Real Estate Magazine - Who's Who in Luxury Real Estate - December 2016

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Luxury Building a Legacy in

Who’s Who in Luxury Real Estate Celebrates 30 Years of Evolutionary Growth – Page 70 J. Casey Losh, CEO, Ewing & Clark, Inc. John Brian Losh, Chairman & Founder, Who’s Who in Luxury Real Estate Meghan Barry, President, Who’s Who in Luxury Real Estate

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The CENTURY 21® brand received the highest numerical score among 5 real estate companies for first-time and repeat home buyers and sellers (tie for repeat home buyer) in the proprietary J.D. Power 2014-2016 Home Buyer/Seller Studies. 2016 study based on 5,837 total responses, measuring the perceptions and experiences of customers who bought and/or sold a home between March 2015 and April 2016, surveyed February-April 2016. Your experiences may vary. Visit jdpower.com THREE-PEAT® is a registered trademark of Riles & Company, Inc., used with permission. © 2016 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21®, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER.® are registered service marks owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated.

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{Contents} December 2016/Vol. 32, No. 12 • www.rismedia.com

{On the Cover} 70 Building a Legacy in Luxury Who’s Who in Luxury Real Estate Celebrates 30 Years of Evolutionary Growth

18

70

{Highlights}

62

{Headliners} 15 Policy Matters:

24 Superior Communication Wins the Day In this exclusive feature, learn how Clareity’s innovative software solutions keep the lines of communication open.

52

PACE Programs Offer Benefits, Dangers 16 N AR Power Broker Roundtable:

Passing the Gavel: A Look at the Year Ahead 18 R EBAC Report: Helping Members Achieve Their Goals for 20 Years 20 E xecutive Appointments 43 W ebinar Recap:

Keep the Pop Tarts in the

What began 30 years ago as a door-to-door labor of love for John Brian Losh has turned into a thriving, worldwide network of 131,000 luxury real estate professionals and a website that features approximately 55,000 luxury properties from around the world. Through a unique philosophy that welcomes agents, brokers, independents and brands alike, and a keen eye toward technology and marketing, Losh and team have kept Who’s Who in Luxury Real Estate ahead of the curve and a vital force for its members. In this month’s cover story, Losh, chairman and founder, and Who’s Who in Luxury Real Estate President Meghan Barry, share the story of how Who’s Who in Luxury Real Estate evolved, and why it remains a leading gateway for the upper-end real estate market.

32 Changing Lives: More Than Just a Home Inspection Take a behind-the-scenes look at Pillar To Post’s future-focused approach.

52 Buyer Representation: The Competitive Difference Toaster, and More Tips for Successful Scripts 44 W hat’s Next in Real Estate? Markets, Trends to Watch in 2017

49 S ocial Media Savvy: A Primer for Real Estate Agents 78 A Natural Fit: Corporate Mobility, Discard/ Donate and Staging Services

Here, the 2016 REBAC Hall of Fame inductees discuss the importance of education in their continued success.

62 Celebrating Success, Honoring Leaders at 21st Annual Power Broker Event In this special recap, take a look inside our annual event.

RISMedia’s REAL ESTATE December 2016 3

80

{Features} 22 T he RREIN Reporter 29 Preparing for the Future 38 Fast Forward: Keeping Ahead of

51

the Technology Curve

54 P ower Broker Perspectives: Chris Trapani, John Reinhardt, Mike Basile 58 Strategies: American Home Shield; HomeTeam Inspection 60 NAHREP Prepares for Bigger and Better Things in 2017 and Beyond 70 Building a Legacy in Luxury 80 RISMedia’s Great Spaces 84 Ask the Experts: Preparing Your Home for Winter; What It Means to Be Truly International; Staying Front and Center in the New Year

{Interviews} 67 Jennifer Atkisson-Lovett, RE/MAX of Stuart 69 Chris and Peggy Lyn Speicher, Long & Foster Real Estate 74 D on Mowery, RE/MAX New Horizons 74 Mary Lee Blaylock, Berkshire Hathaway HomeServices California Properties 75 Michael D. Lunden, Sellstate Realty Pros 76 Marie and Mark Hischier, HomeSmart Professional Partners Realty 4 December 2016 RISMedia’s REAL ESTATE

77 Stephanie and Keoki McCarthy, Real Living Northwest, REALTORS®

51 Geoff Lewis - Business Building: An Innovation Combining the Best of Both Worlds

{Experts}

{Every Issue}

26 Buffini & Company - It’s Time to

9 Publisher’s Desk 12 Did You Know?

89 Service Profiles 98 Referrals 104 RE: Real Estate—Capitol Hill

Plan for the New Year 28 Verl Workman - Basic Training: 7 Steps to Building a Super Team in 2017 31 Andrew Hafzalla - Tips for Writing Replies to Any Review 41 Desirée Patno - 2017: The Year of Women and Minorities 47 Mark L. Meyer - Strategic Relationships and the HomeBuying Experience: The Critical Connection

Update: NAR’s 2016 Political Advocacy Efforts

Stunning Growth from Engel & Völkers North America since 2014 383% Increase in Number of Shops

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©2016 Engel & Völkers. All rights reserved. All numbers, figures, statements, and presented information in this document reflect the total system growth and not individual shop performance or increases and are based on data collected by Engel & Völkers between January, 2014 and September 2016. No claims in this advertisement are intended as a promise or guarantee of profitability or any particular income level or particular licensee experience. This advertisement is not an offering. An offering can only be made by prospectus filed first with the department of the law of the state of New York. Such filing does not constitute approval by the department of law. Additionally, depending on where you are located, an offering may require filing with your respective state authorities. Minnesota Registration Number: F-5339

{Online} Trending on View these and more at blog.rismedia.com!

“Waste not... want not!”

- Mark Harrington, RE/MAX 1st Choice

Top 10 Most Expensive Mistakes You’re Making on Your Home

Single Women Kick Butt in the Housing Market Over the past 12 months, single women made up 17 percent of all homebuyers, according to a new annual report from the National Association of REALTORS®.

help seal the deal with clients when it comes to location.

5 Items to Bling Out Your Bathroom Are you looking to create a sleek, fancy bathing space just begging for a selfie photo-thon? Here are 5 items you need to bling out your bathroom!

Tales from the Crypt, aka, The Empty Nest

Has your home recently become an empty nest? Consider the following advice in order to develop an improved plan for your new life at home.

The ‘Starbucks Principle’ for Real Estate, and Why You Should Use It What does Starbucks have to do with real estate? This simple principle can

4 Buying Tips for Disabled Homeowners If you’re helping someone disabled buy a home (or if you’re disabled and buying a home yourself), here are a few tips to consider.

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6 December 2016 RISMedia’s REAL ESTATE

“Great seeing so many LeadingRE members at RISMedia’s Power Broker Reception & Dinner.”

- @LeadingRE

“Winter doesn’t turn away buyers—it’s all in your head.”

- Liz Wood, John L. Scott Real Estate

How to Sell a Home During the Winter Season

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{Publisher’s Desk} Not Afraid to Change

W

e just returned from one of our most successful events ever. RISMedia’s 21 st Annual Power Broker Reception & Dinner, held last month in conjunction with the annual REALTORS® Conference & Expo, welcomed a crowd of more than 500 top brokers, industry leaders and service partner executives—a group that comes together each year to recognize outstanding achievement and celebrate the collective success of our industry (see our recap on page 62).

This year, however, was more special than most, thanks to the captivating and motivating insights of our guest speaker, Terry Jones (left).

Beginning his career as a travel agent, then spending 24 years at American Airlines and becoming CIO of its SABRE division, Terry went on to become a founder of Travelocity.com and later became part of the founding team of Kayak.com, which was eventually sold for $1.8 billion. Today, he is the chairman of WayBlazer and managing principal of ON, Inc., a consultancy he founded to help companies transition to the digital economy.

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Given Terry’s journey, it’s easy to understand why his talk resonated so deeply with our Power Broker audience, who travel that same path of reconciling a relationship-based business with a rapid and unnerving propulsion into the tech era.

“In real innovation, being comfortable isn’t good. You have to be uncomfortable,” Terry says. “You don’t necessarily need to know how to do it; you just need to know that you have to do it.”

As Terry explained, what made us successful in the past is not what’s necessarily going to make us successful in the future.

We need to realize that disruption and innovation are really two sides of the same coin—it’s our approach to it that will determine on which side the coin lands.

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I couldn’t think of a better message to end the year with, one that’s at the core of RISMedia’s culture as we constantly strive to shake things up (aka, “disrupt”) and evolve to better serve our clients and readers.

On behalf of the RISMedia team, we extend our deepest gratitude to our event sponsors, our broker, agent and service provider partners, and most of all, our loyal readers. We wish you all a joyous holiday season and a healthy, successful 2017.

John E. Featherston CEO & Publisher

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©2016 RE/MAX, LLC. Each RE/MAX® office is independently owned and operated. 16_126992

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

EDITORIAL Executive Editor Maria Patterson Online Managing Editor Beth McGuire Managing Editor Paige Tepping Senior Editor Nick Caruso Senior Content Editor Zoe Eisenberg Online News Editor Suzanne De Vita Editorial Intern Gabrielle van Welie Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King

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

SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Business Development Advisor Brett Johnson

ADMINISTRATION Client Relations Manager Patty Sinisko Circulation Manager Alice Heffron EVENTS AND MEMBER NETWORKS Events & Network Relations Manager Randi Vannucchi Research Analyst Jaxson Corsi Research Analyst Andy MacPherson RIS CONSULTING GROUP Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey Content Solutions www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2016 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).

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{Did You Know?} #REalityCheck

According to a recent survey by The NHP Foundation, more than three-quarters (76 percent) of millennials have compromised for affordable housing, with 46 percent of respondents living at home with family, 43 percent putting off saving for a future, 41 percent living with a roommate, 36 percent moving further away from school or work, and 30 percent putting off homeownership entirely.

Renters are more likely to relocate to Nashville, Tenn., than any other city.

According to a recent Zillow analysis, Music City USA isn’t just a hot spot for tunes—in fact, Nashville and other cities like Raleigh, N.C., and Austin, Texas, are still relatively affordable, and renters have taken notice.

At the other end of the spectrum, renters are more likely to relocate out of San Jose, Calif.

Two-thirds (67 percent) of homeowners over age 55 believe smart home technology could help them as they age, yet fewer than one in five (19 percent) have actually considered installing it for such purposes.

Source: HomeAdvisor’s 2016 Aging-in-Place Report

From 1987 to 2007, a buyer typically searched seven or eight weeks before finding the property they purchased. After rising to 10 weeks in 2008, the median length increased to 12 weeks through 2013 before falling back to 10 weeks the last two years.

Source: NAR’s Profile of Home Buyers and Sellers

12 December 2016 RISMedia’s REAL ESTATE

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{Policy Matters}

PACE Programs Offer Benefits, Dangers This column is brought to you by the NAR Real Estate Services group.

by Russell Riggs

P

roperty Assessed Clean Energy (PACE) programs provide financing for energy-related home improvement projects such as solar panels or energy-efficient windows.

PACE programs allow local governments to provide financing to property owners for these projects, and homeowners repay the amount borrowed, over a period of years, through an assessment added to their property tax bill.

2

PACE programs allow homeowners to make their homes more energy efficient and save money on their utility bills. While these programs contribute to broader nationwide goals, such as energy independence and lower CO2 emissions, NAR has identified several concerns about these programs, which could negatively affect homeowners and real estate professionals.

3

1

Mortgage and Credit Availability. NAR is concerned that PACE loans could have an adverse impact on credit and mortgage availability. In most cases, mortgages take priority over PACE liens. But if a home is foreclosed on, the liens are paid before the mortgage lender can recoup any money. If the PACE loan takes the first position ahead of the mortgage, it may lead to the devaluation of the mortgage. This has the effect of making mortgages riskier and more expensive.

Disclosure Requirements. Real estate professionals are concerned about disclosure requirements. PACE loans are included in the tax bill regardless of the property owner, so this would need to be disclosed to a potential buyer. The PACE loan or the energy improvement may be complicated or difficult to explain, and the buyer may be confused about the improvement or loan, injecting uncertainty into the transaction.

Completion of the Transaction. PACE loans stay with the property and not with the property owner, so the information on the tax assessment about the loan will need to be explained by the real estate agent each time the property is sold. This potential for confusion may cause delays in the completion of the transaction, or even a cancellation.

4

Fraud and Abuse. These programs raise the possibility for unscrupulous contractors to pressure unsuspecting homeowners into making improvements that do not meet energy efficiency expectations or realize cost savings.

On July 6, 2010, the Federal Hous-

ing Finance Agency (FHFA) issued a statement that notes, in part: “The Federal Housing Finance Agency has determined that certain energy retrofit lending programs present significant safety and soundness concerns… First liens established

by PACE loans are unlike routine tax assessments and pose unusual and difficult risk management challenges for lenders… They present significant risk to lenders and secondary market entities, may alter valuations for mortgaged-backed securities and are not essential for successful programs to spur energy conservation.”

This statement, and subsequent statements released by the FHFA expressing concerns about various aspects of PACE programs have chilled the demand for these programs.

Recently, the Federal Housing Administration (FHA) published guidance which clarified that properties with subordinated PACE loans can be purchased and refinanced with an FHA-insured mortgage. This guidance included the conditions under which borrowers purchasing or refinancing properties with existing PACE assessments will be eligible to use FHA-insured financing. RE

RISMedia’s REAL ESTATE December 2016 15

{The NAR Power Broker Roundtable} Passing the Gavel: A Look at the Year Ahead MODERATOR:

J. Nicholas (Nick) D’Ambrosia Broker of Record, The Long & Foster Companies, Chantilly, Va.; outgoing Liaison for Large Residential Firms Relations, NAR PARTICIPANT:

Robert Bailey Broker and co-founder, Bailey Properties Inc., Santa Cruz, Calif.; incoming Liaison for Large Residential Firms Relations, NAR The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Nick D’Ambrosia, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Nick D’Ambrosia: When I took over

as Liaison a year ago, we faced limited inventory, mortgage financing issues, and newly enacted TRID regulations that were bogging down our closings. As I hand over the gavel today, inventory remains problematic, but financing issues are beginning to ease, and most of us have figured out how best to ward off closing delays.

And the best news, according to recent reports from NAR, is not just that home sales are on the rise, but that sales to first-time buyers are at a high we haven’t seen in four years. With the uncertainty of the election now behind us, we see opportunity ahead, and it’s a good time to welcome a new Liaison. I’m delighted to hand the NAR Power Broker Roundtable gavel to a guy I’ve known for 15+ years— Northern California broker Robert Bailey, whose Bailey Properties, Inc. has been a force in the Santa Cruz area for more than 40 years. Over the years, he has served on numerous NAR committees, and as president of the California Association of

16 December 2016 RISMedia’s REAL ESTATE

REALTORS®, which presented him with the Honorary Director for Life Award. Robert, it’s a pleasure to welcome you.

Robert Bailey: Thanks, Nick. I look forward to the opportunity.

ND’A: Every year this business brings its

trials and rewards, but the best part of this job is working with brokers around the country—listening to their ideas and challenges, and working together to come up with meaningful direction for improving service, growing successful agents, and increasing the bottom line.

RB: You mentioned housing inven-

tory, which is still a problem in most regions of the country. There’s lots of data out there on why sellers are staying in their homes. I’d like to kick around some ideas for bringing them back into the market...and I want us to talk about first-time buyers, millennials and others, who, according to most sources, are expected to make up more than half of next year’s homebuyers. I look forward to zooming in on how we can meet the needs of this specialized group.

ND’A: Incoming NAR President Bill Brown has some thought-provoking interests, as well.

RB: You’re right about that—improv-

ing the homeownership rate, protecting the tax status of residential real estate, adapting business practices to serve the most tech-savvy consumers—and issues affecting REALTORS® themselves, like financial solvency, building wealth, and creating practical exit strategies.

ND’A: We’ve only scratched the surface

on how the power of the internet is changing the face of our business...

RB: I know. Consumers are “tour-

ing” homes without ever dirtying the

“The best part of this job is working with brokers around the country— listening to their ideas and challenges, and working together to come up with meaningful direction for improving service, growing successful agents, and increasing the bottom line.”

– ROBERT BAILEY Incoming Liaison for Large Residential Firms Relations, NAR

carpets. On the up side, though, the latest NAR Profile of Home Buyers and Sellers says 92 percent of those consumers turn to an agent to guide them through the transaction.

ND’A: It’s a fast-changing industry, and

there’s always a challenge. When I took this chair last year, I knew I had big shoes to fill. I can sense your enthusiasm as you begin to take these issues forward.

RB: I’m excited, Nick. I’ve been a

Roundtable reader for years—and a panelist once or twice—and I have the same feeling that I have big shoes to fill. But I think you hit the nail on the head when you said that listening is key. So I thank you sincerely for the great year you’ve chaired, and the ideas you brought to our attention—and I’m putting the word out to our fellow brokers: I’d love to hear from you about topics you want us to tackle—and let me know if you’d like to join in as a panelist. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

QUALITY CONNECTIONS ™ INDEPENDENCE

WE’RE LOCAL. WE’RE GLOBAL.

®

LEADING REAL ESTATE COMPANIES OF THE WORLD is a selective global community of the highest quality local independent real estate companies. We exist to make our members better – with an international referral network, marketing and technology resources, professional development programs, unique events, and connections to opportunities and people worldwide. ®

LeadingRE.com

{REBAC Report}

Helping Members Achieve Their Goals for 20 Years

by Marc Gould

A

s 2016 comes to a close, I’d like to acknowledge a significant milestone in the history of the Real Estate Buyer’s Agent Council (REBAC). This November marked the 20th anniversary of our organization. Founded on a mission to promote buyer agency and to support buyer agents, REBAC has grown into a leading voice in the field of buyer representation, with a nationally recognized designation and comprehensive curriculum.

When I joined the organization as executive director 10 years ago, I was immediately impressed with REBAC’s commitment to delivering quality education and services that directly support our members’ needs. Over the years, REBAC has steadfastly maintained this position, a fact that I believe has contributed to our success as an organization.

At the heart of REBAC is the Accredited Buyer’s Representative (ABR®) designation. Our members dedicate themselves to cultivating the skills they need to deliver the highest level of service to buyers, and we have developed a curriculum that gives members the knowledge to achieve that goal.

From creating agency relationships to preparing purchase contracts, completing the ABR® designation signifies that an agent is well-versed in all aspects of buyer representation services.

Our commitment to our members continues well beyond conferring our designation. We believe what sets ABR® designees apart is the deep level of knowledge they possess about working with buyers and the home-buying process as a whole.

REBAC provides member benefits that help designees promote, market and further develop their expertise while saving them time and money.

18 December 2016 RISMedia’s REAL ESTATE

To that end, we’ve created a suite of promotional materials to reach potential buyers, as well as tools to help our members educate their clients on buyer representation and the homebuying process in general. In addition, REBAC helps members keep current in the field with access to publications, on-demand webinars and networking forums.

In an ever-evolving technological landscape, REBAC continues

to look for new avenues to assist members and reach consumers. Unveiled earlier this year, REBAC partnered with Deductr to offer our members an app that aims to streamline expense tracking and tax reporting processes through an automated interface.

2016 also saw the launch of our new consumer-focused website, www.homebuying.REALTOR, which provides potential buyer-clients with information about the process of buying a home while promoting the importance of working with an ABR. Taking into account the fact that 23 percent of first-time homebuyers initiated their search by looking for information about the home-buying process online, www.homebuying.REALTOR translates the success of REBAC’s Home Buyer’s Toolkit and Consumer One-Sheets into a platform that resonates with many of today’s consumers.

While it’s impossible to know exactly what the next 20 years might bring, I can guarantee that REBAC will continue to support its members in their professional achievements, advocating for the value of buyer representation in ways that will ultimately benefit consumers and the industry as a whole. For more information about REBAC and all of its member benefits, visit REBAC.net. RE Marc Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A wholly-owned subsidiary of 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 buyer-clients. To learn more, visit REBAC.net.

{Executive Appointments} ing Green to focus on strategic initiatives and continued growth of the firm. Huskey brings 33 years of real estate brokerage and franchising experience to the role.

Denise Williams

Hunt Mortgage Group recently announced that Joseph Savarese joined the firm as vice president in the Proprietary Loan Group, the firm’s balance sheet lending platform launched in 2015. In this role, Savarese will underwrite loans for clients nationwide, based in the firm’s New York office and reporting to Michael Golfman, deputy chief underwriter for Proprietary Lending. Savarese joined Hunt Mortgage Group from ACRES, where he served as vice president of Asset Management and was responsible for co-managing ACRES’ commercial real estate loan portfolio.

Prior to joining ACRES, Savarese was vice president at Indigo Asset Management, where he worked on bridge and mezzanine loans and the acquisition of distressed commercial real estate debt. He also co-managed Indigo’s commercial real estate loan portfolio, with a focus on workouts and restructuring, compliance with

loan documentation, and managing sponsor relationships. Before that, he was with Sheridan Asset Management, where he served as vice president of underwriting with a focus on special situation lending to lower middle-market companies, commercial real estate projects, and the acquisition of distressed assets.

Budge Huskey, former global pres-

ident and CEO of Coldwell Banker Real Estate and regional executive vice president at NRT, has been named president of Premier Sotheby’s International Realty. Huskey, who will report directly to Premier CEO Judy Green, was appointed to the position as part of the organization’s future leadership succession plan. Huskey will be responsible for operational management of the $4 billion sales volume brokerage company, allow-

has been appointed vice president of Brokerage Services for Engel & Völkers North America, overseeing the Southeast region of the U.S. Williams, a licensed real estate broker since 1991, brings more than 20 years of real estate experience to the role.

Williams was previously with Century 21 Real Estate, where she began as a regional services manager, specializing in orientations of new Century 21 franchises to the system.

In a later role, she became one of the top business consultants in the brand, servicing the No. 1 franchise in the system, CENTURY 21 New Millennium. Prior to that, she was the sales and marketing manager of Market Title/Coldwell Banker Howard Perry and Walston, growing their business from the ground up with her innovative and strategic talents.

Williams implemented and simultaneously ran the company’s Habitat for Humanity initiative, raising over $145,000 for the cause. RE For more executive happenings, please visit www.rismedia.com.

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{RREIN Reporter} News and information for and about RISMedia’s Real Estate Information Network® (RREIN) Steve Calcagni President Calcagni Real Estate New Haven County, Conn.

Building Better Business with Better Relationships

by Barbara Pronin Barbara Pronin: Let’s begin with a brief recap about your company’s history in Connecticut.

Steve Calcagni: My dad started Calcagni Real Estate in 1969, so we’re working our way up to a 50-year history in the New Haven County and south Hartford County markets. I grew up in the business, and took the reins in 1988, and I guess I inherited not just my dad’s passion for real estate, but his commitment to maintaining the personal touch and making a positive difference in the community.

BP: How would you characterize the company’s positioning in your marketplace, and your competitive differentiation?

SC: We are the No. 1 brokerage in our core market, which basically is central Connecticut—certainly the high-end market, but really across all price points— and I’m proud to say we’ve grown from the single-office, 13-agent company I took over 28 years ago to a busy and thriving five offices with more than 130 agents. There’s no doubt in my mind that what differentiates us from the competition is our personal, hometown service and the culture of caring we are known for—and these days, too, our growing specialization in the new construction marketplace. Our sales team managed 15 new construction projects last year, and that’s helping to turbo-charge production.

BP: What are consumers concerned with today when it comes to buying and selling?

SC: We still have some economic challenges in Connecticut, although some think that’s more perception than reality these days, because unemployment continues to shrink. Our housing inventory is normalizing, too, and with prices still relatively flat, sales are up some 10 - 15 percent over last year. The resale market is very healthy, especially at the lower price points, and in the higher end, there’s a real interest 22 December 2016 RISMedia’s REAL ESTATE

in new construction—in great measure, because as more people work from home, there’s a need for the versatile living space, easy maintenance and state-ofthe-art technology that newer homes provide.

BP: How are your sales associates meeting these diverse consumer needs?

SC: People know us as the local experts because we are. The truth is, we excel at being able to provide our customers with all the best options—good value and lots to choose from at the lower end, as well as the finest in new construction or established residences at the higher price points. We are known for the personal service we provide, and we are big enough to have clout, but small enough to be flexible. We can react swiftly to changes in the market, and that’s an advantage for our customers.

BP: What does the company do in terms of recruiting, training and career development to keep the salesforce equipped to succeed?

SC: In terms of recruiting, our aim is to start with extraordinary people—bright, engaging and career-minded people who like helping and working with others.

Many of our new hires actually seek us out because of our standing in the community, and we are happy to train them—along with agents at all levels—to become local real estate experts. In addition to our onsite supervision and leadership training, we provide a variety of proven learning resources and input from industry and motivational experts. The best and brightest agents can work their way up to our construction project management team, which offers unique new challenges and rewards—but as important as all that, I think, is that we all work together, day in and day out, in a caring, congenial culture, with colleagues who inspire and learn from one another. We enjoy and treasure the work-life balance that comes when you are part of a team that pulls together.

BP: How is your technology evolving to meet today’s demand?

SC: We take pride in the suite of advanced tools we provide at no cost for our agents. They make their business life easier, giving them more time to do what they do best, which is interacting with people. We are also tuned in to the changing needs of our customers—in fact, we are developing and will soon roll out

a Connecticut real estate-centric app that functions something like a dating app. It’s so new, it doesn’t even have a name yet, but it will provide instant access to information, greatly improve the customer experience and be readily available via the Apple Store.

BP: How are your marketing and promotional strategies connecting with today’s consumers?

SC: The challenge today is for agents to stay in close touch with their networks, where 90 percent of their business comes from. We are comfortable with digital and social media as a way to reach out and educate, but we encourage our agents to be less enticed by the superficial and more focused on the verbal and faceto-face communication that deepens relationships and is still the hallmark of our company. In a sense, too, our community activity keeps us in the public eye—our outreach efforts come from the heart, and not just at holiday time. Our people are out there during every season of the year, stocking food pantries, painting and fixing, helping where help is needed. We do it to give back to our own communities, the places where we live and work. Many people already know us, but meeting new and like-minded people naturally expands our networks.

BP: In your opinion, what do agents and companies need to do to succeed in a constantly chang-

ing environment?

SC: The environment may change, but the basics never do. You need to be a reliable resource for your clients. No matter their dependence on electronic media, buying or selling a home is a major event, and people will always depend on us to help them make the best decision. The agents and companies who work hard, are scrupulously honest, and treat people with fairness and respect are the ones who will come out on top.

BP: And finally, Steve, what are your plans for continuing to grow your company?

SC: We recently opened our fifth office, and we’ll continue to grow as business dictates because we believe in having a brick and mortar presence. We see lots of opportunity on the horizon, primarily in the area of new construction in a wider radius. We align with developers who reflect our values, and we believe we have the resources and the know-how to do the best job for all concerned. But the truth is, we will grow with a lot of care and thought, because we never want to lose the personal touch that has made us what we are today—a trusted, reliable and valued resource with close ties to the community and a deep commitment to making every transaction a rewarding experience for our clients. RE For more information, please visit www.calcagni.com.

RISMedia’s REAL ESTATE December 2016 23

Superior Communication Wins the Day Clareity’s innovative software solutions keep the lines of communication up and running

by Zoe Eisenberg

K

eeping the lines of communication open can be a challenging proposition, no matter the organization. And in the real estate industry, where independent contractors wear multiple hats, that challenge is often magnified, according to Anthony Azar, operating principal at Keller Williams Southern Arizona.

Serving the Southern Arizona market since 2002, Azar enjoys working with talented real estate professionals who are passionate about helping current and aspiring homeowners. In order to streamline communication among the 500+ agents who make up the brokerage, Azar has been utilizing Clareity, a support service that creates and delivers innovative software solutions designed to help real estate professionals be more efficient.

“Clareity’s technology has powered key parts of our agents’ MLS experience for years,” says Azar, “and we’re just beginning this new phase of bringing Clareity’s broker dashboard to our agents in a seamless way.”

Founded in 1996, Clareity works to provide information technology consulting to professionals within the real estate industry, serving 750,000 agents on a daily basis, with over 200 vendor integrations.

Using Clareity’s dashboard system, DASH!, a single sign-on gateway that includes numerous REALTOR®related tools and a secure platform for brokers, Azar has been able to improve and refine communication among the large, market-leading brokerage.

“Clareity’s broker dashboard helps improve communications company-wide in a very significant way,” says Azar. “Everyone knows what’s happening, and when—locally, regionally and globally.”

This kind of open communication is key in any real estate firm, regardless of its size or scope. Whether you 24 December 2016 RISMedia’s REAL ESTATE

have one office with five agents or 15 offices with 800 agents, maintaining effective contact with one another is critical to staying fluid, fresh and successful.

“DASH! is an uber-modern intranet that raises internal company communications to a new level,” says Gregg Larson, president, co-founder and CEO of Clareity. According to Larson, DASH! provides a simple—yet powerful—Content Management System (CMS) that enables a broker/owner or manager to create and publish articles and videos, organize training content and forms…and house them all in one place. “DASH! has been described as a modern intranet—not just an evolution, but rather, a quantum leap forward,” notes Larson, who celebrated his 20th year with the company in 2016.

Clareity’s president Amy Gorce has been with the company since they started their software division in 2004.

“My primary objectives are to develop and grow new products, as well as provide leadership for constant product improvement for our customers,” says Gorce. “By offering a convenient and easy-to-use notification module within our product, we facilitate custom communications between brokers and agents, allowing the communication to be customized down to the user level.”

To springboard communication efforts, Clareity uses a “tagging” system to create groups of users that can receive custom communications. Gorce says there are multiple ways this method can be beneficial.

“Clareity’s broker dashboard helps improve communications company-wide in a very significant way. Everyone knows what’s happening, and when— locally, regionally and globally.”

- ANTHONY AZAR Operating Principal, Keller Williams Southern Arizona

“Brokers can create a tag for ‘new agents’ and present custom communication and content that’s specific to them,” explains Gorce. Brokers can also support and facilitate team communication by tagging communication specific to teams, pushing communication either directly to the agent’s inbox or as a pop-up notification when they log in.

“The broker can send push notifications to an individual’s mobile device,” explains Larson. “These have over a 90 percent read rate vs. emails that often have less

than a 20 percent open rate.” With Clareity, your company memos will never die in an over-cluttered inbox again.

“There are a tremendous number of tools and systems available to our agents today,” says Azar. Learning about all these tools, and fully understanding how to implement them, can be a daunting task. To combat this, Clareity’s single sign-on (SSO) service acts as a one-stop shop for housing an agent’s entire system, including the display of information, documents and videos that follow the same tagging system as the notification module.

“No longer do our agents have to log in and out of various systems and platforms,” says Azar. This streamlined process enhances productivity while saving time and brain space.

“By providing all the tools an agent needs in one place with the power of single sign-on, we are making their jobs easier and more convenient,” says Gorce. “They get the power of all the MLS-provided tools combined with all the tools offered by their brokerage, all with a single username and password. Eliminating the need for dozens of URLs, usernames and passwords drives adoption of tools designed to make the real estate professional’s life easier.” “‘It’s all in one place!’ is what agents tell us they love,” says Larson. “Everyone benefits from the improved pro-

ductivity using the DASH! platform—agents, assistants, appraisers, loan officers, broker-affiliated service providers, office managers and HQ staff. Everyone.”

But it doesn’t end there. The single sign-on service isn’t the only benefit Clareity offers. The other big player in their suite of tools is customized company branding.

“We custom brand everything,” comments Larson, who goes on to say that Clareity works to make all their customers look awesome to their agents, employees or subscribers.

Azar concurs: “Now our firm provides a Keller Williams Southern Arizona branded experience to the agent’s screen as part of their normal MLS log-in process. Clareity is the only provider that’s able to offer a full service solution that includes access to the MLS resources from the same platform where the broker services are being accessed.”

When it comes to customer service, Clareity rises above the rest. “At Clareity, everyone gets involved in a big way,” concludes Azar. “Whether it’s the sales team or the technology gurus, they all work together to deliver a stellar customer experience.” RE For more information, visit Clareity online: http://clareitysecurity.com/dash_ demo_request.

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What steps will you have to take to help you get there? For many people, it’s easier to start with the goal and work backwards, reverseengineering the process.

8 Posting them where you can see them. Whether it’s in your office, next to your bed or on a note affixed to your car’s visor, seeing your goals serves as a daily reminder of what’s at stake. A daily reminder boosts your chances of sticking with them until the end.

It’s Time to Plan for the New Year

by Buffini & Company

T

he new year is right around the corner. While you may be busy closing deals and putting those finishing touches on your annual holiday party for your clients, it’s crucial to set aside a day or two to assess your wins and challenges in 2016, think about what you want to achieve in 2017, and craft a plan to achieve those goals. Follow these steps to plan a successful 2017.

1. Prepare. English poet Samuel Taylor Coleridge once said, “He who is best prepared can best serve his moment of inspiration.” Consider your ‘moment of inspiration’ all of 2017.

Preparation is a necessary leadership skill that allows you to face challenges without anxiety or frustration getting in the way. Preparation involves: 8 Reviewing the progress you made toward achieving your goals this year. What worked well? What would you do differently? What lesson(s) have you learned?

8 Visualizing what you want to achieve, whether it’s closing more transactions, increasing your income by a certain percentage or expanding your database (or a combination of the three). Seeing what you want to achieve will help you take action to make it a reality.

26 December 2016 RISMedia’s REAL ESTATE

8 Practicing your dialogues, doing your lead-generating activities and consistently sending your marketing flyers will allow you to better serve your clients, setting the stage for success. The more you practice, the more prepared you’ll be to handle challenges and unexpected events that arise.

2. Set Goals. Goals are essential to success. When you set measurable, realistic goals, you have a target to shoot for during the year. Increase your chances of achieving these goals by: 8 Writing them down. Studies show the act of writing goals down will help commit them to memory.

8 Devising a strategy. What tasks will turn your goals into reality? How often will you have to do them?

8 Adopting the mindset of a sprinter.

By nature, humans are most productive when they work in short, focused bursts. We developed The Blitz training program as a way to help agents reach their goals by doing small activities consistently every day for a set length of time, from 45 to 75 days. Kicking your lead generation into overdrive for a set length of time allows you to be more productive and effective as you serve your clients and plant the seeds for future business.

3. Make a Plan. Get out your calendar and mark down your vacation time, seminars, workshops and other important non-negotiable dates.

Non-negotiables are those events you must attend, whether it’s a long weekend with the family, your child’s home games or school performances, or the annual motivational event you never miss. Once you’ve marked these down, you can fill in the rest of your priorities.

While you can’t predict when a setback will occur, planning may help to mitigate the impact, giving you the confidence to move forward. The process is made even easier when you use a CRM to help you stick with your goals, track your activities, view your progress in real-time and create a schedule that meets your needs personally and professionally. Set aside some time to plan for 2017, and enjoy your successes in the new year. RE For more information, please visit www.buffiniandcompany.com.

{Basic Training}

7 Steps to Building a Super Team in 2017

by Verl Workman

H

aving been around the industry for nearly 20 years, I’ve seen a lot of great people succeed—and a lot of great people burn out. The amount of pressure combined with straight commissions and the increasingly complicated nature of the transaction means it’s getting harder to do any significant number of transactions without getting some real help.

When quality individuals begin to do real estate, they build their business based on a set of values and an intended level of service.

As they grow, their service suffers, or their values are compromised.

I believe that we’re not on this earth to sell houses, but rather, to make a difference in the lives of our families, and the people we touch in business, in that order. As we grow, both areas suffer.

The Problem I recently interviewed an agent who is doing $10 million a year in sales.

While this is a good business, she never sees her husband and misses all of her children’s games and important events. Success to her used to be measured by selling houses and being a great wife and mother. Today, she feels as though she’s failing at all three. This is the underlying motivator that drives people to consider building a team. As I consulted with her, my first assurance was to make sure she understood she wasn’t alone in her feelings of being able to grow her business, but unwilling to have her family suffer going forward.

The Solution Step 1: Look at company-provided tools and take advantage of the tools and resources available. These include marketing, transaction management, etc.

Step 2: Hire a Client Care Coordinator.

This position can be full- or part-time, but should be filled from day one. I 28 December 2016 RISMedia’s REAL ESTATE

don’t believe you can get to the place in your business where you’re making $1,000 per hour if you spend 15 - 30 hours a week doing $15 - $20 per hour tasks. You must delegate and follow a proven process for hiring and training talent.

Step 3: Systematize everything. Automate your processes and systems to create operational excellence. This includes systems for before, during and after every transaction.

Step 4: Consider a buyer’s agent or showing assistant. We know through our tracking systems and research that every listing should generate 1.5 buyer-side transactions. If you focus on listings and allow someone else on your team to show and work with buyers, you can grow substantially.

Step 5: Cater to millennials. Millennials love working in groups and helping each other be successful. This team environment is very difficult to achieve as a group of agents. Team means something entirely differ-

ent than group, and building a team makes work more enjoyable, and, more importantly, gives you the ability to have someone you like and trust handle your clients when you need time with your family.

Step 6: Change your focus from agent to leader. Your focus should be on business development and people development. As you help your team members become successful, have great income and balance in their lives, your income and life balance will improve.

Step 7: Don’t go it alone. Building a team is like climbing Mt. Everest; many set the goal to reach the summit, but very few do. Your business, life and team deserve expert advice and coaching to follow a proven route to success.

The bottom line is that agents want a life. They realize their lives will not be measured by GCI or number of total units sold. Life has so much more to offer, and building a successful team allows them to live life to its fullest.

RE Verl Workman is the founder and CEO of Workman Success Systems (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.

Preparing for the Future Real Estate Webmasters takes their passion for web development and real estate into the future

NC: What are the most important emerging technologies impacting the industry?

MC: Virtual Reality has great potential to disrupt the industry. Another great innovation is image indexing— the ability to gather vast amounts of data from visual images. Imagine if you didn’t have to fill in the MLS with information on a property because technology knows everything about the home from the pictures you uploaded? That technology exists today, and is something we’re working with Google to launch in 2017.

by Nick Caruso

NC: How important is company culture/personality when choosing a vendor?

MC: Marketing and technology is

R

eal Estate Webmasters (REW) CEO Morgan Carey discusses the issues facing modern brokerages, and how technology can alleviate those matters.

Nick Caruso: Real Estate Webmasters has always been a leader in mobile—in fact, you were the first to create responsive sites. How do you see this evolving, and what is REW doing to meet these challenges?

Morgan Carey: I see mobile going in two directions. First, users now use apps for very specific things at very specific moments, or “micromoments.” Going forward, there will be apps that provide immediate access and gratification in such moments, allowing for a more positive user experience and more transactions. The second is on the agent/technology side— CRM, IDX, predictive analytics and intelligent lead routing. These tools are crucial to a brokerage’s success, as winning the response/conversion game means winning at real estate.

We have full iOS and Android R&D teams developing front-end and back-end mobile apps, covering all aspects of the transaction. Mobile development has become our No. 1 technology investment.

NC: What are the key technology issues facing real estate companies today?

MC: I recently did an audit of 500 of the top independent real estate companies, and over 50 percent did not have a mobile-first platform or any mobile-facing technology. This is causing them to lose traffic to newer, tech-savvy start-up brokerages and portals.

Large companies have the advantage of scale when it comes to pricing, whereas smaller companies still need similar technology, but their per-agent cost can be quite a bit higher.

hard. You need to understand it, implement it, and generate adoption, typically partnering with a vendor. That partnership is easier if you like the people you’re working with.

Technology is never perfect, so compatible culture and good business relationships matter. Bottom line, it’s more fun working with people you really like.

NC: You’re now setting your sights on international business. Why? MC: Many international franchises are connected to us directly or indirectly. Although real estate is done differently, there are fundamental similarities in terms of technology and how to search for properties.

If you have great tech that allows people to search the way they want to, there’s a lot of crossover. Europe is our primary location of interest, but we have interest in South Korea, too. Also, emerging Asian markets like Indonesia and Malaysia represent the largest percentage of potential buyers for the next decade.

And because they’re emerging, real estate-specific technology is virtually non-existent. RE For more information, please visit www.realestatewebmasters.com.

RISMedia’s REAL ESTATE December 2016 29

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Tips for Writing Replies to Any Review Commentary by Andrew Hafzalla

R

eviews are powerful. They can be compelling enough to persuade consumers to reach out, or hurtful enough to shrink your business. That’s why responding to reviews is just as important as requesting them.

Share reviews with your team.

Customer reviews are the perfect tool to showcase to your team what makes clients happy. Success is the result of a team effort, and forwarding anecdotal evidence is a great way to build morale and recognize a job well done. Point out recurring themes by using the feedback as a launching point to identify the services you can improve.

Opt-in to Zillow Reviews.

Zillow Group makes it easy for agents to capture client reviews: Our free agent app offers text and email scripts to request feedback from buyer and seller clients, on-the-go and at just the right moment. If you’re a broker, remember to opt-in to display Zillow reviews on your own brokerage site by following these steps: 1. Log in to LeadStreet and open the Apps menu in the top-right corner.

The words you use in your reply can demonstrate your humanity, authenticity and professionalism to the reviewer and your greater audience.

Your reply may change the mind of a negative reviewer, or make a lifelong client.

Respond to all types of reviews.

Whether the response is glowing, hurtful or in-between, responding to each review is an opportunity to thank your clients for taking the time to write it. People want to work with a professional they trust, respect and like, and saying “thank you” is the first step to demonstrating you care.

Responding professionally shows your humanity, adds dimension to a situation and establishes credibility.

Don’t be defensive.

Instead of refuting each criticism, thank clients for the feedback and

apologize for any miscommunication. Offer an opportunity to connect again, get to the root of the issue and help them by doing what you can to make things right.

Add to the conversation.

Realize that every customer need is different, and you won’t be able to satisfy them all. Your responses should identify the strengths of your business, helping readers determine if your style of service is a good fit for them. Knowing when to point clients to the right place will speak volumes.

Highlight your expertise.

Go further than a simple “thank you” when you reply to a glowing review. Use the opportunity to amplify the service or quality they liked best. Show your commitment to satisfaction by asking how you can help further.

2. Within the Apps menu, select the My Profile link to open the Agent Profile page.

3. From the Agent Profile page, select the Contact Info tab.

4. Scroll down to the Online section and enter your screen name in the Zillow Screen Name field.

5. Scroll back to the top of the page to click Save, and your Zillow reviews will appear on the Single Page Agent Website (SPAW) momentarily (at least three reviews have to exist for them to appear on the SPAW).

Client reviews are one of the most powerful marketing tools that money can’t buy. You can bet that potential buyers or sellers will look you up online to see your reviews and the responses you write. RE Andrew Hafzalla is director of Industry Outreach at Zillow. For more information, please visit www.zillow.com.

RISMedia’s REAL ESTATE December 2016 31

Changing Lives:

More Than Just a Home Inspection Innovation primes Pillar To Post Home Inspectors® for future success Dan Steward, CEO, Pillar To Post Home Inspectors®

by Paige Tepping

32 December 2016 RISMedia’s REAL ESTATE

Every industry needs a leader.

A simple—yet profound—statement, it’s a driving force for everyone at Pillar To Post. With 23 years of experience under its belt, the home inspection company has helped nearly 3 million families move into homes over the years. But as the needs of the industry and customers continue to change, a good home inspection is no longer good enough. “We have to address the needs of the real estate professional and buyer or seller in a holistic way,” says Dan Steward, Pillar To Post’s current CEO. For Pillar To Post, doing so boils down to being deeply engaged with both sides of the equation and fully committed to acting as a trusted advisor to everyone the company serves.

LAYING THE GROUNDWORK FOR CONTINUED SUCCESS The largest home inspection company in North America—a title held since 1999—Pillar To Post currently has over 550 offices in 49 states, as well as nine provinces in Canada.

Tracking toward a goal of 1,000 offices by 2020, the team at Pillar To Post is steadfast in its commitment to delivering leadership and drive into the real estate industry.

“While home inspections have been part of the real estate process for 35 years, today they’re integral to the transaction of residential real estate,” says Steward, who goes on to explain that the home inspection industry has come a long way since its inception.

“What began as an industry made up primarily of retired homebuilders, the home inspection industry has evolved into a more organized element of the real estate industry today,” adds Steward.

And Pillar To Post has been at the forefront every step of the way.

The first to establish a curriculum for selecting and training franchisees, create a home inspection protocol/report and computerize the report and include color photos

within it, Pillar To Post was also ahead of the game when it came to offering inspection packages to serve the unique needs of buyers across the country.

DELIVERING AN EXCEPTIONAL EXPERIENCE For Pillar To Post’s Vice President of Marketing and Customer Engagement Ken Blackburn, there’s a specific reason behind every company’s decision to be in business. And for Pillar To Post, changing lives is the name of the game.

“Everything we do as a business is focused on helping the agent deliver an exceptional experience to their clients,” says Blackburn, positioning Pillar To Post as a key and trusted piece of the agent team.

Blackburn points to four key parts of the company’s value proposition that enable Pillar To Post to deliver a great brand experience to buyers and sellers via real estate professionals, beginning with the on-site production of an inspection report immediately following the inspection.

Not only does walking the client through the report then and there al-

“Everything we do as a business is focused on helping the agent deliver an exceptional experience to their clients.”

- KEN BLACKBURN VP, Marketing & Customer Engagement

low for questions to be answered, it also lays the foundation for providing a level of confidence that’s instrumental in moving the transaction forward.

“Delivering reports on-site may seem old-fashioned, but there’s incredible technology that goes into it, all of which is used to fulfill the needs of both the real estate professional and the consumer,” says Steward, who notes that clients are encouraged to be present during the inspection.

The next step toward adding peace RISMedia’s REAL ESTATE December 2016 33

of mind to the process comes in the form of E&O insurance, something each inspector carries. “If something goes wrong, our insurance covers the inspector, the agent and the broker,” says Blackburn, “leaving the agent with nothing to worry about.”

Blackburn also points to the company’s extensive continuing education program for agents as a key piece toward ensuring a great experience from beginning to end.

With 34 different topics available that touch on everything from home renovations and repairs to remodeling and even radon gas and wet basements, the training provided through Pillar To Post goes a long way toward adding to the agent’s perceived value to the client.

The company recently launched a learning management platform that allows Pillar To Post to continue to focus on ongoing education among their franchisees and inspectors.

“With the ultimate goal of expanding the platform to be used among real estate professionals, agents can quickly and efficiently get the information they need, rather than wait for a Pillar To Post franchisee to

“Pillar To Post fosters, through their systems and support structure, a methodology for us to stand out as the best home inspection company in North America.”

- KEVIN AND LORRI RATLIFF Pillar To Post Franchisee

34 December 2016 RISMedia’s REAL ESTATE

come to the office for a live training session,” says Steward.

Last but not least, the company has made scheduling home inspections simple. “No matter how an agent wants to connect with us— whether it’s via phone, email, online or smartphone app—we have them covered,” says Blackburn, which is important to today’s agents, as it positions them as both professional and in control when working with buyers and sellers.

“The technology that’s built in behind the scenes of our booking app plays into the overall theme of how

people’s lives. If we don’t deeply understand and engage with the emotions involved in the process of buying a home, we’re not being a good professional advisor,” says Steward.

Performing both pre-purchase and pre-listing inspections, the team at Pillar To Post is dedicated to providing highly valuable information to each party involved in a transaction, a feat that can only be accomplished by understanding the unique needs of real estate professionals, buyers and sellers.

“On the industry side, we’re deeply engaged through research and in-

we can best serve real estate professionals,” adds Steward. “With 24/7 access, agents have the ability to view the schedule of their favorite inspector, as well as the schedules of all Pillar To Post inspectors in a given service area.”

dustry involvement so that we can get the necessary feedback in order to focus on and serve the needs of real estate professionals today and into the future,” says Steward.

The same can be said for the consumer side of the equation, where consumer-driven research is used to develop services and experiences to fulfill the needs in the journey of buyers and sellers.

“The better we understand what’s driving a client’s experience, the better we can put the right services and experience together,” adds Steward, who goes on to explain that being able to effectively communicate with

KEEPING PACE WITH BUYERS, SELLERS AND REAL ESTATE ADVISORS Value proposition aside, Steward points to Pillar To Post’s customer focus as one difference-maker that continues to drive the company’s success year after year.

“We know that what we do affects

those they serve is a key piece of the puzzle that can’t be overlooked.

Being in the information business, everyone at Pillar To Post is committed to keeping the lines of communication open among buyers, sellers and their real estate advisors so they can make informed decisions and have peace of mind with the decision they ultimately make.

“Sense of care is so important to us—whether we’re interacting with the buyer, seller or their real estate advisor—so we have to be there with empathy and passion for the situation in order to deliver an experience that’s second to none,” says Steward.

WITH THE RIGHT PEOPLE, EVERYTHING IS POSSIBLE With a customer-focused approach to everything they do, having the right people in place across the board is crucial.

“We can’t hold the customer at the center of our world if the people serving the customer don’t also believe that,” says Steward. “Therefore, we

“At Craig Proctor Coaching, we coach agents to position themselves as the absolute best in their marketplaces by leveraging my powerful lead generation, conversion and presentation systems. This is why we have partnered with Pillar To Post. Like us, Pillar To Post is the best at what they do, and together, we deliver buyers and sellers across the country an unparalleled customer experience.”

- CRAIG PROCTOR Craig Proctor Coaching focus intensively on selecting our franchisee partners. We are determined that they fit into our culture and share the same vision and passion we do for the brand.”

Lorri Ratliff, a Pillar To Post franchisee in Southwestern Washington, is one such partner.

“Being part of the Pillar To Post franchise system allows us to really focus on the home inspection experience with our clients and REALTORS®. The franchise system provides an excellent core structure

for business owners (franchisees), allowing us to build and grow our marketshare,” says Ratliff, who can’t say enough about the ways in which Pillar To Post’s brand experience differentiates them from the rest of the pack.

“Pillar To Post fosters, through their systems and support structure, a methodology for us to stand out as the best home inspection company in North America. Our clients love the variety of services we offer and the fact that we’re easy to do business with,” adds Ratliff.

“Everything we’ve learned throughout our history, and the way we’ve anchored ourselves for the future, is entirely about our front-line people,” says Steward, “underscoring the importance of knowing that our reputation is everything in an industry where we’re looked to as trusted advisors.”

INNOVATION AND TECHNOLOGY SET TO RULE THE FUTURE With a true focus on those delivering the service day-in-and-day-out, the future is looking bright for Pillar To Post as the company prepares to raise the bar even higher.

“There are a bunch of rapidly changing dimensions in the inspection world,” says Steward. “Whether it’s the aging housing stock, the expansion of technology found within RISMedia’s REAL ESTATE December 2016 35

AWARDS AND ACCOLADES EARNED BY PILLAR TO POST HOME INSPECTORS® OVER THE PAST 12 MONTHS: Entrepreneur · 2016 Top Franchise for Veterans

Entrepreneur Franchise 500 · No. 1 Home Inspection Company · Best of the Best · Fastest Growing Franchise · Top Home-Based · Top Low-Cost

Franchise Business Review · Top 50 Franchisee Satisfaction · Top 30 Home Service Franchise · Top Low-Cost Franchise

Franchise Gator · Franchise Gator Top 100 homes, the vast needs of buyers and sellers when it comes to information, growing concerns about healthy homes and the environments in which we live, in addition to concerns about energy efficiency overall, Pillar To Post’s long history of innovation will continue to fuel the future as we look at the core issues in housing in America throughout the next decade.”

One thing that won’t change? Pillar To Post’s focus on technology, and its role as the core in everything they’re doing today—and well into the future.

To that end, the company has made a massive investment in technology in order to plug in more completely with the real estate process.

In fact, Pillar To Post recently made a change to the technology platform they use to conduct home inspections, allowing for heads-up inspecting through the use of iPads.

“We’re truly excited about this concept,” says Steward, “as it’ll allow our home inspectors to engage more readily with the client as they make their way through the inspec-

36 December 2016 RISMedia’s REAL ESTATE

“When it comes to home inspections for new purchases or listings, Pillar To Post is always at the top of the rankings.

Pillar To Post Home Inspectors® has been a RE/MAX Approved Supplier for a long time, and our agents and brokers value and appreciate the service they deliver to our customers.”

- MIKE RYAN EVP, RE/MAX, LLC

tion process.”

Pillar To Post is also looking forward to increasing their use of data when it comes to looking at the evolution of closings and transaction management software.

“We touch hundreds of thousands of people a year in what we do,” concludes Steward. “It’s an incredible responsibility because people are counting on us to do good work, and it’s an incredible honor as a brand when it comes to the responsibility we hold in helping real estate professionals and their clients.”

Indeed, one such professional, Executive Vice President of RE/MAX, LLC, Mike Ryan seems to agree.

“When it comes to home inspections for new purchases or listings, Pillar To Post is always at the top of the rankings. Pillar To Post Home Inspectors® has been a RE/MAX Approved Supplier for a long time, and our agents and brokers value and appreciate the service they deliver to our customers.” RE For more information, please visit www.pillartopost.com.

Fast Forward:

Keeping Ahead of the Technology Curve

by Nick Caruso

T

echnology is shaping the future of real estate, and in today’s dynamic landscape, fully leveraging technology is critical to success— for brands, brokers and agents.

Sir Arthur C. Clark, acclaimed science fiction writer and co-author of “2001: A Space Odyssey,” noted that any sufficiently advanced technology is equivalent to magic.

Today, truly successful real estate professionals are leveraging technology tools to create magical experiences that amaze and delight their clients in a completely transparent way.

Zap—a network of brand, broker and agent websites with an integrated CRM being rolled out for all of Realogy’s brands—is just the starting point at ERA Real Estate. The brand, known for being the first to see the

38 December 2016 RISMedia’s REAL ESTATE

business applications of the fax machine back in the early 1970s, has continued to innovate with a forwardthinking approach. This approach is apparent in how ERA Real Estate has deployed Zap across its network.

“As the first real estate brand to connect all of its affiliated brokers and agents on the same platform, we created a unique, competitive position for our brand,” says Chris Trick, chief marketing officer at ERA Real Estate.

In order to drive traffic to the new platform and maximize results for the entire ERA® system, the brand launched an aggressive digital media campaign, complemented by an innovative co-operative lead generation program called “Light It Up,” which matched broker commitments dollar for dollar.

“As a result, ERA.com site traffic has increased 70 percent year-over-year, in addition to a surge of organic traffic of more than 100 percent,” notes Trick. “More

importantly, we’re starting to see positive shifts in lead source as we recapture a higher share of leads coming from ERA.com.”

Driving traffic to the site is just part of the strategy.

Getting ERA-affiliated professionals to use the site is just as important. To that end, the ERA learning team created multiple touch points for gaining mastery of the Zap CRM platform. From live, in-market instructional workshops to virtual refresher courses, ERA taps into its own corporate team, as well as Zap specialists who have gone through a “train the trainer” course to become the go-to expert for their company.

Regional learning events devoted entirely to Zap bring together upwards of hundreds of ERA brokers and agents to learn, collaborate and share best practices.

The multi-faceted approach to increasing Zap engagement has produced results: those ERA-affiliated professionals who are most engaged in Zap are seeing high average increases in productivity—demonstrating a direct correlation between engagement and productivity.

“On average, companies that implemented Zap in 2015 are seeing a greater increase in year-to-date GCI growth,” says Trick. “This underscores the importance of focusing on adoption and engagement.”

To foster usage across the network and close out 2016 in a strong position, ERA amplified the brand’s incredible momentum with an enticing incentive called “Zap to the Future.” During the month of November, ERA companies that had 50 percent of their affiliated agents log into the Zap platform were entered into a drawing for a three-month SEM campaign. Additionally, each day in November, an ERA-affiliated sales associate who logged into the platform was randomly selected to win a prize.

Engagement begins by logging into the platform, because as Trick points out, “You have to be in it to win it!”

Also in November, the brand premiered Zap/TV, a live,

90-minute interactive television event providing participants the opportunity to ask questions, learn best practices and experience a day in the life of a successful real estate sales associate using Zap. The show is hosted

by Wayne Weaver, a former top-producing sales associate with ERA Team VP Real Estate in Chautauqua, N.Y., who has traveled across the country in his new role as a Zap instructor, hosting live learning sessions at ERA companies.

Just as the real estate industry evolves, so does the Zap technology. In fact, there’s a saying at ERA Real Estate: Zap is not a product, it’s a process. And in keeping with the idea that Zap is a process, the ERA network is encouraged to keep up to date with the enhancements and developments that continue to provide an unparalleled competitive advantage for Zap users. In just 12 months, more than 90 new product features and enhancements have been pushed out, and many more are in the pipeline.

“Improvements happen every step of the way,” says Trick. “Over the past few months, Zap has introduced several major new features, including the Zap mobile CRM app, the new consumer app and improved property search functionality that includes neighborhood sub-divisions and school boundaries. And coming soon, we’ll introduce improvements to website configurations for affiliated sales associates to allow them to further customize their sites.”

With technology and innovation as cornerstones of the brand’s value proposition, ERA Real Estate is ready to “fast forward” to the future, providing its affiliated brokers and sales associates with a competitive advantage for years to come thanks to the brand’s out-of-the-box approach to maximizing the power of the platform. RE For more information, please visit www.ERA.com.

2017: The Year of Women and Minorities Commentary by Desirée Patno

T

he housing ecosystem is evolving, and we’re witnessing circumstances to be more favorable for underrepresented groups than previously. Will 2017 continue this progression?

vancements, women and minority homebuyers will be assisted by government policies in 2017.

Recently, the Federal Housing Finance Agency (FHFA) issued a Notice of Proposed Rulemaking (NPRM) on proposed amendments to its Minority and Women Inclusion regulations. Among proposed changes, the amendments would: 8Encourage the regulated entities to expand contracting opportunities for minorities, women, and individuals with disabilities through subcontracting arrangements 8Require the regulated entities to amend their policies on equal opportunity in employment and contracting by adding sexual orientation, gender identity and status as a parent to the list of protected classifications

Market While low mortgage rates are undermined by high home prices, buying in Southern metros is at times more than 50 percent cheaper than renting, according to Trulia. Buyers in the West, where high rents often remain preferable to rising home prices, face a tougher task.

Agents must recognize these conditions and the fact that international investment in U.S. real estate is expected to continue. In the first half of this year, Asian investors have invested $4.02 billion in New York real estate and $1.4 billion in San Francisco property alone—the top two most desired American destinations for their capital.

Women and Minorities Single women accounted for 15 percent of homebuyers in 2015, compared to 9 percent single men. The desire to own a home, coupled with

professional advancements, make women a formidable source of purchasing power; in fields like civil engineering, women increased 977 percent from 1970 to 2010, and the percentage of married couples where the woman earns at least $30,000 more than the man rose 3 percent between 2000 and 2015.

According to the U.S. Census Bureau, from 2014 to 2015, the Hispanic poverty level declined from 23.6 to 21.4 percent, and the median annual income of Hispanic-origin households rose 6.1 percent, from $42,540 to $45,148. Similarly, the poverty level of black households decreased to 24.1 percent from 26.2, and their median annual income increased 4.1 percent, from $35,439 to $36,898. As their income rises, minorities will progress out of poverty, and their presence among homebuyers will grow.

In addition to their personal ad-

In October, Richard Cordray, director of the Consumer Financial Protection Bureau (CFPB) stated that redlining would be a priority for the Bureau in the coming year. By focusing on redlining, the Bureau is demonstrating that discriminatory practices remain a large issue, behooving the housing ecosystem to eradicate them and allow consumers to exercise their buying power.

Despite high home prices, 2017 is expected to observe noteworthy buying activity from several groups. Underrepresented groups will receive the attention and help of impending government policies, which will create a clearer path to homeownership.

A growing market of capable buyers will help strengthen the housing ecosystem and economy. These buyers are looking for the help of experienced professionals. Will you be ready for the buyers of 2017? RE Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com.

RISMedia’s REAL ESTATE December 2016 41

©2016

Webinar Recap:

Keep the Pop Tarts in the Toaster, and More Tips for Successful Scripts

by Suzanne De Vita

S

ucceeding in real estate comes down to skillful communication—scripts that are not only well thoughtout, but also delivered thoughtfully. RISMedia’s recent ACE webinar, “What to Say and When to Say It: Scripts and Dialogues of Successful Agents,” featuring Sara Guldi of The Guldi Group, Keller Williams, Mark Seiden of the Mark Seiden Real Estate Team, and Julie Timms of Hilton Head Island Real Estate Brokers, revealed a sizeable sampling of successful scripts from agents who practice and apply them every day.

We’ve rounded up some of the scripting tips that were shared below.

Answer questions…with questions. Respond to every question that comes up in your listing presentations with a question. Questions not only turn the conversation back over to the potential client, but also give you control over the outcome of the appointment.

Seiden’s go-to question, which he uses to handle objections, is: “Do you think your home will sell for the same price no matter which agent you select?”

“It usually gets them to completely re-think everything, because they’ve never really thought about it,” said Seiden. “Great scripting always, without exception, ends with a question, never a statement.”

Check your “commission breath.”

“Commission breath,” as Timms called it, is a no-no when approaching prospective clients. “You can smell

it a mile off that somebody doesn’t care about you and just wants to get a commission,” said Timms. Don’t be that person!

“People won’t care what you know until they know that you care,” Timms said. “Look for the green flags, not the red flags. Make sure you’re listening to them and helping them as you would want to help a family member.”

Keep the Pop Tarts in the toaster.

“How many times have you been burned by being a ‘pop tart’ agent?” asked Guldi, referring to the agents who immediately respond to requests for showings without taking the time to acquaint themselves—and, worse, sign a buyer agreement—with potential clients.

“Always meet prospective buyers in the office,” Guldi said. “Set expectations, do a wants and needs analysis…it’s important to understand what it is they’re looking for.”

Play the “stealth inventory” card.

Expireds and FSBOs can be a deadend with the wrong script. The “stealth inventory” approach, which Timms uses, is one way to win those listings.

The conversation goes a little something like this:

“Hi, is this Bill?” (“Always use their name,” Timms said.) “Hi, this is Julie, I’m a real estate agent, and I’m calling to see if your house is still on the market…”

“Yes—but we don’t want to work with an agent.”

“That’s fine! We’re actually looking for the stealth inventory out there.”

“Stealth inventory? What’s that?”

“Those houses that fly under the radar, like a stealth fighter bomber— nobody can see them in the MLS, even though they’re still available for sale. We want to make sure the buyer clients we have know about everything available on the market.”

“It tends to work because it makes people think,” Timms said.

Refine a solid script, and you open yourself and your real estate business up to opportunities that may have been closed off by ineffective dialogue. RE View the full webinar at bit.ly/poptartscripts.

Suzanne De Vita is RISMedia’s online news editor. Email her your blog topic ideas: sdevita@rismedia.com.

RISMedia’s REAL ESTATE December 2016 43

What’s Next in Real Estate?

Markets, Trends to Watch in 2017

by Suzanne De Vita

R

eal estate in 2017 is to be shaped by cities that meet not only the economic standards of a sustainable market, but also the demand for distinct neighborhoods within those markets.

This is according to the Urban Land Institute’s (ULI) and PwC’s latest report, “Emerging Trends in Real Estate® 2017,” which analyzes trends-to-come in both the U.S. and Canadian housing markets.

Ten “gateway” markets, as defined in the report—those with both a diverse economy and “niche” neighborhoods—will stand above the rest:

1. Austin, Texas 2. Dallas/Fort Worth, Texas 3. Portland, Ore. 4. Seattle, Wash.

5. Los Angeles, Calif.

6. Nashville, Tenn.

7. Raleigh-Durham, N.C. 8. Orange County, Calif.

9. Charlotte, N.C. 10. San Francisco, Calif.

Dominating the report’s list are markets in California, North Carolina and Texas, which have become ideal investment areas in both the commercial and residential sectors.

“Viewed as a fluke when it hit the study’s top 10 list five years ago, Austin’s rise to the top of the list signals the durability of the city’s long-term appeal to investors,” says Mitchell Roschelle, real estate research leader and PwC partner. “Austin, along with many of

44 December 2016 RISMedia’s REAL ESTATE

this year’s top 10 cities, boasts attractive, niche neighborhoods and a vibrant, diverse economy.”

Five up-and-coming markets, in addition to the top 10, are also on the rise, according to the report:

1.

2.

3.

4.

5.

Columbus, Ohio Richmond, Va. Pittsburgh, Pa. Charleston, S.C. Salt Lake City, Utah

Market-based trends aside, 2017 will also be marked by construction labor shortages tightening affordable housing inventory—a trend that can be reversed if all real estate-related constituents contribute to a solution, the report’s authors, Alan Billingsley, Hugh Kelly, Anita Kramer and Andrew Warren, state: “This is a real opportunity for the real estate industry to lead a way toward solutions. Real estate in all its guises—construction, property management, brokerage, and even finance—offer ample opportunities to create entry-level jobs that are not ‘dead-end jobs,’ but the first step on a career path.”

Municipalities that have begun to address affordable housing shortages have set the example to follow in 2017, as well, according to the report. Many have resorted to a conventional standby: inclusion-

ary zoning.

“The most widely used approach by far…is an old idea that has roared back to life: inclusionary zoning,” the report’s authors state. “Through such zoning, cities require or encourage developers to create below-market-rate rental apartments or for-sale homes in connection with the local approval of a proposed market-rate development project.”

“Optionality,” in addition—the ability for both landlords and tenants to determine the use of a space—will be a trend next year, according to the report.

“Both on the investor and user side of the market, optionality—not just one use, not just one user, not just one user profile—may be gaining favor as a way to navigate the cross-currents of volatile markets,” the report’s authors state. “Optionality from a user standpoint allows for the adjustment of space needs to vary in terms of size, location, and use on an as-needed basis.”

Advancements in real estaterelated technology will also occur, furthering the accuracy, speed and transparency involved in real estate transactions—“an ‘auto-correcting’ real estate cycle.” RE

For more information, please visit ULI.org.

The 2016 AREAA A-LIST 2016 Top Producers Tracy Allen Jillian Batchelor James Bineau Christi Borden Randi Brazen Brad Carlson Joseph Carvalho George Chao Randall Char Phil Chen Tram Chu Gregorio Cirone Christi Clark Huong "Hanna" Dam Lota de Castro David DeSantis John Eric Joyce Essex Harvey Tere Foster Jennifer Fredericks Will Freeman Lynda Gann James Gineo Becky Gray Susan Greenfield Barbara Han Bob Hansen Stephen Haw Steve Hayashi Moira Holden Susan Kliesen Sundeep "Sunny" Lamba Li Huong Lanz Marcus Lee Linda Lee Janice Lee Danny Leung Lily Liang Josie Lin Joe Liu Tina Mak Vinny MaNguyen Rama Mehra Brandy Nelson Tony Ngo Tuan Nguyen Nathan Nunes Stephany Oliveros John Reza Parsiani Don Pingaro Clifford Ponte

Honolulu, HI Las Vegas, NV Aspen, CO Spring, TX Bellevue, WA Spring, TX New Bedford, MA San Francisco, CA Las Vegas, NV Burlingame, CA Peoria, AZ Elmwood Park, IL Bellevue, WA Las Vegas, NV San Francisco, CA Washington, DC Washington, DC Beverly Hill, CA Bellevue, WA Houston, TX Mount Pleasant, SC Danville, CA Wethersfield, CT Medina, WA New York, NY Bronxville, NY Kihei, HI Palos Verdes, CA Arcadia, CA Spring, TX Grayson, GA Bloomingdale, IL West Linn, OR San Francisco, CA San Diego, CA San Francisco, CA Alexandria, VA Rancho Palos Verdes, CA Houston, TX Portland, OR Burnaby, BC Oakland, CA Danville, CA Palm Desert, CA Clackamas, OR Plano, TX San Mateo, CA Chicago, IL Miami, FL Davie, FL Fall River, MA

the Asian Real Estate Association of America would like to honor our 2016 LIKE NO OTHER A-Listers (www.areaa.org)

Fran Reali Carol Reen Donna Reid Danielle Riley Cliff Roe Teresa Ryan Joel Schemmel Sabriya Scott Lina Shah Christina Shaw LuAnn Shikasho Victoria Silvano Coya Smith Tasha Soundara James Starwalt Coco Tan Dawn Thomas Kenny Truong Jack Tyrrell Stephanie Vitacco Peter Wardhana Katrina Washington Johnny Wong Kathy Xu Jessica Ye Damien Zanolini

Staten Island, NY San Francisco, CA Miami, FL Rochester, NY Seminole, FL Naperville, IL Sarasota, FL Savannah, GA Oak Brook, IL Newport Beach, CA Elk Grove, CA Chicago, IL Downers Grove, IL Minneapolis, MN Grayslake, IL Cupertino, CA Palo Alto, CA Oakland, CA Honolulu, HA Encino, CA Castro Valley, CA Oklahoma City, OK Walnut, CA North Potomac, MD Cambridge, MA Maui, HI

2016 Top Loan Officers Grace Byun Joice Chang James Chen Ken Cheung Karen Chiu Khue Dang Edward Han Michelle Kim Nikitas Kouimanis Loann Le Amy Lee Dick Lee Patrick Ly Nirmalya Modak Chien Montero Grace Morrow Geoffrey Nguyen Khai Nguyen Joshua Nieves Mike Park Adam Sklar Trishul Vaghani Jaime Wambach Richard Wang Ace Watanasuparp

Columbia, MD San Diego, CA New York, NY Bayside, NY Pasadena, CA Bellevue, WA McLean, VA Los Angeles, CA Levittown, NY Mercer Island, WA Pasadena, CA Newton, MA Reston, VA San Jose, CA Clackamas, OR Richardson, TX Brea, CA Dallas, TX Las Vegas, NV San Diego, CA Torrance, CA Chicago, IL Coon Rapids, MN Santa Clara, CA New York, NY

80% of Vacation Home & Investment Buyers say that Now is a Good Time to Buy*

What are you doing to capitalize on this market?

Just about every market contains second-home properties. It could be a classic vacation home or an investment property down the street for rental income. No matter where you live, second home properties exist in your area.

The Resort and Second-Home Property Specialist (RSPS) certification gives you the specialized skills and knowledge to maximize the business opportunities the vacation and second-home market presents.

Learn more by visiting REALTOR.org/resort. *According to the 2014 NAR Investment & Vacation Home Buyers Survey

Strategic Relationships and the Home-Buying Experience: The Critical Connection Commentary by Mark L. Meyer

C

ollaborative, convenient, streamlined and compliant home-buying processes among settlement providers can be one of the most critical contributors to a homebuyer’s positive experience. Meanwhile, the Consumer Financial Protection Bureau (CFPB) and other federal and state regulators are focused on the homebuyer experience, in addition to compliance with laws. In response, residential settlement service providers that pursue the establishment of complementary relationships should not only strive to be compliant, but also consumerconscious in the design and execution of such arrangements. In particular, these arrangements must be compliant with the Real Estate Settlement Procedures Act (RESPA).

What Homebuyers Deserve In addition to the desire to purchase a home and secure related financing at a competitive price, homebuyers want the purchase process to be easier to understand and simpler to perform. They also deserve transparency and choice in what they buy and who they use. Once the home purchase has begun, consumers want a predictable, coordinated and efficient transaction with a smooth closing. In order to achieve what homebuyers want, settlement providers must integrate their business processes in a way that puts buyers first and creates the best experience for all parties.

Strategic Relationships Must Benefit Consumers and Be Compliant Strategic relationships among settlement providers must be in compliance with Section 8 of RESPA, prohibiting the giving or receiving of a “thing of value” in exchange for a referral of a settlement service for a federally related mortgage loan. Several RESPA compliant relationships, recognized under applicable law, can also lead

to a better home-buying process.

An Affiliated Business Arrangement (ABA), if properly structured and disclosed, allows a business source to hold an ownership interest in a jointly owned settlement provider from which it may receive distributions of related profits. ABAs can provide homebuyers with a one-stop shopping choice, frequently reducing the time, complexity and costs associated with settlements.

Additionally, as reinforced by the recent PHH DC Circuit Court Decision, RESPA Section 8(c)(2) still allows payment for legitimate services provided by one settlement provider to another, as long as the payment does not exceed the value of the services performed and is not based upon the amount or volume of referrals.

Typical services agreements, which can be compliant under this Section, include office leases and Marketing Services Agreements

(MSAs) between one settlement provider and another.

In the case of an office lease, a mortgage company may rent space and amenities from a real estate broker to place a loan officer inside or adjacent to the real estate office. Being located close to the real estate agents can enhance the ease and convenience of a loan officer working with the agents and their buyers.

Through an MSA, on the other hand, a mortgage company may pay a real estate broker a reasonable fee for actual advertising services performed on its behalf to brand who it is and what it does among homebuyers, agents and salespeople, so it can effectively compete for the business. When a settlement provider can accomplish critical functions like marketing in a more productive and efficient manner, homebuyers may benefit from more attractively priced services.

A Better Home-Buying Experience Strategic relationships and services agreements between settlement service providers should be a catalyst for designing and implementing a better home-buying process that puts the buyer first.

Working together, providers can coordinate and communicate to make the experience more convenient, predictable, smooth and timely for the buyer and all other participants.

Positive response, from homebuyers and others, can also help validate and defend the relationships with regulators, as needed. RE Mark L. Meyer is founder and CEO of MLinc Solutions, a nationwide provider of solutions to the settlement services industry and a leader in bringing together companies to form complementary business arrangements that benefit consumers and all other parties to a real estate transaction. For more information, please visit www.mlincsolutions.com.

RISMedia’s REAL ESTATE December 2016 47

RREIN RREIN RISMedia’s Real Estate Information Network®

NIERR

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EMPOWERING NIERR

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Brokers

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Sales Associates Consumers

{Blog Spot}

Social Media Savvy: A Primer for Real Estate Agents

by Nick Caruso

M

aintaining a social media presence is hard enough for companies and teams, let alone a single individual.

If you’re a real estate agent who finds it hard to keep up with the changing paces of the internet and social media, you’re not alone. However, there are some easy things you can do to motivate yourself and generate content at the same time.

Fire Up Twitter and Become BFFs with Hashtags Twitter is an insanely useful tool when scouring the web for news you can use. Not only can you keep up with what your sphere of influence is doing, reading, tweeting, etc., but you’ll also hear about breaking news or internet trends the second they happen. Tweets can also be retweeted or shared on other social pages, including Facebook and Pinterest. Befriend the almighty hashtag, too; it’ll provide a big-picture look at whatever topic you’re pursuing. The online world moves quickly and Twitter is one of the best social media sites that can help you stay up to speed. It’s like that Ferris Bueller quote: “Life moves

pretty fast. If you don’t stop and look around once in a while, you could miss it.” Except for business and content generation, you need to look around Twitter.

Write About What You Know Thanks to that little blue bird, you now know what some of the hottest trends in real estate are during any given week. Write about some of the more viral happenings on the web and add your own spin or opinion. Or, if some of your main prospects are looking for a particular style house or feature—or stuck at a certain stage of the game—write a post tailored to their questions. It’ll give your blog some great content, potentially land-

ing you that client you’ve been leaning on for months.

Don’t Be Afraid to Go Off-Topic Posting every day across all your social platforms can be a challenge, so don’t be afraid to go off-topic. What interests do you have that are applicable to your community? Are you a foodie? Write a post about the 10 best local eateries. Does your area have a great nightlife scene? Count down the best bars or entertainment spots to hit. What hobbies do you have that clients might share? If all else fails, just write about pizza. Everyone loves pizza.

“But I Just Don’t Have the Time!”

Time is a pesky bugger, and no one can deny the time constraints on real estate agents today, even with all the technology in the world. But if you don’t have the time to scour the web for stories to share or to write some of your own, there are services available that’ll post content for you.

RISMedia’s Automated Content Engagement (ACE), for example, automatically posts content to Facebook, Twitter, and more, with all content landing on a webpage branded to the real estate agent or company. For agents that want to be successful on social media and truly engage their spheres, ACE will auto-post relevant content for you 30 days a month.

Social media is a behemoth, but no matter what your personal hurdles are, there are plenty of ways to combat writer’s block and stay motivated and on task. Your future business depends on it. RE Nick Caruso is RISMedia’s senior editor. Email him your blog topic ideas: nick@rismedia.com.

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

Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE December 2016 49

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An Innovation Combining

the Best of Both Worlds

by Geoff Lewis

I

nnovation is a funny thing. Sometimes it introduces an idea that’s never existed before. More often, though, it’s a creative extension of elements already in use. The genius is in combining the elements in some revolutionary, game-changing way.

When everything comes together, the result makes perfect sense.

And that’s what we’re hearing when we tell people about Motto Mortgage: It makes perfect sense.

A Better Way Motto Mortgage, announced in October, connects a real estate brokerage franchise to a separate mortgage brokerage franchise. Together, the two offer clients a seamless, transparent process of finding a house and securing financing for it. Motto is the only company of its kind in the country.

Motto puts a new twist on a familiar concept. Many large real estate brokerages, especially regional giants, have long enjoyed the benefits of having affiliated mortgage services in close proximity.

Most smaller real estate firms, however, have been unable to tap in, given the regulatory environment of recent years and the departure of major lenders from MSAs and joint ventures. Sheer complexity, along with the necessary investment of time and money, has made the idea unfeasible for most small- and medium-sized firms.

That’s where Motto Mortgage comes in—a CFPB-compliant franchise solution and “mortgage brokerage in a box” system that

simplifies the process and preaddresses concerns of setup, licensing, branding and more. Motto removes the barriers of entry—offering efficiency to brokers and transparency to borrowers.

“Coordination between the real estate brokerage and the mortgage brokerage creates a much better customer experience, which means far greater potential for repeat business and referrals down the road.”

Experience Motto has a unique advantage in that its franchisor, Motto Franchising, LLC, is powered by RE/MAX, LLC and leverages the infrastructure that built, services and supports the massive U.S. footprint of over 3,600 RE/MAX offices.

The architects of Motto’s organizational structure include RE/MAX Co-Founder Dave Liniger—who first disrupted the real estate industry 40 years ago—myself, and a group of individuals with decades of collective knowledge in the space.

Leading the brand is Motto President Ward Morrison, a longtime RE/MAX officer with a deep, nearly 20-year background in real estate, franchising and lending. Ward, a former mortgage broker himself, says the primary aim at Motto is to serve the best interests of the client—because everything follows from there.

“First and foremost, Motto is good for consumers. They want simplicity, convenience and choice—and Motto delivers all three,” Ward says.

Value Proposition Real estate agents at a brokerage connected to a Motto franchise can help their buyers get pre-qualified easily. In turn, Motto loan originators access a wide range of wholesale loan products and present the best options. The buyers benefit and the value proposition grows.

For their part, the franchisees, who in most cases will hold both real estate and mortgage broker licenses, benefit by being able to expand their business, deliver more services and enjoy the competitive edge of an enhanced recruiting message.

Ultimately, the Motto Mortgage concept offers advantages to all parties involved in the process.

When that happens, you know you have an innovation that changes the game—and makes perfect sense while doing so. RE

Geoff Lewis is president of RE/MAX, LLC. For more information, visit www.remax.com.

RISMedia’s REAL ESTATE December 2016 51

Buyer Representation: The Competitive Difference 2016 REBAC Hall of Fame inductees credit education as the key to their continued success

by Barbara Pronin

M

ost real estate professionals are well aware that more than 90 percent of today’s homebuyers begin their home search online. What may not be as widely known is that a whopping 88 percent of those buyers ultimately turned to a real estate agent to guide them through the transaction.

What does it take to be the kind of practitioner who attracts and serves serious buyers, earns their trust and builds lasting relationships because of their skills as a buyer’s representative?

We thought we’d ask the four Accredited Buyer’s Representatives (ABR®) recently inducted into the Real Estate Buyer’s Council (REBAC) Hall of Fame during ceremonies that took place at the REALTORS® Conference & Expo 52 December 2016 RISMedia’s REAL ESTATE

last month in Orlando, Fla.—an outspoken and spirited group devoted to outstanding client service.

For Jennifer M. Baker, founding half of the Jennifer Baker team at RealtyUSA in Corning, N.Y., education is key to success.

“I obtained my ABR early in my 10-year career as an agent because I quickly understood that the more I know about every aspect of the transaction process, the more qualified I am to effectively represent my buyers,” says Baker. “There is certainly prestige in acquiring a designation, but I did it primarily for myself, and I am confident that it helps ensure every day that I do the best possible job for my clients.”

Baker—whose team partner is her husband, Larry Baker—is a consistent multimillion-dollar producer who closed 65 transactions last year and was awarded the 2015 Spirit Award, given by her peers in recognition of her enthusiasm, devotion to core industry values and willingness to help others—qualities she clearly puts to work for the benefit of her clients.

Steven Merchant, broker/owner of Global Realty International, Inc. in Orlando, Fla., understands how much his focus on buyers and investors has contributed to his overall success.

“Buyers have been the lifeblood of my 18-year career, and the ABR and other courses I’ve taken in pursuit of several designations have been invaluable in helping me help them,” he says.

A retired Marine Corps pilot, long active in regional, state and national real estate associations, Merchant was able to transfer his enthusiasm, dedication and thirst for learning to a career that has honored him with numerous production awards, in addition to the Newland Community Broker of the Year Award for service, professionalism and commitment.

A similar focus on building trust and ties with buyers and investors at every level has been a career hallmark for Alison J. Maltby, senior broker associate with the Anderson Group & Co. in Orlando, Fla. An award-winning multimillion-dollar producer and fivetime nominee to the Orlando Regional REALTOR® Association (ORRA) Honor Society for her attentive client care and intimate knowledge of Florida real estate, Maltby earned ORRA’s Top Producer Award in 2015 in recognition of her production excellence.

Known by her peers and clients for her level of client care and her ability to think creatively and find resolutions, she credits her ABR designation with providing the skills and know-how that buyers deserve and appreciate.

“It’s important that my buyers are well-represented, protected and successful in their purchase of Florida realty,” says Maltby. “That’s what inspires loyalty and referrals, and that, in turn, fuels my career growth.”

Alison J. Maltby

Jennifer M. Baker

Anderson Group & Co.

RealtyUSA

Steven Merchant

Rich Hart

Global Realty International, Inc.

Evalucore Institute

If education is the key to success in real estate, Rich Hart has tied the strategy to accomplishment on a dual level. A broker for the past 14 years, chalking up major sales both locally and internationally, Hart is principal of the Evalucore Institute, where he serves as a business development consultant, speaker and educator.

With offices located in New York and Georgia, Evalucore focuses on behavioral performance consulting for predictive index and wealth/finance consulting on investment and financial planning for personal and corporate entities. As its principal, Hart is a speaker and instructor for the National Association of REALTORS®, The Real Estate Buyers Agent Council (REBAC) and the Council of Real Estate Broker Managers.

“I’m a lifelong fan of education, which I think gives practitioners an edge in any field, and especially in real estate, where successful buyer representation is the foundation for professional achievement,” says Hart.

“Teaching is a privilege, and I am honored to be recognized by REBAC for the contributions I have made.”

A common denominator for the four inductees into this year’s REBAC Hall of Fame is passion for being the best in their business. And while the four have racked up more than a dozen professional designations between them during the course of their admirable careers, none appears more meaningful than the ABR. “The ABR designation is a benchmark for excellence,” says Merchant. “It signals to buyers that you have the knowledge, experience and professional wherewithal to go the extra mile on their behalf.”

Baker agrees. “For many buyers, a home is the biggest purchase they will make in their lifetime,” she says.

“They want and deserve an agent they can trust, who is committed to making their home-buying transaction a timely and gratifying experience.” RE For more information about the REBAC Hall of Fame, visit www.REBAC.net/HOF. RISMedia’s REAL ESTATE December 2016 53

{Power Broker Perspectives}

by Keith Loria

Chris Trapani:

Focused on Experience When Chris Trapani, founder and CEO of Sereno Group Real Estate graduated from Cal Poly San Luis Obispo in 1990, he immediately went to work in the real estate business as an agent, before having the opportunity to experience a number of different roles during his first 16 years in the industry.

“The first nine years I was an agent, closing 48 - 50 sales a year,” says Trapani.

“Our firm was acquired by NRT, and I was a branch manager for one of the

larger Coldwell Banker offices for two years, closing about $1 billion a year in the office. I was then capped to be the regional president in Silicon Valley, a job I did for four years, doing about $8 billion in volume.”

In 2006, Trapani decided to start his own firm, and founded the Sereno Group.

“I had been managing a really large operation before, and while there are a lot of pluses to that, what we really wanted to do was focus on being very agentcentric and bring in experienced people only,” Trapani

Trapani fosters a strong culture among agents who become loyal advocates in the field.

VITALS: Sereno Group Real Estate Years in business: 10 Size: 9 offices, 325 agents Region served: Silicon Valley Projected sales volume for 2016: $3 billion Projected transactions for 2016: 2,300 www.serenogroup.com

54 December 2016 RISMedia’s REAL ESTATE

explains. “We haven’t really brought in any people that were brand-new to the business throughout our first 10 years. That’s why

instead of growing into a 1,000-agent firm, we sit at 325 people today.”

For the past five years, the firm has ranked in

the top five in the country for per-agent productivity, which Trapani feels speaks to the caliber of agent the Sereno Group employs.

Although the Sereno Group has seen fewer transactions year-over-year in 2016, the company has seen sales volume up 8 percent. Trapani also notes that there’s less inventory going into the end of the year than years past.

“Even though things have been a bit softer and not as frantic, given the low inventory, I think we’re going to start 2017 with a lot of competition in the first quarter, which means we’ll see levels of appreciation,” says Trapani. “There’s simply not enough inventory to spread out among the demand that’s going to hit.”

In addition to their business acumen, Sereno Group is committed to fundraising endeavors, as well.

One of the firm’s noteworthy achievements is their “1% For Good” movement, where agents can elect to contribute 1 percent of their gross commissions on every transaction to a charity of their choosing; the firm then matches the donation. Sereno Group has donated more than $500,000 each of the last two years.

“I feel the stronger our culture is on the inside, and the better our agents feel, the more we attract

Reinhardt is dedicated to supporting agents and has created a firm that’s profitable and exciting to work for.

like-minded people,” Trapani says. “By focusing on the agents we have, they become our greatest advocates out in the marketplace because of their enthusiasm. That creates more momentum for us when it comes to attracting agents who share those values.”

Looking ahead, Trapani continues to seek opportunities north of Palo Alto toward San Francisco, and south to Carmel.

“We’ve really tried to be thoughtful about growth, and never opened an office just for growth’s sake,” says Trapani. “The people have to be right for us, and if the right people come together, we’re not afraid to open up a new office in a given market. We just make sure we do it right.”

John Reinhardt:

Keeping Business on the Cutting-Edge Following in his dad’s footsteps, John Reinhardt has spent the last 38 years involved in the real estate business, rising to president and CEO of Fillmore Real Estate in 2001.

“My dad gave me a birthday card and a real estate application,” Reinhardt recalls of his 18th birthday. “I went to St. John’s University and was going to be a lawyer, but my dad asked who would take over the company since both my brothers were lawyers. So I went into real estate, and

I’ve enjoyed it.”

Today, Fillmore Real Estate is the largest firm in Brooklyn, N.Y., with 14 locations serving Brooklyn, Queens and Manhattan. This year, the firm is celebrating 50 years in business. Looking back on 2016, Reinhardt is happy—for the most part— with what he’s seen.

“We’re up a little from last year,” reports Reinhardt.

“Some parts of town are doing great, and the parts of town that had stalled are starting to creep up,” he adds. “The market is doing

RISMedia’s REAL ESTATE December 2016 55

Reinhardt is proud of creating a home-grown brand at Fillmore.

Fillmore Real Estate is celebrating its 50th anniversary this year.

great. Not only is Brooklyn alive, but it’s the center of the world, and I think all in all, we’re fortunate to be in

a market that’s in such high demand.”

Current challenges in Reinhardt’s market include

VITALS: Fillmore Real Estate Years in business: 50 Size: 14 offices, 285 agents Regions served: Brooklyn, Queens and Manhattan 2015 sales volume: Approx. $460 million 2015 transactions: 848 www.fillmore.com

56 December 2016 RISMedia’s REAL ESTATE

a shortage of inventory and the constant battle to educate Brooklynites on the advantages of transacting real estate in this day and age. For example, many empty-nesters are remaining in their homes as they don’t see moving as a viable choice. However, once they learn about condos and other options, they’re more willing to put their homes on the market.

Reinhardt has a goal to double the size of the company in the next few years, and looks to do so through mergers and acquisitions, plus a commitment to focusing on recruitment.

“We’ll be reinventing our compensation plan to be more aggressive and to compete in this marketplace,” he explains. “We’re the guys who were born and raised in Brooklyn, and we know the neighborhood better than anybody else.”

It’s that personal insight

to the community that shows the firm’s roots run deep, and what Reinhardt feels attracts buyers and sellers, as well as new agents who are drawn to Fillmore Real Estate because of its cutting-edge technology, website and marketing.

“We’re dedicated to supporting our agents and doing the right thing, and that’s how you attract agents—by creating a company that’s profitable and exciting to work for,” Reinhardt says.

When it comes to technology, the firm recently launched an Agent Dashboard, designed to help accelerate agent success.

It’ll also help experienced agents keep current with market changes.

“We have a lot of information available to our agents, such as how to deal with the millennial buyer, how to treat them differently, and how to communicate with them,” says Reinhardt. “You need to know that you can’t communicate with millennials the same way you would a boomer. That’s why we’ve deployed a new texting function in our technology that allows the agent to text the consumer.”

Being a home-grown brand is important to Reinhardt as he reflects on the firm’s 50th anniversary. A number that means a lot to him and his family, it’s a milestone he expects to double in another 50 years.

Mike Basile:

The Right Markets, The Right Agents

In 1980, Mike Basile, broker/owner of Berkshire Hathaway HomeServices Montana Properties, became the third agent in a threeagent start-up firm, with the other two being owners. Over the next two years, the other two agents left the industry and Basile purchased their shares of furniture, fixtures and equipment for $2,400, thus becoming the new owner of the firm.

Today, Berkshire Hathaway HomeServices Montana Properties is a leader from Big Sky to Big Fork, with offices in 12 different markets throughout southwest Montana, divided by almost 300 miles of geography.

“We grew slowly from that point on by being selective of the agents that joined. Some of those early recruits are still with me today,” Basile says. “I love the entrepreneurial aspect of the business.”

As of November 2016, the firm had transacted more than $900 million, and is projected to finish out the year close to last year’s numbers.

“This year, the number of sales is down slightly due to a lack of inventory, but sales volume is up,” Basile says. “The average sales price in my specific market is $465,000, up from $425,000 in 2015.”

Always looking to grow, in 2016, Berkshire Hathaway HomeServices Montana Properties entered two new markets, and is currently researching an

VITALS: Berkshire Hathaway HomeServices Montana Properties Years in business: 36 Size: 15 offices, 200 agents Region served: Montana 2015 sales volume: $911 million 2015 transactions: 4,845 www.bhhsmt.com

Berkshire Hathaway Home Services Montana Properties has offices in 12 different markets throughout southwest Montana.

expansion in one of those markets, with plans to establish itself in another in 2017.

“We’re attracting new agents to our firm by opening in new markets where we have intelligence that implies we will be well received, by recruiting agents we want in the markets we’re in, and by accepting millennials, who are new to the business, but show good work ethic and a promising future in our industry,” Basile says.

“The biggest opportunity for increasing business is continuing to recruit the right agents in all of our markets, and growing into lucrative markets where we don’t have a presence.”

The firm prepares its agents for the rigors of a 21st century world through in-house training

and technology, as Basile understands the biggest challenges in the industry center around keeping up with technology and staying ahead of the competition.

“We’ve hired several millennials in the last year and have adapted our inhouse procedures to serve their ways of practice without sacrificing the manner in which we support our legacy agents,” Basile says. “We’ve also retained a national technology firm to scrutinize our current platforms and introduce new and innovative technology platforms that we’ll have ready for 2017.”

What ultimately sets the firm apart is its proven track record, respected leadership and administration, and strong name recognition. RE

RISMedia’s REAL ESTATE December 2016 57

{Strategies} American Home Shield® Home Warranties an Essential Piece of the Real Estate Transaction

by Maria Patterson

R

eal estate professionals often come from all walks of life, but for Mark Nanny, real estate was his destiny from the very beginning.

“When I was a young child, I was always intrigued by new construction,” recalls Nanny, the broker/sales associate of Coldwell Banker Rick Canup, REALTORS® in Lubbock, Texas. “After church on Sundays, my parents would take me to drop by new homes that were being built. By ninth grade, I knew that this was what I was going to do.”

Nanny officially entered the real estate business in 1984 and has charted a path to success at the Texas firm, which has one office and 38 agents, and serves the West Texas panhandle, Lubbock and surrounding areas.

Nanny reports that current market conditions vary depending on price range. “The $250,000 and under market has been very good,” he explains. “Once we go over that, it’s sluggish. We have more inventory than we need in the upper-end of the market, so there’s imbalance.”

One thing that has been constant throughout Nanny’s career is the importance of home warranties for buyers and sellers alike. From the beginning, he’s worked with

American Home Shield® (AHS®) as his provider in the warranty arena.

“Nine out of 10 homes we sell has a home warranty,” says Nanny. “We find that sellers need to seriously consider putting a home warranty in place at the time of listing, as many sellers are finding a home warranty is going to be asked for by the buyer at the time of contract anyway.”

His clients’ decisions to choose AHS over the years have boiled down to selection and service. “The number of items they cover in comparison to other providers is impressive,” says Nanny. “Locally, our sales rep has always gone to bat for our clients in times of need, which has built very strong relationships.”

“Sellers need to seriously consider putting a home warranty in place at the time of listing, as many are finding a home warranty is going to be asked for by the buyer at the time of contract.”

- MARK NANNY Broker/Sales Associate, Coldwell Banker Rick Canup, REALTORS®

According to Nanny, home warranties are an essential part of the real estate transaction. “There’s no perfect home out there,” he explains. “Home warranties are a way to give the buyer and seller some protection in the event of a major issue. It provides a level of comfort to know you have someone to call if you need to.”

Nanny also strongly believes that home warranties go a long way in building long-term relationships with clients. “It gives me as the agent an opportunity to help the buyer or seller—they have a third party they can call to get something fixed when they need it.”

Bottom line, Nanny and his clients know they can count on AHS. “They have been great to work with and are very good about dealing with issues that arise. We’re very thankful to have the relationship.”

For more information, please visit www.ahs.com/realestate.

58 December 2016 RISMedia’s REAL ESTATE

Home Inspections a Valuable Component in Competitive Market HOMETEAM INSPECTION SERVICE BRINGS ADDED VALUE TO THE TABLE

by Keith Loria

F

or more than 20 years, Mike Hanneman and HomeTeam Inspection Service of Anchorage have brought a winning formula to home inspections in the Anchorage, Alaska area, relying on a team concept to ensure the most accurate and complete home inspection.

Thanks to this team approach, different inspectors are called upon depending on their specific area of expertise.

The final result? A comprehensive whole house inspection, usually done in half the time it takes competitors.

Brian Broderick, a 26-year veteran agent with Jack

“They find the things that are significant to the homebuyer. They make me look good as a professional.”

- BRIAN BRODERICK Agent, Jack White Real Estate

White Real Estate in Anchorage, has worked with HomeTeam Inspection Service for more than a decade. And in his opinion, they’re the only way to go.

“Not only do Mike and his team have the knowledge to do a great job, they have the communication skills to be able to put everything in layman’s terms,” says Broderick, who goes on to explain that his reputation and track record as an agent are two of the main reasons he’s been with the same company for 26 years. “It’s important that I use someone with the same mindset, who understands that it’s not about the property, but rather, it’s the client you have to take care of.”

In that regard, Broderick notes that HomeTeam doesn’t give the standard “everything’s fine” report.

Once the inspection is completed, HomeTeam sends a comprehensive narrative report containing all the vital information one will need upon living in the home.

“The turnaround time is typically 24 hours, even if you catch him on a Friday, which is wonderful,” says Broderick. “The report is always emailed, which makes it easy for me to forward along to clients, especially since I’m not always in the office on the weekend.”

The report comes with a slew of informative photos, which are extremely important for the client, because when they’re looking at line items such as safety or maintenance issues, the photos paint everything in a clear picture.

“It’s not just about being honest. They find the things that are significant to the homebuyer. They make me look good as a professional,” concludes Broderick. RE For more information, please visit www.hometeam.com.

RISMedia’s REAL ESTATE December 2016 59

We’re also beginning to see growth in a lot of non-traditional markets.

In fact, the Midwest and South are experiencing the best and strongest Hispanic growth. Our conferences are another area in which we excel.

Recognized as some of the most organized events in the country, our conferences offer as much energy and business engagement as you would find anywhere else.

NAHREP Prepares for Bigger and Better Things in 2017 and Beyond

by Paige Tepping

T

he National Association of Hispanic Real Estate Professionals (NAHREP) is preparing to close the books on another successful year. Here, CEO & Co-founder Gary Acosta sheds some light on what’s in store for NAHREP in 2017 and beyond.

Paige Tepping: NAHREP has achieved a great deal of success over the years. As CEO & co-founder of the organization, are there any specific milestones that stand out above the rest?

Gary Acosta: We’ve achieved many notable milestones over the years, some more intangible than others.

For example, when Ernie Reyes and I co-founded the organization in 2000, we spent a lot of time educating the industry about the growing Hispanic demographic, and the impact it would have on the industry in the coming years. But the past 10 years have brought a big transition, as we don’t have to sell this point as much anymore. While we no longer have to prognosticate, we’re fully committed to providing best practices and solutions to our membership base.

At the same time, we’re taking this growth and turning it into a great business opportunity. It’s also impor60 December 2016 RISMedia’s REAL ESTATE

tant to note that our membership, which meandered around 5,000 for the first 5 - 6 years, spiked significantly after the housing crash. When the market was really tough between 2008 - 2012, people began to recognize the value of collaboration, locking together and working through challenging times as a group. This created a unique culture within the organization that helped us take it to the next level.

PT: As we close out 2016, what is the state of the association in regard to where the organization stands?

GA: Today, NAHREP has roughly 26,000 individual members. While two-thirds of our membership is made up of real estate agents and brokers, the balance comes from mortgage and ancillary service industries. Having recently crossed the 60 chapter threshold, we’re hoping to be at 75 by the end of 2017.

PT: What would you point to as the secret behind the organization’s growth?

GA: Just because NAHREP has an ‘H’ in its acronym, it doesn’t guarantee anything. Like any other company or organization, we have to earn the participation of our members; therefore, it’s important to look beyond the superficial. It’s not just about translating materials into Spanish and learning how to Salsa, but rather, cultivating the unique business leads Hispanic small business professionals need more than anything else.

The Hispanic Wealth Project will be instrumental in providing our members the guidance and content they need to translate business success into long-term, generational wealth.

It’s also exciting to see how people are adopting the 10 principles we identified within the NAHREP 10.

PT: What’s in store for 2017?

GA: 2017 is going to be a breakthrough year for us. In addition to our National Convention in Dallas, we’ll also be hosting our first-ever Hispanic Wealth Conference. When it comes to growth, we expect to see the organization grow by 40 percent over the next year as far as our chapter network, and we’re anticipating the same level of growth in terms of our membership network overall.

We also plan to be more active in terms of creating data and information to truly position ourselves as a resource for the industry. RE For more information, please visit nahrep.org.

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{Scene & Heard}

Celebrating Success, Honoring Leaders at 21st Annual Power Broker Event

by Maria Patterson

A

n at-capacity crowd of over 500 brokers and industry leaders converged in Orlando on Nov. 4 to attend RISMedia’s 21st Annual Power Broker Reception & Dinner, sponsored by Quicken Loans and Xome and held in conjunction with the National Association of REALTORS® Conference & Expo.

The evening recognized the accomplishments of those brokers who ranked in RISMedia’s 2016 Power Broker Report, an annual survey of the nation’s top brokerage firms.

This year’s Power Broker Dinner also recognized three leaders for their outstanding accomplishments and contributions to the real estate industry: 62 December 2016 RISMedia’s REAL ESTATE

RISMedia’s On the Shoulders of Giants Award, sponsored by RE/MAX Presented by Mike Ryan, executive vice president of RE/MAX LLC, 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 winner was Dale Stinton, chief executive officer of the National Association of REALTORS® (NAR).

“I am honored and humbled to win the ‘On the Shoulders of Giants’ award,” says Stinton. “Serving the members of the National Association of REALTORS® and shaping the real estate industry has been both the motivation and cause of my profes-

Keynote speaker Terry Jones addresses the at-capacity crowd with a riveting discussion about the importance of embracing change, not being afraid to fail, and the power of culture.

sional career. Throughout my entire tenure, I have been fortunate to work with some of the greatest NAR presidents and industry giants. Without their vision, NAR and its members would not be positioned for greater success in the 21st century.”

RISMedia’s Tech Titan Award, sponsored by Homes.com Presented by David Mele, president of Homes.com, the Tech Titan Award honors 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.

This year’s winner was William “Bill” Watson, Jr., chairman of the board, Watson Realty Corp.

“We are humbled to win the Tech

Titan,” says Watson, Jr. “It is confirmation of Watson’s commitment to staying ahead of the curve when it comes to technology. Watson firmly believes that advancing our technology allows our associates to cover more ground and gain maximum exposure in their respective areas. We also feel our investment in technology has long range benefits to the success of Watson Realty Corp.”

RISMedia’s Leadership Award, sponsored by Buffini & Company Presented by Dermot Buffini, CEO 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. This year’s winner was Phil Soper, CEO of Royal LePage.

The Power Broker event was capped off with a riveting discussion of innovation and the evolution into digital media by keynote speaker Terry Jones, founder of Travelocity and Kayak and current chairman of new start-up Wayblazer. Jones focused on the importance of embracing change, not being afraid to fail, and the power of culture.

Jones also noted the importance of utilizing products and services that help streamline business efficiency, and specifically acknowl-

edged RISMedia’s new automated social media platform, ACE (Automated Content Engagement) as one such tool to help brokers and agents generate more business by harnessing the power of social media. Officially launched during this year’s Power Broker events and NAR conference, the RISMedia team was especially pleased to receive the support from Jones as one of the nation’s leading online business innovators.

RISMedia’s ACE creates a unique opportunity for brokerage companies to harness social media for lead generation while simultaneously generating ancillary revenue streams for the company.

RISMedia’s ACE was also this

Guests take advantage of the opportunity to network and mingle at the Power Broker Reception.

Bottom left (left to right): Mike Ryan, executive vice president of RE/MAX, LLC, presents the ‘On the Shoulders of Giants’ Award to Dale Stinton—NAR’s CEO— accompanied by John Featherston Bottom center (left to right): Featherston and André Boutté, vice president, director of Operations for Watson Realty, accepting on behalf of William “Bill” Watson, Jr., chairman of the board, Watson Realty Corp.—recipient of RISMedia’s Tech Titan Award—presented by David Mele, president of Homes.com Bottom right (left to right): Featherston with Real Estate Leadership Award winner Phil Soper, CEO of Royal LePage, presented by Dermot Buffini, CEO of Buffini & Company RISMedia’s REAL ESTATE December 2016 63

Left to right: Terry Miller, Coldwell Banker Bain; Sam DeBord, Coldwell Banker Danforth; Debbie Biery, eXp World Holdings, Inc.

year’s recipient of InternetCrusade’s annual “Best Tech Product” award during the NAR conference, awarded each year by Saul Klein, CEO, and John Reilly, president, of InternetCrusade. In addition to the email hosting company, Klein and Reilly head up the RealTown real estate network and are the developers of NAR’s ePRO®certification.

“We look at all the tech products every year, and when we saw your new product, we thought, ‘That is exactly what is needed right now,’” says Klein. “REALTORS® need to get into using social media more efficiently, and that’s exactly what this tool does. It builds consistent engagement and allows for a cadence in the use of social media. It’s a great idea, we love the look of the product, and it takes the requirement out of having to check your calendar every day for social media and allows you to build a publishing plan where you’re

Left to right: Keith Kelley, Century 21 Harris/McKay Company Inc.; Jacqueline Cox-Anderson, Aquila Real Estate Inc.; Lee Goldstein, InTrust Realty, Inc.

Left to right: RE/MAX, LLC’s Tom Maynor, Bryan Williamson, Susan Goiser, Mike Ferro and Rocky Rankin

releasing information to your audience over a consistent timeframe for delivery. That’s a hard thing to add consistency to engagement. ACE does that for you, and the benefits will help you truly differentiate yourself in your marketplace.”

To learn more about how RISMedia’s ACE can help you harness the power of social media, visit ace.rismedia.com.

For more in-depth coverage of RISMedia’s Power Broker Reception & Dinner, as well as RISMedia’s 21st Annual Power Broker Forum held earlier on Nov. 4, visit rismedia.com.

Presented by RISMedia, publisher of Real Estate magazine, and Platinum Sponsors Quicken Loans and Xome, the 21st Annual Power Broker Reception & Dinner is an annual gathering of real estate’s most powerful individuals. The dinner honors the nation’s leading brokers who ranked among the Top Residential Brokerage Leaders in RISMedia’s Annual Power Broker Report & Survey. The event’s Master Level Sponsors are: Berkshire Hathaway HomeServices; Better Homes and Gardens Real Estate; Buffini & Company; CENTURY 21; Clareity; ERA Real Estate; Homes.com; National Association of REALTORS®; realtor.com®; RE/MAX. Host Level Sponsors are: American Home Shield; HSA Home Warranty; Leading Real Estate Companies of the World®; Pillar To Post Home Inspectors; Real Estate Webmasters; Realtors Property Resource®; Wells Fargo Home Mortgage; Zillow Group. Event Level Sponsors are: Buyside; David Knox Productions Inc.; Dell; Delta Media Group; HMS Home Warranty; Lone Wolf Real Estate Technologies; MRE – Win Local; National Association of Hispanic Real Estate Professionals (NAHREP); zipLogix 64 December 2016 RISMedia’s REAL ESTATE

{Rising Stars}

The Most Important Customer?

Your Agent

by Lesley Grand Jennifer Atkisson-Lovett Broker/Owner RE/MAX of Stuart

Years in real estate: 21 Region served: Martin County and St. Lucie, Fla. Average market time: 76 days Number of offices: 2 Number of agents: 54 RE/MAX credits you with leading the top-producing brokerage in Martin County. Tell us about your experience at the helm of RE/MAX of Stuart.

Jennifer Atkisson-Lovett: Our philosophy is that we don’t want everybody. We only want the best of the best, which translates to agents who are both entrepreneurial and helpful. Our average agent earned $177,000 in commissions and had 25 closed transactions in 2015. Most of our agents have been with us for nine years, resulting in almost no turnover within the company. We do this by being very particular about who we bring on board. Once the agent is here, my role is to help them push to the next level. We also have a secret weapon in Keri Burgess, our sales manager.

Not only does she coach and work with agents on accountability and planning, but she does a great deal of mentoring.

What is your particular expertise?

JAL: My mother, Mary Ann Villalva, who founded this brokerage and very recently retired, instilled in me the absolute necessity of caring about our community, our agents.

They know that I’ll back them up, and that I’m there for them. That’s not to say that I won’t step in and

fire a bad apple if necessary. It’s hard, but you have to keep the culture positive. Because of our philosophy, we attract the right people. Then I walk the walk. I also give back to the community because I feel that if we’re going to profit from the community, we need to give back. In the end, I always try to be part of the solution.

If you had to point to the one thing agents love you for, what would it be?

JAL: My agents have told me that I create an environment that’s like a family with high values. Through our RE/MAX affiliation, I give them state-of-the-art tools, and I strive to put my agents first so that I’m always helping to build their success.

keeping them on track with their business plans. It’s not a one-sizefits-all brokerage. We only hire one new licensee per office per year. My customer is my agent, the top agent who wants an individualized plan.

Keri and I are there to help them get that. That’s our why. That’s what gets my day going.

How do you stay in front of the competition?

JAL: Through coaching and accountability. In 2007, I transitioned out of sales in order to focus 100 percent on coaching and working with agents. I’m always on the lookout for new methods and/or systems to bring into the office to help them be better. Keri is also instrumental in this respect, as she has about 20 agents she coaches weekly,

What are you doing to ensure a solid future?

JAL: We’re updating our Stuart office space, as well as recruiting and attracting the right agents. In addition to making sure our agents know what their opportunities are, we’re constantly looking at what we can do to help them. They’re an awesome group of agents, and I feel incredibly lucky that I get to lead them. RE RISMedia’s REAL ESTATE December 2016 67

Building and Branding Team Business

by Lesley Grand Chris and Peggy Lyn Speicher Long & Foster Real Estate Bethesda, Md.

Years in real estate: Chris: 6; Peggy Lyn: 26 Region served: Washington, D.C., metropolitan area Team members: 12 agents (buying and selling), 5 admin/marketing support, 5 inbound and outbound client care You have an award-winning agent team, The Speicher Group, at Long & Foster in the Washington, D.C., area.

Please explain how you’ve grown your team from where it began with Peggy Lyn as a single practitioner six years ago to where it stands today.

Chris Speicher: When I joined my wife in 2010, we did six transactions a year. Wanting to grow, we worked at putting together a business foundation. My wife and I are CEOs of a multimillion-dollar sales operation that just happens to be real estate.

For growth and structure, we needed systems and procedures in place. I started with a plan to generate immediate income by picking the best partners to help us grow for the future, providing the best bang for our buck. That turned out to be with firsttime homebuyers on Zillow. We then partnered with Tom Ferry, and four years ago with BoomTown for our back-end. We track and measure everything. Every lead goes into a single system. Not only is it a winning system for our team, but it helped us take off.

What is your belief when it comes to

training and education?

CS: Training and education are critical. We have a team meeting every other Tuesday at 11:00 a.m. that begins with a single gratitude from each agent. The following Tuesday, Peggy Lyn runs a one-hour meeting on scripts, dialogues and role play, with the goal of making sure every agent can turn a lead into a sale. And every Wednesday is a role play situation. You have to build a culture of winners. In today’s real estate world, the challenge is staying ahead of the consumer who has access to so much information online. We combat this by reinforcing our value proposition through training and education.

What sets you apart from the competition?

CS: Everything. Our unique selling

proposition as a team begins when a client first comes in by matching them with an agent via personality type. And it all goes from that point of matching like personalities. We’re set up as a team so that at each point in the transaction, there’s always an expert there to carry it forward. We’ve spent a lot of time building the right culture, and we come at everything from abundance.

Talk about the benefits of being a husband and wife team.

CS: We love it. Peggy Lyn and I have been married for eight years. We weren’t looking for love when we found each other. We’re so in love, and for us to be able to work together and grow something together is amazing. It’s also one of the reasons we got into coaching. Our golden rule is that we refuse to sacrifice our marriage for real estate. Peggy Lyn runs the listing side of the business, and I run everything else. I don’t work her clients. I care about building a brand.

We make sure it’s very clear who is responsible for what, which has allowed us to continue to grow and flourish. RE

RISMedia’s REAL ESTATE December 2016 69

Luxury {Broker Spotlight}

Building a Legacy in

Who’s Who in Luxury Real Estate Celebrates 30 Years of Evolutionary Growth

The Who’s Who in Luxury Real Estate team gathered to celebrate the company’s 30-year anniversary at the members-only Columbia Tower Club near the company headquarters in Seattle, Wash.

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by Maria Patterson

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hat began 30 years ago as a door-to-door labor of love for John Brian Losh has turned into a thriving, worldwide network of 131,000 luxury real estate professionals and a website that features approximately 55,000 luxury properties from around the world. Through a unique philosophy that welcomes agents, brokers, independents and brands alike, and a keen eye toward technology and marketing, Losh and team have kept Who’s Who in Luxury Real Estate ahead of the curve and a vital force for its members. Here, Losh, chairman and founder, and Luxury Real Estate President Meghan Barry, share the story of how Luxury Real Estate evolved, and why it remains a leading gateway for the upper-end real estate market.

Maria Patterson: Looking back on your 30-year anniversary, please tell us what first led to the idea of forming a network for luxury real estate professionals.

John Brian Losh: I’m a real estate broker who entered the luxury real estate business in 1971. I bought my first firm in 1976 and realized from the onset that I needed to broaden my marketplace. I realized there were other firms like mine that needed to connect and refer, and expose their business to a maximum audience. I started contacting people I had met around the world, and before we knew it, we had a network that quickly grew to around 100 firms. I founded the network in 1986 and started publishing Who’s Who in Luxury Real Estate (a compendium of luxury firms from around the world).

MP: The company has evolved impressively over the years. In your opinion, what are some of the most significant milestones in your history?

Meghan Barry: Obviously, the initiation of the network in 1986, but going online in 1995 was groundbreaking. When we first went online, lots of people thought the internet was a passing phase that people would tire

of after a while. Being on the internet in 1995 was a big deal. At first, we only had member profiles and a web version of the directory online. We allowed members to feature five properties with their profiles. Eventually, this evolved into showcasing every property on the site, long before anyone was having conversations about big data and how to most effectively list properties on the internet.

JBL: When we went online, we went from being a small network of people and a book to an international network. Prior to that, people would ask, ‘What’s your exposure? Who sees this book?’ Once we went online, we were able to say, ‘The whole world sees the book.’

MB: There were also important milestones that weren’t tech-related, like hosting our first Luxury Real Estate Conference in 1995, starting Luxury Real Estate magazine in 2001, and forming our Board of Regents in 2004. These are just some of the

key factors that have created the total package we have now.

MP: How many properties do you currently feature on LuxuryRealEstate.com?

MB: We have around 50,000 55,000 properties on the site. We only feature properties over a certain price point. Our website features more multimillion-dollar properties than any other like site.

MP: What differentiates your network?

JBL: First, we don’t discriminate based on the type of company—we work with independents, franchisees, individual agents. We just want the best, no matter where they come from. Real estate still is, and always will be, a people business.

We know who’s who, who they are and what they do, and how they represent their communities. That’s why our membership has confidence in

“We know who’s who, who they are and what they do, and how they represent their communities.”

- JOHN BRIAN LOSH Chairman & Founder, Who’s Who in Luxury Real Estate

RISMedia’s REAL ESTATE December 2016 71

With a luxury broker at the helm, the Who’s Who in Luxury Real Estate leadership team is uniquely positioned to understand the needs of the luxury broker and the high-net worth consumer. our network. They know there’s substance behind these individuals and their companies.

MB: Back in the day, Brian went door to door and met with people. Today, you can go on the internet and get an overview of a real estate company and its agents, but to actually go see someone’s office and their community gives you a much clearer picture of their company and the business they do. So the fact that Brian has visited these firms in person carries a lot of weight with our network. Brian is a broker, so he can relate. We know their families, their business struggles and successes.

JBL: What also sets us apart is that, unlike most relocation networks, we facilitate the interaction and referral, but don’t take part in the commission. The uber rich deal with brokers all over the world and they like it when their broker in New York knows the broker from Palm Beach. The connections are extremely important.

MP: How would you describe your membership?

MB: When you look at the scope of our members in terms of back72 December 2016 RISMedia’s REAL ESTATE

ground, they’re all over the map.

But what they have in common is that they are entrepreneurs running businesses at a very high level. They are constantly at the top of industry lists, breaking records and handling transactions of extreme complexity.

They are also givers, and they love to share and learn.

JBL: These are also people who give to their communities and to charities. We give a special award to the person or company who’s done the most for their community each year.

MP: What are the key benefits a broker receives from being part of the Luxury Real Estate network?

MB: All members can put listings over a certain dollar amount on the site, and that amount depends upon what’s considered luxury in their respective markets. Members receive a page in the directory and get access to our PR and Social Media services. They gain access to the Luxury Lounge, which is like a members-only intranet site where they can manage information and connect with other members. Members participate in our Global Luxury Search (GLS), our IDX feed. Members also receive a

separate member site branded by Luxury Real Estate and property websites for every listing. Additionally, members are invited to our private events, they can participate in marketing campaigns and advertise in our magazine.

MP: How many members do you currently have?

MB: When you look at the total encompassing number of members, we have an agent count of just over 131,000, an office count close to 3,900, and 515 member companies. Those 515 members are either companies or agents. We represent 68 different countries.

JBL: Our goal is to have the best listings in the world on our site.

Sometimes that comes from a company, and sometimes from an individual agent member. The number of members who are franchisees has increased. In many relocation networks, if you are acquired by a franchise, they expel you. If one of our members becomes part of a franchise, they are encouraged to stay involved in our network. Our philosophy is, companies do what they feel they have to do to remain competi-

tive, and we encourage people to do what they believe is necessary. We have top brokers who are part of different umbrella companies; they are all welcome in our tent.

MP: How have you managed to keep the network ahead of the curve when it comes to technology?

JBL: We have a team that only works on technology. All they do is innovate with LuxuryRealEstate.com and the other products and tools that serve our members.

MB: We also stay connected to other companies in our industry that are very technology-minded. We are senior leaders in the Real Estate Standards Organization (RESO), so we’re at the table when discussions around technology happen in our industry. It’s important to be communicating in the industry so that when we see a need to pivot, we are part of the wave.

MP: Tell us about some of your most cutting-edge technology.

MB: First, our site has been translated into multiple languages. This is not just an instant translation; these are sites created in other languages.

Also, our award-winning mobile presence. Mobile is 50 percent of the traffic we get on the site today. Video is also really important, and our Apple TV app now showcases property videos from LuxuryRealEstate.com.

MP: Generally speaking, is the luxury real estate clientele more techsavvy than most?

MB: Years ago, the answer would have been no. Luxury clients tended to be older and more established.

These days, there’s so much wealth in younger generations, we have people of all ages searching for property on our site. We have to aim high, and assume that our consumer is highly tech-savvy, and wants information easily in the most user-friendly way possible.

MP: How have your live events and conferences evolved over the years?

JBL: We get together four times a year and meet with members to share ideas and concepts. We limit the size of our conferences to facilitate an intimate setting—it’s all about making it approachable. That’s why our conferences are like reunions. At our last meeting, a member had just sold a property for $725 million in Texas, and he talked about the whole transaction in a room full of his peers— how he got the buyer, the listing, and how the deal came together.

MB: Members really look at our conferences as a way to create business relationships, but also as a way to decompress, recharge and build their business as a luxury broker.

MP: Please tell us about your Board of Regents. Why was it originally formed, and what is its current role?

JBL: The Board of Regents is the governing body of Luxury Real Estate.

They give us feedback on what we can do to make the network better.

It’s comprised of about 75 people, and they take the responsibility very seriously.

MB: The member has to commit to a higher level of involvement in the network to be on the Board of Regents.

They have to come to conferences and participate in the magazine. This way, we can be assured that we’ll have a thorough geographical swath of attendees. The same with the magazine—this assures that consumers see worldwide representation.

MP: How are you celebrating your 30th anniversary, and what are the company’s plans for the future?

MB: We’ve celebrated a lot on Facebook (the LuxuryRealEstate.com page has over 100,000 likes). We’ve leveraged our 30th anniversary with 30 weeks of Throwback Thursdays,

J. Casey Losh: Planning for the Future As CEO for Ewing & Clark, Inc., Casey Losh oversees the boutique luxury real estate firm that has marketed fine residences, mansions and estates in the greater Seattle area since 1900. He is also a key part of the Who’s Who in Luxury Real Estate leadership team.

“For Ewing and Clark, Who’s Who in Luxury Real Estate gives us connections outside of our market to expose our properties to the most qualified and well-suited buyers,” says Losh.

“We personally connect with brokers outside of Seattle through conferences and the network at large to help our relocating buyers with their real estate needs. The relationships we have built are invaluable to our clients and our business. The ability to work with large and small, independents and franchisees across the globe gives us unique access to options that best suit our clients.” using fun photos from past events, archive pictures of the directory, screenshots and property listings from years back.

JBL: We’re also celebrating our 30th anniversary through our events. For example, we had one panel with legendary agents who have been in the business for over 30 years, followed by a panel of enthusiastic 30-somethings just getting into the business.

MB: In terms of what’s ahead, we have some big plans on the horizon.

We’re always striving to be better, improving upon what we’ve built and refining what works well. RE For more information, please visit www.LuxuryRealEstate.com.

RISMedia’s REAL ESTATE December 2016 73

{Broker Best Practices} Supporting Superstar Agents with Realtor.com® Leads

by Zoe Eisenberg

Don Mowery Broker/Owner RE/MAX New Horizons Rancho Cucamonga, Calif. www.mowerygroup.com

Earlier this year, we spoke to you about doubling down on online leads. Was this a good decision?

Yes. I made the decision last year to purchase shared leads for an entire county. At first I was overwhelmed, and wondered if it was the right decision, but once we got our systems and processes in place, we began to see our lead conversion increase, and return on investment soar. The beautiful thing about realtor.com®leads is that you know how many leads you can expect for a position for the year.

Besides acting quickly, what else do you coach your agents to do?

Equally important is the number of times they follow up. Agents should be following up at least 7 to 10 times within the first week of receiving the lead. We also make sure they use multiple types of communication.

How do you make the economic model work?

It’s increasingly difficult for individual agents to have the resources and funds to generate and convert leads. The team model allows for specializing and scale of economy. A team that’s well run allows agents to focus on their clients’ needs. In addition, the team agent can go on vacation and know that the client will still receive a high level of service in their absence.

Have you used your online lead program to recruit and/or retain good agents?

The failure rate for new agents in the first 18 months is very high. By having a systematic leadgeneration program, I can provide new agents a

74 December 2016 RISMedia’s REAL ESTATE

consistent source of business. This allows them the time to generate additional business through the more traditional sources.

Do you have any superstars on your team who are particularly adept at converting these leads?

What do they do differently?

Superstar agents have a daily routine and are constantly training. They’re resourceful and don’t blame the resources. They never complain about the quantity or quality of the leads. Superstar agents are grateful people who put their clients’ needs first.

Would you recommend this system to new agents or teams?

I would recommend this system to a broker that’s more hands-on and involved in their office. If you’re going to purchase leads and hand them out believing that they’ll magically convert, this isn’t for you.

The system is also great for a high-producing agent who’s willing to help others grow and is tired of having a high paying job instead of a business.

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

Flexibility and Innovation Key to Staying Ahead

by Gabrielle van Welie

Mary Lee Blaylock President & CEO Berkshire Hathaway HomeServices California Properties San Diego, Calif. www.bhhscalifornia.com

Region served: All of Southern California Years in real estate: 23 Number of offices: 58 Number of agents: 3,000

How do you see your market evolving throughout the next year?

Statistics show that more than 90 percent of homeowners in California have some equity in their

homes, which should bode well for our industry and market in 2017. Additionally, only 4.2 percent of housing is currently turning over in California, suggesting a slowing in the market; however, and conversely, 70 percent of homeowners statewide have not moved since 1999, presenting a large population of potential homeowners to the market.

the ocean, the mountains, the desert and exceptional people. Being in Southern California allows us to participate in real estate markets ranging from first-time buyers to elite luxury properties.

How do you use technology to better serve your clients?

Attracting Talent with Collaboration and Office Culture

We’ve expanded our reach through our enhanced website to include access to international markets so our clients have the luxury of their properties being exposed to over 17 countries worldwide. When considering a technology purchase, we first consider our clients and the benefit the tool may bring to them. We also invest large sums of money in technology that’ll assist us in diminishing the possibility of our clients’ personal information falling into the wrong hands. In addition, we’re constantly challenged to better our technology to support our agents in their daily activities, which ultimately supports our clients.

What strategies do you have in place to successfully reach out to first-time buyers?

Our company has a robust digital marketing campaign that includes communicating with first-time buyers. We provide pertinent information related to the cost of renting versus owning, and what the difference could mean to them both short- and longterm. Our agents consistently hold open houses where many first-time buyers are seeking tangible information on available homes. Additionally, we have the full array of lending products available to first-time buyers through our affiliated company, HomeServices Lending.

How does your company stay flexible and current?

As an organization, if we believe that our job is ever done because we’ve arrived, we’re dead in the water. We’ll always challenge ourselves to remain flexible, and will continue to lead our markets with innovation and expertise.

What do you like most about the region in which you work?

Southern California is a desired lifestyle, fully equipped with ample sunshine, outdoor activities,

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

by Zoe Eisenberg

Michael D. Lunden Owner/Managing Broker Sellstate Realty Pros Greenwood Village, Colo. www.ssrealtypros.com

Region served: Colorado Years in real estate: Nearly 20 Number of offices: 1 Number of agents: 30 and growing

What is your can’t-live-without technology tool?

My cellphone. Fortunately, Sellstate provides Power Suite to all our agents, and my amazing staff is always on top of the latest tools and technology.

I personally see a trend in technology leaning toward simplification and the ability to manage multiple lead sources, recruiting and automatic contact management through various mediums.

What makes your company unique?

Sellstate Corporate and the Colorado Sellstate Region have an amazing culture that nurtures ideas, involvement and opportunity. My office in particular is unique in the way we encourage collaboration, promoting both individual and group successes.

Our office has created numerous marketing tools, including client presentations in a folder format, closing gifts and greeting cards, all of which are branded and available online to all Colorado Sellstate offices.

How are you attracting new talent to your team?

Not only do we have a 900-square-foot state-of-the-

RISMedia’s REAL ESTATE December 2016 75

art training facility, but we’ve also partnered with numerous experts to provide educational opportunities, with little to no charge to our agents. Our partners include title, mortgage and real estaterelated professionals, in addition to weekly health and wellness classes. We offer free yoga, meditation and nutrition courses, as well as workplace ergonomics and stretching classes.

What is the biggest challenge your market currently faces?

Colorado’s market has consistently been one of the strongest markets in the U.S. Like many other markets, Colorado has experienced a limited availability of housing, as well as steadily increasing property values.

How is your team working to solve this challenge?

I’m fortunate to be surrounded by a talented staff, many of which are on my office board of advisors.

I hold weekly meetings with each advisor, as well as a monthly board of advisors meeting. We discuss and share creative ways to address and best negotiate the needs of our clients, and share our findings and strategies with all of our agents.

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

Thorough Planning: The Secret to Success

by Gabrielle van Welie

Marie and Mark Hischier Broker/Owners HomeSmart Professional Partners Realty Monrovia, Calif. www.homesmartprofessionalpartners.com

Region served: LA County/San Gabriel Valley Years in real estate: 16 Number of offices: 2 Number of agents: 100

76 December 2016 RISMedia’s REAL ESTATE

What factor has the largest influence on the real estate industry today?

Knowledge. As a real estate professional, you need to be well-versed on the contracts and addendums your clients are signing. Buyers and sellers are very savvy and can look for homes online and even post pictures of their homes on miscellaneous websites for marketing exposure. As agents, we need to guide them through the process. At the same time, we need to understand the technology available to the public and be able to utilize and maximize it to benefit our clients and our business. To be successful, you need to continuously educate yourself in all facets.

Describe the current consumer confidence climate in your area.

Consumers are confident that real estate continues to be a stable investment. Sellers are receiving multiple offers, but finding that they need to be fair in their pricing and present a nice home to take advantage of the low-inventory market. Sellers are investing in minor updates and upgrades and reaping the benefits of presenting a move-in ready home by receiving multiple offers. Buyers are purchasing for long-term investment, creating a stable community that benefits everyone living in the area.

Which HomeSmart system do you find most beneficial?

As managing broker/owners, the back office is critical to our daily efficiency. We’re able to review paperwork, schedule education for our agents and print reports to see where we need to improve and where we’re excelling. The system is set up to be effortlessly delegated to new staff as we grow, or time block as we’re growing, and handle multiple positions within the company. In addition, the proprietary paperless system is absolutely the best.

And we would be remiss if we didn’t mention the RealSmart Agent portal. With the check of a box, agents can create flyers, websites, YouTube videos, QR codes, etc.

How does HomeSmart help you in your day-today business?

We reached a milestone 100 agents in just four years, and our office was awarded No. 1 in transaction growth for 2016. Not only are we hiring

agents at a remarkable rate, they’re producing and out-selling the competition. Without the systems HomeSmart has created, it would be impossible to supervise, educate and support 100 agents at this level of production. We’re also blessed by a family of franchisees willing to discuss and share their successes and failures, resources and offices to the benefit of all franchisees and agents. This unique relationship is greatly attributed to HomeSmart’s process of recruiting like-minded franchise owners, as well as eliminating the competitive nature of brokerages by designating territories for each office.

What are some of the current trends you see in your market?

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

What factor has the largest influence on the real estate industry today?

Building and Maintaining Relationships

by Paige Tepping

Stephanie and Keoki McCarthy Broker/Owners Real Living Northwest, REALTORS® Bothell, Wash. www.realliving.com/northwest

Region served: Greater Seattle area Years in real estate: Stephanie, 23; Keoki, 21 Number of offices: 2 Number of agents: 18

How does your company make its agents’ jobs easier?

Our STAR Program is instrumental in this respect as we take care of the administrative and marketing aspects of the business for those agents who have signed up and committed to a certain level of production. We truly believe agents should be out there meeting people and going on appointments, so we take care of inputting their listings into the MLS, designing/delivering marketing materials and creating their social media profiles.

Seattle is one of the fastest-growing cities in the country, with a number of big tech companies that are continuing to flourish. The Bay Area companies are beginning to realize that they can’t compete with the other companies to get people to come to the area, so they’re building campuses here and starting to recruit heavily. While Seattle is an expensive market, buyers can still get a decent house in the best areas for a much better deal, and because of that, the market is hot.

The utilization of technology, data and info. As technology continues to change and evolve, having a national brand that does it all for you is a huge benefit. This is one of the main reasons we decided to join the Real Living network. The fact that they constantly have the next iteration of our company website in the pipeline is crucial when it comes to staying ahead of the curve. In addition, being on the Real Living Broker Advisory Group’s Technology Subcommittee allows us to help shape the direction we go.

How do you use technology to better serve your clients?

We’re using technology to shape our customer’s journey from not knowing who we are to closing a deal with us. This is done by serving them interesting content via social media and other channels.

Once they’re in the funnel and they’ve gotten to know us, the content we provide will move them along the journey. In the old days it was all about providing a tool for prospective buyers to use to search for a home, then hoping they would click through to make an appointment. But we need to do more to create relationships today. And technology can help build relationships with those you don’t know. RE For more information, please visit www.realliving.com.

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{Trending}

A Natural Fit:

Corporate Mobility, Discard/ Donate and Staging Services

by Peg Guinta, CRP, GMS

78 December 2016 RISMedia’s REAL ESTATE

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hen transferees prepare their homes for sale, it often includes activities such as removal of excess furnishings and priming of interior spaces. Professional discard/donate and staging firms support many corporate mobility objectives, including positive transferee experiences and cost containment of program services.

Both are excellent professional partnership resources worthy of

case-by-case or policy inclusion consideration by clients. This month’s column features examples of each, and how they support the corporate mobility process.

Discard/Donate Services These companies facilitate the evaluation and elimination of items before the seller moves to reduce packing and transportation costs.

A growing number of corporate relocation programs offer discard/ donate services to relocating employees. But it’s a wonder they’re not more popular considering they reduce the weight and cost of household goods shipments, which are typically paid by employers.

Relocation Remedies is one such discard/donate firm operating na-

tionwide. Daniel O’Neill, director of operations, says, “Cost savings vary depending on family size and the type of relocation (i.e., domestic or international, permanent or temporary, homeowner or renter, etc.), but we strive to eliminate between 10 20 percent of the household goods shipment size.”

Relocation Remedies’ fees are based on the weight of goods removed and are typically far lower than the van lines’ shipping rates, so clients benefit from cost savings by removing instead of shipping goods. “There’s always savings,” O’Neill explains. “On an average domestic corporate household goods shipment, our clients can expect a savings of approximately $650 to $1,300 per shipment, and much more on international shipments.”

Companies may realize significant annual savings when considering the aggregate population eligible for van lines shipment.

This service enhances the transferee experience, too. “Besides being cost-effective, transferees are spared trying to find trucks, the labor and time to make runs to charities, recycling centers or junk yards, typically the last thing on their minds,” says O’Neill, adding “…families are thrilled to have help purging items that have moved several times previously and are no longer needed.”

After the evaluation process, the company arranges for the removal of unwanted items and facilitates the return of a tax receipt for donated items. Environmental benefits result because less packing materials are needed and fuel consumption is reduced. Another advantage if conducted prior to home marketing: freed-up interior space may improve showings.

Relocation Remedies works primarily with RMCs and corporate clients, but O’Neill sees value in developing working relationships with

other partners such as relocation departments and move management firms. “These services could be included in corporate relocation policies as support for home sale or household goods transportation,” he says. Relocation Remedies also provides services direct to consumers, offering savings whether household goods transportation is paid for by corporate employers or homeowners.

Staging Services Staging is a better-known service; its goal is to enhance property features and enable prospects to envision themselves ‘in situ,’ to maximize home salability and reduce market time.

Although some staging firms offer clutter reduction services, A Fresh Eye, LLC, located in Connecticut, specializes in “room transformations” (decorating) and staging services. “Room transformations use the family’s furniture, colors and styles, focusing on creating rooms that function best for them,” says owner Kathy Engstrom. “Staging, on the other hand, showcases the house itself and its features in a way that helps the buyer visualize their own family living in the home.

“Staging a home presents it in the best possible light to appeal to the largest number of buyers and to differentiate it from others on the market,” Engstrom says. “A Fresh Eye can stage with homeowners’ existing furnishings, but most times, I have to pare down the amount of furniture and accessories and have the homeowner dispose of, donate or store still-wanted items offsite.” A Fresh Eye and other staging firms can also bring in furnishings to create a staged setting for a vacant home.

A Fresh Eye provides consultation services and a comprehensive written recommendations report that includes cosmetic improvements and

repair suggestions. Sellers complete the improvements themselves, but the actual staging is managed by the design firm. While staging may not be necessary for every listing, sellers could benefit from completing repairs and improvements suggested in the recommendations report often provided by these professionals.

Many staging firms accommodate a variety of budgets through hourlybased fees and room-by-room charges. “Sometimes agents have offered to pay for the initial staging consultation,” adds Engstrom.

Corporate policies don’t typically cover home marketing preparation assistance, but do often provide relocation allowances, intended for discretionary, miscellaneous moverelated items. For some transferees, it can make sense to use a portion of the relocation allowance for home sale preparation purposes.

Staging can be a cost-effective component of many marketing strategies. “I certainly see the value of developing relationships with relocation departments because the goal of both corporate clients and real estate professionals is to sell the transferees’ home quickly and at the best possible price,” says Engstrom.

Both services deserve strong consideration as client recommendations because they offer winning solutions in high-stakes relocation program areas, making them a naturally good fit for your clients. RE Resources for national directories of staging professionals include www.stagedhomes.com; www.realestatestagingassociation.com; and www.HomeStagingResource.com. See NAR’s 2015 Profile of Home Staging for additional information.

Peg Guinta, CRP, GMS, is Projects Director for RIS Consulting Group. For questions, please email peg@rismedia.com.

RISMedia’s REAL ESTATE December 2016 79

{RISMedia’s Great Spaces}

Johnny Depp’s art deco in LA serves semi-Warholian vibes with a side of pretension.

by Nick Caruso & Zoe Eisenberg

Peek Inside Johnny Depp’s $12.7M Art Deco Johnny Depp loves art. His Los Angeles penthouse, now on the market for $12.7 million, beats you over the head with this fact from the very second you lay eyes on a single photo. In addition to a mural

by Brazilian twin artists OSGEMEOS sprawled on the entire dining room wall, paintings, photographs and 80 December 2016 RISMedia’s REAL ESTATE

other artsy-fartsy pieces suck up space on every single surface and line of vision. From its purple- and blue-hued velvety furniture to its metallic kitchen table set with probably-hand-painted chairs, we can’t tell if we dig its semi-Warholian vibes, or want to roll our eyes at its pretension.

The home is made up of five separate condos, the first of which the fraudulent Willy Wonka bought in 2007. All five units were purchased

directly from the developer for a cool $7.2 mil, so Depp stands to make a nice little chunk of change if he gets the asking price.

With pops of bursting color in the home’s bedding, curtains and furniture, Casa del Depp has a vintage-inspired look that serves many of his living and entertaining needs, which, of course, includes an art studio. (Because Johnny Depp is artistic and loves art!) Each unit is a loft, with its own ensuite bedrooms

on the second level.

The building (the Claude Beelmandesigned Eastern Columbia Art Deco building, located in downtown LA) has its own shared gym, swimming pool and “leisure terrace;” however, Depp’s portion comes with several of its own private terraces.

While nearly every single wall is plastered with framed photos and paintings, one can take reprieve from the art overload with stunning views of LA’s historic buildings and mountains, and the contemporary downtown scene to the west.

Depp concurrently has two other properties on the market: a mansion in France and another in Venice.

Spanish style for sale in Houston: #thatpool!

Spectacular Stucco Spanish Contemporary for Sale in Texas This contemporary Spanish estate is situated in Tanglewood, one of Houston’s most sought-after neighborhoods. The 8,018-square-foot home contains six bedrooms, six full baths and two half-baths, sitting on over 24,000 square feet of land.

Visitors will encounter a jaw-dropping 24-foot ceiling the second they enter the premises. Designed by architects Francisco Robles and Robert Dame, the home features imported travertine and mahogany flooring, mahogany cabinetry, an exquisite mahogany staircase, gorgeous chandeliers, huge windows, a wine room and wet bar. The master suite occupies an entire wing, complete with a fireplace, bar and three balconies.

The beautiful in-ground pool can be viewed from the balcony of the master bedroom and master bath.

All bedrooms have ensuite baths and tons of storage. The outdoor oasis is built for entertaining with an outdoor kitchen, fireplace and dining area. Other outdoor features include a pergola, deck pool and spa.

Listed by: Stephanie Miller, Berkshire Hathaway HomeServices Premier Properties Listed for: $3,849,000

RISMedia’s REAL ESTATE December 2016 81

Four-hundred and fifty feet of ocean frontage in San Clemente?

Yes, please!

Oceanfront San Clemente Property If you’re on the hunt for supremely luxurious living in California, peek behind the gates of 4130 Calle Isabella, located in stunning San Clemente. Snug inside Cotton Point Estates, a prestigious private enclave, this sprawling Spanish-style residence is sure to elicit several oohs and aahs from anyone who nears.

Designed by James Glover in 2007, the estate features lavish details such as imported stone, arched openings, handmade roof

TV History for Sale in Texas: The ‘Dallas’ Mansion A North Dallas mansion that served as the set for the elegant family home of the Ewing clan on the mega-hit television series “Dallas” is now for sale. Largely responsible for changing many Americans’ image of Texas from cowboys and bull riding to mansions, beautiful women and expensive jewelry, “Dallas” became tiles and a reclaimed fireplace for crisp winter nights. With seven bedrooms, 11 bathrooms, a gourmet chef’s kitchen and a swoonworthy swimming pool, this home is ideal for entertaining, or cashing in on some serious R&R. Situated on more than two acres with 450 feet of ocean frontage, one of the widest-spanning oceanfront lots up and down the coast, the impressive grounds include a horseshoe court, outdoor cooking area and unobstructed views of the Pacific Ocean.

Listed by: Timothy Smith, Coldwell Banker Residential Brokerage Listed for: $49,900,000 82 December 2016 RISMedia’s REAL ESTATE

Television history for sale: the “Dallas” mansion is available for $12.95 million.

Famous Encino, Calif.

Home Hops on Market

the epitome of Texas wealth and oil money. It was how millions of people spent their Friday nights when it was America’s top-rated show throughout much of the 1980s.

While the show’s Southfork Ranch exterior is located about 25 miles north of Dallas in Parker, Texas, and used as a tourist and conference center today, many of the interior “Dallas” scenes were filmed in this home in the North Dallas Preston Hollow neighborhood. In fact, the property was chosen out of the many luxurious mansions gracing the city to showcase a home that would be equal to an oil baron of Ewing’s stature.

New on the market, this 10,341square-foot Georgian estate situated on 4.3 acres was built in 1939 and exhibits all the graciousness of the era with five bedrooms and seven baths filled with elegant details in moldings, fireplace surrounds and library paneling. Large rooms include formal living and dining, chef’s kitchen with dining area, bedroom suites with living areas, a billiards room, media room, high-speed elevator, family room and wet bar. The exterior includes an exercise building, pool,

spa, tennis court, creek-side terrace and fire pit. The home was completely rebuilt and updated in 2003.

Famous neighbors include former President George W. Bush, T. Boone Pickens and Mark Cuban.

Listed by: Allie Beth Allman of Allie Beth Allman & Associates Listed for: $12.95 million

Fans of the Fox show “24,” listen up: Jack Bauer’s fictional home is now for sale for a cool $3.9 million.

The posh space, located at 4620 Rubio Ave in Encino, Calif., was also featured in “CSI” and the 90s classic “Beverly Hills, 90210.”

Stretching out over 6,000 square feet with five bedrooms and six bathrooms, the modern home was designed in 1939 by prominent architect J.R. Davidson, who went on to design three Arts & Architecture magazine Case Study homes.

The one-story home sits on twothirds of a seriously lush acre, with a pool perfect for lounging, sleek spaces for entertaining both indoors and out, a home gym, an outdoor kitchen, fireplace and fire pit. If that’s not impressive enough, you’ll be comforted to know that early photos of the residence hang in the Getty Center.

Listed by: Alan Taylor of the John Aaroe Group Listed for: $3,999,000 RE

Lounge in luxury in Encino, Calif., if you have a spare $4 mil.

Photo by James Moss

RISMedia’s REAL ESTATE December 2016 83

{Ask the Experts}

Q:

Buddy Stark Director of Operations HomeTeam Inspection Service www.hometeam.com

What can homeowners do to ensure their home is well prepared and more energy-efficient throughout the coming months?

A:

While winter is fast approaching, HomeTeam Inspection Service—the only national home inspection company to utilize a team of inspectors onsite—offers the following tips for homeowners as they prepare for the colder months ahead.

4Inspect around windows and doors for cracks, and seal any openings with caulk or weatherstripping to prevent air and water from getting in your home.

4Have a professional evaluate the amount of insulation in your home to ensure it’s properly insulated and will keep your energy costs down.

4Replace batteries in smoke alarms and carbon monoxide detectors to make sure they’re working properly.

4Visibly check the fireplace opening for loose or missing bricks and have screens in place to protect from any embers that may escape.

4Look for raised, loose or missing shingles, which can allow water to get in, and replace if needed.

4Remove hoses from outside spigots and store for the winter months.

4Clean debris from gutters to prevent water from collecting and freezing.

4Make sure all downspouts are pointed away from the foundation.

4Have the HVAC units inspected and change furnace filters monthly

84 December 2016 RISMedia’s REAL ESTATE

for maximum energy efficiency and cleaner air.

4Program thermostats to lower temperatures while at work or sleeping.

These simple steps can help homeowners maintain the health of their home over the winter months. For more than 20 years, HomeTeam Inspection Service has been providing fast, trusted and accurate home inspections. More information and other household tips can be found at hometeam.com.

Q: A:

Anthony Hitt Chief Executive Officer Engel & Völkers North America www.evusa.com

When does international really mean international?

First, it’s simply not enough to have industry contacts overseas. Working with a truly international brokerage means that the network, its structure and its agents are consistently credible worldwide and have a proven system with real lines of business moving throughout

international markets.

It means that clients on the coast of nearly any continent can expect to find the same quality of resources, tools and business they would find from their local real estate advisor back home, and we must be versatile, flexible and ready to embrace innovation. For Engel & Völkers, we’re not just selling real estate, we’re selling a lifestyle.

Since language is hard to be universal, we don’t underestimate the power of consistent branding at every level of business, which, for us, has meant 40 years of consistent branding. Visitors and clients can find Engel & Völkers fine China, stationery, writing utensils and business cards replicated in the same ways from our “shops” in Buenos Aires to Beverly Hills. The brand guidelines for our signature shops found in every major global market are extremely detailed—but, more importantly, the advisors inside them execute the same universally embraced core values of being competent, exclusive and passionate.

This brings me to the second and more important half of this special equation of being truly international—that is, our network and clients

must feel truly connected.

Ease of accessibility and being able to effortlessly connect with your contacts overseas must be a pre-requisite of being an international network. However, to be truly international, it’s a necessity that the quality of contact each one of our clients makes is always dependable, consistent and simply the best.

We strive to guarantee that our advisors can entrust their beloved clients to other advisors from across the world, fully knowing their clients will be treated with the same quality and care they would personally deliver. When a homebuyer or seller meets with a new advisor in Hong Kong, they should feel like they’re meeting with the one they already respect and love from back home in Aspen.

We strive to hear more stories like Greg Carros’, owner of our Engel & Völkers Vancouver shop, whose client was ecstatic about being able to deal with “another Greg in a different city.” This is what genuine evidence of being truly connected internationally looks like—and that feeling can be universal.

Ultimately, the Engel & Völkers network lives by one simple rule: to be where our clients are—to truly be in the best locations around the world. Wherever our presence is, wherever our clients want to buy and sell their homes, it must be interactive and unmistakable.

As it stands, Engel & Völkers’ international nature and European birthplace has helped in waves as our industry shows a pressing need to globalize. Undeniably, there’s untapped financial opportunity in the international real estate sphere, and having a premium legacy that’s backed by international accessibility and an interconnected culture is something very special.

John Bunker Marketing Director RealEstateCalendars.com www.realestatecalendars.com

Q:

As the new year approaches, what are the best ways to stay in front of clients—past and present—as well as individual farming areas?

A:

As we focus on closing out the last month of 2016, brokers and agents must also be preparing for the upcoming year. During the month of December, it’s time to think about getting your name in front of all your past clients, as well as your farming areas.

One of the most popular ways to achieve this goal is through the use of calendars. Magnetic calendars are a great way to get your name out there, positioning you and your business front and center as we approach the new year. Whether you mail them out or leave a pile at your local grocery store for people to pick up as they wrap up their weekly shopping trip, you can be sure they’ll think of you every time they open the refrigerator to get a snack.

But it doesn’t end there. Maintaining a presence online is just as important. In fact, a recent study from the National Association of REALTORS® shows that 92 percent of buyers use the internet to house hunt, underscoring the need to be visible in various places on the web.

If you’re not as visible as you should be, now’s the time to increase your presence. Begin by creating your own website. From there, add free home valuations to your site and consider posting your listings on various social media platforms.

As mobile traffic continues to grow, it’s more important than ever that your business be mobile-ready.

That means you’ll want to create your website with a responsive design so that your site and emails render correctly on all devices and screen sizes. By offering a mobile-friendly experience, you’ll ensure every visitor has a good experience, creating a positive perception of your business.

And last but not least, it’s time to plan your direct mail campaign.

Whether you’re sending postcards complete with magnetic tape, door hangers to market your business

“Ninety-two percent of buyers use the internet to house hunt, underscoring the need to be visible in various places on the web. If you’re not as visible as you should be, now’s the time to increase your presence.”

– John Bunker Marketing Director, RealEstateCalendars.com

or even door bags that’ll hold information for potential customers, the options are endless. Taking this to the next level, you may even want to think about coordinating your mailings with specific seasons, events or sports.

Get a jump on the new year by thinking outside the box in order to position yourself in front of those you know—and those you have yet to meet. RE

RISMedia’s REAL ESTATE December 2016 85

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Index of Preferred Providers The leading companies providing services to the real estate and relocation industries

RREIN Service Providers

ABR®....................................................................................... 90

Ascent Real Estate, Inc............................................................. 94

American Home Shield............................................................. 90

Berkshire Hathaway HomeServices Ambassador Real Estate..... 94

Berkshire Hathaway HomeServices........................................... 90

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®......94

BoomTown............................................................................... 90

Berkshire Hathaway HomeServices Florida Realty..................... 94

Buffini & Company................................................................... 90

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.......94

Century 21 Real Estate LLC...................................................... 90

Berkshire Hathaway HomeServices Georgia Properties.............. 95

Certified New Home Specialist ............................................... 90

Berkshire Hathaway HomeServices Nevada Properties.............. 95

Contractor Connection®........................................................... 90

Berkshire Hathaway HomeServices Select Properties................... 95

CRS Data................................................................................. 90

Better Homes and Gardens Real Estate Mason-McDuffie.......... 95

DocuSign................................................................................. 90

Better Homes and Gardens Real Estate Rand Realty................. 95

Engel & Völkers........................................................................ 90

Calcagni Real Estate................................................................ 95

The Entrust Group.................................................................... 91

CENTURY 21 AllPoints Realty.................................................... 95

ERA Franchise Systems, LLC..................................................... 91

CENTURY 21 Award.................................................................. 95

HomeFinder.com...................................................................... 91

CENTURY 21 New Millennium................................................... 95

Homes & Land......................................................................... 91

Coach REALTORS®................................................................... 95

Homes.com............................................................................. 91

Coldwell Banker Advantage....................................................... 96

HomeSmart International......................................................... 91

Coldwell Banker D’Ann Harper, REALTORS®............................... 96

HomeTeam Inspection Service.................................................. 91

Coldwell Banker Kappel Gateway Realty.................................... 96

HSA Home Warranty................................................................. 91

Coldwell Banker Prime Properties............................................. 96

Leading Real Estate Companies of the World®.......................... 91

Diane Turton, REALTORS®......................................................... 96

Moxi Works............................................................................... 92

Fillmore Real Estate................................................................. 96

MRE – Win Local®.................................................................... 92

First Team® Real Estate............................................................ 96

National Association of REALTORS®.......................................... 92

GARDNER, REALTORS®............................................................. 96

Oakley Signs & Graphics.......................................................... 92

Gloria Nilson & Co. Real Estate................................................ 96

On The Move, Inc...................................................................... 92

J. Rockcliff REALTORS®............................................................. 96

Paradym.................................................................................. 92

Jordan Baris, Inc., REALTORS®.................................................. 97

The Personal Marketing Company............................................. 92

Kinlin Grover Real Estate Real Living......................................... 97

Pillar To Post Home Inspectors.................................................. 92

Long & Foster Real Estate, Inc.................................................. 97

Quicken Loans......................................................................... 92

Lusk & Associates Sotheby’s International Realty...................... 97

Real Living Real Estate............................................................. 93

McCOLLY Real Estate................................................................ 97

TM

Realogy Holdings Corp............................................................. 93

Page Taft Real Living................................................................. 97

realtor.com®............................................................................ 93

Patterson-Schwartz Real Estate................................................ 97

Realtors Property Resource®.................................................... 93

Randall, REALTORS® Real Living..................................................... 97

Realty ONE Group.................................................................... 93

RE/MAX 440 and RE/MAX Central........................................... 97

RE/MAX, LLC............................................................................ 93

RE/MAX Gateway..................................................................... 97

RIS Consulting Services........................................................... 93

RE/MAX Professionals.............................................................. 97

RISMedia’s Top 5 in Real Estate Network®................................ 93 Stewart Title............................................................................. 93 Top Producer® CRM.................................................................. 93 Workman Success Systems...................................................... 93 Zillow Group............................................................................. 94 zipLogix.................................................................................... 94

RISMedia’s REAL ESTATE December 2016 89

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould, Executive Director 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, giving agents knowledge and confidence to navigate the 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.

BERKSHIRE HATHAWAY HOMESERVICES

real estate sales organization, with approximately 6,900 independently owned and operated franchised brokerages and more than 104,000 independent real estate professionals in 76 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals to build brand awareness and preference.

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 SPECIALISTTM (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 Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

(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.

www.contractorconnection.com Contractor Connection®, an industry leader in contractor-managed repair and home improvement services, provides insurance carriers and consumers a national network of residential and commercial contractors who are vetted and managed for performance, measuring quality, timeliness and customer satisfaction. For more information, please visit www.contractorconnection.com.

BOOMTOWN

CRS DATA

www.boomtownroi.com/ris The BoomTown platform, an essential part of the agent’s daily business, cultivates relationships that turn people into lifelong customers. Our solution includes a customized real estate website integrated with local MLS data, client success management, a cutting-edge CRM (Customer Relationship Management) system with marketing automation for real estate, and personalized advertising services. Google-certified digital marketers handle our clients’ online marketing needs so they can focus on the most dollar-productive activity: closing deals.

www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data.

Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices.

Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

(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.

CENTURY 21 REAL ESTATE LLC

ENGEL & VÖLKERS

(877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is a leading global residential franchise

(212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany,

90 December 2016 RISMedia’s REAL ESTATE

CONTRACTOR CONNECTION®

DOCUSIGN

Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private jets. Engel & Völkers currently operates a global network of over 8,000 real estate advisors in more than 700 brokerages spanning 36 countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data.

THE ENTRUST GROUP (800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education of Real Estate IRAs for 35 years. Entrust offers real estate brokers and agents a costeffective, individualized approach to retirement savings using a self-directed IRA account with the AgentIRA Program. As a part of this program, Entrust works with real estate professionals by assisting their clients with the purchase of real estate investments with retirement funds. The AgentIRA Program provides real estate brokers a strategy to attract, develop and retain high-quality talent. Learn more at www.theentrustgroup.com/agentira.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Susan Yannaccone, President & CEO Since 1971, ERA Franchise Systems, LLC, 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 2,350 independently-owned and -operated offices with approximately 36,000 brokers and independent sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMEFINDER.COM (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. 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 & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom

advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report.

Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

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 fastestgrowing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives to meet the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success.

HOMETEAM INSPECTION SERVICE 844.HOMETEAM • www.hometeam.com You can depend on HomeTeam for a faster, more efficient home inspection every time. Unique to home inspection companies, HomeTeam brings a team of inspectors on-site. Each team member focuses on his or her area of expertise, which keeps us efficient and saves you time. Fast, Trusted and Accurate. That’s the HomeTeam promise. We invite you to experience the difference the team approach makes. For more information give us a call at 844.HOMETEAM or visit us online at hometeam.com.

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. They avoid post-sale disputes about 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 selective global community of the highest quality independent real estate companies. We exist to make our members better by connecting them to opportunities and people around the globe, supporting them with a global referral network, professional development programs, and unique events. For more information on our 500 firms that span over 50 countries with 120,000 sales professionals, visit LeadingRE.com.

RISMedia’s REAL ESTATE December 2016 91

MOXI WORKS

OAKLEY SIGNS & GRAPHICS

(206) 673-4591 • www.moxiworks.com Moxi Works is a residential brokerage services company that makes agents significantly more productive and brokerages more profitable by helping them effectively run their businesses. Moxi Works’ integrated tools are centered on a sphere-based selling process that drastically increases agents’ repeat and referral business, while lowering overall technology costs for the brokerage.

Brokerages with Moxi Works collectively sell over $72 billion worth of homes annually.

(800) 373-5330 • www.OakleySign.com Oakley Signs & Graphics (since 1972) offers real estate yard signs nationwide. They are known for their high-quality, high-gloss signs, fanatical customer service, fastest order turnaround times in the industry, and guaranteed low prices. With over 500 products and an experienced staff who is fanatical about helping their customers, you can’t go wrong working with Oakley Signs for your yard signage needs!

MRE – WIN LOCAL® (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director MRE – Win Local® 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. MRE – Win Local® will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

(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.

NATIONAL ASSOCIATION OF REALTORS®

PARADYM

(800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, CEO •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, 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®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.REALTOR.org/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.

REALTOR. 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-selling “The Little Red Book: Safety Rules to Live by for REALTORS®,” and the “2015 NAR Profile of Home Buyers & Sellers.” Visit http://store.REALTOR.org. 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 members. Visit www.secondcenturyventures.com.

(800) 873-0700 • www.paradym.com • sales@paradym.com Building a successful real estate brand can be difficult. But you don’t have to do it alone. The Paradym Edge Platform is an all-inone real estate marketing solution built just for you. From automation and distribution to mobile marketing, social media and technical support, Paradym provides you with all the tools and resources you need to achieve real estate marketing success at your pace.

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ON THE MOVE, INC.

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 eight Canadian provinces. The Pillar To Post difference includes printing a computer-generated report on-site at the time of the inspection, requiring each inspector to carry $1 million in E&O insurance that covers both the agent and the broker, and three unique home inspection packages designed to better suit the individual needs of our clients.

QUICKEN LOANS (866) 718-9842 • AgentRelations@QuickenLoans.com For more than 30 years, Quicken Loans has been celebrated for providing an amazing mortgage experience. In fact, J.D. Power ranked Quicken Loans highest in client satisfaction for mortgage origina-

tion the last six years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage—the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

REAL LIVING REAL ESTATE (866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized by Entrepreneur magazine, has received Inman Innovator Awards, and was named “the Most Promising New National Brand” by the 2013 Swanepoel TRENDS Report. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

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 residential 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®, ZipRealty®, NRT LLC, Cartus, Title Resource Group and ZapLabs LLC. Collectively, Realogy’s franchise system members operate approximately 13,600 offices with more than 261,000 independent sales associates doing business in 109 countries and territories worldwide.

ENGAGE WITH REALTOR.COM® (800) 878-4166 • www.realtor.com Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. 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, COO 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 ONE GROUP (888) 461-0101 • www.RealtyONEGroup.com 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.

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 more than 100,000 Sales Associates in nearly 100 countries. 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.

RIS CONSULTING SERVICES (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.

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK® (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.

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 PRODUCER® CRM (800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base.

Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM.

WORKMAN SUCCESS SYSTEMS (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. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work RISMedia’s REAL ESTATE December 2016 93

in order to achieve top performance and industry excellence.

als maximize business opportunities and connect with consumers.

ZILLOW GROUP

ZIPLOGIX

www.zillow.com Zillow Group houses a portfolio of the largest real estate and homerelated brands on the web and mobile. The company’s brands focus on all stages of the home lifecycle: renting, buying, selling, financing and home improvement. Zillow Group is committed to empowering consumers with unparalleled data, inspiration and knowledge around homes, and connecting them with the right professionals to help, and helping real estate agents, lenders and rental profession-

(866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused 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 Area. 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 AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 www.BHHSamb.com • agents@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 Up94 December 2016 RISMedia’s REAL ESTATE

state South Carolina since 1964. With more than 400 agents on board and 10 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 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 fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, Berkshire Hathaway HomeServices Fox & Roach, REALTORS® has 4,000 Sales Associates in 65 sales offices throughout the TriState area. 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, go to www.foxroach.com.

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES

CALCAGNI REAL ESTATE

(770) 992-4100 • www.BHHSGeorgia.com Berkshire Hathaway HomeServices 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. Berkshire Hathaway HomeServices Georgia Properties was ranked No. 1 in homes sold, buyers represented and overall transactions in 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

(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.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES

(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 lifelong relationships by delivering outstanding service when it comes to any of their real estate needs.

(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.

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, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis.

Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and in being recognized in the community for high standards and ethics.

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 Real Estate Mason-McDuffie 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 www.RandRealty.com • info@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) and title, mortgage, and insurance services (Hudson United). The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

CENTURY 21 ALLPOINTS REALTY

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 in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

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.

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COLDWELL BANKER ADVANTAGE

FILLMORE REAL ESTATE

(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) 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.

COLDWELL BANKER D’ANN HARPER, REALTORS® (210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • 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 more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, 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.

COLDWELL BANKER PRIME PROPERTIES (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500-plus 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.

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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 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.

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 and 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.

GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

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 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.

JORDAN BARIS, INC., REALTORS® (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®.

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. (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.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (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.

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

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.

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.

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.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com 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 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.

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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 St., 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 Real Estate Mason-McDuffie 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, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) 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

98 December 2016 RISMedia’s REAL ESTATE

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

COLORADO RE/MAX Professionals 390 Union Blvd., 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 Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140 CENTURY 21 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: 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 Offices: 6 • Associates: 214 Page Taft Real Living 89 Whitfield St., 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 Rd., 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, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (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+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-3605 (Direct) • (800) 443-2295 (Toll Free) Email: mmurray@psre.com URL: pattersonschwartz.com Coverage Areas: 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 Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President/CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., 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

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., 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, Aroma Park, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Ridge, Clearing, Country Club Hills, Crest Hill, Crestwood, Crete, Evergreen Park, Flossmoor, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homewood, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manteno, Matteson, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Richton Park, Riverdale, Roseland, Steger, Tinley Park, University Park, Worth Offices: 18 • Associates: 450+

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., 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, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

LOUISIANA GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) 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 Relocation Contact: Scott Becker, Director, NM Relocation Email: move@c21nm.com URL: www.c21nm.com Coverage Areas: 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 Tel: (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+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

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MASSACHUSETTS

NEW JERSEY

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

MISSISSIPPI GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) 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 Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) 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

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & 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., Ste. 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 Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 or (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

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Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate 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 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: 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 Tel: (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 Ln., 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: 800+

Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/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: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one.

Offices: 19 • Associates: 650+ Coldwell Banker Prime Properties 10 Osgood Ave., 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 • Associates: 500 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., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) 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 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (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+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • 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 Tel: (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 Dr., 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 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • 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 Rd., 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 Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, (864) 678-5244, ktaylor@cdanjoyner.com, Jo Anne Conner, Network Mgr., (864) 678-5227, jconner@cdanjoyner.com, 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: 10 • Associates: 400+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services

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Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct) 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 Offices: 8 • 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 Relocation Contact: Scott Becker, Dir., NM Relocation Email: move@c21nm.com URL: www.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 Tel: (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+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Scott Becker, Dir., NM Relocation Email: move@c21nm.com

URL: www.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 Tel: (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+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

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 Tel: (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+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

INDEX OF SERVICE PROVIDERS ABR®...................................................................................14

On The Move, Inc. .........................................................103

American Home Shield...................................................13

The Personal Marketing Company..........................65, 68

Asian Real Estate Association of America (AREAA)....45

Pillar To Post Home Inspectors...........................................2

Buyside..............................................................................50

Real Living® Real Estate...................................................27

Century 21 Real Estate LLC...............................................1

Realtors Property Resource®...........................................21

Engel & Völkers...................................................................5

Realty ONE Group............................................................40

ERA Franchise Systems, LLC............................................42

RE/MAX, LLC.....................................................................10

Freddie Mac................................................................... IBC Homes.com........................................................................7

Resort and Second-Home Property Specialist (RSPS) Certification......................................................................46

HomeSmart International................................................19

RISMedia’s Automated Content Engagement (ACE).... 9

HSA Home Warranty...................................................... IFC

RISMedia’s Real Estate Information Network................48

Leading Real Estate Companies of the World®................17

RISMedia’s Top 5 in Real Estate Network®...............61, 88

MRE – Win Local®..........................................11, 37, 39, 102

SWAT Environmental.........................................................20

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................30

Who’s Who in Luxury Real Estate...................................BC Workman Success Systems.........................................86-87

National Association of REALTORS®............................8, 25 National Association of Women in Real Estate Businesses (NAWRB).................................66

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{re: Real Estate} Capitol Hill Update: NAR’s 2016 Political Advocacy Efforts

T

he National Association of REALTORS® (NAR) works diligently on a legislative and regulatory agenda that encourages a sound and robust U.S. real estate market and protects the business interests of consumers as well as REALTORS®. In 2016, significant accomplishments included:

New FHA Condo Policies Signed into Law; Rural Housing Service Loans Streamlined Following intense efforts, including a Call for Action that generated nearly 280,000 letters to the Senate and thousands of Capitol Hill visits, “The Housing Opportunity Through Modernization Act” (H.R. 3700) unanimously passed the House of Representatives and Senate and was signed into law. For more than a decade, NAR and REALTORS® pressured Congress to pass legislation that makes Federal Housing Administration (FHA) financing for condominiums more accessible and streamlines the Rural Housing Service (RHS) loan process.

NAR’s efforts were aimed at educating Congress on the critical role condominiums and RHS loans play in the housing market, which required letters, meetings, newspaper advertisements, and spearheading industry coalitions. While H.R. 3700 has now been signed into law, NAR continues to work closely with FHA and RHS to ensure its provisions are implemented in a timely manner.

CFPB Clarifies Lenders’ Ability to Share Closing Disclosure in Proposed Rule Following months of intense outreach by NAR through letters and in-person meetings, the Consumer Financial Protection Bureau (CFPB) announced its intention to issue additional written guidance on the “Know Before You Owe” (TRID) rule.

Since implementation in 2015, NAR has argued that additional written guidance is needed to help the industry understand the rule, including clarification that lenders may share the Closing Disclosure (CD) with real estate agents involved in the transaction. NAR’s success was evident in the CFPB’s new proposed “Know Before You Owe” rule, which included language stating that an existing exception within the Gramm-Leach-Bliley Act (GLBA) Regulation P allows lenders to share the CD with third parties. The final rule is expected in spring 2017.

House Passes Private Market Flood Insurance Legislation NAR has been actively educating Congress on the im104 December 2016 RISMedia’s REAL ESTATE

portance of affordable flood insurance for homeowners.

Following letters and in-person meetings, the House of Representatives passed “The Flood Insurance Market Parity and Modernization Act” (H.R. 2901) by an overwhelming bipartisan vote. This legislation encourages the development of a private market that offers comparable flood insurance coverage at a lower cost than the National Flood Insurance Program (NFIP). Discussions with the Senate continue.

Additionally, NAR testified before the Senate Committee on Small Business and Entrepreneurship on the impacts of inaccurate flood insurance rate increases to small businesses. With the NFIP set to expire in 2017, NAR will continue to work with the current and incoming Congress on reauthorization and reform of the program.

FHA Revises Single Family Handbook Appraisal Requirements After NAR raised strong concerns about language in the FHA Handbook requiring appraisers to take on home inspection duties, the Federal Housing Administration (FHA) deleted the language from the Handbook that an appraiser “must operate all conveyed appliances and observe their performance,” and replaced it with “must note all appliances that remain and contribute to the market value.” FHA also provided a clear definition of which items are considered “appliances” for the purpose of an FHA appraisal.

Other Initiatives In addition to these major accomplishments, NAR’s political advocacy efforts in 2016 and beyond include:

8 Approved use of drones for real estate without a Section 333 waiver 8 Efforts to increase the range of credit scoring models used by Fannie Mae, Freddie Mac and other industry lenders 8 Actively engaging with Congress and the Administration to address the impact of student debt on homeownership and the overall economy 8 Spearheading a coalition of 24 consumer and industry groups to raise concerns over double-charging consumers for assumed credit losses and capital levels that are already covered by existing GSE fees and private mortgage insurance coverage For more information on NAR’s advocacy initiatives, visit realtor.org/political-advocacy. RE

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