Real Estate Magazine - ERA Colonial Real Estate - July 2017 by RISMedia

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ERA Colonial Real Estate:

A Real Estate Experience Like No Other â&#x20AC;&#x201C; Page 76

Tom and Dennis DeWine

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WE’VE DONE SOMETHING SPECIAL TOGETHER. It’s official, the CENTURY 21® brand has ranked “Highest Overall Satisfaction for First-Time Home Buyers, First-Time Home Sellers, Repeat Home Buyers (Tied in 2016), and Repeat Home Sellers among National Full Service Real Estate Firms, Three Years in a Row” by J.D. Power. Thanks and congratulations to all our dedicated agents!

C21.COM The CENTURY 21® brand received the highest numerical score among 5 real estate companies for first-time and repeat home buyers and sellers (tie for repeat home buyer) in the proprietary J.D. Power 2014–2016 Home Buyer/Seller Studies. 2016 study based on 5,837 total responses, measuring the perceptions and experiences of customers who bought and/or sold a home between March 2015 and April 2016, surveyed February-April 2016. Your experiences may vary. Visit jdpower.com © 2016 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21®, the CENTURY 21 Logo, and SMARTER. BOLDER. FASTER.® are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated.

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{Contents} July 2017/Vol. 33, No. 7 • www.rismedia.com

{On the Cover} 76 ERA Colonial Real Estate: A Real Estate Experience Like No Other Being exceptional isn’t just a goal for Tom DeWine; it’s a business plan, a mindset and a way of life. Taking the helm of his father’s 30-year-old company earlier this year, DeWine set out to continue with the core values upon which his father successfully built the firm, and expand upon them to create a company that delivers a truly unparalleled experience for both its agents and consumers. In this month’s cover story, DeWine, along with Chief Operating Officer Linda Starr, explain their philosophy for leading the Central Texas firm into its next storied chapter.

{Highlights} 30 Consumer Engagement: What Really Works Here, brokers reveal which tools and strategies yield results.

32 High-Tech & Human Hustle Take a behind-the-scenes look at how CENTURY 21® is expanding its reach as a real estate force.

{Headliners} 15 Policy Matters: LikeKind Exchanges Fuel the Economy and Job Growth 16 NAR Power Broker Roundtable: Agent Teams: Are They for Everyone? 18 REBAC Report: New Technologies Will Transform Realty Realities 20 Executive Appointments 39 10 Tips to Apply before Your Next Open House 41 3 Tips to Win the Toughest Bidding War for Your Clients

60 Technology Solutions That Keep Your Office Running Effortlessly

43 Blog Spot: 11

75 5 Tips for Buyers

Reasons Why Your Home Isn’t Selling 56 Housing Ablaze With Activity, Even as California Cools 72 Consumer Confidence Down a Notch

in a Tight Housing Market 96 Webinar Recap: How to Build a High-Performance Real Estate Team

Learn how the REALTOR Benefits® Program can keep your business running smoothly.

90 Trump’s Tax Plan: So Few Details, So Much for Brokers to Watch In this exclusive feature, take a closer look at Trump’s tax plan, and how it stands to affect your clients.

RISMedia’s REAL ESTATE July 2017 3

{Features} 23 F or Millennials, Homeownership Is a Waiting Game

26 D elivering for Customers Every Step of the Way

28 G lobal Spotlight: Opportunities Abound in Bulgaria’s Luxury Market 46 Power Broker Perspectives: Lynn Reecer, Barbara Baker, Lance Hanson 51 New Breed of Market Data a Game Changer for Agents and Clients 52 Strategies: American Home Shield; HomeTeam Inspection; NAR-GRI; Quicken Loans; Zillow 63 O perating at Your Fullest Potential 76 ERA Colonial Real Estate: A Real Estate Experience Like No Other 80 Remodeling Real Estate for the Future 92 RISMedia’s Great Spaces 97 Ask the Experts: Creating a Well-Rounded Communication Strategy, What You Need to Know Before Deciding to Forgo a Home Inspection

{Interviews} 84 Prabhjit Singh, Naaam Real Estate, LLC 85 Gretchen Pearson, Berkshire Hathaway HomeServices Drysdale Properties 85 Dianne Pereira, Bailey Properties

4 July 2017 RISMedia’s REAL ESTATE

28 86 Isom Coleman, HomeSmart ICARE Realty

{Experts} 24 Desirée Patno - A Setting Sun on the Luxury Real Estate Market? 40 Terri Murphy - What’s Your Daily Score? 45 T odd Sumney - 4 Keys to Winning Every Buyer or Seller Presentation 59 Joe Niego - Wrangle Your Strengths to Differentiate 65 Verl Workman - How Successful Leaders Think and Work 66 C leve Gaddis - Leading Others to Success 67 Rick Geha - A Day in the Life of a Leader

68 S ara Guldi - Possessing a Leadership Mindset

89 Geoff Lewis - Adding a Creative Touch to Traditional Methods

{Every Issue} 6 RISMedia Online 9 Publisher’s Desk 12 Did You Know? 99 Service Profiles 107 Referrals 112 RE: Real Estate—Transform Your Business With the Latest Tech Tools from the REach® Class of 2017

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

Summer Pool Maintenance 101

By understanding the cost of owning a pool and how to care for it, you can avoid the common and costly mistakes that take the fun out of pool ownership.

@HouseCanary: We’re excited to power RISMedia’s RE Market Update and Neighborhood Report and deliver weekly data, analysis and market trends.

RIP Forever Homes: Millennials More Inclined to Move Say goodbye to the idea of a “forever home,” the now antiquated idea of buying that dream house and living there forever.

Top 10 Urban Properties With the Best Views Be it a penthouse in Manhattan or a sprawling estate built into the Hollywood Hills, one of the most sought-after aspects for any luxury metropolitan home is the view.

Cyndi Lauper Says Sayonara to Stamford

Pop singer and “Kinky Boots” composer Cyndi Lauper is high-tailing it out of her North Stamford, Conn., home, having listed her three-bedroom, three-and-a-half bath French Country Colonial for $1,250,000.

Avocado: A True Game Changer for Real Estate

Contact realestatemagazine feedback@rismedia.com to get up-to-date data, including a three-year home value forecast, for your local housing market.

Avocados are having a moment in real estate. Follow @HousecallBlog on Twitter to learn why.

Free avocado toast is being offered along with these new home purchases in Australia, so we’re moving now (naturally).

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6 July 2017 RISMedia’s REAL ESTATE

#ABronxTale The crew at RIS kicked off summer with a day trip to Arthur Avenue.

NAR: My Advocate for education and professional development

REALTOR

university library With its robust print and digital collections, reference and instructional services, and comprehensive historical archives, nar’s library & archives—the largest real estate library in the world—supports the education, professional development and legacy of realtors®. Nar.realtor/library

ceNter for realtor® developmeNt continuing education and specialty knowledge can help boost your salary and better serve clients. Through the center for realtor® development, nar offers online continuing education courses, including those for some of nar’s most popular certifications and designations. oNliNelearNiNG.realtor

NAR advocates for its one million members every day. www.NAR.realtor/education

Graduate School of real eState offered through realtor® university, the master of real estate degree program features five concentrations catered specifically to the needs of real estate professionals interested in expanding their education, advancing their career and improving their business. realtoru.com

code of ethicS traiNiNG all realtors® are required to complete 2.5 hours of ethics training within a four-year cycle. The training must meet specific learning objectives and criteria designed to assist realtors® in understanding and abiding by nar’s strict code of ethics and standards of practice. Nar.realtor/ code-of-ethicS/traiNiNG

{Publisher’s Desk} Measuring Results

his past May, we held our annual Power Broker Forum at the REALTORS® Legislative Meetings & Trade Expo in Washington, D.C. The panel of top brokers discussed the new rules of consumer engagement and how to make sure we’re effectively connecting with today’s clients and prospects using the vast array of digital mediums they’ve become accustomed to.

Generate More Business from Social Media!

What quickly became clear during this packed session was that while most of us are aware of the methods for engaging— Facebook, video, email campaigns, etc.—not enough of us are intentionally creating a strategy, implementing a system, then most importantly of all, measuring results. With the flood of “shiny, new objects” available to today’s real estate professionals, many are quick to invest, but fail to take the time to use the product in the way that yields the best results, and many more fail to create a system to actually track the return on the investment. Panelist Verl Workman caused quite a stir when he said, “Agents are quick to spend money but don’t actually measure the results. I want to know that I’m getting a minimum of 6 times the return on my investment. If I can’t quantify it, it’s just noise to me.” You’ll find more great insights from our Power Broker Forum beginning on page 30 of this issue. Please also take a few minutes to see how one of the industry’s leaders, CENTURY 21, is approaching engagement at the brand level. “Our Platform supports entrepreneurs by providing access to tools and technologies that help to facilitate humanto-human connection, augment their skills and abilities to help better serve the consumer, and deliver insights that…consumers with life-changing real estate decisions, demand—and deserve—from a real estate company,” says CENTURY 21 CMO Cara Whitley. Find out more about the CENTURY 21 game plan for connecting and growth on page 32.

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Want more intel from industry leaders? Then be sure not to miss our next educational and networking event, RISMedia’s Real Estate CEO Exchange, taking place on Sept. 12 & 13 at the Harvard Club of New York City. Attendance is limited to brokers and real estate executives, and available spots are almost sold out. Contact Randi Vannucchi (randiv@rismedia.com) for more information and visit rismedia.com/rismedia-ceoexhange.com for the complete agenda.

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

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

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey RISMedia’s Automated Content Engagement (ACE) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2017 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

Prospective homebuyers ranked “friendly neighbors” (50 percent) ahead of financial considerations such as the “accurate market value of a home” (39 percent) and “confidence that the home will be a good investment in the future” (37 percent) as the most important neighborhood feature. Source: BHHS Homeowner Sentiment Survey

A third of millennial buyers intend to live in the next home they buy for less than 10 years, and 80 percent are equally or more interested in a newly constructed home over a resale home. Source: Taylor Morrison According to a new Zillow analysis, homes with bathrooms that have soft blue walls sold for $5,440 more than expected in the analysis, as did homes with a “greige” exterior, which sold for $3,496 more than homes with brown or tan stucco exteriors.

Housing prices in May were 10 percent higher than those one year ago, with the national median at $275,000 and the national median age of inventory at 60 days—five days, or 8 percent, faster than one year ago. Source: realtor.com®

12 July 2017 RISMedia’s REAL ESTATE

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{Policy Matters}

Like-Kind Exchanges Fuel the Economy and Job Growth by Erin Stackley This column is brought to you by the NAR Real Estate Services group.

Section 1031 like-kind exchange is a transaction where a business or investor exchanges one property—real or personal—for another of like kind. The business or investor is able to defer taxes on any gain on the exchanged property until the replacement property is ultimately sold. The provision can be used in transactions with all types and sizes of real estate, including office buildings, farmland, warehouses, and undeveloped land, and is utilized by both commercial and residential real estate professionals. Like-kind exchanges encourage property owners and businesses to sell when they otherwise would not be able to do so because of the tax implications. This allows development to move forward and encourages the efficient use of property. Like-kind exchanges help small businesses build equity and reduce the need for third-party financing, helping them to grow organically without over-reliance on debt and leverage. Businesses can reinvest capital without reduction from taxes, which puts more capital back into productive use. As a result, like-kind exchanges have proven to be important drivers of the U.S. economy, boosting job creation. Without the 1031 framework, many properties would languish or

remain underutilized because of the tax burden that would apply to an outright sale. These statements are not just talking points—they have their basis in sound research. A recent academic study that analyzed nearly two decades of like-kind exchanges found that like-kind exchanges lead to greater capital expenditures, investment, and tax revenue while reducing the use of leverage and improving market liquidity. Another study concluded that new restrictions on the 1031 framework— limiting its use or repealing it altogether—would increase the cost of capital, discourage entrepreneurship and risk taking, and slow the rate of investment. Both the Trump White House and the Republican-controlled Congress have tax reform near the top of their agendas. Recent tax reform proposals have included provisions limiting or repealing Section 1031. In June 2016, House Republicans released their “blueprint” for tax reform, which outlined a bold and detailed proposal. Though it does not mention like-kind exchanges, it provides for the immediate expensing of commercial buildings, rather than depreciating them over time— a move that some key lawmakers believe is a viable alternative to Section 1031. This is demonstrably untrue, partially because land is excluded from the immediate expensing provision. Also, highlyappreciated real estate sold and

then replaced under immediate expensing would fall far short of the current tax benefits from a like-kind exchange. Section 1031 is in danger largely because it is misunderstood. Since tax reform probably needs to be “revenue neutral” (resulting in no changes to the total amount of money the government receives in taxes), tax-writers will need to find offsets to help “pay for” lower tax rates. Thus, provisions like 1031, which may seem to be an unwarranted tax loophole to those unfamiliar with it are threatened. In reality, if this provision is limited or removed, the impact would be counterproductive to the GOP goal of tax reform—less growth, fewer jobs, and ultimately, less tax revenue for the federal government. NAR is committed to ending the confusion about Section 1031 in Congress, advocating for its protection and working with other real estate groups to provide the best information to the tax writing Committees about the important role it plays in our economy. Retaining Section 1031 was one of the NAR Capitol Hill “talking points” for its May 2017 REALTORS® Legislative Meetings & Trade Expo conference, and NAR will continue its advocacy efforts to ensure this vital section of the tax code remains in place. RE Erin Stackley is senior policy representative, Commercial Issues, for the National Association of REALTORS®. RISMedia’s REAL ESTATE July 2017 15

{The NAR Power Broker Roundtable} Agent Teams: Are They for Everyone? MODERATOR:

Robert Bailey Broker/Owner, Bailey Properties, Santa Cruz, Calif.; Liaison for Large Residential Firms Relations, NAR PARTICIPANTS:

Alex Milshteyn Team Leader, Real Estate Associates, Coldwell Banker Weir Manuel Real Estate, Ann Arbor, Mich.

Mike McCann Team Leader, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Devon, Pa.

Tom Skiffington President/CEO, RE/MAX 440, Quakertown, Pa. The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: Agent teams are a

growing trend taking root in our real estate industry dynamic. They were also the subject of a lively panel discussion at the recent NAR Broker Idea Exchange, attracting agents and brokers from all over the country for whom the concept held interest and promise—and so, today, we’ve invited two of the panel’s experienced speakers, and a third pioneer in agent teaming strategies, to share their views and tips. Alex, let’s begin with you. Are agent teams the future of real estate?

Alex Milshteyn: I don’t know if

they’re the future for everyone, but for agents with more business than they can handle by themselves, teaming is a great strategy. I jumped into it 17 years ago. My first hire wasn’t

16 July 2017 RISMedia’s REAL ESTATE

another agent, but an administrative assistant to manage the operations and paperwork so that I could be out seeing clients. Today, I have four assistants and five agents who helped us produce $76 million in business last year—but I didn’t hire my first agent until I simply had more leads and more clients than I could possibly serve alone.

“I like the team approach because teams bring together people with varying strengths that help us better serve our customers.”

Mike McCann: I’ll second that. Form-

– Tom Skiffington President/CEO, RE/MAX 440

ing a team is a slow, steady process—kind of like building a family because, in a sense, you do become family, growing together, having each other’s backs, everyone pulling their load. Our team of 16 agents and six full-time assistants closed more than 700 transactions last year—and even some 450 during the worst of the last downturn—but only because we’re fully committed, not just to our clients and our brokerage, but to each other.

Tom Skiffington: Glad you mentioned the brokerage, Mike, because the brokerage plays a big part in the success of every team. I like the team approach because teams bring together people with varying strengths that help us better serve our customers. I have several times encouraged agents to team up, but not everyone is ready to work with a team, much less lead one. I like to be involved in the hiring of team members, for example, because of possible liabilities to the brokerage. And you have to have the policies and contracts in place to support your teams and help them grow. AM: I understand that because, in some ways, the future of teams depends on how well brokers and states can work together to create laws that protect consumers but allow teams to work most effectively. TS: Amen to that. I’m currently part of a task force in Pennsylvania devoted to examining the issue of agent

teams and working to find solutions regarding the regulations that would be in the best interest of all parties.

RB: What makes a good team leader, and what makes a good team member? MM: First and foremost, the leader

has to be a coach and a working mentor. When I hire, I look for someone who’s fairly new, someone who has the ethics and commitment we demand, and who fits in with the team spirit.

AM: It’s your team of agents and admins who are helping you to build a brand, so you need to be aware of their needs and potential, and provide the support and systems necessary to help them do their best work. RB: Clearly, there are benefits to the brokerage when a team becomes successful. TS: That’s true, but as we mentioned, not every agent is cut out for being part of a team, and not every successful agent can lead one. That’s why good brokerage leaders should strive for a balance between traditional and team models. We should be prepared to embrace the team concept, but we don’t need to cater to them exclusively. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

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{REBAC Report}

New Technologies Will Transform Realty Realities by Marc D. Gould

wo decades ago, did you imagine a time when virtually everyone regularly interacted with a smartphone? Today, it doesn’t matter whether you’re young or old, at work or play. Smartphones are ubiquitous, and they’re only one example of how quickly and pervasively technology impacts our lives.

As the REBAC team gears up for our annual technology issue of Today’s Buyer’s Rep, we’ve been peering into the future, trying to imagine the impact of technology 20 years from now. It’s a future that will likely include driverless cars, significant advances in artificial intelligence, and much more. One of the most fascinating developments is a wide variety of “realitybased” technologies. VIRTUAL REALITY aims to be completely immersive, visually transporting users to other places, real or imagined, allowing them to interact with a simulated environment. Currently, the most advanced products require wearing goggles

that eliminate any visual awareness of your actual surroundings. When worn in a specially equipped room, sensors detect your steps and eye movements, modifying the virtual environment accordingly. The real estate industry was a fast adopter of early virtual reality (VR) technology, with so-called virtual tours playing an important role in property marketing. What has changed dramatically is the quality of the tour experience. Commercial and luxury real estate agents are already dabbling in cutting-edge VR options, using fullyimmersive technology to market new projects to investors, or to help sell a high-end property to an international buyer who prefers a virtual tour over a personal visit. Recent advancements have also produced mainstream options. For example, Samsung’s Gear 360 camera has two 180-degree wideangle lenses, making it easy and economical to record high-quality 360-degree video images. A new 2017 version of the Gear 360 adds live-streaming features and compatibility with other smartphones (beyond Samsung). AUGMENTED REALITY offers a much less immersive experience, bringing various virtual elements into a real environment. For exam-

18 July 2017 RISMedia’s REAL ESTATE

ple, consider the instant success of Pokémon GO, a location-based augmented reality game. Players use a mobile device to locate virtual creatures, which can only be viewed on the user’s screen, but appear to exist in the real world. Even though VR is receiving more attention, augmented reality (AR) is likely to play a bigger role over the long term. By mixing real and virtual elements, the number and types of AR applications are unlimited, potentially impacting every aspect of life at home and work. In real estate, AR is already being used to help homebuyers select among builders’ (three dimensional) floor plans, as well as floor finishes, countertops, etc. Buyers of existing homes (and current homeowners) also use AR apps to envision a new paint color on their walls, or how to arrange their furniture. On the cutting edge, developers are working on new mixed reality goggles at Microsoft (HoloLens) and Magic Leap, which will be so effective in blending virtual elements (holographic images) into the physical world that it will become difficult to distinguish one from the other. LEARN MORE Of course, this is just the tip of the iceberg. REBAC members can learn more about additional developments in the upcoming August issue of Today’s Buyer’s Rep newsletter. RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A whollyowned 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} RE/MAX has appointed chief operating officer Adam Contos to cochief executive officer, effective immediately. Contos will share responsibilities with now Co-CEO Dave Liniger, co-founder of the company, who will “focus on furthering the company’s leadership position in the industry while driving special strategic initiatives.” Senior

Vice President of Financial Planning

Serene Smith will succeed Contos

as COO. Contos was named COO in 2016, responsible for managing the company’s daily operations, including brand marketing, business development, communications, events, HR, IT and media/public relations. Contos previously served as senior vice president of Marketing for 14 years.

Berkshire Hathaway HomeServices has named Claudio Prattico managing director, Latin America and Caribbean. Prattico, a 15-year veteran of the financial services and real estate industries, will be responsible for overseeing the company’s expansion and affiliate support efforts in the two regions, specifically targeting the Bahamas, Barbados, Bogota, Buenos Aires, the Cayman Islands, Mexico City, Rio de Janeiro, Sao Paulo and St. Barts.

Coldwell Banker Real Estate LLC has promoted David Marine to senior vice president of Marketing, the company recently announced. Marine, formerly vice president of Brand Engagement, will be responsible for overseeing the company’s marketing efforts, including advertising, marketing communications, media, product development, promotions and public relations.

real estate industry, will be responsible for the growth and management of all 24 Weichert sales offices in the District of Columbia, Maryland and Virginia. Ackermann was most recently the regional vice president of the company’s Virginia sales offices. Ackermann was formerly the manager of the company’s Alexandra/Old Town sales offices.

ERA Real Estate has named Simon L. Chen chief operating officer. Chen, most re-

Leading Real Estate Companies of the World® has named

cently COO of Realty ONE Group, will be responsible for reinforcing the company’s value proposition while maximizing platforms and programs designed to enhance productivity, build marketshare and fuel growth. Chen is the founder of Century Pacific Group, a real estate investment and technology consulting firm. He was formerly senior director of Corporate Development and Strategy at Move, Inc. and realtor.com®. He serves as a mentor for both the National Association of REALTORS® Second Century Ventures’ REach program and Moderne Ventures.

chairman and CEO of Halstead Property, vice chairman

Weichert, REALTORS® has named Mark Ackermann president of its newly formed Capital Region. Ackermann, a 21-year veteran of the

Diane M. Ramirez,

of the board of directors. Ramirez, an active member of the organization for over 20 years, will serve a two-year term on the board, providing member feedback and input.

Coldwell Banker Residential Real Estate has named Nancy Klock Corey regional vice president of the Southeast region. Corey, a 38-year veteran of the real estate industry, is responsible for overseeing operations of 20 branch and satellite offices, supporting 1,900 affiliated agents. Corey will continue to lead the company’s Miami Beach office. RE For more executive happenings, please visit www.rismedia.com.

Carpooler... REALTOR Always available! ®

That house on Aspen Dr just came on the market! On our way to baseball … one minute Yes! Listed for $349k Lots of updates Can I see it asap? I’m free tonight Checking ... All set. We have a 6 pm showing Also emailed report w/pics What?! Wow … that was quick It’s what I do! Will call after the game

RPR’s app now includes Commercial data

“ Realty ONE Group is a very progressive, digitally oriented, forward-thinking brand and I have the full support needed to be successful in the luxury market.”

SUZI DAILEY PRESIDENT & FOUNDER OF DAILEY BY THE SEA REALTY ONE GROUP, LAGUNA NIGUEL, CA

$90M IN 2016 SALES $600M+ SINCE 2006

TOP 1%

80+

9,000+

100%

Y O U W I N AT O N E .C O M

•

8 4 4.4 4 1 . 1 0 0 1

For Millennials, Homeownership Is a Waiting Game by Suzanne De Vita

illennials have their sights set on homeownership—but a new report makes a case that their dreams could be years from becoming reality.

According to a survey by ApartmentList.com, though 80 percent of millennial renters aspire to become homeowners, 72 percent are held back by an inability to afford a home, with saving for a down payment the most challenging obstacle to overcome. Sixty-eight percent have less than $1,000 saved for a down payment; 44 percent have no down payment savings at all, and 40 percent have no savings plan in place. Older millennials—those aged 25 34 and now in their prime home-buying years—are struggling to save for a down payment as well: 42 percent have set aside nothing. The down payment goose egg suggests millennials grossly miscalculate how much savings they need to afford a down payment, whether 20 percent—ideal to avoid monthly mortgage insurance and obtain bet-

ter mortgage loan interest rates—or less. Another snag? Millennials who are saving up for a home have a long wait ahead of them. According to the survey, most will need to save for more than five years to accumulate enough for a 20 percent down payment, with those in the hottest housing markets needing to wait roughly 20 years. “Our analysis shows that the lack of savings by millennials, combined with the extreme shortage in affordable entry-level homes, means that a large share of millennials may be stuck renting for years,” according to report authors Andrew Woo, director of Data Science and Growth, and Chris Salviati, senior growth associate, at ApartmentList.com. All’s not doom and gloom, however. Millennials saving for a home in

Kansas City, Mo., will need to squirrel away money for just five-and-ahalf years, while those in Las Vegas, Nev., and Miami, Fla., will need about six years. There are other, less intimidating influencers keeping millennials from entering the housing market, too. Forty-five percent are “not ready to settle down” yet, and 36 percent are waiting to say “I do.” “These results underscore the long-term crisis that homeownership in the United States may face as millennials delay buying a home until later in life,” the authors state. “One of the outstanding questions for the housing market has been whether or not the nation’s largest generation will purchase homes at rates similar to their parents or if they will continue to rent long into adulthood, or even indefinitely.” For now, millennials are playing the waiting the game. RE Source: ApartmentList

RISMedia’s REAL ESTATE July 2017 23

A Setting Sun on the Luxury Real Estate Market? Commentary by Desirée Patno

Luxury Shopping The personal luxury goods market can shed light on the buying activity of luxury buyers. Bain & Company’s spring luxury update forecasts that 2017 will be marked by growth in the luxury market: 8 Luxury sales increased 4 percent in the first quarter of 2017 from a year prior, supported by high sales in accessories, beauty products and jewelry in China and Europe. 8 In the U.S., a strong dollar, the political climate and struggling department stores complicate the 2017 outlook.

he sizzling real estate market of the last few years experienced a formidable cool down last year. Sales of residences valued at $1 million and higher increased a mere 1 percent in 2016 after rising 8 percent in 2015 and 16 percent in 2014, according to a new report, Luxury Defined, from Christie’s International Real Estate. Although the study reports that the global economy strengthened and stock markets climbed, a setback in luxury home sales and secondhome spending in primary housing markets was caused by geopolitical uncertainty in 2016. This caused wealthy buyers and sellers in the U.S. (3 percent decline) and London (35 percent decline) to hold off on the luxury market. Houses took longer to sell, remaining on the market for an average of 220 days in 2016 compared to 195 days in 2015, a 13 percent hike. In some regions, uncertainty catalyzed buying activity. Shari Reynolds of CDR in the Mexican resort town of San Miguel de Allende states,

24 July 2017 RISMedia’s REAL ESTATE

“People who were planning to buy five years from now are buying today. We’re seeing Mexican nationals who own second or third homes in the U.S. selling their U.S. properties and buying here.”

Report Findings 8 The four new cities in the report’s Luxury Thermometer Top 10 are: Charleston, S.C.; Paris, France; Austin, Texas, and San Diego, Calif. 8 Amid the report’s Markets to Watch are: Washington, D.C.; the Lake Tahoe region of the United States; Marrakech, Morocco; Belize and the Bahamas.

The start of 2017 has been bleak for American luxury department stores. Nordstrom recently reported a 6.4 percent decline in sales at its full-service department stores, a downward trend mirrored by Macy’s latest decline (38 percent drop) and Neiman Marcus (6.8 percent decline during the holiday quarter).The luxury market is not short on unpredictability, as these findings support. Despite significant slowdowns, there was an increase in sales of $100 million-plus luxury residences, and luxury home sales are expected to heat up in 2017. Affluent buyers have the capability to buy and sell residential properties at their leisure. Simply because geopolitical uncertainty has slowed luxury buying activity does not mean this capital will no longer beckon investment. Real estate remains a popular way to diversify and protect wealth, and the passage of time could see luxury markets return to their previously red hot climate. RE

Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com.

For us, real estate isn’t work ... it’s our passion. That’s why we don’t operate in offices, but in our signature shop locations. Whether in Newport Beach, Minneapolis, Barcelona or Brussels, you’ll recognize an Engel & Völkers shop when you see one. White façades and large windows are designed to showcase beautiful real estate exposés and draw visitors in as they dream and explore the idea of a new home. On streets around the

world, our shops are an expression of our passion for real estate and a shared commitment to support our real estate advisors to provide premium service to their clients at every price point.

We invite you to drop in, browse and see what a future at Engel & Völkers might hold for you.

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

©2017 Engel & Völkers. All rights reserved. This advertisement is not an offering. An offering can only be made by prospectus filed first with the department of the law of the state of New York. Such filing does not constitute approval by the department of law. Additionally, depending on where you are located, an offering may require filing with your respective state authorities. Minnesota Registration Number: F-5339

Delivering for Customers Every Step of the Way by Paige Tepping

PNC Bank goes above and beyond to build relationships with customers

n today’s market, it’s all about staying competitive. To that end, PNC Bank is focused on improving the home-buying experience by helping customers take control of their home mortgage borrowing experience. Whether it’s buying a home, saving for retirement, investing for the future or finding the right credit card, PNC helps customers gain the confidence they need to make important financial decisions. “Culturally, there’s something about this company that separates us from the competition,” says Charlie Crowe, market manager, Washington, D.C., PNC Bank, National Association. “We really do pride ourselves on doing business the right way by ensuring a positive experience and putting customers first.” Offering a suite of mortgage products, all the way from affordable to portfolio jumbo loans, PNC has its own 3-percent down affordability product, in addition to down-payment assistance, for those buying in a low- or moderate-income area. PNC also offers the whole suite 26 July 2017 RISMedia’s REAL ESTATE

of FHA, VA, Rural Housing Service loans and conventional products—both Fannie Mae and Freddie Mac—which are attractive to a lot of borrowers, as well as a suite of luxury portfolio products. “The fact that we retain servicing on each and every one of our loans is another key advantage we have over the competition,” says Staci Titsworth, vice president/ regional manager, Northern Ohio/Pittsburgh Region, PNC Bank. “This means a lot to clients as it shows we’re committed to building relationships with our customers.” Building relationships with customers and offering a high level of service are two of the founding principles that guide every decision made at PNC. “The level of service and transparency we provide is instrumental in helping real estate professionals stay ahead of the curve when working with today’s buyers and sellers,” says Jordy Castillo, market manager, PNC Bank, New York, N.Y. “We pride ourselves on doing the best we can upfront, which includes communicating with both the client and other parties involved in the transaction so that they always know what’s going on,” adds Castillo, an even more

important piece of the puzzle today thanks to the new TRID requirements that are now in play. “It’s now on us to disclose to customers in a slightly different way, which has not only added time to the process, but it’s made us more cognizant of taking the time to prepare the borrower for the process in order to hit closing dates on time,” says Crowe. But it doesn’t end there. In fact, PNC is upping the ante even further as they launched PNC Home Insight® Planner, an online home-buying experience geared toward millennials that helps homebuyers understand true home affordability. Planner provides customers with the ability to prepare a budget, calculate payments and ultimately shop for homes within their budget, while at the same time providing real-time mortgage rates and product information. The experience ensures homebuyers understand the true cost of homeownership, beyond just the monthly principal and interest payment. Planner even prompts buyers to consider retirement and savings when thinking about affordability. “The more education a buyer has about home affordability, the easier it will be for the agent and lender to guide them through the experience,” says Crowe. For Castillo, it’s the level of transparency intrinsic in everything the company does that will provide the big-

gest benefit in integrating Home Insight into his business model. “It gives us a better handle on the process and keeps buyers better informed, while providing the clarity and transparency we love.” Continued growth—and a focus on doing more of the same—is a common theme as we head toward the future. “Looking forward, we’re going to continue expanding our presence in the markets we serve while delivering for our customers every step of the way,” concludes Crowe. RE For more information, please visit pnc.com/planner. Disclosure: PNC and PNC Home Insight are registered service marks of The PNC Financial Services Group, Inc. (“PNC”). PNC has a pending patent application directed at various features and functions of Home Insight® Planner. All loans are provided by PNC Bank, National Association, a subsidiary of PNC, and are subject to credit approval and property appraisal. This information is provided for business and professional uses only and is not to be provided to a consumer or the public. This information is provided to assist real estate professionals and is not an advertisement to extend consumer credit as defined by Section 226.2 of Regulation Z. Programs, interest rates, and fees are subject to change without notice. ©2017 The PNC Financial Services Group, Inc. All rights reserved. PNC Bank, National Association. Member FDIC.

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{Global Spotlight} This exquisite home in Ribaritsa, Bulgaria, comes complete with horse stables.

Opportunities Abound in Bulgaria’s Luxury Market

s managing partner of Bulgaria’s Unique Estates, Vesela Ilieva brings more than 16 years of marketing and leadership experience to the luxury real estate firm. Find out more about what’s driving home sales in this Balkan country, and how Unique Estates is seizing the opportunity.

Real Estate magazine: Please describe your firm. Vesela Ilieva: Unique Estates was established in 2006 as a specialized consulting company in Bulgaria. We work with clients and properties in the luxury and corporate segment. We have two offices situated in the heart of Sofia, the capital. Our team is comprised of more than 55 professionals with international and local experience. The company is part of AG Capital, a holding company specializing in construction and real estate investments. In 2016, Unique Estates became an exclusive partner of Luxury Portfolio International®, the luxury face of Leading Real Estate Companies of the World®. RE: Please describe your current housing market. VI: In the last year, we have become a seller’s market. Demand in the big cities is growing, alongside infrastructure development and new transportation lines in the capital. After almost five years of stagnation, Bulgaria’s housing prices are now rising rapidly, thanks to falling interest rates and a stable economy. In Q1 2017, demand for luxury properties remained primarily for residential 28 July 2017 RISMedia’s REAL ESTATE

purposes, but investment purchases gained momentum. Our data show that investment purchases accounted for about 40 percent of luxury property deals. In Q1 2017, prices in the luxury segment remained stable, with expectations for annual growth of around 5 percent. RE: What has sparked this growth in your market? VI: Bulgaria is within one of the most stable macroeconomic parameters in the European Union (EU) and has one of the fastest-growing economies. In recent years, the country has become a major IT hub. Tourism is growing in doubledigit percentages. RE: Please describe the properties in your market. VI: Unique Estates works with all kinds of high-end quality properties on the Bulgarian market—from city apartments in the top urban districts to flats or single-family houses in gated complexes, houses in suburban areas, rural vacation homes, countryside mansions, and seaside and mountain resort villas. The biggest demand is for city apartments in prestigious districts and houses in suburban areas within close driving distance to the business centers of the cities. Sofia has the greatest demand for luxury property. RE: How prevalent is new construction/development? VI: Bulgaria is experiencing a shortage of new construction of luxury properties. There are well-developed com-

plexes or buildings in prestigious regions, but they do not meet the growing demand for such properties. The main challenge the local market now faces is meeting the needs of the affluent in the so-called millennial generation—young people who have already accumulated capital from fast-growing fields such as information technology, banking and finance, investment and start-up businesses. Young, modern people are looking for technology and smart-home management systems, which are often missing in the luxury properties preferred by wealthy people aged 60-plus. The new 30+ buyers in the luxury segment prefer to live in the dynamic urban environment. The market, not only in Bulgaria, but all over the world, is experiencing a serious shortage. RE: Please tell us about the buyers you work with. VI: The primary driving force behind the real estate market in Bulgaria remains local entrepreneurs, high- and mid-level managers, as well as well-paid IT experts, and specialists in medicine and trade, mainly with families. Unique Estates has also identified a new group of buyers looking for an investment in residential buildings or a group of apartments to lease on a hotel basis. We have a healthy mix of foreign investors mainly from Europe— the United Kingdom, Germany, Austria, Central and Eastern European (CEE) countries, as well as interest from Russian and Middle Eastern buyers. RE: What are some of the most important trends in your market? VI: Fast-growing industries such as technology and finance have led to the emergence of a new generation of buyers in the luxury property market. New buyers want a modern home—a loft, a penthouse with a large terrace for parties or a house with contemporary architecture, lift, gym and indoor pool. They insist on smart technologies that allow them to manage their home remotely. They live a dynamic way of life, and want their home to match it. RE: What are your biggest opportunities for growth? VI: The economic recovery, the improving lending conditions and the fact that Sofia and Bulgaria are becoming more recognizable tourist destinations are the key factors that have influenced the luxury property market in the first half of 2017. By the end of 2016, the gross domestic product rose by 3.4 percent, a rate above the average in the EU. Incomes are increasing steadily, and unemployment has fallen by 7.6 percent, with significantly lower levels in Sofia. Meanwhile, interest rates on mortgage loans continue to fall, reaching 4.2 percent, according to data from the Bulgarian National Bank.

This two-level luxury residence is located at the foot of Vitosha Mountain.

A two-level penthouse in Sofia includes a wine cellar, terraces and fitness room.

RE: What are some of your most successful strategies for promoting/marketing your business? VI: The modern client requires a new approach to the housing presentation. He or she needs quick access to all the necessary information, and the opportunity to view, choose and coordinate the desired property in a minimum amount of time. This is why Unique Estates offers virtual tours of top-quality properties, 360-degree photos of homes, videos that highlight architecture and interior design, an abundant gallery of photos and a detailed description of the property’s characteristics and its surrounding urban areas. Unique Estates also publishes a luxury magazine four times a year devoted to the highclass lifestyle. This has helped establish the company’s brand as a new way of thinking, living and enjoying the best of the best. RE: How does being part of Leading Real Estate Companies of the World® help advance your business? VI: Being part of Leading Real Estate Companies of the World® is an excellent opportunity to unleash the potential of Unique Estates internationally, thanks to the network of contacts and opportunities a partnership of this magnitude gives us. We really live the “We Are Local, We Are Global!” motto. RE For more information, please visit http://ues.bg/en and www.leadingre.com.

RISMedia’s REAL ESTATE July 2017 29

Consumer Engagement:

What Really Works Brokers Reveal Which Tools and Strategies Yield Results at RISMedia Forum

CO-MODERATORS

JOHN FEATHERSTON President & CEO RISMedia

TODD HETHERINGTON Founder & CEO NM Management Inc./ CENTURY 21 New Millennium

by Maria Patterson

uilding strong relationships with clients and prospects is priority one for any good real estate professional. But in today’s digital world, making real connections with consumers has become complicated and often elusive.

This topic was explored in detail during RISMedia’s Power Broker Forum at the National Association of REALTORS® Legislative Meetings & Trade Expo in Washington, D.C., this past May. Co-moderated by RISMedia Founder, President & CEO John Featherston and NM Management Inc./CENTURY 21 New Millennium Founder & CEO Todd Hetherington, the panel featured: Scott MacDonald, broker/owner and president, RE/MAX Gateway; Matthew O’Connor, COO, Terrie O’Connor REALTORS®; Burke Smith, chief development and learning officer, Realty ONE Group; and Verl Workman, founder and CEO, Workman Success Systems. As the panel agreed, today’s consumers are more sophisticated than ever before, and it’s incumbent upon real estate professionals to keep pace with modern methods of engagement. “My perspective has changed through the years,” said Hetherington. “My oldest daughter 30 July 2017 RISMedia’s REAL ESTATE

is one of our newest licensees. Her perspective as a 27-year-old is different from mine as a 53-year-old.” In striving for consumer engagement, MacDonald stressed that it’s critical to begin with the end in mind. “You have to have a plan of action and know what you’re trying to accomplish,” he advised. “Have a plan, then implement the plan so you’re not doing things randomly, but on purpose.” “We have to be intentional about our connection as opposed to being accidental,” agreed Workman. “Agents are quick to spend money, but don’t actually measure the results. I want to know that I’m getting a minimum of six times the return on my investment. If I can’t quantify it, it’s just noise to me.” “You can’t save your way into profitability, but you can spend yourself into oblivion,” said O’Connor. “There are so many ways to spend money, and so many things sound good and appealing, but how many of our agents have significant negative ROI? We need to help our agents measure that.” When it comes to social media and marketing campaigns, Smith advised keeping the 40/40/20 rule top of mind: 40 percent of your success involves knowing and targeting your audience; 40 percent will be based on the value of your message; and 20 percent

PARTICIPANTS

SCOTT MACDONALD Broker/Owner & President RE/MAX Gateway

MATTHEW O’CONNOR COO Terrie O’Connor REALTORS®

BURKE SMITH Chief Development & Learning Officer, Realty ONE Group

VERL WORKMAN Founder and CEO, Workman Success Systems

will be the look and feel of your message. “The days of figuring out whether you can get dogs and sunsets in the same picture are over,” he added. It’s All About the System Whether it’s Facebook, YouTube or an automated content program, panelists agreed that no platform or tool by itself is a silver bullet for generating business. “It’s not as much about the source,” said Workman, “as it is about the system and process you have in place to convert leads.”

O’Connor has focused on putting such a system in place at the brokerage level. “Last year, I started automating to social media every new listing, every sale, and every open house, tagging the agent throughout. That immediately became the No. 1 traffic source to our website. It dwarfed everything else.” MacDonald stresses to his agents the importance of recording numbers and tracking metrics using whatever methods work best for them. “When people ask me what systems we tell our agents to use to track and measure their results, my short answer is, ‘the one they’re going to use.’” According to Workman, there are several free options for brokers to use when it comes to tracking results, such as Google Drive lead tracker. He requires agents to record a lead on the first contact. “If it’s not done on the first contact, it means they have too many leads, and we turn off their lead flow.” Video: A Must-Have MacDonald is a strong proponent of using video to engage consumers. “We’re tracking where we’re getting the most engagement from, and it’s videos,” he reported. “We’re doing 1 - 3 videos a week. You have to have a broad selection and appeal to the audience you’re going after in multiple ways.” Despite its huge popularity with consumers, Smith reports that only 12 percent of agents are actually using video. “Video has the highest perceived value from the search engines, and the highest interaction from the consumer. Don’t worry about having a bad hair day or the sound of your voice—people just care about the information.” O’Connor also uses Facebook videos to build target audiences. “I can follow up with everyone who watches a video for more than 90 seconds. I get those stats from Facebook, and it allows me to create a custom target audience.” Of course, the content of your videos, and social media posts in general, is extremely important. Workman uses the FORD method: “25 percent about family, 25 percent about your occupation, 25 percent about recreation and what you’re doing for fun, and 25 percent about your dreams. People will connect with you personally if you’re not shoving real estate down their throat.” MacDonald concurred. In addition to his local real estate reports, he also posts “cooking videos and videos of my daughter swimming—I get just as many comments on those as my market reports.” Smith also underscored the importance of correctly tagging videos. “Videos that get views are tagged and

described with keywords about what it’s about and where it is,” he explained. The Human Touch Of course, any good real estate professional’s consumer engagement strategy must involve personal contact. In fact, to underscore the value of marrying today’s digital strategies with the tried-and-true practices of relationship building, Hetherington offers his agents an all-day class on how to become “tradigital.” “Technology should be a supplement, but the digital side is growing,” said O’Connor. “This is still a belly-tobelly business, and that’s probably one of the reasons why we haven’t been disintermediated.” “You can’t shake hands with a Facebook page,” agreed Smith. “But, everything you do offline has to have a call to action to drive people to where you’ve invested online.” Parting Gifts In closing, Featherston asked panelists to leave the audience with a few words of wisdom. Here’s what they shared. O’Connor: “Fail early, fail often, keep iterating and try new things.” MacDonald: “You look like you look, you sound like you sound—make videos.” Workman: “What you focus on matters. Begin with the end in mind and intentionally create the business you want. Your return on time is more important than your return on investment.” Smith: “Technology won’t replace agents, but agents using technology will. Pick one or two technology strategies and get out there and own it.” Hetherington: “Just get out there and do it.” Featherston: “You learn by putting yourself out there. Be engaged and learn from the success of others. If you have a plan and a system behind you, you can win.” RE RISMedia’s REAL ESTATE July 2017 31

high-tech

&human hustle by Paige Tepping

32 July 2017 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

CENTURY 21 EXPANDS ITS REACH AS A REAL ESTATE FORCE ®

hile other companies and franchisors are working toward earning the attention of the industry, a growing number of real estate professionals looking for a new place to call home are seeking out the iconic CENTURY 21®brand, which is known in the market

as a community of like-minded entrepreneurs who ideate and share best practices. Century 21 Real Estate LLC is coming off its best growth year in a decade, in terms of the number of new offices affiliating with the brand, with many of the new brokers coming into the CENTURY 21 System citing it as the best platform for their sales professionals, their market, their growth and long-term success. In 2016 alone, 657 new offices proudly waved the CENTURY 21 flag in local markets around the world. These growth numbers follow last year’s announcement that in 2015, the CENTURY 21 System welcomed 497 new offices globally. All totaled, Century 21 Real Estate LLC currently has approximately 7,400 independent offices worldwide, making it a global leader in residential real estate.

“It’s exciting to know that we now have 7,400 residential offices worldwide, but more importantly, we have real estate entrepreneurs coming to us wanting to know more about the C21® story and how we are helping their peers increase agent productivity, recruit the best professionals in the market and enhance marketshare,” says Greg Sexton, chief operating officer of Century 21 Real Estate LLC. “Based on the number of prospective franchisees coming into our Madison, N.J., headquarters, and those attending our live events to experience our value proposition first-hand, we’re confident that we will continue to be the first choice for industry professionals and consumers looking for a new place to call home.” Overall, the “we’ve got your back” culture at C21®of collaboration and shared ideation, growthoriented technology tools, learning, and multichannel marketing communications, coupled with the peer-to-peer community of like-minded entrepreneurs who support one another’s growth and long-term success has helped the global franchisor raise its affiliated agent base almost 10 per-

cent year-over-year to 111,531. “Agents are gravitating to the CENTURY 21 System because they want to be a part of a culture of purpose-driven professionals who earn the trust and affinity of homebuyers and sellers better than anyone in the business—and the three-peat sweep of J.D. Power helps to affirm that,” adds Cara Whitley, chief marketing officer of Century 21 Real Estate LLC. “Our Platform supports entrepreneurs by providing access to tools and technologies that help to facilitate human-to-human connection, augment their skills and abilities to help better serve the consumer, and deliver insights that other agents who are considering a move, and consumers with life-changing real estate decisions, demand—and deserve—from a real estate company.” When you ask the new brokers affiliating with the brand why they chose CENTURY 21, they reference the many ways the brand is helping their “most valued assets”—their agents—grow their business and close more transactions via lead generation, learning, and personalized technology

RISMedia’s REAL ESTATE July 2017 33

Built to win a digital age where human touch is irreplaceable

offerings, like Realogy’s proprietary Zap®platform for brokers and agents, in addition to its suite of data analytics and mobile-based technologies. The differentiator, adds Whitley, is the philosophy of the 111,500 agents worldwide who approach each other and the market as a collaborative community that shares best practices on how best to combine technology with a personalized “human touch” to build long-term relationships, attract new business and drive per-person transaction growth. “CENTURY 21 agents are our heroes, and when it comes to helping make dreams come true, they are the best in the world,” says Whitley. “They are a community of like-minded entrepreneurs who support one another’s growth and long-term success, who never stop hustling, and will not sleep until all parties in the transaction are satisfied.” In a world where people and professionals have hundreds of choices to make every day, including which real estate company they feel is best for their unique, individual needs and wants, the CENTURY 21 System is increasingly earning the reputation as the “go-to” company for both real estate consumers who seek the best of both tech and human experiences, and for industry professionals wanting more growth-oriented support. “Over the last five years, CENTURY 21 Affiliated has grown substantially, with over 100 offices, 2,000 affiliated sales professionals and, in 2016, we sold 17,923 homes, and we certainly would not have had this type 34 July 2017 RISMedia’s REAL ESTATE

of growth without the ongoing support from the CENTURY 21 brand,” explains Dan Kruse, president and chief executive officer of CENTURY 21 Affiliated, with offices in Wisconsin, Illinois, Indiana, Michigan, Minnesota and Florida. “We’re a proud franchisee of the CENTURY 21 system. Their innovative thinking embraces our strategy for new market growth, and supports our overall business model.” Those affiliated with the CENTURY 21 System receive a great many benefits—both directly and indirectly—from a collective culture that values human interaction to a platform that supports individual growth. For example, new sales professionals are able to learn from their more experienced peers, broker managers are able to lean in and grow with others in similar roles, and companies that choose to affiliate are not only welcomed with a comprehensive, year-long onboarding process, but they also have access to other long-running independent franchise owners and operators who openly share the secrets to their overall success. The foundational principle of the collaborative culture at C21® is simple, yet powerful: support someone else’s success and you support their lives and the countless lives and communities they touch along the way. “After 14 years as an independent brand, I decided to get into franchising, and after an eight-month journey dissecting all available options and business models, the choice was clear: affiliate with CENTURY 21,” explains Terry Swanson, president of CENTURY 21 Results Re-

alty in Cumming, Ga., serving the Atlanta metropolitan region. “In doing so, not only do we now have access to the tools and services necessary to thrive and grow, but I can turn to any number of broker managers like myself across the world to get their ideas and discuss strategies that are helping them overcome business challenges and concerns. Now that’s powerful, and that’s the new CENTURY 21.” Sexton believes that the System’s continued focus on quality over quantity is helping the organization drive innovation and disruptive change while proactively adapting to a consistently altered business environment. The CENTURY 21 Zap platform is the perfect example of how the iconic brand owns its role as an innovator. In fostering a “we” versus “them” mentality, Zap is truly a team approach. Zap combines best-in-class real estate websites and apps with centralized access to a customer engagement platform that builds strong, long-term relationships between agents and their customers, driving agent efficiency, effectiveness and productivity. Unlike other platforms in the sharing economy that isolate people from each other in business dealings, the magic behind Zap is in bringing together all parties. It facilitates sharing between brokers and agents, agents and their clients, and homebuyers and sellers, while providing feedback to their C21 sales professional. “Zap is getting results for our agents who use the platform regularly,” says Kevin McRobbie, chief operating officer of CENTURY 21 North Shore, with 27 offices throughout Massachusetts, New Hampshire and Maine. “In fact, Zap users are doing more business than those who choose not to engage with the platform.” This is even more promising news for the global franchisor whose work repositioning and contemporizing the C21® brand has helped it to become the real estate company of choice within the real estate industry and with homebuyers and sellers. Just last year, for example, the CENTURY 21 brand announced that it received all four industry-leading customer satisfaction awards in the annual J.D. Power 2016 Home Buyer/Seller Satisfaction StudySM, sweeping the awards for the third consecutive year across four customer satisfaction segments in the study, including: First-Time Home-Buyer Satisfaction, First-Time Home-Seller Satisfaction, Repeat Home-Buyer Satisfaction and Repeat Home-Seller Satisfaction. Sweeping all four J.D. Power customer satisfaction awards alone is significant, since no other real estate company has accomplished this feat once, let alone three times consecutively. Adding to that distinction are third-party voices and peer recommendations pouring in from clients and customers C21 System members interact with each and every day. Through its partnership

with Real Satisfied, a leading customer satisfaction and brand management platform for the real estate industry, as well as its in-house Quality Service Pinnacle Awards, CENTURY 21 System members are proving that real estate professionals cannot only better understand their clients’ needs and work tirelessly to exceed client expectations, but do so while maintaining superior production. “As a real estate professional, I know that relevance is

“We’re a proud franchisee of the CENTURY 21 system. Their innovative thinking embraces our strategy for new market growth, and supports our overall business model.” – DAN KRUSE President & CEO, CENTURY 21 Affiliated

given by those we interact with, and remaining relevant is critical if I am to remain successful in today’s consumercentric world,” says Eric Riviere of CENTURY 21 Richard Berry & Associates in Louisiana, a Quality Service Pinnacle Award winner in only his second year with the brand. “I’m proud of these ratings and my affiliation with a company that helps me engage with homebuyers and sellers where they live, and better serve them both in-person and across multiple digital channels.” “The importance of earning quality service ratings is unquestionable, as they help validate our day-to-day focus on providing best practices in client care,” adds Fernando Semiao, president of CENTURY 21 Semiao & Associates in New Jersey. “The positive feedback we receive helps us leave a lasting impression on the people we interact with, create a foundation of trust, and ultimately, it separates us from the competition.” In a separate but equally impressive third-party citation, the 2017 Millward Brown survey of real estate consumers found that the CENTURY 21 brand also ranked highest in total brand awareness for the 19th consecutive year in Millward Brown’s ad tracking study. Diving deeper into the research, the study also found that both the Latino community at large and Hispanic millennials endorse Century 21 Real Estate significantly higher than the competition. When presented with a list of real esRISMedia’s REAL ESTATE July 2017 35

events—Posible L.A. 2017, a curated event dedicated to Angelino entrepreneurs. 8 espanol.century21.com: the site just completed a major overhaul to focus on the data and knowledge Hispanic buyers prefer and seek when searching for real estate information. 8 Partnership with Pólvora Advertising as the brand’s Hispanic marketing agency. Celebrating the best growth year in a decade

“After 14 years as an independent brand, I decided to get into franchising, and after an eight-month journey dissecting all available options and business models, the choice was clear: affiliate with CENTURY 21.” – TERRY SWANSON President, CENTURY 21 Results Realty

tate agencies, total awareness of the iconic CENTURY 21 brand among the Hispanic community was 91 percent, significantly higher than the nearest competitor at 69 percent. For Hispanic millennials, total awareness was at 88 percent, 24 percentage points higher than the next closest competitor. At 45 percent, Hispanic consumers also selected the CENTURY 21 System as the most recognized name in real estate, significantly higher than the nearest competitor at 32 percent. Together, the brand’s efforts have greatly increased the profile of their affiliated sales professionals with this increasingly dynamic segment, but more importantly, the brand has helped its System members better understand and serve the unique needs of Hispanic homebuyers and sellers. A list of initiatives that specifically address the many people and cultures within the overall Hispanic community that the C21 brand is delivering include: 8 Spanish-first marketing programs and digital advertising spots, proprietary online tools and targeted sponsorships. 8 Proud sponsor of one of Los Angeles’ premier Latino 36 July 2017 RISMedia’s REAL ESTATE

“Serving multicultural homebuyers and sellers is no longer a niche,” explains Sexton, who notes that the brand is also active in the National Association of Real Estate Brokers, the Asian Real Estate Association of America and the National Association of Gay & Lesbian Real Estate Professionals. “Serving diverse markets is good business, and another sign that our System is committed to reflecting all of the faces of the consumers it serves in local markets across the globe.” In today’s digital world, where all citizens by-and-large are media creators, businesses, especially service-oriented real estate companies, need to foundationally be prepared to respond to disruption, communications and innovation. “What we have created is a meaningful community of like-minded real estate professionals whose collective work matters, and while it may not be for everyone in the business, those that affiliate with C21 are delighted with how expectations are exceeded, and they openly share the experience with others,” adds Whitley. And if the CENTURY 21 philosophy needed additional credibility, the brand can look to the unique mind and brilliance of Seth Godin, recognized as the premier marketing and consumer guru, who, at a C21®brand-sponsored event called “Agents of the Future,” so aptly said: “All of us are smarter than any of us.” “At the end of the day, the power of human interaction is irreplaceable when it comes to buying or selling a home,” says Whitley. “The combination of a brokerand 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 to make System members a top choice when a real estate need arises.” There’s no denying that the new look and feel of CENTURY 21 is a modern brand experience, one where their strong foundation and internal culture of collaboration and shared ideation is growing a community of like-minded entrepreneurs who share common values and goals in an authentic and transparent manner. In doing so, the brand is earning the trust and affinity of industry professionals and homebuyers and sellers around the globe who are in the market for a new place to call home. RE For more information, please visit www.century21.com.

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10 Tips to Apply Before Your Next Open House

by Joe Sesso

ave you ever left your open house feeling like something wasn’t right? Perhaps you wondered if one of your open house visitors wasn’t there for the right reasons. Maybe

you simply felt that something was off. Trouble is the last thing you want at an open house or showing, so we’ve compiled the following tips to prevent it from ever appearing. Secure the Property Make it clear and evident to potential troublemakers that your property will not fall victim to mischief. 8 Convince the property owner to invest in motion sensor lights so no one can creep about your listing unseen. 8 Ensure all guns, medicines, jewelry, personal photos, bills, and spare keys are removed from the premises to prevent visitors from walking away with your client’s belongings. 8 Check that all doors and windows have proper locks and ensure that they stay locked before leaving each showing.

8 Complete a perimeter check of the home to ensure that trees and bushes are trimmed back from the house, making it harder for troublemakers to hide. 8 Lock any ladders in the shed or garage to make sure no one can enter through the upper levels of the house. Prepare for Your Open House During your open house or showing, make your personal safety a priority. 8 Introduce yourself as the listing agent to the neighbors beforehand. 8 Bring a friend. If there’s no one

that can sit with you, consider using an app like SafeTrek. 8 Try to schedule all open houses and showings during the daytime. If you have to schedule after dark, arrive early and open all curtains and blinds to make it easier for neighbors to look in. 8 Require all open house attendees to sign in digitally and request they show their ID at the door. Knowing their presence has been recorded will discourage visitors from terrorizing your listing. 8 At the conclusion of your open house, make sure you’re alone in the home, double-check that all windows are locked, and relock all the doors. RE

Joe Sesso is national speaker for Homes.com. For more information, visit connect.homes.com

RISMedia’s REAL ESTATE July 2017 39

What’s Your Daily Score? by Terri Murphy

ave you ever taken a real look at what you do every day? Maybe, upon waking, you head straight for the coffee, or start your day off with a brisk run. No matter how you engage your day, it’s likely that your actions are tied to your habits. These habits have a collective impact on your day and life. Starting every day with a brisk run will yield a considerably different outcome than a daily donut run. Are you in control of your habits, or are your habits in control of you? These same actions produce what Darren Hardy refers to in his book “The Compound Effect.” While predictable outcomes are due to the quality of our habits, Darren shares that the accumulation of specific activities propels you forward or sets you back, producing desired or undesired results. If you’re in sales, your daily habits will predict your profits, so what can you do daily to keep you on track? Top producers use the Daily Success Habits Tracker* to ensure their time is focused on dollar-productive activities. Your goal is to execute specific dollar-producing habits every day. 40 July 2017 RISMedia’s REAL ESTATE

This system helps you track and record what you do in 30-minute increments every day, awarding different activities with different points. When done judiciously, you know you’re on track when you reach your goal of 61 (or more) success points daily. Let’s say your day includes a closing for 10 points. Give yourself another 10 points if you have a listing appointment scheduled. Showing buyers two homes? Add 10 more points. Writing an offer? You’re up for another 10 points. Blocking out your personal time first will ensure you’re living life by design and not by default. Indicate personal activities in red, knowing they’re reserved for personal time. Activities that fall into this category include family time, church, working out, etc. Use the color green to block appointments with prospects. This can include anything from listing ap-

pointments to meeting with buyers to show them properties and writing and negotiating contracts. Block and schedule the remaining times in yellow for working in the business. Make it a priority to reserve 60 minutes every day strictly for prospecting, incorporating specific time increments for contacting your A, B or C leads during regularly scheduled days throughout the month. Block out one week every month to contact your sphere of influence and to execute the current month’s Top 50 touch strategy for top-of-mind referrals. At the end of each day, tally up your points with a goal of accumulating a total of 61 points. When you schedule daily blocks of time tied to scoring, you can begin to eliminate time wasters and “fake” work, replacing those time slots with profitable actions. Your goal is to get as close to 61 points every day as you create habits to establish a “rhythm” for success. Effective use of your time plus solid habits that produce results will help you to stay focused, making it less likely that you become distracted by non-productive activities. As Darren states in his book, success is really a series of small, scheduled activities that compound daily to create successful outcomes. The day will pass anyway, and when you deploy daily habits that yield 61 points of rhythm, you’re on your way to increasing your bottom line. RE *For a complimentary copy of the Daily Success Habits Tracker, contact Terri@TerriMurphy.com. Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@ TerriMurphy.com.

3 Tips to Win the Toughest Bidding War for Your Clients by Joe Sesso

t finally happened. Your clients have been viewing property after property, and now, they’ve fallen in love. They found the house that’s perfect for them, and they’re ready to make an offer. Since 25 percent of buyers turn to an agent for the primary purpose of getting help negotiating the price and terms of their purchase (2016 NAR Profile of Home Buyers and Sellers), this is your time to shine.

Here are three tips to help you assure your clients that they can move forward on their dream home. Consider Your Loan and Lender It’s critical that your buyers are pre-approved for a loan before they even begin looking at homes so that they know what kinds of homes they can afford. Also, remind buyers that they should go through a well-known lender. Getting preapproved by an obscure company doesn’t inspire trust, nor does it look good when it comes time for the seller to select an offer. When your buyers are ready to make an offer, suggest that they

don’t lead with the highest amount in their pre-approval. Not only does this leave them with nowhere to go if there’s a bidding war, but it also shows that your buyers have no wiggle room. Write the Right Offer Before giving your clients a figure, it’s best that you know the value of the home and the area. A comparative market analysis (CMA) can help you review how much similar homes in the area have sold for so you can calculate the best offer. Another way to use the CMA to your buyer’s advantage is presenting it as leverage. If your clients are

making an offer that’s lower than what the sellers requested, it may be a good idea to present a letter with the CMA when submitting the offer. Create a Connection Buying and selling a home is an emotional process. Sellers are attached to their home because of the memories made in it. They want to make sure their home is going to buyers who will make the same kinds of memories. Because of this, it’s important for your buyers to sell themselves as the best option. Pointing out every flaw, nitpicking the little details and making negative comments are surefire ways to be ruled out. If a bidding war does break out, the buyers who hold the highest favor will likely win. RE Joe Sesso is national speaker for Homes.com For more information, visit connect.homes.com.

RISMedia’s REAL ESTATE July 2017 41

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1.800.392.9653 | TEG@TheEntrustGroup.com | www.TheEntrustGroup.com Entrust does not promote any investments. Rather, Entrust provides the administration, information, and tools to help make self-direction straight-forward and compliant. We help you get started quickly and stay with you every step of the way.

{Blog Spot}

11 Reasons

Why Your Home Isn’t Selling by Charles Muotoh

hile you shouldn’t panic if your house doesn’t sell the moment you list it, you should begin to worry if the months start flying by without any real offers. Here are 11 reasons why your house may not be selling.

furniture and décor to give buyers a better idea of how big every room is and how it can be used. You want the buyer to feel at home when they’re taking the tour.

You kept up all of your personal décor. Buyers are going to feel uncomfortable touring your house if you keep all of your family portraits up. Take down your personal décor so buyers can imagine themselves living in the space.

Your home improvements are too personalized. You might think the comic book mural you painted in your child’s room is absolutely incredible, but that doesn’t mean potential buyers will agree.

Your home is too cluttered. Even if your home is clean, clutter can still be an issue. For example, too much furniture in one room can make the house feel smaller.

You overvalued your property. Compare your property to similar properties that recently sold within your area to get a better idea of its true value. An experienced real estate agent can give you an accurate value of your home.

Your listing is poor. If your listing includes a poorly written description without any images, a lot of buyers are going to skip over it.

You’re always present at showings. Let your agent handle your showings. Buyers don’t want to have the seller lurking over their shoulder during showings, especially during an open house.

You’re too attached. If you refuse to negotiate even a penny off your price, there’s a good chance you’ve become too attached. If a part of you doesn’t want to sell the home, odds are you’re going to have a difficult time coming to an agreement with a potential buyer.

You haven’t had your home professionally cleaned. A dirty house is going to leave a bad impression on prospective buyers. Make sure you hire a professional to clean your carpeting and windows before showing your house.

You haven’t staged your home. Stage your house with

Your home is in need of too many repairs. The more repairs that are needed, the less likely a buyer will want your house. Many buyers don’t want to deal with the cost or effort of repair work.

You chose the wrong real estate agent. Choosing the right real estate agent is the most important decision you will make when selling your home. A good real estate professional makes all the difference when it comes to selling your home within a reasonable time.

One of the best ways to avoid making these common mistakes is by working with a professional real estate agent. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

RISMedia’s REAL ESTATE July 2017 43

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4 Keys to Winning

Every Buyer or Seller Presentation Commentary by Todd Sumney

here’s one thing every real estate agent must master to be successful: his or her presentation. If you can’t convince the customer to hire you, the rest of your real estate skills don’t matter, and never even come into the picture.

erPoint or Keynote on the street in front of the potential listing, take a photo with their iPad or tablet, insert the new photo and customize the text/name on page 1 and walk in with a custom presentation with the customer’s name and a photo of their home. Presenting your customer with a customized listing presentation shows professionalism, marketing skills and attention to detail. And it’s easy to do, even if you only have 15 minutes notice.

Step 4: Leave a Print Copy Behind

So what are the keys to winning the appointment and getting hired by your customer?

to do is grab your pre-prepared master presentation, add in the CMA and run out the door to your next successful appointment.

Even though the electronic and iPad/ tablet versions of a presentation have a “wow” factor that present you as a cutting-edge, tech-savvy agent, customers tell me that they still prefer a printed version, and they prefer that you leave that printed version behind. They want to read every page and absorb as much knowledge and information as possible. And, they want to “compare” you against the other agents they’ve interviewed. Rather than taking the lazy path, take the time to print your presentation out and put it in a beautiful printed folder.

Step 2: Win With Volume

Action Item: Block out two hours from

Step 1: Prepare Ahead of Time In my experience, the biggest requirement is preparation. Preparation doesn’t have to mean a lot of prep time before every appointment. As a matter of fact, pre-planning and preparation will allow you to be ready with a killer presentation in less than 15 minutes when you get that lastminute call from the customer. If you aspire to be a top-performing agent, you must have the following prepared and ready to go at a moment’s notice: 810 pre-printed seller presentations 810 pre-printed buyer presentations 8 An electronic presentation in PowerPoint, Keynote or PDF Once this is completed, all you have

Customers need assurance that you’re knowledgeable, prepared and professional—and they need information to set them at ease. Agents that come to a presentation with a large volume of information are interpreted as being more professional and trustworthy by the consumer, while those who come in with a “big personality” but only a few printed pages are interpreted as being arrogant, not as prepared, and less professional. And let’s just say volume—or more pages—usually wins.

Step 3: Customize Your Presentation in the Driveway At HomeSmart, we teach agents to open up their presentation in Pow-

8 a.m. to 10 a.m. every day to “prepare” your master presentations and pre-print them. Do this until you have these four key items completed. For those of you at HomeSmart, we already have them done for you. Just download them and order them preprinted from the Marketing Design Center. RE Todd Sumney is the chief marketing officer for HomeSmart International. In his leadership role, Sumney is responsible for spearheading all of the company’s branding and marketing initiatives, including agent marketing and presentations. For more information about joining HomeSmart as an agent, visit HomeSmart.com/join, or visit HomeSmart.com/YesYouCan for franchise opportunities.

RISMedia’s REAL ESTATE July 2017 45

{Power Broker Perspectives} by Keith Loria

Lynn Reecer

Continued Growth

President/CEO/Managing Broker Reecer Properties, Inc. Dealing with the wide range of emotions people experience as they transition in and out of homes sometimes leaves Lynn Reecer feeling more like a social worker than a REALTOR®. But real estate is a business she loves, and one that she’s prospered in since making the decision to enter the industry. “I had a family member who was a REALTOR®, and after the market crash of 2008, I decided to help him get his business back on track,” says Reecer. “Eventually, I started my own company because I like to do things from scratch, and it’s been a great experience.” Today, she runs Reecer Properties, Inc., based in Fort Wayne, Ind. Looking at business in 2017 so far, Reecer notes that it’s the “best market I’ve seen since I got into the business. “One of the real telling reasons is that I’m very active in the Northern Lakes—we have 400 lakes in Northern Indiana, and while it’s a secondary market, it’s a really strong focus for our business,” explains Reecer. “Since the beginning of January, we’ve had nine sales there, and

46 July 2017 RISMedia’s REAL ESTATE

Photo Caption

Reecer Proprties’ lake office/guest cottage

Reecer (right) and two of the honors her firm has received.

in seven out of nine, we’ve had both sides. And these are nicely priced homes. That’s a good indicator that the market is so much better than it has been in a long time.” A small boutique firm of about 17 agents, the company recently opened its fifth office. Reecer has added an executive vice president to the mix to help run marketing and operations, in addition to an in-house graphic designer and social media expert. Looking ahead to the

rest of 2017, Reecer feels that the way to continued growth is to concentrate on first-time homebuyers, and hiring younger agents is helping that cause. “We’re purely local, not a part of any major franchise,

and that sets us apart,” says Reecer. “We’re all about quality over quantity in order to maintain our brand. The whole office operates as a team, and the advantage to the client is that they have an expert in

VITALS: Reecer Properties, Inc. Years in business: 7 Size: 5 offices; 16 agents Regions served: Northeast Indiana 2016 sales volume: $92 million 2016 transactions: 333 www.reecerproperties.com

“We’re purely local, not a part of any major franchise, and that sets us apart.” – Lynn Reecer President/CEO/Managing Broker, Reecer Properties, Inc.

each level of the transaction they go through.” Attracted to the collaborative approach, Reecer often hears how much new agents appreciate the team aspect, with fellow agents cheering one another on. Plus, having an expert in each area allows agents to learn different parts of the job and become better representatives of their clients. “We train on-the-job, with lots of traveling together and discussing all things about the market,” says Reecer. “We read a lot of books, not just about real estate, but other types of business books that can help teach sales techniques. Anything to make our agents the best they can be.”

Barbara Baker

A Culture of Support Broker/Owner Realty ONE Group Southwest

In 1975, Barbara Baker was raising small children, and, like many in her position, wanted a career that allowed her to work the hours she wanted in order to also be fulfilled as a wife and mother. Real estate was the perfect solution.

“The fact that you can make a difference in someone’s life was really important to me,” says Baker. “My dad didn’t speak a word of English when we moved here, so home was really important to me.” Today, Baker is the owner of Realty ONE Group Southwest in Temecula, Calif., an “agent-centric” firm that takes its cue from her 35 years of experience in the industry. The community is still somewhat new, lacking homes with 50- or 60-year histories, which is causing somewhat of an inventory shortage. However, the market is experiencing a comfortable appreciation factor right now, reports Baker. “When I first came here in 1981, we had 3,100 people, but now we’re a destination city between Old Town and Wine Country, so we’ve changed,” says Baker. “I have over 300 agents right now, and

there’s always room for growth.” Operating out of a 9,000-square-foot main office, which Baker is part owner of, the firm also has an escrow department, offering buyers and sellers a full-service range of tools. “Agents are attracted to our firm because of the culture of the company,” explains Baker. “I have an open-door policy and am here for agents when they need me. We generally support each other and care about one another.” Baker also believes in being a non-competing broker, with all leads going to her agents. “I understand that if they do well, I do well; without them, I’m an independent broker, nothing more,” she says. “This is my second family, and they’re important to me. Their success is my success, and we’re here to help develop that.” Although Baker admits she’s not much of a techni-

Not that the idea came out of the blue. Baker had long had an interest in homes, beginning when she came over to the U.S. as a 13-year-old immigrant from Germany.

RISMedia’s REAL ESTATE July 2017 47

VITALS: Realty ONE Group Southwest Years in business: 4 Size: 1 office; 320 agents Regions served: The Temecula Valley, Calif. www.realtyonegroupsouthwest.com

cal person, the firm has a great technology program for its agents, thanks to Realty ONE Group. “We have a lot of millennials coming into the industry who are very high-tech, and I think it’s important that they understand that technology is fabulous,” says Baker. “But we’re also in the people business, so it’s about building relationships. When you combine the two, you have a really

good working system.”

Lance Hanson

An Agent-Only Focus Broker/Owner RE/MAX Real Estate Concepts In real estate, more often than not, the harder you work, the better you do. This philosophy was a driving force behind Lance

Hanson (far right) takes an agent-centric approach to running his business. “We want good citizens that do good business.”

48 July 2017 RISMedia’s REAL ESTATE

Hanson’s interest in the profession—one that has led him to more than 20 years of success in the industry. As broker/owner of RE/MAX Real Estate Concepts in Altoona, Iowa, Hanson loves the ongoing challenge of real estate. “The business has evolved over the years, and now, being a broker/owner is more about giving back both to the community and my agents,” explains Hanson. “It’s new every day, and that’s something that really appeals to me.” Working in Iowa, business has been strong as of late, although the area is seeing the same lack of inventory as much of the nation.

“We’re starting to see pockets where inventory is gaining, mostly in the upper level where new construction is starting to have an effect,” says Hanson. “In our market, that’s $350,000 and up. It’s getting to be more of a buyer’s market at that level. Anything below that, it’s been a seller’s market.” According to Hanson, one of the biggest challenges in his current market is a hesitancy among owners to list their homes due to uncertainty over what their next living arrangement will be. “We’ve never really had sellers be frightened of a market before,” says Hanson. “It requires a lot more work in order to make sure they’re protected.”

VITALS: RE/MAX Real Estate Concepts

Years in business: 17 Size: 14 offices; 200 agents Regions served: Greater Des Moines and Central Iowa 2016 sales volume: $832.2 million 2016 transactions: 45,018 www.realestateconcepts.net

RE/MAX Real Estate Concepts recently opened two new offices and is in the process of moving one office into a bigger location. The plan is to continue to grow agent count and offices in 2017, though the philosophy is to achieve growth by making existing agents more productive at the same time. “We try to stay on the leading edge of technology and train our agents on how to make it work for them,” says Hanson. “It’s a challenge to really figure out what that next thing is that will help our agents.

“Our agents share back and forth, both inter-office and interagent. We promote that exchange company-wide because it leads to success.” – Lance Hanson Broker/Owner, RE/MAX Real Estate Concepts One of the things we aim to do is find ways to help our agents better contact their sphere. We need to use technology to enhance that, not circumvent that. We want to expand our world more easily.” Hanson takes great pride in the fact that the firm takes an “agent-only” approach, focusing on how to make conducting busi-

ness more effective and efficient for sales associates. “We want to grow with solid, full-time, productive agents,” he says. “We want good citizens that do good business. Our agents share back and forth, both inter-office and inter-agent. We promote that exchange company-wide because it leads to success.” RE

RISMedia’s REAL ESTATE July 2017 49

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New Breed of Market Data a Game Changer for Agents and Clients by Keith Loria

rkadiusz Halaj, a REALTOR® at Realty ONE Group serving Orange County, has found a new information advantage in a market with increasingly savvy clients. He uses predic-

tive analytics from HouseCanary to delight his customers with insights they can’t get anywhere else. “I started using HouseCanary religiously about a year ago. As a millennial real estate professional, HouseCanary was a no-brainer; the simplicity, data availability, and elegance of the market intel really blew me away,” he says. “It helped me increase my business because my clients saw me as the professional of the neighborhood, some before I even saw them face-to-face.” Halaj had tried using other CMA programs in the past, but was turned off by the fact that most were longer than 100 pages, saying, “In this day and age, it’s tough to sift through that many pages of a market analysis.” One of the things he loves about HouseCanary is the executive summary feature. “I would have never thought you could fit so much valuable information on one page,” says Halaj. “It gives you home value, rental value, property information, recent similar sales graphs, purchase history, and value forecast. When I share the PDF with my clients, they’re always amazed as to the accuracy and simplicity of the report.” However, his favorite thing about HouseCanary is that for the first time, he’s able to share market intel with a buyer rather than a seller. “Most CMAs are geared toward the seller, showing everything from pictures of the comparable homes, market analysis, etc.,” says Halaj. “For buyers, there wasn’t a product that answered two simple questions in the same analysis: ‘How much could this house be worth?’ and ‘Once I purchase, what are some projections and forecasts for the future?’ Once I started sharing the value reports with my buyers, they loved it.” Recently working with a client who was trying to decide between three homes, Halaj was able to assist in

the decision-making process by pulling out the value report and showing the client that the home they loved most was listed for about $10,000 over the HouseCanary value. “I decided to take that information and use it in my negotiations with the seller’s agent,” says Halaj. “Fast-forward 45 days, and my clients were in their brand-new home, which they bought for $10,000 cheaper.” Best of all, HouseCanary allows his clients to have peace of mind, knowing that they purchased their home at the accurate market value. “Imagine your client being on vacation and still being able to choose from 10+ homes from their iPad,” says Halaj. “My clients know they’re getting the most aggregate and accurate data in the market. Plus, it’s free for them. I’ve never charged my client for a HouseCanary report. I use it as a real estate professional value-add.” RE For more information, please visit www.housecanary.com/ris.

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{Strategies} Flexibility Key for Home Inspections HOMETEAM INSPECTION SERVICE’S FLEXIBILITY AND SUPERIOR KNOW-HOW PROVE TO BE A WINNING COMBINATION by Zoe Eisenberg

evin Patterson of the Patterson Group in Colorado Springs, Colo., is no stranger to the inner workings of successful real estate transactions. He’s been in the industry for 20+ years, and when it comes to a winning home inspection company, Patterson looks for four components: Responsiveness, knowledge, integrity and flexibility. In fact, flexibility is what brought Patterson to work exclusively with HomeTeam Inspection Service. Several years ago, Patterson was working with a few different home inspection service providers, and found himself in need of a last-minute inspection. When he began calling the various providers in his area, he was met with unacceptable wait times. “The other inspectors had no flexibility,” says Patterson. When he called Scott Whitbeck, owner of HomeTeam Colorado Springs, he got a different answer entirely. “They moved some things around and got it done immediately,” says Patterson, who adds that they also recently did an inspection for him at 8 a.m. on a Sunday. Having a home inspection provider that’s available when you need them can be a make-or-break move when trying to close a deal quickly. “The sooner you can get the inspection done, the sooner you can move forward with the transaction,” Patterson explains. Patterson notes that it’s HomeTeam’s winning combi-

“[HomeTeam] reinforces my brand by bringing a professional to the table, and we’ve worked together before, so they can assure the client that they’re in good hands with me as the agent.” - KEVIN PATTERSON Patterson Group

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nation of flexibility and superior know-how that makes the company stand out in the home inspection market. “Flexibility without knowledge wouldn’t be worth anything,” says Patterson. “When someone can say they’ve done thousands of inspections, it alleviates concerns that an inexperienced inspector might generate. For Patterson, HomeTeam’s knowledge and experience create a calmer transaction. “There is enough stress in the real estate model,” he says. “We don’t need to add any more. The combination of knowledge, experience and flexibility are what make HomeTeam unique.” Patterson also points to the company’s technology tools that prove to be invaluable in streamlining the inspection process. “The professional text, email reminders and electronic reports are helpful,” says Patterson, “especially if you have buyers and sellers who aren’t geographically present.” Patterson explains that the electronic reports are easy to send to out-of-state clients to show them the exact details of their home inspection without requiring their presence. When it comes to speed and efficiency, HomeTeam can’t be beat, freeing up valuable time for real estate agents to focus on other aspects of the deal. “HomeTeam is a good steward of my time,” says Patterson, who appreciates that he never has to worry whether his inspector will show up on time, or whether they’ll be able to turn the inspection around fast enough. He also notes that the home inspection company validates him as an agent among both buyers and sellers. “[HomeTeam] reinforces my brand by bringing a professional to the table, and we’ve worked together before, so they can assure the client that they’re in good hands with me as the agent.” For more information, please visit www.hometeam.com.

Supporting the Needs of Buyer and Seller Clients With an American Home Shield® Home Warranty by Zoe Eisenberg

ike most real estate professionals, Joseph A. Wieczorek works hard to meet the many needs of his clients. A REALTOR® with Dickson Realty in Reno, Nev., Wieczorek has been serving the northern Nevada real estate market for six years. His favorite part of working in the real estate industry? “No two days are the same,” says Wieczorek. “You never know what you’re going to take on every day.”

In an office with 300+ agents, Wieczorek handles 60 - 70 closings a year. One of the ways he supports so many closings is through the relationship he’s established with American Home Shield® (AHS®). Three years ago, a local AHS representative came into Wieczorek’s office to educate him in regard to their home warranty plans. He likes the home and budget protection the warranty provides his clients, and has witnessed the benefits the company’s home warranty plans provide ever since. Having opened their doors in 1971, AHS’ home warranty plans offer homeowners coverage on major components of up to 21 home systems and appliances. They’ve also created a vast national network of qualified repair professionals who are ready and willing to support Wieczorek’s clients. It’s this superior level of client support that initially called Wieczorek to work with AHS. But the excellent service doesn’t end there. Wieczorek also likes AHS for their speedy response time. Regardless of the client’s location, if a call is made to AHS, not only are their staff members friendly and helpful, but the service professionals respond quickly as well. “When a seller finds out they can have covered items repaired or replaced with just a quick service call, they’re very pleased,” says Wieczorek. For Wieczorek, a home warranty is an important piece of the puzzle, especially for clients who not only live out-of-state, but may also be nervous about listing their home when they’re not physically present. “We have a lot of part-time residents who are clients. A home warranty helps ease concerns of selling while they’re away.” Another benefit associated with AHS? Their dedi-

cated local representatives. “Diana Provost is great at looking over inspection reports and letting us know what would be covered under the AHS home warranty plan during a home sale transaction. She goes above and beyond by doing this and then helps us get the covered repairs scheduled,” says Wieczorek, who goes on to explain that the relationship is further fortified by the fact that Diana is easy to get a hold of and is always ready to help support his clients’ needs. For more information, please visit www.ahs.com/realestate.

Approaching the Mortgage Process With a Team-Based Mentality QUICKEN LOANS RAISES THE BAR IN A COMPETITIVE INDUSTRY by Zoe Eisenberg

yan Carrell, director of Relocation and Client Services with Carpenter REALTORS®, a member of Leading Real Estate Companies of the World®, earned his real estate degree at Indiana University and began his career on the third-party relocation side of the business. After nearly six years working in that segment of the industry in Virginia, Carrell decided to head to Indianapolis, where he started a career at his current Indianapolis-based firm.

It wasn’t long before he learned how the Quicken Loans Agent Relations team could help the 32 offices and nearly 700 agents working for Carpenter REALTORS® by providing mortgages to the firm’s clients. “We don’t have a mortgage division or a title division, so we partner with a great number of lenders to give clients choices, and they’re one that people tend to gravi-

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tate to,” says Carrell. “They are a national lender that does hundreds of thousands of transactions each year. Although Quicken Loans offers the power of a national brand, its Agent Relations team doesn’t stray from what is most important, giving the agent the one-to-one experience they are looking for. And while online vendors sometimes get a bad rap, Quicken Loans is doing all the necessary things to instill confidence at every step of the mortgage process with clients, keeping our agents at the center of the transaction. “My team here handles the internet traffic for the company, so as consumers come on the website and ask questions, we ascertain who the best person from the company is to answer those questions, and since they’re online already, we have tended to partner with Quicken Loans,” Carrell continues. “For a consumer who likes a transparent process and communication every step of the way, Quicken Loans becomes a great option to refer them to.” Carpenter REALTORS® works directly with their dedicated Market Manager, Troy Londo, whose devotion to the job is not lost on Carrell. “He has been a great asset,” says Carrell. “From an agent’s standpoint, they like to get nose-to-nose with people, and he puts a face to the company. They know Troy is open to any and all questions. Even if it’s not his area of expertise, he serves as the point person for all of Quicken Loans. He is always available for a call or email to help our team out.” Although Londo is based in Detroit, he spends the greater part of his time in Indianapolis meeting with the team at Carpenter REALTORS®, presenting products offered by Quicken Loans, specifically Rocket Mortgage. “Once we understood the beauty of Rocket Mortgage, that the consumer was giving Quicken Loans the ability to pull needed documents and verify income and sta-

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tuses—where usually in the mortgage process the loan officer is requiring the consumer to bring that data to them—it really speeds up the process and makes their approval significantly stronger than other competitors, which leads to closing quicker than competitors,” says Carrell. For more information, contact the Quicken Loans Agent Relations team at (866) 718-9842, or email AgentRelations@QuickenLoans.com.

Leveling the Playing Field THE GRADUATE, REALTOR®INSTITUTE DESIGNATION PROVIDES A SOLID FOUNDATION FOR REAL ESTATE PROFESSIONALS ACROSS THE BOARD by Paige Tepping

relative newbie to the real estate industry, Cindy Granger has leveled the playing field in a big way, building a solid foundation through continuing education.

“I go up against real estate professionals daily who have many years of experience over me,” says Granger, a real estate advisor with Coastal Properties Group International in Clearwater, Fla., who’s been in the business since 2014. “But with the education I’ve received with the Graduate, REALTOR® Institute (GRI) designation, I feel like I’m on the same playing field.” Awarded by the National Association of REALTORS® (NAR), the GRI provides real estate professionals with indepth training on legal and regulatory issues, technology, professional standards and the sales process. “The knowledge a person gains with continuing education makes them a stronger agent in today’s real estate market,” says Granger, who not only promotes the fact that she’s earned her GRI on her website, but also on every piece of marketing collateral she sends. A powerful symbol for continuing education, the GRI has made a difference in Granger’s career from the getgo. “The GRI has made a difference in how I can communicate with my clients, in addition to how I can help them,” adds Granger, who goes on to explain that earning the GRI has been a boon when working with today’s buyers and sellers. “When dealing with buyers and sellers, it’s important to know what the client wants—in addition to their feelings—more so than what’s important to you as an individual,” says Granger. With a lot of emotion tied to the real estate process, the GRI has also been instrumental when it comes to Granger’s ability to react to the different hats she must wear when working with buyers and sellers.

But it doesn’t end there. In fact, according to Granger, the GRI also helps new agents figure out their niche in the market, while teaching them the importance of organization from the onset. “With so many things changing on a daily and monthly basis, you have to stay in touch with what’s going on. And when you’re passionate and excited about something, you’re going to continue to get more education in that area.”

“We’re getting a convertible 5 percent on the leads we’re getting through Premier Broker.”

For more information, please visit nar.realtor/GRI.

fast enough. Now, several months into the integration of Zillow Group’s Premier Broker™, Poyner is equally satisfied with the results. “We’re getting a convertible 5 percent on the leads we’re getting through Premier Broker,” says Poyner. “My only regret is not getting into it sooner because a lot of the zip codes I want to grow into are taken already, and I’d like to invest more.” Designed to streamline the lead acquisition and management process with new tools and services, Premier Broker combines some of Zillow Group’s most popular advertising products with new lead management and cultivation capabilities. “One of the things that motivated me to jump in was the fact that there weren’t a lot of other brokerages in the area using it at the time, so I figured I would get in on the ground floor,” says Poyner, who goes on to say that several of his agents and teams experienced a great return with Zillow’s agent platform. “If you’re the kind of agent that can follow the program, it works out well,” adds Poyner. “Everybody who is working the system is fully engaged. We’re having great success with it.” Zillow Group’s Premier Broker platform is unique in that the company also provides hands-on training for brokerage e-teams, ongoing coaching for both agents and brokerage leadership and a seven-day-a-week call center to cultivate inbound leads before they go to the brokerage. “We’re having a good amount of success with the zeroto-three month leads—or ‘now leads,’ as they’re called,” says Poyner, who goes on to explain that bringing the new platform on board was relatively simple and trouble-free. “Once we find someone who is ready, willing and able to buy, getting them under contract and into a house is pretty easy. “When we connect with qualified clients, they’re so happy they made the Zillow connection, and we’ve got the emails to prove how their relationship with Bayview Properties was a very positive experience. And now that Zillow is coming out with a new CRM, we’re excited about converting to that,” concludes Poyner. RE

Developing Client Relationships in a Hot Market ZILLOW GROUP’S PREMIER BROKER PRODUCT LAYS THE FOUNDATION FOR BROKERAGE SUCCESS by John Voket

ecently recognized as one of the most affordable areas in the country to purchase a home, the market in and around Norfolk, Va., is rapidly heating up. For Tom Poyner, broker/owner of Bayview Realty—a brokerage he acquired in 2014—this heightened level of activity is all the motivation he needs to constantly be on the lookout for new and better ways to develop client relationships.

After experiencing a high level of satisfaction with Zillow Group’s Premier Agent™ system, Poyner was excited to learn last fall that the company would soon be releasing a new product specifically for brokers. As a matter of fact, he admits that he couldn’t sign on to the platform

- TOM POYNER Broker/Owner, Bayview Realty

For more information, please visit http://info.zillow.com/premierbroker.

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Housing Ablaze With Activity, Even as California Cools

ousing continues to be ablaze with activity, with off-the-charts prices and supply consumed at rapid-fire pace, according to a data preview from realtor.com®. Prices in May were 10 percent higher than those one year ago, with the national median at $275,000 and the national median age of inventory at 60 days—five days, or 8 percent, faster than one year ago. Inventory, though higher in May than in April, is still down 11 percent. “There were more prospective buyers, and homes are selling more quickly than during any other May since the recession,” says Javier Vivas, manager of Economic Research at realtor.com®. “For the first time, one in three homes nationwide are selling in under 30 days. The lack of affordable homes for sale remains a critical issue, particularly for a growing number of first-time homebuyers and millennials, who are lining up for starter homes but can’t break in.” Red-hot California again ruled realtor.com®’s Hotness Index for May, though some markets are showing signs of fizzling—clearing a path, according to Vivas, for simmering markets, such as Boston, Mass., and Midland, Texas, to heat up.

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The markets topping the Index have more views per listing on realtor.com® compared to the national average—sometimes three times more—and supply moving as much as 36 days faster than the national average. “This was officially the most competitive, fastest-moving spring housing market in decades,” Vivas says. “Some places like the Bay Area have become too hot to handle— and now a lack of inventory and affordability are allowing other markets to catch up.” THE TOP 10 IN THE HOTNESS INDEX: 1. Vallejo-Fairfield, Calif. Median Age of Inventory: 28 days

2. San Francisco-OaklandHayward, Calf. Median Age of Inventory: 24 days 3. Boston-Cambridge-Newton, Mass.-N.H. Median Age of Inventory: 33 days 4. Sacramento-Roseville-ArdenArcade, Calif. Median Age of Inventory: 33 days 5. Kennewick-Richland, Wash. Median Age of Inventory: 34 days 6. Colorado Springs, Colo. Median Age of Inventory: 32 days 7. Columbus, Ohio Median Age of Inventory: 36 days 8. Midland, Texas Median Age of Inventory: 34 days 9. San Jose-Sunnyvale-Santa Clara, Calif. Median Age of Inventory: 24 days 10. Stockton-Lodi, Calif. Median Age of Inventory: 36 days For more information, please visit www.realtor.com.

PREMIUM ONLINE REACH Only Homes & Land can give your properties the premium online distribution they deserve. There are hundreds of real estate portals. WE GIVE YOU THE WEBSITES THAT MATTER.

Talk to your local Homes & Land Publisher for more details about this premium program. Properties must meet price thresholds to be listed on premium websites. Syndication partners are subject to change.

Wrangle Your Strengths to Differentiate

by Joe Niego

f you’re like most people, you’ve been raised to believe that in order to succeed, you have to improve your weaknesses until they become strengths, or at least until you become better at them. You may have even purchased a book or two to help you transform your weaknesses into your strengths. However, what we’ve found is that when you work against your true nature, it’s more difficult to reach your full potential. Why? While you’re focused on improving your weaknesses, you’re not fully leveraging your gifts. But if you flip it around and focus on sharpening your strengths, they become your differentiator, or what sets you apart in the marketplace. According to brand expert Sally Hogshead, as she shared from the stage at one of Brian Buffini’s Success Tour events: When you water down your most distinctive traits, you’re at risk for becoming a commodity; instead of standing out based on what you do best, you start to blend in with everyone else. Think of the high-level sprinter who’s breaking short-distance records. Let’s say he wants to improve his endurance so he can run longer distances. While he may build his endurance, his short-distance running times are likely to suffer because he’s no longer training to improve them. When you don’t use a skill, it dulls.

You don’t need to change who you are by strengthening your weaknesses, just as a championship sprinter doesn’t need to become a marathoner to be a great athlete; you just need to become more fully who you are. As my good friend Brian says: “Just being you is good enough to be great.” What are your strengths? Often, our strengths and the value they provide come so naturally to us that they can be difficult to identify offhand. What are the traits and habits that come naturally to you? Once you know and begin to really focus on your strengths, lean into them daily. For example, if you love socializing with your clients, one of the most effective ways to generate leads may be to host more client parties. Playing to your strengths allows you to add more value for your clients. When your clients find value

in you and the services you provide, they’re more likely to refer you. What if you love hosting client parties, but hate planning them? If planning is your weakness, delegate it to your assistant or even a party planner. Once you’ve identified your weaknesses, you can outsource those activities to the people for whom it’s a strength. However, don’t fall into the trap of abdicating responsibility for the tasks you delegate. While you may not be completing them yourself, maintaining responsibility allows you to stay in control of your business. Improve your communication skills Whatever your strengths are, it’s important to constantly improve your communication skills. Great communication skills are crucial in the real estate business; not only can they make or break a transaction, they provide the foundation for a lasting relationship with your clients. To build your skills, get out to one of Brian Buffini’s Success Tour events to hear communication expert Kevin Buffini; Kevin’s spent his career helping people understand their natural abilities and how to master their own unique communication styles so they can close more business. In the meantime, we’ve created Words to Win With—a valuable tool you can find in the Resources Area of buffiniandcompany.com. These words and phrases will help put your clients at ease and help you manage your clients’ emotions throughout the buying and selling process. RE

Joe Niego is a Buffini & Company presenter & trainer. For more information, visit www.buffiniandcompany.com. RISMedia’s REAL ESTATE July 2017 59

At its best, technology can streamline and enhance many aspects of your business, giving you an important competitive edge, especially during the height of the buying and selling season.

Technology Solutions That Keep Your Office Running Effortlessly by Bob Goldberg

ummer may be vacation season for many, but for real estate brokers, there’s rarely a day off. To keep your business running smoothly, take advantage of these tech products and services

offered through the REALTOR Benefits® Program.

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Online Marketing Made Simple For starters, imagine grabbing your morning cup of coffee while logging into the admin panel of your broker website, designed by Placester®, where it’s easy to view and assign recent leads or evaluate lead activity. With a few simple clicks, you can also create a custom, prefiltered IDX search page, add a new team member, including a bio page to promote their qualifications, or publish a blog post on recent market developments. Placester®offers a comprehensive suite of solutions for marketing your brokerage online and setting your

When You’ve Earned It

agents up for success. Their websites are easy to launch and maintain, providing modern, mobile-ready designs, IDX listings integration capability, lead capture, blogging, and more. If questions come up, live tech support experts are just a phone call away. They can also help you save time and streamline paperwork by submitting your entire agent roster for bulk MLS approval. Best of all, as a member of the National Association of REALTORS® (NAR), you receive 20 percent off a broker website subscription. Plus, newly announced, Placester® now offers professional real estate websites for free to all NAR members. These exclusive “NAR Edition” websites offer everything real estate professionals need to build an online presence. Upgrade bundles for more advanced website solutions, including integrated lead management, drip marketing tools and more, are available at preferred pricing; and savings are available for single-property website options, too. All of these special savings are made available through the REALTOR Benefits® Program. Key Solutions Next, log into SentriLock to view your lockbox access report, or to add a new team member. SentriLock is the official REALTOR® lockbox solution, offering a variety of products to NAR members, including a Bluetooth®enabled version, as well as services for managing lockboxes. The full-featured SentriSmartTM mobile app lets agents open lockboxes with their phone, receive instant showing notifications, generate one-day access codes, and more. At your morning sales meeting, encourage your team to take advan-

You’ve been the driving force behind your team’s success. Now it’s time to enjoy the rewards. If the busy selling season means you’re ready for a new vehicle (for yourself or a family member), be sure to check out special offers from NAR’s official automobile manufacturer, FCA US LLC (Fiat Chrysler Automobiles), before you begin shopping. FCA US LLC offers REALTORS®and family members a $500 cash allowance on the purchase or lease of select new automobiles, which can be combined with other incentives for even greater savings—savings that equal the value of NAR membership dues for more than six years. Additionally, REALTORS® are eligible to receive two years of no-charge oil changes with purchase or lease. (Just be sure to visit NAR.realtor/RealtorBenefits/FCA first, since specific documents and codes are required.) Combine these great FCA US LLC incentives with a new vehicle loan from REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union, featuring low rates, pre-approvals and flexible terms (including deferred initial payment). Learn more at NAR.realtor/RealtorBenefits/CreditUnion.

tage of a new safety feature on the SentriSmartTM app, which prompts agents to confirm they are safe after opening a lockbox, automatically sending an emergency alert to all designated contacts if the agent doesn’t respond. Commercial Corner As you enjoy that last sip of coffee—if your business strategy includes commercial properties, take advantage of Xceligent’s services for researching information on commercial properties, or to market a property on its listing site, CommercialSearch.com. NAR members receive preferred pricing on Xceligent’s research services, and can add commercial property listings at no charge. At its best, technology can streamline and enhance many aspects of your business, giving you an important competitive edge, especially during the height of the buying and selling season. Plus, as a member of NAR, you also enjoy special savings on these and other services, specially designed to help you and your team be more successful. RE

To learn more about Placester®, SentriLock and Xceligent, and offers available through the REALTOR Benefits® Program, visit NAR.realtor/RealtorBenefits/ TechServices. Bob Goldberg is NAR Senior Vice President, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

About the REALTOR Benefits® Program Designed with you in mind, the REALTOR Benefits® Program is your official (NAR) member benefits resource, bringing you savings and special offers 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. Make NAR.realtor/RealtorBenefits the first place you stop when you shop for your professional and personal needs.

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Is your past client worth

Our Client Follow-Up program keeps you top-of-mind for 5 years. Learn more:

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Operating at Your Fullest Potential

om Kunz is a senior leader at Engel & Völkers, one of the newest and fastest-growing premium real estate brands in North America. As head of the brand’s Coaching and Accountability group, he offers his 30-plus years of experience in the real estate industry to support franchise owners and their agents in the development of business plans, tracking growth and profitability, and maintaining and growing leadership positions in the markets where Engel & Völkers is operating. As a true real estate legend, he has held almost every position in the industry, including president and CEO of a large national brand. Real Estate magazine: How did you get your start in real estate? Tom Kunz: I started in real estate early on working with my dad who bought duplexes and managed rentals. Then, I met someone who programmed Canon calculators to perform residential real estate and accounting calculations for real estate professionals. We started a company called MK Computer Corporation and offered 10 different types of residential and accounting programs. We ultimately sold our data to TRW, which was in the process of developing a nationwide MLS. I went to work for them, and that’s how I moved from Utah to California. I began meeting with the largest real estate brands in the nation about the technology we were developing. That’s how I got to know Century 21—where I eventually went, and ultimately became president and CEO.

RE: What is it about real estate that continues to drive you? TK: Despite all of the changes I’ve seen in real estate, there contin-

ues to be an overabundance of agents and businesses that aren’t operating at their fullest potential. My passion, my “why,” is to help them achieve their potential, and what continues to drive me is the need to take what I’ve learned in my years in the business and use it to assist brokerages in putting together solid business plans, helping them to generate leads, nurture those leads, make sales and create lifelong relationships with their customers to grow their business even more.

RE: After you served as president and CEO of Century 21, you built a new career as an author, speaker and consultant. Then you joined Engel & Völkers to help launch a new brand. Why did you decide to come back to real estate? TK: I believe that a brand has to go beyond recognition. A true and successful brand has to be recognized by its substance. When a name and logo are backed by high-quality service and products, and is done consistently throughout an entire

network, the industry can change as a result. Engel & Völkers has a unique culture, core values and a passion shared by everyone who represents the brand, which allows them to maintain a level of quality and consistency that stands out in the industry. Engel & Völkers is unlike any other real estate brand I’ve seen, and I’m extremely fortunate to help bring this standard to more North American markets.

RE: What do you see as the future of real estate? TK: Technology will continue to make processes more efficient for both the consumer and businesses. The process of buying and selling a home will become more efficient. That experience will become a new standard in premium, luxury service—available to the masses. And, just as it is today, it will be in the hands of the local real estate business owner and agents who have to be able to identify and adopt the tools and enhancements that’ll keep them ahead of consumer expectations to be competitive and successful. RE For more information, please visit www.evusa.com.

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{Power Teams}

How Successful Leaders Think and Work by Verl Workman

oted leadership expert John C. Maxwell states: “He who thinks he leads, but has no followers, is only taking a walk.”

Effective leaders think and behave differently than those who possibly have a leadership position but have no followers. For example, I recently spoke to a group in Louisiana whose leader took the time to meet with each office, promote the event, encourage his agents to attend and share his vision of the company. As a result of his hands-on leadership approach, the rooms were filled to capacity, and I met agent after agent who shared their love for the leader of this company.

Have and share vision One of the most important attributes of a great leader is their ability to develop and share the company vision with their team. This starts with a clear view of the past, in addition to having their pulse on the opportunities that exist in their market. A great leader must learn to communicate that vision throughout the organization in-person, through the utilization of social media, and every other method of communication at their fingertips.

Dare to delegate Many leaders struggle to delegate. This is often caused by their egos, or a lack of trust in the people that work for them. The inability to delegate shows a lack of strong leadership and sends a message to key

reports that there may not be room in the company to grow. The most effective leaders understand that there are different levels of delegation that include: 8 Do the research, show me what you’ve learned and I’ll make the decision. 8 Do the research, make recommendations and we’ll make a decision together. 8 Do the research and make the decision because I trust your judgment.

Each of these levels of delegation represent levels of trust and competence. As a leader grows and develops their team, not only does their ability to delegate improve, but employees feel empowered in their roles. Most people don’t start at the highest level, but can get there quickly when given the opportunity.

Provide great feedback I like to say we don’t have people problems, we have process problems. As leaders approach issues in the business by first asking, “Where did our process fail us?” instead of attacking people, we learn that most issues can be solved by putting better systems for communication in place. Great leaders take the time to

meet with their key reports and provide feedback daily so they can keep projects and people moving in the right direction.

Communicate openly and honestly You must inspect what you expect. As a leader, if you don’t take the time to review projects and tasks and provide feedback, your people can’t improve as they don’t know where they stand. As you conduct a daily huddle with purpose and clarity as to the things you’re going to review, you’ll find that your people appreciate the clarity and feedback they’re given.

Lead by example Do the hard things first, set the standard for well thought-out decision making, give more praises than reprimands and give your team your most valuable asset: time. As you do this, your ability to influence and grow will be duplicated by the people you serve through leadership. 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 2017 65

{Power Teams}

Leading Others to Success by Cleve Gaddis

n 2006, I was in the process of purchasing an Atlanta brokerage. The current owner asked me to schedule an appointment with an industrial psychologist to determine if I was a good candidate to purchase the business. I received a written report after my appointment, and at the bottom of the last page, just above the doctor’s signature, were the words “recommend with reservations.” Recommend with reservations? “How dare he say that!” I thought. But the psychologist wasn’t questioning my competence as a salesperson or team leader. He was questioning, instead, whether I could work well in a team environment and help others find success. He knew something I didn’t. He knew being personally successful was one thing, and being able to help others do the same was something totally different. How could this be? I thought helping others become successful would be a no-brainer for me, but now I had second thoughts. As I sat quietly at my kitchen table reading the report again and again, some of the words felt like punches to my gut. The words blunt, opinionated, strong-willed, judgmental, domineering and aloof seemed harsh, especially when used in describing me. How could my ability to charge head-down into any obstacle holding me back be both a blessing and a curse? I realized if I wanted to be a good leader, I would need to learn

66 July 2017 RISMedia’s REAL ESTATE

how to keep the blessing, and shed the curse. Instead of always “leaning in,” I would need to learn to “lean away.” Not to lean away in the sense of not caring, but to allow others to learn and gain confidence in their own knowledge and abilities with guidance and suggestions rather than demands. I knew this wouldn’t be easy. It’s been 11 years since reading that report for the first time and, unfortunately, many of those words still ring true today. The ability of my business to produce a consistent stream of revenue and profit without my everyday involvement remains a struggle. But I’m improving, and I’ll continue to improve by following seven simple rules: 8 Never forget that I’m only one cog

in a team environment where we need each other to be successful. 8 Always value the ideas and opinions of others. 8 Delay, for at least 24 hours, reacting to any situation when emotions are high. 8 Implement systems, that when followed by others, produce dependable results. 8 Be consistent and create a safe place for all team members to learn and grow. 8 Follow core values and insist everyone else do the same. 8 Put others in leadership positions, then get out of their way and let them lead.

I struggle daily to remember that I’m not directly responsible for the

{Power Teams}

“I realized if I wanted to be a good leader, I would need to learn how to keep the blessing, and shed the curse.” - Cleve Gaddis,

Gaddis Partners, RE/MAX Center

success of others. I am, however, responsible for creating an environment in which others can be successful. Sounds simple, right? It’s simple, but it isn’t easy. Cleve Gaddis of Gaddis Partners, RE/MAX Center learned sales the hard way, selling vacuum cleaners door-to-door, and now his real estate team closes $60 million in sales annually in Atlanta, Ga. He loves to

share his sales strategies and to see others succeed. He’s the host of the Call Cleve Atlanta Real Estate Show which can be heard on NewsTalk 1160 WCFO every week. Contact him at Cleve@GoGaddis.com.

A Day in the Life of a Leader by Rick Geha

uite simply, the life of a leader is a life of fighting average. Fighting ordinariness and complacency. It’s natural for you, me and everyone else to succumb to the warmth and seduction of mediocrity.

A leadership mindset is one of awareness, and, of course, action—to wake up daily and be aware of what’s going on in your life. It’s common to read an article like this and apply it only to your business, but when I say be aware of what’s going on in your life, I mean take a good look at four key areas of your life every morning and take stock of what’s working, what’s not, and where things can be more effective today than they were yesterday. The four areas are: your relationships; your physical well-being; your spiritual side (contribution); and your work

(mental and finance). Rather than attacking all four areas each and every day, focus on working on at least one. While work will most likely be top of mind on a day-to-day basis, pay attention to the other three areas, as they often play a key role in regard to why things haven’t panned out at work. You have to truly know and believe that you can and will make a difference when you continue to seek wisdom, ask for support, and commit to continually being more effective in every area you pursue. Of course, it’s simple for me to say that asking for and accepting support are vital to your success. It’s also easy for you to read and nod along. But, it’s important to note that 85 percent of us will usually do all we can to avoid asking for support. What’s worse is that we’ll go so far as to refuse help and support when offered, even when deep inside we would like to say yes. Why do we do that? Simply put, many of us have become trained and conditioned to believe that asking for support is a sign of weakness, when in actuality, it’s a sign of strength and leadership. A true leader who spurns mediocrity and strives to rise above will not only ask for support, wisdom and guidance, but seek it out as well. This is what we call a growth mindset…and it works.

Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22, and has been selling for over 36 years and has run, managed or owned real estate offices for the past 23 years. His love of people and mentoring their passions has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada. He is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE July 2017 67

{Power Teams} Possessing a Leadership Mindset by Sara Guldi

hen it comes to brilliant leadership, there’s no one exact model. Many different leadership styles work equally well, and while their styles may vary, successful leaders share very similar mindsets.

The term “mindset” means a mental attitude or inclination. Attitude determines behavior, and behavior produces specific results. If a leader is getting effective results from those they’re leading, the leader is having a positive impact on them, and therefore, themselves. But the opposite is also true: Negative results lead to a negative impact, which ultimately fosters feelings of negativity. There are multiple facets to possessing a leadership mindset, not the least of which involves choosing to live life “at cause.” Being at cause implies that a person accepts full responsibility

for what they’ve accomplished and experienced, in addition to what they will accomplish. They see the world as a place of opportunity and chance, and move toward accomplishing their goals, whether business or personal. When someone at cause sees a situation not leading to their desired outcome, they take ownership and look for ways to adjust the path to the outcome. They recognize what they can control, and, more importantly, they know they have a choice in what they do and how they respond to individuals and situations. The flip side of that is called being “at effect,” also known as having a victim mentality. When someone is at effect, they may blame other people or various external conditions for what they haven’t accomplished, or for obstacles they may face. They often rely upon others with the end goal being for them to like themselves. Rather than recognizing and believing that another person or external factor can cause them to be successful, they’re a casualty to their conditions. One of the best examples of this, as seen in real estate, is the agent that gets licensed and then waits for the phone to ring.

“There are multiple facets to possessing a leadership mindset, not the least of which involves choosing to live life ‘at cause.’” - Sara Guldi,

The Guldi Group Being at cause shows an understanding that an individual has options throughout life. They can pick what’s best for them and consider the ecology of that decision on the people around them, including team members, employees and family. Stated more simply, they consider the outcomes of their activities on others. The individuals who live at effect may regularly observe themselves or experience their lives as casualties, feeling like they have no power to make any decisions at all. It’s interesting to note that someone living at effect, while they feel they have no choices, has in fact made the decision to give away their choices. Everyone will find themselves on a sliding scale between cause and effect, and it’ll vary from day to day, minute to minute even. What makes a leader really stand out is the self-awareness when they’re at effect to get back into cause and take ownership of their actions and results. RE Sara Guldi of The Guldi Group is a 13-year veteran of real estate. She lives in Florida and has a team in Maryland that consistently exceeds $20 million in production annually, with an average sales prices of approximately $1465K. In their best year, The Guldi Group did $64 million in production, and they attribute their long-term success to a strong commitment to systems and coaching. Guldi’s passion is coaching, and she loves helping others build amazing business and lives using the performance coaching systems developed by Workman Success Systems. Contact her at Sara@WorkmanSuccessSystems.com.

68 July 2017 RISMedia’s REAL ESTATE

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Consumer Confidence Down a Notch

onsumer confidence again tipped the scale down in May, posting a 117.9 reading in the latest Consumer Confidence Index® from The Conference Board. The Expectations reading of the Index fell to 102.6, while the Present Situation reading rose to 140.7. April’s reading was 119.4.

“Consumer confidence decreased slightly in May, following a moderate decline in April,” said Lynn Franco, director of Economic Indicators at The Conference Board, in a statement. “However, consumers’ assessment of present-day conditions held steady, suggesting little change in overall economic conditions. Looking ahead, consumers were somewhat less upbeat than in April, but overall, remain optimistic that the economy will continue expanding into the summer months.” The percentage of consumers who believe business conditions are

“good,” as defined by the Index, decreased from 30.8 percent in April to 29.4 percent in May; the percentage of those who believe business conditions are “bad,” however, was unchanged at 13.7 percent. The percentage of those who expect business conditions to improve decreased from 25.1 percent in April to 21.3 percent in May; the percentage of those who expect business conditions to worsen also decreased, from 10.4 percent in April to 10.1 percent in May. The percentage of consumers who believe jobs are “plentiful” de-

creased from 30.3 percent in April to 29.9 percent in May, according to the Index; the percentage of those who believe jobs are “hard to get” also decreased, from 19.4 percent in April to 18.2 percent in May. The percentage of those who expect more jobs in the coming months decreased from 21.9 percent in April to 18.6 percent in May; the percentage of those who expect less jobs in the coming months also decreased, from 13.8 percent in April to 12 percent in May. The percentage of consumers who expect higher incomes increased from 18.7 percent in April to 19.2 percent in May; the percentage of those who expect a decrease also increased, from 7.6 percent in April to 8.7 percent in May. RE Source: The Conference Board

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5 Tips for Buyers in a Tight Housing Market

hen inventory is low, home prices tend to go up. Attempting to purchase a house in this type of market can make the already complex process of buying a home even more overwhelming. Get through the buying process with as little stress and difficulty as possible with these tips from the National Association of REALTORS® (NAR). 1. Determine and stick to a budget. Before beginning the house hunting process, prospective homebuyers should receive pre-approval from one or more lenders to verify the amount of money they’re qualified to borrow. Then, after taking into account additional costs such as taxes, utilities and insurance, buyers should determine a final budget they can comfortably afford. When listings are scarce, bidding wars can drive up prices, so buyers must be prepared to walk away if the asking price surpasses their budget. 2. Identify desired neighborhoods and home wants versus needs. When housing inventory is tight, buyers may need to compromise on

what they believe they want from a home. Certain wants, such as stainless steel appliances or hardwood floors, can be added later; however, if a buyer wants to be in a specific school district or have a decent sized backyard, those cannot be addressed later, and must be taken into account during the house hunting process. 3. Be ready to make a decision quickly. In a seller’s market, homes rarely stay on the market long, so when a house that’s in their budget, and checks off all their needs, comes along, buyers shouldn’t hesitate. 4. Bid competitively and limit contingencies. It’s tempting to submit a low offer as a starting bid, but in a

seller’s market, buyers need to put forward their highest offer from the very beginning. It’s also important to remember that in multiple bidding situations, it’s not always the highest offer that’s most attractive to the seller, but the one with the fewest contingencies. Removing restrictions related to the sale of a current home and being flexible with things like the move-in date can make a bid stand out to a seller. 5. Work with a REALTOR®. All real estate is local, so it’s important to work with an agent who is a REALTOR®, a member of NAR, and familiar with the areas and neighborhoods the buyers are considering. REALTORS® are the most trusted resource for real estate information and have unparalleled knowledge of their communities; they can give buyers the competitive advantage needed in a tight market. RE For more information, please visit www.houselogic.com/buy. RISMedia’s REAL ESTATE July 2017 75

{Broker Spotlight}

ERA Colonial Real Estate:

A Real Estate Experience Like No Other by Maria Patterson

eing truly exceptional isn’t just a goal for Tom DeWine; it’s a business plan, a mindset and a way of life. Taking the helm of his father’s 30-year-old company earlier this year, DeWine set out to continue with the core values upon which his father successfully built the firm, and expand upon them to create a company that delivers a truly unparalleled experience for both its agents and consumers. Here, DeWine, along with Chief Operating Officer Linda Starr, explain their philosophy for leading the Central Texas firm into its next storied chapter.

Dennis DeWine (right) founded Colonial Real Estate in 1987 with a commitment to excellence in customer service. Today, his son Tom DeWine leads the company with the same commitment.

76 July 2017 RISMedia’s REAL ESTATE

Sue Yannaconne, CEO ERA Real Estate (center) together with the leadership team for ERA Colonial Real Estate: (bottom left) Howard Henslee, Tom DeWine, Sue Yannaconne, Dennie Howard, Linda Starr, Candis Stauber, (middle left) Wendy Nichols, Kathy Walters, Amanda Keeley, Michael Southworth, (top left) Lupe Benavides, Marcus Battle, Dennis DeWine, Molly Harvey, Carolyn Rhew.

Maria Patterson: First, let’s talk about your career paths. When and why did you join ERA Colonial Real Estate? Tom DeWine: When I first entered the professional world, I was in sales for the medical device industry, and I stayed in that field for about 10 years. In 2005, I had a conversation with my father (Dennis DeWine) who asked me if I would consider joining him in running the business. That question coincided with an acquisition in the San Antonio market, which is where I was living. I joined the company in late 2005, having completed my licensing while I transitioned out of my previous industry. Since that time, I’ve been blessed to have occupied a number of positions and responsibilities within the company that have afforded me a valuable understanding of the challenges and

requirements needed to run our operations. My dad formally retired as of the first quarter of this year and has been retained as a consultant, still passionately committed to the success of the company. We’ve had 30 years of success built around a strong culture and I take great pride in the fact that the core values my dad started the company with three decades ago are the same values that inspire us today.

Linda Starr: I had a very different path. I spent 35 years in the tech industry in various global, executive positions. Personal reasons led me to rearrange my priorities—I wanted a job where I could contribute highly, but keep my feet more on the ground. I was drawn to real estate and began to interview, but I wasn’t all that attracted to certain styles of

real estate sales companies. Then I met Tom, and we very much have a shared view of things. The more we talked, the more it made sense to me. I could help on the technology side, which is coming to real estate in faster and bigger proportions. I could also help build the company from a product, sales and marketing standpoint. So, I joined the firm in the beginning of December 2016.

TD: Hiring Linda was an interesting process. I was committed to finding an individual with a fresh perspective from the institutionalized way we think about real estate. I wanted someone who could offer a different way to overcome the challenges of this industry. It’s been such a delight to be challenged by Linda, instead of just doing things the way they’ve always been done. RISMedia’s REAL ESTATE July 2017 77

MP: How many offices and agents does the firm currently have? TD: We have four offices that span the length and breadth of Central Texas. We serve the communities of Killeen/Fort Hood, Salado and Georgetown, in addition to the Austin metro areas, Greater San Antonio and the Hill Country of Kerrville and Fredericksburg. With 90 sales agents and about 30 support staff, we have ranked within the Top 15 ERA companies since 2004. We provide professional property management as well as transaction management services in each of our markets.

MP: How would you describe your firm’s positioning in the marketplace? TD: In each of the communities we serve, we have a highly productive group of agents that make a significant impact in terms of real estate services and community involvement. We prioritize on-purpose selection of the highest quality people and then focus on the development of their skills and abilities. This has produced an exceptional per-agent productivity rate, with our agents closing an average of 23.4 transactions per year. Additionally, our client service has been at a 98-percent satisfaction rating, earning our team a coveted ERA 1st in Service Nomination four years consecutively.

LS: We’re looking to differentiate ourselves in the marketplace as providers of the best experience and customer satisfaction. Our agents know how to set expectations upfront with clients and how to pivot toward turns in the marketplace. Our agents are providing a satisfying transaction and shortening the timeframe as well.

MP: How do you go about creating the “best experience?” TD: The goal is to create an experience for our agents, staff and clients that is unlike anything you get from

78 July 2017 RISMedia’s REAL ESTATE

Senior Leadership for ERA Colonial Real Estate, Dennis DeWine (founder), Tom DeWine (CEO), Linda Starr (COO), with Sue Yannaconne (second from left), CEO, ERA Real Estate, at the March 2017 ERA International Business Conference in Dallas, Texas.

another real estate brokerage. This is a tremendous standard that requires continuous innovation, diligence and teamwork. As an example, we focus on providing our agents with valuable tools and resources so they can work smarter and make more money, all while achieving life balance. This intention led us to launch transaction management services in order to free up time for agents to grow their business and make contributions to their community.

LS: It’s always about the experience—every touch point your client has with your product or service. That’s where we can keep growing.

MP: What is your strategy toward growth? TD: Staying true to our core values is key to our strategy, and has been part and parcel of our growth so far. Right now our plans include a very selective process of growing the agent population as well as company acquisitions to expand our marketshare in every location. I also characterize our growth in terms of increasing the value we provide. This goes back to our desire to create the best experience in real estate and who we want to be in our community, for our community.

MP: What attracts agents to your firm? TD: The core values we operate from are: professionalism, integrity, results, commitment to excellence, customer service, contribution to the community, and teamwork. Frankly, these values are what enable us to attract the right agents. Living these values each day has created the success we’ve had, the satisfied clients we do business with repeatedly and the positive environment we enjoy. This is very attractive to agents who see value in this kind of experience. It’s also important to note that we focus on selection and development when it comes to agents. It’s not just about having a license and a heartbeat. For us, selection begins with the end in mind. What does the agent want to achieve? What are their values? What are their priorities? We’re purposeful about uncovering those things when talking to agents about joining our team because I know that the agents who succeed in this company share our core values. If they didn’t, they wouldn’t stay here.

LS: We have this philosophy of onpurpose recruitment—bringing in people who believe in and hunger for the same things we’re trying to do to grow the company. We want to have

expertise in the areas we serve, as opposed to rack ‘em and stack ‘em agents. We want people who care about serving the specific needs of other people. That’s a hugely important factor when building out your company.

MP: Once you’ve selected the right agents, how do you keep them on board? TD: Retention is all about value. We strive to provide value to our team by leveraging every resource available to us, from our ERA partners to third-party vendors, in order to drive sales productivity, efficiency and service. Woven into that is a tremendous amount of company-generated business and a high level of support from our sales support team. We’re not a place that parks agents. We’re a very high-touch environment. Everything is geared toward an agent making more money with us than they could anywhere else.

MP: What is your approach to coaching and training? TD: We have a high productivity standard. We want agents to be closing at least 24 deals per year. This type of production begins with coaching and training. We reject the standard notion that an agent will spend the first six months or longer trying to chase their first deal. We believe that should happen within the first 100 days of coming into this company.

LS: We don’t go down the path of traditional teaching and training— cramming information in and hoping it sticks. Every agent is different and comes to us with different experience. The key is coaching and mentoring on a one-to-one basis. We also brought someone on board in a consulting role who can help agents with contract questions. We want to make sure the forces are here to expedite and accelerate agent growth.

TD: Five or six years ago, we decided that if we’re going to be a company that lives by our core value of being high-level professionals, we had to redefine what education and training will look like here. Most competitors had a front-loaded series of events, and agents came out of it retaining very little knowledge. They didn’t have a transitional experience to help them put it all into play. That’s why high-touch support and education is an ongoing process here. We never stop learning and teaching.

MP: What’s your strategy for effectively marketing the firm? TD: We tend to bring marketing back down to the core element of our business: listing inventory. Just like a retailer or grocery store, if we have no inventory, then nothing else we’re doing matters. That’s why we have an ongoing initiative to develop unstoppable listing agents who win listings and get them sold.

MP: What are some of the strategies that help you get more listings? LS: You have to keep in mind that you want the best and truest experience for clients, which means having expertise in the right areas. Are you a young, first-time buyer? Are you relocating? We help our agents look for resources online to be more prepared for the specific needs of the person they’re servicing. When someone calls, we advise our agents to take five minutes and go on Facebook and LinkedIn to find out more about them before they call back. Are they retired? Are they a military officer? A 30-something entrepreneur? The preparedness piece is a big part of the implementation as well as the experience for the consumer. It’s how you stand out as an agent.

TD: There’s an interesting evolution that’s happening in the world and the

real estate industry itself. The experience of the consumer, and our marketing and preparedness, needs to be very personalized to the consumer. We’re marketing to many, but what becomes valuable to the consumer is when they feel like they’re the only person the agent is talking to.

MP: How do you stay ahead of the technology curve? TD: It’s become easier in one respect because there’s more information at hand. You just have to look and pay attention to developments and innovations. Discernment is the real trick. We view technology as a means for creating value and sales. We’ll adopt any innovation or tool that enables us to achieve either. Linda is a game changer in this respect. She’s given us the ability to vet and filter an idea in a way that I haven’t been able to do before.

LS: I’m looking at the horizon and seeing where things are going, and seeing what might translate to our values from a technology standpoint, and what has value to the consumer experience—because that’s what defines our value.

MP: What’s on deck for the future of the firm? TD: We have the desire and intention to accelerate growth in the form of attracting more and more high-quality people and providing them with an exceptional level of career development and sales support. This will involve on-purpose recruiting and acquisitions when a company is a cultural fit. All of this will be underpinned by a commitment to living our core values and executing on our vision of creating an exceptional real estate experience for our employees, clients and agents. RE

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

RISMedia’s REAL ESTATE July 2017 79

{Broker Spotlight}

REMODELING REAL ESTATE FOR THE FUTURE Why so Many Brokers Are Joining the HomeSmart Movement

by Maria Patterson

ost of us wake up every morning knowing what we need to do and how we’re going to get it done. But do we ever think about why we do what we do? Well, at HomeSmart International, they think about it every day. In fact, “the why” is what drives the company; it’s the reason for its creation, and the compass that guides its fast-paced growth across the country. What exactly is HomeSmart’s “why?” The success of its brokers and agents.

Founded in 2000 by Matt Widdows— a former frustrated real estate agent who developed his own systems to compete, grow and succeed— HomeSmart has grown to 13,286 agents and 123 offices nationwide with a formula that provides high-level service, support and value at the lowest possible cost to brokers and agents. The proprietary technology and end-to-end solution HomeSmart delivers at minimal cost, along with the efficiencies and profitability of a

flat-fee model, has driven an increasing number of brokers across the country to join what they refer to as the “HomeSmart movement.” “Greatness comes from setting ridiculous expectations, then finding a way to make those expectations normal and deliver on them,” says Widdows. “And sometimes you have to misbehave and go against expectations in order to improve and innovate.” This philosophy—and

From left to right: Don Sturgeon, Jim Sparkman and Mark Farrow

the ability to deliver on it—is exactly what has attracted brokers to the HomeSmart model and culture. Here, four brokers from various corners of the U.S. share their “why” for joining HomeSmart…and why they’re never looking back.

80 July 2017 RISMedia’s REAL ESTATE

JIM SPARKMAN, MARK FARROW AND DON STURGEON Owners, HomeSmart Realty Group Salem, Ore.

Maria Patterson: When and why did you join the HomeSmart brand? Don Sturgeon: We were all consid-

Jim Sparkman: The agent services offered by HomeSmart International add a layer of service that we are physically unable to provide at this large of a brokerage without increased overhead and manpower.

DS: HomeSmart’s Centralized Ser-

ering leaving our previous brokerage to start our own company. Jim stumbled upon HomeSmart, and we decided this model was the future of real estate. The 11 agents who were part of our teams came with the three of us on October 14, 2013.

vices provides me with an assistant who can handle a lot of time-consuming tasks, like making cold calls to agents. This was especially important when we opened a second office in Portland where agents hadn’t heard of HomeSmart.

MP: You grew pretty quickly right out of the gate—how did you manage that? DS: When the three of us joined

MP: How does HomeSmart keep you ahead of the curve in terms of technology? MF: HomeSmart is constantly work-

forces, it sent ripples through the market. People didn’t know anything about HomeSmart, so there was a lot of buzz. Then, it was just a matter of going out and talking to agents who we thought would see the value of a fee-based model. All they knew prior was the traditional brokerage that offered high splits and high desk fees.

ing to stay ahead of technology. There is a real commitment by corporate to not get complacent.

MP: As top-producing agents, why were you attracted to the HomeSmart model? Mark Farrow: Our agents increased their compensation by a little over 30 percent with their first transaction. With the first deal they closed, they saw a big difference.

JS: With the end-to-end technology that HomeSmart provides, we have a paperless platform unlike any of our competitors, and the ability to streamline the transaction. We also have online marketing tools built into the same platform. MP: Overall, what makes HomeSmart a better choice than the traditional real estate model? DS: Traditional real estate companies

MP: So it’s the flat fee that’s the biggest draw? DS: We never lead with the fees. It’s

are stuck in a paradigm and a mindset that makes it difficult for them to make the necessary adjustments. It’s hard to turn the Titanic away from an iceberg. HomeSmart has remodeled and refurbished the traditional brokerage to operate with agility.

always about the level of service we provide. Agents have 24/7 access to the principle brokers, cutting-edge technology, great offices, ongoing training and continuing education, all for a low transaction fee.

DEAN A. DETONNANCOURT Broker/Owner HomeSmart Professionals Real Estate Warwick, Rhode Island

MP: How do HomeSmart’s services help you and your agents become more profitable?

Maria Patterson: Tell us why you made the change to HomeSmart. Dean deTonnancourt: Having been

in the real estate industry over 28 years now, my career satisfaction comes from sharing my experience with associates, and helping them achieve unlimited levels of sales success. HomeSmart allows me to do that. It’s a franchise that provides national support along with local flexibility.

MP: How do you overcome the common perceptions about ‘flat-fee’ companies? DD: The perception of the flat-fee compensation model is “low fees, low service.” This is far from the truth, as we offer all of the services other companies offer, yet we remain dedicated to the associate retaining more of their hard-earned income. HomeSmart provides technology and marketing tools for our associates on a national level, and locally, we provide education, broker support and state-of-the-art facilities.

MP: Tell us about the support you receive in terms of technology. DD: Our sales associates have access to their own Agent Panel, which provides tools and technology that allow them to organize their transactions, as well as market themselves to the consumer in creative ways. Fully customizable individual associate websites including consumer-focused MLS searches and tracking, video marketing pieces, as RISMedia’s REAL ESTATE July 2017 81

well as fully customizable marketing pieces within our Design Center are all available to our associates. For the broker, HomeSmart provides technology that allows us to manage all details of our operation. Our Broker Panel allows us to seamlessly track our paperless transactions and ensure proper file compliance. Most traditional brokerages utilize several systems, making it time consuming and prone to errors since the systems in most cases are not linked to each other.

RANDY RECTOR CEO HomeSmart Evergreen Realty & Associates Irvine, Calif.

MP: How did that change the course for your company? RR: Being part of HomeSmart has

MP: How do economies of scale help you grow? DD: The HomeSmart structure and compensation model foster organic growth. Since our associates are treated like true business professionals and retain more of their earnings, they are the voice of the company. Associates at other companies are hearing about us directly from our associates, which validates our value proposition. We find ourselves responding to inquiries almost daily.

MP: How does being part of HomeSmart allow you and your agents to be more profitable? DD: HomeSmart created a compensation model that rivals the competition with an affordable flat-fee plan that was not previously available in our marketplace. Our associates are not paying the high commission splits that many competitors collect, allowing them to increase their retained earnings.

MP: What is it about your brokerage that helps attract and retain agents? DD: I always say that “culture is not found in a company, it is found in people.” The key to a company’s long-term success is to attract great people and foster a sharing-based environment, ultimately providing mutual success. 82 July 2017 RISMedia’s REAL ESTATE

a cost and compliance standpoint, you have to make sure you have oversight on agents as you grow and multiply offices. In January 2012, we went to see Matt and we were blown away by what he created that allowed him to run 3,600 agents with no staff. We joined in October 2012.

Maria Patterson: You had a large, successful firm in Orange County. Why make a change? Randy Rector: Back in 2010, we were about 700 – 750 strong. In order to grow to the next level without overhead killing us, we had to find a system. We had companies from around the nation coming in and pitching us products, but we had to somehow figure out how to integrate these products. We needed a system to make us more efficient without adding bodies, which in flat-fee models, is the death of the model itself.

MP: So how did you find out about HomeSmart? RR: We were at the National Association of REALTORS® conference in Anaheim and HomeSmart also had a booth. We met Matt and the next week, he called and said he’d like to come out and talk with us. What caught my attention about HomeSmart was that they had some real high-level technology—exactly what we had tried to build in 2009. We needed to find a way to streamline our back office and make us more efficient. From

made us more efficient, so we are able to serve our agents better. We went from 750 to 1,150 agents and ranked in RISMedia’s Power Broker Report Top 500 with the same two admins processing the transactions. And we are in compliance with the Board of Real Estate. They looked at our software and said, “This is perfect. We’ve seen every major and small brand, and none have this.”

MP: How did becoming part of HomeSmart help you attract agents? RR: In a flat-fee model, the core of the business is recruiting. HomeSmart’s Centralized Services allows us to pay a small fee and receive a myriad of services, from email marketing to a dedicated person making 100, 200, 300 calls a week. I don’t care what brand you are, it’s really hard to grow a brokerage and wear all the hats—recruiter, motivator, trainer, compliance officer. I can take that off my plate and concentrate on my agents, because all of this is being done for me.

MP: What makes HomeSmart stand out the most? RR: Hands down, it’s the proprietary software—no one in the nation can touch it. If you’re looking to scale your business, the tools, the ability for it all to be in one system and the support we get from HomeSmart corporate is bar none.

Abe Hamideh (left) and Roger Lee

ROGER LEE AND ABE HAMIDEH Owners HomeSmart Realty West Carlsbad, Calif.

Maria Patterson: When did you first learn about HomeSmart? Roger Lee: Abe and I were flipping properties, and while it was fun, it wasn’t creating a future for us. A recruiter from HomeSmart called us one day and enticed us to go to

RL: Besides the maximum commission, they get a fully staffed office, conference rooms to meet with clients, and broker support. They see the technology package, a full CRM, and marketing tools like YouTube videos for listings and a full-on printed listing presentation. Most agents have to shop around to get tools. We give them everything all in one shot.

MP: How does the HomeSmart system pave the way for easy growth? AH: Right now we have 548 agents Arizona to look at the systems and technology. We definitely thought this model could work in San Diego. HomeSmart is a well-oiled machine that lets franchisees scale up without having to accumulate more manpower.

ing tools and support HomeSmart offers, we had all this firepower and agents were amazed. They had never heard about HomeSmart, and when they saw what we had, they thought it was too good to be true. But they soon realized it was the real deal.

and 13 people on staff. We could go to 700 or 800 agents and not have the need to add another person. In less than five years, we’ve grown to be ranked in RISMedia’s Power Broker Report. The HomeSmart system enabled that.

MP: You grew your agent count really quickly that first year—what was your secret? RL: To make it within the first year,

RL: In addition to the maximum com-

MP: Please describe your recruiting strategy. AH: Our own agents help us so much

we knew exactly how many agents we needed to have to get out of the red, and we had to do it quickly. The systems in place allowed us to focus on recruiting and building the company. We currently have 548 agents and three offices.

Abe Hamideh: It was an easy sale. Because of all the systems, market-

mission fee plans, we have the biggest value proposition they’ve ever seen from any other real estate company they’ve worked for.

MP: So it’s more than the flat-fee model that attracts agents… AH: A lot of agents come to us because they’re attracted to the flat-fee model. But then they see our value proposition, and then they start telling their friends. We often get three to five agents from the same office.

in that department. They’re our biggest endorsement. We’ve already hit the 100 mark on boomerang agents—agents who thought the grass was greener somewhere else and then came back to us. They become our biggest cheerleaders and recruiters. RE For more information, please visit www.homesmart.com. RISMedia’s REAL ESTATE July 2017 83

{Broker Best Practices}

Building Relationships Key to Converting Online Leads by Paige Tepping

tal in building a relationship and establishing a level of trust and comfort.

Prabhjit Singh Broker Naaam Real Estate, LLC Rockville, Md. www.naaam.com

Some say online leads are difficult to convert, while others seem to be building a business from them. In your opinion, why is there such disparity? I believe the disparity in converting online leads stems from the fact that agents don’t truly understand the conversion process. When it comes to choosing a real estate agent, the No. 1 thing people are choosing is trust, yet most agents have so many rules and limitations in place that there’s no room to create a relationship. My No. 1 priority is building a relationship because that’s what ultimately results in a home sale or purchase. The same holds true for online leads. You have to give something to get something. For me, it’s all about giving my time. By sharing my own story, I can connect with people on a deeper level, which is instrumen-

84 July 2017 RISMedia’s REAL ESTATE

For every 100 leads you receive, how many will convert to listings or sales over the next six months or so? Anywhere between 10 and 15 is a good number. While most leads generally take between eight and nine months to purchase, it’s important to take the time to stay in touch and understand exactly what they’re looking for. If you’re following up and creating relationships, people will communicate back to you. What should an agent expect in terms of ROI? I have found that certain websites are more expensive than others. For example, I know that online web companies say if you get three times your original investment, you’ve done well. But with realtor.com®, my acquisition cost has actually decreased to get the same return. I also like the fact that they guarantee a certain number of leads per cost. When I first signed on, I began at a very low price point because I didn’t want to be paying out a lot of money. From that day on, I’ve simply reinvested the money I make through realtor.com®, to purchase more leads. Are the leads you get from various sources all about the same? While other sites may boast a higher number of visitors, those looking on realtor.com® are on the site for a longer period of time. In addition, anytime I get a lead from

realtor.com®, I also get information related to how many days they’ve been searching on the site, what searches they’ve been doing and the results they’ve been getting. It’s also important to note that those looking on realtor.com® are serious buyers who are not only interested in purchasing, but in making a move as quickly as possible. I have also found the people on realtor.com® to be very loyal, something I attribute to the fact that the brand is very well-known and trusted. Did you need any help getting started? I believe in taking the time to educate myself, so I took copious notes during the initial call I had after signing on with realtor.com®. In addition to doing exactly what they said to do, I’ve spoken with other experienced agents who are converting at a high level in order to gain insight into what they’re doing to create relationships. Do you still prospect, and how much of your new business comes from realtor.com®? In the past, I was using a number of different websites, thinking that realtor.com® would be too expensive. But in the end, I found that realtor.com® was the best. Not only do I get 100 percent of my business from realtor.com®, but working with them has changed my financial future.

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

Tapping Into the Luxury Market

Dianne Pereira REALTOR® Bailey Properties Santa Cruz, Calif. www.lifesabeach.com Region served: Santa Cruz County, Calif. Years in real estate: 16 Number of offices: 4 sales offices, 1 rental office Number of agents: 125 Best tip for dealing with difficult clients: Listen. Clients need to know they’re being listened to, not just heard. Best time management tip: Prioritize using daily, weekly and monthly schedule reviews. It’s also important to block out your personal time. Tell us about the effectiveness of your in-house coaching program. In 2007, I began coaching with Paul Bailey, one of my brokers and company principle. We hold regular meetings with groups of up to 10 peer agents to discuss market trends, success stories and obstacles, developing weekly accountability tasks. Our annual year-end reviews focus on creating next year’s business plans, which includes written goals for each agent. Let’s talk about the success you’re having when it comes to tapping your regional market of luxury homes. We’re members of Luxury Portfolio, which helps us target luxury home clients. My husband Steve has specialized in beach properties since 1982, and I joined him in

by John Voket

2001. We live at the beach, so we understand all the nuances involved with coastal living, creating a niche for us as we build relationships with new and established luxury clients. Steve is known as the Beach Guy (he even drives his 1951 yellow Woodie to all his open houses) and I’m Mrs. Beach Guy. Our website URL—lifesabeach.com—is even thematic. How do you keep Bailey Properties top of mind with former clients? We use intimate client parties and dining events to visit with and renew acquaintances. For our most recent client appreciation party, we rented an entire restaurant at the beach and invited our clients and their families (children included). We had a buffet, face painters, balloon art, costumed storybook characters and a band. It was our biggest client party ever, and we’re still hearing good feedback from attendees. You utilize Homes & Land as part of an integrated marketing strategy that includes print publications. How does that benefit you? In Santa Cruz County, Homes & Land Magazine is branded as Coastal Homes, and it ties in perfectly with our company’s beach theme. The magazine—along with their online syndications— brings us even greater exposure to buyers and sellers who either live in the area or are visiting. The company also creates stylized print pieces for our luxury properties, including integrated postcard and flyer campaigns. They recently completed a book for us on an oceanfront estate at Manresa Beach that we’re marketing for a VIP client. For more information, please visit www.newpointmediagroup.com.

Leading by Example Key to Attracting Top Agents by Zoe Eisenberg

Gretchen Pearson President Berkshire Hathaway HomeServices Drysdale Properties Danville, Calif. www.bhhsdrysdale.com Region served: Northern California and Northern Nevada Years in real estate: 33 Number of offices: 37 Number of agents: 1,031 Average sales price: $495,553 What is the first thing you do when you arrive at the office each morning? To start my day, I make birthday calls to all my birthday agents. What is your personal philosophy for real estate success? Be personally responsible, surround yourself with accountability and have fun. Key to staying relevant in today’s shifting industry: Read a lot, talk to a lot of smart people and be willing to make mistakes. What sets your team apart from other brokerages? The culture is to work as partners to focus on the experience we provide consumers. Many brokerages refer to their agents as their customers, creating B-to-B models. We believe the conRISMedia’s REAL ESTATE July 2017 85

sumers’ expectations are increasing at a phenomenal pace, and the only way we can maintain and grow raving fans is for the agents and brokerage to work together as partners. So our focus is B-to-C. The brokerage is the backend on SOP functions of real estate so the agent can be free to provide whiteglove treatment. How do you attract top talent to your team? I align with agents who understand that brokerages are a vital part of their success. With the dynamic changes in our indus-

try, top agents are looking for a brokerage to help lead them. Most recently, top agents are reaching out to us because of the success they’re seeing from other experienced agents who have joined us in the marketplace. I understand you recently completed a good sized acquisition. Can you offer any insight into how to facilitate a smooth acquisition? Be open, transparent and empathetic to the agents receiving the news. At our roll-out meeting, the entire team is there to answer questions and

A Service-First Approach Key to Continued Success by Paige Tepping Isom Coleman President HomeSmart ICARE Realty Sacramento, Calif. www.hsicarerealty.com Region served: The Greater Sacramento area Years in real estate: 11 Number of offices: 3 Number of agents: 171 Most effective way to motivate agents: We keep our agents motivated by providing education on a continual basis, checking up on them to ensure we remain involved and reaching out if they need an extra push. What do you like most about the region in which you work? Not only is Sacramento beautiful, but we’re centrally located in one of the best parts of California, making it easy to go from the mountains to the ocean within a few hours. How does your company make its agents’ jobs easier? Through the use of technology and automation. And that’s exactly what HomeSmart stands for. From automatic YouTube videos to websites that are set up with a search feature and contact management functionality to an automated process that allows agents to create flyers at the push of a button, we provide a lot of technology specifically designed to make them more efficient. Our education platform, which can be accessed via iPad or smartphone, allows agents to train on their own terms.

86 July 2017 RISMedia’s REAL ESTATE

concerns openly and honestly. We then provide agents with a follow-up of training and one-on-one opportunities to help them transition all that needs to be transitioned and learned. We’re in the trenches with them until they feel they’re getting value from the relationship. This can be 30 days of intense training or 60 days—whatever is needed. We’re cognizant that most agents do better with one-on-one time. For more information, please visit www.bhhsdrysdale.com.

Your firm has achieved significant growth over the past four years. What factors have contributed to your success? A lot of companies are focused on how they can make money, but at HomeSmart ICARE Realty, we’re fixated on what we can do to provide value to our agents, as this is instrumental in getting them to sing our praises to others. Once agents see the value we provide, and the fact that they’re getting the same things they would get at other brokerages for a fraction of the cost, what we’re doing speaks for itself. It’s also important to note that on average, our agents get 93 - 97 percent of their commission. In the end, it’s all about providing agents value, as this will keep them coming to us. What about the HomeSmart model allows you and your agents to serve clients at a high level? The biggest thing is the fact that our videos are produced at the franchise level rather than the corporate level. At HomeSmart, all of our technology is proprietary, and we’re always looking for ways to replicate new products and services in-house so that our agents don’t have to go elsewhere and pay to arm themselves with the latest and greatest tools. How are you using technology to better serve your clients? The marketing side has been really good for our agents. With a full-blown 60+ page listing presentation that can be customized on an individual basis, and a full suite of automated marketing technology, we’ve seen a huge increase in agents being able to get listings. While most real estate professionals bring a few key pieces of paper with them when they meet with potential sellers, our listing presentation is structured in a way to take the client through the process step-by-step. For more information, please visit www.homesmart.com.

67 percent of people say physical mail is more personal than electronic. — 2015 Compu-Mail report

Don’t rely on digital marketing alone Print marketing is far from dead. It is actually a key component of the marketing strategy for many successful REALTORS®. Let us help you prospect with 50 beautifully designed newsletters mailed for only $37.50, or 50 attention-grabbing postcards for only $29, including postage.

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In other words, you get everything you need to get the listing, get the deal and get ahead. All for less than most agents spend on smartphone service. Find out how top producers stay on top – and how you can join them there. Visit us at Top5inRealEstate.com today.

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

{Business Building}

Adding a Creative Touch to Traditional Methods by Geoff Lewis

ou find a lot of commonalities among real estate’s top producers. They’re passionate. They’re incredibly serviceoriented. They’re smart, savvy and innovative.

I’m fortunate to know a lot of successful agents, and it’s fascinating to talk to them about their business. I recently enjoyed many such conversations at the RE/MAX Elite Retreat, a three-day event that brought top earners ($500,000+ GCI) together to share ideas and strategies. This year’s retreat helped me see another trait in so many of these agents: creativity. What struck me in particular were some of the unique little innovations these top earners implement in their businesses. You won’t read about these ideas in training manuals— and, on their own, they won’t revolutionize your operations. But they illustrate the value of thinking differently and putting a creative touch on traditional methods. A few examples of thinking outside

the real estate box: Go Dog Go Here’s a fresh, new twist on an established idea: enlist Fido’s help. Strap a GoPro camera on a dog and have him run around the home to create a fun video tour from a pet’s perspective. Keep the video short, add some fun music, and make it easy to share on social media. The result is a unique new view of the house, a seller-pleasing piece of social content, and a fun way to connect with potential buyers—especially dog lovers. Best of all, it positions you as an agent able to stand out from the crowd. Be More Data-Driven I loved “Moneyball,” the book and movie about building a successful

baseball team based on data, analytics and statistics, rather than highpriced talent. Real estate data applications are expanding every day. Data has always played a big part in our business, but several top producers are finding new ways to dig deeper into expansive demographics to create strategic action plans for various segments. It takes their business away from a one-size-fits-all mentality and aligns their marketing efforts with messages most relevant to each audience. It’s a fascinating new twist, with plenty of vendors involved in the space. Done right, data analysis can go a long way in figuring out the most effective way to invest your time, money and attention in the right areas. Eliminate an Email Step This one is more of a “nice touch,” but it struck me as a better way to do things, and small enhancements have a way of adding up over time. The next time you plan to attach a PDF, graphic or document to an email, do this instead: Save it as a JPEG and drag it into the body of the email. The benefits are two-fold. First, you save the recipient the extra step of opening the attachment, and second, you increase the chances of your content being seen or read. Ideas like these aren’t going to make or break a career, but sometimes, the little things make a difference we never even notice. The key is to stay open, creative and—like the top producers I know—eager to share the methods that work best for you. RE

Geoff Lewis is president of RE/MAX, LLC. For more information, visit www.remax.com. RISMedia’s REAL ESTATE July 2017 89

{Trending}

Trump’s Tax Plan:

So Few Details, So Much for Brokers to Watch

by Andrew King

rokers have been busy parsing the statement of principles issued April 26 by U.S. Treasury Secretary Steve Mnuchin announcing “a massive tax cut for

businesses and massive tax reform and simplification.”

90 July 2017 RISMedia’s REAL ESTATE

Brokers and real estate professionals from all corners of the industry have spent a good part of their busy spring season trying to predict what will actually happen with the federal tax code and how it will affect their clients. Yet, there isn’t a real consensus in the community despite Mnuchin’s promise that the mortgage interest deduction will remain intact. Under the statement, mortgage interest and charitable giving are the only two deductions being kept in the plan. But while all agree that the mortgage interest deduction is a critical federal policy that incentivizes homebuying activity for millions of Americans each year, there are concerns that other major changes to the tax code—such as the doubling of the standard deduction—could render it useless. According to the National Association of REALTORS®, the plan would “impact the demand for owner-occupied housing by reducing the number of homeowners who claim the mortgage interest deduction, eliminating the itemized deduction for property taxes, and decreasing marginal tax rates.” As a result, home values could drop 8 to 12 percent in the short-term depending on the regional market, concluded the NAR report, which was backed by a financial review conducted by auditing giant PricewaterhouseCoopers. Sam DeBord, managing broker of Seattle Homes Group and vice president of strategic growth for Coldwell Banker Danforth, does not think the comprehensive tax overhaul would benefit the housing market or the local communities that depend on

those tax revenues. This is mainly because most won’t claim the itemized mortgage interest deduction, instead opting for the newly doubled standard deduction, which blocks taxpayers from claiming specific items such as mortgage interest. “As for the proposed tax reforms from the administration, the mortgage interest deduction is not protected,” says DeBord. “The standard deduction would be altered to the point that it would take away 90 percent of mortgage interest deduction users’ ability to claim the deduction. It would remove the incentive to invest in real estate, which we know is most Americans’ primary route to wealth building and retirement savings. Disincentivizing homeownership and investment in real estate is bad economic and social policy.” He adds that such a move would also disrupt the plans of former homebuyers who made their real estate investments based on the financing equations dictated by the mortgage interest deduction. “There are 35 million households who have purchased homes under the promise of the mortgage interest deduction and are claiming it today,” DeBord explains. “Changing the law now would be pulling the rug out from under the budgeting decisions they made based on current tax policy.” With the mortgage interest deduction all but neutralized for so many homeowners and potential buyers, brokers are looking to other parts of the comprehensive tax reform to find new wealth-building strategies for their clients. One aspect getting a lot of attention is the plan’s removal of the alternative minimum tax (AMT)— a mechanism that was initially implemented to make sure high net-worth taxpayers couldn’t avoid paying their fair share, but has become more of a burden on the upper-middle class instead.

Michael Schaffer, broker/owner of Reason Real Estate in Denver, Colo., noted that the elimination of the AMT could boost the market for second homes even if price increases are slowed by the dilution of the mortgage interest deduction at the entry level. “The big things that impact real estate are the (elimination of the) alternative minimum tax and doubling the standard deduction. They are really the only things that matter, assuming that the mortgage interest deduction remains as it currently stands,” Schaffer says. Schaffer predicts that high-income earners will see a major benefit with the removal of the AMT, which will encourage them to borrow the maximum allowable against their home. With current deductibility being limited to the first $1 million of home purchase debt—including the primary residence and up to one additional home, as long as the second home is not an income property—the interest rate will effectively be subsidized by the tax deduction, which Schaffer says can free up funds for more second homes or vacation properties, as well as larger loans on personal residences. “An effective strategy for an individual high earner would be to draw the maximum on a conventional mortgage on their primary residence and then an additional conventional mortgage on a second home up to the limit or a total of $1 million between the two properties,” Schaffer says. “If the two properties together don’t cross the $1 million line, a home equity line of credit can be drawn for up to $100,000 on either of the properties, and all of the interest will be deductible on all three loans.” For the lower end of the market, however, Schaffer said there could be more of a shift toward renting, and construction will likely shift

from building entry-level single-family homes toward move-up luxury homes, second-home condominiums, and multi-family rental units. At the high end of the market—or regions such as Southern California, where middle-market homes can hit $1 million without even including air conditioning—the upside of that analysis has a relatively low ceiling, which has luxury agents like Chad Rogers keeping a close eye on the proposed elimination of state and local real estate tax deductions. “The proposed change will negatively affect the federal income tax bill for residents in high tax states such as California, New York and Illinois,” says Rogers, a celebrity real estate expert with Hilton & Hyland. Rogers sees the elimination of the AMT as a positive for real estate, and he’s reassured by the administration’s desire to keep the mortgage interest deduction. However, he says many successful brokers in his market (where the MLS reported 51 closed sales of over $10 million in the first four months of 2017) stand to benefit the most from the pro-business provisions of the plan—mainly the reduction of the corporate tax from 35 percent down to 15 percent. “The lowering of the tax rate to 15 percent for income from passthrough entities, such as from partnerships, S-corporations and LLCs, may result in significant tax savings to the high-income-producing broker,” Rogers explains, encouraging self-employed brokers to check with their CPAs about creating passthrough entities that will help their businesses. 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 2017 91

{RISMedia’s Great Spaces} by Nick Caruso & Zoe Eisenberg

Photo Caption

This “Kardashian home” was actually just the set of the famous family’s reality show.

92 July 2017 RISMedia’s REAL ESTATE

Now You Can Live Like a Kardashian – Sort Of If you ever wondered how real reality television actually is, the recent listing of the Kardashian’s “TV home” has your answer. The palatial Studio City dwelling featured in E’s hit series “Keeping Up with the Kardashians” is currently listed at $8.995 million. And although the home has been flashed all over television as the backdrop for the Kardashian’s kooky family drama, in reality, the space was just that: a backdrop. The Kardashians never actually lived in the home. Say what? Yep. Modeled after an Italian castle, the home is aptly named Palazzo Dei Sogni - the Palace of Dreams. The 7,800-squarefoot home has seven bedrooms, eight bathrooms, and neighbors like Bruno Mars, Miley Cyrus and George Clooney—assuming these celebs actually live in their homes. The KDash palace has also been the set of “True Blood,” “Entourage” and “Rome,” making it one of the most widely televised homes in Studio City. The spot has a two-story foyer, a swanky formal living room, a rustic paneled den, a billiards room, a 2,000-bottle wine cellar, sconces imported from the Paris Opera House,

and a screening room with a 12-foot screen where you can watch all 13 seasons of “Keeping Up with the Kardashians.” Now you can snap it up for just shy of $9 mill and recreate many of the Kardashians’ crying sessions. Listed by: Robert E. Howell, Keller Williams Beverly Hills Listed for: $8.995 million Photo Credit: TopTenRealEstateDeals.com/ Steven J. Magner

Cyndi Lauper Says Sayonara to Stamford Pop singer and “Kinky Boots” composer Cyndi Lauper is high-tailing it out of her North Stamford, Conn., home, having listed her three-bedroom, three-and-a-half bath French Country Colonial for $1,250,000. Located about an hour from New York City, Lauper’s home is a peaceful and private setting with panoramic views, but close enough to Manhattan for girls who “just wanna have fun.” Interiors designed by Howard Kaplan, founder of French Country design, feature hand-stenciled walls and ceilings; 19th century doors, tiles and fixtures sourced from Eng-

RISMedia’s REAL ESTATE July 2017 93

The bathroom of Cyndi Lauper’s Stamford, Conn., home.

land and France; and a striking Cedar Mansard roof. There’s also a storybook guesthouse (that Lauper formerly used as a music studio) with an open-concept living space featuring a stone fireplace, kitchen and full bath. Both the main residence and guesthouse are set on a meticulously planned 1.5 acres with stonework throughout and an in-ground pool. Lauper bought the home with husband Dave Thornton during the 1980s and wrote five albums in the residence, according to People magazine. The couple primarily lives in an Upper West Side apartment in Manhattan. Photos courtesy of Berkshire Hathaway HomeServices New England Properties/ Planomatic

Diane Keaton’s Restored Oceanside Getaway Now up for grabs: one of Diane Keaton’s early restoration projects, a Laguna Beach house steps from the sand, with views of the Pacific Ocean, beach and rugged cliffs. Built in 1928 for the J. Roy Smith orange tree groves family, when the idea of having a beach house was coming of age in California, there were many 94 July 2017 RISMedia’s REAL ESTATE

excellent lots from which to choose. The Smiths chose a bluff overlooking the wide beach of Shaw’s Cove, which afforded protection from storm waves and an expansive view. The home was built in the Mediterranean Revival style with stucco, decorative Spanish tile accents, wood beams, carved doors, ironwork and terraces surrounded by lush plantings and an outdoor fireplace to toast one’s toes on chilly evenings.

At 71, Keaton has not slowed down. In addition to having written three books, she is well-known for her photography. The mother of two adopted children, she also owns her own wine company, The Keaton. In her spare time, she is a home flipper with a long history of buying, remodeling and selling houses in enviable locations—houses that exude as much charm as the woman herself. Keaton is one of a number of Hollywood celebrities including Ellen DeGeneres, Jennifer Aniston and Meg Ryan who collect and sell homes as a side gig. No stranger to building restoration, Keaton watched her father do the same for most of her childhood. In 2004, Keaton bought the beach house for $7.5 million and worked her magic in the restoration, preserving and accentuating its fine original details. Taking two years to complete, she sold the 4,158-squarefoot, four-bedroom, six-bath house in 2006 for $12.75 million. The space recently went back on the market im-

peccably maintained, with the same staggering views through the receding oceanfront glass walls that open the living and dining rooms to the trade winds. The wide sand beach at the bottom of the private stairs has the rarity of a water toy garage for kayaks and paddle boards. Listed by: Hanz Radlein, Berkshire Hathaway HomeServices California Properties and Michael Johnson, Villa Real Estate Listed for: $15.989 million Photo credit: Robert Hansen Photography

Live Like Top Talent in Los Feliz Want to live like top talent? What about a top talent booker? Talent agent Tom Windish—the man responsible for signing Lorde, The XX and more—is selling his three-bedroom, three-bathroom Los Angeles home for just under 2 million dollars. Located at 2249 Talmadge Street in Los Feliz, the 2,644-square-foot home was designed by modern architect Steven Hill. Built in 1987, but recently renovated, the sleek,

mod space includes wood flooring, high ceilings and expansive windows that offer both city and mountain views. A fun, elevated walking bridge connects the home with a series of outdoor terrace gardens and a large viewing deck, perfect for hosting high-end clients, friends and family. Listed by: Brian Courville and JB Fung, Modern Living LA – a division of John Aaroe Group Listed for: $1,750,000 Photos by: Shooting LA RE

RISMedia’s REAL ESTATE July 2017 95

Webinar Recap: How to Build a High-Performance Real Estate Team

Know when to say no. Boland suggested saying no more often, which will help you prioritize what offers the highest return on your investments. You then need to follow up and hold yourself accountable for all of your yeses.

by Zoe Eisenberg

uilding and managing a real estate team is not a goalone endeavor. You need to find top talent, and achieve heightened productivity across the board. In the latest RISMedia webinar titled “Building a High-Performance Real Estate Team,” we brought together several prominent real estate team leaders to discuss how to build a high-performance team with a winning combination of coaching, culture, lead systems, and more.

Included in the webinar was moderator Verl Workman, founder and president of Workman Success Systems; Michael Boland and Michael O’Rourke, partners from The Sandlin Real Estate Team, RE/MAX Affinity Plus in Marco Island, Fla.; Nate Martinez, broker/co-owner of RE/MAX Professionals in Glendale, Ariz.; and Matthew Murphy, CMO of Chime Technologies. So how do you build a high-performance real estate team? Below are several top tips gleaned from the webinar. Start with the nuts and bolts. Ac96 July 2017 RISMedia’s REAL ESTATE

ating system that agents can use while on-the-go, without relying on their computers.

cording to Boland, succeeding with your real estate team begins with the nuts and bolts of finances. “The better you dissect everything, the better you can understand it,” he said. Make sure you have your corporate structure in place, your accountant, your attorneys if you need them, and a commercial space if you need it.” Master the basics. “To really build a high-performing team, it comes down to the basics: communication, collaboration, and a great system,” said Murphy, who worked to create Chime, a mobile CRM oper-

Know your cost-per-lead. How can you drive up the value of your leads if you don’t know what the value— or the cost—actually is? O’Rourke suggested getting a good handle on what your cost-per-lead is. “Understanding our cost-per-lead and what our team members are doing with those leads really becomes a great driver for our business,” he said. Track everything. Echoing what O’Rourke suggested, Boland said you need to track nearly every facet of your business. This includes the source of leads coming in, as well as their monetary value. Look at which employees are the most productive. “If you’re tracking everything, you can have good, honest conversations with everyone and hold them accountable,” said Boland. “If you can’t or don’t track it, you can’t improve it.” Martinez, who has been managing teams for over 25 years, concurred. “When you’re growing your team, you need to find out exactly what everyone on your team is doing.” RE

To view the webinar in full, visit bit.ly/highperformanceteam. Zoe Eisenberg is RISMedia’s senior content editor.

{Ask the Experts}

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

How can I create a well-rounded communication strategy to keep myself top-of-mind?

Now that summer has arrived, you can either sit at your desk and wait for prospective buyers to call you out of the blue, or you can create ways to remind potential clients that you’re always ready to lend a helping hand. While you already have a website full of pertinent information, your next job is to keep your name, phone number and website in front of potential buyers and sellers. One of the easiest ways to do this is to list your business on local directories on Yahoo! and Google. Next, take advantage of social media. This includes publishing photos and videos on Instagram with listings, home interior/exterior shots and local hot spots, in addition to pinning and repinning items on Pinterest. Another great way to connect with your audience is through a Facebook business page. If you don’t already have one, add it to

the top of your to-do list, as nine in 10 real estate professionals utilize the platform to attract buyers who go to the site to scope out listings. Listing videos on YouTube are another way to show off the properties in your area. These videos can include still photos in a video slideshow format, or recorded clips showcasing interior and exterior views of a home. Thinking outside the box is one way to get yourself in front of potential clients, but it’s just as important to continue the tried-andtrue strategies that have brought you success in the past. Whether it’s distributing real estate calendars, sports schedules, jar openers customized with your name and phone number, letter openers with your business card enclosed or pens with all your information, a well-rounded communication strategy will bring business your way for years to come.

As housing markets continue to heat up, many buyers are forgoing the important step of getting a home inspection. While this isn’t a widespread phenomenon, it can easily occur when a particular market heats up. In fact, when a market gets hot, buyers are afraid that if they put in an offer contingent on the outcome of a home inspection, they may lose the home to others who are willing to take the risk of buying the home without that contingency.

Q& A

Dan Steward President Pillar To Post Home Inspectors www.pillartopost.com

What advice do you have for those thinking of buying a home without waiting for a home inspection?

While some have been able to dodge the bullet, others have purchased homes without inspections, only to find that there are thousands of dollars in repairs needed. In fact, a recent home inspection revealed a crack in the cement floor of a garage attached to a home. While the crack appeared to be tiny, the home inspector later revealed that it was there as a result of a giant oak tree next to the garage. The roots were so huge that the floor would eventually be broken by the tree’s growth. By removing the tree, the cost was only a few hundred dollars. However, the inspector noted that five years down the road, the entire garage floor would have needed to be jackhammered and replaced, costing thousands. Understanding the importance of home inspections, many of our franchisees offer an immediate post-closing inspection for the sake of catching items that while small at the moment, can grow into something very large and costly. RE RISMedia’s REAL ESTATE July 2017 97

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

RREIN Service Providers

ABR®..................................................................................... 100

Ascent Real Estate, Inc........................................................... 104

American Home Shield........................................................... 100

Berkshire Hathaway HomeServices Ambassador Real Estate... 104

Berkshire Hathaway HomeServices......................................... 100

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....104

Buffini & Company................................................................. 100

Berkshire Hathaway HomeServices Florida Realty................... 104

Century 21 Real Estate LLC.................................................... 100

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....104

Certified New Home Specialist ............................................. 100

Berkshire Hathaway HomeServices Georgia Properties............ 104

CRS Data............................................................................... 100

Berkshire Hathaway HomeServices Nevada Properties............ 104

DocuSign............................................................................... 100

Berkshire Hathaway HomeServices Select Properties.................104

Engel & Völkers...................................................................... 100

Calcagni Real Estate.............................................................. 104

The Entrust Group.................................................................. 101

CENTURY 21 Award................................................................ 105

ERA Franchise Systems, LLC................................................... 101

CENTURY 21 New Millennium................................................. 105

Homes & Land....................................................................... 101

Coach REALTORS®................................................................. 105

Homes.com........................................................................... 101

Coldwell Banker D’Ann Harper, REALTORS®............................. 105

HomeSmart International....................................................... 101

Coldwell Banker Kappel Gateway Realty.................................. 105

HomeTeam Inspection Service................................................ 101

Diane Turton, REALTORS®....................................................... 105

HSA Home Warranty............................................................... 101

Fillmore Real Estate............................................................... 105

Leading Real Estate Companies of the World®........................ 101

First Team® Real Estate.......................................................... 105

Moxi Works............................................................................. 101

GARDNER, REALTORS®........................................................... 105

MRE – Win Local®.................................................................. 101

Gloria Nilson & Co. Real Estate.............................................. 105

National Association of REALTORS®........................................ 102

J. Rockcliff REALTORS®........................................................... 105

Oakley Signs & Graphics........................................................ 102

Jordan Baris, Inc., REALTORS®................................................ 106

The Personal Marketing Company........................................... 102

Kinlin Grover Real Estate........................................................ 106

Pillar To Post Home Inspectors................................................ 102

Long & Foster Real Estate, Inc................................................ 106

Quicken Loans....................................................................... 102

Lusk & Associates Sotheby’s International Realty.................... 106

Real Living Real Estate........................................................... 102

McCOLLY Real Estate.............................................................. 106

Realogy Holdings Corp........................................................... 102

Page Taft................................................................................ 106

realtor.com®.......................................................................... 102

Patterson-Schwartz Real Estate.............................................. 106

Realtors Property Resource®.................................................. 102

Randall, REALTORS®.....................................................................106

Realty Executives International............................................... 103

RE/MAX 440 and RE/MAX Central......................................... 106

Realty ONE Group.................................................................. 103

RE/MAX Gateway................................................................... 106

RE/MAX, LLC.......................................................................... 103 RIS Consulting Services......................................................... 103 RISMedia’s Top 5 in Real Estate Network®.............................. 103 Sellstate Realty Systems Network, Inc..................................... 103 Top Producer® CRM................................................................ 103 Workman Success Systems.................................................... 103 Xpressdocs............................................................................ 103 Zillow Group........................................................................... 103 zipLogix.................................................................................. 103

RISMedia’s REAL ESTATE July 2017 99

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 (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.

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.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Greg Sexton, Chief Operating Officer Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference. Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online.

100 July 2017 RISMedia’s REAL ESTATE

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.

CRS DATA www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data. Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices. Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

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

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany, Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private aviation. Engel & Völkers currently operates a global network of over 8,500 real estate advisors in more than 750 brokerages spanning g reater than 30countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. It established Engel & Völkers North America in 2007 and assembled a team of the industry’s top leaders, performers and real estate innovators to expand operations in the U.S., Canada and Mexico. Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data.

THE ENTRUST GROUP

HOMETEAM INSPECTION SERVICE

(800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education of Real Estate IRAs for 35 years. Entrust offers real estate brokers and agents a costeffective, individualized approach to retirement savings using a self-directed IRA account with the AgentIRA Program. As part of this program, Entrust works with real estate professionals by assisting their clients with the purchase of real estate investments with retirement funds. The AgentIRA Program provides real estate brokers a strategy to attract, develop and retain high-quality talent. Learn more at www.theentrustgroup.com/agentira.

844.HOMETEAM • www.hometeam.com You can depend on HomeTeam for a faster, more efficient home inspection every time. Unique to home inspection companies, HomeTeam brings a team of inspectors on-site. Each team member focuses on his or her area of expertise, which keeps us efficient and saves you time. Fast, Trusted and Accurate. That’s the HomeTeam promise. We invite you to experience the difference the team approach makes. For more information give us a call at 844.HOMETEAM or visit us online at hometeam.com.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Susan Yannaccone, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes over 2,350 independentlyowned and -operated offices with over 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories. ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites. Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 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.

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. They avoid post-sale disputes about who should pay for the repair, and they can get the problem fixed quickly and conveniently by making just one call to HSA.

LEADING REAL ESTATE COMPANIES OF THE WORLD® (312) 424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a selective global community of the highest quality independent real estate companies. We exist to make our members better by connecting them to opportunities and people around the globe, supporting them with a global referral network, professional development programs, and unique events. For more information on our 500 firms that span over 50 countries with 120,000 sales professionals, visit LeadingRE.com.

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 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.

RISMedia’s REAL ESTATE July 2017 101

NATIONAL ASSOCIATION OF REALTORS®

PILLAR TO POST HOME INSPECTORS

(800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Dale Stinton, CEO •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.nar.realtor/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about. REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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

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!

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.

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 seven years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage, the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

REAL LIVING REAL ESTATE (866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized by Entrepreneur magazine. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in residential real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services. Realogy’s brands and business units include Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, ZipRealty®, NRT LLC, Cartus, Title Resource Group and ZapLabs LLC. Collectively, Realogy’s franchise system members operate approximately 14,200 offices with more than 274,500 independent sales associates doing business in 113 countries and territories worldwide.

ENGAGE WITH REALTOR.COM® (800) 878-4166 • www.realtor.com Realtor.com® is real estate’s most accurate site, with listings pulled directly from over 850 MLSs and most listings updated every 15 minutes. Homes for sale on realtor.com® only display the real listing price established between seller and broker, not inaccurate machine-generated estimates. Visit realtor.com®.

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members 102 July 2017 RISMedia’s REAL ESTATE

of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

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

REALTY ONE GROUP (888) 461-0101 • www.RealtyONEGroup.com Realty ONE Group is a full-service real estate brokerage with more than 4,000 associates. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the No. 1 real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo. RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with more than 100,000 Sales Associates in nearly 100 countries. The consumer website remax.com is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

RIS CONSULTING SERVICES (203) 852-4304 • Norwalk, Conn. • John Sculley, Managing Dir. • Peg Guinta, Projects Dir. RIS Consulting Services is an independent relocation consulting firm dedicated to designing and implementing comprehensive solutions to mobility issues. We deliver a full range of consulting services to our diverse corporate and relocation service company clients. The executives of RIS Consulting utilize their industry and specialty knowledge to analyze your situation, develop strategic options and implement designed solutions.

RISMEDIA’S TOP 5 IN REAL ESTATE NETWORK® (203) 853-2167 • www.Top5inRealEstate.com RISMedia’s Top 5 in Real Estate® is a membership network of leading real estate professionals who wish to “raise the bar.” Top 5 in Real Estate is a network of select real estate professionals from throughout the U.S. and Canada who have met the Top 5 in Real Estate’s stringent series of various career qualifications and who are committed to the future development of their professional skills and services to the consumers and the communities they serve.

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise system that brings technology and creativity to a higher level. Labeled in RISMedia’s Real Estate Magazine as “The World’s First Complete Real Estate System,” Sellstate brings a model that truly benefits both the broker and agent to the industry. Already located in eight states, Sellstate is quickly growing into one of the premier real estate franchise systems. Unparalleled technology, design, commission structure and a passive income system which pays a monthly payout average of over $1,100 per month all go into making Sellstate the company of the future.

TOP PRODUCER® CRM (800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base. Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM.

WORKMAN SUCCESS SYSTEMS (801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, and proven dialogues and systems that work in order to achieve top performance and industry excellence.

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

ZILLOW GROUP www.zillow.com Zillow Group houses a portfolio of the largest real estate and homerelated brands on the web and mobile. The company’s brands focus on all stages of the home lifecycle: renting, buying, selling, financing and home improvement. Zillow Group is committed to empowering consumers with unparalleled data, inspiration and knowledge around homes, and connecting them with the right professionals to help, and helping real estate agents, lenders and rental professionals maximize business opportunities and connect with consumers.

ZIPLOGIX (866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®. RISMedia’s REAL ESTATE July 2017 103

RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge. This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego Area. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as an exclusive San Diego affiliate of Leading Real Estate Companies of The World®, Ascent Real Estate is a hyper local brokerage with a global reach.

BERKSHIRE HATHAWAY HOMESERVICES AMBASSADOR REAL ESTATE (402) 493-4663 • (800) 477-7653 www.BHHSamb.com • agents@BHHSamb.com Berkshire Hathaway HomeServices Ambassador Real Estate is dedicated to providing progressive, quality real estate services in Nebraska’s metropolitan Omaha and Lincoln surrounding areas. We service all types of markets: single-family residential, new construction, condos, corporate relocation, third-party relocation, acreages and commercial real estate. With approximately 400 licensed agents, we have an agent to meet your needs regardless of the style, price or age of the property you are looking for. We look forward to helping you sell your home or find that dream home you are looking for. We believe in each other and ourselves. We understand that trust is earned and that good, professional service is an essential part of that.

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally-owned and -operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate South Carolina since 1964. With more than 400 agents on board and 10 offices serving the Greenville, Spartanburg and Anderson 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, 104 July 2017 RISMedia’s REAL ESTATE

REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

BERKSHIRE HATHAWAY HOMESERVICES FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, Berkshire Hathaway HomeServices Fox & Roach, REALTORS® has 4,000 Sales Associates in 65 sales offices throughout the TriState area. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients including mortgage financing and title, property and casualty insurance. For more information, go to www.foxroach.com.

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES (770) 992-4100 • www.BHHSGeorgia.com Berkshire Hathaway HomeServices Georgia Properties has 22 locations and 1,100 agents, and is an independently-operated subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate, and a franchisee of BHH Affiliates, LLC. Under the leadership of CEO Dan Forsman, the company is known for innovation and delivering exceptional value to associates and their clients. Berkshire Hathaway HomeServices Georgia Properties was ranked No. 1 in homes sold, buyers represented and overall transactions in 2014, 2013, 2012, 2011 and 2010 for the Greater Metro Atlanta area.

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES (800) 735-4488 • www.BHHSNV.com With more than 260,000 homes sold and 35 years in the industry, Berkshire Hathaway HomeServices Nevada Properties is the leader in Las Vegas real estate. Consistently rated among the top brokers in the nation, our agents successfully help families find their dream homes. With six area offices, Berkshire Hathaway HomeServices Nevada Properties is a full-service brokerage focused on quality service and the development of its agents. Call today to see how we can help increase your business.

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis. Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and in being recognized in the community for high standards and ethics.

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

CENTURY 21 AWARD (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, and a member of Leading Real Estate Companies of the World®, and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

COLDWELL BANKER D’ANN HARPER, REALTORS® (210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company serving the entire Greater San Antonio metropolitan area, New Braunfels, Boerne, Bandera, Kerrville, Fredericksburg and Hill Country markets, representing buyers and sellers in all phases of their transactions. Since opening in 1986, the company has become a trusted name in the real estate industry. With eight offices, over 350 sales associates and over 100 support staff, the company’s extensively trained representatives have knowledge and expertise to service all aspects of the real estate business. Core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing.

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real

estate professionals.

DIANE TURTON, REALTORS® (877) DTURTON • www.dianeturton.com Founded in 1986, Diane Turton, REALTORS® is a full-service real estate company with 16 offices throughout Monmouth and Ocean counties in New Jersey. Whether you’re looking to buy, sell or rent in New Jersey, you’ll receive service that will surpass your expectations. Diane Turton, REALTORS® consistently ranks in the top of the markets it serves. The firm also provides a full range of financial services through Turton Signature Services, including home mortgages, property and casualty insurance and title insurance.

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

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

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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®

PAGE TAFT (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

(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®.

(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.

KINLIN GROVER REAL ESTATE

RANDALL, REALTORS®

PATTERSON-SCHWARTZ REAL ESTATE

(508) 420-1130 • www.kinlingrover.com Kinlin Grover has 16 real estate offices covering Cape Cod from the bridges to Provincetown, specializing in the marketing and sale of waterfront, village, commercial properties and fine homes. From the very beginning, the Kinlin Grover mission has remained constant: “To help our clients make the best real estate decisions and to uphold the highest standards of ethics and professionalism.” In addition, Kinlin Grover Vacation Rentals is the largest real estate firm on Cape Cod with over 600 privately-owned Cape Cod vacation rental homes. We value every client and pledge to deliver unsurpassed service as trusted advisors, expert facilitators and skilled negotiators.

(401) 364-3388 • www.randallrealtors.com Randall, REALTORS® has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

LONG & FOSTER REAL ESTATE, INC.

RE/MAX 440 AND RE/MAX CENTRAL

(866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of LeadingRE, a prestigious global network that includes Luxury Portfolio International®. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

LUSK & ASSOCIATES SOTHEBY’S INTERNATIONAL REALTY (717) 291-9101 • www.LuskandAssociates.com When you work with Lusk & Associates Sotheby’s International Realty, you can count on specialists who can answer your questions, apply in-depth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home.

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

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(215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tom@tomskiffington.com RE/MAX 440 and RE/MAX Central is a first-class, professional real estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

RE/MAX GATEWAY (703) 652-5760 • www.gateway2realestate.com The real estate market is ever changing. It takes constant evaluation, review of recent trends to forecast a potential future and education of agents through mastermind groups and real estate information exchanges. These are areas in which we excel at RE/MAX Gateway. Contact us today if you are looking to advance your career in real estate through a multitude of educational experiences and resources, or if you need real estate advice in order to make informed decisions when buying and selling houses.

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com • URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140

Page Taft 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 350

FLORIDA Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy., Ste. 400, Sunrise, FL 33323 Contact: Rei Mesa, CRS, CRB, President/CEO Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Email: ReiMesa@BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs Email: sharonsapp@BHHSFloridaRealty.com • URL: www.BHHSFloridaRealty.com Coverage Areas: 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 39 • Associates: 1,350

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 RISMedia’s REAL ESTATE July 2017 107

ILLINOIS McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Alsip, Aroma Park, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Ridge, Clearing, Country Club Hills, Crest Hill, Crestwood, Crete, Evergreen Park, Flossmoor, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homewood, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manteno, Matteson, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Richton Park, Riverdale, Roseland, Steger, Tinley Park, University Park, Worth Offices: 18 • Associates: 450+

RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

MASSACHUSETTS Kinlin Grover Real Estate 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage Areas: Southeastern Massachusetts Offices: 16 • Associates: 275

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

LOUISIANA GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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MISSISSIPPI GARDNER, REALTORS® 3332 N. Woodlawn Ave., Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • (504) 402-9567 (Cell) • (800) 256-5677 (Toll Free) Email: NHarmann@GardnerRealtors.com • URL: www.GardnerRealtors.com Coverage Areas: Southeast Louisiana, including Greater New Orleans and Greater Baton Rouge, and Southern Mississippi, including the MS Gulf Coast Offering a full range of services including Residential, Commercial, Leasing, New Homes, REO, and Loss Mitigation; plus individual and corporate Relocation, Property Management and National/International Referral Network services Offices: 24 • Associates: 800

MISSOURI Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Rd., Ste. 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 • (314) 835-6050 (Direct) Email: aignatowski@bhhsselectstl.com • URL: www.bhhsselectstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 11 • Associates: Over 500

NEBRASKA Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation & Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com • URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050

NEW JERSEY Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services

Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/relocation.cfm The Coach REALTORS® Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one. Offices: 19 • Associates: 650+

Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Associates: 500 Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage Areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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Lusk & Associates Sotheby’s International Realty  100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

RHODE ISLAND Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

SOUTH CAROLINA Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, (864) 678-5244, ktaylor@cdanjoyner.com, Jo Anne Conner, Network Mgr., (864) 678-5227, jconner@cdanjoyner.com, URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 10 • Associates: 400+

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct) Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

VIRGINIA CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+

110 July 2017 RISMedia’s REAL ESTATE

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

INDEX OF SERVICE PROVIDERS ABR®...................................................................................14

MRE – Win Local®............................................11, 20, 64, 72

American Home Shield...................................................13 Asian Real Estate Association of America (AREAA)....50

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................37

Berkshire Hathaway HomeServices.............................. IBC

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

Buyside..............................................................................74

National Association of Women in Real Estate Businesses (NAWRB).................................57

Century 21 Real Estate LLC...............................................1 Engel & Völkers.................................................................25 The Entrust Group.............................................................42 Graduate, REALTOR® Institute (GRI) Designation.........38 Homes & Land..................................................................58 Homes.com........................................................................7 HomeSmart International.....................................................19 HomeTeam Inspection Service............................................44 HouseCanary............................................................................ 5 HSA Home Warranty............................................................ IFC Leading Real Estate Companies of the World®................17

The Personal Marketing Company..........................62, 87 Pillar To Post Home Inspectors...........................................2 Realtors Property Resource®...........................................21 Realty Executives............................................................BC Realty ONE Group............................................................22 RE/MAX, LLC.....................................................................10 RISMedia’s Automated Content Engagement (ACE)...........................................................................9, 70-71 RISMedia’s Real Estate CEO Exchange.......................111 RISMedia’s Top 5 in Real Estate Network®...............88, 98 Workman Success Systems........................................69, 73

Real Estate

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Don’t Miss RISMedia’s

2017 CEO Exchange this September 12 & 13 at the Harvard Club of New York City Come and learn how to grow your business in unpredictable times and cement your position at the top of the leaderboard. SPECIAL EVENT: RISMedia’s CEO Exchange Welcome Dinner will be hosted aboard the ATLANTICA Private Yacht. Join us for this unforgettable networking event with unparalleled views of New York City! Contact Randi Vannucchi (randiv@rismedia.com) for more information.

{re: Real Estate} Transform Your Business With the Latest Tech Tools from the REach® Class of 2017

echnology continues to transform the world we live and work in, and that is particularly true in real estate. The challenge for brokers and their agents

is keeping up with the latest technologies and adopting those that will help them save time, earn more, and best serve their clients. The REach® technology accelerator program from the National Association of REALTORS® (NAR) identifies the top technology companies that have the potential to add value to REALTORS® and the industry as a whole. REach® is proud to announce the nine companies that have been selected for the Class of 2017.

Benefits – How does REach® help you? No single broker, or agent, has time to sort through thousands of technology companies and find the ones that can truly help you save time and earn more in your business. REach®does that homework for you. By connecting these start-ups to the real estate industry, REach® helps ensure that new technologies are designed in ways that provide the optimum benefit to real estate professionals, while also supporting your role as being central to real estate transactions. Selected from hundreds of applicants, the companies chosen for the Class of 2017 showcase a wide array of technology solutions, including 3D home tours, residential valuations, remote electronic notary services, portable safety devices, facial biometrics to sign and encrypt emails, and more. Viewed from a larger perspective, REach® supports innovation and the growth of small businesses, contributing to the U.S. economy while also helping consumers access beneficial technology. REach® Insight Panel – How can you get involved? For chosen companies, one key benefit is access to an online panel of industry practitioners for feedback and beta testing. Brokers and agents can sign up to participate on the panel and receive first access to the new technologies introduced by REach®companies. Panelists choose one or more companies to review, then receive a free test account and exclusive discounts from the companies in exchange for providing feedback on their experience. The commitment is small, and the experience to shape customized products is very rewarding.

112 July 2017 RISMedia’s REAL ESTATE

The testing period is typically launched in the summer months and closes on September 30 of every year. To learn more, or to sign up, visit narREach.com/realtors. REach® Class of 2017 The nine latest companies range from seed stage to well-capitalized start-ups backed by world-renowned investors. In the aggregate, this class has raised over $50M in previous financings and total valuation exceeds $350M. The 2017 class includes: 8Adwerx - Makes digital advertising brilliantly simple. 8Centriq - Transfers home organization, repair and maintenance knowledge from the seller to the buyer while keeping the real estate professional top of mind. 8HouseCanary - Differentiating real estate professionals’ businesses with the most complete and accurate home valuations and analytics for every block and property in the U.S. 8immoviewer - Create and share 3D home tours—fast, easy and affordable. 8Notarize - Makes closings more efficient with legal notarization of documents from a mobile device or desktop 24-hours a day, seven days a week. 8Occly - A portable 2-in-1 alarm solution that keeps real estate professionals safe and properties secure. 8Pearl Certification - Sell an energy-efficient, highperforming home faster—and for more—with a Pearl Certification. 8Relola - Helps real estate professionals unlock insider property knowledge with tools that digitize, amplify and market their everyday tasks. 8TrustedMail - Protects against wire fraud and email spoofing using facial-biometrics to sign and encrypt email and attachments. About Second Century Ventures Second Century Ventures (SCV) is the strategic investment arm of the National Association of REALTORS®. SCV invests in technology companies that are innovating real estate, while keeping the REALTOR® at the center of the transaction. REach® is an SCV company. To learn more about REach®, and previous participants in the accelerator, visit narREach.com. RE

WHERE YOU WORK IS ALL ABOUT LOCATION, LOCATION, LOCATION. Join the fastest-growing real estate network in the U.S. and see what the Berkshire Hathaway HomeServices name can do for your career.

Residential • Commercial ©2017 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity. BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900. For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

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