Real Estate Magazine - Buyside - Jan. 2018 by RISMedia

www.rismedia.com

Augmented Intelligence:

The Real ‘AI’

– Page 64

Charles Williams Founder & CEO Buyside

Gino Blefari President & CEO HSF Affiliates

Brokerages are placing their bets on Buyside to bring smart data to their agents’ fingertips

WE’RE MORE THAN A NETWORK. WE’RE A COMMUNITY.

QUALITY CONNECTIONS INDEPENDENCE

A selective community of 565 firms spanning six continents, we bring together the people behind the world’s top independent real estate companies to do business, collaborate on ideas and share opportunities. Supporting them with an international referral network, marketing and technology resources, professional development programs and worldclass events, we make the best brokerages better. ™

LeadingRE.com/OurCompanies

HSA HOME WARRANTY SM

HELPS PROTECT MORE THAN SINGLE-FAMILY HOMES.

SINGLE-FAMILY HOMES CONDOMINIUMS MULTI-FAMILY TOWNHOMES INVESTMENT PROPERTIES NEW CONSTRUCTION

Coverage that goes beyond the expected. At HSA Home Warranty, we cover a variety of homes — not just single-family dwellings. Look to us to help protect your clients’ budgets from unexpected covered repairs and replacements of their covered appliances and home system components. SM

Our coverage may extend to: • • • • • •

Single-family homes Condominiums Multi-Family Townhomes Investment properties New construction

For questions or more information VISIT

onlinehsa.com

CALL

800 367 1448

This is home. It’s a place called comfort. It’s called home for a reason. It’s the place where your clients feel secure, happy, and at peace. We understand this. Through expertise and insight, our job is to help make the wonderful idea of home a beautiful reality. For every client, for every home.

pillartopost.com Each office independently owned and operated.

{Contents} January 2018/Vol. 34, No. 1 • www.rismedia.com

{On the Cover} 64 Augmented Intelligence: The Real ‘AI’

Brokerages are placing their bets on Buyside to bring smart data to their agents’ fingertips If there’s a trend dominating headlines and transforming businesses today, it’s predictive analytics. Today, society benefits from predictive applications in everything from online shopping to homeland security. In real estate, it should come as no surprise that marketdominant brokerages of all sizes are also embracing the concept. Enter Buyside, a groundbreaking data analytics and marketing company helping some of the nation’s top real estate firms leverage their data for great profit. In this month’s cover story, Buyside Founder and CEO Charles Williams shares the strategies behind his company’s success.

{Highlights} 26 The Genesis of BackAgent Here, learn how BackAgent is committed to enhancing efficiency within brokerages large and small.

{Headliners}

15 P olicy Matters: Fair 16

20 29 39

Housing Makes Us Stronger N AR Power Broker Roundtable: Disaster Protocol: Is Your Company Prepared for the Worst? R EBAC Report: 3 Key Considerations for Buyer’s Reps Working on Teams News Briefs H ousing in 2018: Where Are Home Values Headed? 1 0 Housing Markets to Watch in 2018

30 One Size Does Not Fit All: Excelling in the Home Warranty Market Tim Haynes, president of American Home Shield® (AHS®), talks about meeting the unique needs of today’s consumer.

32 Chord of Confidence Take a closer look at how Quicken Loans makes mortgages easier.

{Features} 47 B log Spot: Best Financial Investments for Your Home 62 T he Importance of a Home Safety Check Before Selling

83 Webinar Recap: From Contact List to Follow-Up Machine: Database Tips 88 The Home Energy Score: What REALTORS® Need to Know

41 Power Broker Perspectives: John De Souza, David Caveness

48 Facebook Shops Around for Its Next Business Endeavor: Rental Listings 50 Strategies: American Home Shield; Clareity; Cole Information 74 Trending: Taxing Relocation: Your Bigger Slice of a Smaller Pie RISMedia’s REAL ESTATE January 2018 3

77 Social Skills: A Beginner’s Guide

to Facebook Live 78 RISMedia’s Great Spaces 82 W ebinar Recap: The Keys to Attracting and Retaining Real Estate Talent 86 The Social Success Formula: Inform, Engage…Repeat 89 A sk the Experts: Preparing for a Home Inspection

{Interviews} 68 K evin Leatherman, Leatherman Homes

68 J ennifer Shemwell, Phyllis Browning Company

69 A be Lee, CENTURY 21 iProperties Hawaii

70 P hyllis Staines, RE/MAX Coastal Real Estate

{Experts} 23 Brian Buffini - Market Trends, and Your Big Opportunity in 2018 24 Desirée Patno - Women of Color: A Powerful Demographic for the Future 44 Terri Murphy - Win This Year One Week at a Time 55 V erl Workman - The Real Estate Juggler 56 C leve Gaddis - Leadership Leverage 57 Rick Geha - The Value of Leadership 58 Nate Martinez - Leading by Example 85 Wendy Forsythe - The Evolution of Teams

{Every Issue} 6 RISMedia Online 9 Publisher’s Desk 12 Did You Know? 91 Service Profiles 99 Referrals 104 RE: Real Estate—Achieving Financial Wellness in 2018 and Beyond 4 January 2018 RISMedia’s REAL ESTATE

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{Online}

Catch the latest buzz

Trending on View these and more at blog.rismedia.com! Should You Build in the Winter? Maybe it’s taken longer than expected to find the perfect house, or perhaps you’ve always wanted to build. Surprisingly, an ideally situated plot just landed on the market, and it’s priced to sell. Unfortunately, winter is approaching. Best Financial Investments for Your Home Rehabbing shows in which people fix or introduce features to their homes while adding substantial market value continue to increase in popularity. You can make many of these types of fixes or additions to increase the value of your home, too. Top 10 States for Homeowners to Invest in Renewable Energy If you’re thinking of investing in renewable energy for your home, here are the top 10 states for obtaining this power source.

#Gratitude Congrats to Long & Foster Real Estate, Inc. Associate Broker Darlene Brent, the recipient of our latest #RISReaderRewards! Like @HousecallBlog on Facebook for more opportunities to win. Space Transformation: 3 Tricks for Home Flippers to Sell a Home Quickly A critical aspect that impacts the ability for house flippers to sell a home quickly is to create a desirable home that buyers are interested in. When preparing to transform an investment property, turn your attention to these important points. Millennials Search for Unconventional Down Payment Funds, but at What Cost? Student loan debt and rising rental prices are standing in the way of millennials who want to buy their first home; however, these challenges are being overcome via some unconventional methods.

Smash social media in 2018! Go to Housecall (blog.rismedia.com) and RISMedia.com for the latest in our Social Skills series.

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6 January 2018 RISMedia’s REAL ESTATE

Are you signed up? We’re now offering even more data via RISMedia’s Weekly RE Market Update. Email realestatemagazine@ rismedia.com to join this invaluable newsletter.

MY WHY? Iâ&#x20AC;&#x2122;m selective about who I work for. So, when I heard about the origins of RE/MAX, I was intrigued. Their North Star was simple, yet radical: pay agents what they deserve. And that I can get behind.

Why RE/MAX? Their story is my why. ÂŠ2017 RE/MAX, LLC. Each office is independently owned and operated. 17_222504

Find your why at joinremax.com

R E A L T O R® BROKER SUMMIT NASHVILLE, TN

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Collaborate with industry leaders Gain fresh insights Hear about the newest tech tools Make connections

Visit www.N A R.re a l tor/ B roke rS um m it/ R IS for 2018 program updates and to view highlights and photos from previous events

{Publisher’s Desk} Start Strong but Don’t Stop

ith every new year comes the unique opportunity to live life a little bit better. Whether it’s setting personal goals, accomplishing bucket-list items, or bringing our careers to new heights, most of us have made it a tradition to ring in the new year with a fresh perspective, a positive mindset and a big dose of enthusiasm.

Generate More Business from Social Media!

The problem is, that enthusiasm can wane quickly once we get back to the hectic pace of January. That’s why mapping out a sustainable plan to accomplish your goals is essential. To that end, we’ve put a lot into this issue to help you start 2018 strong, and keep the momentum throughout the year. Be sure to check out the following: 8First, on page 16, find out how to prepare your business for an emergency. As 2017 certainly taught us, anything can happen at any time. In this month’s NAR Power Broker Roundtable, Christina Pappas leads a group of brokers who have dealt with natural disaster firsthand in sharing their invaluable strategies for preparedness. Make sure this topic is priority in 2018. 8On page 32 you will find an in-depth look at how Quicken Loans continues to elevate the mortgage experience for consumers, and how that translates to more business for real estate professionals. Whether it’s guiding homebuyers through the lending process or effectively marketing a seller’s property, your efforts in 2018 should be squarely aimed at modernizing the real estate process for consumers. Be the facilitator of a better transaction and you will create business that extends well beyond 2018. 8Starting on page 55, our Power Teams section takes a deep dive into leadership. Find a plethora of motivation and tips for becoming a better broker, manager, team leader or leader of any sort in 2018. 8On page 86 you will find the highlights of the session I moderated at the Triple Play REALTORS® Convention in Atlantic City last month: How to Drive Better Results From Social Media. Update your 2018 social media strategy with some of the gold our broker panel shared in this recap.

Automated Facebook posts lead prospects to your personalized landing page!

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So, start your new year off strong, but don’t stop there. We’ll continue to provide the information, best practices, and inspiration you’ll need to fulfill those goals you launched the year with.

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Wishing you continued success,

John E. Featherston CEO & Publisher

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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 Online News Editor Suzanne De Vita Senior Content Editor Zoe Eisenberg Associate Content Editor Liz Dominguez Blog/Social Media Editor Jameson Doris Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King; Deborah Kearns

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Director, Client Solutions Peter Di Salvo Digital Marketing Manager Edwin Melliza Information Technology Manager James Jones Research Analyst Jaxson Corsi

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

MARKETING, COMMUNICATIONS & PUBLIC RELATIONS Marketing & Communications Director Jim Jarvie

CLIENT SERVICES & EVENTS MANAGEMENT Client Services & Events Management Director Cindi Gallucci

SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Director, Business Development Brett Johnson Director, Business Development 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 RISMedia’s Automated Content Engagement (ACE) 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® 2018 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

{Did You Know?} #REalityCheck

More earnings are needed for rent than in years past—now 29.1 percent of the median monthly income, versus the 25.8 percent needed prior to the recession, according to an analysis recently released by Zillow. The difference equals $1,957 more than if the share had stayed the same. HOME PRICES ROSE 1.4 PERCENT in the third quarter of 2017, according to the Federal Housing Finance Agency’s (FHFA) House Price Index (HPI). The HPI year-over-year— based on prices for homes with Fannie Mae- and Freddie Mac-backed mortgages—was up 6.5 percent.

According to GOBankingRates,

the top 5 most affordable states for millennial homebuyers are:

12 January 2018 RISMedia’s REAL ESTATE

According to realtor.com®’s 2018 National Housing Forecast, existing-home sales are expected to grow 2.5 percent this year to 5.6 million.

Thank you for being sure. At American Home Shield®, we know your clients are very important to you. That’s why we work hard to help them rest easy in their new homes. With over 45 years of experience, we know how to get the job done and get it done right. Thank you for seeing that we set a higher standard for your clients. We look forward to protecting your clients’ homes and budgets in the future.

Help keep your

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Download our new Real Estate Guide at ahs.com/realestate/guide to see how including a home warranty could benefit you.

{Policy Matters} Fair Housing Makes Us Stronger This column is brought to you by the NAR Real Estate Services group.

by Fred Underwood

n April 11, 1968, President Johnson signed the Fair Housing Act into law. This marked an important and historic change in our nation’s commitment to property rights, recognizing that property rights should not be abridged because of discrimination based on race, color, national origin or religion. In later years, the law was amended to prohibit discrimination based on gender, disability and familial status. The National Association of REALTORS® (NAR) will commemorate this historic piece of legislation with a year-long campaign beginning in January and highlighted by a reception at the National Museum of African American History and Culture during NAR’s 2018 Legislative Meetings & Trade Expo in May. The campaign will incorporate a review of history that recognizes our early opposition to fair housing and celebrates real estate leaders and organizations that helped change our policies. Today, we’re leading efforts to expand fair housing protections based on sexual orientation and gender identity. We’ll also look at ongoing fair housing issues affecting our communities. Fair housing isn’t just about the transaction. Our livelihood and business as REALTORS® depend on a free and open market that embraces equal opportunity. We need to take a leadership role in identifying and addressing these issues. Whether it’s school quality or access to healthy communities

and economic opportunity, these issues not only affect the choices of homebuyers and renters; they make it harder in some communities to be a successful REALTOR®. By commemorating this law, NAR, as the Voice for Real Estate and a champion for private property rights and homeownership, will raise awareness about the importance of equal housing opportunities. The National Association of Real Estate Brokers, the Women’s Council of REALTORS®, the National Association of Hispanic Real Estate Professionals, the Asian Real Estate Association of America, and the National Association of Gay and Lesbian Real Estate Professionals will join NAR in commemorating the fair housing anniversary. These organizations are firmly committed to equal housing opportunities and recognize the unique and important role each organization has in this noble endeavor. You can go to fairhousing.realtor to learn more about the commemoration and to find materials and re-

sources you can use to participate. Consider the following actions to join in this commemoration:

Help your company, community, and local and state association identify and commemorate fair housing history and champions in your state.

Post what you’re doing on fairhousing.realtor. Share ideas, adapt what others are doing to meet your needs and work with local chapters of our national partners.

Work in your committees to support efforts to get Congress to pass changes to the Fair Housing Act to expand fair housing protections based on sexual orientation and gender identity. RE

Fred Underwood is the director of Diversity and Inclusion, NAR Community and Political Affairs.

RISMedia’s REAL ESTATE January 2018 15

{The NAR Power Broker Roundtable} Disaster Protocol: Is Your Company Prepared for the Worst? MODERATOR:

Christina Pappas District Sales Manager, The Keyes Company, Miami, Fla.; Liaison for Large Firms & Industry Relations, NAR PARTICIPANTS:

Rick Haase President, Latter & Blum, Inc., REALTORS®, New Orleans, La.

Marnie Goldschlag Co-Owner, NextHome Wine Country Premier, Santa Rosa, Calif.

Rei Mesa CEO, Berkshire Hathaway HomeServices Florida Realty, Miami, Fla.

Michael Saunders CEO, Michael Saunders & Company, Sarasota, Fla. The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Christina Pappas, NAR’s Liaison for Large Firms & Industry Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Christina Pappas: Around the world, 2017 was an extraordinary year in terms of natural disasters. Fires, floods, hurricanes and earthquakes inundated numerous areas, making one thing clear: Whether we’re testing disaster protocols long in place, or newly struggling to create procedures to help bring order out of chaos, tragedies like these present an alarming call to action. How prepared are you and your company to effectively face catastrophe? Rick, what protocols do you have in place, and what advice would you offer? 16 January 2018 RISMedia’s REAL ESTATE

Rick Haase: First, even if you have

procedures in place, it isn’t until you experience a substantial threat that you find out how protected you really are. The Katrina disaster became a mental model for me. Once we dug our way out of that, we seriously scrutinized every area of our business, and we came up with questions we needed to answer: Do we have a central number in place where agents and employees—some of whom suffered personal loss—can get emergency information? Can we get into our accounting system so that payroll is not disrupted when our people need it most? Today, our operations are totally portable and accessible. Even if an office or two are nine feet underwater, we can operate from a remote area, get those paychecks out, and keep backup procedures running.

Marnie Goldschlag: Having recently been through the devastating fires in Santa Rosa, I can certainly relate to that. My partner and I called every agent to determine how they were and what they needed before having them call everyone on their client lists. As it turned out, 12 of our clients lost their homes—and our people were out there with them, helping to deal with insurance agents and sifting through the ashes for any salvageable possessions. This was a test of community, as well as a chance to put procedures in place that had not occurred to us before. Rei Mesa: Being in Florida, which

has a definitive hurricane season, we have some of the strongest building codes in the nation—but we also have some of the most extensive disaster protocols, which we review and update every year. With hurricanes, we generally have some advance notice. We have time, for example, to remove all our yard signs so that they’re not being

hurled around in hundred-mile-anhour winds. But when it’s all over, we know recovery is primary, and we have protocols in place to manage that. As soon as the all-clears are issued, we’re reaching out to agents, clients and the REALTOR® community to help ensure that business can get up and running with as few impediments as possible.

Michael Saunders: The keys, I think,

are communication and education. We keep extensive manuals in every office, and we’re developing preparation guides and emergency checklists for the 20,000 names or so that are in our database. We keep a hurricane box in every office—radios with extra batteries, water, flashlights, and so on. Agents get out and put up storm windows on homes they know are vacant—and we close our offices in plenty of time for our people to get home and prepare. We also pay all our people in advance so that they can pay their bills and manage their lives even if they need to evacuate.

CP: So contingency plans are the first

step no matter where you live and work, followed closely by keeping the lines of communication open and having recovery plans in place.

RM: And everyone needs to know in advance who’s in charge, how things will get done, and where and how to stay in touch. MS: We’re now in the process of

installing a satellite so that we can bypass traditional power sources.

RH: Insurance, communication, viable systems and equipment—it’s all critical in a crisis. Take the opportunity now to plan, organize and implement. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

Find your path at C21.com

THEY SAY ROBOTS WILL REPLACE US. BUT NO ROBOT HAS THE SAVVY AND SWAGGER OF A CENTURY 21 AGENT, BACKED BY A GLOBALLY-CONNECTED SUPPORT NETWORK ®

ROBOTS DON’T HAVE THE MOST RECOGNIZED NAME IN REAL ESTATE.* AND THEY’RE NOT THAT GREAT AT LEAD GENERATION, UNDERSTANDING CLIENTS’ NEEDS, OR E N V IS IONI NG T H E F U T U R E . R O B O T S S E R I O U S LY L A C K I M A G I N AT I O N .

TAKE THAT ROBOTS ©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21® and the CENTURY 21 Logo 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. *Study Source: 2016 Millward Brown Ad Study.

{REBAC Report}

3 Key Considerations for Buyer’s Reps Working on Teams by Marc D. Gould

any real estate professionals view the team model as a way to take their transaction volume up a notch, joining the ranks of top producers. Of course, a team’s actual success hinges on many factors, including its members, how roles are defined and how performance is rewarded. If you have agents considering joining a team as a buyer specialist, what are some of the most important factors to consider?

COMPENSATION AND LEAD PRODUCTION. Buyer’s agents work-

TEAM STRUCTURE. When joining a team, an agent typically faces a significantly reduced commission split compared to working independently. Ideally, that loss in personal share is more than compensated by higher transaction volume. Typically, this is only achievable if a buyer’s agent is strongly focused on working leads and can pass buyer clients off to other team members once a buyer is under contract. Encourage agents to look for a team that offers strong transaction support and a system that generates quality leads. 18 January 2018 RISMedia’s REAL ESTATE

ing on teams need to place a high priority on generating and working leads—something that comes easier to some agents than others. Often, a mutually supportive team environment provides the discipline needed to consistently and successfully tackle this part of the job. In terms of additional incentives, some teams offer graduated commission splits to help keep buyer’s agents motivated. To reduce a buyer rep’s reliance on the rest of the team for leads, they may offer a 60-percent split on self-generated leads versus 40 percent for leads generated by the team.

REPRESENTATION, FROM CONTRACT TO CLOSING. If an agent’s primary focus is on prospecting for new business, showing properties, and writing offers, what happens to their buyers once they’re under contract and handed off to the transaction coordinator, or other administrative team member? Property inspections, for example, often disclose issues that require follow-up communications with the listing agent/seller—conversations

that can easily become a second round of negotiations. In these cases, how will the buyers be represented? If they’ve signed a representation agreement with the buyer’s agent, what does it say about services owed at this stage? This is just one example of how buyer representation implies client obligations that may conflict with the way a team divides labor and client support, which is often more focused on the listing side of the business. Make sure the representation agreement addresses these issues—and make sure every member of the team understands and delivers services owed to buyer clients. After all, a team’s long-term success is about more than team structure, compensation and leads; it also relies on its reputation, referrals and repeat business. Providing buyers with client-level services from contract to closing is a consideration that goes beyond avoiding complaints (or worse). In my opinion, the most effective way to gain a comprehensive understanding of best practices in representing buyers is to take the Accredited Buyer’s Representative (ABR®) Designation Course. To view a schedule of current offerings, go to training4re.com. To learn more about the benefits of earning the ABR® designation, visit REBAC.net. RE Marc D. 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.

{News Briefs}

Apartment List has been chosen to power apartment community listings on realtor.com® and Doorsteps.com, News Corp subsidiary Move, Inc., operator of both websites, recently announced. The Apartment List rental inventory will begin appearing on realtor.com® and Doorsteps.com this month. The Apartment List platform will complement realtor.com®’ s rich rental listings content derived from relationships with agents, brokers, landlords and residential property managers. Moxi Works has added FloorPlanOnline’s HomeDiary, a homeowner management platform that includes a free 3D space planner, to its Moxi Cloud open platform. HomeDiary PRO helps REALTORS®stay connected to their client base throughout the whole homeownership lifecycle. Through the Moxi integration, PRO not only provides marketing tools for the listing side of the transaction, such as completely hands-free, automated, single-property websites and the free use of the advanced 3D floor plan engine; it also enables agents to stay relevant with their client base as they live in their home with the included HomeDiary sponsorship for an unlimited number of clients. Century 21 Real Estate recently launched a new recruitment campaign in Boston, Indianapolis and Seattle. The campaign includes tongue-in-cheek out-of-home, audio streaming and social ads, strategically timed in the wee hours of the night and morning, and targets entrepreneurial-minded self-starters, doers and workhorses—whether they’re up early, on the go, “always on” or fighting sleep.

20 January 2018 RISMedia’s REAL ESTATE

HouseCanary and AXIS Appraisal Management Solutions and Mercury Network have partnered to expand HouseCanary’s Agile Appraisal™ platform, HouseCanary recently announced. The collaboration will drive growth of the platform, on which appraisers develop USPAP- and FIRREA-compliant reports. As part of the partnership, AXIS will offer Agile Appraisal to premier appraisers, allowing them to continue their service for their bank and credit union clients by completing a higher volume of appraisals, while still maintaining the accuracy and confidence they expect in their valuations. Motto Mortgage now includes a prestigious and meaningful program that celebrates members of the Motto Mortgage network. The Motto Mortgage Awards & Recognition Program recognizes outstanding achievements, exceptional service, leadership and high productivity. The program aims to honor Motto Mortgage loan originators, brokers and offices by shining a spotlight on their accomplishments and professionalism. Quicken Loans has been named No. 1 for client satisfaction in mortgage origination by J.D. Power for the eighth year in a row, the company recently announced. Quicken Loans was ranked No. 1 out of more than 50,000

mortgage originators. The company also finished first in nearly every category, including: Loan Offerings; Website Satisfaction; Application/ Approvals Process; Loan Closing; and Client Onboarding.

Realty ONE Group has received two Vega Digital Awards for its UNbrokerage Virtual Reality game, recognizing the innovative, unique launch of the UNbrokerage model. Realty ONE Group received second place for Game or Application in Digital Marketing and third place for Innovative/Experimental in Digital Marketing. The UNbrokerage Virtual Reality game was developed to spread the message of the UNbrokerage model, and to reflect the technology and innovation that Realty ONE Group offers. The National Association of REALTORS® (NAR) has chosen Bank of America Merrill Lynch to develop a financial wellness program for its members, the organization recently announced. The initiative, part of the REALTOR Benefits® Program, aims to provide REALTORS® with personalized financial education services, as well as online resources and financial workshops. In 2016, NAR launched the eight-hour course Real Estate Investing: Build Wealth Representing Investors and Becoming One Yourself, which offers strategies to help members with smart practices for investing. The organization plans to identify and roll out additional member programs, tools and services to promote financial wellness and wealth-building. For more news briefs, please visit www.rismedia.com.

Market expert ... Real estate agent Anytime, anywhere!

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Learn more by visiting www.NAR.realtor/Resort *According to the 2016 NAR Investment & Vacation Home Buyers Survey

Market Trends, and Your Big Opportunity in 2018 by Brian Buffini

s a student of history and the markets, I believe the real estate industry is the healthiest it’s been in more than three decades. Although sales and home prices are close to where they were before the housing boom, there’s more economic stability. Overall, I expect the housing market to remain solid, led by a slight uptick in sales, the national economy and interest rates, and a small decrease in first-time buyers. Millennials, many of whom are feeling the pinch of student loan debt and relatively low wages, may find it difficult to purchase a home. Many areas may be experiencing a slight squeeze on inventory; however, the speed of the market is good, which acts as a stabilizing force. With the economy expected to grow 2.7 percent by the end of the year and interest rates ticking up slightly, I anticipate that we’ll continue to enjoy a healthy housing market in the year ahead. How does this translate for the average real estate professional? Here are three timeless strategies for success, regardless of the market: 1. Invest in your relationships. Agents are spending a staggering amount of

money on purchasing leads when their best leads are already in their databases. When you invest time into your relationships, you get it back in the form of referrals. Connect with past and current clients over the phone, with a personal note or even a monthly marketing flyer. 2. Stand out with service. If you want to be great in business, become a great servant. It’s the small things— the unexpected extras—that help you stand out. After you’ve spoken with a client on the phone, follow up with a handwritten note. Show your favorite clients that you’re thinking of them by delivering a small, thoughtful gift to their home or office. People will be touched that you took the time to think of them, which will set you apart. 3. Sharpen your skills. While sales skills are important, there’s more to a transaction than listing a home

and negotiating on a client’s behalf. A true professional also has skills pertaining to listening, understanding and relating to clients, as well as business skills that help them generate leads and create a lasting business. When you take the time to develop your skills, you can serve your clients at a higher level and become the true real estate professional your market needs. How can you boost your skills this year? Go to real estate-focused events and network with other highachieving professionals. Also, focus on lead generation and continue to build relationships with the people in your database. To reach your financial goals, it’s important to generate at least 40 percent of your leads within the first quarter. While that may sound intimidating, it’s not impossible. In fact, we’ve developed a program comprised of three productivity sprints throughout the year to help agents generate a large number of leads within a short amount of time by just leaning into relationships. The American housing market will continue to thrive this year. Take the time to foster your relationships, deliver great service and sharpen your skills and you will build a strong business in the process. RE Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story. After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches more than 25,000 business people across North America. Today, Brian’s a New York Times best-selling author and reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast. For more information, pick up a copy of his latest book “The Emigrant Edge,” or visit buffiniandcompany.com.

RISMedia’s REAL ESTATE January 2018 23

Women of Color: A Powerful Demographic for the Future

of female-only borrowers are minorities, compared with 32.1 percent of male-only borrowers, 22.4 percent of male-female borrowers and 27.5 percent of female-male borrowers.

Commentary by Desirée Patno

he statistics are captivating: American Express OPEN’s 7th Annual State of Women-Owned Businesses Report reveals that businesses owned by women of color have grown 467 percent since 1997. Numbering 5.4 million, minority women-owned businesses comprise 46 percent of all women-owned firms, have over 2 million employees and generate $361 billion in annual revenue.

In the recovering American economy, why aren’t women of color being touted as a powerful demographic? Women are creating historic success in spite of difficulty accessing business capital, higher mortgage rates than men despite lower default rates and higher lifetime medical expenses. For women of color, a demographic that experiences high poverty levels, these circumstances take on an ever deeper significance. In 2016, the poverty rate reported by the U.S. Census Bureau for black women (21.4 percent) and Latinas (18.7 percent) was meaningfully higher than the 12.5 percent rate for women overall. 24 January 2018 RISMedia’s REAL ESTATE

Furthermore, according to the National Women’s Law Center (NWLC), wage gaps endured by black (59 percent) and Hispanic (85 percent) women eclipse the current 25 percent gender pay gap. Asian women, who earn 87 cents for every dollar a man earns, are an exception. How are women of color propelling their lives and careers forward in the face of opposition? Through willpower, sacrifice and an exceptional ability to make the most out of limited resources. In fact, a recent Urban Institute study examining loan performance shows that single borrowers, particularly women, are more likely to be minorities: about 34.1 percent

A Growing, Educated Market According to Census Bureau population projections, from 2015 - 2060, Hispanic or Latina women will grow from 17.1 to 27.9 percent, black women from 12.7 to 13.3 percent and Asian women from 5.5 to 9.4 percent. Moreover, the Bureau of Labor Statistics (BLS) estimates that in the labor force from 2014 - 2024, Hispanic women will increase by 30.3 percent, Asian women by 24.3 percent and black women by 11.3 percent. Important to note is that this progress for women of color is mirrored in education. The Census Bureau reports that since the year 2000, 25to 34-year-old black and Hispanic women were “significantly ahead” of their male counterparts in bachelor’s degrees earned, and Asian women began to significantly surpass Asian men in bachelor’s degrees in 2010. Supported by this expected growth, women of color are advancing gender equality and making an impact in the workforce that will be felt throughout the housing market and economy. As these women continue fueling their upward mobility, the elimination of gender gaps—both personal and professional—will only strengthen them and their influence in the women’s movement. The World Economic Forum (WEF) estimates that gender parity alone could add $1,750 billion to the gross domestic product (GDP) of the U.S. 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.

The Genesis of BackAgent by Keith Loria

n 2017, BackAgent provided more than 180,000 agents and brokers a cloud-based technology platform complete with a comprehensive intranet and one of the most robust transactionmanagement systems in the industry.

But when the Houston, Texas-based company first had the idea for the solution back in 2005, the initial goal was to solve the inefficiencies at one specific brokerage. According to Eric Reed, the company’s CEO, while the early stages of the system used today were developed nearly a decade ago, additional clients began signing up for the service in 2009. By 2010, 30 brands were on board. That number rose to 140 in 2012 and 320 in 2014. Today, BackAgent is deployed at more than 480 brands, increasing as much as 80 percent year-to-year. IN THE BEGINNING In 2005, while in between jobs, Reed found himself working at his parents’ brokerage. Willing to lend a helping

26 January 2018 RISMedia’s REAL ESTATE

hand, he didn’t want to get involved in the real estate industry because he’d been around it his entire life. “I realized they were doing really well when it came to hiring agents, but they had no real process in terms of explaining what paperwork was needed for certain deals,” says Reed. “In fact, they had a sheet of paper upon which people would come by and check off whatever contract they were handing in.” Reed began grilling his father about the process, and realized there had to be a better way. “I’ve always loved technology, and my family has always been in real estate, an industry that’s conventionally slow to adopt new technologies—so the two never really fit together,” says Reed. “Once I came in and found out why (negative perceptions about operational complexities, ease of use and price), I realized I could do what I love and develop a program from scratch, while making it priced appropriately for a mom-and-pop shop.” His first step involved reaching out to Ryan Missman, an old friend. Having come up in the field with a software company tasked with doing the impossible—aka creating things others couldn’t—Missman had previously worked with Reed when the two were employed at a telecommunications company. The two reconnected in 2005 when Reed approached him about his idea. “He came to me and asked me to build this product to make things great for his parents’ brokerage,” says Missman, who not only had a good job, but also believed there was probably something already out there that could accomplish what Reed wanted. While Reed began working on his idea with another friend, Missman’s interest was eventually piqued. “We couldn’t find anything that could do what was needed—something cost-effective, efficient and surefire—and about a year later, Eric convinced me to come aboard,” says Missman, who now serves as BackAgent’s chief technology officer. Focusing on building a tool that could make all the little annoyances of a brokerage go away, Missman’s goal wasn’t just to create a product that could help Reed’s parents, but rather, one that could be scaled for growth and resold to others. “It was the combination of Eric’s strong understanding of real estate and my complete lack of real estate knowledge that

really helped us find the right path,” says Missman. “I was coming in from the novice point of view, and while we tried a couple of variations of our core interfaces, we finally locked in about a year into it in our main system. It’s a series of very simple tabs that light up colors that match up what one is doing in a transaction.” As one answers some basic questions, the transactional requirements are dynamically changing; for most brokerages at the time, this eliminated a lot of the timesucking from the equation. “We’re showing people what documents they need to get, then helping them create those documents,” explains Missman. In 2009, BackAgent made a big pivot when Keller Williams Realty came to them and inquired about what was happening on the brokerage intranet front, wondering if it was possible to expand the service for agents to collaborate at a local level. “We got to work, and 6 - 9 months later, we knocked out what they wanted,” says Missman. “While we’ve been deployed for a long time, if you were to ask anyone at Keller Williams if they’ve heard of Back-

Agent, they would probably say no. But if you asked every single one of them about the daily digest they receive that tells them what’s going on in the office, they will all say they love it,” adds Missman. “All of that is being sent by BackAgent. In fact, we send over 8 million emails a month, mostly to Keller Williams.” In 2014, another major shift occurred when the company spent the better part of a year examining all the features it was providing, laying out a plan for where they were going. “We started a whole round of new interfacing and new designing, and we’re about to release what we’re considering BackAgent 4.0. It’s a visual improvement, but it also feels like one composite product now, and people can see all these different integrations and why it’s useful,” says Missman. “If brokers are looking to optimize and make their brokerages more efficient, I would say it behooves them to check out our demo,” concludes Missman. RE

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

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Housing in 2018: Where Are Home Values Headed? By Suzanne De Vita

nalysts are expecting even higher home prices in 2018 than originally projected, according to recent research. Zillow’s 2017 Q4 Home Price Expectations Survey revealed that experts are anticipating a 4.1 percent hike in the new year, up from the 3 percent they forecasted a year ago. Over 100 experts, including economists, participated in the survey. Their reasoning? Home-building has not panned out as planned—yet. “The American labor market is stronger than it’s been in decades, and Americans, particularly young Americans, are increasingly feeling confident enough to buy homes,” says Aaron Terrazas, senior economist at Zillow. “Home-building has not kept pace with this surge in demand and remains well below historical norms. We don’t expect that these demand-supply imbalances will fundamentally shift in 2018. Demand will continue to

grow and, though supply should increase somewhat, we still won’t build enough new homes to meet this demand, contributing to higher prices.” Less than 20 percent of experts forecast home-building to pick up this year, the survey shows. Approximately 313,000 new homes were on the market in October 2017, representing 4.9 months supply, according to the U.S. Census Bureau. Entry-level homes, especially, are scarce—down 20.4 percent yearover-year over the summer, reports Trulia. Additionally, experts foresee increasing mortgage rates, with the 30-year, fixed rate ranging anywhere from 4.28 to 4.7 percent. Currently (at press time), the 30-year averages 3.9 percent, according to Freddie Mac. “Higher mortgage rates will eat into buyers’ budgets, putting even more price pressure on the most affordable homes for sale,” Terrazas says. “Unless there is a fundamental shift in the number and type of

homes for sale, this is the new normal of the American housing market.” One factor in the health of the housing market is the homeownership rate; experts predict it, too, will rise, though slightly, to 64 percent. Beyond 2018, analysts are divided. “Our most optimistic group of experts projects average annual home value appreciation of almost 5 percent annually through the five-year period ending in 2022, while the most pessimistic group expects an average annual rate of just 1.4 percent,” said Terry Loebs, founder of Pulsenomics, which conducted the survey in conjunction with Zillow, at press time. “I don’t foresee a stronger consensus emerging until we have greater clarity concerning tax reform and the pace of entry-level home-building.” RE For more information, please visit www.zillow.com. Suzanne De Vita is RISMedia’s online news editor. Email her your real estate news ideas at sdevita@rismedia.com. RISMedia’s REAL ESTATE January 2018 29

One Size Does Not Fit All Excelling in the Home Warranty Market by Zoe Eisenberg

n the following interview, Tim Haynes, president of American Home Shield® (AHS®), talks about meeting the unique needs of today’s consumer, improving the customer experience, and how one size does not fit all when it comes to home warranties.

REAL ESTATE MAGAZINE: Please tell us a little bit about your history. TIM HAYNES: I first came to American Home Shield in 2012 from Nissan, where I led global IT teams. I started as vice president of IT at AHS, then moved over to lead ServiceMaster’s IT organization and strategy and returned in 2015 to take on my current role as president of the company. I’ve also held a general contractor’s license and built homes, which, as you can imagine, has served me well at American Home Shield. RE: How is your non-traditional background helping to transform the warranty business? TH: I’m a very hands-on person, and I like to know how things work from the inside out, whether it’s a house, an IT system, a company or anything in between. I enjoy digging into data, mapping out process improvements and using technology in new ways to do things smarter and better than before. I’m not really the kind of person who’s content with the status quo. I’m always looking ahead, and that’s what’s so great about working with the team at American Home Shield. We’re doing some exciting things, especially around improving the customer experience and expanding our service to homeowners. When I think about the transformation that our own business is going through, I know we’re not just reshaping how we operate and what we offer to consumers; we’re also helping to change the landscape of the home warranty industry for the better. RE: How does American Home Shield provide an even greater value to homeowners? TH: Value is a broad term, and it means different things 30 January 2018 RISMedia’s REAL ESTATE

to different people. At American Home Shield, our value is based on many things, especially confidence, convenience and coverage. Our customers have the confidence that comes with knowing that they’re working with the industry leader— one that has the expertise, the size and the scale that no other home warranty company can offer. They know we’re there for them 24/7/365 and that we have a network of more than 14,000 service contractors to serve our customers, and they have warranty coverage that provides them with valuable financial protection. In the past five years alone, we’ve paid more than $1.8 billion to repair and replace our customers’ covered items. Our coverage is designed to be used. And, when customers use their warranty, they renew at a higher rate than those who don’t, which we believe speaks to the value that we provide. RE: You work with more than 175,000 agents. How (and why) have you realigned your team structure to be more flexible and responsive to unique needs? TH: Just like a one-size-fits-all approach doesn’t work in today’s real estate market, it doesn’t work for us, either. The needs of buyers and sellers vary tremendously from market to market, and even among brokerages in the

same community. That’s what led us to revamp how we serve the real estate community over the past couple of years. We started by taking a hard look at where we were and listening to what agents and brokers said they needed from us. Among other things, we’ve invested in additional resources, bringing in a number of new and talented team members who are 100-percent focused on meeting the home warranty needs of our real estate clients. We’ve retooled our training program for our real estate sales team; we’ve introduced new portals for our contractors and real estate clients to make it easier to do business with us; and we’ve created better accountability to ensure we’re doing what it takes to earn—and keep—your business. RE: How are you working to expand your service lines to meet the broader needs of homeowners and the real estate community? TH: Owning a home is a lot more complicated and costly than it was a few years ago. Consumers’ expectations are shifting. Families are busier, and people are looking for ways to simplify their lives. With our national footprint, our expertise, and the capacity we have with our network of contractors, we believe we are uniquely positioned to serve a broad range of needs for today’s homeowners. RE: How do you continue to improve your service experience? TH: Everyone at the company has a responsibility to

ensure that our customers receive great service. At the same time, we have a Process Improvement group that works full-time on initiatives that will make (and already are making) it easier to do business with us. We now have greater insights than ever before into virtually every area of our operation. This allows us to be laser-focused on where improvements are needed and to know exactly how we’re progressing against our goals. Are we perfect? Unfortunately, no. But where we fall short, we’re working hard to get things right. Are we making improvements every day? Absolutely. Our renewal numbers are higher than ever. Our customer base is growing. We’re resolving service issues faster, and our customers are giving our contractors higher satisfaction scores than the year before. These are just a few highlights. There are some great things happening at American Home Shield. RE: Can you talk about setting clear expectations regarding warranty coverage between agents and their clients? Why is this important? TH: One of the best things that an agent can do to help their clients have a great experience when using their warranty is to include their primary email address and contact information on their contracts. This allows us to welcome them to American Home Shield, share details about their coverage and let them know how to request service or reach us if they have any questions. Given the number of providers and plans in the market, this is the best way to ensure clients have the most accurate, upto-date information at their fingertips so that they know what to expect down the road when they need to use their home warranty. RE: What is your team looking forward to as we make our way through 2018? TH: We’re excited about the improvements underway across all areas of our business that will make it easier to do business with us, and help ensure that when our customers and clients call on us, we deliver a great customer experience. We’ve got a terrific team in place, and are looking forward to working with even more agents and brokers to protect their clients’ homes in 2018. RE

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

RISMedia’s REAL ESTATE January 2018 31

by Deborah Kearns

32 January 2018 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

EAL ESTATE MOVES FAST, and how quickly you respond to prospective clients can make or break your chances of getting their business. Mortgage lenders, on the other hand, have a captive audience and don’t always feel the same urgency. At Quicken Loans, though, that’s not the case. Emails and phone calls are answered quickly, typically within minutes. And it’s not just borrowers who are viewed as clients; real estate agents also play an integral part in the online lender’s mortgage process. On one hand, it’s no secret that the mortgage industry has been slow to adopt technology into its rigid systems and underwriting processes. On the other hand, Quicken Loans has continually broken new ground and riffed on its own successes by building consumer- and agent-friendly portals and services that remove guesswork from the equation. Today, Quicken Loans is the largest online mortgage lender and the second-largest retail mortgage lender in the United States, according to Inside Mortgage Finance. And while the company has racked up an enviable collection of accolades for consumer satisfaction over the years, real estate agents also have rave reviews about the company—and for good reason.

PUTTING AGENTS AT THE CENTER OF THE TRANSACTION To make the mortgage process better for consumers, Quicken Loans executives turned their attention to

working hand-in-hand with real estate agents, their most powerful ally, says Tom Dempsey, divisional vice president of Business Development with Quicken Loans. “Real estate agents aren’t usually included in the [mortgage] experience, but they’re our clients, too,” says Dempsey, adding that homebuyers (especially first-time buyers) turn to agents to be their trusted guide in a sometimes complex process. “We knew we needed to communicate with the agent at the same high level that we communicate with the client throughout the process.” The centerpiece of this effort: MyQL Agent Insight, a custom backend platform that increases loan visibility by letting agents see exactly where their client stands in the loan approval process. From a smartphone or desktop, agents can see what documents might be missing, when an appraisal comes in, and when a loan is cleared

to close or even denied. It’s worth noting that Quicken Loans’ mortgage clients must give consent for their agents to see updates on their loan file and, if they do, personal or financial information is never revealed to agents, Dempsey adds. The accessibility and transparency MyQL Agent Insight brings to the process reduces a lot of the uncertainty agents experience in most transactions, Dempsey points out. “It always comes back to connectedness in our industry,” Dempsey says. “The ability for a lender and a real estate agent to deepen relationships and create a higher level of trust, in turn, helps all of us to better educate and serve consumers. “This is sometimes a hand-tohand combat sport that requires commitment to shared business goals, relationships and top-level client service. When those three things line up, we have a recipe for success.” RISMedia’s REAL ESTATE January 2018 33

What exactly makes Quicken Loans different from its competitors? It starts with the company’s culture of service and the many “ISMs,” or ideals, the company strives to work and live by, Dempsey says. “The ISMs are less about what we do and more about who we are,” adds Dempsey. Some of the standout ISMs include “Do the right thing,” “Every second counts,” and “Simplicity is genius.” Then there’s the technology and support, which together are icing on the cake. Aside from MyQL Agent Insight, Quicken Loans also provides agents these services: Q-TEXT A texting service that allows agents to receive text updates on the status of their clients’ loans, keeping agents up-to-date on each step in the process while they’re on-the-go. (Let’s be honest: Most agents live on their mobile devices and do most of their work on the road.) AGENT RELATIONS TEAM In addition to the mortgage banker and other professionals handling loans, there’s a dedicated team of Quicken Loans team members who focus solely on providing end-to-end communications support to agents. Real estate professionals can get answers to any and all questions they have about loan options, business partnerships, transaction processes, and more. MARKET MANAGERS Quicken Loans’ market managers allow the online lender to be visible in agents’ communities. The in-person education, support and insights these team members provide help localize its efforts, Dempsey says.

34 January 2018 RISMedia’s REAL ESTATE

Leveraging technology for a number of tasks helps Quicken Loans’ mortgage bankers and other team members focus on what they do best: setting (and exceeding) expectations, says Max Wegner, vice president of Communications and Client Experience with Quicken Loans. In fact, setting expectations at the beginning of each transaction is another key competitive advantage Quicken Loans is proud of. “If everyone—lender, borrower and agent—is on the same page regarding who’s doing what and when, we all win together,” Wegner says.

ELEVATING THE CONSUMER EXPERIENCE Quicken Loans has evolved in its 33year history as a direct lender. Today, the company services virtually all of the loans it originates, Wegner says. That’s a departure from other lenders that often sell servicing rights for closed loans to other companies. It’s a process that confuses consumers and agents alike, Wegner adds. “Many agents don’t realize we service our own loans, and knowing that, I think, should give them more confidence in working with us.” But becoming a “lender for life” re-

quired Quicken Loans’ leadership to take a hard look at its loan application process. Homebuyers know that the process comes with a lengthy documentation pile and deep digging into their financial background. With recent regulations, application requirements are more rigorous than ever before. To ease that pain for consumers, Quicken Loans launched Rocket Mortgage, the first fully online, ondemand loan application process. It allows borrowers to get fully approved, underwritten and closed—all without ever speaking to a mortgage banker, unless they want to, Wegner says. In its first full year of operation, Rocket Mortgage funded more than $7 billion of the record $96 billion in total closed loan volume in 2016 for Quicken Loans. Rocket Mortgage clients have gone from application to closing in as little as eight days on refinance loans, and 16 days on the purchase side, according to internal data. In contrast, the industry’s average closing time on new purchase loans is about 45 days. Rocket Mortgage, both the app and its web counterpart, is used to

They make me look good in “front of my clients because they

always set expectations up front and meet every single one.

“

SERVICE, TECHNOLOGY PART OF A BROADER CULTURE

Moe Bzeih

Real Estate Agent - CENTURY 21 Curran and Christie

manage a client’s loan from application all the way through to making payments. This includes viewing the application status, making one-time or recurring payments, asking questions about the loan, checking out how payments are broken down into principal, interest and escrow, and more, giving clients full transparency into their loan.

AGENTS: ‘QUICKEN LOANS MAKES US LOOK GOOD’ Jason Mitchell is a superstar agent with sales numbers that other real estate agents dream about. President of the Jason Mitchell Group at My Home Group Real Estate in Scottsdale, Ariz., Mitchell has closed more than 900 transactions and over $215 million in sales volume since 2012. More than 65 percent of that business came from clients who used Quicken Loans, Mitchell says. He credits the company’s fast closing times and constant communication with enabling him to make good on his promises to clients. “When I call anyone at Quicken Loans, I get a call back within the hour; they don’t drop the ball on accountability,” Mitchell says. “Your typical independent loan officer or broker operates their own business their way. “My clients want things done quickly and instantaneously, and no one wants to wait around for a lender to play telephone to get things done.” For real estate agent Moe Bzeih, accountability is just one of the ways Quicken Loans makes him look like a rock star to his clients. In his di-

QUICKEN LOANS: FAST FACTS

Between 2013 and 2016, Detroit-based Quicken Loans closed more than $300 billion in home-loan volume across all 50 states. The company offers diverse loan options, including conventional purchase and refinance loans, FHA and VA loans, jumbo mortgages, and Fannie Mae and Freddie Mac products. Quicken Loans currently serves 1.5 million customers nationwide.

verse Dearborn, Mich., market, Bzeih works with clients who speak English, Spanish, Russian, Arabic and Portuguese. He was floored to learn that Quicken Loans had more than a few mortgage bankers who speak these languages—and others, too. “It makes my market that much bigger for referrals,” says Bzeih. “You can work with banks who’ll hire translators, but to have this established relationship makes it easier to find workable solutions and give my clients advice straight from the source.” Bzeih, an agent at CENTURY 21 Curran and Christie, has only been in real estate for three years and says his business really took off this past year thanks to Quicken Loans referrals. Roughly a quarter of the 75 total transactions he expected to close in 2017 were with buyers getting a mortgage through Quicken Loans, he says. But his commissions are secondary to his main mission: making clients happy.

SEAL OF APPROVAL

J.D. Power has ranked Quicken Loans “Highest in Customer Satisfaction for Primary Mortgage Origination, Eight Years in a Row, and Mortgage Servicing, Four Years in a Row.”*

In one instance, Bzeih says he had a client who woke him up, eager to get a jump on a property that hit the market late at night. By the next morning, the client made an offer and her loan approval got underway with Quicken Loans. However, the property appraisal came in much lower than expected, and the client didn’t have the extra $3,500 to cover the difference, Bzeih recalls. So, he offered to take it out of his commission, viewing the move as an investment in future business—and in his client’s satisfaction. What happened next stunned Bzeih. “Quicken Loans took on that positivity and energy, and they waived a huge portion of her closing costs,” he recalls. “You see, it’s not always about business or the commission check; it’s about relationships. That client is going to refer everyone she knows to us.” Above all, Bzeih says that Quicken Loans’ mortgage bankers bring an unexpected—and welcome—human element to an otherwise automated process, setting them apart from other lenders in the space. “They make me look good in front of my clients because they always set expectations up front and meet every single one.”

RISMedia’s REAL ESTATE January 2018 35

MORE THAN AN ONLINE LENDER Ownership of the communications with agents is just one of the many things Stevie Spargo loves about the lender. But Spargo, a broker with CryeLeike Real Estate Services in Hot Springs, Ark., wasn’t immediately sold on doing business with an online-only lender. Frankly, she was downright skeptical of the idea. But when a Quicken Loans representative came to her brokerage to talk about the company’s loan options and technology, she decided to give it a shot. She’s glad she did. In 2017, she closed 10 transactions with clients who used Quicken Loans. The positive experience has changed her perception of online lenders for the better, she says. “The communication has been the best, and the speed of the closings is second to none,” Spargo says. “What I love most is that what they tell me matches up exactly to what they’re telling my clients.” Spargo says her clients rave about the transparency of their Rocket Mortgage accounts and being able to check on the status of their loan, day or night, and track its progress. Also, many of her clients received

BAD CREDIT? THERE’S QL CREDIT FOR THAT

Have clients who don’t have pristine credit? Quicken Loans offers QL Credit, a free counseling service for clients who are denied a mortgage pre-approval because of credit issues. A dedicated credit repair expert will work with clients for 12 - 24 months to help fix credit issues—and help them increase their chances of acing their next mortgage application. a $500 cash-back offer after closing, plus a $750 closing credit from Quicken Loans as part of a special “Mortgage Insiders” program.

INNOVATING AN INDUSTRY With 2018 underway, Quicken Loans isn’t resting on its laurels. In fact, the lender is looking to enhance its relationships with real estate professionals even more by integrating other aspects of a transaction into its cutting-edge technology, Wegner says. For example, the company is looking at several ways to incorporate services, such as online document signing and transaction-management systems into its mortgage experience. Another area of focus for Quicken Loans this year? Allowing agents

“ The communication has

been the best; the speed of the closings is second to none.

“

Stevie Spargo

Real Estate Broker - Crye-Leike Real Estate Services

to upload addendums to purchase contracts into the MyQL Agent Insight self-service portal. This functionality will streamline paperwork when changes need to be made to a contract after an inspection or appraisal, Dempsey says. Quicken Loans will continue to fine-tune its mortgage process this year in an effort to “help consumers mortgage confidently.” But what the lender really wants is for more agents to see and experience what both the Rocket Mortgage process and account can do, Wegner says. Helping borrowers navigate one of life’s largest financial transactions is a great responsibility, and it’s a service the mortgage bankers take seriously, Dempsey says. It all comes back to building relationships. “A seasoned homebuyer may require a different level of connectedness versus a first-time buyer,” Dempsey says. “We believe that setting expectations with clients at the beginning is key, and we invite clients to be as much a part of the lending process as they want to be. “You won’t find another lender that has poured its heart and soul into creating the kind of mortgage experience we have. That doesn’t mean we’re perfect, but there’s a genuine level of commitment within our company to being the best we can be.” RE For more information, please visit www.RocketMortgage.com. * For J.D. Power award information, visit www.jdpower.com.

36 January 2018 RISMedia’s REAL ESTATE

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10 Housing Markets to Watch in 2018 By Suzanne De Vita 1. Grand Rapids, Mich. 2. Nashville, Tenn. 3. Raleigh, N.C. 4. El Paso, Texas 5. San Antonio, Texas 6. Fort Worth, Texas 7. Austin, Texas 8. Columbus, Ohio 9. Madison, Wis. 10. Cincinnati, Ohio

windling inventory, high demand and even higher prices. Will the housing market shift this year?

According to a 2018 Housing Forecast released last month from Trulia, the answer is contingent on many wait-and-sees. Definitive, however, is at least one indicator: the homeownership rate. In a continuation of its movement last year, the homeownership rate is expected to gradually track upward in 2018. “Homeownership will continue its comeback story in 2018, as Gen Xers who were hard hit during the Great Recession become homeowners again, and as more millennials buy homes for the first time,” says Ralph McLaughlin, chief economist who developed the forecast, at Trulia. A caveat: Across the board, buyers

will contend with high costs, limited options and too-low wages—and millennials even more so. “Homebuyers won’t be without challenges, as they’ll still face low inventory, slow wage growth and expensive starter homes,” McLaughlin says. “For millennials, they have the added hurdle of saving enough money to make a down payment and make competitive offers amid rising home prices.” Buyers could fare better in some markets than others. Considering economic indicators like employment growth, as well as entry-level supply, Trulia searches and vacancy rate, the forecast’s 10 housing markets to watch in 2018 are:

The forecast’s No. 1, Grand Rapids, is 11th in employment, 16th for its vacancy rate (the proportion of for-rent or for-sale supply that is vacant), and 17th in share of under-35 households—an indicator of a growing home-buying population. One major what-if? Tax reform. If the mortgage interest deduction (MID) is capped at $500,000 (as proposed by the House plan at press time) and the property tax deduction is capped at $10,000 (as proposed in both the House and Senate plans at press time), the burden will be higher for homebuyers along the California coast and in the Northeast. A broader consequence could include an easing of existing-home sales, home prices and housing starts, the forecast predicts. RE For more information, please visit www.trulia.com.

Suzanne De Vita is RISMedia’s online news editor. Email her your real estate news ideas at sdevita@rismedia.com. RISMedia’s REAL ESTATE January 2018 39

02 .26 â&#x20AC;&#x201C; 02 .28

{Power Broker Perspectives} by Keith Loria

John De Souza:

Keeping Up With Today’s Consumer

Born in Caracas, Venezuela, John De Souza—pres-

ident of Cressy & Everett Real Estate—has lived in the South Bend area for more than 24 years, graduating from the University of Notre Dame with both a BA in management and MBA in technology management. He used his education to work as a managing consultant for the better part of 14 years, even returning to his alma mater to teach a business course. But the real estate world came calling. “This is my 11th year in real estate, and our company’s 72nd anniversary,” says De Souza, who enjoys contributing to his agents’ success by helping them achieve the goals they could not reach on their own. De Souza notes that the Northern Indiana and Southwest Michigan markets in which he deals are

Left: De Souza with the firm’s top REALTOR® Jan Lazzara. Above: 200 participants attended Cressy & Everett’s 2017 kick-off event.

like many throughout the country in that they’re currently experiencing a lack of inventory, particularly in the desirable $150,000 $250,000 range. “Homeowners have seen a 6 percent or higher appreciation, while still enjoying short market periods and multiple offers,” he says. De Souza goes on to explain that the firm is experiencing continued growth, as evidenced by a recent merger with a competitor in Southwest Michigan. In 2016, the firm launched a property management division, which has grown 400 percent in its first year. The focus for 2018 will be on improving agent productivity by improving its current average of 17 sides per real estate agent—one of the region’s best. “Although we’re home to many top-producing agents, historically, our growth has

come from introducing new real estate professionals to the profession,” says De Souza. “We operate two licensing schools, have a new agent training program and a mentoring program to assure newcomers have the best odds of success when joining.” With positive movement taking place in the area, De Souza admits that the lack of new construction in the local marketplace is a serious, long-term problem. “The 2008 crash decimated our local new-con-

struction infrastructure by eliminating many builders and dispersing our labor force to warmer climates,” says De Souza. “Most of this year’s new construction is focused on profitable higher-priced, custom builds.” Keeping up with today’s consumer is another critical piece of the puzzle. In fact, Cressy & Everett Real Estate is committed to bringing in national experts to educate agents regarding the ever-changing consumer. De Souza notes

VITALS: Cressy & Everett Real Estate Years in business: 72 Size: 11 offices, 201 agents Regions served: Northern Indiana, Southwest Michigan 2017 sales volume (as of Oct. 1): $435 million 2017 transactions (as of Oct. 1): 2,500 sides www.cressyeverett.com

RISMedia’s REAL ESTATE January 2018 41

that today’s agents need to understand that consumers are in the driver’s seat more so than ever before, and that they expect to be communicated with in different ways. “We’ve also hired many millennial agents who are having a mentoring effect on their more mature peers,” adds De Souza, who goes on to explain that the firm’s commitment to education started decades ago when they created the position of director of Career Development in order to coordinate training opportunities. “Today, we see agent development as a key competitive advantage for our firm.” For example, in October 2017, the firm conducted 17 different instructor-led courses, in addition to bringing a national speaker to a company event attended by 80 percent of its real estate professionals. “For scheduling flexibility, we have hundreds of online courses available 24/7 through LeadingRE’s award-winning educational portal,” says De Souza. “We have a culture where learning from peers is strongly encouraged and expected.” The firm also has a PC tech on staff who operates a “PC Spa” service where agents’ computers can be refreshed and rejuvenated. “We know that our agents have better things to do than fight with their technology,” says De Souza. “In 2014, we were the first brokerage in the re-

42 January 2018 RISMedia’s REAL ESTATE

gion to adopt a paperless transaction-management system (dotloop) in order to streamline our internal processes, and we haven’t stopped.” De Souza adds that the firm has more marketing tools than any other brokerage, including a weekly TV show, print magazine, proprietary mobile app, inhouse 3D tours and drone photography, automatic U.S. mail marketing and a website that gets 60,000 unique visitors per month. “We’re in the service business, so it all begins with placing today’s demanding customer at the center of everything we do,” says De Souza. “Then, we partner with our agents to create an enabling environment and systems through which those needs are met in effective ways.”

David Caveness:

Creating Opportunities for Agents

David Caveness, president and CEO of Carpenter REALTORS®, received RISMedia’s National Homeownership Award this past November during the 22nd Annual Power Broker Reception & Dinner, held in conjunction with the 2017 REALTORS® Conference & Expo. An honor brought about thanks in large part to Caveness’ 43+ years of

excellence in the business, the National Homeownership Award is bestowed upon a member of the real estate community who continuously demonstrates extraordinary contributions toward increasing homeownership and building better communities. “I decided to get into the real estate business at the age of 16,” says Caveness. “My father, a West Texas guy who earned his living as a doctor, used to take me out to look at ranch land with real estate people, and I thought being a broker was the coolest thing ever.” So, after graduating high school, Caveness went to the University of Denver, graduating with a BSBA degree in real estate and construction management, entering the business in 1974. Throughout his esteemed career, Caveness has served as director of Education for the Iowa Association of REALTORS®, national director of Education for Better Homes and Gardens Real Estate

Service and general manager for First Realty/Better Homes and Gardens in Des Moines, Iowa, before coming to Carpenter REALTORS® in 1989 as vice president and regional manager. In 2013, he was named president and CEO. Since coming to the firm, Caveness has helped build the Indianapolisbased company from six offices and 120 agents to where it stands today with 32 offices and 685 agents. Looking back on 2017, Caveness notes that the robust market has kept things exciting. “This past year surprised me, as did 2016,” says Caveness. “I’m bewildered by just how strong the market is and how weak the listing inventory is. It’s virtually a fraction of what it was just a few years ago, and yet, this year we’re going to hit record sales in both units and dollar volume.” As long as the market continues to expand and the company continues to do well, Caveness says Carpenter REALTORS® will

keep up with the growth by adding locations and agent count. In 2017, the firm saw the addition of a few new neighborhoods, a trend Caveness is expecting to replicate this year. “We’ve done some small mergers, which has helped us grow our business in the last year,” says Caveness. “We’re pretty careful about it, but we do see our company as a growth company, and as long as the market supports it, we will grow.” Agents are attracted to the firm, he believes, because the company creates opportunities for brand new agents to enter the real estate business. “We kind of specialize in that, and we’re proud of it,” says Caveness. “We prefer to hire new agents rather than a retread of someone that was trained elsewhere. We want to recruit people through our prelicensing school and put them in our career-start training program that we offer each month and train them the Carpenter way.” While keeping up with the latest and greatest technology can be a challenge, especially for someone of his tenure, Caveness surrounds himself with people who can keep tabs on what’s happening. “They monitor what’s happening out there in the real estate industry coast to coast and look at what’s working and what’s not,” says Caveness. “Part of our culture, and we really work this every day, is

Caveness has helped build the firm from six offices and 120 agents to 32 offices and 685 agents.

that we’re not attracted to the shiny penny. We’re not pioneers. We study what other smart people are successfully doing, and then we adapt it.” While that may mean losing out on being the first to jump on something, it ensures that the firm is making the right moves for its business model. Taking the time to study something before implementing it also leads to positive results. One way the firm differentiates itself from the competition is by not charging agents transaction fees, in addition to paying for everything a new agent needs—except for their first set of business cards. “We provide the materials, the support, the

VITALS: Carpenter REALTORS® Years in business: 47 Size: 32 offices, 685 agents Regions served: Central Indiana 2017 sales volume (as of Nov. 1): $1.15 billion 2017 transactions (as of Nov. 1): 7,000 www.callcarpenter.com coaching and the training, and that training never stops,” says Caveness. “Our competitors even call us the ‘training company,’ and while they might hope to seduce our people away, we pride ourselves on that. We provide the opportunity to begin a real estate career and build a long-term, financially rewarding career with our company.” Many of the firm’s agents have been with the company for a long time, and Caveness feels that this is one of the reasons the company has been so successful over the years. Another big differentia-

tor is the fact that Carpenter REALTORS® still advertises every Sunday in the newspaper. In fact, Caveness believes this is still the best media reach in the marketplace, enjoying the exclusivity it provides the company. “We’re very much a traditional residential real estate company,” says Caveness. “We’re not in any other businesses. For a company our size, that’s kind of rare. All we focus on is helping people buy and sell homes, and it’s making us more and more unique.” RE

RISMedia’s REAL ESTATE January 2018 43

Win This Year One Week at a Time by Terri Murphy

hink about the goals you set one year ago and where you are today. Is this where you imagined you would be? Did your life and career unfold the way you wrote your business plan? If you worked hard and had some good luck along the way, things may have gone as expected or better than planned. But for many of us, our plans may have taken a detour, or completely derailed due to something unexpected.

spect your progress (or lack of it). To successfully accomplish this, you must begin by readjusting your daily activities. A Daily Success Habits Tracker is one of the best tools to help you do this. Using this tracker each day to record a daily target for a specific number of calls, handwritten notes and other dollar-productive activities will help you develop incremental success habits every day.

Track your time and eliminate fake work. Learn to focus on activities that get you in front of more people with solutions to meet their needs. For example, in your market, is there a specific age demographic that may be ready to trade down from big homes to single-level living? Target them with information, living solutions and options. And don’t just rely on new magic platforms or super systems. Pick up the phone for an hour every day and connect with people who need your services to see measurable results.

4. Every year we’re told to create a business plan in order to make more money and reach our various goals. But more often than not, that plan is based on every single day of the upcoming year working perfectly. So, what happens when it doesn’t? By the time January ends, we may already find ourselves behind due to real life hitting us with some unplanned events. We rationalize that with 11 months to correct our path, we have plenty of time to catch up. But that doesn’t always happen, and at the end of the year, we find we’ve fallen short of our goals. If you view an annualized year, you may be setting yourself up for failure before you even start. In “The 12 Week Year,” authors Brian P. Moran and Michael Lennington share their 44 January 2018 RISMedia’s REAL ESTATE

tips for making this year different by focusing on executing one week at a time. Here are a few steps to help you navigate one week at a time:

Think 12 weeks instead of 12 months. In “The 12 Week Year,” Moran and Lennington address the challenge of why some people get more accomplished than others. They share how developing consistent execution by closing the gap of goals 365 days out to a more flexible and scalable 12-week system, is the key to more productivity, and ultimately, success.

Every day of every week counts. Change your focus to look at shorter timeframes to in-

Deadlines create urgency. Did you know that many sales agents do their best work at the end of the year? That’s because people tend to focus on the finish line and pour on the power to make their numbers once it’s in sight. Change your focus from a year-end finish line to a week-end finish line to see compounded results by this time next year. Step out and make this year your best ever with weekly wins to cash in on big results. Visit https://ph197. infusionsoft.com/app/page/risjan2018 for a free copy of the Daily Success Habits Tracker. RE Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com.

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{Blog Spot}

Best Financial Investments for Your Home by Craig Middleton

ver the last couple of years, rehabbing TV shows have become increasingly popular. On these shows, people fix or introduce features to their homes while adding substantial market value to the house in the process. If you own a home, you can make many of these fixes or additions to increase the value of your home, too. Some of the best financial investments you can make to your home include:

MAJOR PROBLEM FIXES The first high-return investment you should make in your home is to correct all major problems. If your home has serious issues, such as a broken air conditioner or a pipe leak, fixing those issues should be priority No. 1. Repairing or replacing the roof and siding can also be a great investment, as potential buyers will generally factor in both the time and cost of having to fix these areas when making a buying decision. Remember, problems like these are always easier to fix when they’re small, so don’t put them off.

EXTERIOR IMPROVEMENTS Investing in the facade of a home can also bring great returns, and replacing garage doors is one such investment. If your garage door looks new, your house will look new, as well. Painting the outside of your home is another good exterior investment. If you don’t want to spend the time and money to fully repaint your home, pressure-washing can be a quick way to make the outside of your home look more presentable.

ENTRYWAY IMPROVEMENTS Like the garage door, the front door is important when it comes to making a good first impression. Replacing your front door with a steel door can also make your home safer; increasing the safety of your home can be another great selling point for a potential buyer. Replacing windows is another way to make the outside of your home look better, as well as improve the home’s energy efficiency.

If you’re trying to increase the value of your home, make sure your fix or addition will increase the value for both you and potential buyers. BATHROOM UPDATES Improving your home’s bathroom, particularly visible elements such as vanities, lighting, toilets and tubs, can create a high return. For bathroom improvements, you may obtain a better return on investment by spending your money on items that are visible, instead of completely gutting the space. Be sure to research the investment potential of your home before making any decision. If you’re trying to increase the value of your home, make sure your fix or addition will increase the value for both you and potential buyers. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE January 2018 47

Facebook Shops Around for Its Next Business Endeavor: Rental Listings By Liz Dominguez

nce touted as the most popular and innovative internet community of its time, Facebook is now pushing to compete with trendy social media platforms like Instagram and

Snapchat. As part of its rebranding efforts to become an all-inone service, Facebook recently added payment capabilities to its messaging service, along with various filters to its camera settings to mimic Instagram’s photo-editing settings. It is now making a move into the real estate industry by adding apartment and home-rental listings onto its existing Marketplace storefront, which, so far, only included household items, job postings and car listings.

Adding a social media twist to a popular Craigslist service, Facebook is transforming apartment searching into an interactive experience by providing 360-degree photo capabilities and using social media profile information to reduce the chances of scams and unsafe transactions. And while consumers will be able to search for properties based on location, price, size, bedroom number and animal 48 January 2018 RISMedia’s REAL ESTATE

restrictions—information that is provided by landlords and leasing companies—a real estate agent is nowhere in sight. So, how is this going to impact the industry? For many real estate agents, being fully entrenched in the rental business is a great way to transition into buying and selling. This is especially true for greener agents that don’t yet have the real estate experience, and need to build busi-

ness by working primarily with renters. After all, it’s safe to assume that many of those renters will become buyers someday. Not only is it a great way for agents to familiarize themselves with the industry, but it’s also vital to building a contact database that they can grow. Not only is Facebook looking to list its consumers’ properties using Marketplace, but it is also pulling property information from partnered sources—Apartment List and Zumper—which will integrate hundreds of thousands of listings. Although only in the early stages of adoption, the industry could see this as a direct challenge to Zillow and other popular home-search sites. Unless Facebook decides to go the lead marketing and agent branding route with brokerages, as Zillow does, the real estate industry may see this as an unwelcome addition. So far, it doesn’t sound great for the industry overall. But here’s why it won’t be an overnight success.

Consumers Want Simple The more capabilities added onto an app, the more complex it will become. Yes, consumers expect a one-stop shop for services that make sense together, such as ordering food and getting it delivered; however, Facebook is primarily a social media site, and that’s what it will always be known for. While some community aspects like groups and neighborhood tag sales are successful, trying to condense an entire rental industry into an app’s subcategory may be a stretch. It’s Free, but at a Cost While Facebook maintains that the service is free of charge, putting a rental listing on the market is well worth the commission paid. When using a real estate agent, the rental commission goes toward listing services, such as photography and staging, as well as marketing, consulting and vetting renter prospects. While working with a real estate agent may be more expensive, the money paid goes further in providing clients with peace of mind and ensuring a quick and smooth transaction. And while the partnered companies say they are relying on brokers, agents and other property managers to fill out the housing section, Facebook has not yet clarified how it plans to involve industry professionals in the process. Transactions Won’t Be so Easy The problem with marketing a rental outside a multiple listing service is visibility. A brokerage will be able to promote the listing, making it visible to its own set of renters, as well as the clients of other brokerages. By using the Marketplace platform, landlords will have to settle with renters who are primarily on Facebook, which may lengthen the renting process. There is also no vetting by an experienced agent involved. Landlords will have to deal with all credit types, and will have to request and go through references and rental histories on their own. Unless landlords find renter candidates from their own friends list, they will still be interacting with strangers, regardless of being members of the same social media site. It will be interesting to see how Facebook fares in its latest endeavor. But the industry will have to keep a watchful eye for signs of this social media enterprise involving itself in the buying and selling of real estate. RE

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Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com. CALL TODAY OR VISIT US ONLINE: 800.800.3271 | COLEREALTYRESOURCE.COM

{Strategies}

Outpacing the Competition With a Streamlined Approach to Technology CLAREITY’S SIMPLIFIED PLATFORM PROVIDES BROKERS A COMPETITIVE EDGE by Liz Dominguez

n real estate, it’s not about having a broad range of technology systems, but streamlining those services to create an efficient, easy-to-use resource that gives brokerages a competitive edge. This can be said of Clareity for Owner/Advisor of Engel & Völkers Los Angeles - South Bay Ben Larson.

Larson graduated from the University of Illinois at Urbana-Champaign with a Bachelor of Science degree in Finance. In 2004, he entered the real estate industry, and three years ago, Larson—along with a business partner—purchased the Engel & Völkers franchise for the South Bay region of Los Angeles, Calif., which 50 January 2018 RISMedia’s REAL ESTATE

stretches from LAX south through Manhattan, Hermosa and Redondo Beaches, as well as Torrance and Palos Verdes. He’s been using Clareity for the past six months after reading an article about the program and becoming familiar with the service through his MLS. “I was familiar with them already from our MLS, so that gave them and their program instant credibility,” says Larson. Clareity is an innovative authentication platform with a series of products that ensure brokerages are transacting in a secure and effortless way. One of Clareity’s most-used programs is its single sign-on (SSO) Dashboard, which centralizes various passwords and logins under a single login to make accessing applications a seamless process that doesn’t require memorizing multiple password combinations. According to Larson, Clareity’s SSO Dashboard has provided him with the biggest benefits; stating that “Engel & Völkers is pretty advanced technologically, so it’s a huge benefit that our agents can access our different portals from one location, and typically without having to sign in to each system separately.” The blend of easy sign-on, a customizable dashboard and the branded gateway give Larson and his agents an advantage in the real estate industry, espe-

“Engel & Völkers is pretty advanced technologically, so it’s a huge benefit that our agents can access our different portals from one location, and typically without having to sign in to each system separately.” - BEN LARSON Owner/Advisor, Engel & Völkers Los Angeles - South Bay

cially when technology is ever present but not always easy to access. “I think it definitely gives our agents an edge,” states Larson. “Agents are busy, and it can be overwhelming trying to take advantage of all the systems their brokerage offers.” He adds that by giving his agents the ability to access everything from a central location, along with Engel & Völkers’ Online Training Academy, he is “equipping them with the tools they need to compete and succeed in a very competitive marketplace.” The benefits trickle down to the consumer level, as well. In fact, Larson notes that he’s had multiple clients tell him he’s very efficient, to which he credits Clareity and its SSO Dashboard for its streamlined services. “Having our most-used programs like zipForm® and DocuSign® at our fingertips in one location when logging into the MLS is a huge advantage.” But that’s not the only thing Larson utilizes Clareity for. He incorporates the platform’s notification feature to update his agents on the upcoming week so that they know about any special events and training sessions. Most of all, Larson lauds the company’s efforts in providing ongoing support. “The team at Clareity has been great,” says Larson. “I’ve made a number of change requests and they’re always right there ready to help. When I ask for a change or have a problem, they get it taken care of very quickly.” For more information, please visit www.clareity.com.

Marketing Gets Granular COLE INFORMATION’S REALTY RESOURCE PUTS HYPER-LOCAL TOOLS IN THE HANDS OF REAL ESTATE PROS by Zoe Eisenberg

eading a real estate team requires dedication, drive and a commitment to supporting your team, whether it be through training systems or providing the right tools. According to Christina Griffin, agent and team leader with The Griffin Group at Coldwell Banker Residential Real Estate, it’s not only important to offer your team the right tools, but to help them set up a structure for utilizing them. RISMedia’s REAL ESTATE January 2018 51

“Recently, I used Realty Resource to search for expired listings and FSBO info, and through that reach-out alone, I got 22 listing appointments.” - CHRISTINA GRIFFIN Agent & Team Leader, The Griffin Group at Coldwell Banker Residential Real Estate

A force in real estate since 2001, Griffin currently leads a team of 53 agents. Her go-to suite of tools? Cole Information’s innovative Realty Resource service, which gives Griffin and her team immediate access to the contact information of target homeowners and potential clients. Through a focus on grassroots data and hyper-local marketing technology, Realty Resource helps Griffin and her team mine an area for the sources they need to spread their reach and boost their business. Using an inventive geo-location tool, Realty Resource provides Griffin and her team with the landline, cellphone number and email address for potential leads. The system uses a Google® map application specifically developed for real estate professionals, allowing an agent to target a neighborhood they’re interested in farming, then spitting out the ownership details, contact info and other valuable attributes they need to connect. Griffin stresses that while Realty Resource does an excellent job at providing her team the tools they need, it’s up to them to set up a system for utilizing them. “It’s a great tool if you use it properly. You have to decide how you will use it, time-block it and put it into your day. It’s powerful, but you have to work it.” For Griffin, getting the cellphone number and email

52 January 2018 RISMedia’s REAL ESTATE

address of residents allows her and her team to hit many different avenues. “Currently, we have a lot of listing inventory,” explains Griffin. “To help prospect, I can look up numbers of potential leads within a two-mile radius of my area of interest, upload them, then send out voicemail messages to all of them, letting them know about a new listing or an open house.” This expands Griffin’s reach, and the voicemail message ensures she doesn’t need to deliver one-on-one details to 200 individual prospects, saving her both time and brain space so that she can focus on other things like getting ready for open houses. “We have lots of people coming to our open houses and telling me they got my voicemail message. It’s nice to have proof this method is working.” Griffin and her team also use Realty Resource to help with target marketing. “I have a foreclosure background, and I often target short sales, pre-foreclosures and expired listings.” Through Realty Resource, Griffin is able to search for the contact info of owners with expired listings or homes about to foreclose, contact them directly, and see if they’re interested in listing with her. “Recently, I used Realty Resource to search for expired listings and FSBO info, and through that reach-out alone, I got 22 listing appointments.” Pursuing rental leads is another avenue Griffin and her team explore with Realty Resource. “The system has a great function where you can search for local renter leads. We’ll reach out through email and let them know about our right-to-purchase program.” Griffin also notes that having Realty Resource on her side is a wonderful tool for recruiting. When pursuing new agents, she can let them know about this great suite of tools she has to work with. “There are many ways to use Realty Resource. You just have to figure out what works for you,” concludes Griffin. For more information, please visit www.colerealtyresource.com or call 888-231-0732.

Protecting Your Most Valuable Asset Before, During and After the Transaction AMERICAN HOME SHIELD® HOLDS STEADFAST TO ITS COMMITMENT TO WORK HARDER FOR TODAY’S BUYERS AND SELLERS by Paige Tepping

or Woody Hogg—president of ERA Woody Hogg & Associates, a one-office firm with 90 agents in Mechanicsville, Va.—the benefits associated with a home warranty are numerous. But not just any home warranty will do.

“While anyone can offer a home warranty, when it’s needed, American Home Shield® (AHS®) has proven to be the most reliable,” explains Hogg. With 47 years of experience under his belt, Hogg joined ERA Real Estate 40 years ago. Today, he and his agents go above and beyond by taking the time to educate clients—especially first-time buyers—about the protection a home warranty provides before, during and after the transaction. “The home warranty provides buyers a level of comfort, especially first-timers who may not have a lot of cash,” says Hogg, “making it easier on everyone if a covered system or appliance breaks down after move-in day.” Committed to getting the job done, AHS provides buyers and sellers access to an 800 number they can call to connect with a nationwide network of over 13,000 independent professional contractors. Ready to receive service requests 24/7, 98 percent of requests are dispatched to local contractors within 24 hours.

“While anyone can offer a home warranty, when it’s needed, American Home Shield® (AHS®) has proven to be the most reliable.” - WOODY HOGG President, ERA Woody Hogg & Associates

Never one to rest on its laurels, AHS is constantly pushing the envelope in order to help buyers and sellers protect their investment. The recent introduction of re-key coverage, available in select states, including Virginia, is yet another way the company is enhancing its home warranty product. “People don’t often think about the locks on their new home, but once you’ve purchased a property—particularly new construction—it’s important to be aware of the fact that there may be numerous keys to your home floating around,” says Hogg. But it doesn’t end there. In fact, the firm’s local service representative, John Krug, is a key piece in the success of the longstanding relationship. “Having good account executives is a big part of a home warranty company, and John has been fantastic in that role,” says Hogg. “In addition to being a part of our team, he always makes time to come to our functions, and he offers great support.” RE For more information, please visit www.ahs.com/realestate. RISMedia’s REAL ESTATE January 2018 53

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{Power Teams}

The Real Estate Juggler by Verl Workman

itting down with the regional owner of a large franchise at the conclusion of a recent convention, I found myself in a discussion about how one person can do it all. During this discussion, I had one of those rare moments of clarity that came in the form of an exercise I demonstrated from the stage the next day. As small business owners with growing pains, we were sharing ideas about how to scale and grow without letting either our customer service or our commitment to our employees and partners be diminished. It was during this deep personal discussion that I saw clearly a man juggling a series of balls, each with a name or title on it. There were several other balls on the table in front of him with other names/titles. Here are some examples:

-Buyer’s Agent -Listing Agent -Administrative Agent -Team Leader -Runner -Marketing Director -Managing Broker -Mom/Dad -Husband/Wife -Brother/Sister -Son/Daughter -Carpool Driver -Home Cook, Cleaner, Lawn Mower

The juggler in my vision was very good. He had four or five balls in the air at all times and did a great job keeping them in the air while moving his hands into position to catch and throw the next ball. But things got interesting when the juggler—with five balls in great rhythm—is asked to pick up another ball. The juggler, knowing that he couldn’t add one more ball, had to make a critical decision: which ball do I put down in order to pick up the next one? Imagine you’re working with buyers and sellers, doing all your own admin work, and are a parent and spouse. In order to pick up marketing or training a new agent, or giving back to your board or association, you have to choose which ball to put down. The juggler—looking perplexed— looked at the non-negotiable of father and husband, then looked at buyers/sellers and decided that he couldn’t put any of those down. The clarity came when the juggler said that he didn’t want to do real estate at the expense of his family. At that moment, we decided that

our families were non-negotiable and that we were going to create leverage in our business so that we could be present in our lives. Leverage is simply using systems and humans to pick up the balls that must be juggled in order to provide great client experiences. It all starts with your first assistant and grows from there when a buyer’s agent is hired. Understanding that we all drop the ball at one point or another—and that it’s usually the people we care about most that get let down with the excuse that we’re doing it all for our families—we have to be willing to delegate and pass the ball to others so that we can give attention to what matters most in life. As David O. McKay said, “No other success can compensate for failure in the home.” Now’s the time—and this is the year—to create leverage in your business and your life. 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. Contact him at Verl@WorkmanSuccessSystems.com.

RISMedia’s REAL ESTATE January 2018 55

{Power Teams}

Leadership Leverage by Cleve Gaddis

everage makes it possible to lift 500 pounds with only 200 pounds of force. Leadership leverage makes it possible to generate more revenue by duplicating yourself through others.

To help you understand the fundamentals of creating leverage, let’s take a look at a seesaw. With the fulcrum in the middle, the weight at one end is capable only of lifting the same weight at the other end. In order for the lever to lift more, the fulcrum must be moved toward the heavier end, as shown in the image below. What does this example have to do with creating leadership leverage? Everything. Let’s substitute the word “focus” for “fulcrum.” If you, as a leader, want to lift more weight, you must move your focus toward the weight you want to lift. Leaders lift people. If you want to create leverage through people, put your focus closer to your people.

Quite often I meet team leaders who are easily frustrated when team members fail to produce. It’s almost as if they’re surprised… and they shouldn’t be. Most people don’t really understand what’s required to be successful in real estate. They need the team leader to help them understand. It’s the team leader’s training and coaching that creates leverage because the team leader is effectively duplicating him or herself through their team members, especially as the team members start finding success. Creating leverage by growing a successful team has a couple basic requirements. First, the team leader must actually know how to be successful, and second, the programs and systems taught must be written out for others to follow. In addressing these two basic requirements, keep the following in mind:

THERE ARE NO SECRETS TO SUCCESS. It’s more about mastering the basics. Do you have good presentations, listing and closing action plans, and marketing systems? Focus on putting the basics in place, then build on them over time.

ANYTHING DONE MORE THAN THREE TIMES REQUIRES A WRITTEN SYSTEM. How should your people answer the phone? What information should they collect from a buyer or seller prospect? What should they say when calling an expired listing? You will need systems for everything.

YOUR SYSTEMS DON’T NEED TO BE PERFECT. This is hard for many team leaders to understand, but perfection isn’t possible. Instead, write out what works for you and keep working with your team members until the systems are mastered. As you learn new ways to improve the systems, revise them and then train your agents on what you’ve learned. Once you put the systems in place for your team, make sure to focus on how your team members are applying these systems. What are they saying to prospects? What objections do they need to be prepared to overcome? Where do they need to improve? What are their results, and where are they falling short? A leader’s job is to create an environment in which others can be successful through their own efforts using the leader’s proven systems. Increase your leverage by keeping your focus very close to the members of your team. You will notice a difference, and so will they.

WEIGHT FORCE

FULCRUM 56 January 2018 RISMedia’s REAL ESTATE

Cleve Gaddis is a master coach with Workman Success Systems and team leader with Gaddis Partners, RE/MAX Center in Atlanta. He learned sales the hard way, selling vacuum cleaners door-to-door, and now puts those skills to use in helping his team close $60 million annually. He loves to share his systems and strategies to help others succeed. He hosts the Call Cleve Atlanta Real Estate Show heard weekly on NewsTalk 1160 WCFO. Contact him at Cleve@GoGaddis.com.

{Power Teams}

The Value of Leadership by Rick Geha

’ve spoken many times about leadership and what it means to each person individually—as it does, in fact, mean different things to different people. While it’s a broad definition, you could say that you’re a leader if your thoughts, words or actions have an effect on another person. You can even argue that leaders are either born or created. The fact is, each of these statements is true. Leadership starts with you. You leading you. You’re a project, and so am I. Now let’s be perfectly honest with ourselves. The value of leadership is in becoming the very best version of ourselves. That means studying, reading, learning, asking for support and seeking wisdom at all times, no matter how successful you become. Most of us are in the sales industry. With rejection and behavioral styles, attitudes, communication and the like, this is not a business for the weak of spirit. There’s always room for growth, so you’ve got to take yourself on daily and challenge yourself to know more, do more, change more. How? Read more. If you don’t have time to read, listen to books while you drive, walk, run or travel. Ask those you admire and respect what they’re reading. And remember that it’s never too late to take personal and professional development courses. As Zig Ziglar used to say, “Garbage

in, garbage out.” That was his way of saying that the more quality you put into your mind, heart and spirit, the better you become. When? Now! Time is always going to be an issue if you don’t learn to prioritize. That includes time for family, time for date nights and time for you. Whether it’s journaling, reading, listening or attending, make the decision to turn it around now. Why? Because you’re worthy of all the things you’ve dreamed of. My wife often says that dreams are God’s way of showing you what you’re capable of, even if you don’t think so. She often tells her team that if you can dream it, you can achieve it, or else you would never have dreamed it in the first place. True leverage comes from creat-

ing other leaders in your life and business. Your business partners, your children, other family members and friends are all watching you, mostly when you don’t know it. It’s time to step up and be the role model—the leader—you were meant to be when you were born. Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22, and has been selling for over 36 years; he has run, managed or owned real estate offices for the past 23 years. His love of people and mentoring their passions has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada and has presented keynote addresses to thousands of professionals from all industries and walks of life. Rick is proud to be someone who’s spent nearly three decades helping people worldwide discover and walk their path to personal freedom and is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE January 2018 57

{Power Teams}

Leading by Example by Nate Martinez

he topic of leadership is complex, and one that many of us struggle to understand. More importantly, many of us struggle to even become effective leaders. I’ve been a team leader for more than 30 years, in addition to a franchise owner for the past 16. As I’ve evolved in my career, I’ve come to understand that there are a few key components to good leadership.

THE RIGHT PERSON IN THE RIGHT SEAT. This is a concept you can read more about in Jim Collins’ “Good to Great.” It’s essential that you have the right person in the right job within your company or on your team. You may have a great hire, but if they lack the skill or passion for the specific job function, there 58 January 2018 RISMedia’s REAL ESTATE

may be a different seat they can be moved to that would provide a better fit. A DISC assessment will help you determine if their natural abilities and traits are right for the job. Keeping someone in a position that isn’t rewarding for them will bring your whole organization down. Be quick to fire, but slow to hire. A good leader will make the tough decisions when no one else will because it’s what’s in the best interest of the whole company.

TRUST. If you don’t trust the person on your payroll, you need to take a closer look as to why. Sometimes trust is a matter of additional training, better systems or learning to let go of the need to be in control. In order to leverage your team, those people working for you have to believe that you trust them, and that they can trust you to be the leader they need you to be.

DELEGATION. I used to believe that I was the best at installing a yard sign. In fact, no one else

could do it like me. And I was right. But I also learned that installing a sign was not the highest and best use of my time. I had to delegate the task and let go of the need to do it my way. Empowering your people to make decisions and think outside the box is part of effective leadership. With the right training, and trust in the person to do the job, delegation is easy.

LEAD BY EXAMPLE. The most important and quickest way to leverage leadership is to lead by example. You must intentionally and consistently walk your talk if you want those around you to respect you as a good leader. RE

Nate Martinez is the broker/co-owner at RE/MAX Professionals located in Glendale, Ariz. Nate has 30 years of experience in real estate, is seasoned in negotiations and designated ABR®, CRS, GRI, e-PRO® and SFR®, among other certifications. Martinez firmly believes in the value of education, having trained hundreds of real estate professionals as a speaker, and is currently a coach with Workman Success Systems. Contact him at natem@remax.net.

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The Importance of a Home Safety Check Before Selling By Cal Cook

he prospect of a profitable sale can push REALTORS® and individual homeowners alike to list a home before it’s truly ready to hit the market. However, due to the Breach of Duty regulations, a real estate agent can be at risk of a lawsuit if a homebuyer finds problems with the house that were not disclosed during negotiations. That’s why it’s so important to perform a thorough safety check before listing a home for sale. Much of this information comes from the Home Safety Guide published by ConsumerSafety.org.

Lawn, Landscape and Pool Safety Pools are far and away the most dangerous part of a residential home, with one child under 14 drowning on average each day. There are several steps a homeowner should take before listing a home with a pool:

8 Install VGB-compliant drain covers

8 Properly store hazardous pool chemicals away from the pool site

8 Ensure the pool is covered with an adequate safety cover Nearly every American suburban home has a lawn, but most people aren’t aware of the potential safety hazards. Here are some actionable steps to take before listing:

8 Remove sharp items like rocks or glass from the yard 62 January 2018 RISMedia’s REAL ESTATE

8 Check for poisonous/harmful plants like poison ivy and remove if present

8 Properly store weed killers with hazardous chemicals away from the lawn Fire Safety The average monetary value of property damage from a fire was $16,610 in 2016, according to data collected by the National Fire Protection Association (NFPA). If the homeowner is accused of negligence, they will have to pay for all damages. This is why properly removing fire hazards in the home is essential. Before listing the home for sale, check for damaged plugs and appliances, overloaded outlets and multiple extension cords. Additionally, you will want to ensure that outdoor

cooking appliances are at a safe distance from the home. Kitchen Safety It shouldn’t be a surprise that the kitchen is one of the most hazardous areas of the home, since it houses the most electrical and gas appliances. One crucial but often overlooked safety feature is a working fire extinguisher. By purchasing one and leaving it in the kitchen, you will be preventing any negligence lawsuits pertaining to grease or electrical fires. If a homeowner is looking to rent all or part of their home, make sure the kitchen is childproofed if the incoming tenants have small children. Since many sharp utensils can be found in the kitchen, either keep them out of reach of children (in a high cabinet) or, even better, ensure they’re secured with a childproof lock. Hopefully these guidelines can help you as a real estate agent minimize the risk of lawsuits. And you will also keep the future occupants safe, which is just as important. RE Cal Cook is consumer finance investigator at ConsumerSafety.org. This post was originally published on RISMedia’s blog, Housecall, blog.rismedia.com

{Broker Spotlight}

Augmented Intelligence: The Real ‘AI’ Brokerages are placing their bets on Buyside to bring smart data to their agents’ fingertips

Buyside Founder & CEO Charles Williams demonstrates to HSF Affiliates President & CEO Gino Blefari (right) Buyside’s ability to collect and analyze buyer activity in a given market.

64 January 2018 RISMedia’s REAL ESTATE

by Barbara Pronin

As a young real estate investor, Williams (right) discovered that finding buyers was not as transparent as finding listings, so he decided to build a system that would.

f there’s a trend dominating headlines and transforming businesses today, it’s predictive analytics. To become more efficient in generating and curating sales leads, the best-in-class predictive tools mine databases to augment the best in human intelligence. Today, society benefits from predictive applications in everything from online shopping to homeland security. In real estate, it should come as no surprise to learn that market-dominant brokerages of all sizes are also embracing the concept, utilizing their own ‘big data’ to win new business and gain a competitive advantage.

RISMedia’s REAL ESTATE January 2018 65

Enter Buyside, a groundbreaking data analytics and marketing company helping some of the nation’s top real estate firms leverage their data for greater profit. “We call it augmented intelligence,” says Buyside Founder and CEO Charles Williams. “Buyside is about enhancing existing processes with real-time data in a way that not only gets the agent in front of more customers, but also differentiates their skills and knowledge in a manner that wins more business.” In this exclusive interview, Williams shares the strategies behind his company’s success, and the reasons why more brokers nationwide are adopting Buyside’s winning approach.

Barbara Pronin: Let’s begin with a brief recap of your career path, Charles, and how you came to found Buyside. Charles Williams: I’ve been around real estate my whole life. My grandfather was an investor and my mother is a licensed broker, so, naturally, I went in the opposite direction and got a Bachelor of Science degree in Electronic Engineering from Bucknell University. I began my career as a project manager with General Electronic, then moved into Mergers and Acquisitions. In the evening, though, while completing my MBA

“No other company in the space is helping brokers leverage their data the way Buyside does. It’s a game changer.” GINO BLEFARI President & CEO, HSF Affiliates

from Goizueta Business School at Emory University, I bought and sold properties—over 20 times by the age of 30. When the market was trending downward in 2008, I noticed that there was a gap in the marketplace; that finding buyers was not as transparent as finding listings. I asked agents and brokers if they had a system to find buyers relevant to their properties. The answer was a resounding no, so I decided to build it. The goal was to collect and analyze buyer activity in a given market so that brokers could not only speak to the demand for a property, but also be able to directly access agents with matching buyers for it—a compelling value proposition to attract seller leads, win listings, and close more transaction sides in-house.

“We are now closing millions of dollars in listings generated via Buyside. Needless to say, we are believers in this valuable tool.” STEVE BROWN President, Residential Services Crye-Leike, REALTORS®

66 January 2018 RISMedia’s REAL ESTATE

BP: How does the process work? CW: Many brokers don’t realize their data is a billion-dollar asset—one they already own but often don’t know how to leverage. According to industry statistics, brokers and agents spend millions each year to generate and capture buyer leads, but less than 3 percent of those leads, on average, are converted into closings. What remains is a wealth of buyer activity and behavioral data representing the interest and demand for various types of property. Buyside helps brokers tap into that asset so they can demonstrate to potential sellers how many buyers are looking for a home like theirs right now, in this neighborhood, in this school district, with these features, in this price range, etc. Showing homeowners that they can interpret real-time demand and match their home with a list of verified buyers becomes a powerful way for agents to differentiate themselves and win more listings.

BP: Is all data created equal? CW: The challenge with any big dataset is that it’s so fragmented, which is especially true for buyer behavior. It lives in a dozen different places—brokerage websites, portals like Zillow and realtor.com®, mobile apps and even showings and open

houses. The power we provide is being able to aggregate and normalize all that data, because once you have the full picture, the data becomes meaningful and actionable.

BP: Where and how is Buyside currently operating? CW: The company is based just outside Philadelphia, in Wayne, Pa. We have a team of 20 passionate Buysiders who are currently serving more than 50 of the nation’s leading real estate brokerages. Industry leaders like Gino Blefari, president and CEO of HSF Affiliates—which operates Berkshire Hathaway HomeServices, Prudential Real Estate and Real Living Real Estate—saw an early opportunity to help future-proof his franchise group by deploying Buyside company-wide. With our clients’ success stories growing every day, we’re attracting top franchises and brokerage firms around the country.

BP: Other companies are entering the world of real estate data. What makes Buyside unique? CW: While many other companies can analyze data from your brokerage website, Buyside is the only platform able to capture real-time buyer data from virtually any source and use it to power actionable insights and compelling marketing tools. We know that buyer activity will continue to take place across many different platforms, so we remain technologyagnostic. By capturing the full picture, we’re able to help brokers get in front of prospective clients, while helping agents tell a compelling story that wins new business.

BP: What kind of results are your clients seeing? Are you able to measure their ROI? CW: Clients are seeing incredible results, and because we capture all

their data in one place, we’re able to track their ROI very closely. In fact, one of the enhancements on our immediate roadmap is a Brokerage ROI Dashboard that highlights the number of seller leads captured, listings taken and closings as a direct result of Buyside.

BP: How do you ensure client success? CW: Our entire leadership team has roots in real estate, so we know firsthand the challenges brokers, managers and trainers face when rolling

competitive edge. Look at Amazon, Netflix and Facebook, who leverage user and behavioral data to provide actionable insights. I think our industry has just started to make this shift, and I expect the effort will increase over the next five years. While real estate will always be face-to-face and relationship-oriented, agents powered by Buyside will emerge as true knowledge brokers, guiding consumers through a complex process with the most comprehensive, data-driven insights powering each step.

“Buyside is the Match.com experience in real estate. It’s a powerful listings differentiator for our agents.”

out new technology to their agents. Success with any new platform begins and ends with implementation. If you can’t get your agents excited, engaged and using the technology, it’s an exercise in futility. We have a unique roll-out process that not only focuses on how to use the tools, but also how the tools can help the agent win more business.

BP: How do you think the real estate industry will utilize big data in the next five years? CW: Real estate has a way to go to catch up with other industries, which for years have been building businesses and basing key operating decisions on a solid foundation of data analytics. Smart companies will use data to give themselves a

RAJEEV SAJJA Vice President, Digital Innovation Berkshire Hathaway HomeServices Fox & Roach, REALTORS®

BP: What are you looking forward to seeing Buyside accomplish in the year ahead? CW: We’re excited to be a leader in this rapidly evolving space. For 2018, we’ve already begun our continuing investment into the Buyside platform. We’ll be adding additional integration partners and expanding the options for our users to differentiate themselves using data as an asset. We also look forward to partnering with more top brokerages in every major U.S. market, confirming our mission to help real estate professionals get more listings, close more sales, and keep their clients loyal and happy. RE For more information, please visit www.getbuyside.com.

RISMedia’s REAL ESTATE January 2018 67

{Broker Best Practices} Landing Better Leads With Realtor.com®

by Zoe Eisenberg

Kevin Leatherman Broker/Owner Leatherman Homes Rockville Centre, N.Y. www.leathermanhomes.com Years in real estate: 25 Number of offices: 1 Number of agents: 20 Please tell me a little bit about your company’s structure. I’m an independent agency, independentlyowned and -operated, primarily focusing on residential real estate. Although we’re full-service, our main focus is residential buyers and sellers. I own my business location, and it’s one block from my home. I have six employees operating on my behalf. How does your company compete with larger firms? In my experience, once you go into million-dollar-plus markets, clients may be looking for a bigger brand with name recognition rather than an independent, but for most clientele under a million dollars, they just want an agent who is productive and results-oriented. I’ve been consistently closing more than 100 residential listings a year for seven years, and I’m in the top three agents in my county, out of 7,000 agents. Those numbers speak.

I understand you’re invested in using online marketing, so let’s talk about how that fits in. While recent statistics from the National Association of REALTORS® indicate 95 percent of consumers are searching online—half of whom find the home they actually purchase online, how do you maximize your time spent working with online buyers who seem to have found a house searching on their own? By having a licensed buyer’s assistant, I have someone able to answer all questions on specific properties and schedule appointments for me. I also have staff to help me work as a buyer’s rep if needed. I focus most of my time on pricing listings and negotiating. I delegate other tasks, like meeting with photographers to take listing photos. I have a transaction coordinator, an office manager, and a marketing and social media manager. How has your online leads strategy evolved? Is the source of the leads material to success? Realtor.com®is my exclusive partner for internet leads because their qual-

Creating Personalized Service to Attract Loyal Clients by Liz Dominguez

Jennifer Shemwell President Phyllis Browning Company, 68 January 2018 RISMedia’s REAL ESTATE

ity is superior to the other competing portals I’ve tried. If you look at what they’ve done over the past few years, they’ve done nothing but continue to upgrade their offerings and the quality of what they bring to the table. Their whole goal is to deliver better leads, and I can tell you they’re doing it. I put my whole internet leads budget on realtor.com®, and my entire team is more productive because of it.

How much of your business is online? I would say about 50 percent. The other half is from past clients and referrals. Do you see continued growth on the horizon, and if so, where? I’m going to be focusing more attention on my past clients; I’ve been putting more effort into client appreciation and communication by designating one full-time staff person to the task. It’s already starting to have dividends.

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

a member of Leading Real Estate Companies of the World® San Antonio, Texas www.phyllisbrowning.com Region served: San Antonio, Texas Years in real estate: 24 Number of offices: 6 Number of agents: 200 Favorite part of your job: I love to train our agents

to be successful and to be the best they can be. One thing people don’t know about you: I love to dance. My husband and I dance the jitterbug, polka and waltz. What is the most important thing you learned in 2017? When running a business, there’s a lot to

take into consideration in order to make a decision. 2017 has taught me to trust my gut when it comes to choosing the best course of action and to surround myself with an outstanding team.

How does your brokerage’s office culture play a role in your real estate career? At Phyllis Browning Company (PBC), we’re a family that supports one another. Each of our agents is welcome at each of our offices, resulting in an advanced internal communication network. PBC agents are twice as likely to bring an in-house buyer compared to other brokerages in the city. There’s tremendous respect for one another, and great friendships have been made at the company. What are some of the current trends you see in your market right now? Real estate marketing is evolving at a rapid pace, driving agents to experiment with new marketing channels such as video, social media advertising, predictive analytics and agent testimonials. How do your agents differ in the way they work, and what makes them successful? Some PBC agents prefer in-person meetings, while many agents who are newer to the industry prefer doing business online. The main attribute that each PBC agent possesses is the ability to modify their ser-

vices to meet the client’s needs. A good real estate professional must be able to listen and understand the buyer’s goals. If you can make the process fun, you will reduce the stress of the situation and make friends with your clients. Happy clients are loyal clients.

What factor has the largest influence on the real estate industry today? San Antonio and the Hill Country are areas of increasing opportunity when it comes to real estate. The momentum of the economic development in the area is growing at a great speed. As a result, the growth of the housing market continues to rise. How are you preparing your agents for the future of real estate? I’m focusing on providing intense training in technology and web marketing to help our agents stay ahead of the competition. I believe in giving agents the tools and training they need to differentiate themselves. Tell us how your company makes its agents’ jobs easier. We’re a full-service brokerage offering a high level of personalized service. From agent assistants and a full-time marketing department to in-house transaction coordinators and an aroundthe-clock management team, we stand ready to assist our agents. For more information, please visit www.leadingre.com.

Real-Life Training Paves the Way to Continued Success by John Voket

Abe Lee Owner CENTURY 21 iProperties Hawaii Honolulu, Hawaii www.c21ipropertieshawaii.com Region served: Hawaiian Islands Years in real estate: 43 Number of offices: 1 Number of agents: 130 Best time management tip: Follow Stephen Covey’s “4 Quadrants of Time Management:” Prioritize and schedule urgent tasks, then work other activities around top priorities. Key to staying profitable: Keep costs to a minimum, spend where you need to, keep to your budget, and don’t splurge. No. 1 tip for working with first-time buyers: My Kindle book, “How to Become a First-Time Homebuyer,” offers helpful advice for real estate professionals to better serve first-time clients who may be afraid or need guidance on what to do. You have one of the biggest REALTOR® training programs in Hawaii. Why do so many students come to you for training? Students like the fact that I’m a practicing REALTOR® who teaches from real-life situations related to how to pass the state exam and how to prepare for the real world of real estate. I stress the importance of being honest, having a great attitude and finding a brokerage that will provide excellent training. The ability to offer the CENTURY 21® learning platform makes us one of the best training programs in Hawaii, and we’re the only school with over 215 five-star Yelp reviews. Talk about your reputation for helping both students and experienced agents keep up with changing real estate trends. We’re the only school that has a videotaped pre-licensing course, in addition to live courses and over 44 continuing education courses online with a wide range of topics taught by excellent teachers. We update our courses regularly, and attend seminars and share information from the nonprofit Hawaii Homeownership Center, which teaches people how to prepare for becoming a homeowner. How is CENTURY 21 iProperties Hawaii utilizing the RISMedia’s REAL ESTATE January 2018 69

C21® Zap® platform, and why is it a game changer for your team? Our office is just learning the Zap program and we are excited about all the tools it offers both agents and clients, particularly its CRM program. I recently uploaded 480 contacts from my other CRM database to the Zap platform, and I’m confident that keeping in touch with clients through the Zap platform will be much easier and more efficient. What’s the most important thing real estate professionals need to understand when serving clients from other

cultures? Knowing the culture of each country is very important, so our office offers native speakers from Japan, Korea, China, the Philippines, Tonga, South America and France. Hawaii is an attraction because we’re close to Asian countries and the mainland United States. We’re able to work more successfully with C21 affiliates from around the world because we’re familiar with various cultures and are better positioned to help them adjust to Hawaii. For more information, please visit www.c21ipropertieshawaii.com.

Building a Reputation of Trust and Honesty

Phyllis Staines Broker Associate RE/MAX Coastal Real Estate Ponte Vedra Beach, Fla. www.pstaines.com Region served: Jacksonville, Fla. Years in real estate: 20 Number of offices: 1 Number of agents: 16 Favorite part of your job: The freedom and unlimited potential for earning. I also enjoy solving problems, and those who are needing to buy or sell have a problem that we need to solve for them. Best advice for someone just getting into the business: Be prepared to work hard in order to build a reputation of trust and honesty that people will gravitate toward. What factor has the largest influence on the real estate industry today? As the industry continues to change and evolve, it’s important to remember that technology will nev70 January 2018 RISMedia’s REAL ESTATE

by Paige Tepping

er substitute the skill and diligence of a real estate professional. That being said, I believe technology disruption could have the biggest impact on the real estate industry if we don’t recognize that it’s happening. If we sit back and turn a blind eye toward the disruptors coming into the industry, it could impact us more than we realize. Complacency is a concern we must take more seriously. We can’t rely on technology to solve everything. It’s simply a tool. Is there a specific trend or movement you’re currently paying attention to that has the capacity to disrupt the market? Instant Offers have become a hot topic within the past year, with Zillow and other technology groups testing out instant-offer platforms. While I don’t necessarily foresee this becoming a huge disruptor in my market, it’s something I will continue to pay attention to. In what ways does your company stay flexible and current? The RE/MAX intranet we have access to—which includes RE/MAX University, where agents can take part in constant training—is key to staying flexible and current. Being a leader in the industry, RE/MAX is aware that they must be cognizant of the competition. The development

of their new logo is one example that shows just how tuned into the market they are. You utilize Homes & Land as part of an integrated marketing strategy that includes print publications. How does this benefit you? I’m a big Homes & Land advertiser, a publication I’ve been advertising in for at least a dozen years. Not only do I recognize the value of print, but I also supplement it with social media, the internet and direct mail. I’m having a great response from both direct mail and Homes & Land, and that’s because so much of my competition isn’t doing it anymore. All in all, I’m a big believer in Homes & Land, as there’s no other magazine in my market that applies solely to homes. We owe it to our sellers to expose their property in every way possible, and print is one of those ways. Looking ahead, what are you most looking forward to as 2018 gets underway? While I’m hoping 2018 brings more inventory and drives more people into homeownership, I’m also going to continue to improve my skills and education in order to stay ahead of the competition. For more information, please visit www.homesandland.com.

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On-the-Go and

In-the-Know RPR Mobile™ ups the ante for today’s real estate professionals by Paige Tepping

ince the advent of the smartphone, real estate professionals and consumers alike have come to depend on these handheld devices for any and everything under the sun. And as smartphones continue to change and evolve before our eyes, there’s no denying that they’ve truly become a driving force within the real estate industry. “The reality is that deals aren’t made in the office anymore,” says Reggie Nicolay, vice president of Marketing and Social Media at Realtors Property Resource® (RPR®). “In fact, deals are made almost anywhere today, including the grocery store, while grabbing dinner at a restaurant and even while unplugging on vacation.” The largest database of parcel-centric property information, RPR—which is closed to the public—provides agents with one streamlined system obtained from multiple sources. With public records, tax assessment info 72 January 2018 RISMedia’s REAL ESTATE

and school district data, RPR serves as a one-stop shop for real estate professionals looking to make a difference by providing clients the data they need to make an educated buying or selling decision. Taking things to a whole new level, RPR Mobile™ ensures that real estate professionals who are constantly on-the-go don’t miss a beat when it comes to keeping up with clients and prospects. For Jickson Chacko, a REALTOR® with Cherry Creek Properties in Jackson, Colo., integrating RPR Mobile into his day-to-day routine is as simple as living his life. “I’m constantly picking up clients while taking care of the things I do on a daily basis,” says Chacko, who depends on RPR Mobile to build connections. “It’s also extremely useful when talking to people who already own homes, as I can pull up the property, tell them how much their home is worth and even provide a detailed report.”

Never one to miss an opportunity to provide friends and family the real estate information they need, Joanna Williams finds herself pulling up RPR all the time when hanging out with friends. “We don’t think of them as prospects when we’re just out having a good time, but everyone always wants to know more about the real estate market,” says Williams, a broker with Better Homes & Gardens Real Estate Kansas City Homes in Liberty, Mo. “Pulling open the app and discussing their own home with them goes a long way in showing those friends that you’re serious about your business.” While the benefits associated with RPR Mobile extend far and wide, the app’s ability to save real estate professionals time while allowing them to strike a real work/life balance cannot be overlooked. “It’s nice to be able to pull up detailed information on a home while you’re showing a property,” adds Williams, who is constantly analyzing comps for listing appointments right alongside her agents. “RPR’s app delivers the data seamlessly, making you look like a pro because you can shoot it straight over to the customer within seconds.” Nicolay notes that the way in which real estate professionals use the app depends on how they work in the business. “It’s very much scenario- or persona-based,” says Nicolay, who goes on to explain that RPR Mobile is a boon for real estate professionals in many situations, including open houses. “Potential prospects often have questions regarding local schools and neighborhoods, and thanks to the Reports button located in the lower left corner of the app’s home screen, agents can quickly create a report that can be sent via email or text to any given prospect,” says Nicolay. “It’s a great way to establish communication and lay the foundation for future follow-up.” But it doesn’t end there. In fact, RPR Mobile has become the go-to tool for real estate professionals across the board.

“It’s become one of my most widely used tools that I turn to in order to confirm my market stats,” says Loren Coburn, branch manager at Kevo Properties in Oklahoma City, Okla. “It also helps me confirm the information I use to create market prices for homes.” An avid RPR user for the past year, Coburn turns to the app on a daily basis for a variety of reasons. “When driving through different housing developments, I find myself opening the app to see what the market is doing. Also, if I come across a FSBO, RPR Mobile is my go-to for a quick reference to what the home is worth,” says Coburn. “It always gives me on-demand information I can use to reach out and pick up the listing.” Recent enhancements to RPR Mobile, including the ability to search by voice, are upping the ante even further, according to Nicolay. “Over the last few years, voice-to-text has become much more accurate on both the Android and iOS operating systems. Integrating this feature into RPR Mobile allows real estate professionals to go into the app, press the microphone icon, speak their search and see the text type in right on the screen,” says Nicolay. In addition to recently integrating the commercial side of the business into the app, RPR’s new Comp Analysis Express is yet another feature that’s set to change the game as we know it. This new feature allows REALTORS® to use their mobile device to build a CMA before creating and sharing a client-friendly seller’s report. Best of all, if comps have been selected on the website, they can be viewed on mobile, and vice versa. “This is a big and powerful improvement that will provide a lot of value for the industry,” adds Nicolay. For those not using RPR? “You’re missing out,” says Williams, “as RPR is by far the most robust, useful tool we have at our fingertips.” RE

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

{Trending}

Taxing Relocation:

Your Bigger Slice of a Smaller Pie by John B. Sculley

owering taxes is always a popular theme this time of year. Especially this year, when sweeping tax changes seem imminent

(at press time), it’s tempting to think what we’d do with more dollars in our pockets after taxes. Both for businesses and individuals, having more discretionary money is a seductive idea: keeping more of what you earn—the bigger slice of the income pie. 74 January 2018 RISMedia’s REAL ESTATE

All partisan politics aside, though, if corporate relocations are vital to your business and career, some of the prospective tax law changes would be very damaging to you. While the rising tide of tax reform may or may not lift all boats, your relocation boat has tax torpedoes running hot, straight and true toward your waterline. Relocation-based business will shrink if the proposed provisions are enacted, leaving you with a lower income to go with your lower tax rates. Here’s why… Eliminating the Moving Expense Deduction. This sleeper provision would have broad and maybe unintended consequences. Today, relocated taxpayers can deduct a significant portion of their moving costs (chiefly household goods shipping and in-transit expenses) from gross income, whether they itemize other deductions or not. Usually more than a million people each year claim this deduction, making it a tempting legislative target. Beyond this number, though, are many more (hundreds of thousands) corporate-sponsored moves for which these expenses are employer-paid and thus neither reported in taxable income nor deducted. Changing their taxability will wrench corporate costs and policies. You may already be thinking that your real estate business would be safe from impacts of taxing van line services, but it isn’t. Keep in mind that household goods moving and storage services are the original and most universal corporate relocation benefit. Employers spend an average of $11,583* per move on household goods alone, and another $1,758* in currently deductible final trip costs. When these

amounts become taxable, it would cost employers an estimated 40 percent—$5,300 or more—to pay the additional taxes on each employee’s behalf, and they will balk at that. Their alternatives: Reduce other relocation assistance? Move fewer people? Expect both of these. Workforce mobility is already under financial pressure as a highly visible and noncompressible “spend” category. Rather than absorb a big tax hike on moving, companies will reduce other benefits to pay the taxes, and their obvious lever is real estate assistance, the next biggest moving-expense category. They will further limit eligibility and coverages for departure-home sales (GBO, BVO, etc.) and destination homepurchase benefits (closing costs, mortgage, COLA, etc.). At higher per capita costs, they will budget for fewer moves, as well. For brokeragebased relocation departments, this means fewer referrals and listings, a lower proportion of homebuyers and reduced equity and purchasing power among incoming buyers. This all translates into more work for less money. Limiting Capital Gains Exclusions on Primary Residences. Another pending provision would limit both the frequency and amount of capital gains exclusions on primary residences. Today’s requirements of a two-year residency and two-year exclusion claim interval for up to $500,000 in capital gains would be curtailed to five years/five years/ phased out above $250,000 AGI. Although this measure is couched as addressing house “flipper” speculators, it also takes a direct hit at the core segment of the mobility business: the fast-track executive homeowner who is a serial trans-

feree and savvy home investor. This has been our prime customer base for many years: aggressive sellers; motivated, decisive buyers; high equity proportions; rolled-over appreciation; upgraded purchases, etc. Under the new measures, that well-compensated person who is asked to transfer after three years will have a dilemma. Maybe she’s gained 20 percent in home value, but if she sells, that gain will now be taxable. Even if she can defer relocating for two more years, with more appreciation but potential career consequences, her capital gains exclusion amount may be phased down or eliminated altogether. The net effect is greater transfer reluctance, fewer and slower-paced relocations, diminished equity toward new-home purchase and higher taxes for the employer and/or employee. The relocation industry has an invaluable strategic and economic role in enabling corporate workforce mobility. We get the best people into critical jobs quickly and cost-effectively, but that work is about to become more challenging because of collateral damage from regulatory change. Your realestate enterprise faces a disproportionate penalty, so the time is right to voice your concerns and to start preparing for a tax-driven downturn. Maybe at best this can be the genesis of new services and a different business model for your relocation department. RE

*Worldwide ERC, “U.S. Transfer Activity, Policy & Cost Survey 2016” John B. Sculley, SCRP, is vice president – managing director, RIS Consulting Group. Please email him (johnsculley@rismedia.com) your comments and questions.

RISMedia’s REAL ESTATE January 2018 75

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Social Skills: A Beginner’s Guide to Facebook Live

id you know that, last year, 74 percent of all content online was video?

Marketing with it is a must, according to Marki Lemons Ryhal, a social media speaker who shared tips on video at the National Association of REALTORS®’ 2017 REALTORS® Conference & Expo. One of the easiest, and most inexpensive, marketing methods? Facebook Live, Lemons Ryhal explained. On Facebook, an audience two billion strong contains your next homebuyer or seller—and a live video can help them find and get to know you as their real estate professional. Anyone can “go live” at any time, but it does pay to be prepared, Lemons Ryhal said. Dispel the fear of imperfection—“People do not care how you look”—and pick up some tools: • Extra Juice – A backup battery and/or charger • Lighting – A ring light • Mic – A lapel microphone Give your followers and friends a heads-up that you’re planning a video—”about 24 hours in advance,” said Lemons Ryhal. Is it a how-to for homebuyers? A Q&A? Give some

thought to what you will say, even though it will be (mostly) unscripted, and market it. Avoid, however, promoting properties. “Every listing has three disqualifiers in it,” Lemons Ryhal noted. “Most don’t care about the location, and either they can or cannot afford the price point, and maybe a two-bedroom, two-bathroom home is not ideal for them. Every time you post a listing, you’re posting content that does not resonate with people in your sphere because it has those disqualifiers.” Carrie J. Little, managing broker of CarMarc Realty in West Chicago, Ill., appealed to a broad group with her first Facebook Live video, “Let Carrie Negotiate Your Down Payment,” which received more than 3,000 views. After going live, Little advertised her video again from her Facebook business page, and earned $42,000 in just six months off eight transactions—a 2,105 percent return. According to Lemons Ryhal, Little did a lot of things right: she introduced herself, explained what she was going to talk about and took questions. She also included a call

by Suzanne De Vita to action and interacted with viewers. “Ask people what they want to know and what their problem points are so that you can solve them, or, develop content [around them] and start researching it,” said Lemons Ryhal. “Become the problem-solver for real estate in your community.” The other key to Little’s success? Timelessness. Consider the diversity of your followers and friends, and also how you might repurpose the video. Some tools Lemons Ryhal uses: •a TubeCatcher – Creates an MP3 (ideal for podcasts) •F iverr – Hire someone to transcribe (ideal for blogs, e-books) • Zoom – Cross-promotes/syndicates to other platforms “We should, as real estate professionals, originate all content in video format because of the ease of converting it into other content,” Lemons Ryhal said. “All you’ve got to do is do it.” RE Want consumer-facing videos for your Facebook page and other social media? Visit ace.rismedia.com. Find more social media strategies, tips and trends in RISMedia’s Social Skills series at blog.rismedia.com. Suzanne De Vita is RISMedia’s online news editor. RISMedia’s REAL ESTATE January 2018 77

{RISMedia’s Great Spaces}

Minutes from the slopes, this lodge-style space in Ketchum, Idaho, is both cozy and open.

Explore These Incredible Ski Town Estates by Zoe Eisenberg Are you a ski lover looking to settle down by the slopes? This month’s Great Spaces brings you some of the dreamiest ski-town homes currently on the market.

Your Own Lodge in Ketchum, Idaho This Idaho stunner, located at 102 Spring Lane in Ketchum, stretches out over 11,000 square feet of pristine lodge-style space, with seven bedrooms and nine bathrooms. The riverfront property sits on 3.5 acres of lush land, just minutes from downtown Ketchum. High ceilings and exposed wood beams offer a cozy, curl-up-with-a-book vibe, 78 January 2018 RISMedia’s REAL ESTATE

while wide glass doors and windows let the light in. The kitchen offers a full range of high-end appliances for both the gourmand and novice chef. While the space offers a home gym, wine cellar and theater, the real shining star is the skylit, walk-in stone Jacuzzi, with a luxurious spa-feel and climbing vines adorning the wall. A four-car garage and attached guest apartment make this a perfect place for family getaways. Listed by: Stacey Rutherford, Engel & Völkers Sun Valley Listed for: $13,750,000 Image credit: Engel & Völkers Sun Valley

Ski-In/Ski-Out Chalet in Sunny Sundance With a hearty lodge vibe, this French monastery-inspired ski chalet roosts on one of the sweetest spots on Mount Timpanogos. The five-bedroom, six-bathroom home allows visitors to ski directly into their après-ski room, decked out with a wood-burning fireplace and wet bar. Located on North Mandan Road in Sundance, Utah, the 7,800-square-foot estate offers epic snow-capped views from every angle. Inside, the space is all country chic with exposed stone, wood and wide floor-to-ceiling windows that let light into every corner. Get lost for hours in the library, with wall-to-wall built-in bookshelves and the gliding ladder of your dreams. Listed by: Paul Benson, Engel & Völkers Park City Listed for: $9,000,000 Image credit: Engel & Völkers Park City Exposed stone and worn wood give this mountain home a rustic vibe.

RISMedia’s REAL ESTATE January 2018 79

Walking distance to the chairlifts, this Wyoming home is a great ski town getaway.

Listed for: $6,000,000 Image credit: Jackson Hole Real Estate Associates

Resort Living in Jackson Hole, Wyo. Situated in the prestigious Jackson Hole Mountain Resort in Jackson, Wyo., this four-bedroom, five-bathroom home is walking distance to the Union Pass chairlift, and a short shuttle ride to the tram for ski and snowboarding fun. The space in-

80 January 2018 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

cludes 1,100 square feet of sunny south-facing decks, a wine cellar, creamy white walls and honey blonde wood. With luxurious ensuite bathrooms throughout, dig into the resort life with over 5,500 square feet of open interior space in Teton County. Listed by: Carol Linton, Jackson Hole Real Estate Associates

Sprawled over 29 acres, this Ohio estate marries ranch and ski life.

side the luxe log home you will find a large covered pavilion, a pond, an in-ground pool for the warm season, a 10,000-square-foot workshop and a barn ready for livestock. Listed by: Jerry Holden, The Holden Agency Listed for: $900,000 Image Credit: The Holden Agency RE

Dreamy Ohio Dude Ranch Have you always dreamed of living on your own dude ranch? Now you can! This 29-acre Loudonville property, nestled in the heart of the

Valley in North Central Ohio, is a ski-loving rancher’s dream. Just 10 minutes from the slopes, the space has three bedrooms, four bathrooms and a rustic country atmosphere with all the latest amenities. Out-

Do you have a unique or high-end property you’d like to see featured in our Great Spaces section? We’re currently looking for newly renovated homes with an interesting history, and properties with stunning grounds. To be considered, please send a listing link and 5 - 10 high-resolution photos to Zoe Eisenberg (zoe@rismedia.com). Submissions without high-resolution photos will not be considered.

photo caption

RISMedia’s REAL ESTATE January 2018 81

Webinar Recap:

The Keys to Attracting and Retaining Real Estate Talent by Liz Dominguez

ISMedia’s recent webinar, “Brokers: Increasing Relevancy New Ways to Recruit and Retain,” sponsored by Imprev and moderated by Terri Murphy, speaker, coach and author with Workman Success Systems, provided insights on creating a strong recruiting platform and retaining agent business. ATTRACTING TOP AGENTS Use core values to set the tone. Getting agents to join your brokerage isn’t as simple as flashing your compensation structure or offering fancy tech. Rick Geha, leader of The Rick Geha Team at eXp Realty, looks for agents who reflect his own values. Geha says “Recruiting is a mindset. It has to become a part of who you are.” And part of that mindset is using a core set of values as your standards for your brokerage. “We’ve always tried to have a set of core values and a mission statement that align us with the right kind of people, the right type of leadership and the right kind of tools,” said Nate Martinez, broker and coowner of RE/MAX Professionals. Use behavioral assessments to confirm an agent is the right fit. Hiring tools that can help with asking the hard, ethical questions, behavioral assessments can be used to bring out answers about integrity and other moral principles. Geha recommends that brokers take an assessment themselves to communicate more easily based on another person’s results. These tools also control the quality of agents your brokerage attracts. “It’s better to have really good agents come through the front door 82 January 2018 RISMedia’s REAL ESTATE

and stay, rather than having a revolving door,” said Murphy. Be upfront about what you offer. Getting quality talent is important, but you must work to capture agents’ attention. Whatever you offer, Geha says people need to be able to “sink their teeth into it.” Out of all the recruiting systems Geha has used, he says the greatest is the three-letter campaign: a series of three letters/emails that get sent at the beginning, middle and end of a transaction. The last congratulates the agent on the closing and includes a request to meet in person to receive a gift.

IMPROVING AGENT RETENTION Use tools and education to keep agents interested. Martinez believes the key to agent retention is

in providing training and showing agents the benefits of working with their brokerage. He also treats his Top 50 agents a little differently from the masses. “What we do is training, coaching and a complete agent development,” said Martinez. “It’s really about trying to uncover what they don’t know they need and putting a plan together for success.” For many agents, tools and systems may not seem attractive if they’re afraid of using them. As Imprev’s President and Chief Revenue Officer Bill Yaman noted, it’s important to shift the conversation from providing tools to delivering services and the value of the capability. Don’t forget about the agents you’ve hired. Martinez warns that other brokerages are looking to win over your unhappy agents. That’s why he hosts anniversary dinners to get feedback and keep the connection between broker and agent alive. It also has to be a mutual attraction. Geha increases agent retention rates by providing the same level of attention to those in his office as he would to talent he’s looking to recruit. “Have your people fall back in love with you every single day,” said Geha. “And at the same time, have others fall in love with you, your company and what you stand for.” RE

To view the webinar in full, visit http://bit.ly/2BA9yZD. Liz Dominguez is RISMedia’s associate content editor.

consistent. “[Follow-up] is built around the concept of getting face-to-face or scheduling an appointment,” Peoples said. “Without an appointment, you can’t have success. The conversations create closings.” “The whole reason behind the database is not so you can say you have a good database—it’s so you can get more appointments,” said Workman. “We can’t forget the ‘why’ behind it. These activities generate top-of-mind marketing so that the moment [clients are] thinking of doing something, they think of you first.”

Webinar Recap:

From Contact List to FollowUp Machine: Database Tips

NEVER STOP UPDATING.

by Suzanne De Vita Are you adding to your database, or are you capitalizing on it? In the latest RISMedia ACE webinar, “Capitalizing on Your Most Valuable Asset: Your Database,” moderated by Verl Workman, CEO and founder of Workman Success Systems, and sponsored by IXACT Contact, the database was in the spotlight. A contact list? Far from it. “At the heart of what we do as a brokerage is really focus on staying in touch and being ‘in relationship’ with our best relationships,” said Joe Peoples, a coach with Workman Success Systems and sales manager with Charles Reinhart Company. “You’re going to have a lot of different groups—internet leads, leads from open houses, your center of influence, your Top 50, etc. The whole idea is everything has got to go into this factory for processing.” A database gives insight into not only who your clients are, but when those clients will next transact with

you. Yours should contain enough information to maintain and nurture relationships. Remember:

FOCUS ON YOUR ‘TOP 50.’ “Whether you’re just starting in the real estate business or a seasoned agent…get out of judgment and into curiosity,” said Julie Toon Timms, broker in charge of Hilton Head Island Real Estate Brokers and a coach with Workman Success Systems. “Nurture these people and touch base with them all the time. We spend our time chasing new people—why don’t we just be sure to take care of the people who know and like us already?” How? Check in with a “Happy New Year!” and an offer for an assessment of their “mortgage fitness,” suggested Timms.

“Have your CRM open and in front of you when you’re asking questions,” Workman said. Fill in information right then and there—and freely give referrals based on it. “Your database is a living, breathing thing, and you get by giving,” said Workman. “If you want more out of your database, you have to give more referrals by tracking who [your clients] are and what they do. It gives you the ability to search [your database] and send more business out.”

THEY’RE PEOPLE! Consider clients friends—friends who need guidance in a major milestone. “People are people, and they have families, they have wants, they have needs, and they really want to find somebody that they can know and trust and just rely on for the largest decision they will ever make,” Timms said. RE

To view the webinar in full, visit http://bit.ly/2nuXQNW.

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communications

should

Suzanne De Vita is RISMedia’s online news editor. RISMedia’s REAL ESTATE January 2018 83

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The Evolution of Teams Commentary by Wendy Forsythe

eams continue to grow in popularity and effectiveness. In fact, according to research, team transaction rates are growing at a faster rate than those of top-producing agents.

their business goals. The only problem is that brokerages haven’t figured out how to support this type of team. Brokerages that have built their business on supporting the individual agent don’t have the infrastructure or the mindset to meet the needs of the team broker. But the biggest hurdle is compensation. Determining the compensation package for a team broker with several agents, admin and marketing staff who work with them is almost impossible in a commission split or commission cap environment, resulting in a growing unrest. FINDING THE WIN-WIN There are three components that allow for the successful integration of team brokers within macro brokerages and provide a win-win for everyone:

Let’s take a look at the past, present and future evolution of teams. PHASE 1: PARTNERSHIPS Initial adopters of the team concept were usually friends and colleagues. Each found themselves extremely busy and thought that partnering up might solve some of the stresses of their individual businesses. They could market themselves together and offer increased availability and service to their clients. Although solid in concept, these types of team arrangements have their challenges. Without clearly defined roles and business rules, conflict can easily arise. Despite these drawbacks, we still see successful partnerships in the industry today. PHASE 2: TEAM LEADERS As top-producing agents built their businesses, the concept of becoming a team leader grew in popularity. The top-producer personality isn’t typically accustomed to sharing the spotlight, so a partnership doesn’t solve the challenges of success. Instead, the top producer could

become the team leader or lead agent, with all of the marketing and business occurring under the team name. Buyer’s agents and other staff would help support the production growth of the team leader. The increase of these types of teams has been widespread, as the business model makes sense for the top-producing agent who typically has more business than they can effectively handle. It allows them to scale their production to a higher level, service their clients more effectively and gain some work/life balance. PHASE 3: TEAM BROKERS We’re seeing a sophistication of the team leader model that extends far beyond a team leader with a few agents. Today, these teams have become mini brokerages within brokerages. Today’s teams are looking for fully-developed software systems to manage their team’s activities, in addition to robust lead generation and conversion strategies, strategic marketing plans and a clear vision of

1. A transaction-fee compensation model. This simplifies the entire compensation challenge by removing splits and caps. For each transaction the team closes, they pay a fee. 2. Tools, systems and services that are built to support teams. The macro broker has to make this commitment if they want to attract and retain team brokers. 3. Leadership that can support the team broker. The leader of this type of team is running a complex business. They’re looking for business leadership and strategic guidance from their broker/owners. RE Wendy Forsythe has leveraged her passion for real estate, operations and branding to help build successful real estate networks in both Canada and the United States. She is currently the chief operating officer at HomeSmart International. HomeSmart combines a transaction-fee business system with high service and robust technology. To learn more, visit HomeSmart.com/join. You can reach Wendy directly at Wendy. Forsythe@HomeSmart.com.

RISMedia’s REAL ESTATE January 2018 85

The Social Success Formula: Inform, Engage…Repeat by Maria Patterson

“I

nformation and connectivity is needed more today than ever before,” said RISMedia President and CEO John Featherston while speaking at the Triple Play REALTOR® Convention & Trade Expo in Atlantic City, N.J., last month. “Social media is a form of communication that allows you to reach your clients and prospects with information, and enables you to stay at the center of the transaction.”

Featherston’s comments opened the panel discussion, “How to Drive Better Results from Social Media,” held on Dec. 4 and attended by more than 300 members of the New Jersey, New York State and Pennsylvania Associations of REALTORS®. Featherston was joined by Co-Moderator Charlie Oppler, broker/owner, Prominent Properties Sotheby’s International Realty, and panelists: Ken Baris, president, Jordan Baris, Inc. REALTORS®; Scott Lauri, owner, ERA Central Levinson; and David Rickel, regional manager/senior vice president, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®. The panel shared strategies for 86 January 2018 RISMedia’s REAL ESTATE

maximizing social media to better connect with clients and prospects, as well as build and reinforce relationships with their firms’ agents. Recommendations ran the gamut from investing in programs to automate social media with engaging, relevant content to being sure to like and comment on agents’ posts. Whatever system you choose to put in place, Oppler recommended that brokers and managers not attempt to tackle social media on their own but bring in the necessary help. “Be willing to delegate,” he advised. “We hired a head of digital marketing, and an assistant. Agents are often embarrassed to ask questions,

so we brought in three interns over the summer to have one-on-ones with agents on social media.” Baris stressed that an effective social media effort must be multifaceted. “You can’t just post another listing—that gets stale. You have to say something unique about the listing—point out the incredible kitchen or say it comes with a pool for $5… you just have to buy the rest of the house for $850,000. This creates more interest and draws people in. “The idea,” added Baris, “is that you should be in people’s minds so that when they’re ready to buy or sell they’re already thinking about you.” According to Baris, social media is also a great way to show your chops as a local expert. “Make yourself localized,” he said. “Instead of being the diner that sells everything and posting about the entire market, post ‘See the 21 homes for sale in my neighborhood where I rock.’” Lauri agreed. “Social media needs to be tight local. Talking about the

subdivision is better than talking about the town.” Lauri also uses social media to promote his firm’s open houses by posting them as events on his business page. He also strongly suggested testing what you’re doing on social media. “Tweak it and run it again—try long descriptions, short descriptions—you have to constantly be reviewing what you’re doing.” Rickel deploys social media to build relationships with not only his own agents, but agents at other firms as well, congratulating them on their various “rock star” achievements. “This has given me a great relationship with agents both inside and outside the company—but it has to be sincere. If you don’t have a passion for it, you shouldn’t do it.” SOCIAL MISSTEPS Almost as important as the suggested strategies were the social media mistakes shared by the panel. Be sure to stay away from the following: - Be wary of posting political or humorous (to you) content. As Baris said, “Every action has a reaction. For all the people who like what you post, there will probably be just as many who don’t.” - Don’t put your whole life out there. “Keep in mind who’s looking and watching,” said Oppler. “You might

not want to post your Friday night party experience.” - “Be careful sharing articles from national media outlets,” said Featherston. “You may share an interesting article from the Washington Post or Fox News, but the article landing page might have advertisements for your competitors.” - Don’t replace personal relationships with social media relationships. Spend time with people, said Oppler, who visits each of his 12 offices every week. SOCIAL MAGIC While panelists shared a wealth of big-picture approaches, they closed with some of their favorite, handson tips for succeeding with social media: Charlie Oppler: Make sure you’re reading the comments people are making on your posts. “There may be someone you haven’t talked to in 2 – 3 years, and this is a great chance to connect with them again.” Scott Lauri: Follow up on leads. “Social media is one of the places where you can reach leads.” Ken Baris: Share important and interesting content and make it fun. “Don’t just show a picture of the house you sold—show a pic-

“You can’t just post another listing—that gets stale. You have to say something unique about the listing—point out the incredible kitchen or say it comes with a pool for $5…you just have to buy the rest of the house for $850,000.” - KEN BARIS President, Jordan Baris, Inc REARLTORS®.

ture with the people you sold it to standing in front of the house.” David Rickel: Don’t waste money. “I bought an expensive Nikon camera—but my smartphone is as good as the best camera, and I can share the photos on social faster.” John Featherston: Use social media to be in front of clients and consumers on critical issues. “It’s to your benefit to be the purveyor of great, accurate information.” RE To learn more about RISMedia’s social media solution ACE (Automated Content Engagement), visit ace.rismedia.com. Find more social media strategies, tips and trends in RISMedia’s Social Skills series.

The Home Energy Score:

What REALTORS® Need to Know by Peter Kernan

oday’s homebuyers want to know what they’re buying—and how much it’ll cost them after they move in. In today’s market, that means going beyond monthly mortgage costs and budgets for repairs. Buyers also want to know how much energy a home will use, what that energy will cost them, and how efficient it is. Home energy bills are a major cost, especially in homes that weren’t built with efficiency in mind. But without transparency or consistent measures of home performance (or how a home’s systems use or waste energy), energy use has been difficult for homebuyers to predict, understand or even see. That’s all changing. In recent years, cities around the country have started requiring sellers to include a Home Energy Score in their public listings. Developed by the U.S. Department of Energy, the score gives sellers credit for their investments in energy efficiency and provides buyers the information

88 January 2018 RISMedia’s REAL ESTATE

they need to make an informed decision. It’s consistent and reliable, and it’s helping buyers nationwide predict their energy bills and plan for future upgrades. Portland, Ore., is the latest city to guarantee greater energy transparency by requiring a Home Energy Score for most home sales, joining cities like Berkeley, Calif., and Austin, Texas. Starting in 2018, listings for most single-family homes and townhomes in Portland will be required to disclose a Home Energy Score. As the Home Energy Score becomes increasingly common, here’s what REALTORS® need to know:

With the Home Energy Score, there are no surprises— buyers know what they’re purchasing and can predict future utility and energy expenses.

8Apples to apples: The score is based on the physical characteristics of a home, not the homeowner’s energy use. Also, by adjusting for climate and utilities, homes are compared only to other homes in the region. 8Easy to interpret: The score ranks homes on a simple 1 - 10 scale, where five represents the average home and 10 represents the most energy-efficient home. 8Beneficial to buyers: With the Home Energy Score, there are no

{Ask the Experts} surprises—buyers know what they’re purchasing and can predict future utility and energy expenses. The score also takes the guesswork out of future repairs by recommending cost-effective ways to improve home performance for homes scoring five or less. 8Straightforward for sellers: Transparency not only gives sellers credit for their investments in home energy improvements; it also boosts sales for homes with higher energy costs. In fact, a study by Earth Advantage found that when sellers listed their home energy costs—even if costs were high— their homes sold for 3 - 5 percent more and spent 18 fewer days on the market than homes that did not disclose this information. 8Room for improvement: Even if a home scores below average, it doesn’t mean the home is poorly built. In fact, many beautiful, wellconstructed homes receive a 4 or less. Remember, the Home Energy Score is simply an indicator of opportunities for future owners to make improvements to reduce energy use. The home energy report includes a prioritized list of energy upgrade recommendations that offer the quickest return on investment. When your clients complete their home energy assessment, encourage them to work with an authorized, licensed home energy assessor to ensure the assessment is completed according to today’s top standards and that the score is calculated accurately. RE Peter Kernan is a home energy score advisor, leading a team of authorized assessors at Enhabit, a Pacific Northwest non-profit creating social impact through better living spaces. This post was originally published on RISMedia’s blog, Housecall, blog.rismedia.com.

areas that would affect a home’s appeal, may be displayed as safety concerns on a home inspection report. Your client can help themselves by replacing burnt-out lightbulbs, testing smoke detectors, replacing air filters and unclogging drains. These little things are easy to forget in day-today life, but taking care of them is a relatively easy task that will help potential buyers focus on the important systems of the home.

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

What can sellers do to prepare for a home inspection?

Completing these quick and easy tasks before beginning the selling process will help reduce stress and save your clients valuable time during the home-selling process. Clean the House An important part of selling a home is keeping it clean in anticipation of a showing. Cleaning the home will convey that it’s been well cared for and that the house is less susceptible to any issues caused by neglect.

Check All Outlets A sampling of electrical outlets will be tested as part of the home inspection to make sure they’re in good working order. Encourage your clients to take note of which outlets are not functioning in the home and replace them. Or, they may want to consider hiring an electrician to make sure both outlets and the electrical box are updated and in proper working condition. Clear Areas for Easy Access Home inspectors will be looking at the major parts of the home, including the foundation, HVAC systems, electrical systems, plumbing and even the water heater. Making sure home inspectors can easily access these areas, including the basement and attic, will save time during the inspection process.

Q& A

Check All Windows Have your client take a quick inventory of the windows to make sure they’re in good working order. Replace windows that are cracked or broken before the inspection to save time during the selling process. Finish the Honey-Do List Some areas of the home, although not typically thought of as

Consider a Pre-listing Inspection Hiring experienced and professional home inspectors can save a lot of headaches during the selling process. They will thoroughly go through the home and notify clients of any potential issues ahead of listing the property. RE

RISMedia’s REAL ESTATE January 2018 89

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Top Training & Coaching | Top Tools & Technology | Top Resources & Services

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

RREIN Service Providers

ABR®....................................................................................... 92

Ascent Real Estate, Inc............................................................. 96

American Home Shield............................................................. 92

Berkshire Hathaway HomeServices Ambassador Real Estate..... 96

Berkshire Hathaway HomeServices........................................... 92

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®......96

Buffini & Company................................................................... 92

Berkshire Hathaway HomeServices Florida Realty..................... 96

Century 21 Real Estate LLC...................................................... 92

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.......96

Certified New Home Specialist ............................................... 92

Berkshire Hathaway HomeServices Georgia Properties.............. 96

CINC (Commissions Inc.).......................................................... 92

Berkshire Hathaway HomeServices Nevada Properties.............. 96

Cole Realty Resource............................................................... 92

Berkshire Hathaway HomeServices Select Properties................... 96

Create for the Human............................................................... 92

Calcagni Real Estate................................................................ 96

CRS Data................................................................................. 92

CENTURY 21 Award.................................................................. 97

DocuSign................................................................................. 92

CENTURY 21 New Millennium................................................... 97

Engel & Völkers........................................................................ 93

Coach REALTORS®................................................................... 97

The Entrust Group.................................................................... 93

Coldwell Banker D’Ann Harper, REALTORS®............................... 97

ERA Franchise Systems, LLC..................................................... 93

Coldwell Banker Kappel Gateway Realty.................................... 97

Homes & Land......................................................................... 93

Diane Turton, REALTORS®......................................................... 97

Homes.com............................................................................. 93

Fillmore Real Estate................................................................. 97

HomeSmart International......................................................... 93

First Team® Real Estate............................................................ 97

HomeTeam Inspection Service.................................................. 93

GARDNER, REALTORS®............................................................. 97

HSA Home Warranty................................................................. 93

Gloria Nilson & Co. Real Estate................................................ 97

Leading Real Estate Companies of the World®.......................... 93

J. Rockcliff REALTORS®............................................................. 97

Motto Franchising, LLC®........................................................... 93

Jordan Baris, Inc., REALTORS®.................................................. 98

Moxi Works............................................................................... 94

Kinlin Grover Real Estate.......................................................... 98

National Association of REALTORS®.......................................... 94

Long & Foster Real Estate, Inc.................................................. 98

The Personal Marketing Company............................................. 94

Lusk & Associates Sotheby’s International Realty...................... 98

Pillar To Post Home Inspectors.................................................. 94

McCOLLY Real Estate................................................................ 98

Quicken Loans......................................................................... 94

Page Taft.................................................................................. 98

Real Living Real Estate............................................................. 94

Patterson-Schwartz Real Estate................................................ 98

Realogy Holdings Corp............................................................. 94

Randall, REALTORS®....................................................................... 98

realtor.com®............................................................................ 94

RE/MAX 440 and RE/MAX Central........................................... 98

Realtors Property Resource®.................................................... 94

RE/MAX Gateway..................................................................... 98

Realty Executives International................................................. 95 Realty ONE Group.................................................................... 95 RE/MAX, LLC............................................................................ 95 RIS Consulting Services........................................................... 95 RISMedia’s Top 5 in Real Estate Network®................................ 95 Sellstate Realty Systems Network, Inc....................................... 95 Top Producer® CRM.................................................................. 95 Workman Success Systems...................................................... 95 Xpressdocs.............................................................................. 95 Zillow Group............................................................................. 95 zipLogix.................................................................................... 95

RISMedia’s REAL ESTATE January 2018 91

ABR®

CERTIFIED NEW HOME SPECIALISTTM

(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.

(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.

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.

CINC (COMMISSIONS INC.)

BERKSHIRE HATHAWAY HOMESERVICES

COLE REALTY RESOURCE

(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.

(888) 231-0732 • www.colerealtyresource.com • Omaha, Neb. Cole Realty Resource helps thousands of agents and brokers find success. Agents can connect with neighborhoods to stay top of mind and promote open houses or Just Listed/Sold properties, while brokers use this tool to recruit, retain and cheerlead new agents, allowing for confident prospecting. All of this is achieved through a combination of innovative technology, industry knowledge of end-user practices and comprehensive data providers. Let us help you become a top agent today!

BUFFINI & COMPANY

CREATE FOR THE HUMAN

(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.

(914) 909-6701 • www.createforthehuman.com • John Lim Create for the Human is a groundbreaking philosophy from John Lim, CEO of Life In Mobile and an innovator in real estate technology, that helps real estate and real estate-related companies humanize their digital marketing. Through education about the implementation of four main principles, Create for the Human offers companies the opportunity to exponentially increase their marketing success and bottom line by reaching behind their consumers’ devices and screens to capture and truly engage buyers, sellers, brokers and agents.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Nick Bailey, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 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 Englishand 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.

92 January 2018 RISMedia’s REAL ESTATE

(855) 246-2717 • www.commissionsinc.com • Marietta, Ga. • Matt Hart, Director of Sales CINC is the premier lead acquisition and conversion marketing platform designed for top-producing teams, agents and brokers. Their solution includes a consumer website that integrates with local MLS data, a complete customer relationship platform for nurturing leads, and a trio of three mobile apps supporting all aspects of the home sale process. Each month, CINC generates over 290,000 new homebuyer and seller leads for its clients.

CRS DATA 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.

DOCUSIGN (866) 219-4318 • www.docusign.com/nar • Seattle, Wash. • Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Sec-

ond 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.

ENGEL & VÖLKERS (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, 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 aviation. Engel & Völkers currently operates a global network of over 8,500 real estate advisors in more than 750 brokerages spanning g reater than 30countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. It established Engel & Völkers North America in 2007 and assembled a team of the industry’s top leaders, performers and real estate innovators to expand operations in the U.S., Canada and Mexico. 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 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 over 2,350 independently-owned and -operated offices with over 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

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 125 offices in 16 states and nearly 14,000 agents. HomeSmart International offers franchisees, brokers and agents efficiency and innovation, coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry.

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.

MOTTO FRANCHISING, LLC® (866) 668-8649 • www.mottomortgage.com • Denver, Colo. Created in 2016 as the second member of the RE/MAX Holdings, Inc. family of brands, Motto Franchising, LLC powers the growing network of independently-owned Motto Mortgage brokerages

RISMedia’s REAL ESTATE January 2018 93

with a franchised business model structured primarily for real estate brokers interested in expanding into mortgage origination via an affiliated business. Motto Mortgage offices have access to loan products from top wholesalers and strong regulatory compliance support. The result is a different kind of business, created to innovate and disrupt the industry.

MOXI WORKS (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.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Matt Lombardi, SVP, Marketing, Events & Alliances • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research •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.nar.realtor/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.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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,

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client follow-up systems and marketing planning services.

PILLAR TO POST HOME INSPECTORS (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Alice Soon, Marketing Founded in 1994, Pillar To Post is the No. 1 home inspection brand in North America with over 550 franchisees located in 49 states and nine Canadian provinces. The Pillar To Post difference includes a printed on-site report allowing for faster closings, each inspector carrying $1 million in E+O insurance to cover both the agent & the broker, and convenient scheduling options to meet every client’s needs.

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 origination the last eight 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. 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 14,200 offices with more than 274,500 independent sales associates doing business in 113 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 EXECUTIVES INTERNATIONAL

system that brings technology and creativity to a higher level. Labeled in RISMedia’s Real Estate Magazine as “The World’s First Complete Real Estate System,” Sellstate brings a model that truly benefits both the broker and agent to the industry. Already located in eight states, Sellstate is quickly growing into one of the premier real estate franchise systems. Unparalleled technology, design, commission structure and a passive income system, which pays a monthly payout average of over $1,100 per month, all go into making Sellstate the company of the future.

(800) 252-3366 • www.RealtyExecutives.com • Scottsdale, Ariz. Established in 1965, Realty Executives International is one of the largest and most established real estate franchise systems in the world, with over 8,000 agents and 500 offices globally. The company offers disruptive, flexible pricing models for unrivaled mobile technology, business tools, training and service, while providing protected territories to qualified franchisees. The privately-held company has been ranked as a leader in the real estate industry by publications like Entrepreneur, Success and Inc. magazines.

(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.

REALTY ONE GROUP

WORKMAN SUCCESS SYSTEMS

(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.

(385) 282-7112 • www.workmansuccesssytems.com • Salt Lake City, Utah Workman Success Systems delivers comprehensive team solutions to agents, brokers, and companies, private and group coaching solutions for every level of business, and proven seven-figure income earning systems and creating operational excellence. Workman Success Systems Founder, Master Coach and Speaker Verl Workman delivers the necessary performance skills, the latest and most effective tools, and proven dialogues and systems that work in order to achieve top performance and industry excellence. To hire Verl to speak at your next event, visit www.workmansuccess. com/speaking. Sign up for a free coaching consult by going to www.workmansuccess.com/consult.

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.

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • www.JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise

TOP PRODUCER® CRM

XPRESSDOCS (866) 977-3627 • www.xpressdocs.com • Fort Worth, Texas As a trusted direct marketing provider for real estate professionals, Xpressdocs produces high-quality marketing materials efficiently and economically—from print and digital to mailing services and a custom technology platform, Xpressdocs has you covered. Our unique marketing platform helps clients maintain control over branding, the quality of the materials used and messaging, all while providing a self-serve online website to customize and order marketing materials and execute campaigns at the local level.

ZILLOW GROUP 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 professionals maximize business opportunities and connect with consumers.

ZIPLOGIX (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®.

RISMedia’s REAL ESTATE January 2018 95

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 an exclusive San Diego affiliate of Leading Real Estate Companies of the World®, 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 Upstate South Carolina since 1964. With more than 400 agents on board and 10 offices serving the Greenville, Spartanburg and Anderson areas, 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, 96 January 2018 RISMedia’s REAL ESTATE

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 Tri-State 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 (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.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES (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.

CALCAGNI REAL ESTATE (203) 272-1821 • www.calcagni.com • www.land-consulting.com Calcagni Associates is the premier independently-owned and -operated real estate company servicing central Connecticut for over four decades. We understand the benefits of providing service that goes beyond what is expected and pride ourselves on establishing lifelong relationships with our clients. In addition to residential real estate, we also specialize in land consulting and new construction, and have divisions that handle bank-owned properties and commercial real estate.

CENTURY 21 AWARD

DIANE TURTON, REALTORS®

(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.

(877) 388-7866 • www.dianeturton.com Founded in 1985, the Diane Turton, REALTORS® name has earned renowned recognition as the premier real estate company in the markets that they serve. With 18 strategic locations on the New Jersey shoreline, the Diane Turton brand is the recognized leader in providing complete residential and commercial real estate ownership services and support. Diane Turton, REALTORS® caters to all real estate requirements, including title, insurance, relocation and referral services. The company is staffed with nearly 375 sales associates along with a full-time management/support team.

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, and 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.

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.

FILLMORE REAL ESTATE (800) 528-6673 • www.fillmore.com Fillmore Real Estate is the New York metro area’s largest independently-owned real estate broker. Specializing in Brooklyn, Staten Island, Bronx and parts of Westchester, Fillmore has residential, commercial and rental divisions. For more information, visit us at www.fillmore.com or call us at (800) 528-6673.

FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately-held real estate company in Southern California with 2,000 agents and employees 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 techRISMedia’s REAL ESTATE January 2018 97

nology, 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 (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 nation’s No. 1 independent brand by sales volume, is part of The Long & Foster Companies, a subsidiary of HomeServices of America, a Berkshire Hathaway affiliate. HomeServices is the nation’s second-largest real estate brokerage and one of the largest providers of integrated real estate services. Long & Foster Real Estate is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic and Northeast, and it is a founding affiliate of Leading Real Estate Companies of the World, a prestigious global network of real estate professionals that includes the Luxury Portfolio International division. Long & Foster Real Estate has over 230 offices, stretching from Raleigh, North Carolina, to Fair Haven, New Jersey, and from Martinsburg, West Virginia, to the Atlantic Ocean, and it represents more than 11,000 agents in seven Mid-Atlantic and Northeast states, plus the District of Columbia. The company, which has a productive commercial business in addition to its residential side, sold more than $31.2 billion worth of homes and helped people buy and sell homes nearly 88,000 times in 2016. Visit www.LongandFoster.com for more information.

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 98 January 2018 RISMedia’s REAL ESTATE

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 (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® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® 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.

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: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 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 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

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

Page Taft 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® 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: 230+ • Associates: 11,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@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: 9 • 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 RISMedia’s REAL ESTATE January 2018 99

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+

RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

MASSACHUSETTS Kinlin Grover Real Estate 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

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: Jeff Hetherington, Director of 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: 230+ • Associates: 11,000+

100 January 2018 RISMedia’s REAL ESTATE

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

NEW JERSEY 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 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 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: 230+ • Associates: 11,000+

NEW YORK 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: 230+ • Associates: 11,000+

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: 230+ • Associates: 11,000+

RISMedia’s REAL ESTATE January 2018 101

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

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: 230+ • Associates: 11,000+

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® 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 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: Jeff Hetherington, Director of 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+

102 January 2018 RISMedia’s REAL ESTATE

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: Jeff Hetherington, Director of 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: 230+ • Associates: 11,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

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: 230+ • Associates: 11,000+

INDEX OF SERVICE PROVIDERS ABR®...................................................................................10

National Association of REALTORS®............................8, 27

American Home Shield...................................................13 Asian Real Estate Association of America (AREAA)....46

National Association of Women in Real Estate Businesses (NAWRB).................................28

Buyside.............................................................................BC

The Personal Marketing Company..........................37, 54

Century 21 Real Estate LLC.............................................17

Pillar To Post Home Inspectors...........................................2

Clareity..............................................................................19

Realtors Property Resource®...........................................21

Cole Realty Resource......................................................49

Realty ONE Group............................................................14

Create for the Human...................................11, 38, 73, 87

RE/MAX, LLC.......................................................................7

Homes & Land..................................................................76

Resort and Second-Home Property Specialist (RSPS) Certification......................................................................... 22

Homes.com.................................................................... IBC HomeSmart International.....................................................25

RISMedia’s Automated Content Engagement (ACE).....................................................................9, 60-61, 84

HouseCanary............................................................................ 5

RISMedia’s Content Solutions.......................................103

HSA Home Warranty................................................................ 1

RISMedia’s Top 5 in Real Estate Network®...............71, 90

Leading Real Estate Companies of the World®.............. IFC

Sellstate.............................................................................45

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................40

Workman Success Systems........................................59, 63

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{re: Real Estate} Achieving Financial Wellness in 2018 and Beyond

inancial security during your working years, and in retirement, is a top priority for every member of the National Association of REALTORS® (NAR).

However, since most members work as independent contractors, or brokerage owners/managers, they don’t have access to employer retirement savings plans, making it especially challenging to plan for long-term financial security.

Many REALTORS®, including those who are enjoying success in their careers, do not achieve basic financial planning goals. NAR research shows that:

843 percent are not saving for retirement 842 percent do not feel prepared for a financial emergency 8 Only 46 percent are “completely confident” they can retire when they are ready Adding to the problem, REALTORS® tend to be extremely busy and preoccupied with helping clients. Early in their career, it’s easy to postpone retirement planning; later, it’s tempting to assume it’s too late to make meaningful improvements. Turning the Corner Changing course requires action. Recognizing the importance of the challenge, 2017 NAR President Bill Brown pledged to help members take charge of their financial lives. He convened a Presidential Advisory Group (PAG) of REALTORS® from across the country chaired by NAR Past President Sharon Millett, and met twice for a total of four days to identify and recommend steps to support members’ financial strength through education and other resources. Major recommendations and initiatives stemming from the PAG’s work include: 1. New Financial Wellness Program The PAG’s top recommendation focused on engaging members on the importance of financial wellness and wealth-building, including negotiating with a national financial services firm to provide personalized financial and investment planning services with valuable member benefits for those that participate. This past November, NAR announced that Bank of America Merrill Lynch had been selected to develop a financial wellness program with customized member 104 January 2018 RISMedia’s REAL ESTATE

benefits. The program will include personalized financial education services, as well as online resources and financial workshops designed to assist NAR members with achieving their financial goals based on age, life stage and needs. The new Bank of America Merrill Lynch services will be offered through NAR’s REALTOR Benefits®Program. Later this year, watch for a new interactive website (at www. NAR.realtor/Retirement) with worksheets and personal assessments, as well as planning tools that deliver an understanding of budgeting, goal-setting, planning, saving, and investing. 2. Investing in Real Estate Even though REALTORS® are intimately familiar with the benefits of building wealth through real estate, only 30 percent of members own investment properties. NAR’s eight-hour course titled “Real Estate Investing: Build Wealth Representing Investors and Becoming One Yourself” is an excellent resource for honing a smart investment strategy. To learn more about the course and current classroom offerings, visit training4re.com. 3. Selling Your Business With proper planning, many brokers, agents and teams can position their business to be a salable asset upon retirement. NAR’s commitment to financial wellness includes developing best practice tools and “how-to” advice for preparing well-documented records and systems that can help you monetize your book of business at the time of a sale or merger. 4. Regional Events To continue raising awareness and provide additional learning opportunities, watch for a variety of regional events and educational programming throughout the year. Stay Tuned NAR is fully committed to helping members save, invest and build wealth for a strong financial future. Each of the initiatives noted above, and several others, are part of a coordinated NAR “Retirement and Financial Wellness” program, rolling out later this year. Updates will be posted at www.nar.realtor/retirement. Working together, we aim to help all members achieve strong financial footing by offering resources and other tools for wealth-building, business-planning, and investing in real estate. RE

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