood while I discuss the benefits of working with our company.

Please describe your best marketing strategies.

One of our core values centers around spending extra money on really good photography that’s included in all of our marketing pieces. Since the Engel & Völkers name is fairly new to Scottsdale, we’re doing a lot of branding ads so that everyone knows who we are.

What are two fundamentals that you feel are essential to your company’s continued success?

There are many things that contribute to our company’s success, but the areas of specialization I mentioned above are one of the most important. I also believe that recruiting will not only help build our business, but keep us on the path to success.

How does your company stay flexible and current? By attending seminars, being out in the marketplace every single day and meeting with my core team once a week to discuss exactly what’s going on in the market, what we need to change and how we need to be more flexible in certain areas. Our business is a little more seasonal (we work nonstop from October through May) since we cater to winter visitors because of our location, so we always regroup during the summer to discuss what we’re going to do next.

This way we can hit the ground running once fall arrives.

Capitalizing on the Market’s Positive Momentum

by Paige Tepping

Kenneth B. Baris President Jordan Baris, Inc., a member of Leading Real Estate Companies of the World® West Orange, N.J.

Region served: Northern New

creatively so that we can have the best infrastructure for our associates and clients.

Describe the current consumer-confidence climate in your area. We’re seeing a lot of buyer confidence. In fact, it’s the strongest it’s been since the bubble burst. The total dollar is up, the days on market are down, and the average sales price is up. The pent-up demand for housing is leading to bidding wars, with many homes selling for more than list price.

What do you like most about the region in which you work? I love that we have such variety in the types of communities and construction in the area. Within four miles of our headquarters, we have some of the country’s wealthiest people, but we also have ample entry-level housing. Our proximity to Manhattan is also great—not only because we’re able to capitalize on all the city offers, but also because we’re an ideal spot for commuters. As such, we’re fortunate to receive a lot of referrals from our fellow Leading Real Estate Companies of the World®affiliates who have clients relocating to work in the city.

What is the most significant trend positively affecting your business right now? Our ability to utilize cutting-edge technology and stay ahead of the curve. Our team is highly equipped with tools like Dotloop for transaction management, mobile solutions and automated marketing systems. We watch technology and capitalize on the tools that will help simplify the process, eliminate steps and save time in a way that allows our sales associates to provide better service.

What are some of the most creative ways you’re using social media? We focus on training our people to create compelling posts that will drive awareness and, ultimately, business. It’s important to think of your team as your army. It’s great for the broker to be active on social media, but if your army is doing it—and doing it well with great posts because you’re teaching them how—it’s much more powerful.

Jersey

Years in real estate: 29 Number of offices: 2 Number of agents: 100 Favorite part of your job: Taking the time to think

How are you preparing your agents for the future of real estate? While our company has been around since 1952, our success is based on our

RISMedia’s REAL ESTATE December 2014 79

ability to adapt and evolve. To help our agents prepare for the future, we make sure they do the same. It’s really a function of us trying to cull through all of the technology out there and present the best ones to our agents. We give them a full range of tools without additional fees—everything from websites and fee-free Internet leads to virtual tours and a CRM. We know if they use the tools we provide, they will be more successful, and we will make our money at closing.

text message today. It’s also very important to quickly respond to voicemails and emails. The key is to communicate with consumers using the medium they prefer the most.

How do you see your market evolving throughout the next year? The market will continue to be strong. We look at data from our analytics program, JB Advantage, which gives us hyper-local analytics down to the neighborhood, school and community level. Those analytics show beyond a shadow of a doubt that the positive momentum will continue.

In this ever-changing market, how does your company stay flexible? Our franchise always stays on top of technology. Attending our company and industry conferences is a great way to help us learn about current trends so that we can bring new ideas back to our offices. We get inspired by the changes both small and large brokerages are making. In today’s environment especially, we have no choice but to be flexible.

Taking Risks to Make a Name

What is your biggest challenge in today’s market, and how is your company facing it? Our biggest challenge is getting our buyers and sellers to give us a chance to respond to them. Today’s customers want things now, and if you’re not the first one to get back to them, they almost always find someone to help them elsewhere. This means time management is critical.

by Zoe Eisenberg

Chris Barnett, PC, GRI Principal Broker/CEO Realty Executives Southern Oregon Grants Pass, Ore.

Region served: Oregon Years in real estate: 15 Average time on market: 90 days Average sales price: $250,000 What is the best way to start a productive day?

Wake up at a specific time each and every day and keep a positive attitude. Trying to smile even when you’re in the midst of a difficult day always helps as well.

What is your favorite way to reach today’s consumer? Internet, Internet, Internet. Don’t be a secret agent! You must have a strong presence online. It’s crucial to engage with consumers via

80 December 2014 RISMedia’s REAL ESTATE

How does your company implement teamwork?

We are truly a “family” at our office. We cover for one another when needed and we all know our ultimate goal is to help our customers and each other. The rest will come.

Is there any piece of business advice you find yourself coming back to again and again? Sometimes you just need to jump right in and take a risk. When I opened a franchise office with Realty Executives in 2007, the market was down.

My competition thought I was crazy and my friends did too. I proved them wrong by putting our company on the radar of consumers in my area. Within our first year of business we won several top productivity and business practice awards from Realty Executives International, including the Circle of Excellence Award, Diamond Award, Chairman’s Award and Top Gun Award.

From there, we have grown every year. I also firmly believe it’s important to enjoy what you do every day. If you don’t, do something else. You’ll always be successful if you love what you do. RE

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Power Broker Predictions for 2015

As

2014 comes to a close, Power Brokers are pretty pleased. While specifics vary and hurdles still exist,

most brokers report important progress this year, with home prices and overall volume heading in generally positive directions. The big question: What’s next for real estate? Will the market continue on its upward trajectory in 2015 or will outside influences—i.e., legislation, the economy, consumer confidence—further impede the real estate recovery’s momentum? In our end-of-the-year roundtable wrap-up, Power Brokers weigh in on what lies ahead for 2015.

82 December 2014 RISMedia’s REAL ESTATE

Participants

“While there will always be an investor market, the institutional investor has waned, and that frees up properties for the first-time homebuyer.”

Linda Sherrer, president and CEO; Berkshire Hathaway HomeServices Florida Network Realty - Northeast Florida

“Foreign buyers will play a big role in the market in 2015, particularly Asian and Indian consumers. We also believe the boomers will be a significant group in the market next year.”

Jeff Sposito, president/

founder, J. Rockcliff REALTORS® - Northern California’s East Bay region

“Luxury has picked up for us, increasing substantially both in units and volume. Also, homebuilders are back in the market—not just the big, national builders, but smaller, custom builders as well.”

Christy Budnick, executive vice president, Berkshire Hathaway HomeServices Florida Network Realty - Northeast Florida

“The teeth of the Dodd-Frank Act went into place in 2014 and had a more significant impact this year than any year before.”

Jeff Detwiler, president and

CEO, Long and Foster Midatlantic region

“None of us have a crystal ball, but NAR and Fannie Mae are both predicting an uptrend in 2015 with healthy underlying demand throughout the year.”

Sherry Chris, president &

CEO, Better Homes and Gardens Real Estate National

“A lot of mortgage providers saw a significant downturn in refi business. Given the demand in the marketplace, along with the need for lenders to place mortgages, lenders will need to look at ways they can loosen their credit standards.”

Rick Davidson, president and CEO, Century 21 Real Estate LLC - Global

“With home prices improving, many homeowners of the boomer generation are seeing a rebuilding of the equity they had lost, and now find themselves no longer being stuck in an equity trap. They can now sell their homes and move the equity to a new home.”

“We have been greatly affected by the lack of inventory this year. This is the lowest inventory we have had in close to 20 years.”

D.B. Wilson, broker/owner,

RE/MAX of Boulder Boulder County, Colo.

Tom Woiwode, broker, Coldwell Banker Platinum Partners - South Carolina and Georgia Coasts

RISMedia’s REAL ESTATE December 2014 83

Maria Patterson: Let me begin by asking all of you what you believe has been the most significant change to the real estate market so far in 2014.

Jeff Detwiler: I think the single biggest issue with the recovering housing market in 2014 is the mortgage component. The teeth of the Dodd-Frank Act went into place in 2014 and had a more significant impact this year than any year before. With thousands of pages of the Dodd-Frank Act, and regulations being interpreted differently, the lending industry took a step back and decided to originate to the lowest possible risk. But if everyone does that, so many quality borrowers are left out. This is impacting the first-time homebuyer segment and considerably slowing it down.

Tom Woiwode: I agree. Mortgage rules mandated by Dodd-Frank, although incrementally implemented prior to January 2014, saw their largest implementation this year. In my view, these rule changes represent a para-

84 December 2014 RISMedia’s REAL ESTATE

digm shift in the real estate, mortgage, and banking industry, with ripple effects to nearly every industry related to housing. Without regulatory changes to Dodd-Frank, I fear we are only seeing the tip of the iceberg. Secondly, homes in flood-prone areas now have an entirely new dimension to salability. Until long-term clarity and stability are provided for the National Flood Insurance Program, homes in coastal regions like ours will have the ball and chain of flood insurance uncertainty attached to them.

Rick Davidson: I believe the greatest change we’ve seen is increased activity in mergers and acquisitions in our industry and across several sectors: the brokerage business, the franchise business, the tech space and the real estate portal world. To me, consolidation speaks to a changing market environment and the need for businesses to be more effective in ensuring what they do for the consumer.

Jeff Sposito: In 2014, our region has been most impacted by a prolonged lack of inventory and an increase of sales prices.

D.B. Wilson: We have also been greatly affected by the

lack of inventory this year. This is the lowest inventory we have had in close to 20 years.

Christy Budnick: The most significant change we’ve seen in our region this year is a stabilization of the market across our entire area, with steady price appreciation in every price range. In Northeast Florida, we haven’t seen the run-ups like in other areas of Florida. We’ve seen increases in the 3 - 5 percent range; we’re not seeing the 15 - 20 percent increases like they are in south Florida.

the fundamentals for housing are excellent.

Tom Woiwode: I am preparing for a relatively flat year in our area. In July of this year, our market finally matched closed unit volume from July 2007. If you adjust for population growth, we are still behind. However, we have come a long way since the “great abyss” of 2008 to 2012. We have a hugely diverse economy in Savannah.

This ensures our highs are not soaring, and our lows are not so bad. We have steady and solid upside.

Sherry Chris: While it’s not a change in the way we do business, and while we believe it’s always been a key underpinning of real estate, in 2014, we have heard and seen more above-the-line discussions, insights and focus from the industry at large about serving the consumer. Brokers, brands and agents are all thinking about how to use social, tech and their own approaches to develop their skill set to meet these needs. All industry sectors are joining this quest. For example, tech discussions are not just about tech applications anymore; they’re about how the functionality helps brokers and agents help the end consumer.

MP: How do you expect your markets to fare next year, in terms of both home sales and home values?

Rick Davidson: At Realogy, we follow a combination of NAR and Fannie Mae data. NAR is calling for a doubledigit increase in transaction volume, both in number of homes sold and in prices. Fannie Mae is also calling for an increase in number of homes sold and in price. In addition, NAR is calling for a larger increase in the number of homes sold and a smaller increase in pricing, as compared to Fannie, which is projecting both areas to show an increase in the 10 - 12 percent range.

Sherry Chris: Yes, none of us have a crystal ball, but NAR and Fannie Mae are both predicting an uptrend in 2015 with healthy underlying demand throughout the year.

Linda Sherrer: We anticipate seeing price appreciation in a consistent 3 - 5 percent range. We may also see folks who went through a short sale and were forced out of the marketplace able to come back into the market. A high percentage of this group desires to be homeowners again.

Jeff Detwiler: In the Midatlantic region, going into next year, we expect sales to be flat in comparison to 2014, and we expect prices, generally speaking, to continue showing appreciation, albeit at a much slower pace at first. There are some short-term hurdles, but we think

MP: Do you think we’ll see an improvement in the inventory scenario in 2015? Why or why not?

D.B. Wilson: I personally do not. We have kind of the perfect storm here. The national media is talking about the slowing appreciation rate and the fact that there are still plenty of people underwater, but here in Boulder County, we did not have the run-up in prices like the rest of the country in the early 2000s and, therefore, we did not lose nearly as much in home values during the Great Recession (as a whole, Boulder County lost less than 4 percent in value). Consequently, we have not seen a big bounce in values, but rather, a steady increase. A very big problem, though, is that home sellers are very concerned that they may sell their house and not be able to find a replacement home, and so they are reticent to put their home on the market.

Jeff Sposito: I think we’ll see inventory increase in 2015, but only slightly. Investors are purchasing properties for rental as opposed to flipping. As D.B. said, many sellers are holding off putting homes on the market because they are fearful of not having a place to go.

Tom Woiwode: In our area, lot prices remain a relative bargain and builders are taking advantage of this. We have some hot areas poised for growth, and being a coastal region, we only have one direction to grow. We have seen a tightening of inventory, and I expect this trend to continue. I believe it will remain a good time to sell, and a good time to buy.

Rick Davidson: This is a supply-and-demand business.

If demand continues and prices continue to increase, there will be more opportunities to get into the moveup market, which will bring additional homes to market.

Also, as prices continue to increase, more homes will come out from underwater. So, with continued demand, new construction and more homes out from underwater, we will continue to see improving inventory.

Jeff Detwiler: I don’t think inventory is a problem in our marketplace. There’s a lot of conversation about the dynamics of home prices and, like Rick, I’m just a simple RISMedia’s REAL ESTATE December 2014 85

supply/demand kind of person. Prices escalated significantly because of the shortness in supply, and as those price escalations level off, some of those causes of shortness in supply eased up.

Christy Budnick: Inventory in our area depends upon the price point. In the low price points, $250,000 and under, there is a little less than four months of inventory, so we’re on the edge of low. Anything above $250,000, we have a nice inventory right around 4.5 - 6 months.

MP: Do you think we’ll start to see lending standards loosen up? Why or why not?

Rick Davidson: A lot of mortgage providers saw a significant downturn in the refi business and are looking today at the need to expand the credit box in order to pick up the business in purchase money. Given the demand in the marketplace, along with the need for lenders to place mortgages, lenders will need to look at ways they can loosen their own credit standards. This comes on the heels of the FDIC finalizing the definition of the QRM and QM. Those actions should provide lenders with the framework they need to provide consistent standards.

The uncertainty of the definition was forcing lenders to lend to the highest standard in the market.

Jeff Detwiler: I also think there will be a little loosening of some of the various credit aspects next year. We’re already seeing Fannie and Freddie make those moves.

There is a groundswell of conversation around unintended consequences. We need to bring the credit pendulum back into balance.

D.B. Wilson: We have not seen many transactions fail due to denial of credit to the buyer, though we read that it is happening often on a national basis. I do believe that there has been an overcorrection to the very easy credit from before the bubble that led to our nightmare, so I think a loosening of standards would be smart and practical.

MP: What demographic groups will play an important role in your business next year?

Sherry Chris: All demographic groups play an important role in our business, and will continue to, as millennials are more ethnically diverse than any other previous generation. Our role as a brand is to educate not only our network, but the industry as a whole, on the unique traits of various consumer sets to ensure we are best serving today’s and tomorrow’s consumer. We believe it is vital to align ourselves with key diversity organizations such as NAHREP, AREAA and NAGLREP to educate and to be educated as we work to adapt the real estate industry to

86 December 2014 RISMedia’s REAL ESTATE

meet the evolving needs of the consumer.

Jeff Sposito: Foreign buyers will play a big role in the market in 2015, particularly Asian and Indian consumers. We also believe the boomers will be a significant group in the market next year.

Tom Woiwode: I agree. With home prices improving, many homeowners of the boomer generation are seeing a rebuilding of the equity they had lost, and now find themselves no longer being stuck in an equity trap. They can now sell their homes and move the equity to a new home.

Rick Davidson: We will continue to see growing demand both within the Latino market, as well as the Asian American market. There are 53 million Hispanic Americans, and that demographic is 10 years younger than the overall age of the American population. These are people who are aspiring to be homeowners, who value family and value the dream of homeownership. According to NAR, in the year ending in March 2014, $92.2 billion worth of real estate in the U.S. went to investors outside of the U.S. That represents a 35 percent increase over 2013. We believe there will continue to be a great demand for real estate in the U.S. in the international marketplace.

MP: What market segments and trends will help boost business next year?

Christy Budnick: Luxury has picked up for us, increasing substantially, both in units and volume, and we will continue to see an increase next year. Also, in the last 18 months, homebuilders are back in the market—not just the big, national builders, but smaller, custom builders as well. I expect to see even more of that. We also expect relocation to be strong. We were just awarded a nice group move with GE.

Jeff Detwiler: A very positive trend we’re seeing is reurbanization and a desire to live in an urban setting.

We’re seeing a lot of renovation work and changeover in buildings that are bringing people downtown. We’re also seeing the creation of town centers that include retail, entertainment and residential space.

Rick Davidson: Because numbers today are far below where they have been historically, we will see growth and growing demand from first-time homebuyers. Also, Century 21 recently conducted a survey looking at the importance that singles are playing in the real estate market. According to NAR data, 32 percent of all real estate purchases in 2013 were made by single homeowners.

We think singles will continue to play an important role in the purchase market next year.

Linda Sherrer: We’re also seeing the trend of young, sin-

gle homebuyers. While there will always be an investor market, the institutional investor has waned, and that frees up properties for the first-time homebuyer. We’re also seeing a trend of boomers who don’t really want to downsize or right-size, but rather, want the same square footage as their home in a condo that doesn’t require all the work.

Sherry Chris: While all market segments are vital to our business, we have two particular segments of focus: first-time homebuyers and luxury consumers. Buying a home is an emotional process, especially for first-time buyers who are unsure of what to expect. We need to be their trusted advisors before, during and after the transaction. Additionally, the luxury market is so competitive, and we strive each day to provide our affiliates with targeted training, marketing resources and high-end assets to provide the specific kind of service and luxury insight the affluent consumer expects.

Jeff Sposito: We expect the luxury, investment and moveup/move-down buyers and sellers to play a big role in our market next year.

Tom Woiwode: While we look at all market segments as opportunities, we find new construction, first-time, moveup and luxury as our biggest opportunities. We are gearing up for next year with an eye to each segment, and devoting resources and efforts to each.

MP: What do you believe will be key to success in 2015?

D.B. Wilson: Building and cultivating our relationships within the community. We have begun seeing great success from our involvement through social media in our

efforts to help promote small businesses and the many worthwhile non-profits in our area.

Jeff Sposito: In 2015, we will be focused on target marketing to identify “new” demographic groups and training our agent population to work with these demographics.

Jeff Detwiler: In 2015, I think every broker has to be very aware and responsible in terms of cost structure. We all spend a lot of money. If it doesn’t drive transactions and doesn’t support agents, then why are we doing it?

Christy Budnick: Focusing on listings. That’s key to a successful year. To do that, you need to be focused on the client experience. We need to make sure that we are the place people think of when it comes to listing homes.

Rick Davidson: Back to basics is a critical strategy—working your sphere of influence, leveraging technology in the marketplace, prospecting, serving your customer in the best possible manner, and leveraging every resource you have available. In order to get listings, you have to focus on the basics. They go together.

Sherry Chris: Success to me means our brand continues to align with innovative brokerages and sales associates that share our core values of Passion, Authenticity, Innovation, Growth and Excellence. With growth, we will continue to challenge ourselves to seek out new ways to approach our business and empower our stakeholders.

Tom Woiwode: We believe in a positive and supportive atmosphere to work in. We believe that technology is a tool, and not the goal. We believe in providing excellent customer service to each other so we can provide it to our customers. We believe in doing things the right way the first time. Last but not least, we believe this is a people industry, and no technology will replace a trusted relationship, nor replace the service of a REALTOR®. RE RISMedia’s REAL ESTATE December 2014 87

with a follow up

{Ask the Experts}

Andrew Woolley Executive Director of International Payments Moneycorp www.moneycorp.com/usa

Q:

What are some of the different currency risks investors may face when purchasing property overseas? And what can be done to combat them?

A:

When investing in overseas property, before you begin, you should be clear of the charges and currency risks you might face.

When dealing with large sums of money—such as property prices—factors such as fluctuating exchange rates can strongly affect your exchanged amount. Therefore, when purchasing and managing your property, we would suggest speaking to a currency specialist in order to limit your currency risk and streamline the process.

One of the main things to be aware of is the risk of currency volatility and the affect this can have on the return on your investment. If the currency in the country where your investment property is located depreciates significantly over a fiveyear period, you could find there is a significant reduction in the return on your investment. A foreign exchange specialist can provide guidance on the currency market you are entering.

You must also bear in mind where the investment income from your property will be paid to, as you could be impacted by charges.

If you open an overseas bank account, there can be costs attached, and while it varies from country to

If the currency in the country where your investment property is located depreciates significantly over a five-year period, you could find there is a significant reduction in the return on your investment.

– Andrew Woolley Executive Director of International Payments Moneycorp

country, you could end up paying non-residency fees, for example.

Alternatively, if you are transferring your money back to your UK bank account, you may find that they will charge you around 3 - 4 percent of the transaction value. This could have a serious knock-on effect to your investment return.

Be sure to seek sound financial advice before investing. Keep in mind that some foreign exchange specialists work with a number of local financial advisors who can

make sure clients know the country’s taxes and charges involved when buying property. The taxation systems can be complex and investors need to be aware in order to avoid being double taxed.

In addition, be aware of the currencies that have historically been more volatile and, therefore, pose greater risk to investors, such as emerging market currencies. If you are thinking of investing in wine in Argentina or Chile, for example, this is a crucial consideration.

RISMedia’s REAL ESTATE December 2014 89

Other currencies that investors should perhaps be cautious of, due to a more volatile exchange rate, are currencies with a value correlated to commodity prices.

The value of currencies such as the Australian dollar and the South African Rand move with the value of commodities such as oil. Currencies such as these tend to be correlated to commodity prices due to their domestic industries.

There are also a number of currencies that pose less risk to investors. Investments priced in dollars are a more reliable choice for an investor. For example, gold is always priced in U.S. dollars, as are soft commodities such as wheat and grain.

Kathy Cummings Homebuying Coach Bank of America Home Loans www.bankofamerica.com

Q: A:

Will homebuyers be ready to act in 2015?

As real estate professionals prepare their business approach for 2015, the details will rest on the answer to these two questions: 1. Who will be buying homes in the coming year?

2. What will the mix of buyers look like?

Accurate predictions about the future of the housing market are fleeting, but by looking at trends among traditional market segments—firsttime buyers, move-up buyers and empty nesters—we can gain some insight into what’s in store for the coming year.

90 December 2014 RISMedia’s REAL ESTATE

First-time buyer market has great potential While the first-time buyer segment is likely to remain below historic levels, there are reasons to be optimistic that millennial and multicultural buyers will show strength.

8 The millennial generation is beginning to hit 32 years of age— the historical median age of firsttime homebuyers.

8 Recent reports from the Pew Research Center note that millennials are more educated than any generation before them, making them well positioned for economic improvement as the labor market strengthens. 1 8 Multicultural buyers continue to drive first-time buyer trends. According to Harvard’s 2014 State of the Nation’s Housing, “At last measure, 32 percent of all firsttime buyers were minorities, with Hispanics alone accounting for

14 percent. First-time homebuyers are also more likely to be foreign born (16 percent) compared with current homeowners (10 percent).” 2 Move-up buyers buoyed by equity gains As home prices increase, homeowners should become more aware of the current value of their homes and decide to make their moves for a variety of reasons. Some may have growing families, while others may be relocating for lifestyle or employment reasons.

Regardless, as home equity levels and job markets continue to improve, trading up to a bigger home may well become a more attractive option, making move-up buyers a solid source of business for real estate professionals in the coming months. These move-up buyers should also begin to free up some of the more “entry level,” afford-

Accurate predictions about the future of the housing market are fleeting, but by looking at trends among traditional market segments— first-time buyers, move-up buyers and empty nesters—we can gain some insight into what’s in store for the coming year.

– Kathy Cummings Homebuying Coach Bank of America

The homebuilding industry thinks the time is right In August 2014, the National Association of Home Builders’ 55+ Housing Market Index reflected greater optimism in the empty-nest segment. The organization noted “the index reached its highest second-quarter reading since it began in 2008, and it posted its 11th consecutive quarter of year-over-year gains.” 3 able housing that first-time buyers are having difficulty finding today.

Empty nesters seeking new habitats For more than a decade, experts have predicted significant changes in the 55+ housing market. As more people from the baby boomer generation enter their retirement years, will we see the expected shift in their housing choices?

Stay in the know about buyer trends and ways to help grow your business Forecasts about the nation’s housing market change frequently with many factors impacting local markets. Bank of America does a tremendous amount of research and outreach to a wide variety of homebuyers and has significant information to share with real estate professionals, both about potential

buyers and the types of financing that may be best suited to them.

We have also established productive marketing alliances with many real estate companies in an effort to help them better serve their clients’ overall home-buying needs.

Learn more about how we can work together and the possibilities of an alliance for your company, or even for an individual real estate professional, by visiting Bank of America’s Agent Resource Center or calling (866) 412-4151.

“Millennials in Adulthood,” Pew Research Center, May 7, 2014, http://www.pewsocialtrends. org/2014/03/07/millennials-in-adulthood/

1

“2014 State of the Nation’s Housing,” Harvard Joint Center for Housing Studies, http://www.jchs. harvard.edu/sites/jchs.harvard.edu/files/sonhr14color-full.pdf

2

http://www.nahb.org/news_details.aspx?sectionI D=1843&newsID=16954

3

{Basic Training}

The

Ultimate Team

by Verl Workman

92 December 2014 RISMedia’s REAL ESTATE

Single agent or team?

T

his question has been asked by agents, brokers and owners of companies, and depending on whom you ask, you’ll get a different answer. As a coach to many elite agents and teams, I’ve seen successful business models either way. Let me begin by describing what it means to have a team. Teams can be as small as a licensed assistant and can grow to include the following positions: 8 Rainmaker 8 Administrative assistant 8 One or more buyer’s agents 8 Transaction coordinator 8 Listing coordinator 8 Listing partner 8 ISA or Inside Sales Associate

Each of these positions has a distinct job description and clearly defined roles and responsibilities. As a team grows, there’s a correct order and compensation structure that allows the rainmaker or team leader to run a profitable business.

The primary reason agents form teams is because they feel that their best use of time is focused in a particular area where they have passion and the ability to succeed. By adding an assistant, they quickly realize that by spending more time prospecting and on business development, their opportunities increase. So they hire a buyer’s agent to help them show homes, and as they add each person to the team, they begin to form successful habits that allow them to continue to grow.

We build teams based on core values, exceptional customer service, operational excellence and profitability.

Some of the advantages of being on a team, or starting a team, are as follows:

8The client gets to work with specialists throughout the transaction who have a better understanding of the transaction process at their level. For example, a closing coordinator who closes five to 10 deals a month has a lot more experience and knowledge than an agent who closes five to 10 deals a year. A buyer’s agent who closes three to five transactions a month and specializes in working with buyers knows the market, understands the clients’ needs, and because of this high level of interaction, becomes an expert in working with buyers.

8Life balance is a core motivating value that makes rainmakers want to form teams. High producing agents find a cap to their production simply because there are only so many hours in a day—you can only do so much and then something has to give. I recommend getting an assistant day one in real estate. If you spend any time doing administrative tasks, you’re doing it at the expense of something more important or of higher value.

8Coming to work and loving your experience is so valuable. Building a team with the right culture, core values and fun allows people who don’t thrive well on their own to be in a productive environment with like-mined people that have common goals. Being part of a team can be very rewarding.

Teams aren’t for everyone and there are a lot of successful agents who choose not to have teams. It’s up to you to decide what business model fits with your brand, your company and your goals. RE Verl Workman is the founder and CEO of Workman Success Systems (1-385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman. com. To hire Verl to speak at your next event, email events@VerlWorkman.com.

RISMedia’s REAL ESTATE December 2014 93

Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®....................................................................................... 95 American Home Shield............................................................. 95 Bank of America Home Loans................................................... 95 Berkshire Hathaway HomeServices........................................... 95 Better Homes and Gardens Real Estate LLC.............................. 95 Carrington Real Estate Services................................................ 95 Centralized Showing Service..................................................... 95 Century 21 Real Estate LLC...................................................... 95 Certified New Home Specialist.................................................. 95 DocuSign................................................................................. 95 ERA Franchise Systems, LLC..................................................... 95 FeedbackCentral...................................................................... 96 First American Home Buyers Protection Corporation.................. 96 HomeFinder.com...................................................................... 96 Homes.com............................................................................. 96 HomeSmart International......................................................... 96 HSA Home Warranty................................................................. 96 Leading Real Estate Companies of the World®.......................... 96 Lumentus Social...................................................................... 96 Mobile Real Estate................................................................... 96 National Association of REALTORS®.......................................... 96 Norman-Spencer Agency, Inc.................................................... 97 On The Move, Inc...................................................................... 97 The Personal Marketing Company............................................. 97 Pillar To Post Home Inspectors.................................................. 97 Pinnacle Quest Consulting........................................................ 97 Point2...................................................................................... 97 Prudential Real Estate ............................................................. 97 The Real Estate Book............................................................... 97 Realogy Holdings Corp............................................................. 97 realtor.com®............................................................................ 97 Realtors Property Resource®.................................................... 97 Realty Executives International, Inc........................................... 97 Realty ONE Group.................................................................... 98 RE/MAX, LLC............................................................................ 98 RentalRoost, Inc....................................................................... 98 RIS Consulting Services........................................................... 98 SharperAgent........................................................................... 98 Showing Beacon...................................................................... 98 Stewart Title............................................................................. 98 Top 5 in Real Estate................................................................. 98 Top Producer® CRM.................................................................. 98 Workman Success Systems...................................................... 98 zipLogix.................................................................................... 98

RREIN Service Providers Ascent Real Estate, Inc............................................................. 99 Berkshire Hathaway HomeServices Alliance Real Estate............ 99 Berkshire Hathaway HomeServices Ambassador Real Estate..... 99 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®......99

94 December 2014 RISMedia’s REAL ESTATE

Berkshire Hathaway HomeServices, Florida Network Realty....... 99 Berkshire Hathaway HomeServices Florida Realty..................... 99 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.......99 Berkshire Hathaway HomeServices Georgia Properties.............. 99 Berkshire Hathaway HomeServices Nevada Properties............ 100 Berkshire Hathaway HomeServices Select Properties.................100 Berkshire Hathaway HomeServices The Preferred Realty............100 Better Homes and Gardens Real Estate Mason-McDuffie........ 100 Better Homes and Gardens Real Estate Rand Realty............... 100 Calcagni Associates Real Estate............................................. 100 CENTURY 21 Affiliated............................................................ 100 CENTURY 21 Alliance.............................................................. 100 CENTURY 21 AllPoints Realty.................................................. 100 CENTURY 21 Award................................................................ 100 Century 21 New Millennium................................................. 100 CENTURY 21 Scheetz............................................................. 100 Coach Realtors®................................................................. 101 Coldwell Banker Advantage..................................................... 101 Coldwell Banker D’Ann Harper, REALTORS®............................. 101 Coldwell Banker First Realty.................................................... 101 Coldwell Banker High Country Realty...................................... 101 Coldwell Banker Hunter Realty................................................ 101 Coldwell Banker Kappel Gateway Realty.................................. 101 Coldwell Banker Platinum Partners......................................... 101 Coldwell Banker Prime Properties........................................... 101 Diane Turton, Realtors®....................................................... 101 Fillmore Real Estate............................................................... 101 First Team® Real Estate.......................................................... 101 Five Star Real Estate.............................................................. 102 GARDNER, REALTORS®........................................................... 102 Gloria Nilson & Co. Real Estate.............................................. 102 Harry Norman, REALTORS®..................................................... 102 J. Rockcliff Realtors®........................................................... 102 Jordan Baris, Inc., Realtors®................................................ 102 Kinlin Grover Real Estate Real Living....................................... 102 Long & Foster Real Estate, Inc................................................ 102 Lusk & Associates Sotheby’s International Realty.................... 102 McCOLLY Real Estate.............................................................. 102 Page Taft Real Living............................................................... 102 Patterson-Schwartz Real Estate.............................................. 103 Prudential Towne Realty.................................................................103 Randall, Realtors® Real Living...................................................103 Real Estate Teams, LLC..................................................................103 Real Living Lifestyles Real Estate...................................................103 RE/MAX 440 and RE/MAX Central......................................... 103 RE/MAX of Boulder, Inc.......................................................... 103 RE/MAX Crossroads............................................................... 103 RE/MAX Gateway................................................................... 103 RE/MAX Professionals............................................................ 103 RE/MAX Suburban................................................................. 103 RLS, REALTORS®.................................................................... 103

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation. That training gives an agent knowledge and confidence to navigate the current market.

American Home Shield (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

Bank of America Home Loans www.bankofamerica.com/agentresources At Bank of America, we’re focused on creating real, meaningful connections with individuals, businesses and communities to help them connect with what matters most. Everyday, we’re proud to partner with our customers, bringing them our skills and expertise, in order to help make their financial lives better. AR4ACD29.

Berkshire Hathaway HomeServices (800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate.

The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

BETTER HOMES AND GARDENS REAL ESTATE LLC (866) 616-4224 • Madison, N.J. • Sherry Chris, President & CEO Better Homes and Gardens Real Estate LLC launched its international franchise system in the residential real estate marketplace in July 2008. In October 2007, Realogy, a global franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services, entered into a 50-year agreement to license the Better Homes and Gardens® Real Estate brand from Meredith Corporation, one of the nation’s leading media and marketing companies. For more information, visit the “company facts” section at www.realogy.com/media, or participate on the company blog at www.bhgrealestateblog.com.

Carrington Real Estate Services (877) 330-2773 • Carringtonrealestate.com/Join Carrington Real Estate Services is one of the 18 companies under the Carrington Holding Company, LLC. Together, these businesses cover virtually every aspect of the single-family residential real estate transaction, including investment in U.S. real estate and mortgage markets, loan origination and service, asset management and property preservation, rentals, title and escrow services. By leverag-

ing our family ties, we have grown to be one of the largest residential real estate brokerages in the country in just five short years.

Join our network of more than 1,200 sales professionals serving 26 states.

Centralized Showing Service (877) 688-SHOW (7469) • www.showings.com • Overland Park, Kan. Established in 1994, Centralized Showing Service is one of the nation’s premier home-showing, appointment-setting services, with six call centers that service 70+ markets across the country. Each year, more than 15 million showings are scheduled for their more than 139,000 agent members. Agents can compile detailed showing reports and enter feedback into reports that can be given to sellers to keep them informed on their home and let them know what they need to improve.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is the franchisor of the world’s largest residential real estate sales organization, with approximately 6,900 independently owned and operated franchised brokerages and more than 102,000 real estate professionals in 75 countries and territories worldwide. Technology initiatives include both English and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the CENTURY 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

Certified New Home Specialist (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate, and construction experts, Dennis and Teresa Walsh. The Walsh’s have established Certified New Home Specialist™ as the #1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

Docusign (866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

• Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the official and exclusive provider of ESIGN services for NAR members, under the REALTOR Benefits® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send, sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, Inc., a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,300 independently owned and operated offices with approximately 31,000 brokers and sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

RISMedia’s REAL ESTATE December 2014 95

FeedbackCentral (366) 369-3215 • www.feedbackcentral.com • Bedford, Texas FeedbackCentral.com contacts showing agents on behalf of sellers or listing agents to collect the feedback necessary to more effectively communicate buyer reaction to their homes. This service is available in two plans. FeedbackCentral.com Online is an automated email system in which showing agents are contacted to provide online feedback. FeedbackCentral.com Voice takes this concept a step further by utilizing FBC representatives to contact showing agents via telephone to gather information on showings.

First American Home Buyers Protection Corporation (800) 444-9030 • https://homewarranty.firstam.com/realtor.aspx First American Home Buyers Protection is a leading provider of home warranties. We offer homeowners, home buyers, and home sellers protection against costly repairs and replacements on their home’s essential systems and appliances. Our services are supported by a national network of independent pre-screened and qualified contractors. Founded in California in 1984, the company operates two call centers in California and one in Arizona, and is a member of the First American Financial Corporation family of companies.

HomeFinder.com (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. • Kelly Faso HomeFinder.com is a leading online real estate search site and provider of strategic digital marketing solutions. The 20,000 real estate agents that comprise the HomeFinder.com advertising network utilize a unique suite of product offerings, including a patent pending Single Property Website. Through a national affiliate network of 375 online newspaper partners, HomeFinder.com is the only real estate search site to also provide relevant listing content to homebuyers through local online newspaper portals.

Homes.com (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HomeSmart International (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastest growing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives on the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success.

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. Their clients are protected from the financial burden that comes with unexpected mechanical failures in their home. They avoid post-sale disputes about 96 December 2014 RISMedia’s REAL ESTATE

who should pay for the repair, and they can get the problem fixed quickly and conveniently by making just one call to HSA.

Leading Real Estate Companies of the World® 312-424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a global network of over 500 premier real estate firms with 4,000 offices and 120,000 sales associates in over 40 countries around the world.

The company’s luxury marketing program, Luxury Portfolio International®, markets over 25,000 of the world’s most remarkable homes annually and attracts over three million high-net-worth visitors a year to its award-winning website, LuxuryPortfolio.com.

Its corporate relocation company, RELO Direct®, Inc., provides global employee mobility services to corporations worldwide.

Lumentus Social contact@lumentussocial.com • www.lumentussocial.com Lumentus Social for Real Estate is an easy to use online solution that helps agents and brokers make their social media assets more effective. By posting from our blend of relevant stories, real estate professionals can remain top-of-mind. Our simple solution ensures that your network receives the kind of news and information they want to read and share within their own social networks, and this helps drive leads.

Mobile Real Estate (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director Mobile Real Estate is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. Mobile Real Estate will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Officer • Bob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • Kenneth Burlington, VP, Strategic Alliances, Business Development, and Product & Sales Management • Karen Bebart, VP, Marketing • Matt Lombardi, VP, Conventions • Marc Gould, VP, Business Specialties • Constance Freedman, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the NATIONAL ASSOCIATION OF REALTORS®, and subscribes to its strict Code of Ethics and Standards of Practice.

NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Visit www.REALTOR. org/RealtorBenefits. And, for a lifetime of learning, REALTOR® University can take your career to the next level, with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.com. The REALTOR® Store features print and ePublications including top-sellers the “Social Media for REALTORS® VIP 4-Pack,” and the “2013 NAR Profile of Home Buyers and Sellers.” Visit www.REALTOR.org/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s membership. Visit www.secondcenturyventures.com. For a complete listing of the benefits of NAR membership, visit www.REALTOR.org.

Norman-Spencer Agency, Inc. (800) 477-9192 x.6001 • www.norman-spencer.com/toptier Norman-Spencer Agency, Inc. is recognized as a nationally acclaimed provider of property and casualty insurance services.

Our Top Tier Real Estate Errors and Omissions Insurance Program is designed to address the specific needs of the largest real estate firms in the industry. We’ll work with your existing insurance agent or refer one to you who is familiar with our Top Tier Program. Please call us at 800.477.9192 x.6001 or visit www.norman-spencer.com/toptier.

On The Move, Inc. (800) 645-9949 • www.onthemovetrucks.com • Boerne, Texas • Susan Nash: President/CEO • Sylvain Mallaise: Director of Sales • CJ Steen: Marketing Director On The Move’s trucks are moving billboards personalized with your company’s graphics and can be used for free by your clients. This moving billboard can be driven around town by drivers you do not have to pay, using gas you do not have to provide, while making thousands of visual impressions daily. A billboard can cost more than $1,000 per month. For less money you can obtain a rental truck for your clients to use and to even donate its use for community goodwill.

THE PERSONAL MARKETING COmpany (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services.

PILLAR TO POST home inspectors (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Jay Gregg, Marketing Founded in 1994, Pillar To Post is now the largest home inspection company in North America with over 400 franchisees, located in 47 states and 8 Canadian provinces. The Pillar To Post difference includes printing a computer generated report on-site at the time of the inspection, all inspectors must carry $1 million in E+O insurance that covers both the agent and the broker and we offer three unique home inspection packages designed to better suit the individual needs of our clients.

Pinnacle Quest Consulting (801) 410-0466 • www.PinnacleQuest.com • Salt Lake City, Utah · Brent Gray, President & CEO/Founder · Verl Workman, VP of Sales/Founder · Scott Schreyer, Vice President of Business Development Pinnacle Quest Consulting assists companies in setting up and streamlining their processes, systems and sales strategies, thereby helping them achieve greater adoption of their products and services into specific vertical markets. Specializing in operations, sales force building, compensation and project management, Pinnacle Quest’s executive-level talents are utilized by both major companies and emerging start-ups.

Point2 (888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Linda Moola (lmoola@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs,

Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2 Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units.

Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

PRUDENTIAL REAL ESTATE (800) 999-1120 • www.prudentialrealestate.com • Irvine, Calif.

• Lou Gonzalez, Senior Vice President, Franchise Sales Prudential Real Estate, with more than 1,400 offices and 47,000 agents, represents one of America’s largest real estate brokerage franchise networks. In July 2013, Prudential Real Estate was ranked highest for customer satisfaction in three of the four segments included in J.D. Power and Associates’ annual Home Buyer/Seller Satisfaction Study.

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book’s multi-media marketing packages combine print with mobile and digital tools to create the most effective personal branding and lead generation tools and the most complete integrated media buy available. Included are interactive and locally distributed print ads; SMS text lead generation; personally branded web, tablet and mobile sites; GPS-enabled yard signs and more. Go to Store.RealEstateBook.com to find your local Real Estate Book representative.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems, as well as relocation and title services. Realogy’s brands and business units include: Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,500 offices with 251,000 independent sales associates doing business in 104 countries around the world.

Engage with realtor.com® (800) 878-4166 Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs, and most listings updated every 15 minutes. Realtor.com® does not allow FSBO listings on the site.

Homes for sale on realtor.com® only display the real listing price established between seller and broker, not inaccurate machine generated estimates. Visit realtor.com®.

Realtors Property Resource® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, Senior Vice President of Operations/Industry Relations Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

Realty executives international, inc.

(800) 252-3366 • www.RealtyExecutives.com Realty Executives International, Inc., one of the fastest growing real estate franchises in the United States, boasts nearly 10,000

RISMedia’s REAL ESTATE December 2014 97

sales associates and more than 500 franchises worldwide in 26 countries. Since 1965, Realty Executives International has built a culture of top producers by offering an environment that is truly agent-centric and designed to best support the professional real estate practitioner. Publications like Entrepreneur, Success and Inc. magazines have ranked Realty Executives Intl. as a leader based on growth, management stability and financial soundness.

Realty ONE Group www.RealtyONEGroup.com • (888) 461-0101 Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

For more information, visit www.RealtyONEGroup.com.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo.

RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with nearly 90,000 Sales Associates working in over 80 countries. RE/MAX University offers extensive training, available on demand through a number of platforms. The consumer website, remax.com, is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

RentalRoost, Inc. (925) 357-3783 • www.rentalroost.com • Pleasanton, Calif.

• Nitin Shingate, CEO & Co-founder • Vikram Raghavan, President & Co-founder • Harini Venkatesan, COO & Co-founder • Gabriel Balanag, Director of Business Development • Silvia Englert , Marketing Manager RentalRoost, Inc. is a technology-based rental search and recommendation engine that utilizes social media data and proprietary algorithms to help match users with rental properties. RentalRoost focuses on the users’ livability in each property they search, including how kid-friendly, pet-friendly, and commute-friendly a property is. Additionally, RentalRoost also helps users find rental properties by proximity to entertainment, arts, dining, and other popular locations. RentalRoost was founded in 2012 with searches limited to the San Francisco Bay Area. In November 2013, RentalRoost launched nationally.

RIS CONSULTING SERVICES

HTML email (no attachments or links), or post to their personal website. One of the more powerful features allows the subscriber to run complete promotional and follow-up drip email campaigns through a proprietary online Customer Management System.

Showing Beacon (877) 277-6622 • www.showingbeacon.com • Lenexa, Kan. The Showing BeaconTM is a revolutionary showing notification system that alerts sellers when they can return to their residence after a showing. This patent pending, wireless device can be placed on a counter or tabletop, or hung on the inside of the front door. At the conclusion of the showing appointment, the agent simply pushes the red button as they leave the residence and a text or voice message is immediately sent to the seller’s mobile device.

Stewart title Stewart is a customer-focused, global title insurance and real estate services company offering products and services through our direct operations, network of approved agencies and other companies within the Stewart family. Stewart offers personalized service, industry expertise and customized solutions for virtually any type of real estate transaction. Real estate services include title insurance; mobile applications; eco-friendly closings; SureClose® document management system; specialty insurance services; commercial and global expertise and more. For more information, visit www.stewart.com.

Top 5 in Real Estate (203) 853-2167 • www.Top5inRealEstate.com RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifications and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

Top Producer® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base. Top Producer® CRM allows you to connect to dozens of popular lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with Top Producer® CRM. Visit TopProducer.com

Workman success systems

(203) 852-4304 • Norwalk, Conn.

• John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting firm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

(801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. His empowering presentations and coaching programs have helped thousands of agents reach their goals. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work, in order to achieve top performance and industry excellence.

SHARPERAGENT

zipLogix

(866) 614-9372 • www.SharperAgent.com • Denver, Colo.

• Brian Wildermuth, President SharperAgent delivers the industry’s most powerful contact marketing system that combines direct mail and email marketing into one easy-to-use system. SharperAgent subscribers can distribute personalized newsletters, greeting cards, local marketing cards, sports schedules, flyers and much more via traditional mail, 98 December 2014 RISMedia’s REAL ESTATE

(866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estate-focused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®.

RREIN Member Profiles Ascent Real Estate, Inc. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego areas that we service. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as the exclusive San Diego affiliate of Leverage Global Partners, Ascent Real Estate is a hyper-local brokerage with a global reach.

Berkshire Hathaway HomeServices Alliance REAL estate (800) 325-7700 • www.bhhsall.com For over 35 years, Berkshire Hathaway HomeServices Alliance Real Estate has served the Greater St. Louis metropolitan area, earning a highly respected reputation for quality service and state-of-theart technology. Known for its growth throughout the region, the company operates seven branch locations with over 375 agents in four major counties, making it the 2nd largest residential real estate brokerage in the area. Berkshire Hathaway HomeServices Alliance Real Estate offers a full range of complementary services, including corporate relocation, new homes marketing, commercial sales, and mortgage, title and home warranty products.

Berkshire Hathaway HomeServices Ambassador Real Estate (402) 493-4663 or (800) 477-7653 agents@BHHSamb.com • www.BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

Berkshire Hathaway HomeServices C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate, South Carolina since 1964. With more than 275 agents on board and nine offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients, while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

Berkshire Hathaway HomeServices, Florida Network Realty (904) 296-1906 • www.FloridaNetworkRealty.com or www.BHHSFloridaNetworkRealty.com Since 1988, Founder, President and CEO Linda H. Sherrer has led a team of more than 300 real estate professionals in eight branch offices in the buying and selling of residential property throughout Northeast Florida. The company also operates a corporate REO and relocation division, a builder sales and marketing division, a title company, a referral company and is in a mortgage partnership with EverBank. During the past decade, the company has sold more than 31,000 homes valued at more than $8.5 billion. This year, the company is celebrating its 25th anniversary and is giving back to the Northeast Florida community in a big way. For every listing and home sold, the company is making a donation to Dreams Come True, a nonprofit organization that makes dreams come true for children battling life-threatening illnesses in Northeast Florida. In honor of its 25th anniversary, BHHS Florida Network Realty has a goal of contributing $25,000 in the next year.

Berkshire Hathaway HomeServices Florida Realty (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the 5th largest brokerage in the nation among the affiliate Network brokers and offers residential and commercial services, seasonal rentals, property management, REO & Foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. BHHS Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001. For more information, visit www.BHHSFloridaRealty.com.

Berkshire Hathaway HomeServices FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, the company has 4,000 Sales Associates in 65 sales offices throughout the Tri-State area. These two legendary companies have joined forces to begin a new era in real estate. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients including mortgage financing and title, property and casualty insurance. For more information on Berkshire Hathaway HomeServices, go to www.foxroachfuture.com. Visit our website at www.foxroach.com.

Berkshire Hathaway HomeServices Georgia Properties (770) 992-4100 • www.BHHSGeorgia.com BHHS Georgia Properties has 22 locations and 1,100 agents, and is an independently operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to associates and their clients. BHHS Georgia Properties is ranked No. 1 in homes sold, buyers represented and overall transactions for 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

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Berkshire Hathaway HomeServices nevada Properties

CENTURY 21 Affiliated

(800) 735-4488 • www.BHHSNV.com With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

(800) 238-4646 • www.Century21Affiliated.com • Dan Kruse, President, dankruse@c21affiliated.com Founded by Bill Kessler in 1977, CENTURY 21 Affiliated quickly emerged as a leader within the CENTURY 21 system. The business philosophy states to treat the public fairly, treat the agents as customers, be assertive and proactive, be positive, be professional, and be state-of-the-art. With this philosophy, CENTURY 21 Affiliated has grown into Illinois, Indiana, Michigan, Minnesota, and Wisconsin with more than 56 locations and 1,200 top professionals. We are ranked as one of the top 50 real estate companies in the world and No. 1 within the CENTURY 21 system!

Berkshire Hathaway HomeServices select properties (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, BHHS Select ranks as the No. 1 locallyowned real estate firm in St. Louis. BHHS Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and takes pride in being recognized in the community for high standards and ethics.

Berkshire Hathaway HomeServices the Preferred Realty As one of southwestern Pennsylvania’s largest real estate companies, Berkshire Hathaway HomeServices The Preferred Realty provides quality service, care and expertise. No matter what your real estate needs, Berkshire Hathaway HomeServices The Preferred Realty’s team of expert and experienced real estate professionals can help. As a full-service real estate company, BHHS The Preferred Realty provides real estate buying and selling services, mortgage and financing, title and settlement, property management, insurance, relocation services and more.

Better Homes and Gardens Real Estate Mason-McDuffie (888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Mason-McDuffie Real Estate name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

Better Homes and Gardens Real Estate Rand Realty info@randrealty.com • www.randrealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) along with title, mortgage, and insurance services (Hudson United).

The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

Calcagni Associates Real Estate (203) 272-1821 • www.calcagni.com • www.land-consulting.com Calcagni Associates is the premier independently owned and operated real estate company servicing central Connecticut for over four decades. We understand the benefits of providing service that goes beyond what is expected and pride ourselves on establishing lifelong relationships with our clients. In addition to residential real estate, we also specialize in land consulting and new construction, and have divisions that handle bank-owned properties and commercial real estate.

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CENTURY 21 Alliance (215) 757-2121 • www.c21alliance.net CENTURY 21 Alliance is the most decorated company in the history of CENTURY 21, and recognized with the triad of their top honors, including the 2100 Cup, Cartus Cup and Technology Award.

With over 15 billion sales since 2000, the company’s 500 associates are armed with the latest technology tools and systems. A major company strength is their relocation division—a perennial Platinum broker serving as a primary Cartus broker in the Delaware Valley.

CENTURY 21 Allpoints realty (800) 525-7793 • www.C21AllPointsRealty.com CENTURY 21 AllPoints Realty is an award-winning, full-service real estate company with six offices serving Connecticut. We work with buyers and sellers in our own communities and throughout the country, establishing life-long relationships by delivering outstanding service when it comes to any of their real estate needs.

CENTURY 21 Award (800) 293-1657 • www.century21award.com Century 21 Award is the premier southern California-based, full service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank owned properties.

CENTURY 21 New Millennium (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full service real estate brokerage company specializing in residential and luxury properties.

In addition to its newest Washington D.C. location, the Virginia locations are in Alexandria, Centreville, Culpeper, Fredericksburg, Gainesville, McLean, Stafford, and Woodbridge. The Maryland offices are located in Annapolis, Columbia, Dunkirk, La Plata, Lexington Park, Lusby and Waldorf. Its core services include: mortgage financing, investing, settlement services, property management, property insurance, global relocation assistance, and commercial real estate.

CENTURY 21 Scheetz (317) 844-5111 • www.c21scheetz.com CENTURY 21 Scheetz has serviced the Metropolitan Indianapolis Market since 1976 and is the No. 1 CENTURY 21 office in the Indiana/Ohio region as well as one of the top 10 companies in the CENTURY 21 System. CENTURY 21 Scheetz Company was awarded the 2011 CENTURY 21 Art Bartlett 2100 Cup, the most coveted company award in the CENTURY 21® System. The CENTURY 21 system continues to evolve and change and is not afraid of new ideas and innovative ways of doing business, excels in customer service and professionalism, as well as embraces all of the CENTURY 21 tools and systems.

Coach Realtors® (800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach Realtors® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach Realtors® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World® and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

Coldwell Banker Kappel Gateway Realty

(800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

(800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining for more than $600 million in sales dollar volume in 2012. Welcoming more than 240 agents in seven offices serving Solano County with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals. Call (800) 426-0898 or log on to our website at www.KappelGateway.com.

Coldwell Banker D’Ann Harper, REALTORS®

Coldwell Banker Platinum Partners

Coldwell Banker Advantage

(210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company servicing the metropolitan San Antonio, Texas, market. Since opening in 1986 and specializing in corporate relocation, the company has become a trusted name in the real estate industry. With almost 350 sales associates and 7 offices, the company’s extensively trained representatives have the knowledge and expertise to service all aspects of the real estate business. Its core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing. The company has earned the prestigious Coldwell Banker Chairman Circle award continuously since 1990.

COLDWELL BANKER FIRST REALTY (800) 676-3626 • www.fmrealestate.com • Fargo, N.D. • Mark D. Vanyo, President/CEO • Barbara Grande, Secretary/Managing Broker Residential Sales Coldwell Banker First Realty is the largest full-service real estate company in the Upper Midwest. Carrying on the same tradition of quality, integrity and the highest standards of business ethics that Colbert Coldwell and Benjamin Banker started in 1906, Coldwell Banker First Realty is locally owned and operated and offers a complete network of real estate services to their clients.

With a team of 65 educated and experienced sales associates and a skilled support staff, their dedication and teamwork led them to achieve the 2011 Number One Office in North Dakota within The Coldwell Banker® System.

COLDWELL BANKER HIGH COUNTRY REALTY (800) 307-0777 • www.cbHighCountry.com • email: juneslusser@tds.net Coldwell Banker High Country Realty is the leading regional real estate firm serving the Blue Ridge Mountain resort markets in North Georgia, Western North Carolina and Tennessee. Our specialties include second- and vacation-home lifestyles, retirement living, investment property, land, commercial real estate, reo and asset management and relocation services.

Coldwell Banker Hunter Realty www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s

(800) 505-8111 • www.mycbpp.com Coldwell Banker Platinum Partners is a full-service real estate firm spanning from Beaufort, S.C., through Savannah to St. Simons Island, Ga. Contact us today if you or someone you know is interested in listing or selling residential real estate. Coldwell Banker Platinum Partners also provides services in commercial real estate, property management, relocation, specialty markets, real estate education and mortgage lending. Please call (800) 5058111 or visit us online at www.mycbpp.com.

Coldwell Banker Prime Properties (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500+ full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, Realtors® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, Realtors® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

Fillmore Real Estate (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York Metro area’s largest independently owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

First Team® Real Estate (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately held real estate company in Southern California with 2,000 agents and employees

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across 60 locations. First Team wins marketshare in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership—and how we can help you find yours.

experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff Realtors® is the fastest growing real estate company in the East Bay.

Five Star Real Estate

(800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., Realtors® is among the most respected full-service real estate brokerages in Northern New Jersey.

With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with The Leading Real Estate Companies of the World®.

(616) 791-1500 • www.fivestarmichigan.com Five Star Real Estate is leading the way in the real estate industry by surrounding ourselves with professionals that strive each day to provide excellent customer service. Contact us today to discover for yourselves why we are preferred by the public as their trusted advisor for a smooth real estate transaction. Five Star...building relationships for a lifetime. Call us today or visit us at www.fivestarmichigan.com.

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales & leasing, relocation and corporate services, asset management/REO, and property management; plus, the convenience and added value of one-stop shopping for mortgage, title, and home warranty services. We are proud to be home grown, locally owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER REALTORS® and The Gertrude Gardner Foundation.

Jordan Baris, Inc., Realtors®

Kinlin Grover Real Estate Real Living (508) 420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately owned Cape Cod Vacation Rental Homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

Long & Foster Real Estate, Inc.

(732) 450-2300 • www.glorianilson.com Founded over 30 years ago, we are one of the leading real estate brokerages in central New Jersey with 15 offices servicing Mercer, Monmouth, Ocean and Middlesex counties. Headquartered in Red Bank, N.J., we’re owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran, Dick Schlott. We are a full-service brokerage offering real estate, title and mortgage services. Our success is built on a commitment to redefining personal service.

(866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of LeadingRE, a prestigious global network that includes Luxury Portfolio International. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

HARRY NORMAN, REALTORS®

Lusk & Associates Sotheby’s International Realty

(404) 504-7300 • www.harrynorman.com Founded in 1930, Harry Norman, REALTORS® is Atlanta’s oldest and largest residential real estate firm with 12 sales offices, various franchise and satellite offices, and more than 1,000 real estate professionals. Harry Norman, REALTORS® is a wholly-owned subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate. Harry Norman, REALTORS® is the exclusive Atlanta affiliate of Christie’s International Real Estate and achieves additional international exposure through membership in such exclusive real estate networks as Leading Real Estate Companies of the World®, the largest network of independent residential real estate firms, with 600 members representing 5,000 offices and 150,000 associates across the U.S. and in more than 35 countries.

(717) 291-9101 • www.LuskandAssociates.com When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply in-depth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home. Call us today for your real estate needs.

Gloria Nilson & Co. Real Estate

J. Rockcliff Realtors® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most 102 December 2014 RISMedia’s REAL ESTATE

McCOLLY Real Estate (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, Chicago Southland and Daytona Beach Shores, Fla., have trusted their home-buying, selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a onestop shopping environment to save you time and money with our inhouse mortgage, title and rental services.

Page Taft Real Living (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with

clients, based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

Patterson-Schwartz Real Estate (877) 456-4663 • www.pattersonschwartz.com • pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

Prudential Towne Realty (888) 737-9246 • www.prudentialtownerealty.com Prudential Towne Realty is a dynamic and progressive real estate company that is dedicated to excellence, integrity and professional service. All of our agents are full time REALTORS® that are trained and committed to staying ever aware of our local market conditions and trends. Prudential Towne Realty offers an extensive line of services throughout Hampton Roads and Southeast Virginia including resale, new homes, relocation, property management, commercial and luxury home divisions.

Randall, Realtors® Real Living (401) 364-3388 • www.randallrealtors.com Randall, Realtors® Real Living has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating and are among the most highly trained anywhere in New England. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, Realtors®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

Real Estate Teams, LLC (301) 695-3020 · www.realestateteams.com • info@realestateteams.com Real Estate Teams, LLC provides professional real estate services to clients in Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. We specialize in residential, new construction, land, commercial, relocation and rental properties. Our agents have sold more properties than any other real estate office in Frederick County since 2004. Professionally trained agents take advantage of today’s technology to help their clients realize a bright tomorrow. Contact us today for more information about our real estate services. Free online property searches are available at www.realestateteams.com.

Real Living Lifestyles Real Estate (877) 433-9469 • www.RLLifestyles.com Real Living Lifestyles offers clients a suite of Integrated Real Estate Services. Our sales associates are supported by an expert staff of professionals who specialize in a variety of fields, including: real estate marketing, home financing, contracts & negotiations, home insurance, and new construction. Through our collaborative business model, clients enjoy smoother transactions and better communication. Stop by one of our eight San Diego offices.

RE/MAX 440 and RE/MAX Central (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tskiffington@remax.net RE/MAX 440 and RE/MAX Central is a first-class, professional real

estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX of Boulder, Inc. (800) 825-7000 • www.BoulderCO.com Established in 1977, RE/MAX of Boulder was one of the first RE/MAX franchises in the country and has been a model of success. RE/MAX of Boulder offers one-stop shopping for the benefit of its clients and customers with a mortgage broker, an independent insurance agent and a title company all under one roof. A recognized leader in real estate sales for over 30 years, RE/MAX of Boulder prides itself on its involvement in the community. RE/MAX of Boulder specializes in relocation.

RE/MAX Crossroads (800) 887-7444 • www.remaxneo.com • Dennis Steed, ABR, CRB, CRS, GRI, e-Pro, Broker/Owner, dsteed@remax.net RE/MAX Crossroads is locally owned and operated with 7 locations in the greater Cleveland and Akron/Canton area. Serving our communities with over 150 sales partners and support staff, RE/MAX Crossroads is the largest RE/MAX Company in Ohio.

One-hundred percent of our sales partners choose to contribute a portion of each transaction to Children’s Miracle Network Hospitals (CMN). Since the company’s inception in 1993, RE/MAX Crossroads has contributed over $600,000 to CMN. Crossroads’ outstanding partners closed nearly 3,700 transactions in 2013, making us one of the top 25 Real Estate Companies in the U.S. ranked by per agent productivity.

RE/MAX Gateway (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

RE/MAX PROFESSIONALS (303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest Realtors® in the Denver metro area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently RE/MAX Professionals was recognized as the fastest growing RE/MAX in the world with nearly 400 licensed agents.

RE/MAX SUBURBAN (847) 577-9888 • www.remaxsuburban.com RE/MAX Suburban is the leader in the Chicagoland Northwest Suburbs of Illinois market. The company has seven offices and over 180 sales associates.

RLS, REALTORS® (908) 221-1244 • (973) 543-1000 • www.rlsrealtors.com Opened in March 2010, and sister company to Gloria Nilson & Co. Real Estate, RLS, Realtors® services the needs of homebuyers and sellers in Somerset and Morris counties in New Jersey.

RLS is owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran Dick Schlott. We are a full-service brokerage offering real estate, title and mortgage services.

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Your Broker-to-broker source for Referrals from Real Estate’s Leading Residential Brokerage Companies california

Ascent Real Estate Inc. 410 Kalmia Street, San Diego , CA 92101 Contact: Client Services • Tel: (619) 325-4140 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • (Fax) 916-488-3749 Email: linda.howard@bhghome.com • URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offices: 15 • Associates: 1200 Coldwell Banker Kappel Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 • Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Dixon, Fairfield, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Avenue, Suite 300, Irvine, CA 92618 Toll Free Phone: (855) 858-8028 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com • E-mail: gayleglew@firstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1865 J. Rockcliff Realtors® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

104 December 2014 RISMedia’s REAL ESTATE

Real Living Lifestyles Real Estate 16236 San Dieguito Road, Bldg. 4, Rancho Santa Fe, CA 92067 Contact: Dee Emerson • Tel: (888) 557-2289 Email: Dee.Emerson@realliving.com • URL: www.RLLifestyles.com/Relo Coverage areas: North San Diego County Offices: 8 • Associates: 400

COLORADO

RE/MAX of Boulder, Inc. 2425 Canyon Blvd. #110, Boulder, CO 80302 Contact: D.B. Wilson, CDPE, SFR, CRS, GRI Broker Assoc./Mgr., Relo. Svcs.

Tel: (303) 449-7000 • Toll Free: (800) 825-7000 • Fax: (303) 449-8554 • Email: dbwilson@BoulderCO.com • URL: www.BoulderCO.com Coverage areas: Boulder, Longmont, Louisville, Lafayette, Broomfield, Niwot, Nederland, Lyons, Superior, Westminster, Erie, Firestone, Frederick, Jamestown, close in mountains and the entire Boulder Valley. Covering much of Adams, Larimer, Weld, Denver, Jefferson, Gilpin and all of Boulder and Broomfield counties Offices: 1 • Associates: 85 RE/MAX Professionals 390 Union Boulevard, Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT

Calcagni Associates Real Estate 330 South Main Street, Cheshire, CT 06410 Contact: Steven Calcagni, President Director of Relocation: Camille Urbano • Tel: (203) 272-1821 ext. 368 Email: Camille_Urbano@calcagni.com • URL: www.calcagni.com Coverage areas: New Haven County, Central Connecticut Offices: 3 • Associates: 100 CENTURY 21 AllPoints Realty 117 North Main Street, Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com • URL: www.c21allpointsrealty.com Coverage area: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Office: 6 • Associates: 214 Page Taft Real Living 89 Whitfield Street, Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage areas: Connecticut Offices: 3 • Associates: 60 Randall, Realtors® Real Living 4009 Old Post Road, Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

Delaware

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services,

(610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Email: brphillips_cb@tds.net • URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, Vice President of Relocation Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com • URL: www.MyCbpp.com Coverage areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

Patterson-Schwartz Real Estate 7234 Lancaster Pike, Suite 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Office: (302) 234-3600 • Direct: (302) 234-3605 • Toll free: (800) 443-2295 Email: mmurray@psre.com • URL: pattersonschwartz.com Service area: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

FLORIDA

Berkshire Hathaway HomeServices, Florida Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com or www.BHHSFloridaNetworkRealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Riverside, Neptune Beach, Arlington, Southside, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval, Flagler counties Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy, Suite 400, Sunrise, FL 33323 Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Contact: Rei Mesa, CRS, CRB, President, CEO Email: ReiMesa@BHHSFloridaRealty.com • URL: www.BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs sharonsapp@BHHSFloridaRealty.com Serving 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans, 1031 exchange services!

Offices: 39 • Associates: 1,350 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage areas: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offices: 15 • Associates: 550

georgia

Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Road, Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227

Harry Norman, REALTORS® 532 East Paces Ferry Road NE, Atlanta, GA 30305 Contact: Patsy Alston, patsy.alston@harrynorman.com Tel: (404) 504-7950 Email: patsy.alston@harrynorman.com • URL: www.harrynorman.com Coverage Areas: Atlanta, Ga. Offices: 12 • Associates: 1,000

illinois

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550 RE/MAX SUBURBAN 330 East Northwest Highway, Mount Prospect, IL 60056 Contact: Layla El Said, layla@laylaelsaid.com Email: layla@laylaelsaid.com • URL: remaxsuburban.com Coverage areas: Northwest suburbs of Chicagoland Offices: 7 • Associates: 180

indiana

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200

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CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com • url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage areas: Beverly Shores, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffith, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfield, Wheeler, Whiting, Winfield Offices: 15 • Associates: 550

louisiana

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services.

Offices: 24 • Associates: 800

Maryland

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Director, NM Relocation • URL: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+

Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Michigan

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200 Five Star Real Estate 4601 Lake Michigan Dr., Grand Rapids, MI 49534 Real Estate/Relocation Services Contact: June Bergsma, Director of Relocation Toll Free: (888) 791-2526 • Direct: (616) 988-1428 URL: www.fivestarmichigan.com Coverage Area: West Michigan – Ottawa, Kent, Allegan counties Offices: 6 • Associates: 200

Minnesota

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan.

Offices: 56 • Agents: 1,200

mississippi

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services.

Offices: 24 • Associates: 800

Missouri

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

Berkshire Hathaway HomeServices Alliance Real Estate 17050 Baxter Road, Ste 200, Chesterfield, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@bhhs.com • URL: www.bhhsall.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St. Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offices: 7 • Associates: 375+

Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director • Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Road Suite 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 Direct (314) 835-6050 Email: aignatowski@bhhsselectstl.com • URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

Massachusetts

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services

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NEbraska

Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation and Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com • URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including; Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities.

NEvada

Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Suite 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 • (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com • URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

NEW JERSEY

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, Realtors® 511 Forman Avenue, Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Diane Turton, Realtors Relocation Services • Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate and RLS, REALTORS® 826 Alexander Road, Princeton, NJ 08540 Contact: Pat Renner, Director of Business Development Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: prenner@glorianilson.com • URL: www.glorianilson.com Coverage areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties Offices: 17 • Associates: 600+ Jordan Baris, Inc., Realtors® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage area: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK

Better Homes and Gardens Rand Realty 10 Schriever Lane, New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com • URL: www.randrealty.com Coverage areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800 Coach Realtors® 66 Gilbert Street, Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator, (800) 321-7356 x138, Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators; Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make client transition a comfortable one.

Offices: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Avenue, Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Sales Associates: 500 No. 1 Coldwell Banker affiliate in New York State Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA

Coldwell Banker Advantage 7610 Six Forks Rd. Suite 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation and Referral Services Tel: (800) 274-5345 • Direct (919) 846-3330 Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net • URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

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Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NORTH DAKOTA

Coldwell Banker First Realty Number 1 Coldwell Banker Company in North Dakota 2731 12th Avenue S, Fargo, ND 58103 Contact: Amber Olsen, Relocation Director Tel: (800) 676-3626 • Office: (701) 293-3423 Email: aolsen@fmrealestate.com • URL: www.fmrealestate.com Coverage Areas: North Dakota cities - Casselton, Fargo, Grand Forks, Harwood, Horace, Kindred, Larimore, Mapleton, Mayville, Northwood, Reynolds, Thompson, and West Fargo. Minnesota cities – Barnesville, Crookston, Dilworth, East Grand Forks, Glyndon, Hallock, Hawley, Moorhead, and Oslo. Covering all of Cass and Clay counties. Offering mortgage, title, commercial real estate, and property management services.

Offices: 1 • Associates: 65

ohio

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com • url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Office: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com • URL: www.cbhunter.com Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offices: 16 • Associates: 320 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net • URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties.

Offices: 7 • Associates: 150

PENNSYLVANIA

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Berkshire Hathaway HomeServices The Preferred Realty 9401 McKnight Road, Pittsburgh, PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@thepreferredrealty.com • URL: www.ThePreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny,

108 December 2014 RISMedia’s REAL ESTATE

Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offices: 18 • Associates: 650 CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Office: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offices: 14 • Associates: 500+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty 100 Foxshire Drive, Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffington: Broker/Owner, Email: tskiffington@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

rhode island

Randall, Realtors® Real Living 4009 Old Post Road, Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

south carolina

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Drive, Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+

Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com • URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

RE/MAX Gateway 4090B Lafayette Center Drive, Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

tennessee

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+

Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net • URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.)

Offices: 4

Texas

Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 7 • Associates: 350

Virginia

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Prudential Towne Realty 600 22nd Street, Virginia Beach, VA 23451 Contact: Darlene Lamb, Director of Corporate Relocation Services Toll Free: (757) 296-0003 • Direct: (757) 709-2947 Email: relocation@prudentialtownerealty.com • URL: www.prudentialtownerealty.com Coverage areas: Southeast Virginia/Hampton Roads: Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfield, Newport News, Hampton, York County, Williamsburg and Gloucester.

Offices: 18 • Associates: 400 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia & Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

washington, D.C.

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

west virginia

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

wisconsin

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan Offices: 56 • Agents: 1,200

RISMedia’s REAL ESTATE December 2014 109

Don’t Just

Sharks. .

e n O e B with the

It’s time toGet

YourUnfair

Share.

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Insights, ideas, strategies and systems that make a difference and make your competitors nervous. They’re all part of our Elite Agent program – but they’re not for the faint of heart.

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index of service providers ABR®...................................................................................18

On The Move, Inc. .........................................................111

American Home Shield...................................................25

The Personal Marketing Company..........................70, 88

Bank of America Home Loans........................................19

Pillar To Post Home Inspectors...........................................2

Better Homes and Gardens Real Estate LLC..............5, 7

Point2.................................................................................58

Berkshire Hathaway HomeServices PenFed Realty...... BC

Prudential Real Estate Affiliates, Inc...............................15

Carrington Real Estate Services.....................................45

The Real Estate Book.......................................................81

Century 21 Real Estate LLC...............................................1

Realtors Property Resource®...........................................27

Engel & Völkers.................................................................17

Realty Executives International, Inc.................................8

ERA Franchise Systems, LLC............................................41

Realty ONE Group............................................................37

HomeSmart International................................................52

RE/MAX, LLC.....................................................................12

Homes.com......................................................................23

RentalRoost.......................................................................40

HSA Home Warranty...................................................... IFC Leading Real Estate Companies of the World®............9, 11

RISMedia’s Real Estate Information Network® (RREIN)...............................................................................48

Lumentus Social...............................................................57

RISMedia’s Top 5 in Real Estate Network®.....................66

Market Leader..................................................................63

Stewart Title.......................................................................28

Mobile Real Estate....................................... 43, 69, 91, IBC

Verl Workman Success Systems..............................32, 110

National Association of REALTORS ..........................10, 31 ®

{re: Real Estate} NAR’s 2014 Political Advocacy Helps Strengthen Real Estate Markets, Protect Consumers

T

he National Association of REALTORS®’ (NAR’s) 2014 legislative and regulatory agenda continued to focus on creating a fundamentally sound and robust U.S. real estate market.

tain the current pool of eligible communities (including those that have populations up to 35,000). NAR continues to work to revise the outdated RHS definition of “rural.” Learn more at www.REALTOR.org/rural-housing.

Here are the highlights of NAR’s 2014 federal legislative and regulatory accomplishments:

“The Mortgage Choice Act” Passes the House NAR was instrumental in securing passage of H.R. 3211, “The Mortgage Choice Act,” which redefines a provision in the Dodd-Frank Ability-to-Repay rules that limits mortgage fees and points to 3 percent in order for home loans to be considered Qualified Mortgages (QM). This provision unfairly prevents brokers and affiliated lenders from making QM loans because affiliate services are collectively counted against the 3-percent cap, while individual services from large retail financial institutions are not. H.R. 3211 treats affiliated and nonaffiliated service providers the same, while still protecting borrowers from risky loan products.

New QRM Rule Equals QM After three years of strong NAR opposition, the six financial regulators released the final version of the Qualified Residential Mortgage (QRM) rule. The regulators listened to NAR when finalizing the rule, which now equates QRM with the “Qualified Mortgage (QM)” standard. As originally proposed, the QRM rule defined QRMs to require a 20 percent down payment. REALTORS® were among the most vocal opponents of the proposed rule and forged the broad-based Coalition for Sensible Housing Policy to draw attention to the proposal’s onerous down payment requirement and other credit-limiting features. As part of its outreach, NAR and its coalition partners gathered the support of 44 U.S. Senators and 282 House members, who wrote to regulators expressing their intent on QRM and opposing the sizable down payment requirement. Learn more at www.REALTOR.org/qrm.

“Homeowner Flood Insurance Affordability Act” Becomes Law After months of intense NAR outreach, the “Homeowner Flood Insurance Affordability Act” was signed into law, curbing flood-insurance rate hikes for homes and commercial properties. This bipartisan legislation is a responsible and balanced solution to skyrocketing flood insurance premiums unintentionally triggered by the Biggert-Waters reforms to the National Flood Insurance Program. NAR advocated for this legislation, which brings relief to property owners by ensuring a slow and steady phase-in of risk-based increases. Learn more at www.REALTOR.org/floodinsurance.

Rural Communities Protected Through 2020 NAR’s work with Congress over the last three years helped more than 900 communities at risk of losing access to federal Rural Housing Service programs by extending the eligibility of these communities through 2020. While this legislative language did not expand any program or authorize additional funds, it does re112 December 2014 RISMedia’s REAL ESTATE

Elimination of FHA “Prepayment Penalty” For years, NAR has urged the Federal Housing Administration (FHA) to eliminate post-payment interest charges on FHA single-family mortgages, as the policy placed an unreasonable burden on consumers who already face high housing and closing costs. In August, FHA published its final rule eliminating this charge, effective January 21, 2015. Learn more at www.REALTOR.org/fha.

FASB Maintains Current Lease Accounting Standards NAR successfully opposed the Financial Accounting Standards Board’s (FASB) and the International Accounting Standards Board’s (IASB) proposed lease accounting standards that would reduce the overall borrowing capacity of commercial real estate lessees and lessors. As part of its efforts, NAR worked with industry groups to solicit key congressional offices to express their concerns with the proposal, while also working with FASB on ways to improve it. In August, the IASB and FASB announced that they were unable to come to an agreement on the proposed lease standards, with IASB opting for a single model and FASB opting to stay with the dual model favored by NAR. The rule will be finalized in late 2014 or early 2015, and go into effect in 2018.

Learn more at www.REALTOR.org/lease-accounting.

re:source 8www.REALTOR.org/political-advocacy RE

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