Real Estate Magazine - NAHREP - July 2016

www.rismedia.com

‘53 Million and One’ Putting a Face on the Immigrant Experience in America

Jerry Ascencio

Chairman, Hispanic Wealth Project; Star, ‘53 Million and One’

Page 64

American Home Shield® Has You Covered There are several AHS® Home Warranty packages available during the real estate transaction, making it easy for you to get exactly the coverage you need, at a price you can afford.

ShieldEssential

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ShieldPlus

Covers items included in the ShieldEssential Package plus many common, major household appliances.

Offers the most comprehensive coverage, including the items in ShieldEssential and ShieldPlus combined, and some additional home items (like garage door openers and doorbells).

ShieldComplete Optional Coverage

Optional coverage may be added to any buyer package to include: • Additional refrigerator units (up to 4, including wine refrigerators up to 6 cubic feet)

• Saltwater pool equipment • Guest Unit (under 750 sq. ft.)

• Well pump and septic sytem • Pool/spa equipment Ceiling Fans Built-In Exhaust/Attic/ Whole House Fans

Garbage Disposals Refrigerator

Garage Door Openers

Ranges/Ovens/ Cooktops

Water Heaters

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Plumbing

Dishwashers

Electrical Heating

Doorbells Clothes Washer/Dryer

Air Conditioning

ShieldEssentialSM ShieldPlusSM

Ductwork

Telephone Wiring

ShieldCompleteSM Seller Coverage Option

Visit ahs.com/realestate or Call 800 735 4663 for more information ©2016 American Home Shield Corporation. All rights reserved.

WHAT’S BETTER THAN EIGHT AWARDS FOR CUSTOMER SATISFACTION? OUR AGENTS. For the second year in a row, the CENTURY 21® brand ranked “Highest Overall Satisfaction for First-Time and Repeat Home Buyers and Sellers” by J.D. Power.

Congratulations again to our many driven agents.

C21.COM The CENTURY 21® brand received the highest numerical score among full service real estate firms for first-time and repeat home buyers and sellers in the proprietary J.D. Power 2014-2015 Home Buyer/Seller StudiesSM. 2015 study based on 6,059 total evaluations measuring 5 firms and measures opinions of individuals who bought or sold a home in the past 12 months. Proprietary study results are based on experiences and perceptions of consumers surveyed February - April 2015. Your experiences may vary. Visit jdpower.com ©2016 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21® is a trademark owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunities Act. Each office is independently owned and operated.

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} July 2016/Vol. 32, No. 7 • www.rismedia.com

31

{On the Cover}

64

64 ‘53 Million and One’ Putting a Face on the Immigrant Experience in America Scripted by NAHREP co-founder Gary Acosta, and performed by veteran California REALTOR®, past NAHREP president and one-time Mariachi singer Jerry Ascencio, ‘53 Million and One’ tells the powerful story of one immigrant family—Ascencio’s— who came to America poor and undocumented in the late 1960s, and struggled to find social and financial well-being and a piece of the American Dream. “It’s a ragsto-riches story that speaks to every American who has roots outside of this country,” says Ascencio. “And let’s be real, how many Americans don’t have foreign roots?” In this month’s cover story, take a closer look at how Ascencio is championing Hispanic homeownership.

{Highlights}

28

28 The ‘Smart Sign™’: Made for Today’s Mobile Consumer

{Headliners}

When it comes to impacting human behavior, the internet has nothing on the mobile device. Find out how Smart Signs™ are connecting technology with basic humanity.

15 Policy Matters: What the Latest Fair Housing Guidance on Criminal Background Checks Means for Real Estate 16 NAR Power Broker Roundtable: Investing in Agents: Training and Coaching Strategies 18 R EBAC Report: Help Your Agents Master the Buyer Counseling Session 20 Executive Appointments 47 House Prices Inch Higher, Marking 19 Consecutive Quarterly Increases 49 Top 10 Purchase Markets for Millennial Homebuyers

31 Listing Presentations 2.0: Creating a Winning Formula 77 58 New Members-Only Online Mall Offers Cool Gadgets, Trending Technology and Luxury Gifts 73 Retirees Want to Stay in Homes as Long as Possible 85 Webinar Recap: Shining a Light on Agent Technology Adoption

Delve into the results of RISMedia’s survey to learn what it takes to create a winning listing presentation.

34 Innovate with Purpose In this month’s feature, hear from the people—the “assets”—who are realizing significant growth within the CENTURY 21 System.

74 The Many Faces of Homeownership: Beyond Diversity In this special recap, we take a closer look at how key association heads and leading brokers are keeping up with the changing face of homeownership.

RISMedia’s REAL ESTATE July 2016 3

78

{Features} 22 B rokers: Don’t Fear the Election, Use It 24 Revving Up Sales in a Competitive Market 26 Stay Connected to Your Business When You’re on the Go 50 Strategies: American Home Shield; Homes.com; HSA Home Warranty; NAR-GRI; Reliant 54 Power Broker Perspectives: Elsa Nelson, Michael Mahon, Mark Woodroof 64 ‘53 Million and One’ 78 Trending: Half Empty or Half Full? Selling into the RMC Market 86 RISMedia’s Great Spaces 92 Ask the Experts: Finding Real Estate Success; Severe Weather Home Protection Tips

64

86

{Experts}

{Interviews}

43 Desirée Patno - Cookies Can’t

41 Jeff Martel, Better Homes and

45 Verl Workman - Basic Training:

Gardens Real Estate 43° North

63 Linda Boehmer, Kelly Boehmer, Berkshire Hathaway HomeServices Select Properties 68 Joyce Delery, Anne Delery Comarda, Marty Brantley, Engel & Völkers New Orleans 68 Bruce R. Tucker, Berkshire Hathaway HomeServices Elite Real Estate 69 Keith Dunham, HomeCity Real Estate 70 Ron Shuffield, EWM Realty International 71 Simon Chen, RealtyONEGroup 72 John D. Werkmeister, Sellstate ACE Realty

4 July 2016 RISMedia’s REAL ESTATE

93

Redeem a First Impression Massive Actions Create Massive Results 61 Geoff Lewis - Business Building: 5 Focus Areas of Successful Brokers 77 N ayeli Pelayo - From Sea to Shining Sea: Growth at NAHREP 81 Todd Sumney - Marketing Essentials to Build Your Business 82 Jackie Amato - 5 Ways to Grow Your Brand Awareness Using Promotional Merchandise 91 L. Maria Zywiciel - The Importance of Culturally Competent Mortgage Professionals

{Every Issue} 9 Publisher’s Desk 12 Did You Know?

97 Service Profiles 106 Referrals 112 RE: Real Estate – Boost Your Online Presence with More .REALTOR Options

“As Engel & Völkers Sun Valley we will be moving the bar on the quality of real estate service way up. The marketing, the international network and the support of the home office takes this well beyond what the other brands are offering.”

Paul Kenny and Matt Bogue, Engel & Völkers Sun Valley

Only the best in the business join our brand.

Paul Kenny and Matt Bogue built their business to become one of Sun Valley’s leading commercial real estate companies. With the increasing demand in the market to provide service to a growing number of residential real estate buyers and sellers, both locally and internationally, they decided it was time to expand their business. With Engel & Völkers, one of the world’s most respected premium real estate brands, they knew they could provide a level of quality that would put them ahead of their competitors. Today, as the owners of Engel & Völkers Sun Valley, they now provide service that is supported by sophisticated marketing tools, world-class technology and unparalleled global reach.

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

©2016 Engel & Völkers. All rights reserved. Each brokerage independently owned and operated. Engel & Völkers and its independent License Partners are Equal Opportunity Employers and fully support the principles of the Fair Housing Act.

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

Mood Ring House: Would You Wear Your Emotion on Your Home?

- Cindy Crain, Berkshire Hathaway HomeServices PenFed Realty

Mood rings change color as our finger temperature fluctuates—this house changes color with the tap of a finger. Behold the Mood Ring House, a rainbow spectacle outfitted with LED lamps that reflect the owner’s disposition at night.

Consumer Confidence in Housing Market Perks Up bit.ly/1TbaUyd

How Single Women Are Changing the Home Buying Market The National Association of REALTORS® (NAR) reported this year that—of the recent buyers who are single—single women accounted for 60 percent more home purchases than single men, the biggest homebuying demographic after married couples across all age groups.

“The market is really HOT right now! Sellers have the power and appraisers are slowly catching up to the demand value here in Kansas.”

This New Twitter Change Will Boost Your MediaSavvy Efforts

Twitter’s going through changes! Here’s how it can affect your tweeting...and your business.

Where’s Housing Headed? A Google City, Maybe

“Get on board with the silver tsunami. As the boomers reach retirement, this market will continue to grow.”

- Tony Cavalier, Canyon Title Company

10 Top Senior Housing Trends for 2016 bit.ly/1T5EOFe

From AI and virtual reality to selfdriving cars and solar mapping, Google’s reach extends well beyond the search engine—now, even in housing.

Prince’s Spanish Villa in El Paraíso

Dearly beloved: we just can’t get enough of Prince. Furthermore, this Great Space is definitely one for the record books.

“I found out what I’m downloading next...”

Connect with RISMedia

- Liz Tardo, Keller Williams Realty New Orleans

@RISMediaUpdates

Linkedin.com/company/rismedia

@HousecallBlog

Youtube.com/user/rismediaupdates

Finally! An Emoji Keyboard for REALTORS®

@RISMedia

@RISMediaUpdates

bit.ly/1Oo1TO0

@RISMedia

6 July 2016 RISMedia’s REAL ESTATE

QUALITY. CONNECTIONS. INDEPENDENCE.

WE’RE LOCAL. WE’RE GLOBAL.

™

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

LeadingRE.com

® ®

NAR: My Advocate For real estate Business disciplines

commercial real estate Get connected to education and designations from nar’s affiliate organizations, recent research trends, and technology tools to support your success in commercial real estate business. realtor.org/commercial

auction real estate auction is an innovative and effective method of selling real estate. it is an intense, accelerated real estate marketing process that involves the public sale of any property through open cry, competitive bidding. realtor.org/auction

resort & second Home network with other members who specialize in the buying, selling, or management of investment, vacation, or second homes. learn about the latest developments in the resort and second home market with the rsps certification. realtor.org/ resort-and-second-home

NAR advocates for its one million plus members every day. www.REALTOR.org/education

GloBal opportunities international investment is at an all-time high. nar offers a worldwide realtorÂŽ network with members in more than 65 countries, plus global education and resources you need to capture this lucrative clientele. realtor.org/global

{Publisher’s Desk} Getting the Most Out of Peak Season

J

uly is a critical month for real estate professionals. As summer heats up, so do home sales, as many buyers look to finalize transactions and start the move-in process before the start of the school year.

’

Stay engaged with your prospects and customers with RISMedia’s industryleading content—relevant articles, videos and drip email campaigns for staying engaged between buy/sell transactions!

As brokers and agents looking to maximize the summer market, you need hands-on strategies—fast. We’ve got a lot of great information in this issue that can provide a few pearls of wisdom to take out into the trenches: 8 On page 31, take a look at the results of RISMedia’s Listing Presentation Survey and find out what strategies are closing the deal for agents. From original content to customized presentations, savvy agents are doing what it takes to set themselves apart.

8 On page 24, find out how investing in a unique promotional tool can instantly up your referral traffic. Wrapped trucks from On The Move not only allow Pennsylvania broker Adam Conrad to build relationships with current clients by offering a valuable service, but also give his firm unmatched visibility. As Conrad says, “You don’t miss these trucks.”

8 On page 45, find out how turning your actions into massive actions can pay off in a big way. According to Verl Workman, “the key to success is not the person or the market, but rather, the activities we focus on each day…it’s our massive actions that generate the greatest results.”

“Pop-a-Note” (Drip Email) Fun, light and unique way to keep in touch with clients and prospects using an easy drip email platform. Send notes on pop culture topics of interest, helpful real estate-related topics, or both!

Includes custom branding with photo, contact info and links, plus a customized News Hub with more consumer-facing real estate articles.

8 On page 22, find out how to allay your clients’ fears about the upcoming election’s impact on housing and the economy in Andrew King’s report. The scenario isn’t as gloomy as many may perceive—they just need some guidance from their trusted real estate source.

Finally, be sure to check out this month’s cover story for a look inside the iconic global real estate brand CENTURY 21. Find out how the firm has gone about refining its network and why people are at the center of its success.

Wishing you a healthy, happy and profitable summer!

John E. Featherston CEO & Publisher

Content Library Thousands of articles and hundreds of video tips to choose from, updated daily! Access relevant, professionally written and editable content that you can download and use to enhance all of your communications—website, blogs, social media sites, newsletters—including RSS feeds for automatic delivery. Search for keywords, or filter for industry professionals or consumer targets for your communication and engagement systems.

For more information, contact Brett Johnson at 203.855.1234, ext. 143 or bjohnson@rismedia.com.

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

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

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Director, Client Solutions Peter Di Salvo Information Technology Manager James Jones

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

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

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

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

PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey Content Solutions www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2016 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years).

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

Over the last five years, Chinese nationals have invested over $150 billion into the U.S. housing market, pouring in $28.6 billion in 2015 alone.

Source: Breaking Ground: Chinese Investment in U.S. Real Estate

56

%

According to a new ranking of emerging U.S. tech hubs, Denver, Colo., has been named the best city to live in for tech professionals.

of REALTORS® do not currently use drones, however, 18 percent plan to in the future. While 12 percent report that someone in their office uses drones, 11 percent hire a professional for drone use.

Source: 2016 National Association of REALTORS® Member Profile

Source: Homes.com New Tech City Index

11.4 million U.S. households (more than one in four renter families) spend more than half of their pre-tax income on Source: Make Room analysis of 2014 U.S. Census data rent and utilities.

12 July 2016 RISMedia’s REAL ESTATE

Empower them with the

ABR DESIGNATION ®

.

{Policy Matters} What the Latest Fair Housing Guidance on Criminal Background Checks Means for Real Estate

by Lesley Walker This column is brought to you by the NAR Real Estate Services group.

T

he Fair Housing Act (the “Act”) unequivocally prohibits intentional discrimination by housing providers, but last year, the United States Supreme Court ruled that housing providers may run afoul of the Act, even absent the intent to discriminate. In the Supreme Court’s 2015 decision in TX Dept. of Community Affairs v. Inclusive Communities, the Court upheld disparate impact liability under the Act, which means that a housing provider can be liable under the Act if the provider’s policy or practice has a disparate impact, or disproportionate impact, on one of the Act’s seven protected classes, even absent any intent to discriminate.

Within a year of the Supreme Court’s landmark decision, the U.S. Department of Housing and Urban Development (“HUD”) issued related guidance on how criminal records may be used to make housing-related decisions without resulting in disparate impact liability under the Act (“Guidance”). To be clear, the Guidance does not prohibit

housing providers from considering criminal history to make housingrelated decisions. Rather, the Guidance stresses that consideration of criminal records must be thoughtful and tailored to serve a legitimate, substantial, and non-discriminatory interest of the housing provider that cannot be served in a less discriminatory way. For those housing providers who wish to continue to use criminal history as a factor in making housing-related decisions, here are some practical tips for how to create and employ a sound criminal history screening policy.

First, develop a written criminal history screening policy and be sure to apply the policy consistently to all applicants. The policy should only permit consideration of convictions and never take into consideration nor permit a housing provider to screen for any prior arrests or charges. Even where convictions are revealed during the screening process, the policy should avoid blanket or categorical exclusions of any person with any conviction record. Similarly, the policy should also take into consideration the nature and severity of the conviction and any other mitigating factors, such as the age of the person at the time of the conviction, the length of time since the conviction, and evidence of rehabilitative efforts, such as stable employment, counseling or completion of drug treatment. To that end, a sound criminal history policy will also include a reasonable “lookback” period. According to the Guidance, em-

ployment law may offer insight into the proper use of criminal history.

Based on this, a good rule of thumb may be to include no more than a seven year look back period on an applicant’s criminal history, as the Guidance suggests that recidivism tends to decline after this point.

Furthermore, the Guidance explains criminal history screening policies that serve a substantial, legitimate, and non-discriminatory purpose of protecting the safety of persons or property are generally acceptable, so any housingrelated decision based on criminal history should be in furtherance of that purpose. Excluding applicants based on misdemeanors, non-violent crimes and victimless crimes is inadvisable, as these types of crimes would unlikely threaten resident safety or property.

The Fair Housing Act does provide one express exception, and would allow housing providers to exclude prospective residents who have been convicted of manufacturing or distributing a controlled substance.

However, this exemption does not extend to other drug-related crimes, such as possession.

Implementing these points into a criminal history-based policy will go a long way toward helping housing providers avoid inadvertently violating the Fair Housing Act. To learn more about the “Office of General Counsel Guidance on Application of Fair Housing Act Standards to the Use of Criminal Records by Providers of Housing and Real EstateRelated Transactions,” please visit www.realtor.org/articles/fair-housing-act-criminal-history-based-practices-and-policies. RE

Lesley Walker is senior counsel, Legal Affairs, for the National Association of REALTORS®.

RISMedia’s REAL ESTATE July 2016 15

{The NAR Power Broker Roundtable} Investing in Agents: Training and Coaching Strategies MODERATOR:

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

Chad Ochsner Broker/Owner, RE/MAX Alliance, Denver, Colo.

Linda Sherrer, President/CEO and Christy Budnick, EVP, Berkshire Hathaway HomeServices Florida Network Realty, Jacksonville, Fla. J. Lennox Scott Chairman/CEO, John L. Scott Real Estate, Seattle, Wash.

The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Nick D’Ambrosia, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Nick D’Ambrosia: No matter the quality of our managers, administrators, systems or technology, it is our agents who keep us thriving—so investing strategically in their training and development is one of our most important jobs. How much of our success in this area begins with recruiting strategies—and how do we distribute our training dollar resources to maximize agent achievement? Chad, where does the process start?

Chad Ochsner: Training and coaching is expensive, so it has to start with good recruiting—selecting people, even new people, who have already 16 July 2016 RISMedia’s REAL ESTATE

demonstrated an ability to achieve, if not in our industry than in school, perhaps, or in a past occupation. For us, the selection process used to be part of our branch managers’ responsibilities—until I realized it’s a fulltime job. So in the last three years, I’ve added three full-time recruiters, and it’s working out great. We had a net gain of 50 new and experienced agents this year just between January and May. That’s an increase of nearly 6 percent, based on the size of our company.

Linda Sherrer: Our focus is primarily on experienced agents who are highly motivated when they come to us. We’re extremely selective with new people—so much so that we ask them to have a business plan when they come in to be interviewed. Considering the investment we make in time, training, website development, etc.—it costs a minimum of $5,000 to $7,500 per agent just to get them up and running. We want to be certain they have the drive and commitment to stay with it and succeed.

J. Lennox Scott: Actually, I’d say the

investment per new recruit may be closer to $10,000—so absolutely, it starts with selection. Once we give someone a letter of commitment, we get them off to a running start, beginning their training even before they have their license in hand. We want our new people 100 percent engaged from the outset.

ND’A: I hear you—and NAR’s Library

includes resources on agent training and development, including DVDs from real estate coach David Knox. Visit www.realtor.org/library to explore the titles. Let’s talk about your programs.

Christy Budnick: Our training starts with a 30-day program focused on real-world skills like prospect-

ing, presentations, contracts and negotiation. Everyone goes through our “POWER” classes, too, in small groups or one-on-one, with rotating trainers who design individual plans based on people’s differing needs— everything from leveraging proprietary tools to building networking skills.

CO: We start with a nine-week training module, but we also have a fabulous coach whose full-time job is making weekly calls to every one of our new people—and sometimes to those who’ve been with us for a while but need help bumping up production. She puts the personal touch into our agent development. We think that’s critical.

JLS: It’s essential for new people to jump right in—not just learning our methods and tools, but getting up on their feet and role-playing. Building confidence is vital to success. In addition, we utilize dedicated mentors to work with new agents. That personal encouragement—constructive critique, a pat on the back—can make an enormous difference.

ND’A: And it’s just as essential, wouldn’t you agree, that new agents begin producing?

LS: I agree—although producing in

itself is not enough. It’s knowing the local market, unerring customer service…that indefinable aura of professionalism. It’s essential to us that all our agents appropriately represent our brand.

CO: It’s also about making work/ life balance a part of career development. It’s something that we, as brokers and trainers, need to encourage and support. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

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© 2015 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®.

{REBAC Report}

Help Your Agents Master the Buyer Counseling Session

by Marc Gould

M

any of today’s brokers are proactively shifting their marketing strategies. Instead of mentoring agents to focus on closing the highest volume of transactions, more brokers are embracing relationship marketing. Relationship marketing recognizes the value of long-term associations aimed at developing and managing trusting and permanent relationships. When you contemplate the ways to develop lasting relationships with your firm’s clientele, consider this: The 2015 NAR Profile of Home Buyers and Sellers found that helping the buyer understand the purchase process is the No. 1 benefit provided by an agent. You can train your team to provide explanations about the purchase process along the way, but I believe the best approach is to start with a comprehensive buyer counseling session.

Successful buyer counseling sessions accomplish several goals: they ensure that the buyer is wellinformed, educated and knowledgeable; that the buyer understands the buying process and what is required; that the buyer is ready, willing and able to buy; and that the buyer is loyal and enthusiastic about referring other prospects to your brokerage. These sessions help cultivate long-term relationships based on mutual trust and respect because 18 July 2016 RISMedia’s REAL ESTATE

they allow agents to share personal details, work experience and areas of expertise. Successful buyer counseling sessions lay the groundwork for long-term relationships, resulting in a loyal and indelible customer base for your brokerage. With all this in mind, I encourage you to share the following tips with your buyer’s agents to help them master the buyer counseling session.

Pitch. The buyer counseling session is the opportune time for your agents to distinguish themselves and their services, building value for the homebuyer. It’s also the time to discuss what buyers need to prepare for before the home tours begin. Have agents explain how a wellinformed buyer’s agent can guide the homebuyer through this complicated process to avoid any mishaps that could otherwise occur.

Listen. A successful home-buying counseling session is the ideal time for your agents to uncover exactly what the homebuyer is looking for.

By asking the proper questions, listening carefully and analyzing the information, your agents will be able to advise and advocate for the homebuyer.

Educate. Homebuyers have access to more information than ever before. Your agents can add value to the buyer counseling session by providing an interpretation of all the information a homebuyer is bombarded with. Agents can also add value by helping to navigate the mortgage process through the coordination of important documentation. This act of sharing knowledge gets buyers involved in the learning process, strengthening the foundation of longstanding, fiduciary relationships.

Ensuring all members of your team earn their Accredited Buyer’s Representative designation will enhance their buyer representation skills and give them access to REBAC member benefits, such as: Mastering the Buyer Counseling Session webinar; A 4-Step Guide for Successful Home Buyer Seminars; the Home Buyer’s Toolkit; Consumer One-Sheets; and the ABR® PowerPoint Template.

Working with your agents to develop a well-rounded buyer counseling session will result in lasting relationships between your firm, your agents and their clients, and an enduring customer base for your brokerage.

RE Marc Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A wholly-owned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

{Executive Appointments}

The National Associa-

tion of Hispanic Real Estate Professionals (NAHREP) recently announced its director of re-

Alejandro Becerra,

has been appointed to the U.S. Department of Housing and Urban Development’s (HUD) first-ever Housing

search,

Counseling Federal Advisory Committee (HCFAC). The Housing Counseling Federal Advisory Committee will seek opportunities to reach more homebuyers though its counseling programs, strategically plan to support community-based counseling programs and strengthen the impact of federal funding for housing counseling. Also nominated to the committee was Linda Ayers from New American Funding, a NAHREP corporate partner. Ayers will be representing the mortgage sector.

RELO Direct® has hired Brian Fudenberg, CRP, as senior vice president, sales and marketing.

In this role, Fudenberg will also be a member of the company’s senior management team. As senior vice president, sales and marketing, Fudenberg will lead RELO Direct’s sales and marketing team and have full responsibility for all aspects of business solution and marketing deliverables. Fudenberg will also be instrumental in developing content for RELO Direct’s annual

20 July 2016 RISMedia’s REAL ESTATE

Corporate Forum and quarterly Global Mobility Roundtable events. As part of the senior management team, he will actively participate in shaping RELO Direct’s strategic vision, guiding the company in its future growth.

In other company news, RELO Direct® recently hired Hirsch Serman, MBA, CPA, to serve as senior vice president, client finance. Serman will also be a member of the relocation management and consulting company’s senior management team. In the role of senior vice president, client finance, Serman is the executive leader of the client finance and accounting department, responsible for all aspects of RELO Direct’s client finance deliverables. In addition, as part of the senior management team, Serman will not only lead the client finance operations, but also help shape the overall growth and management strategy of RELO Direct®.

MRIS recently announced that Cindy Ariosa was elected as the chair of its Board of Directors. Ariosa succeeds industry veteran Jon Coile, who guided MRIS for the past three years and will continue to serve on the Board as vice chair. Ariosa has served on the MRIS Board since 2006 and previously held the role of vice chair.

Ariosa is the senior vice president and

regional manager of the Baltimore and Western Maryland regions of Long & Foster Real Estate, Inc., overseeing 35 offices across the state. During Ariosa’s illustrious career, she has held numerous leadership positions at various state and national real estate industry organizations, including: Greater Baltimore Board of REALTORS®, Maryland Association of REALTORS® and National Association of REALTORS® Large Firm Representative. Through the advisory leadership of Ariosa, MRIS will be focused on creating meaningful industry solutions and delivering innovative products to help real estate professionals be more productive. In addition to Ariosa and Coile, the MRIS Executive Committee includes David Howell, executive vice president and CIO at McEnearney Associates, and Boyd Campbell, broker/ owner of CENTURY 21 Home Center.

Howell continues his role as Secretary and Campbell will continue his role as Treasurer on the Board. Scott Lederer, broker and Maryland regional president, Berkshire Hathaway HomeServices Homesale Realty, has also joined the Board of Directors. Lederer succeeds Paul Foster, senior vice president and regional manager of Long & Foster Real Estate, Inc. RE

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

Rest Assured.

You can trust HomeTeam for a faster, more efficient home inspection.

We’ve worked hard to establish our proven reputation with real estate professionals, homebuyers and home sellers alike, and we stand by our promise to provide a professional inspection every time. As experts, we’re in the business of protecting families as they make one of the most significant decisions of their lives. Find out how our team approach has helped families find safe homes for over 20 years.

That’s the HomeTeam promise.

888-515-5198 | hometeam.com/realestate Each office is independently owned and operated. ©2016 The HomeTeam Inspection Service, Inc. All rights reserved.

Brokers: Don’t Fear the Election, Use It

by Andrew King

T

he 2016 presidential election has caused quite a stir throughout the nation, and when the Republican and Democratic conventions are held, all of the campaign rhetoric, media blitzes and impassioned arguments on both sides of the political spectrum will likely make people even more nervous about the future of the country—as well as the health of the American economy and real estate market.

22 July 2016 RISMedia’s REAL ESTATE

“Like any investment, real estate is susceptible to short-term uncertainties, including the upcoming election,” says Scott Gibson, president and chief executive officer of Los Angeles-based Gibson International.

“With this, people sometimes halt any big decisions or changes in their investments—but that isn’t always the best option.”

Specifically, on one side, many people are concerned that Donald Trump’s brand of politics could provoke an international incident and/ or derail the system of global trade that has endured for the past 40plus years. Meanwhile, on the other side, Hillary Clinton’s critics have expressed concerns about her ethics and ties to the investment banking industry, which could lead to another market meltdown similar to the one that recently triggered the Great Recession.

Adding fuel to all of this political fire is an evolving media landscape that some brokers say is not exactly

helping the situation—at least in terms of promoting a stable economic environment like the one that is supported by most of the key economic data points of the past year (i.e., inflation, employment and gross domestic product).

“Every news organization is desperate to get their ratings up,” says Leonard Steinberg, president of Compass, a luxury real estate brokerage with offices in New York City, Los Angeles, Washington, D.C., Boston, Miami and the Hamptons. “Unfortunately, these scandalous headlines and salacious news stories steal (from) a whole host of headlines that are calming.”

According to Steinberg, the result is millions of Americans who don’t know if now is a good time to buy real estate. This is particularly true in the luxury markets.

“The wealthy consumer is always about confidence,” Steinberg explains. “In the luxury markets, homes are not always a product of need as much as they are a product of desire and want. In the areas of luxury, some buyers have been put back into check due to the uncertainty.”

Therefore, a luxury buyer can afford to wait and see how the market is trending in the long-term, before pulling the trigger on a particular valuation. Voters who believe a “President Clinton” or “President Trump” would destabilize the economy are choosing to wait a year before buying that $10-million house in the Hamptons, in order to gauge if that worst-case scenario actually comes to fruition.

Neither Trump nor Clinton have come out against anything specific to the real estate industry, such as abolishing the mortgage interest deduction, and the latest policy hints from Washington, D.C., have been fa-

“In this era of uncertainty, we want to make sure we aren’t overpaying for real estate. You have to focus on quality, look at real estate for the long-term and try to get a discount for the uncertainty.”

- LEONARD STEINBERG President, Compass

vorable to the industry, including no rush to increase interest rates from the Federal Reserve and the recently discussed loosening of FHA financing requirements for condominium buyers.

Kimberly Dawson, a broker at Coldwell Banker Advantage in Chapel Hill, N.C., and president of the North Carolina Association of REALTORS®, who attended the National Association of REALTORS® mid-year conference in Washington, D.C., in May, says that changes within the U.S. Department of Housing and Urban Development would be good for the market and not likely to be opposed by the new administration, regardless of what party takes control of the White House.

“It’s important for first-time homebuyers to be able to attain financing,” Dawson says.

She adds that inventory is the critical issue that drives the real estate market in her region, particularly for homes that are listed for $500,000 or less. For homes over $600,000, there are fewer buyers and sellers, possibly because some are waiting to see what happens with the election.

Many of these people are hesitant due to what they’ve seen on the news or through social media. All of these fears—even if the worst fears about the candidates turn out to be true—will very likely not have an impact on the driving forces of real estate, brokers say. The housingrelated policies are not at much risk despite all the scary headlines about

this year’s election. At the end of the day, the principles of supply and demand, as well as regional inflation rates, are still going to be the overriding factors in property valuation.

Meanwhile, the upper end of most regional markets—ranging from Southern California to the TriState Area and most places in between, including Dawson’s Triangle region of North Carolina—are slowing down as buyers become nervous. Steinberg says this could be an opportunity for brokers to get discounts.

“In this era of uncertainty, we want to make sure we aren’t overpaying for real estate,” says Steinberg. “You have to focus on quality, look at real estate for the long-term and try to get a discount for the uncertainty.”

Eventually, Steinberg predicts, the uncertainty will settle no matter who wins—it will be difficult to accomplish some of the radical agendas that have been championed on the campaign trail.

“One thing that’s certain for presidents is that it’s difficult to deliver on their promises,” Steinberg says.

“Congress still has to pass their agenda, and that’s what drives the reality of the situation.” RE Andrew King is an award-winning journalist with 15 years of experience with the Gannett newspaper company, appearing in The Journal News (Westchester, NY), Asbury Park Press and USA Today. He also contributes to The Real Deal, TheLadders.com and TechPageOne.com.

RISMedia’s REAL ESTATE July 2016 23

Revving Up Sales in a Competitive Market

by Keith Loria

Pennsylvania broker finds continued success with On The Move trucks

“When people see our trucks on the road, they attract attention, putting us at the top of their mind when it comes time to think about buying or selling a home.”

– ADAM CONRAD Broker/Owner, Perry Wellington Realty

A

s broker/owner of Perry Wellington Realty, Adam Conrad has always strived to discover the most efficient and effective ways to

buy and sell real estate. In fact, it’s this dedication to thinking outside the box that’s propelled the Duncansville, Pa.-based brokerage to its position as a leader in the state.

24 July 2016 RISMedia’s REAL ESTATE

Last fall, Conrad was set to invest $30,000 on transit advertising on local buses. Then he attended the REALTORS® Conference & Expo in San Diego where he was introduced to On The Move—a company that offers real estate businesses the chance to own and operate their own trucks while advertising their company with eyecatching graphics.

“The On The Move people brought along a truck that was completely done and I knew that this was the direction I needed to go,” says Conrad. “It made a lot more sense to me than just putting ads in traditional media because I could have a truck that clients could use if they worked with me.”

Blown away by On The Move’s pitch at the trade show, Conrad immediately signed up to purchase a truck.

“We kept it under wraps and made a big announcement, and our clients were completely blown away,” says Conrad. “Every client has to move, and whether the truck moves them completely or is supplemental in the move, it’s a real bonus.”

With 80 agents working at the brokerage, and offices in cities such as Hollidaysburg, State College, Bedford, Huntingdon and Johnstown, Conrad has since added two more trucks to the rotation, with a fourth on order.

“I went big,” says Conrad, who explains that the decision to purchase the trucks was a broker-wide one, meaning each and every client has access to the trucks, not just those who close with a certain agent. “For a lot of clients, it’s one less thing they have to worry about,” says Conrad. “Between all the coordinating and scheduling of a moving truck and then paying for it, this becomes an extra bonus.”

And, according to Conrad, the response has been tremendous.

“In my opinion, one of the best takeaways is that when we explain this to clients, they look at us like, ‘You get me.

You understand what we’re going through,’” says Conrad.

“As a brokerage, we’re trying to help them through this, and the feedback has been impressive.”

Not only are the trucks instrumental when it comes to taking the stress out of the moving process, but they also go a long way toward attracting attention by spotlighting Perry Wellington Realty.

“We did a 100-percent wrapped surface on the truck, complete with our company colors,” says Conrad. “You don’t miss these trucks.”

While advertising to prospective buyers is not always an easy feat, Conrad notes that the trucks have proven to be a great resource for collecting new leads.

“When people see our trucks on the road, they attract attention, putting us at the top of their mind when it comes time to think about buying or selling a home,” says Conrad. “There’s no question it helps us get new clients.”

Offsetting some of the truck’s cost by selling advertisements that can be placed on the back door is yet another advantage. Vendors such as exterminators, mortgage brokers, home inspectors and locksmiths have all bought space on Conrad’s trucks.

“A lot of people want to advertise to those involved in buying and selling homes so they’re eager to advertise in this medium because they know people are going to need these services,” says Conrad. “It’s an added benefit for us.”

While weekends are typically booked solid, Conrad notes that everything has run smoothly in terms of scheduling the trucks out. In fact, he’s opened up the use of the trucks to past clients when available and is even in talks with local charities about letting them use the trucks for food drives and other charitable efforts. RE

14 1414

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

Stay Connected to Your Business When You’re on the Go

by Buffini & Company

to get done. A mobile-based CRM helps you manage your daily to-dos and see what’s on your agenda so you can stay organized. It also allows you to track your daily activities so you know how close you are to reaching your goals.

Take advantage of down time. Al-

A

s a busy real estate professional, you’re likely most productive when you’re away from your desk and out meeting with clients, showing homes and presenting your home marketing plan to potential sellers. Luckily, technology has made it possible to run your business from anywhere with the help of your smartphone or tablet. Perhaps that’s why, according to NAR’s 2015 Member Profile, 91 percent of real estate agents rely on their smartphones every day to help them stay connected to their businesses and clients.

though you may have days where you’re driving from one listing appointment to the next, there’s surely some downtime in between meetings. A mobile-based CRM lets you know who to contact each day, whether it’s by phone or in-person.

And, with the help of GPS, you can locate clients who live nearby and pop in on them with a small, thoughtful gift.

Get more done, even when you don’t have an internet connection.

When you’re on the road, your internet connection is sometimes spotty at best, making it hard to get things done on an internet-based CRM. With a mobile-based CRM, you can work offline and know that your data will automatically sync when you’re online again.

If you’re running your business from a smart device, a mobile-centric Client Relationship Management (CRM) system is essential to build the relationships that drive your success.

After all, when you work by referral, your calling card is the great service you offer your clients. Your CRM should allow you to raise the bar on the services you offer while increasing your productivity.

and honesty and your relationships with your clients are no different.

A mobile-based CRM, like Referral Maker® Mobile, allows you to upload your contacts in the field with one click, add notes about your clients to file later and access their details quickly so you can refresh your memory before a big meeting or appointment.

Improve your client relationships.

Stay on top of your tasks for the day. When you’re busy, it’s difficult

Relationships are built on trust

to remember everything you have

26 July 2016 RISMedia’s REAL ESTATE

We saw a need for a mobile CRM app that could help agents work more efficiently by referral when away from the office. Available for iOS- and Android-powered smartphones and tablets, we recently launched the Referral Maker® CRM mobile app with an improved and more intuitive interface and a cleaner, updated design. Access your database, as well as your daily lead-generating tasks, from wherever you happen to be.

You’ll always have your finger on the pulse of your business, even when you’re away from your desk or office.

We’re continuing to update and improve the app so you can be more productive and provide your clients the best service possible. RE For more information, please visit www.buffiniandcompany.com.

The ‘Smart Sign™’:

Made for Today’s Mobile Consumer

by Maria Patterson

W

hen it comes to impacting human behavior, the internet has nothing on the mobile device, says John Lim. And he makes a good argument. In this exclusive interview, Lim, CEO of Life in Mobile, explains his ‘Human2™ Theory’ and how the firm’s new Smart Signs™ connect technology with basic humanity.

Maria Patterson: How has human behavior changed since the advent of the mobile device?

John Lim: Since the invention of the mobile device, expectations have changed. This change is more significant than the introduction of the internet because Google created the “I want it now” society and the mobile device has created the “I need it now” society. The innovation of mobile platforms has put the world at your fingertips for engagement at any time, in any place, providing people with instant gratification. This liberation has created a shift in human behavior. Humans expect information, 28 July 2016 RISMedia’s REAL ESTATE

Signing on for Long-Term Success In keeping with its history of providing innovative, easy-to-use solutions for agents and brokers, EXIT Realty Corp. Intl. plans on mobilizing all yard signs by 2018. “The consumer wants transparency and instant gratification—Smart Signs™ provide both,” says EXIT CEO Tami Bonnell. “This benefits both the consumer and the agent, since the agent receives their contact information and can follow up immediately to answer any questions. The agent wants control of their business and more leads, and this generates leads straight to their phone, allowing them to be in front of more people.”

According to Bonnell, it’s a win for the broker, too, as Smart Signs™ provide consistent branding for the brokerage while offering the agent a competitive differentiator.

“Brokers want more transactions, as do agents,” says Bonnell.

“EXIT provides this technology and Mobile Business Cards™ for all our agents in order to give them a unique marketing strategy that enables them to stand out from their competition. Technology is supposed to help multiply an agent’s efforts and increase their business, not bog them down. This is user-friendly for all.”

Bonnell adds that Smart Signs™ serve as a great recruiting and retention tool as well. “This technology attracts agents who want to make more money in less time and have a better quality of life,” Bonnell explains. “Everyone knows listings control the business. When you can go into a listing appointment and show the consumer how you can serve them better and generate more leads for their property, it’s a simple decision.

“At EXIT Realty, we believe it’s all about the human behind the transaction—behind the device. This is high-tech that gives you more opportunity for high-touch.” products and services to be available instantaneously, from any location.

MP: Tell us about your ‘Human2™ Theory.’

JL: We have a fundamental belief that every human being has the ability to be two people at once: a physical presence in the real-world, and a virtual presence in the digital world. For example, a consumer can grocery shop while on an airplane, buy shoes while at work or buy movie tickets while waiting for a cab. With a mobile device, we can constantly multi-task. Mobile is your “sixth sense”—your proxy to the digital world, as my partner John Packes would say.

My Human2™ Theory necessitates creating an experience for the human behind the device, not the device

itself, taking into account that the human is in both the digital and physical worlds simultaneously. The theory focuses on the fact that people are unique and are influenced by their surroundings and environment to behave differently. The weather, time of day, day of week, location and other factors have a profound effect on humans and how they act or react. Consumers are always in different places, affected by varying environments, not just behind their desk at a computer.

MP: Why is the human factor an integral part of your approach to developing mobile technology?

JL: As humans, our moods are directly affected by our environment. This is so important because it affects the mobile user. The mobile user is not a desktop user. When I’m physically outside on a nice day looking for a property or walking with friends to a restaurant, and I use my mobile device, I will engage more and buy more because my environment is elevating my mood. The desktop user is affected less, as desktop computers are typically used indoors, essentially in a controlled environment like an office. When you consider mobile, you shouldn’t think about the technology, but instead, think about the environment the human will be in when he or she is using it, and cater the experience accordingly.

MP: How have mobile devices specifically changed the approach of homebuyers?

JL: Because we are an “I need it now” society, we need the information immediately or we get anxious. Knowledge is power, but if you can’t react to the knowledge, it has an adverse effect. If I see a house, I want the information on it now. We can drive around and look at properties and get the information on that property immediately. We can also look at entire neighborhoods using GPS to show available listings within a certain distance.

We no longer have to wait for a REALTOR®to return a call to set an appointment or open a door—all because of the mobile device.

MP: What impact has the evolution of mobile had on traditional real estate practices, such as the yard sign?

JL: Yard signs are one of the few marketing pieces that have truly withstood the test of time in technology. According to NAR, 100 percent of homebuyers start online, but if we were in just a technological world, we wouldn’t need yard signs. The yard sign is the most expensive traditional marketing piece for a property, so why would it still be used? Some say branding, but if it was just branding, you wouldn’t have a phone number or your website or riders on it. Yard signs are there to target market and engage people. The evolution of mobile can completely alter that.

RISMedia’s REAL ESTATE July 2016 29

MP: How so?

It simplifies the REALTOR®’ s job of hanging signs and JL: As humans, we like being told what to do—we don’t administering technology, and streamlines the consumer think that’s true, but it is. It amazes me—a person who experience by allowing them to text a simple word. It’s elis going by a yard sign is almost guaranteed to have a egant and extremely effective technology, and everything mobile device in reach, yet we don’t have instructions on happens in a matter of seconds. every single sign that says, “Do this to get info on this property right now.” But if the sign said, “To see pricing MP: How does the Smart Sign™ work? How does it make and details, text EXIT to 85377,” we’d be likely to do things easier for agents and their consumers? that. That, for real estate, transforms how quickly you JL: EXIT Realty has a great initiative to make sure that can connect two people. Both the consumer and the RE- every sign is mobilized by 2018, so I’ll use them as an ALTOR® are getting more information about each other. example. When a consumer drives by a property with Every yard sign should have text instructions on it—the a Smart Sign™, they will see the words “Text EXIT to simplicity, low barrier to entry and mas85377 for pricing, pictures and more sive installed base of texting technol“In a very smart world, information.” The consumer can follow ogy makes it foolish not to. those instructions and immediately get our signs are dumb a text message with a link to information on all EXIT properties within 500 MP: So the yard sign hasn’t lost its relwhen they could be evance in the mobile age? feet of their location. They will also be Smart Signs™, simply given contact information of the listing JL: Signs haven’t gone away because of a basic human trait. As a REALTOR®, by mobilizing the sign agent who knows the most about the I’ve just spent my evening or weekend property. The listing agent will instantly with words. Not even get a lead alert containing the consumaway from my family and went to a seller’s house and sold them on why they technology, just words.” er’s mobile number so they can connect with the consumer directly—and should use me and my firm to list their immediately. property and sell their biggest asset.

– JOHN LIM CEO, Life in Mobile Agents don’t have to worry about any They’re putting their trust in me. I leave logistics. These new signs will alleviate feeling proud. The first thing I want to the worry of putting the wrong sign on do is plant my “flag” and let the rest of the world know that I earned the right to list this property. a property or ordering the right rider because the same Why not maximize that? I want the human being who exact sign can be used whether the agent has five or most likely has a mobile device with them to follow the 5,000 listings. instructions on my sign. In a very smart world, our signs are dumb when they could be Smart Signs™, simply by MP: Why is the Smart Sign™ a good idea for brokers? mobilizing the sign with words. Not even technology, just JL: For brokers, the investment is small—you’re buying your signs anyway, so why not mobilize the sign? The words. amount of leads you generate off that sign will make it MP: How has your firm created this ‘mobilization of the the least expensive piece of your marketing. For the broyard sign?’ kers and REALTORS® we work with, it has outperformed JL: We actually started in 2008 with our brand Mobile Zillow, Trulia and realtor.com®, and the website of the Real Estate in creating text messaging lead generation. broker each time. In most of our brokerages, the Smart We started out not even thinking about technology. We Sign™ has outperformed the three portals combined started with, “there’s a sign, there’s a human, and there’s when used correctly…and by correctly, I simply mean a phone.” We came up with unique text codes where you used. text in per property. This was great, and it worked. It’s brought in over 4 million leads since 2010, but we knew MP: What made this a good choice for the EXIT brand? there was more we could do. The real estate sign had to JL: EXIT is one of the most forward-thinking brands inbe simplified. That’s when we developed Smart Signs™. side the real estate industry. They’re committed to makSmart Signs™ is one sign that you can put on every ing sure their agents and brokers have the best-in-breed single property that’s for sale. By putting the same exact technology without making their day-to-day life more comsign on every property, it allows consumers to text in plicated. Smart Signs™ fits right into EXIT’s formula. RE and get all the information they want, connecting them to the listing agent who knows the most about that house. For more information, please visit www.lifeinmobile.com.

30 July 2016 RISMedia’s REAL ESTATE

Listing Presentations: The Winning Formula

by Maria Patterson

A

LL HAIL THE LISTING PRESENTATION!

Number of Listing Presentations per Month

86

%

10

%

give 6-10

give 1-5 listing presentations

% 4give more than 10

While technology has streamlined and gussied up the real estate transaction over the years, the listing presentation still reigns supreme as a critical component of a real estate agent’s success. While certain tried-and-true factors still play a starring role in the listing presentation—i.e., the comparative market analysis, the agent’s personality—new components are catching the eye of prospective homeowners and elevating presentations to a new level.

RISMedia recently surveyed its readers to uncover what formulas work best in creating a winning listing presentation. From different presentations geared toward different markets to mapping out a strong marketing strategy, agents are focused on making a solid connection with home sell(continued on page 33) RISMedia’s REAL ESTATE July 2016 31

Different Markets, Different Presentations?

Yes

60

No

40

%

%

“A listing presentation should be universal with very little changes needed.”

“Past clients get a different perspective than new clients. Price point/features dictate marketing focus, so those get different presentations, as well.”

Most Popular Formats

77% Hard Copy

Laptop

Tablet

32%

88%

will leave a listing presentation behind and/or email a link to a digital format.

23%

Other listing presentation formats included email, phone calls, video and a “smiling face” :)

How Much of Your Listing Presentation Is...

None

All None

6

%

30

Half

18

%

%

25%

< than half

21

%

6

%

38%

6% 11% 12%

1-5

25% Most

Generated by an Automated Program?

32 July 2016 RISMedia’s REAL ESTATE

> 15

6-10

Additional Pages Added by You?

None

Most

3

%

11-15

31%

All

26% Half

All

14% 26% A Few Pages

Original Content?

What Part of Your Listing Presentation Is Most Compelling to Sellers?

1 My strategy for marketing their home 2 The comparative market analysis 3 My personality and communication skills 4 Information/statistics related to pricing strategy 5 Local market information/statistics 6 My resume, including awards and accomplishments 7 Helpful information on how sellers can get their home ready for market 8 Information that shows the strength of my brokerage and/or brand 9 Information on the technology I utilize

What Sets Your Listing Presentation Apart?

23% 21% 16% 16% 9% 7% 5% 4%

Simplicity of how the information is presented My presentation skills My pricing and marketing strategy Other Customized information I add in The amount of research/charts/statistics Quality of graphics and the overall design My knowledge of how to implement technology

What Would Improve Your Listing Presentations?

Better technological savvy 29% Better design 26% More streamlined information 26% Relevant articles/information on selling your home 25% Better statistics/charts 23% Infographics 22%

© 2016. All rights reserved. Property of and copyrighted to Relocation Information Service, Inc. This content may only be used by RISMedia Automated Content Engagement (ACE) subscribers in good standing according to the agreed-upon terms and conditions of service.

ers and setting themselves apart from the competition.

The biggest competitive differentiator path forward? Content.

Survey respondent Paul Aspelin with Beyond Homes Realty in Victoria, Minn., for example, creates a listing presentation that is 100-percent original content. “My listing presentation is a compilation of 15 years and hundreds and hundreds of listing appointments to get it to what it is today,” he says.

“It has evolved with my career.”

According to survey results, the majority of respondents (31 percent) report that most of their listing presentations are comprised of original content. Not only does this help distinguish an agent’s listing presentation from others the seller may be seeing, it positions the agent as a source of valuable real estate and community information.

“I include recent articles and infographics as well as brokerage materials,” reports Barbara Hughes with RE/MAX Village Square in Montclair, N.J. Adding original content also helps agents convey their unique voice. “Most of the seller presentation was put together by Berkshire Hathaway HomeServices, but I’ve customized a lot of it to say what I want it to say,” says respondent Kenneth Bennett with Berkshire Hathaway HomeServices Florida Realty.

Take a look at our survey results in this infographic, then let us know how you’ve made your listing presentation unique by emailing realestatemagazinefeedback@rismedia.com. RE RISMedia’s REAL ESTATE July 2016 33

“The strategic repositioning of CENTURY 21® will drive the next decade of change, innovation and growth for the brand.”

34 July 2016 RISMedia’s REAL ESTATE

with Purpose CENTURY 21® Strategically Positioned for Change, Innovation and Growth

by Paige Tepping

F

IVE YEARS AGO, Century

21 Real Estate launched its SMARTER. BOLDER. FASTER.® brand campaign, focused on updating the industry’s perception of the 45-year-old real estate brand, one of the originators of the franchisor/franchisee model.

Today, the global powerhouse has a lot to be proud of as it celebrates the second-year sweep of the annual J.D. Power Home Buyer/Seller StudySM for 2014 and 2015 with the “Highest Overall Satisfaction for First-Time and Repeat Home Buyers and Sellers.” Not only does C21® remain the industry leader in consumer preference and awareness, the company is also rapidly becoming the brand of choice for industry professionals as well.

The combination of a broker- and agent-centric value proposition and

a focus on one of the company’s core values of delivering the highest standards of quality service throughout the consumer’s decision-making journey, has helped keep System members front and center in the hearts and minds of today’s consumer. The numbers speak for themselves. In 2015 alone, the company welcomed 497 new offices globally, with 405 new offices in the international markets and 92 new offices in core and strategic markets here in the U.S., including: Alaska, Arizona, California, Colorado, Florida, Georgia, Louisiana, Massachusetts, Mississippi, Michigan, North Carolina, Pennsylvania, Texas, Vermont, and Washington.

The brand’s 2015 performance growth was significant, and halfway through 2016, the C21® System is well on its way to having another record-setting year of growth. As President and Chief Executive Officer Rick Davidson proudly states: “We have

developed our momentum through a keen focus on the value of our platform and quality of local market affiliates. The people affiliated with the CENTURY 21 brand are by far the System’s most valued asset as we grow our iconic global brand.”

An integral part of having earned the trust of consumers and confidence of real estate entrepreneurs began when Davidson and his leadership team developed and deployed a fundamental strategy that turned the heads of many people across the industry. The company spent countless hours focused on the market’s perception of local affiliates within its existing franchise base in virtually every primary, secondary and tertiary market in the U.S. Davidson personally visited hundreds of offices and interviewed competitors, ancillary service providers and other industry professionals to assess and understand how the brand was viewed in the local marketplace.

RISMedia’s REAL ESTATE July 2016 35

Ultimately, CENTURY 21 made the difficult but strategic decision to part ways with hundreds of affiliates in the U.S. alone. Now, six years later, the end result of this strategy to “prepare the landscape” is that the organization is affiliating with companies that are able to meet operating standards in a manner consistent with the C21 franchise system’s core values who can uphold the professionalism, honesty, integrity, and the highest standards of quality service associated with the CENTURY 21 brand.

“As a leading global franchisor, eliminating franchisees during the deepest downturn in the real estate industry since the Great Depression was a difficult decision, however, one we knew would pay significant dividends in years to come,” says Davidson. “We believe that quality,

A Record New Franchise Affiliation On April 20, 2016, Century 21 Real Estate LLC announced that Southern California’s Troop Real Estate joined the CENTURY 21 Franchise System by entering into a partnership with Midvale, Utahbased CENTURY 21 Everest Realty Group. Troop, a 29-year unaffiliated brokerage with 550 agents and 14 offices in and around Ventura and Los Angeles counties, is now operating as CENTURY 21 Troop Real Estate. Led by seasoned management teams, the combined entity of CENTURY 21 Troop Real Estate and CENTURY 21 Everest Realty Group now consists of approximately 1,100 sales associates in 18 offices (4 in Utah and 14 in California).

36 July 2016 RISMedia’s REAL ESTATE

not quantity, is far more important in establishing the CENTURY 21 brand as the brand of choice for real estate consumers and industry professionals alike.”

Davidson adds, “We knew the risk going in that our competitors would use our strategy against us as we weren’t publicizing our long-term objective. It was a tough several years, but today, we are well-positioned for continued growth and expansion throughout the U.S. and around the world.”

As a former commercial real estate sales professional, Davidson knows the value of proper due diligence. He personally interviews every new franchisee considering joining the System and analyzes not only the prospective affiliate’s market position and opportunity for growth, but as importantly, their human capital

as a means of remaining steadfast in affiliating only the best companies, ensuring a proper fit between the owner(s) and the brand. There is also a focus on the opportunity to increase sales associate productivity and to growing profitable marketshare. Not only are franchisees of the CENTURY 21 System now operating in once dark and underperforming global markets, many existing members of the broker franchise network are experiencing tremendous office and sales associate growth.

So, let’s visit with the people—the “assets”—who are realizing significant growth within the CENTURY 21 System and, like their peers, are SMARTER. BOLDER. FASTER.® in their approach to making a difference for homebuyers and sellers, and in the communities in which they live and work.

CENTURY 21 Affiliated, Madison, Wis. Broker/Owner(s): DAN KRUSE Office Count Growth: 75 PERCENT “The value proposition of the brand is clear: we are in the sales associate business. Our shared goal is to help affiliated sales associates better serve clients, communicate more effectively, and build short- and long-term relationships. In doing so, we leverage the assets provided by the CENTURY 21 System and put our affiliated agents front and center in our marketing and advertising efforts, first-class learning opportunities, and in the suite of tools and technologies they can use to stay in touch with contacts, nurture relationships, capture repeat and referral business and stay ahead of the competition. The outcome is that they are increasingly being noticed, liked, and talked about by industry peers as well as appreciative real estate consumers. Of course, our office managers are supportive of this strategy, as it helps them run more successful businesses and attract the attention of other companies and sales professionals who want the value proposition we are delivering to the market.”

The C21 Brand Market Momentum

CENTURY 21 Everest Realty, Midvale, Utah Broker/Owner(s): GEORGE MORRIS/JOHN CIET Increase in Number of Sales Associates: 69 PERCENT (EXCLUSIVE OF TROOP PARTNERSHIP. SEE SIDEBAR.) “Our affiliation with the CENTURY 21 System allows us to not only grow our market presence beyond what we could have alone, but, more importantly, we are able to look outside our base markets for accelerated growth and to make bold, strategic moves like the partnership we announced this past April with Southern California’s Troop Real Estate, a 29-year unaffiliated brokerage with 550 agents and 14 offices in and around Ventura and Los Angeles counties in California. We believe that what helps us grow is what separates us from the competition: the C21 value proposition of personalized attention, growth orientation, and the highest quality of professional service to our affiliated sales associates and, in turn, to the clients and customers they serve. Our internal systems, coupled with the C21 platform, are agile and dynamic enough to stay ahead of the evolving industry while helping sales associates affiliated with our company earn the affinity and trust of home-buying and -selling consumers in the marketplace.”

CENTURY 21 North Shore, Peabody, Mass.

Broker Owner(s): JIM D’AMICO Office Count Growth: 90 PERCENT “We love the SMARTER. BOLDER. FASTER.® vision and what it means for consumers and sales associates. First, it provides for a System that is built to consistently evolve with its affiliated professionals, to move with global real estate markets and to adapt to technological innovation, which are all necessities to not only thrive and remain competitive, but also allow for making growth a strategic priority. Second, by its very nature, SMARTER. BOLDER. FASTER.® is all about providing our affiliated sales associates with the tools and technologies to find, understand and build relationships—both offline and online—with today’s diverse home-buying and -selling consumers. Lastly, we have been privileged to work with a corporate headquarters team that creates a strong foundation for success by focusing not only on innovation, but also a partnership-oriented approach with us and our customers and clients, which frees me and my leadership team to execute on future growth opportunities.”

Following is a list of new companies who selected Century 21 Real Estate as the best platform for their affiliated agents, their market, and their growth and long-term success in 2015, and for the first quarter of 2016.

CENTURY 21 Adams Lawndale, Belmont, Mass.

CENTURY 21 Asa Cox Homes, Painesville, Ohio CENTURY 21 Blue Marlin, Destin, Fla. CENTURY 21 Bob Leigh and Associates, Jackson, Miss.

CENTURY 21 Capital Brokers, Aventura, Fla. CENTURY 21 Capstone Commercial Group, Gastonia, N.C. CENTURY 21 Champions, Downey, Calif.

CENTURY 21 Connect Realty, Roswell, Ga. CENTURY 21 Cornerstone, Wayne, Pa. CENTURY 21 Emerald, Wilmington, Del. CENTURY 21 Equity Realty Plus, Brockton, Mass.

CENTURY 21 First Choice, St. James, Mo. CENTURY 21 Innovative Realty, Jersey City, N.J. CENTURY 21 J. Bolos, Irmo, S.C. CENTURY 21 Kierman Realty, Randolph, Mass.

CENTURY 21 KoRes, Weston, Fla. CENTURY 21 KR Realty, Lawrence, N.Y. CENTURY 21 Meridian Realty, Fayetteville, Ga. CENTURY 21 Metro Brokers, Davison, Mich.

CENTURY 21 Northwest Realty, Kirkland, Wash.

CENTURY 21 Patriot, Fayetteville, N.C. CENTURY 21 Peak Commercial, Woodland Hills, Calif.

CENTURY 21 Peak, Woodland Hills, Calif.

CENTURY 21 Platinum Partners, Atlanta, Texas CENTURY 21 Premiere Real Estate, Columbus, Ga. CENTURY 21 Realty Associates, West Bridgewater, Mass.

CENTURY 21 Realty Pros, Jacksonville, Fla. CENTURY 21 SELA, New Orleans, La. CENTURY 21 Seven Oaks Realty, Wesley Chapel, Fla. CENTURY 21 Smart Realty Group, Staten Island, N.Y. CENTURY 21 Strayer & Associates, Inc., Cresson, Pa. CENTURY 21 Thomson & Co., Red Bank, N.J. CENTURY 21 Toma Partners, Phoenix, Ariz.

CENTURY 21 Top Realty, Houston, Texas CENTURY 21 Transcendent Realty, Medina, Ohio CENTURY 21 Trenka Real Estate, Denver, Colo.

CENTURY 21 Troop Real Estate, Simi Valley, Calif.

CENTURY 21 Universal Luxury, Fort Lauderdale, Fla. CENTURY 21 University Realty, Loma Linda, Calif.

CENTURY 21 Veterans, Levittown, Pa. CENTURY 21 WC Realty, Wellington, Fla. CENTURY 21 Wieder Realty, Pompano Beach, Fla. CENTURY 21 World Connection, Miami, Fla.

Internationally, the CENTURY 21 System welcomed 405 new franchises, and the following new territories: CENTURY 21 Croatia CENTURY 21 Macedonia CENTURY 21 Montenegro CENTURY 21 Slovenia CENTURY 21 United Arab Emirates - Dubai

RISMedia’s REAL ESTATE July 2016 37

CENTURY 21 Blue Marlin, Destin, Fla. Broker/Owner(s): JERRY SULLIVAN AND JOHNATHAN HUGHES “We have a System in place that helps us become a trusted resource and a knowledge-base that consumers have come to rely on. We respect and value the fact that most consumers we help guide through the transaction process are making the single largest purchase of their lifetime. So, a key that works to separate the CENTURY 21 brand from other real estate companies is that our value proposition is not only grounded in assisting in the overall business growth and success of affiliated sales associates, but it is also focused on the families, individuals and communities in which we live and work.

For example, CENTURY 21 has raised in excess of $114 million for Easter Seals, the brand’s philanthropic partner since 1979. In today’s sociallyconscious world, where consumers seek out and choose to partner with companies that reflect their values, it’s yet another difference that helps separate us from the competition.”

CENTURY 21 Northwest Realty, Kirkland, Wash.

Broker/Owner(s): CHAD STOREY

“Access to the comprehensive suite of technology and tools provided by the CENTURY 21 System is certainly a primary driver for the success of affiliated sales professionals, but it is also the cache of affiliating with a brand that holds a continued position as the leader in consumer awareness, and its reputation for focusing on the importance of its people to deliver outstanding customer service. That’s why we have been able to grow so quickly as CENTURY 21 Northwest Realty. That said, as a broker, I can assure you that having a partner and leader like Rick is a definite value-add for us. We are excited to partner with a company who shares in our passion for real estate and the people we serve. The work of his team helps to ensure that we have access to a System that molds with the needs of our affiliated sales associates, giving us the ability to structurally evolve and adapt to new technologies and consumer preferences (and demands). The brand’s collective vision, stability and consumer-centric approach to business has helped us beat the competition to market and anticipate innovative change like the movement to smartphones, digital devices and big data analytics. Competition is fierce and no matter the volatility of the real estate market, we are uniquely positioned to stay aggressive and add marketshare. That’s the CENTURY 21 brand in a nutshell: growth for us as franchisees, and helping to engage, connect and validate the decisions of real estate consumers.”

For more information, please visit www.century21.com.

38 July 2016 RISMedia’s REAL ESTATE

Sales Associate Growth throughout the C21 System In addition to the companies recognized in the main article, there are several other notable CENTURY 21 System offices who have realized significant increases in the number of sales associates since December 2013 (by total number of offices). They are: CENTURY 21 Martinez & Associates, Las Vegas, Nev.: 227% increase CENTURY 21 Olympian, Houston, Texas: 170% increase CENTURY 21 Carioti, Orlando, Fla.: 145% increase CENTURY 21 Alliance Realty Group, Wappingers Falls, N.Y.: 90% increase CENTURY 21 Judge Fite Company, Dallas, Texas: 48% increase CENTURY 21 Redwood Realty, Ashburn, Va.: 44% increase CENTURY 21 Northshore, Peabody, Mass.: 40% increase CENTURY 21 Beggins Enterprises, Apollo Beach, Fla.: 37% increase

CENTURY 21 Redwood Realty: A Manifestation of the Brand’s Culture

CENTURY 21 Redwood Realty, led by co-founders Edward Berenbaum, Shawn Milletary and Nick Pasquini, is one of many companies in the CENTURY 21 System that personifies the brand’s SMARTER. BOLDER. FASTER.® culture. Redwood’s visionary approach to real estate leverages their agents’ local knowledge to connect with consumers—both in person and online via their 2,800+ neighborhood, school and “live near” profile pages. Their state-of-the-art offices with contemporary work spaces and “homey” touches like fireplaces, cafes and foosball tables promote collaboration. Redwood is making a difference by creating a client-focused company along every consumer touchpoint in the real estate transaction process.

He’s perfecting his signature marinade tonight because he called Stewart Title 10 years ago.

When he’s not helping clients find the perfect homes, Robert loves to entertain, and he was looking forward to firing up the grill for his friends this Saturday. Then we contacted him about a hidden lien on his latest transaction. In the 10 years he’s worked with us, we’ve always used our expertise to keep Robert’s deals moving, so our discovery had him worried – for about five seconds. Then we told him we’d already found a creative solution to clear the issue prior to closing. And that meant happier clients for Robert – and some extra time to perfect his marinade recipe before his big weekend cookout.

To see how we can help you close your deals, visit stewart.com/ris2.

© 2016 Stewart. All rights reserved.

{Rising Stars} Boise, Idaho

When Marketing Is Top Priority

by Lesley Grand

Jeff Martel

Broker/Owner Better Homes and Gardens Real Estate 43° North Years in real estate: 9 Region served: Boise, Idaho www.43re.com Your Multiple Listing Service consistently ranks your firm No. 1 in the marketplace for per-agent productivity. What does it take to accomplish this?

Jeff Martel: I consider our company more of a marketing company that happens to be in real estate, rather than a real estate company that also markets. Not only do we do all of the marketing for our agents, but we also do the bulk of the advertis-

ing for them. This way, we control the brand image.

When it comes to marketing in real estate, I see it as a threelegged stool. The first leg is that the property has to look good, to present well, and have great curb appeal. The second leg? Agents must be competent, personable, knowledgeable and professional.

The third leg is all about marketing to drive traffic. If all three legs are working, it’s great. What’s more, from a company standpoint, being a really good agent means you connect very well with people. Connecting and networking can often take all day, and well into the evening hours, leaving only the latter part of the evening to set up marketing for new listings. While timeconsuming, marketing plays a huge part in our success, so we take care of this for our agents so they can focus on networking and being a great agent.

What are you most proud of as a manager?

JM: Our culture. We do not have a revolving-door office. Split doesn’t matter—it’s how much money you’re making. We have a horizontal approach to our organization, which means no one is above anyone else. Every agent has a say in the direction of the company. It’s

our tribe, our family—we work hard and play hard. At the end of the day, we’re all working toward the same goal of treating our clients well. Instead of chasing numbers, we’ve been selective as far as the agents we bring in, finding true cultural fits. There’s no backstabbing here. We’re positive and thriving.

I know it’s rare, but I’ve created a place where I like to work.

How do you stay ahead of the competition?

JM: While we have a boutique, intimate feel, we also have the ability to be a one-stop shop, which is especially important to our builders.

Fifty percent of our business is new construction, and the builders we help have a huge team of people with a marketing engine behind them. That marketing component has always been our strategic advantage. Equally important, we cater to our agents. Happy agents equal happy clients.

What is the best business decision you’ve made for your real estate brokerage?

JM: To affiliate with Better Homes and Gardens. Their focus on lifestyle and touching the consumer on so many levels, in addition to all that the brand conveys, is our secret weapon. Better Homes and Gardens is a great company.

They’re never telling us to do something. Instead, they’re always asking, “How can we help?” The partnership is amazing. RE RISMedia’s REAL ESTATE July 2016 41

Be in business for yourself, not by yourself.

With Technology.

Weichert.com is one of the top 5 real estate broker websites* with 41 million visits in 2015.** Weichert® Lead Network connects incoming leads to participating agents in minutes.

Weichert® Mobile App helps consumers find open houses & listings from wherever they are.

Online tools, like our proprietary CRM, make it easy to manage your clients, your marketing and your transactions.

Looking for a change? Ready to take your career to new heights? Join our team.

Call your local Weichert® office today or 800-301-3000, or visit jobs.weichert.com. *Among traditional real estate brokers. Experian Hitwise 1/2016. **Google Analytics, 1/2016 © 2016 Weichert Real Estate Affiliates, Inc. Weichert(® is a federally registered trademark of Weichert Co. All other trademarks are the property of their respective owners.

REALTORS® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCICATION OF REALTORS® and subscribes to its strict Code of Ethics. Each WEICHERT® franchised office is independently owned and operated.

Cookies Can’t Redeem a Bad First Impression Commentary by Desirée Patno

T

hink about your favorite products—your favorite cereal, chips or toothpaste. Whatever the merchandise, we all gravitate toward preferred items that aren’t necessarily the most expensive or even considered the “best” product on the market. This is because when we find something we like—because of the way it works, its appearance or a memory with which we associate it—we care little whether it’s the most economical or superior product on the market.

We buy it because we have a relationship with that brand.

Open houses are meant to help sell a home by attracting agents and potential homebuyers. Therefore, the most important aspect of an open house is getting people to show up and look at the property. But how can you attract the most people?

Brokers and agents have been perfecting methods for vibrant open houses for decades. Attractive signs, online listings, balloons and even chocolate chip cookies and lemonade are all tools real estate

professionals utilize to get people through the door. But what if these techniques don’t work?

Nowadays, you can see everything you want about a listed property online. Virtual tours allow you to make a judgment on a home without ever leaving your living room. What’s the use of good signs and delicious treats when it comes to the superb technology that lies at our fingertips?

The answer to this dilemma is that no matter how advanced technology

becomes, it cannot replace human experience. Being inside a home and feeling it is different, and more impactful, than seeing it on a screen.

You cannot sense a home’s character through a video.

Once an agent or prospective buyer has seen your property online and it has piqued their interest, how do you get them there? They haven’t seen the home, they haven’t seen your signs, and they don’t know about your famous cookies.

This is where the agent, his/her marketing strategy and reputation become the most important factors.

How responsive is your team, and with what do consumers associate your brand? Do buyers remember you as the helpful, courteous agent who answered all of their questions despite the fact they were hesitant and never stopped by the property, or will they recall that you’re hard to deal with and didn’t return their calls?

Authenticity, relationships and personal branding are No. 1. Above all, you need to be aware of how you present yourself and how you’re perceived. This is why good, attentive, loyal customer service is the best practice in everything from listing presentations to open houses.

The way you treat clients is the root of your business, and everything else stems from this source. If you’re helpful and considerate, every aspect of your company—from your advertisements to your balloons— will be associated with this professionalism and clients will seek you out, regardless of your property being the most expensive or your listing photos the most attractive. Cookies will never do more for you than a respected reputation. RE Desirée Patno is founder and CEO of the National Association of Women in Real Estate Business (NAWRB). For more information, please visit www.nawrb.com.

RISMedia’s REAL ESTATE July 2016 43

©2016

{Basic Training}

Massive Actions Create Massive Results

by Verl Workman

W

hat if I told you (and you agreed) that you would not make a single dollar in 2016 unless you achieved double your income goal? That means if your goal is to make $100,000, we move it to $200,000. If your goal is to make $500,000, we move it to $1 million GCI. You’ll either get 100 percent of your new goal, or you don’t get paid any money at all.

How would your behavior, actions and daily activities change in order to guarantee success?

Most of the time, the key to success is not the person or the market, but rather, the activities we focus on each day are those that produce the greatest return on our time investment. I would go so far as to say it’s our massive actions that generate the greatest results.

With the goal of doubling what we believe our value to be, we have to create a very specific plan and execute on that plan. My suggestion is that you create four pillars of income and identify the massive actions required to generate 100 percent of your income goal in each pillar.

Massive Action Examples 1. P ut your open houses on steroids.

• Follow a proven plan for success, beginning with advertising the open house.

• Place multiple signs around the area to drive traffic.

• Deliver flyers to the neighborhood.

• Knock on doors, invite people to attend and prospect for potential sellers.

• Register every attendee.

• Follow up until they buy or tell you to die!

2. Build and work your database at an entirely new level.

• Create a list of friends/sphereof-influence who are most likely to give you one referral a year.

• Talk with them every month.

• Connect with them on social media.

• Host a client appreciation event and invite your top-referring clients.

3. Crank up the internet leadgeneration machine.

• Turn on Zillow, realtor.com®, BoomTown, Commissions Inc., Agentjet or any other high-volume, lead-generation system and drive traffic that will generate a massive amount of leads to these sites.

• Be quick to respond, add value to the conversation and never quit following up.

4. See 20 people belly-to-belly.

• Real estate is a contact business, and if you want to

have massive results, you have to have massive contacts.

Sales trainer Tom Hopkins teaches it best by explaining that you have to see 20 people belly-to-belly every day if you want to have sales success.

• There’s no substitute for contacting, networking and flatout prospecting.

• Track the activities you do every day to create real results, and success will come.

These are just a few ideas that’ll create massive results, but it’s on you to change your behavior and work as if you’ll earn zero dollars if you don’t double your goal. Remember, massive actions today create massive income tomorrow. RE Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com.

To hire Verl to speak at your next event, email events@verlworkman.com.

RISMedia’s REAL ESTATE July 2016 45

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House Prices Inch Higher, Marking 19 Consecutive Quarterly Increases

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ccording to the Federal Housing Finance Agency (FHFA) House Price Index (HPI), U.S. house prices rose 1.3 percent in the first quarter of 2016. This is the nineteenth consecutive quarterly price increase in the purchase-only, seasonally adjusted index.

House prices rose 5.7 percent from the first quarter of 2015 to the first quarter of 2016. This is the fourth consecutive year in which prices grew more than 5 percent. FHFA’s seasonally adjusted monthly index for March was up 0.7 percent from February.

“While the overall appreciation rate was robust in the first quarter, home price appreciation was somewhat less widespread than in recent quarters,” says FHFA Supervisory Economist Andrew Leventis.

“Twelve states and the District of Columbia saw price declines in the quarter—the most areas to see price depreciation since the fourth quarter of 2013. Although most declines were modest, such declines are notable given the pervasive and extraordinary appreciation we have

been observing for many years.”

While the purchase-only HPI rose 5.7 percent from the first quarter of 2015 to the first quarter of 2016, prices of other goods and services were nearly unchanged. The inflation-adjusted price of homes rose approximately 5.6 percent over the last year.

Home prices rose in every state between the first quarter of 2015 and the first quarter of 2016. The top five states in annual appreciation were: 1. Oregon (11.8 percent) 2. Florida (11.2 percent) 3. Washington (10.9 percent) 4. Nevada (9.4 percent) 5. Colorado (9 percent)

Among the 100 most populated metropolitan areas in the U.S., annual price increases were greatest in West Palm Beach-Boca RatonDelray Beach, Fla. (MSAD), where prices increased 16.7 percent.

Prices were weakest in El Paso, Texas, where they fell 2.8 percent.

Of the nine census divisions, the Pacific division experienced the strongest increase in the first quarter, posting a 1.9 percent quarterly increase and an 8.1 percent increase since the first quarter of last year. House price appreciation was weakest in the Middle Atlantic division, where prices rose 0.6 percent from the last quarter. RE For more information, visit www.fhfa.gov.

RREIN RREIN RISMedia’s Real Estate Information Network®

NIERR

RREIN

EMPOWERING NIERR

RREIN

Brokers

NIERR

RREIN

Sales Associates Consumers

Top 10 Purchase Markets for Millennial Homebuyers

A

flurry of financial obstacles and lifestyle choices are stalling the journey to homeownership for many young adults, but becoming a homeowner is currently more feasible in some less-expensive metro areas with steady job growth and lower qualifying incomes needed to buy, according to new research by the National Association of REALTORS® (NAR).

NAR analyzed employment gains, population trends, income levels and housing conditions in the 100 largest metropolitan statistical areas across the country to identify the best purchase markets for millennial homebuyers.

Lawrence Yun, NAR chief economist, says although millennials have made up the largest share of buyers for three consecutive years, sales to first-time buyers and the homeownership rate for young adults under the age of 35 remain depressed at levels not seen in decades. This is despite historically low mortgage rates, escalating rental costs and low unemployment levels among those with a college education.

“Even with potentially higher incomes, prospective millennial homebuyers residing in some of the most expensive cities in the country face the onerous task of paying steep rents while trying to save for an adequate down payment,” says Yun. “However, for those currently living in or looking to move to a more affordable part of the country, there are metro areas right now with solid job growth that offer a smoother path to homeownership.”

The top 10 metro areas NAR identified were chosen for their above-average share of current millennial residents and recent

movers, favorable employment opportunities and relatively low qualifying incomes needed to purchase a home.

NAR’s study found the best purchase markets for millennial buyers currently are (listed alphabetically):

• Austin, Texas • Charleston, S.C. • Denver, Colo.

• Minneapolis, Minn.

• Ogden, Utah • Portland, Ore. • Raleigh, N.C. • Salt Lake City, Utah • Seattle, Wash.

• Washington, D.C. Other markets NAR identified for having promising potential for millennial homebuyers include:

• Boston, Mass.

• Dallas, Texas • Des Moines, Iowa • Jacksonville, Fla. • Nashville, Tenn.

According to Yun, during the early stages of the economic recovery, some of the largest metro areas— New York and parts of California— were attractive to millennials for their strong job markets, but their higher costs of living made it difficult to buy. Now that many more affordable, middle-tier cities have

“An overwhelming majority of young renters recently said they eventually want to buy a home.”

- Lawrence Yun NAR Chief Economist

mostly recovered from the downturn and are once again experiencing robust job growth, millennials moving to some of these cities will likely realize they’re earning enough to purchase their first home.

“An overwhelming majority of young renters recently said they eventually want to buy a home,” adds Yun. “As long as new- and existing-home supply keeps up to meet demand and holds prices from rising too quickly, these identified areas are poised to lead the way in helping millennials realize their American Dream of becoming a homeowner.” RE For more information, visit www.realtor.org.

RISMedia’s REAL ESTATE July 2016 49

{Strategies}

A Home That Comes with Peace of Mind RELIANT GOES ABOVE AND BEYOND TO TAKE THE STRESS OUT OF THE REAL ESTATE PROCESS

by Paige Tepping

F

or real estate professional Minesh Patel, achieving success in today’s competitive market begins with establishing trusted partnerships, and he found a worthwhile resource with a concierge-style program that helps his clients moving into new homes—interestingly offered by a local electricity provider.

The Concierge program—offered by Texas-based energy provider Reliant—helps to make the moving process easier for clients by giving them access to moving tips and tools that help with setting up other utilities and services for their home. Under the program, with one phone call, REALTOR® clients have a dedicated agent who guides them through the whole process of signing up for electricity service, helping choose among a variety of options offered in a competitive market, ultimately selecting a plan that fits perfectly with their budget and lifestyle.

“It’s very important that we partner with the right service providers,” says Patel, who works closely with Reliant.

Part of NRG Energy, a Fortune 200 company, Reliant is more than just a retail electricity provider. In addition to offering a variety of electricity plans, Reliant goes above and beyond to pave the way for a smooth move for each and every client.

A top broker with RE/MAX Fine Homes in Sugar Land, Texas—a full-service real estate brokerage involved in buying, selling and leasing residential, commercial, investment, farm and ranch properties, acreage and rentals—Patel knows first-hand how complex buying and selling a home can be. In fact, according to Patel, clients typically miss three things during the rush of the closing process: 1) transferring or turning on utilities; 2) coordinating movers in conjunction with the closing date; and 3) updating mailing addresses.

“These areas are often overlooked. REALTOR®clients will most certainly need help with these details,” says Patel, but with Reliant on their side, buyers and sell50 July 2016 RISMedia’s REAL ESTATE

ers can rest assured that nothing will slip through the cracks as they make their way through the home-buying or -selling process.

Having first heard about Reliant when RE/MAX of Texas selected his office as one of the first in the region to implement the program, Patel goes on to explain that his clients have nothing but good things to say about the partnership. The dedicated concierge relationship delivers value for REALTOR®operations and offers guidance to REALTOR® clients during the hectic transition process.

“Our clients absolutely love the convenience, fast service, low rates and dedicated support,” says Patel, who adds that having a large, recognizable name brand and market presence is key to the partnership’s success.

“We want our clients to have peace of mind when it comes to the minor, but important, nuances of moving,” says Patel, and the Reliant Mover Concierges play a large part in achieving this goal. Plus, the program is a free service to the broker and buyer.

“Having a dedicated concierge-style service right in our building makes the home-buying and -selling experience more enjoyable and stress-free,” concludes Patel, who says he can’t imagine the office without Reliant’s presence.

The Concierge program is available in Texas via Reliant (www.reliant.com/refer) and select areas in Pennsylvania via NRG Home, a sister company of Reliant (www.nrghomepower.com).

Education, Reputation and Referrals NAR’S GRADUATE, REALTOR® INSTITUTE (GRI) DESIGNATION SETS REAL ESTATE PROFESSIONALS ON THE PATH TO SUCCESS

by Zoe Eisenberg

A

nyone working in the real estate industry knows how competitive the landscape can be. Whether you’re a fledgling or seasoned agent, arming yourself with the most knowledge possible is essential when it comes to standing out among a sea of rivals. No program positions its participants for success more thoroughly than the National Association of REALTORS® Graduate, REALTOR® Institute (GRI) designation.

With over 25 years of real estate experience, Pat Ohmberger of HOME Real Estate in Lincoln, Neb., understands just how important continuing education is. Having earned his GRI designation within the first two years of becoming a real estate agent, Ohmberger says it set him up for the success he’s been having for the past two-and-a-half decades. “I knew that being new in the business and going up against seasoned REALTORS®, I would need knowledge.”

Knowledge is king with the GRI program, launched nationally in 1967 as a 90-hour program to acquaint new sales associates with the ins and outs of real estate, from general market knowledge to business skills, systems, tools, and more. The program has changed immensely since its early days, but with over 80,000 designees, the GRI remains one of NAR’s most successful designations.

Each state has their own GRI program, which incorporates issues on a national level as well, arming agents with the most industry knowledge possible.

“I knew that if I wanted to be a professional in this business, I needed top skillsets just like a doctor, attorney or any business executive,” explains Ohmberger.

“GRI set me on the path for the journey ahead.”

With the GRI designation, industry professionals develop a solid foundation of knowledge and skills essential for navigating the current real estate climate—no matter what its condition.

Reputation In addition to offering a platform for superior education, taking the time to earn the GRI designation sets real estate professionals apart from the competition by acting as a resume piece; when comparing two agents, one with a GRI designation and one without, potential clients are likely to choose the professional with higher education. By joining a program with a 50-year reputation of top-notch industry know-how, you’re solidifying your chances for success.

Referrals Education and reputation aren’t the only things real estate professionals stand to glean from earning the GRI designation. “Not only has the education provided me the knowledge to better help my clients, but the lasting relationships I have acquired with fellow REALTORS® have resulted in referral business,” says Ohmberger.

The Graduate, REALTOR® Institute (GRI) symbol is the true mark of the committed real estate professional, one who has dedicated themselves to heightening their career by securing the strongest education foundation available.

“Everyone that wants to call real estate their career should be willing to take the time to be a student of GRI and obtain their designation,” concludes Ohmberger.

For more information, please visit www.realtor.org/gri.

RISMedia’s REAL ESTATE July 2016 51

Satisfied Clients Pave the Way to Future Success BUYERS AND SELLERS ALIKE BENEFIT WITH HSA HOME WARRANTIES

purchasing a home during the cold winter months.

“They knew the air conditioning system couldn’t be properly inspected, but they didn’t expect it to go out the first time they turned it on,” says Sieve. “Rather than having it repaired, they decided to replace it and having an HSA home warranty helped reduce the cost.”

by John Voket

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

F

The Ultimate Online Marketing Tool

ounded on the premise of offering agents the programs and sales tools of a large company while retaining the personal touch and streamlined communications of a more intimate corporate culture, Star One REALTORS® opened its doors in 1991. While the firm has grown in size and scope over the years, what hasn’t changed is their dedication to going above and beyond to ensure that their buyer and seller clients are satisfied throughout the real estate process.

According to CEO Mark Meinhardt, one of the contributing factors to the firm’s success over the years is their commitment to educating buyers and sellers about the added value that comes with a home warranty.

Not only does HSA deliver a valuable service to both buyers and sellers, but they also offer an unprecedented level of responsiveness at the corporate level.

“We have been extremely pleased with our relationship with HSA,” says Meinhardt, who points to Kristen Moore—their local representative—as a key player in the equation. “Kristen provides the same level of personalized service we like to give to all of our clients. She is extremely reachable— even during the evening hours and on the weekends—and is great about responding to any questions we have about any areas of coverage.”

For Meinhardt, this 24/7 accessibility to their local rep and the entire HSA team goes a long way toward instilling a level of confidence when talking to buyers and sellers about the HSA home warranty.

“Kristen is extremely proactive about checking the information we input,” adds Meinhardt.

“She is virtually a quality control point person— a real advocate on behalf of our clients.”

In addition to always being there for the firm’s clients, the various plans offered through HSA cover all the bases, no matter the situation.

Star One REALTORS®’ Sandy Sieve recalls a client’s decision to purchase the 7 Star Upgrade package when

52 July 2016 RISMedia’s REAL ESTATE

CONNECTING WITH CLIENTS AND DOMINATING THE WEB WITH HOMES.COM

by Nick Caruso

F

or real estate agents today, having a ubiquitous web presence is the foundation for marketing oneself and conducting business. Having a website an agent can rely on is a must-have component in order to promote listings, properly showcase neighborhood amenities, market highlights and publicize glowing testimonials.

“I started the process with Homes.com in early February and was pleased with the quick response from all parties involved in setting up my website,” says Marian Tankersley of RE/MAX Realty Partners in Morgan Hill, Calif.

“The customer service from the initial contact to the website design to the technical support is great.”

Armed with a Homes.com website, Tankersley has the confidence to send clients to her site that is branded to her and her alone, and with a reputable leader like Homes.com standing beside her, the setup was a breeze.

“The setting up of the website was all done by Homes.com with some artistic input from me. I had very little to do other than approve the color schemes, picture choices and placement, and addition of unique pages,” she says. “I love the fact that I can create pages for the local area, schools, etc. that are not on ‘standard’ websites.”

In addition to pages spotlighting the local area, Tankersley also features information on local demographics to help buyers and sellers find the perfect home.

“I love the drop down pages in the community section that describe the four local areas I serve. It also includes

“The setting up of the website

Leading by Example

was all done by Homes.com with some artistic input from me. I

FLORIDA REAL ESTATE PROFESSIONAL ESPOUSES BENEFITS OF HOME WARRANTY PRODUCTS OFFERED THROUGH AMERICAN HOME SHIELD®

had very little to do other than

by Keith Loria

approve the color schemes, picture choices and placement, and addition of unique pages.”

- MARIAN TANKERSLEY RE/MAX Realty Partners

I

f you want to know why Watson Realty’s Dori Mackoul Dekle, a REALTOR® since 1999 and a broker associate for 11 years in Jacksonville and Saint Augustine, Fla., is a big fan of American Home Shield (AHS®)—a leading home warranty provider—the answer is simple. “AHS helps me keep my clients protected, and therefore, happy,” says Dekle. “Not only does AHS back me up, they help me look good and provide good customer service.”

an overview of Silicon Valley. Many people think Silicon Valley is a geographic place—this gives me a place where I can give my clients a better understanding of the diversity in our area.”

Along with the various local community pages, Tankersley’s site also prominently displays testimonials on the front page, along with the most-used feature: the home search function.

Customer service, however, is the reason why she chose to go with Homes.com.

“The other website designers I spoke to either did not return my calls or were slow to respond…and that was for the initial contact. Imagine how hard it would have been for me to get support.

“Homes.com’s customer service and tech support are very quick to respond and if they do not have the answer to my question, they will either find it for me quickly or refer me to the department that has it. This rapid response was the reason I chose Homes.com,” says Tankersley.

With the breadth of features and functionalities Homes.com offers, Tankersley can not only properly market herself and her services, but she can also control the experience for her clients—and it all starts with educating her clients on the site.

“My website gives me a tool to get information out there and capture the buyers who are casually looking, as well as serious buyers.”

Thanks to her website, Tankersley is dominating her market and capturing the attention of buyers and sellers at the same time. By increasing her online presence and promoting herself front and center, Homes.com has more than proven to be an essential part of her overall business plan.

So impressed with everything AHS has to offer, Dekle has the home warranty added to her listing agreement because she knows it’s something everyone should have. In addition to protecting a seller’s investment during the listing period, an AHS home warranty also protects the buyer after the purchase of a new home.

From air conditioning units to water pumps and even ceiling fans, AHS has all the bases covered.

AHS also offers coverage on undetectable pre-existing conditions, a huge benefit given the plethora of foreclosed homes in Dekle’s local market. “Things can go wrong, and while it doesn’t happen often, it’s usually at the worst possible time,” says Dekle. “When you have a warranty from AHS, you don’t need to worry about these issues. All it takes is one phone call to get them resolved.”

In addition to the 45 years of experience that comes with an AHS home warranty, Dekle can’t say enough about the level of customer service she receives, specifically from her AHS representative Tracey Blalock.

“People sometimes have a false sense of security with service contracts, but that’s not the case with AHS,” says Dekle, who has AHS home warranties on all of her properties, and has since her real estate career began.

In 2015, Dekle sold the most AHS home warranties in her territory, earning recognition from her local account executive. She sells AHS warranties to both buyers and sellers alike, driving the point home that she feels passionate about the coverage and protection provided to her customers. In doing so, all you need to do is look at her business motto, “trusted service, proven results,” which shows that year after year she takes care of her customers, who then become family. RE

For more information, visit connect.homes.com.

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

RISMedia’s REAL ESTATE July 2016 53

{Power Broker Perspectives}

by Keith Loria

Located in the heart of Beverly Hills, Elsa Nelson and her team have their pulse on the luxury market.

Elsa Nelson:

Local Icon, Global Presence It was 28 years ago that noted real estate veteran Elsa Nelson made the decision to assemble the best team of real estate agents she could find, co-founding Nelson Shelton and Associates in Beverly Hills, Calif. Earlier this year, the firm affiliated with ERA to become Nelson Shelton Real Estate ERA Powered.

Victoria Aguilar

“Our philosophy has always been to treat our agents as our clients and not as employees Elsa Nelson or a conduit for the business, and all of our business reflects that philosophy,” says Nelson.

“We have been committed to providing agents the tools and services they need to best serve their clients, and that is the reason our average agent has been with us

VITALS: Nelson Shelton Real Estate ERA Powered

Years in business: 28 Size: 1 regional headquarters with 300 agents Average tenure of agents: 10 - 15 years Number of countries served: 7+ Region served: Beverly Hills and surrounding markets (downtown LA to Malibu) www.era.com/Nelson-Shelton-Real-EstateERA -Powered 54 July 2016 RISMedia’s REAL ESTATE

for 12 years—we have a very experienced team.”

The firm holds a different workshop every Wednesday for its agents geared toward what’s going on in the marketplace, including changes and new ideas that have come to fruition.

“On top of that, we offer a series of webinars so they can follow up at home,” says Nelson.

“Plus, with our new ERA affiliation, we’re able to offer agents new technology, and we’re excited to be on the forefront of Zap (a new, integrated solution connecting consum-

ers), to give our agents something else that no one in our market can provide.”

Nelson’s daughter Victoria Aguilar is now a big part of the management team, working with her mother to ensure the firm stays among the best in the nation. Today, the firm has more than 300 agents and is the largest independent real estate company on the Los Angeles Westside.

“Real estate is in my blood,” says Aguilar. “While I was getting my master’s, my mother invited me to work part-time, and it was

kind of a natural evolution for me. I had grown up listening to both my parents talk real estate, so it became a natural fit for me.”

Being in the heart of Beverly Hills, Nelson and her team have their pulse on what’s going on in the luxury area and surrounding communities. While there’s a shortage of inventory heading into the summer months, the firm is continuing to grow.

“We are a local icon, and our affiliation with ERA is an added bonus to what we’ve already established,” says Aguilar.

“They’ve given us the opportunity to stay who we are, but add the technology and global network they developed.”

Nelson notes that baby boomers are not moving as traditionally as they used to, adding to the inventory decrease.

That means when a listing goes out, it will most likely get multiple offers.

“Recruitment remains our biggest opportunity for growth,” says Aguilar.

“ERA is a big value-add for us. We are able to recruit and expand, move into different areas and maybe even different counties.”

Looking ahead, the firm plans to target the younger generation, seeking fresh, new agents who are excited about the technology that’s available to help their real estate business grow.

Family, innovation and results help set HER Realtors® apart in the market, says Michael Mahon (second from right).

Michael Mahon:

A Strong Core Enables Growth Dissecting the Ohio real estate market in 2016 yields similar results to what’s going on in much of the U.S., notes Michael Mahon, president of HER Realtors®.

“You have a low amount of inventory available, yet peak demand,” says Mahon. “We have been very fortunate in that we are running up in terms of overall sales in both volume and units, and we expect that to continue for the second half of the year as well.”

This has Mahon planning for growth initiatives,

including beefing up the five new offices that have already opened in 2016, and adding a few more as the year goes on.

“It’s important because it helps you get into additional local markets,” says Mahon. “In order to be the recognized, represented, professional authority in the marketplace, we have established office locations in a lot of the midsize communities outside of the metro area.”

According to Mahon, a

lot of what sets HER Realtors® apart has to do with the firm’s core foundation—family, innovation and results.

“Specifically, when we look to family, we are probably the leader in Ohio when it comes to investing in our sales associates’ professional development in terms of training and coaching and helping them provide the highest level of customer service and accomplishing their production goals,” says Mahon.

RISMedia’s REAL ESTATE July 2016 55

VITALS: HER Realtors® Years in business: 60 Size: 59 offices; 1,100 sales associates 2015 sales volume: $2.1 billion 2015 transactions: 11,636 Region served: Ohio www.herrealtors.com

“Our success has to do with our investment in technology, in supporting our agents and helping them grow their business. Our philosophy sets us apart.”

– Michael Mahon President, HER Realtors® “It’s about truly making a difference in people’s lives.”

HER Realtors® breaks its training down into three specific and central plans. There’s a fast-track education series, which includes the normal business practices for newer agents; there’s fast-track coaching, where estab56 July 2016 RISMedia’s REAL ESTATE

lished coaches help identify business plans and goals for agents; and a Catalyst series for education and coaching, where national education speakers are brought in to engage sales associates.

“A lot of the competing brokerages want to be more focused on different narratives in re-

gard to compensation schedules and things of that nature,” says Mahon. “While we are extremely competitive in our overall compensation schedules, our success has to do with our investment in technology, supporting our agents and helping them grow their business. Our philosophy sets us apart.”

While Mahon believes the biggest opportunities for greater success center around continuing to invest time in social media, he encourages his sales associates to stay active on all social media platforms—not only pushing the homes they represent, but showcasing the lifestyle of the communities they represent, as well.

“One of the biggest challenges coming out of the marketplace is that when we are dealing with the associations and the MLSs, we are dealing with such outdated ways of operating businesses and governance in those avenues that it’s continuing to create friction between those conveying the business in the local markets and those looking to restrict the business,” says Mahon. “We feel extremely confident being the market leader in Ohio, and in the next couple of years, are looking to expand outside the Ohio market.”

Mark Woodroof:

Invested in Agent Success

The Greater Houston market started to plateau late in 2015, and Mark Woodroof, managing partner, Better Homes and Gardens Real Estate Gary Greene, feels that as we hit the mid-point of 2016, the market is starting to soften, particularly in the high-end, driven by the apparition of energy jobs eliminated by the price of oil.

“All the jobs that the city created from 2012 - 2014 have been eliminated in 2015 and 2016, and that’s creating some psychological and real impact on how people are viewing things,” Woodroof says. “I would say that the market has performed better than

BH&G Gary Greene Managing Partners Marilyn Eiland (left) and Mark Woodroof (right) flank BH&G RE President & CEO Sherry Chris.

Woodroof, Eiland, and Realogy Franchise Group President & CEO Alex Perriello

VITALS: Better Homes and Gardens

Woodroof and team members

Real Estate Gary Greene

Years in business: 53 Size: 23 offices; 1,042 agents 2015 sales volume: $2.4 billion 2015 transactions: 8,467 Region served: Greater Houston Area www.garygreene.com

the headlines. As I tell my agents, this year will still probably be one of the top five on the board.”

With plans to open three or four new offices this year, Woodroof believes the market will continue to improve in regard to transactions and sales volume.

“We really believe that our company works as a partner with our agents to get results for consumers, and for us, nothing happens at our company unless the client gives approval,” Woodroof says.

“The secret for bringing in new agents is consistent coaching and bringing them through the process

of becoming an independent contractor and being successful.”

The firm offers a Fast Start training series that provides ongoing real estate classes, informative videos and experts brought in to talk about the latest trends in the industry to get agents ready to succeed. Staying relevant is of prime importance to the company.

“We want to grow, and the biggest challenge is coaching and mentoring to get the best leaders—people who will take ownership in what they are doing,” Woodroof says. “On the agent side, it’s showing consumers

that it matters who you choose—just as it does a doctor or a lawyer. There is so much noise out there in the marketplace and we are spending a lot of money to show people what the differences are.

We do radio, TV, social media and all kinds of digital-type things, and the challenge is getting that message out there.”

Woodroof’s biggest piece of advice to new agents is to show up and work from the moment they decide to enter the business.

“If you’re serious about this business, be prepared to spend 60 - 70 hours a week from the first day you come on board,” says Woodroof.

“The thing that will make you successful is to tell

everyone in your sphere of influence that you’re in the real estate business, and are willing to help them. For people who don’t, and want to spend months getting ready, they probably aren’t really comfortable prospecting for business.”

Having been in the real estate game for more than 30 years, Woodroof enjoys bringing others into the business and dealing with customers.

“We believe we’re not just selling a home; we’re helping people achieve dreams,” says Woodroof.

“I believe homeownership is still what people want. I think this is the essence of the American Dream, and we take that seriously.” RE

RISMedia’s REAL ESTATE July 2016 57

New Members-Only Online Mall Offers Cool Gadgets, Trending Technology and Luxury Gifts

by Bob Goldberg

M

ost members of the National Association of REALTORS® (NAR) already know that the REALTOR Benefits® Program offers an incredible collection of members-only benefits. What you might not know,

however, is that a new benefit—Members’ Gift Galleria—was recently added to the robust lineup of partner programs, offering deep discounts on many of the most popular items available for purchase online.

58 July 2016 RISMedia’s REAL ESTATE

Members’ Gift Galleria is powered by membermarketplace™, a leading reseller of popular technology and luxury gifts. Check the site often for new products and great deals from a rotating selection of great brands, including:

Electronics such as smartphones, tablets, computers, televisions, home theatre systems, etc., from Apple, Samsung, Microsoft, Beats™, and more

High-end fashion and beauty brands, including Ralph Lauren®, Tumi™, Jimmy Choo™ and Versace®

Small kitchen and home appliances from KitchenAid®, iRobot®, Keurig®, Dyson, Le Creuset®, Vitamix®, etc.

Fitness and outdoor living from Fitbit®, Lifetime® Products, Coleman®, Weber®, and more The site includes hundreds of specialty items at steeply discounted prices. Some participating manufacturers—including Apple—have agreed to include their entire product lineup.

“There’s no better or more costeffective source for your gifts or personal purchases,” says Kevin Semcken, CEO of Electronics Row, NAR’s partner in creating Members’ Gift Galleria. “We’re able to leverage the collective purchasing power of NAR’s members to deliver these products at significant savings.”

Unbeatable Prices & Rewards Points Discounts appear in the form of “In-

stant NAR Points.” Members also earn rewards points for each and every item they buy, which can be applied to future purchases.

Add up all these savings, and it’s unlikely you’ll find better bottom-line prices for the same products on any public shopping site. Once you join Members’ Gift Galleria, it will become your preferred source for cool gadgets, trending technology, luxury gifts, and more.

Plus, special limited-time promotions are occasionally offered exclusively to NAR members, providing even better prices.

Take advantage of the multiple ways you and your agents can save.

Here’s how:

1. Agent Incentives. Motivate and reward top-performing agents by purchasing points for their personal Members’ Gift Galleria accounts. For example, tell your agents that the first person with five new listings receives 25,000 points (equal to $250). The winning agent gets to decide whether to cash in their points immediately or wait until they’ve accrued additional points from their own purchases.

2. Gifts. Whether you need closing gifts, thank-you gifts, or holiday gifts, it’s easy to select popular items for the health-conscious, the fashionista, the tech-savvy, the neat and tidy, or the early adopter. Take advantage of preferred pricing while also earning points for future purchases.

3. Personal Purchases. Sometimes, the best reason to shop at Members’ Gift Galleria is to buy items for yourself. It’s just another

way you can leverage your NAR membership, saving money on things you need at home and in the office.

More Benefits for REALTORS® In addition to superior prices, the points you earn at Members’ Gift Galleria never expire and can be redeemed at any time (no blackouts) and for any product. Plus, when paying for purchases, you can use a combination of points and other payment options. To welcome you to the program, members who create an account will automatically receive 1,000 rewards points. These can be used right away or saved and used toward a future purchase.

Free shipping is available for many items (including all Apple products) and all purchases over $100. Members are also welcome and encouraged to suggest favorite items to add to the store.

Learn About the Latest Offers When you create a Members’ Gift Galleria account, be sure to opt in to receive the Members’ Gift Galleria email promotions to be the first to know about new products and special sales. To learn more, go to REALTOR.org/GiftGalleria/RIS.

More Member Benefits The REALTOR Benefits® Program is NAR’s official member benefits program, connecting members with savings and special offers on products and services just for REALTORS®.

Program partners are carefully selected, so you can be assured they understand the unique needs of real estate professionals and are committed to your success. Current partner listing and offer details can be found at REALTOR.org/RealtorBenefits. RE Bob Goldberg is senior vice president, Marketing & Business Development, for the National Association of REALTORS®.

RISMedia’s REAL ESTATE July 2016 59

Graduate to a new level of real estate as a GRI.

GRI: advanced education for growing your business Earn the most comprehensive real estate designation.

Whether you’ve been in the business a while or are just starting out, you can expand your knowledge with the Graduate, REALTOR® Institute (GRI) designation.

It’s more than just a designation.

GRI is an elevated educational experience, so you’re learning and improving your business.

Earn the GRI designation and become an industry leader with: • In-depth state and national market knowledge • Progressive business skills • State-of-the-art systems and tools • Expert risk evaluation

Learn more at: realtor.org/GRI

{Business Building}

5 Focus Areas of Successful Brokers

by Geoff Lewis

W

hen smart, dynamic leaders get together and talk through challenges and opportunities they encounter, patterns emerge. Even with different personalities, backgrounds and opinions at the table, it becomes evident that successful people tend to view the fundamentals in a similar way.

Here’s an example. Earlier this year, a few hundred top RE/MAX brokers gathered in Scottsdale, Ariz., for several days of brainstorming, collaboration and feedback. It was a fantastic event that left me encouraged and optimistic. It also revealed some common areas in which today’s brokers shape their offices.

Here are five activities top brokers focus on:

1.

Managing Time In offices of any size, the demands on a broker’s time can be stifling. In fact, the brokers in Scottsdale identified time management as one of their biggest challenges. To make the most of each day, they delegate the small stuff, time-block and concentrate on dollar-productive activities. Some have closed-door “power hours” built into their daily routines. They all agree that prioritizing is essential, and the vast majority of them do their most important work first thing in the morning.

2.

Adding Value Successful brokers understand that in order to attract and retain solid producers, they need to provide irreplaceable value and be able to

$

communicate it effectively. In Scottsdale, I was impressed by how innovative and forwardthinking the brokers were, especially about support services. They know stagnation is a recipe for failure. Great brokers improve their offerings constantly, adding value for their agents and creating a virtuous circle leading to even more sales, recruits and opportunities.

3.

Developing Agents The best offices have an environment of constant, comprehensive agent development. In fact, a broker’s ability to teach agents how to be more productive and close more sales might be the greatest retention tool of all. Brokers who offer systematic, relevant instruction in areas such as prospecting, listing presentations and lead conversion develop better agents and build stronger connections at the same time. One broker at the meeting put it this way: “I commit to the success of my agents every single day.”

4.

Growing Their Business Many of the top brokers view recruiting as a process of becoming a resource for agents and letting the relationship grow from that point.

The approach is more conversation, less presentation.

They also realize that recruiting requires intentional, sustained attention and action. The first step is defining objectives. The second is designing a plan and sticking with it.

5.

Leading by Example Leaders generally reflect their organizations, and vice versa, so it’s no surprise that professional, energized and productive brokers generally attract agents with the same qualities. As a result, core values associated with those traits become embedded in a firm’s culture, mission, vision and beliefs. It’s a winning formula. “Surround yourself with great people, set the bar high and deliver,” one broker said.

Ultimately, being a broker in today’s ultracompetitive industry is difficult, and there are no easy answers.

From what I heard in Arizona, providing value that exceeds expectations—and helps agents achieve maximum success—is clearly the best way to go. RE

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

RISMedia’s REAL ESTATE July 2016 61

THE COMPETITIVE EDGE

Web-based tools that offer insight into buyer demand THINKING OF SELLING? WE HAVE 18 QUALIFIED BUYERS THAT MATCH THINKING OF SELLING? WE HAVE 31 QUALIFIED BUYERS THAT MATCH

TURN YOUR BUYER DATA INTO LEADS, LISTINGS AND PROFITS RIS.GetBuyside.com

Fueling the Referral Pipeline

by Lesley Grand Linda Boehmer, Kelly Boehmer Berkshire Hathaway HomeServices Select Properties

Years in real estate: 15 years newhome construction, 8 years as an agent team Region served: St. Louis and St. Charles County, Mo. www.theboehmerteam.com Your mother/daughter agent team has received major awards in the last three years. What’s the key to your success?

Linda Boehmer: First, it would have to be our commitment to the profession. For us, real estate is a full-time job, not a hobby. It is actually full-time plus. That means we are all-in—and in doing so, we try to stay on top of the major trends.

Kelly Boehmer: The top-flight service we provide our customers is another key to our success. Our business is almost all referral-based. We take great care of clients during the purchase or sale, advocating for them every step of the way. They feel like we work very hard for them.

LB: The third component is the fact that we continue to educate ourselves. We never have a “we-knowit-all” attitude. We try to offer our clients the newest technology and the newest techniques. We strive to always be students of the business.

Where do you spend the bulk of your marketing money?

KB: It is a moving target. We rarely spend money and then remain complacent. We still do some print, but the main constant for us when it comes to marketing is spending

money on presenting our homes in the best possible way.

LB: One thing we do not do is spend money buying leads. As we said, our customers, by-and-large, are from referrals.

What are the benefits of being a mother/daughter team?

KB: Because my mother and I are from two different generations, we are able to offer our clients true diversity. We have two distinct points of view, which means we have most bases covered for the people we serve.

When it comes to your team, what are you most proud of?

LB: We try to stay real and humble.

We see so much ego in this business, and we do not ever want to be that type of team. Kelly and I try to be good co-workers and good industry professionals.

KB: We are very involved in the dayto-day client business and are not afraid to do some of the more mundane tasks associated with real estate, like putting out signs.

LB: And perhaps most importantly, for the last eight years, we have been recognized by Berkshire Hathaway as top contributors to the Sunshine Kids. We give a portion of every listing and every sale to this very important cancer charity. We are proud to be making such a commitment. For us, success is not always about how much money we make, but instead, what we have done to give back to the community and what we feel good about. RE

RISMedia’s REAL ESTATE July 2016 63

{Spotlight}

‘53 Million and One’ Putting a Face on the Immigrant Experience in America by Barbara Pronin

Jerry Ascencio illustrates the Hispanic experience in America in live performances across the country.

64 July 2016 RISMedia’s REAL ESTATE

W

hen the first group of Wells Fargo employees was invited to a presentation co-sponsored by the National Association of Hispanic Real Estate Professionals (NAHREP) and Century 21, attendees expected nothing out of the ordinary—a talk on Latino demographics, perhaps, or tips on helping Hispanic families qualify for a mortgage.

What they didn’t expect was a poignant, inspiring experience.

“The Hispanic market opportunity is a huge priority for Wells Fargo, and Jerry’s live performance of ‘53 Million and One’ illustrates the Hispanic experience in America better than anything we’ve ever seen,” says Brad Blackwell, executive vice president, Wells Fargo Mortgage. “The feedback from our employees has been overwhelmingly positive. It’s an experience we are happy to replicate.”

Scripted by NAHREP co-founder Gary Acosta, and performed by veteran California REALTOR®, past NAHREP president and one-time Mariachi singer Jerry Ascencio, ‘53 Million and One’ tells the powerful story of one immigrant family—Ascencio’s—who came to America poor and undocumented in the late 1960s, and struggled to find social and financial well-being and a piece of the American Dream.

Much like Billy Crystal’s “700 Sundays” or Mike Tyson’s “Undisputed Truth,” the one-man performance blends pathos, humor and flashes of brilliance to tell a familiar story.

“It’s a rags-to-riches story that speaks to every American who has roots outside of this country,” says Ascencio, who was a year old when his parents brought him across the border from Mexico into Southern California. “It’s an immigrant story, an entrepreneurial story, a story that belongs to every family who came to this country from China, from Mexico, from Europe, from Vietnam, from any place else in the world—and let’s be real, how many Americans don’t have foreign roots?”

The production describes how, from a small, rented house in California’s San Fernando Valley, Ascencio’s father, Javier, plied his trade as a gas station attendant while studying to prepare for more lucrative work

as an automotive repairman. His mother, Maria, did part-time factory work to help provide for the family.

In rare off-hours, Javier, a musician and singer who played a variety of instruments, began to supplement income by playing local gigs as a Mariachi singer/musician. He instilled his love of music in Jerry, who often tagged along.

Despite their willingness to work hard, the family could not afford to buy a home.

When he was 15, and an unfocused student, Jerry was sent to extended family in Mexico in the hope that he might apply himself and study for a good-paying job. But American opportunity was top of mind for Jerry, who returned to California two years later at the age of 17, happy to work three jobs at once to contribute to the family pot.

“I worked days in a fiberglass factory,” recalls Ascencio. “I also worked the graveyard shift at a local gas station—and in between, whenever we got a gig, I worked with my father singing in a Mariachi band.”

Then his mother watched a talk show on Telemundo where one of the guests was a successful real estate entrepreneur. “You can do this,” she told Jerry. “This is a business RISMedia’s REAL ESTATE July 2016 65

you’d be good at.”

A natural people person, Ascencio studied for his license, which he earned in short order, and in 1989, he began selling real estate. He was 21 years old.

“Real estate opened another world for me,” he explains. “I was lucky to have the perfect ethnic background—Latino friends and neighbors who knew and trusted me and were eager to own their own homes. I spoke the language, and I was good at my job. I became an overnight success.”

A year later, in 1990, the family bought their first home—a three-bedroom, one-bathroom, bank repossession in Pacoima—for $124,000 with a 20 percent down payment and an 11.25 percent interest rate.

By 1993, at the age of 25, Ascencio had established his own company, San Fernando Realty Mission Real Estate, which today serves the large, multi-cultural San Fernando, Santa Clarita and Antelope Valley regions with more than 50 bilingual agents.

He still serves as the company’s broker/owner and dedicates his vol-

unteer time as chair of the NAHREP Foundation. He is a board member of the National Community Stabilization Trust, founding president of the NAHREP San Fernando-Santa Clarita chapter, and has held numerous leadership roles with the Southland Regional Association of REALTORS®.

He married his wife, Martina, started a family, and focused on his thriving business.

Fast forward to the year 2000, and the founding of NAHREP by successful real estate entrepreneurs Gary Acosta and Ernie Reyes, who envisioned the organization as a needed voice for the Hispanic real estate market and a champion for Hispanic homeownership.

“NAHREP, which now has 40 chapters and more than 20,000 members nationwide, is propelled by a passionate combination of entrepreneurial spirit, cultural heritage and the advocacy of its members,” says NAHREP Chief Marketing Officer Jason Riveiro. “Our mission is, and has always been, to advance sustainable Hispanic homeownership.”

The association, while committed

According to NAHREP Co-founder Gary Acosta, “...in Jerry, I saw the perfect opportunity to use a new medium to communicate.”

66 July 2016 RISMedia’s REAL ESTATE

to empowering the Hispanic community, has grown exponentially in nontraditional Hispanic markets.

“That’s because Hispanics are a uniquely mobile demographic.

They’re willing to move for the sake of better employment, better education, better housing—and NAHREP is committed to educating real estate professionals in every market who serve Hispanic homebuyers and sellers,” explains Riveiro.

Opportunity is everywhere, Riveiro notes. Statistics report that one in every four children in the United States today is Hispanic, and that 21 percent of millennials—the next big wave of potential homebuyers— identify as Hispanic.

Ascencio, meanwhile, a natural speaker, never faltered from his deep commitment to community service or his drive to tell the immigrant story to a wide American audience.

During his 2012 term as NAHREP president, the co-founders got to know him well. They understood his background, applauded his passion, and admired his talent and people skills. It did not take long for Acosta to connect a few significant dots.

“Jerry is an outstanding speaker, proud of his background and totally comfortable in his skin,” Acosta says. “I am always looking for new ways to galvanize our membership and convey the Latino story to a broader audience. I have written speeches before, but in Jerry, I saw the perfect opportunity to use a new medium (theater) to communicate the complexity and triumph of growing up in poverty and overcoming adversity.”

The result was the script of ‘53 Million and One’—written, revised, revised some more and named for the 53 million Hispanics residing in the U.S. at the time the presentation was completed in 2014. (The Hispanic population has now increased to 57 million, but the show retains the original title.)

In his performance, Ascencio narrates a powerful Latino-American tale, weaving together his storytelling skills and Mariachi guitar music to tell the story of a resourceful family with whom so many can identify. The presentation debuted to an audience of thousands at NAHREP’s 2014 National Convention and Latino Music Festival, garnering rave reviews and requests for repeat performances.

“The 60-minute theatrical monologue electrifies audiences because it spotlights the common challenges, experiences, and aspirations that bind together the millions of Latinos who call America home,” says Marisa Calderon, NAHREP’s executive director.

Viewing the performance as a great opportunity to bridge barriers and celebrate cultural differences, Century 21 became a national sponsor of the project, kicking off a 25city tour, adds Calderon.

To date, as increasing emphasis is placed on cultural diversity as part of the American experience, ‘53 Million and One’ has been seen and applauded by more than 12,000 individuals and 40 banking, real estate and other corporate audiences,

including Freddie Mac, Pulte Homes and Quicken Loans. More performances are on tap nationwide, and more are being scheduled as word of the show’s dramatic and vital message filters through the real estate industry.

“Hispanics aspire to the American Dream perhaps more than any other group,” Ascencio says. “Together, we have nearly $2 trillion in purchasing power, and we want to contribute to the communities in which we live— as entrepreneurs, as PTA members, through Neighborhood Watch, as consumers, and as homeowners.

We see this show as a testament to our common goals and the search for economic opportunity.”

Ascencio, his wife and their three sons, Jerry Jr., 22, Alex, 18, and Adrian, 14, have made the show a family commitment, traveling together as often as schedules permit. They handle wardrobe changes, manage stage directions, and even strike sets for the moving production.

“We’re a close-knit family, all three generations,” says Jerry Ascencio, Jr., who, in his ‘day job’ is a REALTOR®in his own right and sales manager in his father’s San Fernando

brokerage. “We’ve always spent a lot of time together, and we support each other’s goals and ambitions.

Traveling with dad to do ‘53 Million’ has been a great experience for all of us. We feel we are part of something bigger than ourselves and something that’s very worthwhile.”

The traveling production is also very much a part of NAHREP’s larger goal—promoting the entrepreneurial spirit, the cultural heritage, and the advocacy of its members in the mission to advance sustainable Hispanic homeownership.

“By 2020, Hispanics will be a key driver in the first-time homebuyer market, comprising as much as 55.5 percent of all homebuyers,” Riveiro reports. “NAHREP members are an important link to this trend, and we encourage real estate professionals in every market to join us—and our real estate and financial partners— in enhancing our value as trusted advisors to the Hispanic mega market.”

For his part, Ascencio remains committed to the dual role he plays as leader of the real estate empire he founded and troubadour in support of a cause.

“The term ‘real estate,’ when you say it in Spanish, translates as, ‘rooted asset.’ That is a term that speaks to my heart,” he says. “Helping immigrant families put down roots in this great country is a calling that moves me every day.” RE For more information please visit nuevolatinotours.com.

RISMedia’s REAL ESTATE July 2016 67

{Broker Best Practices} Working Together to Thrive and Grow

by Zoe Eisenberg

Joyce Delery License Partner & Sponsoring Broker

Anne Delery Comarda

License Partner & Associate Broker

Marty Brantley License Partner Engel & Völkers New Orleans New Orleans, La.

Region served: New Orleans Average time on market: 24 - 28 days Average sales price: $240,000 Top tip for thriving in today’s market: Be innovative and responsive to the evolving needs of agents and clients.

What do you like most about working in real estate?

Joyce Delery: Making a difference in people’s lives.

From helping clients move to the next chapter in their lives, seeing a small child’s excitement as they pick out their bedroom in their new home, to helping a brother and sister sell the family home they grew up in as their parents retire and downsize, I enjoy being able to make an emotional part of someone’s life as smooth as possible.

What is your secret to effective time management?

Marty Brantley: We each manage our time differently, but what makes our individual approaches effective is being able to see when a teammate is struggling so we can pitch in to help each other complete the task at hand.

How do you keep your marketing strategy relevant?

MB: Our marketing strategy is designed to achieve or support two goals: 1) staying in front of our primary client base and former clients; 2) creating awareness and a connection with targeted demographics we believe provide an opportunity

68 July 2016 RISMedia’s REAL ESTATE

for growth. We constantly monitor our local media outlets for unique placement opportunities that allow our company to stand out and, where possible, assess the results of a campaign as it occurs. We also believe each marketing campaign or placement should be unique to the audience it’ll be in front of. For example, our advertising in a few key local magazines is designed to tell the story of our company and the Engel & Völkers brand, rather than promoting a particular listing or home.

How does your company stay flexible and current?

JD: We’re not afraid to try new things or adapt our roles in order to continue to thrive and grow. By having three license partners, we’re able to lean on a wider array of leadership skills and our collective breadth of past experiences in other industries.

This sets us apart from many of our competitors who may be limited to the strengths and skills of a single managing partner’s experience.

How do you keep your agents motivated?

Anne Delery Comarda: We recently concluded our annual “Run for the Roses” sales contest. We track transactions from Mardi Gras to the Kentucky Derby and assign a point value for each transaction—listing, sale, lease, under contract—and have an awards ceremony the week after the Derby. We divide our advisors into four teams, and we have team awards and individual awards with prizes varying from iPads to company-branded merchandise.

We also believe in celebrating as a family—from a summer lobster boil to our annual holiday party.

Looking Ahead to Build Future Success

by Lesley Grand

Bruce R. Tucker Broker/Owner Berkshire Hathaway HomeServices Elite Real Estate Orem, Utah

Region served: South Salt Lake City and Utah County Years in real estate: 22

Number of offices: 4 Number of agents: 163

In 2015, you were named REALTOR® of the Year by your local Association of REALTORS®. What does it take to distinguish yourself in order to stay ahead of the competition?

To be a leader in the real estate industry, you have to educate yourself. One way I do this is by keeping an eye on what my peers in bigger markets are doing and adopting those practices before anyone else. In addition to constantly reading, I attend a lot of conferences, as well. In the end, it’s all about knowing what’s coming down the pike.

You’re known as being an innovator in the industry. Can you talk about some of your technology best practices?

I was fortunate enough to have been ahead of the curve in terms of building internal efficiencies and practices such as single entry capabilities to help REALTORS® communicate better. Today, it’s all about finding better ways to promote and target properties to the right audience, something we’re finding a lot of success with since affiliating with Berkshire Hathaway HomeServices. In fact, their Mobile Ad Dashboard allows us to market properties to prospective buyers in specific geographic locations. For example, we recently listed a home that people in Newport Beach, Calif., would love.

Thanks to the Mobile Ad Dashboard, I was able to grab the listing through the MLS, create an ad and then push a button to deliver the ad to cellphones in the Newport Beach area. This app has been a game changer, and the early results have been great.

What would your agents say is the best thing you do for them?

I’m always there for my agents. Not only do I know them all personally, I know their families and I have their backs. A group of agents recently gave me a toy fire engine and fireman’s hat because it seems I’m always putting out fires.

What are the keys to being a great sales manager?

Real estate is a great occupation. It’s the American Dream. After all, we have the privilege of helping

people buy a home. For me personally, I care about my people. I try to focus on their success as an agent, while helping them be great people. I love helping people change their lives, and more importantly, I enjoy helping agents be the best they can be.

Skill and Discipline Key to Winning the Online Lead Game

by Paige Tepping

Keith Dunham CEO HomeCity Real Estate Austin, Texas

Years in real estate: 10 Number of offices: 2 Number of agents: 120

You’ve expanded quickly and have a large stake in online advertising. We noticed you doubled down on realtor.com®. How did this start?

As a firm that’s been around for 15 years, not only do we have our own proprietary CRM, we’ve been using pay-per-click internet ads since the beginning. However, as Google kept getting more extensive, we decided to test out realtor.com®. Our in-house customer service team that’s responsible for pre-screening each and every lead in conjunction with realtor.com® has proven to be beneficial.

Since joining forces, our ROI has become two times what we’re spending.

When did you begin to notice that your ROI on realtor.com® was sufficient enough to invest more?

Things started ramping up about a year ago. We’ve gone from getting about 300 leads a month to averaging anywhere between 1,800 - 2,000 leads a month. In 2014, we closed $4 million with realtor.com®, a number that increased to $50 million in 2015. We already have $67 million booked with realtor.com® today (at press time).

RISMedia’s REAL ESTATE July 2016 69

What’s different about the customers you encounter on realtor.com® versus those on other sites?

As far as the leads we’re receiving from realtor.com®, they’re further down the funnel than leads from other sources. While the leads generated through our payper-click endeavors over the years were typically in the beginning stages of the house hunting process, those from realtor.com®are more invested.

One of realtor.com®’s major selling points is their accurate data. Does this help start the conversation off on the right foot?

In comparing and contrasting realtor.com® to a company such as Zillow, I can say that we do less chasing of properties that are off the market. In terms of data accuracy, I can’t say I’ve noticed a difference. Data accuracy means a lot to the consumer, but less to us as a brokerage.

How do you train and coach your agents so that all inquiries are followed up with in a timely manner?

We operate via a team approach. Having spent 16 years with MCI/Verizon where I was responsible for running a call center that employed 1,000 people, I took the same approach when establishing the behind-the-scenes processes at HomeCity Real Estate. The process begins with the customer service team getting leads right away, as long as they’re actively thinking about buying within the next 12 months. Once the lead is pre-screened, it’s routed to the agent. Since we have two developers on staff, we’re able to tweak and modify processes in order to respond to clients quickly and get their needs taken care of.

Have you used realtor.com® within your recruiting efforts?

Realtor.com® plays a large part in our recruiting efforts. When it comes to leads, there are three pillars real estate professionals need to focus on: marketing, selling and admin. The fact that all of our leads are pre-screened and vetted by the time they reach our agents is a key piece of our recruiting strategy. It’s also important to note that we don’t hire new agents at our brokerage. We only bring in those who have been in the business for at least two years and have handled $2 million in product over the last 12 months.

70 July 2016 RISMedia’s REAL ESTATE

Did you get good support from the folks at realtor.com® to get things up and running?

The support we’ve received from realtor.com® has been above and beyond. Since we piecemealed various parts of the program together over time, I was on the phone with my account manager upwards of five times a week during certain parts of the process. The folks at realtor.com® are always available, treating our relationship as a true partnership.

Standing Ahead of the Competition

by Zoe Eisenberg

Ron Shuffield President EWM Realty International, a member of Leading Real Estate Companies of the World® and Luxury Portfolio International® Miami, Fla.

Region served: Miami and Fort Lauderdale, South Florida Years in real estate: 40 Average time on market: 94 days Average sales price: $704,000 Top tip for real estate newbies: Watch the experienced EWM associates around you; a lot can be gleaned.

What are the current market conditions in your area, and how have your agents adapted to meet them?

Our market has been adjusting, especially in the high-end. Inventory of single-family homes exceeding $1 million has increased 46 percent year-overyear, while sales have fallen 11 percent during Q1 2016 compared with the same period in 2015. For condos priced over $1 million, we’ve had a 55 percent increase in inventory for the same period, with sales falling 24 percent during Q1 2016. We’re now seeing a re-balancing of our market values, which is a healthy thing after six great years of great appreciation. EWM sells more million-dollar properties in our market than any of our competitors, and keep-

ing sellers educated is a testament to that. Our associates have adapted in many ways by making sure that our sellers and buyers are knowledgeable when it comes to pricing and market conditions.

How does your company keep today’s buyers educated?

We place a lot of graphs, data and videos within our magazines, other periodicals and online applications, all addressing inventory, value fluctuations and market conditions. This gives our buyers and sellers a good perspective as to where the market is today. Our associates maintain information that buyers and sellers need in order to make an educated decision.

What is the most unique way you have landed a listing?

My involvement in the local community has introduced me to many future customers. If you’re in enough places enough times, sooner or later you’ll be in the right place at the right time. Whether it’s running into someone you haven’t seen in a while or sitting at your son’s baseball game, if you’re not out there, these “coincidences” don’t happen.

In your opinion, what is the winning recipe for real estate success?

Market knowledge, energy and integrity. Our customers, as well as our fellow REALTORS® in the marketplace, know that we spend a lot of effort compiling accurate market data and that we work hard to maintain our energy and enthusiasm to market and promote their properties. But, most importantly, all parties to each of our transactions know they can trust us, and that the advice we’re giving them is the same advice we’d give to our own families. For over 52 years, our EWM associates have laid a reputation of quality, trust and honesty within our marketplace. We take pride in the people on our team and appreciate those team members who came before us. Recently, The Miami Herald surveyed 105 of our competitors, asking who they would use to sell their own home if they couldn’t use themselves. EWM was chosen as the No. 1 company. It was a very gratifying honor for our associates. We couldn’t ask for a testimony better than that.

Building Out a Plan for Success

by John Voket

Simon Chen Chief Operating Officer RealtyONEGroup Irvine, Calif.

Region served: Nationwide Years in business: 11 Number of offices: 70+ Number of agents: 8,000+ Best time management tip: Take a few minutes at the end of each day to identify top priorities for the next day.

Most effective way to motivate agents: Help them build out their personal business plan for success.

Key to staying profitable: If you need to do something repeatedly, automate it.

Can’t live without tech tool: My mobile phone

RealtyONEGroup was recently ranked among the top real estate companies in America. How do you differentiate yourself within the markets you serve?

First and foremost, the No. 1 thing that sets us apart is our “coolture.” If you visit any of our offices, it’s a tangible feeling of cooperation, innovation and fun among our agents, brokers and clients. In addition to coolture, the 6C’s for Success at RealtyONEGroup include care, coaching, connect, community and commissions.

To what do you attribute the firm’s recent growth?

We’ve had great success with our company offices located in California, Nevada and Arizona, so we’re leveraging those best practices, resources and technology tools to rapidly grow our franchise office network. We’re currently in 17 states, with plans to expand throughout the United States and into international markets, as well.

You made a career switch to RealtyONEGroup from an online company. How does it feel to be back in a bricks and mortar real estate enterprise?

It feels great. As a former broker/owner, it became

RISMedia’s REAL ESTATE July 2016 71

apparent that the one-to-one connection between the agent and client is missing due to the proliferation of online real estate portals. At RealtyONEGroup, we not only emphasize that connection, we view it as the most important thing we do every day.

Can you talk about a few of the unique aspects inherent in RealtyONEGroup’s corporate culture?

It goes beyond just having fun and feeling like an extended family. We also want to make sure we have a lasting, positive impact on our local community. For example, at our recent ONE Summit conference in Las Vegas, RealtyONEGroup not only donated $30,000 to The Shade Tree, we spent the day volunteering at the local shelter, a place for women, children and their pets who have been victims of domestic abuse. It was a very rewarding experience for everyone and is something we do annually on our company anniversary.

You’re on track to open several more offices by the end of 2016. What are the most important things you look for when selecting a new office site?

Geographically, we look for where the population is increasing in an area where homes are in high demand. Once those projections are validated, we assist our agents in opening successful franchises in those areas.

As the original Sellstate broker in Colorado, what made you decide to invest in becoming the regional Sellstate owner for the entire state?

When I saw how Sellstate took the best of all the real estate systems and combined all those features into one company, the decision was easy. For example, Sellstate has the most comprehensive retirement and profit sharing system in the industry.

I’ve never felt more confident in contributing to our agents’ immediate success, and their future success, as well.

Laying the Path for Continued Success

In 2007, you and your team were responsible for one sale per day, being ranked among the Top 50 sales teams in the U.S. What contributed to that success?

by John Voket

Systems and marketing were the two main things that contributed to my team’s success, but my focus is no longer on my sales team. I’m looking beyond where we are today and anticipating where I can assist my agents and franchises to be more successful. My ultimate goal is to help our franchises and agents reach their goals both professionally and personally.

John D. Werkmeister Broker Sellstate ACE Realty Westminster, Colo.

Region served: All of Colorado, plus a brokerage serving San Diego, Calif.

Number of offices: 5 Number of agents: 200 Best tip for getting the right listing price: Honesty always prevails. Pricing is critical; however, each seller has a different goal. Our job is to listen and serve.

Key to working with difficult clients: Make every effort to find out what their motivation is, then work to solve their problem.

Most creative marketing piece you’ve run: We received rave reviews and a steady flow of leads into the office piggybacking off Budweiser with the ad slogan: This HUD’s for YOU! Our agents loved it.

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Can you describe your Cradle to Success program, and why this initiative has been so successful?

I’m the only company in Colorado that can offer an individual pre-licensing education through our online school, helping prospective agents jumpstart their career with our Masters Series training program. This program provides one-on-one coaching for the individual and those interested in building a team. By giving them all the tools they need, I can confidently assist them with the opening of a Sellstate franchise of their own when they’re ready.

This is what sets us apart from other franchises.

We work toward our agents being successful as business owners, not just agents. RE

Retirees Want to Stay in Homes as Long as Possible

10 questions incorrectly.

“This is really going to open a lot of eyes about just how little people moving into retirement with some home equity know about reverse mortgages,” Hopkins says. Other key findings include: 8Despite a strong desire to age in place, only 14 percent of respondents had considered a reverse mortgage, with only one respondent having entered into a reverse mortgage.

8The No. 1 reason (44 percent) people didn’t enter into a reverse mortgage was because they didn’t need it because of sufficient income.

Other reasons, in order, were “too young” (18 percent), “not ready” (10 percent) and “too risky” (9 percent).

A

n overwhelming number of people nearing or in retirement want to remain in their current home as long as possible, according to a survey released by The American College of Financial Services.

The Home Equity and Retirement Income Planning Survey found that 83 percent of respondents do not want to relocate in retirement.

“One very interesting notion was that the desire to age in place increases significantly as you get older,” says survey author Jamie Hopkins, professor of Retirement Income Planning and co-director of The American College New York Life Center for Retirement Income Planning.

“We saw more uncertainty between the ages of 55 and 62. But once we started getting past 62 and you start moving into retirement, we saw that these individuals really don’t expect or want to leave their homes.”

The study also saw almost no homeowners with a strong desire to rent in retirement.

The survey, created to better understand retirees’ attitudes about home equity and housing decisions, also revealed that 44 percent of re-

spondents have considered using home equity in retirement, but only 25 percent feel comfortable spending it as a source of income. It also found that only about 20 percent of respondents felt it was extremely important to leave their home as a legacy asset to their children or other heirs, while 45 percent listed it as not important.

The results were based on surveys of more than 1,000 people between the ages of 55 and 75 with at least $100,000 in investable assets and $100,000 in home equity. About 53 percent of participants were male, and 47 percent were female.

7 in 10 Don’t Understand Reverse Mortgages According to the survey, just 30 percent of participants earned a passing grade on basic knowledge about reverse mortgages. Furthermore, 10 percent of respondents answered all

8Respondents were generally misinformed about reverse mortgages, while holding a slightly negative view regarding reverse mortgages as a retirement tool.

8Respondents thought they were more knowledgeable about reverse mortgages than their knowledge quiz answers suggested, showing some degree of overconfidence and misunderstanding.

Hopkins says financial advisors need to do a better job educating and talking to their clients about home equity. Additionally, products and strategies like reverse mortgages need to be given a second look by consumers and advisors as there are a lot of misconceptions out there.

“Hopefully that’s the biggest takeaway from this survey,” says Hopkins. “Advisors and consumers need to start thinking about home equity, including reverse mortgages, as part of the retirement income planning process.” RE For more information, visit www.TheAmericanCollege.edu.

RISMedia’s REAL ESTATE July 2016 73

The Many Faces of Homeownership:

Beyond Diversity

During RISMedia’s recent Power Broker Forum, association leaders and top brokers discussed building business with key markets.

by Maria Patterson

S

ometimes, even publishers use the wrong words. While the title of RISMedia’s Power Broker Forum at the recent REALTORS® Legislative Meetings & Trade Expo in Washington, D.C., touted “emerging-market business,” we came to realize this was a misnomer. The reality is, these markets have already changed the face of the real estate business.

As co-moderator Gary Scott said, “We’re talking about emerging markets, but I’d like to suggest that they’ve already emerged. Real estate firms better take note of what’s happening.”

During the Forum—officially titled, “Expand Your Horizons, Boost Business: Understanding and Capturing Emerging-Market Business”—a panel of key association heads and brokers offered in-depth insight into understanding and working with the

74 July 2016 RISMedia’s REAL ESTATE

Hispanic, Asian, LGBT markets, and more. The line-up included:

Moderators JOHN FEATHERSTON, President & CEO, RISMedia GARY SCOTT, President of Real Estate Brokerage, Long & Foster Inc. Panelists JOSEPH NERY, President, The National Association of Hispanic Real Estate Professionals (NAHREP) JOHN YEN WONG, CRB, Founding Chairman, Asian Real Estate Association of America (AREAA) JEFF BERGER, Founder & CEO, The National Association of Gay & Lesbian Real Estate Professionals (NAGLREP) DAN FORSMAN, President & CEO, Berkshire Hathaway HomeServices Georgia Properties EDDIE BERENBAUM, President/ Chief Marketing Officer, CENTURY 21 Redwood Realty

“The idea of talking about diversity 38 years ago [when Featherston started in the business] would never have happened,” said John Featherston as he opened the Forum. And while we tend to take a statistical approach to determine what percentage of which demographic and ethnic groups comprise our particular markets, we need to instead realize that the face of every market has changed and is changing further.

“You can slice and dice the numbers,” said Featherston, “but it’s 100 percent of your marketplace.”

“There’s never been a more challenging and more opportunistic time to do what we do,” said Scott. “The changes we’ve experienced in the last 38 months pale in comparison to the changes we’ll see in the next 38 months.”

If you’re at all doubtful about the changing face of homeownership, consider the statistics Joseph Nery shared regarding Hispanics. According to NAHREP’s latest State of Hispanic Homeownership Report, while homeownership among the overall U.S. population trended down in 2015, Hispanic homeownership leapt off the charts, increasing from 45.6 to 46.1 percent that same year.

The other interesting fact Nery pointed out is that while most perceive the Hispanic population to be centered in big metro areas, towns like Omaha, Neb.; Des Moines, Iowa; and Wichita, Kan. are also experiencing high Hispanic population growth.

As Nery said, “We’re growing everywhere. We’re also the youngest ethnic group—the median age is 29.

We are a young demographic leading the housing charge. If you’re not involved, you will be left behind.”

As John Wong aptly noted during the Forum, “Everyone in this room is business-focused and wants to know, ‘How can I make more money?’ You have to have ways for all agents to build business.”

When it comes to servicing Asian

From left to right: Jeff Berger, Dan Forsman, Gary Scott, John Yen Wong, Eddie Berenbaum, Joseph Nery, John Featherston

homebuyers, Wong advised taking note of the differences between Asian clients and Asian American clients—while there is certainly a melding of the two, priorities vary.

For example, new homes and new developments are a big draw for Asian clients. “Being able to own the property and the land is really important to Asian nationals.”

Tactically speaking, Wong advised that since Google and Facebook are blocked in China, utilizing WeChat is essential. “It’s easy to use and it has a translation function, which is enough for basic communication.”

According to Jeff Berger, the priority for LGBT homebuyers is fair treatment. “The great concern is discrimination, either in purchasing or renting, by real estate agents, landlords and neighbors,” he explained. “It’s more important that REALTORS® be LGBT friendly as opposed to LGBT identified—be courteous and respectful.”

It’s also important to understand that “one size does not fit all” when it comes to family formation in the LGBT community, said Berger. “Fiftynine percent of LGBT millennials say they plan to have children—family formation is trending upward as marriage equality makes strides.”

For brokers, getting on board with the changing face of real estate involves cultivating a true sense of understanding.

“You have to learn what’s going on with people,” said Dan Forsman. “In

order to succeed, you need to know why, not how. We have to mirror the communities we serve. How do you embrace diversity? You become more diverse.”

While Eddie Berenbaum recommended hiring agents that speak other languages, he advised checking with your existing team first. “We surveyed our existing agent base and discovered that we had 24 languages spoken in our firm.”

Language proficiency aside, it all begins with education and understanding, and it all starts with the broker.

“It’s extremely important that the broker is educated first,” said Berenbaum. “As a third-generation American, I don’t understand a lot of the cultural differences. You have to approach your hiring with an open mind and focus on recruiting high-quality people.”

“Get informed by facts,” added Forsman, “not by what you’re predisposed to believe.”

Nery agreed, explaining that when it comes to dealing with the Hispanic community, it’s critical to understand the cultural differences. “It’s a sign of respect,” he said. “You don’t have to speak Spanish, but appreciate the differences, and that will come through.”

The overarching goal, said Featherston, is to “better serve the composite market. We need to be the consummate professionals we are all striving to be.” RE RISMedia’s REAL ESTATE July 2016 75

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From Sea to Shining Sea:

Growth at NAHREP Commentary by Nayeli Pelayo

I

n the past year, NAHREP has seen its chapters expand to a grand total of 40 across the United States and into new areas, including Boston, Mass.; Brooklyn N.Y.; Manhattan, N.Y.; California’s Central Valley; Los Angeles’ South Bay and Greater Phoenix, Ariz. The organization has received a high volume of new chapter applications and is exploring unrepresented markets in the Midwest and Southeast.

This growth is tremendous, and an important part of NAHREP’s mission of advancing sustainable Latino homeownership. Noted in the organization’s 2015 State of Hispanic Homeownership Report (available for free download at www. hispanicwealthproject.org/state-ofhispanic-homeownership-report/), access to culturally competent real estate agents and mortgage professionals is important to the Latino community in order to receive adequate assistance with one of the most significant and complex transactions of a lifetime.

A recent NAHREP member survey revealed that 38 percent of respondents had over half of their clients require Spanish as the main language in the home-purchasing transaction.

First-time homebuyers are especially in need of a professional who understands the individual’s unique and culturally nuanced needs.

This makes it clear that a workforce that is representative or has an in-depth understanding of the clients they serve is vital in order to enhance the Latino homebuyer experience and remove barriers to homeownership. Ensuring there are

professional organizations to support current real estate and lending specialists and companies that hire culturally competent experts to serve the Hispanic community is important to safeguard a high success rate in converting renters to homeowners and to achieve home retention.

This is where NAHREP and its local chapters come in. NAHREP chapters are known to host educational and networking events and engage members by providing them with the latest resources needed, including regionspecific information, to succeed in a competitive marketplace. Highlights of great events include NAHREP Chicago’s 5th Annual Success in Real Estate Conference in May, an event that gathered close to 800 professionals who participated in sessions that covered social media marketing, mastering listings, lead generation and other informative topics.

This event received over 25 sponsorships associated with housing, and these key partners were able to connect with NAHREP members during the networking aspect of the event.

Another successful event was North Texas’ Mastermind lunch session, which drew close to 200 attendees, allowing guests to participate in robust, interactive discussions to go over business boosting tactics.

This year, NAHREP expects to have 4,000 guests at its 2016 National Convention & Latin Music Festival (for more information visit www.nahrep. org/convention). Far from being on the sidelines, with rapid growth in Latino population and inclusion of ethnically diverse members and partners, NAHREP has established itself as a unique organization with a powerful force. RE Nayeli Pelayo is the Communications and PR director for NAHREP. For more information, please visit www.nahrep.org.

RISMedia’s REAL ESTATE July 2016 77

{Trending}

Half Empty or Half Full?

Selling into the RMC Market

by John B. Sculley Corporate employers have largely delegated broker selection and management to their RMC partners.

RMCs have always been an important segment in a relocation director’s marketing plan and business mix, but now they are the main tent for the relocation circus, and brokerages that don’t succeed among RMCs will struggle in getting relocation business. A relocation director needs to understand some key differences among RMCs that require different approaches:

Branding. Some conspicuous RMCs have direct affiliations or shared ownership with certain real estate brands and may give preference to co-branded companies in referral distribution, so long as other criteria are met. However, no RMC relies entirely on co-branded/affiliated real estate companies. For footprint and performance reasons, they all need to use additional brokers, as well.

RDs should never write off an RMC as a potential referral source on the basis of brand alone. In fact, branding should drive three different marketing strategies for an RD:

It’s not news among brokerage-based relocation directors that Relocation Management Companies (RMCs) have become the dominant aggregators of corporate real estate referrals. Opportunities for relocation directors to cultivate direct corporate relationships have diminished as the prevalent outsourcing of relocation programs has taken its toll among in-house corporate mobility specialists.

78 July 2016 RISMedia’s REAL ESTATE

1. How can I max out referrals from my own company’s brand affiliation? If we’re an ACME Realty brokerage, how can we build and maintain a referral stream from our sister company, ACME Relocation?

2. How can I grow by using others’ brands against them? My local competitor is an ACME Realty broker and I’m not. RMCs that

compete with ACME Relocation should want to use my firm rather than feeding and promoting their competitor.

3. How can I gain share from brandblind RMCs? Most RMCs do not have owned/affiliated real estate brands or holdings. They select brokerages for qualifications and performance with little regard for brand. How can I best apply and compete for this business?

Pay-to-Play. The revenue stream from real estate referrals is now the primary income source for RMCs— more than client-paid fees and any other revenue sharing. RMCs recognize the need to compensate their real estate partners appropriately, but they have heavy market pressure to capture real estate revenues to underwrite their relocation fee structure. We’ve noted some serious “bracket creep” in RMCs’ referralfee requirements in recent years, with some now taking more than 40 percent of a commission side as a referral fee. Additionally, RMCs may expect their selected real estate partners to contribute significant non-transactional money toward network membership costs, e.g., software adoption, training, cooperative marketing, meetings and/or others.

While joining an RMC’s real estate network can be lucrative and mutually beneficial, an RD should comparison-shop the total cost of ownership for an RMC network affiliation and be satisfied with the value proposition before committing.

Table Stakes. RMCs have high expectations of their real estate partners, just as their clients do of them. To compete for RMC referrals, an RD first needs to be sure that all of the expected assets are in place, including, at the very least: • An established referral management protocol

• A compatible technology platform • Standards and products for typical services for homebuyers, sellers and renters • Company credentials and performance metrics • A panel of qualified and vetted relocation-oriented agents • Robust local market knowledge, content and data • A RD or other business relationship structure to support the RMC as an ongoing client

Referral Path and RD’s Role. It’s important to know that some RMCs do not want the customary relationship with an RD as the brokerage liaison. These RMCs, growing in number, prefer to deal directly with selected agents, claiming that this gains them higher agent experience and quality, greater performance accountability and better communications. (We believe they also try to gain some financial benefits and leverage by eliminating the RD middleman.)

As an RD, you might choose to forgo this agent-direct segment of the RMC market, but why forfeit this opportunity? Couldn’t you instead redefine your point of sale and make your relocation-oriented agents your clients? You could provide fee-based services to your agents in lieu of getting a share of commissions from their RMC referrals. The concept here is that while you may continue to distribute some RMCs’ referrals to your agents, you can also profit from a back-seat role when your agents have direct RMC relationships of their own—by improving their competitiveness and results.

Here are just some ideas for services that agents might buy from their RD: • Relocation education programs • Tutoring for Worldwide ERC

designations (Certified Relocation Professional and Global Mobility Specialist) •A pplication process research and administrative support for your agents seeking to join RMCs’ agent-direct networks •P erformance metrics management, customer surveys and reporting •A gent-personalized marketing collaterals • Collective publicity and promotions for all your relocation agents • L ead-incubator technology •R eferral fee tracking and accounting support • Hosting and introduction events with RMC supplier network managers • New product development and rollouts (Pre-Decision service, Area Orientations for international inbounds, etc.)

• Relocation-oriented web content and apps about your market area (for sellers and buyers) • Ongoing subscriptions to statistical reports of relocation-related data for your market We always emphasize the necessity of reinventing the relocation director function to remain fresh and viable in our rapidly changing industry.

We hope these provocative ideas prompt you to think about the available market more broadly. It’s a good time to explore some new initiatives for selling to and working with different segments of relocation clients— RMCs, and even your own specialized agents. RE John B. Sculley, SCRP, is vice president – managing director, RIS Consulting Group. Please email him your comments and questions at johnsculley@rismedia.com.

RISMedia’s REAL ESTATE July 2016 79

Marketing Essentials to Build Your Business Commentary by Todd Sumney

F

or the last 15-plus years, I’ve been working with real estate agents and brokers across North America to create and implement marketing strategies to build their businesses. The most common factor I find when we begin this process is simple: hardly anyone has a working plan or budget for marketing. This single step is critical because it helps you benchmark success and measure your results.

Getting Started Is Half the Battle Write down how you want to get in front of your existing and prospective clients and identify which marketing venues are right for you. It’s important to know who you’re trying to reach. Do you work a niche (i.e., millennials)? Are buyers your thing?

Do international investors make up a majority of your business? If you write down where, how and the frequency with which you plan on marketing yourself, and how much each item costs, you’ve just created a simple working plan and budget.

Build Your Brand Tactically Make sure your primary client base knows who you are and what you can do for them. For some, that might

mean coming up with a catchy tagline. For others, it could be as simple as asking past clients to write online reviews about your service.

For agents whose brokerages are part of a franchise, it’s valuable to leverage the franchise brand for credibility. Prepare a series of ads or newsletters outlining your skills and what your business stands for and highlight what you can do for the client.

One of the best ways to reach new clients is by utilizing your existing sphere of influence. These people already know you, respect you and understand the value you bring to a real estate transaction.

Another effective means for marketing yourself is every door direct

mail (EDDM). It’s cost-effective to send concrete printed messages to prospective buyers or sellers using targeted mailing lists. Another effective tactic is social media marketing.

To dip your toe into this ever-growing arena, consider it like one giant online cocktail party. You’re going to meet some new people and probably reconnect with others you haven’t seen in some time. Your conversation would be a healthy balance of content that is lightly personal and business in nature. Give people content and information to keep them engaged. If you’re marketing to millennials, keep in mind that 84 percent of them are still active users of Facebook, above all other social media platforms. One way to get in front of this audience is to post about the hottest new restaurants or store openings in your town. You need to give people what they want, and this all comes down to knowing your audience.

Get Out There and Make a Name for Yourself Regardless of your approach to marketing your personal brand and business, you should offer multiple channels for your clients to find you. Imagine if there was only one door into a Division 1 college football stadium. Not only would it be chaos, but fewer people would be able to get into the game. If you only have one channel for clients to get to you, you’re going to have less volume. Present strategic and plentiful opportunities for your clients to find you to establish and grow your business. RE Todd Sumney is chief marketing officer, HomeSmart International. Email him at tsumney@hsmove.com or visit homesmart.com for more information.

RISMedia’s REAL ESTATE July 2016 81

5 Ways to Grow Your Brand Awareness Using Promotional Merchandise Commentary by Jackie Amato

1

Reinforce Your Existing Services Remind potential customers and the community at large of your services and what you have to offer. Send out personalized Just Sold, Just Listed or seasonal postcards proudly displaying your brand. Potential customers will appreciate your recipe or kitchen measurements postcards and calendars, likely keeping the item—and your company brand—on their refrigerator. Your mailings will provide visibility, help increase loyalty, and possibly motivate clients to refer your offers to their friends and families.

2

Introduce and Promote New Services Whether you’re introducing new team members or a new service, increase awareness by promoting them through various platforms. Distribute branded keychains, notepads and magnets to highlight your news at open houses, trade shows, sporting and school events, and fairs in your local community.

3

W

hen competition is fierce and customers are continuously bombarded with products and services, how can you stand out from the crowd? How can you make customers believe that what you offer is superior? How can you gain their trust and loyalty?

Branding is the answer. While good branding can help you stand out and be recognized above the competition, it’s important to remember that branding goes beyond your product or service. It’s more than just a name or logo. Branding incorporates how you communicate with your customers and provide service, as well as how your customers perceive you.

Promote your brand both on and offline. Make sure your brand is visible on your websites and social media posts. Offline, a proven method that companies both big and small have relied on to promote recognition of their brand is the use of promotional merchandise. Whether you’re distributing promotional products at events, conferences or trade shows, you’re building awareness of your brand while reaching out to potential clients and customers.

Here are a few ways to grow your brand awareness with the use of promotional merchandise:

82 July 2016 RISMedia’s REAL ESTATE

Create and Promote a Good Reputation Your reputation can be a very powerful tool for brand recognition. There are many ways to touch lives and make a difference within your community. Our customers include football schedule magnets in their neighborhood fundraiser goody bags, and use our Made in the USA American Flags to help communities celebrate our nation’s patriotic pride. Sponsoring organizations with humanitarian causes is another way to build a good reputation.

4

Help Retain or Recapture Current and Past Customers Stay in touch with current customers and past clients by sending promotional items with your brand name boldly printed on them. Popular items include key holders, pens, writing pads, seed packs and football/baseball schedule magnets. You can also give personalized closing gifts to your clients.

5

Let Your Employees Help Spread Your Brand Name Empower employees by giving them branded promotional items, such as notepads and pens, magnets and calendars, to distribute in their various communities.

People will appreciate these free gifts, and you’ll have a chance to promote your brand.

Promotional products have had a long and successful history of increasing awareness and building up the trust of a brand. Because they’re so varied in nature, the sky’s the limit when it comes to the ways in which promotional merchandise can build your brand. RE

Jackie Amato is customer service manager at RealEstateCalendars.com.

Webinar Recap:

Shining a Light on Agent Technology Adoption

by Paige Tepping

A

s the technology landscape continues to change, keeping up with today’s connected consumers is a challenging proposition. Understanding and aligning with them is a must, but real estate professionals and brokers alike often don’t know where to begin when choosing which technology will have the biggest impact on their bottom line.

And then there’s the issue of agent adoption, a topic that was examined in the latest installment of RISMedia’s Broker Best Practices Webinar Series. Sponsored by ERA Real Estate and moderated by Verl Workman, founder & CEO of Workman Success Systems, “Bet on Buy-In! Proven Strategies for Agent Tech Adoption” took a closer look at ERA’s implementation of ZipRealty’s ZAP platform to provide attendees with a case study for how to promote agent tech adoption.

“Our biggest challenge centered on changing agent behaviors and thought processes,” said Chris Trick, chief marketing officer, ERA Franchise Systems LLC. According to Trick, five key trends are responsible for shaping the relationship between brands and consumers today: 1. Hybrid Service 2. Personalization 3. Transparency 4. The Social Graph 5. The Journey “These trends set the stage for our solution…and facilitated adoption,” said Trick.

As consumers continue to change, there’s the added expectation for their online activity to segue effortlessly into getting the services they need, a movement that’s causing the focus on technology to increase in order to provide real estate professionals the tools they need to engage consumers.

“Today’s real estate consumer is empowered, and they expect personalization,” said Jake Lyman, ZipRealty’s chief product operations officer, who explained the importance of the consumer experience in driving technology adoption for agents.

“Our technology is built with the consumer experience at the center,” said Lyman. From highlyoptimized and engaging agent websites that increase reach and visibility to online consumers to a modern and easy-to-navigate design, the ZAP platform was built with the consumer in mind.

Another key to driving technology adoption among agents? Demonstrating the increased efficiency and effectiveness in managing and maximizing the consumer/agent relationship at every touch point.

“Building a forum/community

where agents can feel like they’re part of the larger revolution of technology change is very valuable,” added Lyman.

In the end, changing behaviors requires a new way of thinking, as well as a new way of doing business—an understanding that laid the foundation for the creation of the ZAP platform as a tool that seamlessly fit into the daily operations of agents.

“We didn’t want to add another to-do to an agent’s schedule, so system integration with existing platforms was critical,” said Wayne Weaver.

An ERA trainer/sales associate with ERA Team VP Real Estate, Weaver explained that another critical piece in championing agent adoption was selecting a ZAP specialist within each office to provide agents a direct connection should they need help along the way.

As ERA approaches 50 percent agent adoption, the key players in the platform’s initial success are looking forward to an even brighter future.

“As we continue to roll out the program, we’re focused on finding solutions to problems people don’t even know exist,” concluded Trick.

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

Visit us at blog.rismedia.com.

Paige Tepping is managing editor for RISMedia.

RISMedia’s REAL ESTATE July 2016 85

{RISMedia’s Great Spaces}

Piano man Billy Joel’s Florida mansion (now for sale) boasts 300 feet of beachfront and 3.8 acres!

by Nick Caruso & Zoe Eisenberg

Billy Joel’s Florida Mansion Hits the Market Billy Joel just turned 67 and is still performing every month at his favorite house, New York City’s Madison Square Garden, which is always sold out months in advance. At a million dollars a month, it’s not a bad gig, and affords him plenty of time to lay back and enjoy life at his Tudor mansion on Oyster Bay at the tip of Long Island’s North Shore where he’s involved in boating. He even has a vintage motorcycle shop where he displays his own collection that he shares with other enthusiasts and the public on weekends.

Joel’s interests also extend in a big way to real estate. He previously owned a Manhattan apartment that he sold to Sting, an East Hampton mansion that he sold to Jerry Seinfeld, another beach house in the Hamptons that he bought from Roy 86 July 2016 RISMedia’s REAL ESTATE

Scheider and sold in 2014, the Sag Harbor house, a house near Palm Beach and the Centre Island house that he bought in 2002. The Palm Beach, Manalapan, Fla., house is currently on the market.

Joel purchased the Manalapan mansion and the lot next door in 2014 for $18.2 million. Both lots run from the Atlantic Ocean beach to the Intracoastal Waterway, resulting in 300 feet of beachfront, in addition to 300 feet on the Intracoastal. Totaling 3.8 acres, the property includes a boat dock. Built as recently as 2005, Joel proceeded to take on a total restoration of the house to give it a more functional floor plan and an open and sunny beach house ambience while retaining its Mediterranean elegance.

Since that purchase, the house has undergone a major multimilliondollar renovation with new baths, flooring, HVAC, upgraded materials throughout (including marble and driftwood) and all new wiring and mechanicals throughout for smart

house efficiency. The interior also has a two-story living room with exposed beams, a stenciled Pecky Cypress ceiling, a large new chef’s kitchen with a barrel-vaulted ceiling made of Chicago brick, and an eyecatching dressing room in the master suite with backlit shoe shelves to showcase his shoe collection. A mix of open and bright island style with traditional bones, the 9,312-squarefoot mansion has seven bedrooms and seven baths. A two-bedroom, one-bath guesthouse is located over the four-car, air-conditioned garage.

In addition to the boat dock on the Intracoastal, there’s also an outdoor pool terrace with pool cabana bath, fireplace and a winding boardwalk to the beach. Water views of the Intracoastal and Atlantic Ocean allow Florida sunshine to fill the house from all directions.

Located between Palm Beach and Boca Raton, the mansion is listed at $27 million, a hefty price tag that includes the entire 3.8 acres, as well as the mansion. The property can

outdoor living with a tennis court, pool and three-car garage with additional parking for six. The landscape is softly lit at night, affording ambiance for outdoor entertaining.

Inside, visitors are greeted with an enormous Colonial-style double staircase with white marble balustrades sweeping down to the grand, chandeliered entrance hall. Adding to its elegance, the dining hall and interlinked living room and breakfast room have panoramic windows, making this European getaway the perfect pied-á-terre.

Upstairs are six bedroom suites, including two masters, with the grand master encompassing two levels. Public rooms are sumptuous with good flow, a new, fully-equipped

also be purchased separately at $19.5 million for 1.88 acres, including the mansion, and $9.5 million for the adjoining 1.88-acre vacant lot.

Listed by: Jack Elkins, The Fite Group Listed for: $27 million

Prince’s Spanish Villa in El Paraíso We can’t get enough of Prince here at RISMedia (#SorryNotSorry), and this Great Space is certainly one for the record books.

Possessed with the need for freedom, the multi-instrumentalist Prince broke through barriers and convention in the music industry with a dynamite vocal range and some serious guitar skills. After marrying his backup singer Mayte Garcia at the age of 27, Prince bought this stunning villa in Spain as a gift to her. Located west of Marbella in the hills of El Paraíso, it offers views of the sea, mountains, valley and golf course. Elaborately

Here and above: Interior of Billy Joel’s waterfront, boat-accessible Floridian home.

decorated in pure Prince style, the villa was eventually sold after Garcia and Prince divorced in 1999 and redecorated by its new owner to tone it down to a more universally preferred elegance. And now, this Spanish beaut is back on the market.

Sited on 1.45 subtropical walled and landscaped acres, the 7,535-square-foot villa also has 2,583 square feet of terraces for

kitchen has been reconstructed, and the entire villa has been updated with the finest materials. The marble bathrooms are beyond beautiful and private terraces abound, offering owners the ability to enjoy breathtaking panoramic views over the valley and sparkling blue Mediterranean Sea. It is said that this home and its romantic location served as the inspiration for many of Prince’s songs.

RISMedia’s REAL ESTATE July 2016 87

photo caption

Poolside loungers line the patio for superior sunning, and an outdoor seating area offers ideal space for schmoozing.

Care to dine al fresco? A sky-lighted courtyard dining space offers the best of indoor-outdoor eating, and the master bedroom suite is larger than most apartments, with an executive kitchen (yes, a kitchen in the bedroom), a three-sided fireplace, a courtyard, and a bathroom with a soaking tub accented by a built-in waterfall.

A plush white-couched home theater, nine-car garage and a 2,000-square-foot wellness center act as the cherry atop this already delicious cake of a space.

Listed for: $16,900,000 Listed by: Teles Properties

This flamboyant, flamingo-pink Spanish villa has “Prince” written all over it.

Additional luxurious features include a sunken bath, outdoor Jacuzzi, marble floors, air conditioning throughout, inside and outside security with camera system, a security room, electric generator, water tanks, irrigation system and a water well.

Named “one of the most influential artists of the Rock & Roll era,” Prince is rated No. 27 on Rolling Stone’s list of 100 Greatest Artists of all time. Inducted into the Rock and Roll Hall of Fame in 2004, Prince won an Academy Award for his film “Purple Rain,” along with seven Grammy Awards and a Golden Globe Award. He’s sold over 100 million records, making him one of the highest paid artists of all time.

Listed by: Evert Ebus, Engel & Völkers Listed for: $5.99 million (5.25 EUR)

88 July 2016 RISMedia’s REAL ESTATE

Looking for Celeb Status?

Move into This Hollywood Home This seven-bedroom, nine-bathroom home located in Beverly Hills stretches over a sleek 11,300 square feet. Designed in 1953 by famed mid-century modern architect Gregory Ain, the Hollywood house sits on an acre of wooded ground just a stone’s throw from the iconic Beverly Hills Hotel, allowing you to rub elbows with A-listers from the comfort of your own neighborhood.

Even the property itself is of Alist caliber. Fourteen-foot ceilings and sliding wood doors streamline the space, allowing residents to move inside and outside with ease. Each bedroom has outside access, and the 40-foot swimming pool is disturbingly inviting—a slim, infinity-style aquatic paradise that drops off to a neat tiled wall below.

Want to go to Hollywood? Live like celebs in this swanky $17 million Beverly Hills abode.

Epic Lake Tahoe Waterfront Listing Lake lovers looking to make waterfront moves will lament the recent sale of a stunning South Lake Tahoe estate, which closed for $8.5 million. The largest Tahoe residential sale in nearly a decade, the home—built in 1928—includes a 2,750-square-foot main house with an 864-square-foot guesthouse.

Designed by acclaimed architect Julia Morgan, the home sits on 1.65

acres with more than 180 feet of sandy beach, a pier, and buoy.

A one-of-a-kind property, the estate—dubbed Twin Pines—borders the Edgewood Tahoe championship golf course and features rock fireplaces, knotty pine and hardwood floors, and open-beam pine ceilings.

Listed by: Susan Lowe, Chase International, www.chaseinternational.com.

Sold for: $8.5 million RE

RISMedia’s REAL ESTATE July 2016 89

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The Importance of Culturally Competent Mortgage Professionals

by L. Maria Zywiciel

I

f 2016 shapes up to be like 2015, we can expect about 32 percent of homebuyers to be first-timers, according to the 2015 NAR Home Buyer and Seller Generational Trends Report. How are these first-time homebuyers unique in comparison to past generations? Many will be Latino.

For the first time in 10 years, Latino homeownership rates spiked upward, while overall homeownership rates continued downward. In 2015, Hispanics accounted for 69 percent of the net growth in U.S. homeownership. In effect, 52 percent of new homeowners between 2010 - 2030 will be Latino, according to the Hispanic Wealth Project and NAHREP’s State of Hispanic Homeownership Report.

Competition is heating up for the fastest growing home-buying segment, and those involved will have to learn how to connect with a demographic previously invisible to the industry. The market needs programs, products, educational materials and affordable inventory, among many other things, but most needed are professionals who can relate to the buyer.

With less than 10 percent of mortgage professionals being culturally diverse, this is no small feat. But there are some best practices to be learned, and it starts when a Hispanic buyer enters the picture and continues with culturally competent professionals guiding the experience.

Corina, for example, immigrated to the U.S. over a decade ago. The idea of owning a home in the U.S. was always a dream of hers and her mother’s, but at times, Corina doubted it would become a reality. Corina knew she needed guidance and started with a Hispanic real estate agent. This agent walked her through the process and connected her with George Uribazo, a loan officer with PrimeLending. Aside from saving money, Corina needed help getting her credit ready for owning a home.

With an office in the inner city

neighborhood of East Boston, which has a high concentration of Hispanics in the surrounding area, everyone in Uribazo’s branch is Latino and able to assist clients in Spanish. It may be surprising to know that Massachusetts is one of only six states (Illinois, Louisiana, Massachusetts, New Jersey, New York and Rhode Island) to attribute all of its growth to the Hispanic population, according to Pew Hispanic Research. Uribazo came to the U.S. at age 10, and his professional services are in high demand. After many years in the industry, real estate agents in his market know and trust him. His company, in turn, understands the importance of strategic office location to serve diverse communities. They also explore ways to serve all types of borrowers, including offering products and programs tailored to clients like Corina and her mom.

Culturally competent professionals are beneficial to a purchaser’s experience in the home-buying process. Sara Rodriguez, part owner of EKKO Title in Virginia, knows that her cultural understanding comes in handy, saving the lenders she works with money by avoiding costly mistakes. For example, many Hispanics use two last names. As a Latina, Sara knows this and ensures the title is in the correct name (and order), something that can cost thousands of dollars of issues if not caught in time.

Corina is excited about her new home and eager to tell her family and friends about her experience.

Surely, when they’re ready to make that leap, they’ll be contacting Corina’s REALTOR® and loan officer, who made an otherwise scary transaction a little less so as a result of their personal connection and understanding. RE L. Maria Zywiciel is president of NAHREP Consulting Services. For more information, contact NAHREP Consulting Services at info@nahrepconsulting.com or visit www.nahrepconsulting.com.

RISMedia’s REAL ESTATE July 2016 91

{Ask the Experts} Martin J. Rueter President Weichert Real Estate Affiliates, Inc. www.weichert.com

Q:

With so many moving parts in the real estate industry, what would you identify as the most important piece or pieces an agent should focus on if they want to truly succeed in this business?

A:

Too often, I meet people in real estate who want to focus on things that will never help them grow their business. Too many agents think success can be achieved through self-promotion, or a bigger social media presence.

These are important, but long-term success comes by sticking with the fundamentals. That may sound cliché, but it’s a business truth that continues to prove itself every day at Weichert®.

You can’t prosper at anything without a strong foundation. In real estate, that means knowing your market inside out; having solid selling skills (i.e., prospecting, closing); and adhering to business practices that have passed

the test of time. People around me hear it over and over: A house built on sand quickly topples over, but one built on solid rock will endure several lifetimes. “Majoring in the basics” is a credential all of us in real estate ought to have—one that’s helped the Weichert organization grow from a single office to one of the most successful real estate brokerages in the country.

Weichert didn’t always have the national presence it enjoys today, yet we’ve grown and profited every single year since Jim Weichert opened his first office in 1969. He did this the old-fashioned way—by recruiting agents, training them, and showing them how to succeed through daily activities, and employing great tools and systems.

Jim’s “stick to the basics” approach has been a highly effective strategy for each of Weichert’s 18 related businesses, including our real estate franchise company.

Very few of us are naturals at real estate. Most have to learn how to become successful. We also need a track on which to run. This we call “the Weichert Way,”—organized, repeatable systems, steps and procedures for marketing and managing people and transactions. For a lot of folks, the word “systems”

“People around me hear it over and over: A house built on sand quickly topples over, but one built on solid rock will endure several lifetimes.”

– Martin J. Rueter President, Weichert Real Estate Affiliates, Inc.

92 July 2016 RISMedia’s REAL ESTATE

translates into bigger, better, faster technology. Weichert’s “people first” philosophy has proven otherwise. Jim says it all the time: “People buy people before product or service.” Yes, technology is an important tool, but it’s even more important to get to know your clients, their needs and motivations, before telling them what you think their house is worth, or showing them a bunch of houses. Systems ensure what needs to get done always gets done, no matter which agent is working the customers.

But it’s good people employing those systems that may matter even more.

Once everyone’s grounded in the fundamentals, success becomes a matter of focus and targeting.

At Weichert, our focus is on the local marketplace, on securing the most listings. We still believe that listings are everything—that without them, there’s no reason for buyers to call. Every top agent, every leading company I know has a huge storehouse of saleable listings. As listings dry up, so do buyer inquiries. Unfortunately, most new agents automatically gravitate toward buyers when they ought to be chasing after listings. It’s normal, I suppose, since new people lack the experienced resume to go up against a top listing agent. But with the right approach and superior value proposition, any agent, new or seasoned, can ensure they’re on at least one end of every sale.

So, know your market, practice and internalize your professional skills, focus on listings, perform daily activities. Pretty simple, but maybe not as techie as some would want. It’s worked great for us.

Q:

Dan Steward President Pillar To Post Home Inspectors www.pillartopost.com

As natural disasters continue to become a common occurrence, what advice can I pass on to my clients to help them protect their homes and families during rough weather?

A:

If you think climate change isn’t real, look out your window. With the number of significant natural disasters that have occurred in the past year alone, it’s time to step-up and share with clients some of the possible ways they can protect their homes and properties from natural disasters.

At Pillar To Post Home Inspectors, we’re telling our REALTOR® clients that natural disasters and frequent water damage are putting more than the usual negative wear and tear on homes. This is one of the reasons we see the need for a home inspection at least every five to 10 years.

Homeowners should have a home inspection this often to make sure all is well and ensure there are no major weaknesses in the home that will make them vulnerable should a natural disaster occur.

Here are some items of interest and tips to share with your clients: 8According to the United States Environmental Protection Agency (EPA), the global average temperature increased by more than 1.4°F over the last century. The results are showing all around the planet, and homes are affected, too. The No. 1 damage culprit is water resulting from heavy rains and flooding, which can then bring on dangerous molds.

8Water damage is not the only cause for indoor mold growth. High humidity levels from the environment in a closed-up vacation home (or any home for that matter) can lead to musty odors and possible mold growth. Reducing humidity levels through the use of air conditioning during humid months is one option, but be sure the AC’s drain lines are not clogged.

8Assess your home’s vulnerability to natural calamities. Know whether the location of your home is prone to tornadoes, floods or landslides, and have an evacuation plan ready for you and your family (pets included). Safe areas such as basements, bathrooms and hallways can be used for refuge should winds become strong.

8A basic emergency supply kit should include the following items: water, non-perishable food, flashlights, generators, battery-powered equipment such as cellphones and a portable radio, a first aid kit and essential medications.

“Natural disasters and frequent water damage are putting more than the usual negative wear and tear on homes.”

– Dan Steward President, Pillar To Post Home Inspectors

8Make sure you or your landlord have taken all the necessary steps to store away or keep away any possible hazardous items or debris. This includes trimming trees and shrubbery so branches don’t fly into your home and clearing clogged rain gutters and downspouts. In addition, have patio or deck furniture anchored properly if there are storm warnings in your area. Remember, anything can become a flying and possibly deadly hazard during extreme weather conditions. RE RISMedia’s REAL ESTATE July 2016 93

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

RREIN Service Providers

ABR®....................................................................................... 98

Ascent Real Estate, Inc........................................................... 102

American Home Shield............................................................. 98

Berkshire Hathaway HomeServices Ambassador Real Estate... 102

Berkshire Hathaway HomeServices........................................... 98

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....102

BoomTown............................................................................... 98

Berkshire Hathaway HomeServices Florida Realty................... 102

Buffini & Company................................................................... 98

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....102

Century 21 Real Estate LLC...................................................... 98

Berkshire Hathaway HomeServices Georgia Properties............ 103

Certified New Home SpecialistTM............................................... 98

Berkshire Hathaway HomeServices Nevada Properties............ 103

Contractor ConnectionSM........................................................... 98

Berkshire Hathaway HomeServices Select Properties.................103

CRS Data................................................................................. 98

Better Homes and Gardens Real Estate Mason-McDuffie........ 103

DocuSign................................................................................. 98

Better Homes and Gardens Real Estate Rand Realty............... 103

Engel & Völkers........................................................................ 98

Calcagni Real Estate.............................................................. 103

The Entrust Group.................................................................... 99

CENTURY 21 AllPoints Realty.................................................. 103

ERA Franchise Systems, LLC..................................................... 99

CENTURY 21 Award................................................................ 103

HomeFinder.com...................................................................... 99

CENTURY 21 New Millennium................................................. 103

Homes.com............................................................................. 99

Coach REALTORS®................................................................. 103

HomeSmart International......................................................... 99

Coldwell Banker Advantage..................................................... 104

HomeTeam Inspection Service.................................................. 99

Coldwell Banker D’Ann Harper, REALTORS®............................. 104

HSA Home Warranty................................................................. 99

Coldwell Banker Kappel Gateway Realty.................................. 104

Leading Real Estate Companies of the World®.......................... 99

Coldwell Banker Prime Properties........................................... 104

Moxi Works............................................................................... 99

Diane Turton, REALTORS®....................................................... 104

MRE – Win Local®.................................................................... 99

Fillmore Real Estate............................................................... 104

National Association of REALTORS®........................................ 100

First Team® Real Estate.......................................................... 104

Oakley Signs & Graphics........................................................ 100

GARDNER, REALTORS®........................................................... 104

On The Move, Inc.................................................................... 100

Gloria Nilson & Co. Real Estate.............................................. 104

Paradym................................................................................ 100

J. Rockcliff REALTORS®........................................................... 104

The Personal Marketing Company........................................... 100

Jordan Baris, Inc., REALTORS®................................................ 105

Pillar To Post Home Inspectors................................................ 100

Kinlin Grover Real Estate Real Living....................................... 105

Quicken Loans....................................................................... 100

Long & Foster Real Estate, Inc................................................ 105

The Real Estate Book............................................................. 100

Lusk & Associates Sotheby’s International Realty.................... 105

Real Living Real Estate........................................................... 101

McCOLLY Real Estate.............................................................. 105

Realogy Holdings Corp........................................................... 101

Page Taft Real Living............................................................... 105

realtor.com®.......................................................................... 101

Patterson-Schwartz Real Estate.............................................. 105

Realtors Property Resource®.................................................. 101

Randall, REALTORS® Real Living...................................................105

Realty ONE Group.................................................................. 101

RE/MAX 440 and RE/MAX Central......................................... 105

RE/MAX, LLC.......................................................................... 101

RE/MAX Gateway................................................................... 105

RIS Consulting Services......................................................... 101

RE/MAX Professionals............................................................ 105

RISMedia’s Top 5 in Real Estate Network®.............................. 101 Stewart Title........................................................................... 101 Top Producer® CRM................................................................ 101 Workman Success Systems.................................................... 101 Zillow Group........................................................................... 102 zipLogix.................................................................................. 102

RISMedia’s REAL ESTATE July 2016 97

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould, Executive Director Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation, giving agents knowledge and confidence to navigate the market.

AMERICAN HOME SHIELD (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

BERKSHIRE HATHAWAY HOMESERVICES

real estate sales organization, with approximately 6,900 independently owned and operated franchised brokerages and more than 100,000 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 English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online. com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

CERTIFIED NEW HOME SPECIALISTTM (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate and construction experts Dennis and Teresa Walsh. The Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

(800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate.

The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

www.contractorconnection.com Contractor Connection®, an industry leader in contractor-managed repair and home improvement services, provides insurance carriers and consumers a national network of residential and commercial contractors who are vetted and managed for performance, measuring quality, timeliness and customer satisfaction. For more information, please visit www.contractorconnection.com.

BOOMTOWN

CRS DATA

www.boomtownroi.com/ris The BoomTown platform, an essential part of the agent’s daily business, cultivates relationships that turn people into lifelong customers. Our solution includes a customized real estate website integrated with local MLS data, client success management, a cutting-edge CRM (Customer Relationship Management) system with marketing automation for real estate, and personalized advertising services. Google-certified digital marketers handle our clients’ online marketing needs so they can focus on the most dollar-productive activity: closing deals.

www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data. Our new, customized MLS Tax Suite by CRS Data integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices. Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

(866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

• Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the official and exclusive provider of ESIGN services for NAR members under the REALTOR Benefits® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send, sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

CENTURY 21 REAL ESTATE LLC

ENGEL & VÖLKERS

(877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is a leading global residential franchise

(212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany,

98 July 2016 RISMedia’s REAL ESTATE

CONTRACTOR CONNECTIONSM

DOCUSIGN

Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private jets. Engel & Völkers currently operates a global network of over 8,000 real estate advisors in more than 700 brokerages spanning 36 countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data.

THE ENTRUST GROUP (800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education for Real Estate IRAs for more than 34 years. Entrust helps real estate professionals grow their business by assisting their clients in the purchase of real estate with their retirement funds, an option typically unavailable through banks and brokerage firms. Entrust provides personal service, a knowledgeable staff, and education to make real estate investing with IRAs straightforward and compliant.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,350 independently owned and operated offices with approximately 37,000 brokers and independent sales associates throughout the United States and 32 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

HOMEFINDER.COM (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. HomeFinder.com is a leading online real estate search site and provider of strategic digital marketing solutions. The 20,000 real estate agents that comprise the HomeFinder.com advertising network utilize a unique suite of product offerings, including a patent pending Single Property website. Through a national affiliate network of 375 online newspaper partners, HomeFinder.com is the only real estate search site to also provide relevant listing content to homebuyers through local online newspaper portals.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents.

HomeSmart International strives to meet the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success.

HOMETEAM INSPECTION SERVICE 844.HOMETEAM • www.hometeam.com You can depend on HomeTeam for a faster, more efficient home inspection every time. Unique to home inspection companies, HomeTeam brings a team of inspectors onsite. 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, unique events and connections to people and opportunities worldwide. For more information on our 500 firms that span over 50 countries with 120,000 sales professionals, visit LeadingRE.com.

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.

MRE – WIN LOCAL® (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director MRE – Win Local® is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms

RISMedia’s REAL ESTATE July 2016 99

power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. MRE – Win Local® will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

do not have to pay, using gas you do not have to provide, while making thousands of visual impressions daily. A billboard can cost more than $1,000 per month. For less money you can obtain a rental truck for your clients to use and to even donate its use for community goodwill.

NATIONAL ASSOCIATION OF REALTORS®

(800) 873-0700 • sales@paradym.com • www.paradym.com Building a successful real estate brand can be difficult. But you don’t have to do it alone. The Paradym Edge Platform is an all-inone real estate marketing solution built just for you. From automation and distribution to mobile marketing, social media and technical support, Paradym provides you with all the tools and resources you need to achieve real estate marketing success at your pace.

(800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Officer •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.REALTOR.org/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.

REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.com. The REALTOR® Store features print and ePublications including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®,” and the “2015 NAR Profile of Home Buyers & Sellers.” Visit http://store.REALTOR.org. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

OAKLEY SIGNS & GRAPHICS (800) 373-5330 • www.OakleySign.com Oakley Signs & Graphics (since 1972) offers real estate yard signs nationwide. They are known for their high-quality, high-gloss signs, fanatical customer service, fastest order turnaround times in the industry, and guaranteed low prices. With over 500 products and an experienced staff who is fanatical about helping their customers, you can’t go wrong working with Oakley Signs for your yard signage needs! Contact Oakley Signs online at www.OakleySign.com or tollfree at 800-373-5330.

ON THE MOVE, INC. (800) 645-9949 • www.onthemovetrucks.com • Boerne, Texas • Susan Nash, President/CEO • Sylvain Mallaise, Director of Sales • CJ Steen, Marketing Director On The Move’s trucks are moving billboards personalized with your company’s graphics and can be used for free by your clients.

This moving billboard can be driven around town by drivers you

100 July 2016 RISMedia’s REAL ESTATE

PARADYM

THE PERSONAL MARKETING COMPANY (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services.

PILLAR TO POST HOME INSPECTORS (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Jay Gregg, Marketing Founded in 1994, Pillar To Post is now the largest home inspection company in North America with over 400 franchisees located in 47 states and eight Canadian provinces. The Pillar To Post difference includes printing a computer generated report on-site at the time of the inspection, requiring each inspector to carry $1 million in E+O insurance that covers both the agent and the broker, and three unique home inspection packages designed to better suit the individual needs of our clients.

QUICKEN LOANS (866) 718-9842 • AgentRelations@QuickenLoans.com For more than 30 years, Quicken Loans has been celebrated for providing an amazing mortgage experience. In fact, J.D. Power ranked Quicken Loans highest in client satisfaction for mortgage origination the last six years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage—the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book’s multimedia marketing packages combine print with mobile and digital tools to create the most effective personal branding and lead generation tools and the most complete integrated media buy available. Included are interactive and locally distributed print ads; SMS text lead generation; personally branded web, tablet and mobile sites; GPS-enabled yard signs and more. Go to Store.RealEstateBook.com to find your local Real Estate Book representative.

REAL LIVING REAL ESTATE

RE/MAX, LLC

(866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized by Entrepreneur magazine, has received Inman Innovator Awards, and was named “the Most Promising New National Brand” by the 2013 Swanepoel TRENDS Report. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

(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.

REALOGY HOLDINGS CORP.

RIS CONSULTING SERVICES

(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 and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,600 offices with more than 257,200 independent sales associates doing business in 110 countries and territories worldwide.

(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.

ENGAGE WITH REALTOR.COM® (800) 878-4166 Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. 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, Chief of Operations Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

REALTY ONE GROUP (888) 461-0101 • www.RealtyONEGroup.com Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

For more information, visit www.RealtyONEGroup.com.

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK® (203) 853-2167 • www.Top5inRealEstate.com RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifications and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

STEWART TITLE Stewart is a customer-focused, global title insurance and real estate services company offering products and services through our direct operations, network of approved agencies and other companies within the Stewart family. Stewart offers personalized service, industry expertise and customized solutions for virtually any type of real estate transaction. Real estate services include title insurance; mobile applications; eco-friendly closings; SureClose® document management system; specialty insurance services; commercial and global expertise and more. For more information, visit www.stewart.com.

TOP PRODUCER® CRM (800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base. Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM. Visit TopProducer.com.

WORKMAN SUCCESS SYSTEMS (801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work in order to achieve top performance and industry excellence.

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ZILLOW GROUP

ZIPLOGIX

www.zillow.com Zillow Group houses a portfolio of the largest real estate and homerelated brands on the web and mobile. The company’s brands focus on all stages of the home lifecycle: renting, buying, selling, financing and home improvement. Zillow Group is committed to empowering consumers with unparalleled data, inspiration and knowledge around homes, and connecting them with the right professionals to help, and helping real estate agents, lenders and rental professionals maximize business opportunities and connect with consumers.

(866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®.

RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego areas that we service. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as the exclusive San Diego affiliate of Leverage Global Partners, Ascent Real Estate is a hyper-local brokerage with a global reach.

BERKSHIRE HATHAWAY HOMESERVICES AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 agents@BHHSamb.com • www.BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Up102 July 2016 RISMedia’s REAL ESTATE

state South Carolina since 1964. With more than 275 agents on board and nine offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO & 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, the company has 4,000 Sales Associates in 65 sales offices throughout the Tri-State area. These two legendary companies have joined forces to begin a new era in real estate. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients including mortgage financing and title, property and casualty insurance. For more information on Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, go to www.foxroach.com.

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES

CALCAGNI REAL ESTATE

(770) 992-4100 • www.BHHSGeorgia.com Berkshire Hathaway HomeServices Georgia Properties has 22 locations and 1,100 agents, and is an independently operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to associates and their clients. Berkshire Hathaway HomeServices Georgia Properties is ranked No. 1 in homes sold, buyers represented and overall transactions for 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

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

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES

(800) 525-7793 • www.C21AllPointsRealty.com CENTURY 21 AllPoints Realty is an award-winning, full-service real estate company with six offices serving Connecticut. We work with buyers and sellers in our own communities and throughout the country, establishing lifelong relationships by delivering outstanding service when it comes to any of their real estate needs.

(800) 735-4488 • www.BHHSNV.com With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis. Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and takes pride in being recognized in the community for high standards and ethics.

BETTER HOMES AND GARDENS REAL ESTATE MASON-MCDUFFIE (888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Real Estate Mason-McDuffie name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

BETTER HOMES AND GARDENS REAL ESTATE RAND REALTY info@randrealty.com • www.RandRealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) and title, mortgage, and insurance services (Hudson United). The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

CENTURY 21 ALLPOINTS REALTY

CENTURY 21 AWARD (800) 293-1657 • www.century21award.com CENTURY 21 Award is the premier southern California-based, full-service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank-owned properties.

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

COACH REALTORS® (800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach REALTORS® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach REALTORS® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World® and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

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COLDWELL BANKER ADVANTAGE

FILLMORE REAL ESTATE

(800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

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

COLDWELL BANKER D’ANN HARPER, REALTORS® (210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices serving Solano County, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

COLDWELL BANKER PRIME PROPERTIES (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500+ full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, REALTORS® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, REALTORS® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

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FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins marketshare in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership— and how we can help you find yours.

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services. We are proud to be home grown, locally owned and internationally known.

Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both, globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

JORDAN BARIS, INC., REALTORS® (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® is among the most respected full-service real estate brokerages in Northern New Jersey. With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with the Leading Real Estate Companies of the World®.

KINLIN GROVER REAL ESTATE REAL LIVING (508) 420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately owned Cape Cod Vacation Rental Homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of LeadingRE, a prestigious global network that includes Luxury Portfolio International®. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (717) 291-9101 • www.LuskandAssociates.com When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply in-depth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home. Call us today for your real estate needs.

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana and Chicago Southland have trusted their home-buying, -selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a one-stop shopping environment to save you time and money with our in-house mortgage, title and rental services.

PAGE TAFT REAL LIVING (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded

its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

PATTERSON-SCHWARTZ REAL ESTATE (877) 456-4663 • www.pattersonschwartz.com pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® REAL LIVING (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® Real Living has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating.

Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

RE/MAX 440 AND RE/MAX CENTRAL (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

RE/MAX PROFESSIONALS (303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest REALTORS® in the Denver Metro Area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently, RE/MAX Professionals was recognized as the fastest-growing RE/MAX in the world with nearly 400 licensed agents.

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YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Client Services • Tel: (619) 325-4140 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • Fax: 916-488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Phone: (707) 427-5344 or (800) 426-0898 • 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 Toll Free: (855) 858-8028 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: (O) (925) 251-2501, (C) (925) 324-1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel

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Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

COLORADO RE/MAX Professionals 390 Union Blvd., Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage Areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140 CENTURY 21 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Office: 6 • Associates: 214 Page Taft Real Living 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® Real Living 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-3605 (Direct) • (800) 443-2295 (Toll Free) Email: mmurray@psre.com URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy, Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President, CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com URL: www.BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans, 1031 exchange services!

Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage Areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550

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, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffith, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfield, Wheeler, Whiting, Winfield Offices: 15 • Associates: 550

LOUISIANA GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Scott Becker, Director, NM Relocation Email: move@c21nm.com URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

RISMedia’s REAL ESTATE July 2016 107

MASSACHUSETTS

NEW JERSEY

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, 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, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

MISSISSIPPI GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services.

Offices: 24 • Associates: 800

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • Direct (314) 835-6050 Email: aignatowski@bhhsselectstl.com URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation and Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 • (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

108 July 2016 RISMedia’s REAL ESTATE

Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 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 Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Better Homes and Gardens Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800

Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator Tel: (800) 321-7356 x138 Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one.

Offices: 18 • Associates 618 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 • Sales 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 and Referral Services Tel: (800) 274-5345 • Direct (919) 846-3330 Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE 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 Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty 100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 • (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

RHODE ISLAND Randall, REALTORS® Real Living 4009 Old Post 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, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services

RISMedia’s REAL ESTATE July 2016 109

Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct) Email: ppoitevent@cbharper.com URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Scott Becker, Dir., NM Relocation Email: move@c21nm.com URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Scott Becker, Dir., NM Relocation

Email: move@c21nm.com URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation.

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

INDEX OF SERVICE PROVIDERS ABR®...................................................................................14 American Home Shield................................................. IFC Berkshire Hathaway HomeServices.............................. IBC Buyside..............................................................................62 Century 21 Real Estate LLC...............................................1 Engel & Völkers...................................................................5 ERA Franchise Systems, LLC............................................44 Graduate, REALTOR® Institute (GRI) Designation.........60 Homes.com......................................................................13 HomeTeam Inspection Service.......................................21 Leading Real Estate Companies of the World®.................. 7 MRE – Win Local®..........................................11, 39, 47, 110 National Association of Hispanic Real Estate Professionals (NAHREP)®...........................................46, BC National Association of REALTORS®............................8, 25

National Association of Women in Real Estate Businesses (NAWRB).................................84 On The Move, Inc. .........................................................111 The Personal Marketing Company..........................80, 83 Pillar To Post Home Inspectors...........................................2 The Real Estate Book.......................................................76 Real Living® Real Estate...................................................27 Realtors Property Resource®...........................................17 Realty ONE Group............................................................19 RE/MAX, LLC.....................................................................10 RISMedia’s Content Solutions...........................................9 RISMedia’s Real Estate Information Network................48 RISMedia’s Top 5 in Real Estate Network®...............90, 96 Stewart Title.......................................................................40 Weichert, Realtors®.........................................................42 Workman Success Systems.........................................94-95

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ebsite addresses that end in .REALTOR provide instant recognition as a REALTOR®, a trusted real estate professional. What member of the National Association of REALTORS® (NAR) wouldn’t want to strengthen their online brand and gain immediate credibility from their REALTOR® affiliation?

New: Leverage Your Education More and more NAR members are taking advantage of the power of .REALTOR web addresses as a branding tool, including even more options to customize their web address. Now, it’s possible to let current and potential customers know you are a REALTOR® with a unique specialty by adding your hard-earned designation or certification before or after your name. Think of the possibilities for promoting your expertise:

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Areas served: www.HudsonValleyRachel.REALTOR Types of real estate sold: www.CondosByConnie.REALTOR Real estate specialty: www.BeachHomesWithKen.REALTOR While brainstorming options, also consider how to use your new address. There are plenty of options, from creating a new website to redirecting your new address to an existing site or your realtor.com® profile. If you love your current web address, keep it for now and transition it later! Simply redirect to it from your custom .REALTOR web address to strengthen your online presence and brand. Also, if your agents have profile pages on your brokerage site, they can redirect their name address to this location. See “Success Stories” for five live examples, including Placester’s special website packages.

Benefits of .REALTOR Web Addresses Not only is .REALTOR an affordable and customizable web address solution, you also benefit from: 112 July 2016 RISMedia’s REAL ESTATE

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