Real Estate Magazine - Realty ONE Group - June 2014 by RISMedia

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COACH

ACTION

FRANCHISE

VISION

CULTURE

HELLO TOMORROW

Realty ONE Group: Disrupting Our Industry

Page 62

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{Contents} June 2014/Vol. 30, No. 6 • www.rismedia.com

{On the Cover} 62 Hello Tomorrow Realty ONE Group: Disrupting Our Industry

80 COACH

ACTION

FRANCHISE

VISION

CULTURE

HELLO TOMORROW

Realty ONE Group: Disrupting Our Industry

If greatness can be powered by drive alone, Realty ONE Group is destined for greatness; such is the passion and unswerving conviction of its founder and CEO, Kuba Jewgieniew, and his inspired executive team. Founded in Nevada just a short nine years ago, the company is now a national franchisor, named by Inc. 500 as one of the fastest-growing firms in the nation for the past five years. In this month’s cover story, Jewgieniew and the Realty ONE Group executive team discuss their vision and business strategy, and the value of a great company culture.

{Highlights} 39 You Say You Want a Revolution?

{Headliners}

49 A Closer Look at Inflation and Its Impact on Real Estate

For all of last year, the broad Consumer Price Index (CPI) rose 1.5 percent. As of March this year, the 12-month inflation rate was also 1.5 percent. The more important “core” inflation rate, as it dictates monetary policy, however, is showing signs of accelerating. Here, take a closer look at inflation and how it’s set to impact the industry.

13 Policy Matters: Know Before You Owe – Part Two 14 NAR Power Broker Roundtable: Backto-Basics Marketing: Adding Print Back Into the Mix 16 REBAC Report: Build and Expand – Upgrade Your Referral Cycle 19 Executive Appointments 20 The RREIN Reporter 28 Builders Target REALTORS® to Locate Buyers in Recovering Markets

There are a lot of big name real estate brokerages out there touting their long history in the business and offering that as the reason agents should work with them. But, in today’s market, agents have a right to demand more than this from their brokerage. In this month’s feature, learn how Carrington Real Estate Services, LLC stands ready to provide precisely what these agents are missing out on elsewhere.

80 Face Time

52 Survey: 13 Percent of Consumers Ready to Buy a Luxury Home 77 In Most of U.S., Buying Beats Renting after Only Two Years

The concept of networking has become a ubiquitous part of modern culture. However, that doesn’t dilute the value of smart, selective, focused networking for those who know how to do it right. Here, some of the country’s leading Power Brokers share why face time, at the right time with the right people, is more important than ever. RISMedia’s REAL ESTATE June 2014 3

{Features} 26 T he Importance of Brand Cohesiveness Across Social Media 39 You Say You Want a Revolution? 43 RISMedia’s Great Spaces 49 Trending: A Closer Look at Inflation and Its Impact on Real Estate 55 Strategies: Homes.com; HSA Home Warranty; Realtors Property Resource®; RentalRoost 62 Hello Tomorrow 66 A Collaborative Approach to Continued Growth 79 The 5 Essential Personality Traits for Successful Entrepreneurs 87 Ask the Experts: Homeownership Preparation; New-Construction Homes; Open Houses; Educational Resources

{Online} Looking for more winning real estate and housing information? Don’t forget to keep up with us on all of our various social media accounts, where we bring you breaking industry news, cuttingedge business development tips, and more!

On Twitter @rismediaupdates

On Google+

https://plus.google.com/+RISMedia

{Interviews} 61 Vickie Howard, Nothnagle REALTORS®

70 Steven Domber, Berkshire Hathaway HomeServices Hudson Valley Properties 71 Bruce Garber, CENTURY 21 BHJ Realty, Inc. 72 Ginger McQuigg, Berkshire Hathaway HomeServices Florida Properties Group 73 Sally E. Lapides, Residential Properties Ltd.

On Facebook www.facebook.com/rismedia

On Pinterest www.pinterest.com/rismedia

{Experts} 22 Margaret Kelly - Business Building: Competition Among Lenders Good for Potential Buyers 24 Verl Workman - Basic Training: The ABCs of Lead Management 30 Jeremy Wacksman - Mobile Devices Fuel Today’s Home Search 32 Jose Perez - Industry Advisor: Top 5 Tips to Successful Franchising 35 Anthony Hitt - Moving Forward with a Collaborative, Client-Centric Approach 36 Wesley Grover - Insights into the Chinese Buyer and Overcoming the Cultural Divide

4 June 2014 RISMedia’s REAL ESTATE

{Every Issue} 6 REtrends 9 Publisher’s Desk 92 Service Profiles 103 Referrals 112 RE: Real Estate— REALTOR® University’s Master of Real Estate Program Raises the Standards of Industry Excellence, Announces First Graduates

We’re Better because of Better Homes and Gardens® Real Estate. Thanks to the brand’s legacy and reputation, new clients have an innate trust and confidence in our agents before even meeting them. Since our affiliation with the brand, we’ve expanded into new territories and significantly increased the number of agents that work with us. This has helped us rank as one of the top three brokerages in the market.* We have always been a great company, but with Better Homes and Gardens Real Estate… we’re better. To find out how you can be better:

BHGREFRANCHISE.COM JOSHUA TANNER | PRESIDENT & CEO Better Homes and Gardens Real Estate Generations

trusted brand

innovative tools

training & support

quality leads

*Based on 2013 Market Penetration by Company transaction volume report by Mobile Area Association of REALTORS. ©2014 Better Homes and Gardens Real Estate LLC. 175 Park Avenue, Madison, NJ 07940. All Rights Reserved. Better Homes and Gardens Real Estate LLC supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Franchise is Independently Owned and Operated. Better Homes and Gardens® is a trademark owned by Meredith Corporation and licensed to Better Homes and Gardens Real Estate LLC. This is not intended, and shall not be deemed to constitute, an offer to sell a franchise. Franchise offerings made only by a Franchise Disclosure Document.

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

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

{REtrends}

What Will My Home Be Worth? Small Business Going, While real-time home sellers are Going…Sold understandably consumed with Says Things finding out exactly what their new tool from Top Producer will are Looking Aenable home is worth, a new evolution real estate agents to get of Zillow’s Zestimate—the “Zestiup-to-the-minute market statistics Good mate forecast”—will attempt to estimate a home’s future value. Designed to help consumers and real estate professionals better understand how local housing trends can affect the value of a property, the tool predicts the change in a home’s value over the ensuing 12 months, in both dollars and percentages. The forecasted price is arrived at by combining a home’s information—bedrooms, bathrooms, square footage, etc.—with a variety of local economic and housing data that might impact the home’s value down the road, such as percentage of delinquent loans, population growth, income growth and local unemployment rates. How accurate will the future-focused values be? Only time will tell. 6 June 2014 RISMedia’s REAL ESTATE

According to a recent survey, half of all U.S. small-business owners say business conditions are good or excellent, the most since at least 2010. According to the findings released by the Citibank Small Business Pulse, there is a steady rise in outlook among small-business owners, up from 48 percent reporting the same in spring 2013, 43 percent in spring 2012, 32 percent in spring 2011, and 24 percent in August 2010, when the survey was first fielded. Similarly, 44 percent expect to grow their business in the next 12 months, up from 37 percent two years ago. Other trends among small-business owners: an increase in online sales, and a desire for more skilled workers.

on homes sold in the communities they serve. “Sold Alert” is part of Top Producers’ Market Snapshot® service and generates notifications within minutes of the MLS reporting a home sale as closed. This means agents can provide sellers and would-be sellers with extremely pertinent and timely information on home sales in their areas—a great resource when negotiating the best listing price.

I’m Better because of Better Homes and Gardens® Real Estate. The brand offers me the tools and resources that help me serve my clients better. Through the brand’s industry exclusive access to a database of 100 million people, I’m able to save time and money by targeting brand-loyal customers for any type of listing I’m representing. I can also create professional, customizable print and online marketing pieces through the brand’s intranet, The Greenhouse. Also, I use this site to send a personalized Better Homes and Gardens subscription to my customers. All of this… and access to incredible training. I love to sell real estate and I’m really good at what I do, but with Better Homes and Gardens Real Estate... I’m even better. To find out how you can be better:

BHGRECAREERS.COM KRYSTAL WOY | ReALTOR® Better Homes and Gardens Real Estate David Winans and Associates

trusted brand

innovative tools

training & support

quality leads

©2014 Better Homes and Gardens Real Estate LLC. Better Homes and Gardens® is a registered trademark of Meredith Corporation licensed to Better Homes and Gardens Real Estate LLC. Equal Housing Opportunity. Each Better Homes and Gardens® Real Estate Franchise is Independently Owned and Operated.

{Publisher’s Desk} Talk It Up

n addition to being a print and digital information source for the real estate industry and its consumers, one of the most important roles RISMedia plays is that of host. Through several key industry events that we have been producing for nearly three decades, we are privileged to serve as a catalyst for bringing some of the industry’s best minds together. Headlined by real estate leaders and innovators, our events take a strong educational bent and strive to dissect the industry’s most pressing issues and opportunities, so that you—the practitioner on the front lines—can achieve higher levels of success and profitability. However, while our Real Estate CEO Exchange and Power Broker events are built with education as the foundation, the most valuable component of these gatherings is undoubtedly the networking. Ask just about any broker who attends RISMedia events and they’ll likely tell you that the conversation they had with a broker from a different region during a luncheon or cocktail party made the entire trip worthwhile. Why? Because the simple peer exchange about the day-to-day details of succeeding in real estate is not something they often get to do…yet, it’s worth its weight in gold. As LeadingRE President & CEO Pam O’Connor puts it in this month’s cover story (page 80), “Being a broker can be a lonely business. Coming together to mentor one another, solve problems and share ideas is invaluable.” I couldn’t have said it better, Pam. That’s why RISMedia devotes the time and resources to continually bring the brokerage community world-class events with the right people in the right places. For example, as I write this, we are finalizing the agenda for our Real Estate CEO Exchange at the Yale Club this September 9th and 10th. We will soon be doing the same for our Power Broker Forum, Reception & Dinner being held in New Orleans this November. We know that the decision to spend time away from your business is a difficult one to make and must yield ROI. That’s why we chose to devote our cover story to the topic of networking. We talked to brokers across the country about the how, what, where, when and why of effective networking. For more information on RISMedia’s upcoming events, please visit rismedia.com/events. We hope you make the most of all your networking opportunities in the months ahead and look forward to seeing you out there. Wishing you continued success,

John E. Featherston CEO & Publisher

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like William “Bill” A. Watson Jr., chairman of the board and founder of Watson Realty Corp., serving Northeast and Central Florida as well as South Georgia. Bill started Watson Realty in 1965, envisioning a people-oriented company sensitive to the needs and concerns of its customers. Bill’s talent for recruiting top managers and associates allowed Watson Realty to quickly attain status as a marketdominant industry leader. This same commitment to excellence led the company to its fourth Diamond Award, LeadingRE’s highest recognition. Now with 42 offices and 1,250+ associates, Watson Realty addresses all homerelated needs through its complete Family of Services. Leaders like Bill are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

Challenges

REAL

real challenges: Making your voice heard in the halls of power

REALTOR

sOlUTIOns

nar advocates at all levels of governMent

The NATIONAL ASSOCIATION OF REALTORS® advocates policy initiatives that promote and protect a fundamentally sound and dynamic U.S. real estate market fostering vibrant communities in which to live and work. Advocacy At-a-Glance—Learn about key issues, NAR’s position, and how they affect REALTORS®, home buyers and private property owners by browsing advocacy issues. www.REALTOR.org/political-advocacy/at-a-glance Federal Issues Tracker—Search for bills and regulations, congressional testimony from NAR experts, letters to Congress stating the association’s position and letters from NAR to federal agencies that regulate some part of the real estate transaction. www.ksefocus.com/billdatabase/index.php Get Involved—Members are encouraged to become involved in civic life, to become knowledgeable about issues impacting their businesses and the real estate market, and to support initiatives that promote and ensure a healthy and sustainable real estate market.

3 Take action through the REALTOR® Action Center www.realtoractioncenter.com

3 Sign Up for the REALTOR® Party www.realtoractioncenter.com/realtor-party

3 Invest In the REALTORS® Political Action Committee (RPAC) www.realtoractioncenter.com/rpac

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

RREIN

RISMedia’s Real Estate Information Network®

RISMedia’s Top 5 in Real Estate Network®

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

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

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

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

sales Senior Vice President Kara T. Stripay Senior Vice President Anne Kraft Client Relations Manager Patty Sinisko Guidebook Sales Gus Olsen

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

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

Publications & Services Real Estate magazine Annual Power Broker Report & Survey REsource Pop-a-Note www.rismedia.com (Daily e-News) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear RISMedia’s Social Media Marketing Course & Certification Copyright® 2014 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Mary Frances Burleson, president and CEO of Ebby Halliday, Realtors, the largest independently owned real estate firm in Texas. For more than 50 years, Mary Frances has been part of the Ebby Halliday team, and her awe-inspiring rise through the ranks has paralleled the growth of the firm from three offices to five brands, including mortgage, insurance and title services, with 30 offices and approximately 1,600 staff and associates. She has been a driving force in the company’s vast utilization of technology and its impressive expansion in the Dallas/Fort Worth area. In recognition of her visionary leadership, she received the elite National Association of Realtors® 2013 Distinguished Service Award. Leaders like Mary Frances are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

Focus on the rewards of working with the best

A CULTURE OF COLLABORATION. Remarkable things happen when you work alongside proven professionals focused on success. Inspirations become aspirations. Potential turns into profits. At RE/MAX, your success has no limits.

ÂŠ2014 RE/MAX, LLC. Each RE/MAXÂŽ office is independently owned and operated. 140342

{Policy Matters}

Know Before You Owe Part Two This column is brought to you by the NAR Real Estate Services group.

by Ken Trepeta

he Consumer Financial Protection Bureau (CFPB) has begun a new phase of work to find ways to improve the closing of real estate and mortgage transactions. Initially, many thought the second round of “Know Before You Owe” was going to be another rulemaking related to RESPA/TILA modernization. Earlier this year, CFPB’s solicitation for information relating to problems with the closing process raised concerns that it was going to be changing the RESPA/TILA rule yet again, even before the new rule’s implementation in August 2015.

However, on April 23, 2014, CFPB clarified its real purpose. The Bureau’s current work will be focused on testing the efficacy of electronic closings via a pilot project. The pilot project will likely begin in October 2014 and carry on for several months. For the project, approximately half a dozen settlement service providers will test electronic versus paper closing methods. The idea is to determine whether so called e-closing can be less expensive, more effective or both. NAR has been a leader in advocating for streamlining the closing process by providing significant input into HUD’s RESPA rules and the CFPB’s RESPA/TILA harmonization. NAR also worked to remove the impediment to the use of eSignatures

NAR has been a leader in advocating for streamlining the closing process by providing significant input into HUD’s RESPA rules and the CFPB’s RESPA/TILA harmonization. and other elements of electronic document delivery. NAR expects to be involved in CFPB’s current work moving forward. While the CFPB recognizes the promise of e-closings and e-document delivery, they also do not want to miss possible shortcomings. First, there is often confusion with regard to what e-closings are. CFPB does not consider e-closings to be closings done exclusively online. Rather, CFPB is more focused on the elimination of paper. It is likely that parties would still meet in most cases; they just would not be signing stacks of paper. However, it is unclear whether eliminating the paper in and of itself yields a real benefit. Another possible shortcoming is that the elimination of paper might make parties even less likely to read important disclosures. While that might make closings move quicker, it could be at the expense of consumers knowing even less about what they are signing. On the other hand, if measures are taken to ensure consumers do read the documents closely, does that add more cost? Or does it raise the question of whether some disclosures are more important than

others and, therefore, should be treated differently? Should some disclosures be completely eliminated? Or as NAR pointed out with regard to HUD’s plans with RESPA disclosures over the last decade— is closing too late to receive and comprehend this information? The first round of the pilot is expected to conclude in early 2015. Other rounds are envisioned after the initial round is completed. NAR and others have cautioned CFPB not to use this project to make major changes to RESPA/TILA. CFPB has acknowledged this concern and plans no rulemaking related to the project. CFPB intends this project to be an iterative process and has invited many stakeholders to participate. The results should prove interesting. If the outcome yields eliminating pointless disclosures and documents, along with better consumer understanding of more critical disclosures, this effort will be time well spent for all those involved. RE

Ken Trepeta is the director of Real Estate Services for the National Association of REALTORS®. RISMedia’s REAL ESTATE June 2014 13

{The NAR Power Broker Roundtable}

Back-to-Basics Marketing: Adding Print Back into the Mix Moderator: Steve A. Brown, Liaison for Large Residential Firms Relations, NAR Participants: Alex Milshteyn Howard Hanna Real Estate Services, Ann Arbor, Mich. Rei Mesa President/CEO, Berkshire Hathaway HomeServices Florida Realty, Sunrise, Fla. Robert Bailey Red Baron Real Estate, Boise, Idaho The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Steve A. Brown: Going against the tide

can pay off in unexpected ways. Take marketing, for starters, where the current wisdom is to cut back on print in favor of online and social media. On the other hand, who’s out there reading the newspapers? The older demographic, primarily. That’s some 30 percent of the population…established folks who frequently pay cash, who have good credit, and who still buy and sell real estate. So is there an edge for today’s brokers who add print back into the mix? Alex, you’re one of the industry’s younger, very successful brokers—a top producer named to “NAR’s 30 Under 30” list in 2011. Word on the street is you’re a big believer in the power of print. True?

14 June 2014 RISMedia’s REAL ESTATE

Alex Milshteyn: Absolutely. I’m 31 now, but I started in real estate when I was 15 years old, and I’ve always believed in print media. I have a pretty big presence in our local paper on Sundays. I do it more for branding, frankly, than I do to sell my listings, but for many people, that Sunday paper is still a great touch-and-feel experience. You can see me on Facebook and Twitter and the rest, but the fact is, many of the customers who come to me today tell me they saw me in the newspaper. Rei Mesa: Our preference is still on-

line and mobile marketing and really has been since 2006. Florida real estate is a very fast-paced environment. As a high-profile destination for national and international buyers, today’s consumers from all age groups understand that current real estate data and information is readily available online and through mobile platforms. We are very selective when it comes to print advertising. We primarily partner with the local newspapers that almost always have an online component, which covers both traditional and online/mobile marketing. This includes our partner for our Luxury Collection marketing, The DuPont Registry, who has an online version, a virtual magazine, as well as traditional print editions.

Robert Bailey: Because of where we’re located, close to Monterey Bay, we, too, have many high-end clients in the second home and vacation market—and we do get a lot of pull from our ads in the local papers. Of course we’re on top of our online marketing, but we advertise our open houses in the papers and we also do some display ads. Newspapers themselves are moving more and more online in order to stay in business, and by being advertisers, we get the added benefit of that—a

“If you know the demographics, and you know the market, you ought to be able to maximize print media opportunities.” – Robert Bailey Red Baron Real Estate kind of “two-fer” bonus. Also, people get so much stuff coming at them electronically, it becomes almost like white noise. It’s no wonder people are happy to back away from the screen and relax with the Sunday paper.

SAB: But what about all those Gen X and Yers, and millennials who’ve never read a paper in their life?

AM: Of course you need to reach them, and I’m always out there with the newest social media strategies. But I still believe in print. I even send out tons of postcards every month. RB: The market you’re in has everything to do with marketing strategy. If you know the demographics, and you know the market, you ought to be able to maximize print media opportunities.

RM: As part of our strategic print media marketing, we always direct the consumer to our website and mobile sites where they can view every property available in real-time. The focus is to provide the consumer with what they want—a way to easily view all available properties and connect with our sales professionals. SAB: You know what they say: If you build it, they will come. And it seems there’s more than one way to build it when it comes to marketing. RE

8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

OUR SIGN OF SUCCESS

Prudential Real Estate stands on a culture of success and counts many of Americaâ&#x20AC;&#x2122;s finest affiliate companies among its ranks. Our affiliates remain independently owned and operated, keeping every brokerage in the hands of those who know the community best. Our agents are known throughout the country for their expertise, reliability and trust. Searching for a true sign of real estate success? Look no farther than Prudential Real Estate.

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

{REBAC Report}

Build and Expand - Upgrade Your Referral Cycle by Marc Gould

ccording to the 2013 National Association of REALTORS® Member Profile, real estate professionals earn an average of 21 percent of their business through referrals from past clients and customers. Brokers and agents with stronger referral networks also tend to earn more: REALTORS® earning $150,000 or more report that 29 percent of their business comes from referrals, while those earning between $10,000 and $24,999 say that referrals make up only 18 percent of their business. It’s time to start thinking differently about building a referral network. Your agents should seek referrals from past clients, current customers, other REALTORS® and local service providers, but you can inspire them to take a new approach. Expanding the network is about using social media to create a solid sphere of influence and build a persona of authority in order to upgrade the referral cycle. Remind your team of the 80/20 rule: 20 percent of online marketing can promote your brand, but the other 80 percent of the content you post should focus on your audience’s interests and what will engage them. The point is to make your website content likeable and shareable to expand your sphere of influence. Create a Facebook business page and use it to its fullest potential. After you’ve established your company’s business page, click on “Build Audience” to find ways to get followers and increase page likes. Ask your agents to link to your company’s page, and watch your online network grow exponentially. When posting on Facebook (and other platforms), think about piquing the 16 June 2014 RISMedia’s REAL ESTATE

interests of your audience per the 80/20 rule, and be diligent about engaging your influencers so that they’re likely to respond to your posts and share your content. During the 20 percent of the time in which you devote to talking about business, think about the sharing potential of those posts, too. While explaining your company’s expertise and what you can do for clients, include information that your audience can use: Offer helpful statistics, a discount, or a useful infographic. You can also take advantage of posts by other industry influencers: Comment on or share posts from other real es-

tate professionals to get a conversation going. While talking to colleagues online, don’t be shy about publicly telling them you’ve sent a client their way, or expressing gratitude when they send business to you; these exchanges draw positive attention to each of you. When looking for likeable, shareable content for your social media accounts, become an authority on the neighborhoods in your market. There are a lot of locally-focused websites that agents can join to maximize their reach. Encourage agents to share photos they’ve taken around their neighborhoods on Instagram, start a conversation about civic matters they care about on EveryBlock, or post a review on the town’s blog or Facebook page. Referral-worthy agents brand themselves as the go-to resource for information about the area. When it comes to upgrading the referral cycle, offer your agents a few lessons. First, create a solid sphere of influence on social media through informative posts that will engage both audience and influencers. Next, build a persona of authority by becoming the go-to resource for information that interests clients and colleagues. And while you’re at it, give referrals to get referrals. RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A whollyowned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

Our most satisfied clients are the ones who are never satisfied. They are the discerning individuals who demand the very best in life. Around the globe, they choose Engel & Völkers for our competence, passion and exclusivity. We do more than provide excellent real estate brokerage services. We deliver excellence. And we do it with passion. Wherever you find beautiful properties, premium service, and extraordinary living, you will find Engel & Völkers, the world leader in luxury real estate. Engel & Völkers USA 430 Park Avenue · 11th Floor · New York · NY 10022 · USA · Phone +1-212-234-3100 info@evusa.com · evusa.com

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

GIVE YOUR TEAM A POWERFUL EDGE.

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

Strengthen your team and your bottom line. Visit rebac.net/broker.cfm to learn more.

*Based on the 2013 NAR Member Profile survey data, the median income of REALTORS® with no designation was $33,500, and the median income of those with at least one designation was $61,100. The difference between the two is $27,600. This information is accurate as of May 2013.

{Executive Appointments} Frank Palestrini, president of Weichert Corporate Housing, announced that Jeff Mahoney, a 19-year veteran of the corporate housing industry, was named to the organization’s executive team as vice president of global business development. Mahoney comes to Weichert Corporate Housing from Churchill Corporate Services, where he was an executive vice president responsible for sales strategy and implementation, corporate apartments, furniture rental, inventory control and developing the insurance housing services program in the company’s Northeast and Metro Atlantic regions.

John Chipman has joined online marketing and technology firm Boston Logic to further develop its growing portfolio of regional and national

accounts. Chipman is charged with accelerating sales of the company’s online marketing and lead management solutions to real estate brokers and building relationships with clients and strategic partners. Chipman joins Boston Logic as director of Enterprise Solutions to continue Boston Logic’s recent success providing business services to many of the top real estate brokerages in the U.S. Leading Real Estate Companies of the World® named its new Advisory Council, adding five members and appointing a new chairperson and vice chairperson. The LeadingRE Advisory Council is comprised of top business development and relocation professionals from firms affiliated with the network and works closely with the

LeadingRE management team on critical network initiatives. The council’s new chairperson is Diane Howard (bottom left), vice president of client services for Real Estate One, Inc., who recently completed a term as vice chairperson. Denise Talboy (below), vice president of Global Relocation & Corporate Services for The Keyes Company was elected as vice chairperson. Newly-elected members include: Chuck Garrett, Kahala Associates; Dawn Stevens, Jack Conway & Co. Inc.; Jane Gowarty, Smith & Associates Real Estate; Liz Nunan, Houlihan Lawrence Real Estate; and Pamela Metzger, Colorado Landmark, REALTORS®. RE For more executive happenings, please visit www.rismedia.com.

Resources that can help build your business If you’re looking for information that can help you stay on top of today’s real estate market, visit the Bank of America® Agent Resource Center. It’s a quick and easy way to find resources that can help you manage and grow your business. At the Agent Resource Center, you’ll find: • Market updates and newsletters • Information about upcoming events • Instructional videos, tip sheets and step-by-step guides • Bank of America mortgage product and service overviews • Training and resources for the short sale and REO process • Information about affordable housing assistance programs • An overview of strategic alliances and how they generate new business opportunities The site is updated frequently, so you can easily get the most current industry information to help both buyers and sellers move successfully to their closing date.

The Agent Resource center is your one-stop source for helpful information. Visit today at bankofamerica.com/agentresources

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

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

RREIN Champions Best practices for maximizing RREIN resources

Content and Information Help Brokers Recruit and Retain

o matter how much “curb appeal” a real estate office has, its workforce is its lifeblood. As top agents in hot markets look to local firms as they consider transitioning to that “dream team,” assessing the tools a firm provides to help them serve more clients better, faster, and more efficiently is top priority. Brokers and leaders across the real estate industry look to RREIN (RISMedia’s Real Estate Information Network®) as a resource to not only motivate their bootson-the-ground sales force, but as an important tool in their recruiting and retention efforts as well. Evelyn Ferrara, vice president of Relocation & Business Development at CENTURY 21 Alliance in Audubon, Penn., says she works closely with two recruiters for her 20 June 2014 RISMedia’s REAL ESTATE

company’s sales associates. One of the firm’s recruiters uses RREIN on a regular basis to shoot off e-newsletters and e-bulletins to specific recruits. “She gets about a 70 percent return or open rate,” reports Ferrara. “We are always trying to use tools like this to attract agents, and the more we are using RREIN as a recruiting tool, the better our results.” Diane C. Harris, social commerce coordinator at Century 21 New Millennium in the D.C. Metro Area, says she started using RREIN in late 2011 and saw the content as a great way to promote herself and her team’s expertise, especially on Century 21 New Millennium’s social marketing platforms. “I manage how the company uses RREIN and we do all the training,” says Harris. “Our recruits and existing agents love it. We’re using the content companywide, at the branch and individual levels. We have new agents coming in finding it hard to imagine we give them all this

“We use RREIN to help create content for free.” Stacy Gross Benedict, vice president of eCommerce & Marketing for Berkshire Hathaway HomeServices Florida Realty believes RREIN resources allow her company to immediately connect with new sales professionals. “It’s part of our new-hire internal processes,” explains Benedict. “We add them to our RREIN communication distribution, which immediately connects and brands them to our company. As soon as they are added to our RREIN CRM, they begin receiving daily messages that are professionally presented and branded to the company and also relevant to the real estate industry, which they can read and then share with their sphere of contacts.” Tom Skiffington, owner of RE/MAX 440 and RE/MAX Realty in Perkasie, Penn., says when RREIN was presented to him, he saw great value for his team members who want to learn “about what’s going on in the industry and how to help their clients make the best decision about buying or selling properties. “We use RREIN to help create articles on our blog that give information to visitors and clients,” says Skiffington. “We use it for our social media; and we use it for promoting seminars and educational events on the Web and with e-newsletters as well.” Ferrara encourages agents to use RREIN to reach out to their client base. “Since the information RREIN provides the consumer is about our specific market, using the system provides a way to touch people without having them feel you are always prospecting them. That way, our agents become more of a source of information to them. We also have a relocation guide we send to our buyers, and I plan to talk about using RREIN to distribute our localized e-Guide as well.” Harris uses RREIN in recruiting presentations, and once an agent is hired, she helps them build their content. “They really like that,” she explains. “And they love the monthly newsletters; they can set it to go to the people they want and forget it. RREIN is even delivering content to the agent’s website without them having to do anything.”

articles on our blog that give information to visitors and clients. We use it for our social media; and we use it for promoting seminars and educational events on the Web and with e-newsletters as well.” – Tom Skiffington Owner, RE/MAX 440 and RE/MAX Realty

Harris underscores that the RREIN system serves as an important retention tool as well. “They love having a behind-the-scenes person handling their publishing, great newsletters which are being read, and Web content that updates itself,” she explains. “We have some agents with their own domains and we embed the RREIN Resource Center on their individual pages. When we meet agents who come from other brokerages, they say they had no previous support and were too busy to handle the publishing work themselves. “The team at RISMedia makes RREIN easy to implement, and once it’s up and running, the support continues to be fantastic,” Harris adds. “Our leadership team talks about it all the time. The content is so specific to various audiences; it’s so much more than one-size-fits-all.” One branch manager recently heard from a RREIN newsletter recipient who said she was going to be coming back into the area and would soon be ready to buy a home, Harris reports. That referral went right to his sales team for handling. “In terms of retention, nobody is offering these services or tools,” Skiffington concurs. “Nobody is providing a good social media solution and quality newsletters with authentic information like RISMedia. “One of our agents got a call just the other day from a prospect who said our articles in our e-newsletter were so knowledgeable, they wanted to work with us,” adds Skiffington. “Our RREIN content adds credibility and people are perceiving us as the expert. RISMedia does an outstanding job; it’s a nice fit for our agents and clients, and I don’t know of any other companies doing this.” RE RISMedia’s REAL ESTATE June 2014 21

{Business Building}

Competition Among Lenders Good for Potential Buyers by Margaret Kelly

he future of expanded credit availability has strong ties to a healthy housing recovery— and that future lies in the hands of private lenders. The lending pendulum was pulled into careless territory nearly 10 years ago, and since the bust it has swung in the opposite direction. It’s now hovering in an ultra-conservative space where well-off buyers with the highest credit ratings and largest down payments are most likely to get financing, while others with stable employment but modest incomes are missing out on the opportunity to own a home. Even White House and Federal Reserve policymakers have warned that lending standards are too restrictive and could continue to stifle progress made over the past few years. Refinancing, which kept the lending world busy in recent years, dropped by 50 percent between December and April, according to the Mortgage Bankers Association. Lenders would benefit by making up for that loss with purchase loans, but first they’d have to relax borrowing requirements. And that would benefit consumers, home sellers and their communities. In some cases, it appears the lending pendulum is returning to the center—where lenders are starting to vie for the consumers with slightly lower credit scores (in the high 600s and lower 700s) and with smaller down payments. 22 June 2014 RISMedia’s REAL ESTATE

To remain competitive, more lenders have to tap into a wider customer base. Some recently started lowering required minimum down payments to as little as 3 percent, and they’re allowing borrowers to use gifts from family and friends. These more reasonable standards should allow lenders to originate more loans and help fuel the ongoing economic recovery. As lenders continue to compete for business, more buyers will be able to enter the marketplace. A look back to 2001 shows the need for balance. That year, about a quarter of new borrowers had credit scores above 760. Last year, 40 percent of new borrowers had the same credit scores, according to the Wall Street Journal. In 2001, 13 percent of borrowers had scores below 620. And last year, borrowers with those credit scores made up less than 0.2 percent of new mortgages. Should we expect to see loan standards loosen up to pre-crisis lows? No. But if they don’t loosen more, they will further challenge the recovery process. Experts agree that tight lending standards—those that favor investors, the wealthy and borrowers with pristine credit—have significantly suppressed home purchases. There are 1.2 million “missing” loans for every year that credit is limited, according to a March study by Urban Institute. Its analysis showed a disproportionate effect on

To remain competitive, more lenders have to tap into a wider customer base. Some recently started lowering required minimum down payments to as little as 3 percent, and they’re allowing borrowers to use gifts from family and friends. African Americans and Hispanics. As the market recalibrates, lenders have to focus on the housing market at large, not just those who provide more than 20 percent down with near-perfect credit scores. Credit availability and competitive lending are obviously the keys to continued recovery in the housing market. As eligibility requirements approach a more moderate threshold, a ripple effect will ensue. More buyers will be approved, and those who own homes will be more motivated to put their homes on the market. As we start the busiest homebuying season, there are signs that equilibrium is on the horizon. Confidence and activity will follow—slowly and surely. RE

Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

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{Basic Training}

The ABCs of Lead Management by Verl Workman

ost agents tell me that their most urgent business concern is the need for more leads. With all the incredible lead generation sources both online and offline, I simply don’t buy it. Our coaches are taught to lead each session with revenue. One

of the first things we do is identify the lead sources, lead tracking and lead conversion percentages of the agent or team we are coaching. We often find that there are plenty of leads, but there is no real system to convert these leads over time. Agents love the quick “list me” calls, or the “let’s-go-see-ahome-today” emails generated online. Unfortunately, these “ready to go now” leads are few and far between. Agents do a great job of working these “ready now” leads (what I call the “A” leads), but convert a very low percentage of the “B” and “C” leads. The reason for the low conversion rates is simply lack of systems, processes and organized follow-up.

Sales statistics state that: •4 8 percent of leads generated never get followed up on by an agent. •2 5 percent of salespeople make a second call. •1 2 percent of salespeople make the third call. • Only 10 percent of salespeople ever make more than three calls! The harsh reality is that we don’t really need more leads, we just need to follow up better on the ones we have. The question is how and when do we follow up? Here is what we know: • 2 percent of sales are made on the first contact. • 3 percent of sales are made on the second contact. • 5 percent of sales are made on the third contact. 24 June 2014 RISMedia’s REAL ESTATE

• 10 percent of sales are made on the fourth contact. • 80 percent of sales are made on the fifth to twelfth contact! This means that we need to step it up and personally contact our leads a lot more than three times. The System Now that we know how many contacts need to be made to convert a lead, we need a system to follow to generate the highest closing rates. First, agents must understand the difference between A, B and C leads: • A leads always have an appointment. If you don’t have an appointment scheduled, it is not an A lead. When you have a buyer’s day out and they don’t write an offer, schedule the next appointment. • B leads are 30-90 days out from being ready to buy or sell. A B

lead should be called two times a month during the weeks of the 1st and 15th. • C leads are 90+ days out and should be called during the week of the 8th. • Sphere of influence calls should be done the week of the 22nd. The key to this and every other system is that you follow it and execute with perfection. Your leads will move up in status, people will not feel pressured, and you will convert a much higher percentage of your opportunities. Don’t stress over lead generation. Instead, focus on conversion and following this proven system. Become exceptional in lead follow-up and conversion and you will provide a much higher level of service to your clients…and close more deals. RE Verl Workman is president of Corcoran Consulting, Inc. (CorcoranCoaching.com, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential broker’s or agent’s existing practice. Sign up today for your complimentary business consultation at www.corcorancoaching.com/ programs.

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The Importance of Brand Cohesiveness Across Social Media their opinions. Engagement is key. Talking at your followers rather than talking to them is the quickest way to lose your following. Here are some important social media do’s and don’ts to keep in mind:

by Ben Laube

Do: 1. Engage your followers with contests, questions, comments or provoking thoughts. 2. Post on a regular basis. 3. Choose what type of content is most appropriate for your brand, and limit the confusion of posting anything and everything.

Don’t:

eveloping and representing your brand effectively on social media is one of the most important tasks to consider when jumping into social media marketing. By doing so, you bring brand awareness and cohesiveness to your audience to build familiarity and trust.

Representing your brand on social media is fairly simple, as long as your business has its ideals and image secured. On multiple platforms such as Facebook, Twitter, and Google+, you’re able to upload cover photos. It’s important to use the same concept of design in each cover photo for visual brand cohesiveness. Though some dimension variations of the photos have to be taken into consideration due to the sizing limitations of each network, having the same graphic concept will help people remember your brand. It’s called “Social Branding.” Make sure your logos are consistent across the profiles, as well. The next step is ensuring your brand’s “voice” is heard throughout the text of the page, as well as in the 26 June 2014 RISMedia’s REAL ESTATE

posts. If your culture is corporate, you shouldn’t be using slang terms and Internet abbreviations such as “LOL” and “JK.” Establish a voice that clearly defines who you are as well as culture of your company. Remember, social media is essentially your online persona and face; let it represent who you are. Having a cohesive social content strategy is another facet to strongly consider. What are you posting? How often are you posting? Are you posting the same content to specific profiles? Take a step back and decide how and what you want to post. Social media is about being social. You never want to bombard followers with promotion after promotion after promotion. Ask them questions; find out

1. Over promote yourself. Remember, if you were talking to someone face to face and all they did was promote their business to you, it wouldn’t go over well. The same goes for social media. There is a healthy ratio we like to follow of 60 percent conversation/engagement and 40 percent promotion. 2. Over post. It’s great to share quality content on a regular basis, but don’t post every hour. Remember, these posts show up in people’s news feeds and can be seen as “spam.” 3. Trash/criticize other brands on social media. It’s important to keep your brand’s online reputation and image seen in a positive light. Trash talking your competitors will only hurt you and turn your followers away. RE Ben Laube is president and founder of POLR Marketing, a growth marketing technology company. Through the use of content writing, pay-per-click, ethical SEO practices, web design and development graphic design, and strategic planning, POLR Marketing offers the services you need to help grow your business to the next level. To learn more about POLR Marketing, visit www.polrmarketing.com or call POLR Marketing at (407) 712-4836.

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Builders Target ® REALTORS to Locate Buyers in Recovering Markets by John Caulfield

or the past several years, builders have actively sought help from REALTORS® to find qualified buyers. The National Association of REALTORS® estimates that two-thirds of new homes sold in 2013 were purchased by buyers brought to builders by REALTORS®.

Rei Mesa, president and CEO of Berkshire Hathaway HomeServices Florida Realty, with 40 offices throughout the Sunshine State, notes that 62 percent of buyers who purchase houses from his brokerage’s parent company, the builder WCI Communities, come with REALTORS® attached. “These guys get it,” says Mesa about WCI and other builders that embrace their REALTOR® liaisons. “They understand that REALTORS® can be a reassuring presence” for buyers. Mesa adds that some builders have even stepped up their bonus programs and commissions for agents. The big question, though, is whether builders’ courting will ultimately prove to be a flirtation of convenience or a longer-lasting affair? As economic conditions improve, and as motivated buyers flock back into the housing market, will builders and REALTORS® dance or spar for customers? Embedded with Buyers REALTORS® candidly acknowledge they could become less relevant to builders as buyers become more plentiful. But that’s less likely to happen in markets where REALTORS®are firmly ensconced. “We’ve been 100 percent REALTOR®-listed for 21 years,” says David Erickson, president of Grayhawk Homes in Columbus, Ga. “We’re in a small market, and if you don’t have a REALTOR® relationship, you don’t sell homes. Period.” Grayhwak recently opened its first sales office, “but we still pass 28 June 2014 RISMedia’s REAL ESTATE

along our customers to the REALTOR® community,” says Erickson, whose wife is a broker. During her 20-plus years in the business, Patti Beaulier, owner and CEO of CENTURY 21 Realty Partners in The Woodlands, Texas, says Houston-area builders have consistently used REALTORS® as “buffers” to “explain the process to buyers.” Beaulier specifically cites Toll Brothers, which as much as any national production builder encourages REALTOR®relationships: recently Toll has been taking advantage of Century 21’s global tentacles to attract prospects from China and Latin America to Toll’s homes in California and Texas. A sizable number of Houston’s buyers—40 percent, by one estimate—are relocating from other states, and those buyers “have generally been the purview of REALTORS®,” says Mark Woodroof, a partner at the brokerage Better Homes and Gardens Real Estate Gary Greene. He notes as well that Houston is a big masterplanning community market, “where developers drive [customer] traffic, and 80 percent of that traffic comes from REALTORS®.” Alex Saloutos of First Weber Group REALTORS®in Madison, Wis., says he receives a couple of emails a week from that market’s largest builder, David Simon Homes, whose pre-recession marketing had been directed exclusively toward consumers. (He should know; he was that builder’s marketing VP back then.) Saloutos thinks builders continue to target agents and brokers because “buyers are more aware of the value of REALTORS®. I can’t tell you the number of deals I’ve done lately where I’ve had buyers on ‘instant search,’” where he finds a home in the morning, makes an offer, and the buyer signs a contract by the end of that day.

Buyers Come First This isn’t to say that some builders and REALTORS® don’t see each other as rivals who are convinced they alone have buyers’ interests at heart. But issues that kept them apart in the past seem less intractable after a brutal recession clarified their mutual goals of making the buying process as painless as possible for prospects. Last year, Georgia’s REALTOR® and Home Builder trade groups got together to create a uniform construction purchase and sales contract that managed to iron out buyer-related binding arbitration issues that had previously been a sticking point for smaller builders. The two groups “bridged the gap, so that the contract didn’t cause the transaction to fall apart,” says Seth Weissman of the Atlanta-based law firm Weissman Nowack Curry & Wilco, who is general counsel for the Georgia Association of REALTORS®. Concerns about new-home scarcity are still a reality. And those builders that are catching up with demand and putting up more spec homes are doing so cautiously. “Back in 2005, if you had a 1,000-unit community, they’d build 500 and see what sold. Now, they’re building 25 at a time,” says Woodroof. Still, Mesa says he’s buoyed by any new construction. “I get excited because that’s my future inventory.” On its website, The Providence Group of1 Georgia, NAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf 2/21/14

which is on track to close about 40 homes this year, states “we cherish our loyal REALTOR® community and would love the opportunity to stay in touch with you by providing you up-to-date information on our community grand openings, special REALTOR®incentives, REALTOR® Events and community updates.” In April, Providence was one of five local builders that participated in a REALTOR® bus tour of their neighborhoods. The builder also holds lunches for REALTORS® on a regular basis, says Kelly Fink, its vice president of marketing and online sales. She adds that when a REALTOR® has a positive prior experience with a builder, “it makes things a lot easier from contract to closing.” Steve Hoffacker, a licensed broker and the author of “Selling with Builders—How REALTORS® Can Profit Selling Builders’ New Homes,” contends that smaller builders could benefit most by tapping into REALTORS®’ marketing and sales prowess, two areas that usually aren’t the builders’ strong suits. And Woodroof says that custom builders in Houston need REALTORS® to help them find land to build on: “We know where the dirt is and where one-off lots are” in a market where locating either “is like looking for a needle in a haystack.” RE

John Caulfield is a freelance business journalist and former senior editor with BuilderAMmagazine. 11:41

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Mobile Devices Fuel Today’s Home Search Commentary by Jeremy Wacksman

ou see smartphones and tablets all around you. From business executives in airport lounges to teenagers on buses to distracted drivers waiting at red lights, faces everywhere reflect the glow of a screen. People check their phones 150 times per day, according to a recent study.¹ Mobile device usage has become ingrained in our daily lives, empowering us to get immediate answers, make use of otherwise unproductive time, and interact with others whenever we want through phone calls, video chats and social media.

And mobile users love their apps. As smartphone and tablet users, we spend 89 percent of our media time on mobile apps, compared with just 11 percent browsing mobile websites.² For businesses, apps have become an instrumental medium to interact with consumers. At Zillow, we realized early on that real estate information could be optimized for a mobile environment. So we focused heavily on developing great mobile apps and, as a result, now operate the most popular suite 30 June 2014 RISMedia’s REAL ESTATE

of real estate apps out there with more than two dozen across the major platforms.³ Mobile changes the consumer expectation in home shopping—mobile shoppers expect information immediately, and that the experience is personalized for their needs—so we’ve made those benefits core to the Zillow mobile experience. Our data shows that consumers love shopping for homes on mobile devices. In March, more than 460 million homes were viewed on Zillow

Mobile—that’s 173 homes per second.4 This figure has nearly doubled in one year. So what does the consumer’s obsession with mobile mean for the real estate agent? Today’s house hunters can integrate their mobile shopping with their Sunday drives, allowing them to immediately expand their knowledge about what’s on the market, who the listing agent is and where the next open house is located. With a few texts or emails between buyers and agents, a real estate deal can originate through a mobile device. This integration of mobile with the home search means agents need to be on mobile to stay competitive. It means a mobile strategy is crucial to an agent’s marketing plan. It means listings and agent contact details need to be on mobile, because that’s where the consumer is looking. Zillow helps agents fulfill their mobile needs by publishing all listings and agents on both desktop and mobile for free. Regardless of whether agents advertise with us, they’re visible to consumers on our apps if they’ve set up a free Zillow profile. This helps everyone involved in the home-buying process—buyers, sellers and agents—be more successful. RE ¹ 2013 Internet Trends, Kleiner Perkins Caufield & Byers, May 2013 ² The Cross-Platform Report, The Nielson Company, Q4 2013 ³ Zillow Internal, March 2014 4

Google Analytics, March 2014 Jeremy Wacksman is vice president, Marketing and Product Management, Zillow. For more information, please visit www.zillow.com.

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{Industry Advisor}

Top 5 Tips to Successful Franchising by Jose Perez

Make sure you’re fully utilizing the support you’re being given. And then ask for even more. Nothing frustrates franchisors more than spending millions developing technology tools and systems that their franchisees don’t use. Every franchise has a servicing team. Push them, cajole them, and demand that they provide you with as much support and access as they are able to. Remember the old saying: The squeaky wheel gets the grease.

Participate in events and network like crazy. The more franchisees you meet, the better you’ll understand what can help you make your investment a successful one.

eal estate franchising is everywhere. Brokers are faced with a lot of choices, models, and value propositions, which often leads to a lot of confusion.

So how do you know real estate franchising will be good for you? It’s hard running a real estate brokerage these days, and franchises offer many benefits. If you’re a broker considering a franchising partnership, how do you know where to go? What do you base your decision on? Most importantly, how can you make sure the franchise will be good for you? It’s important to remember that the franchising model only works if you make the effort to utilize their technology tools and systems. No franchise brand will make you successful just because you sign their agreement and put up their shingle. There is much to be done if you want to make your franchise work successfully for your business.

32 June 2014 RISMedia’s REAL ESTATE

Here are the top 5 things that will help you get the most out of franchising:

Every franchise has tons of technology tools and systems. You can’t possibly implement every one of them immediately. Pick the top three (or five) that can make the best impact on your business in the first 6 - 12 months.

As you continue to learn more about what’s available to you, talk to other franchisees. Discover what has worked for them and see if it makes sense for you. As you do this, make a list of the three to five solutions you want to implement within the next 12 - 18 months.

Network with the franchisor’s senior management. If they’re good, they’re listening to their clients. They’ll help keep you ahead of the curve and the competition. With so many choices for real estate franchises these days, it’s incredibly important for brokers to know who they are, where they’re going, and where they want to be. Once these analyses are made, then—and only then—can you determine which path you should follow. Once you do, milk it for all it’s worth, because you’re the one who determines if the fit will be good for you. RE Jose Perez is the founder of PCMS Consulting. The real estate solutions provider offers a fixed-price, payas-you-go alternative to traditional national franchise systems. PCMS combines real estate consulting with powerful technology to help brokers and agents engage and respond online. Learn more at www.pcmsconsulting.com.

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Meeting your needs quickly – one more reason why we’re the right choice for you. At Stewart Title, every associate in your local office is ready to provide the assistance you need, when you need it. We use four convenient methods of communication to stay in constant contact with you, from pre to post closing. Whatever you and your clients require before, during and after your transaction – answers to questions, resolution of title issues or assistance with claims – Stewart is at your service to meet the needs of you and your clients. Find your local Stewart Title office at stewart.com and drop in for a visit.

Moving Forward

with a Collaborative, Client-Centric Approach

e’ve come a long way since the ‘Mad Men’ days of real estate. Where are we now? Where are we headed? Here to answer these questions—and more—is Anthony Hitt, CEO of Engel & Völkers North America.

So many factors have shaped the real estate industry Q: over the past few decades. As CEO of a brand that has been successfully expanding throughout the country, how

would you describe the current state and the future of real estate in the U.S.?

Our industry basically started with a brokerage-centric or company-centric model. Clients turned to the local real estate company to help buy or sell a home. The local real estate office (not a specific agent) serviced all the needs of the home seller and buyer. It was all about the broker. Over time, as agents built deeper client relationships and brokerages began to compete to recruit the agents who had a book of busi-

ness, we began the shift toward an “agent-centric” model. Agents began to market themselves and their “personal brands” and slowly the agents’ names became larger than their company’s brand identity. The company brands mattered less and soon enough, clients didn’t see a difference between choosing brand A or brand B or brand C. The choice became agent A, agent B or agent C. It was now all about the agent. The desire to grow marketshare

by attracting “established” agents spread to regional and national brands as well. Brands diluted themselves in order to attract agents, the result being that in one market, a brand might be the leader because they had the best agents. That same brand, in another market, could be at the bottom of the list because their agents were not the best. Today, a singular real estate brand experience no longer exists. Brands are designed to attract agents, and the agents attract clients. The impact of technology and the increase in international sales has changed the industry once again. Clients expect more than “selfserving” agent promotion. They are smarter and are choosing savvy agents who focus on their unique needs and have the reach, resources and support only a strong brokerage and a strong international brand can provide. We are also living in a more brand-conscious world. Clients are brand-educated and love those that are well positioned. International clients also trust brands to introduce them to the right local agent who can serve their needs. The industry is clearly at a tipping point where smart clients, brokerages and agents are all looking for something different. The answer is the “collaborative” or client-centric approach. More and more, it takes the reach and resources of the brand and brokerage, and the relationships, local market expertise and the front-line experience of the agents to succeed. When this collaborative approach is introduced the right way, with the right people, the client benefits from an exceptional brand experience that strengthens loyalty and helps build the reputation of both the brand and the agent. When the client wins, everyone wins. Bottom line, a clientcentric model is really the ultimate brokerage- and agent-centric model. For more information, please visit www.evusa.com. RISMedia’s REAL ESTATE June 2014 35

Insights into Buyers from China and Overcoming the Cultural Divide Commentary by Wesley Grover

top me if you’ve heard this one before: a listing comes on the market only to be scooped up days later by a buyer from China, in cash. It’s been one of the hottest stories in real estate for some time now, and a source of great optimism for sellers, but for some agents a great frustration, as their clients cry, “Where’s my buyer from China?”

As a country with more than a million millionaires, China’s staggering production of wealth in the last 20 years is certainly being felt in markets around the globe, yet what most sellers don’t realize is that the aforementioned anecdote is an abridged version of a complex transaction. As is often the case in real estate, it’s not quite as simple as it sounds when you take into consideration the vast cultural, lingual and geographic barriers. But what we’re finding at Leading Real Estate Companies of the World®, a network comprised of the top 500 independently run brokerages around the world, and its luxury property division, Luxury Portfolio International®, is that with proper training, exposure and management of expectations, overcoming these barriers can easily be accomplished. Furthermore, if you’re not making a concerted effort to do so, you could leave a lot 36 June 2014 RISMedia’s REAL ESTATE

of (your client’s) money on the table. Over the years, we’ve learned what works, what doesn’t and how to overcome the many obstacles that inevitably arise. One of the first issues we were confronted with was “The Great Firewall of China.” What’s that? In fact, many top websites like YouTube and Twitter are blocked there, and unless you’re in China, it’s impossible to know how your site looks and your brand is being represented. With this in mind, Luxury Portfolio undertook a comprehensive initiative to get on the other side of the wall, so to speak. Through our broker-members in China, their related sites, the Wall Street Journal, and local partners such as Juwai.com, a top Asianbased property portal, we can ensure every listing on LuxuryPortfolio.com is marketed on a site that’s actually hosted in China. “Even if an international website happens to be freely visible at any given moment, the bottom line is that Chinese users are less likely to visit it because they have learned that—as often as not—sites from

overseas are more trouble than they are worth,” shares Simon Henry, coCEO of Juwai.com. Equally important is understanding the buyer from China—what they’re looking for, where they’re looking and the cultural differences that can instantaneously make or break a deal. For example, one of the main factors driving Chinese overseas investment is asset diversification. A traditionally stable market, such as London or Paris, is a sensible place for these wealthy individuals to park their money, and while the trophy sales (upwards of US $15M) get all the headlines, the majority of transactions tend to be in the US $1-$5 million range. Even more interesting is that buyers from China are now venturing into other markets, as Beverly Sunn, president of Asia Pacific Properties, notes: “They’re not just looking at major cities. That’s just the beginning. They’re going to look to invest and broaden their portfolio into smaller towns.” Detroit, for instance, has quickly become a favorite among Chinese investors since

the city filed for bankruptcy in July 2013, due to the long-term investment opportunity. While a deal can be struck quickly, it can be left in shambles just as fast over something as simple as negotiation style, for example. At Leading Real Estate Companies of the World®, this led to the creation of the Cross Border Concierge Program, where an account manager oversees each referral and works with both parties. “You have to check all of your cultural assumptions at the door,” explains Jessica Landis, a referral specialist who oversees the program, “especially when there’s a language barrier. It’s important to set expectations for effective communication and recognize that subtle

implications in your tone and body language can be magnified and interpreted any number of ways.” For buyers who aren’t experienced in international property transactions, it’s helped to anticipate and overcome potential obstacles, such as what currency the transaction will be in and who’s going to cover the conversion fee. With the success of this program came the Luxury Portfolio Immersion Conference, taking place this July in Shanghai, where members of the network are essentially given a three-day crash course in Chinese culture to gain a better understanding of financial and political policies in this part of the world, as well as an education on the affluent Chinese consumer and their desire to pur-

chase real estate abroad. It’s another piece of the puzzle that we believe encourages and increases business, and that’s good for everyone. Since relaxing their emigration policy in the early 1980s, the Chinese have gone from virtually nonexistent in the overseas real estate market to a driving force behind international real estate transactions. The possibilities are endless, but if you’re not adapting your business to accommodate the new player in global real estate, your clients will continue to ask, “Where’s my buyer from China?” RE Wesley Grover is luxury property coordinator, Luxury Portfolio International® and Leading Real Estate Companies of the World®.

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Call 1-877-732-0699 or visit milliondollarpipeline.com to learn more. The Million Dollar Pipeline Program is an exclusive program developed by Market Leader designed to empower real estate agents to generate and engage enough leads to consistently meet and exceed their transaction goals. Program members enjoy an exclusive member-only website including new weekly resources, live workshops, and peer-to-peer interaction through a private Facebook Group. Call 877-732-0699 today for membership requirements.

You Say You Want a

Revolution? Carrington Agrees! It’s Time You Got More from Your Broker by Maria Patterson

here are a lot of big name real estate brokerages out there touting their long history in the business and offering that as the reason agents should work with them. It’s an age-old tactic that has historically been effective. But, in today’s market, agents have a right to demand more than this from their brokerage. When it comes down to it, what agents really want is the support and leadership they need to be successful in the changing market—to compete effectively for business and be able to deliver what the modern consumer has come to expect.

Real estate professionals everywhere are, in essence, calling for something of a revolution—a movement in which brokers begin to focus more intently on the needs of the entrepreneurial agent. And at the forefront of this movement is Carrington Real Estate Services, LLC,

which stands ready to provide precisely what these agents are missing out on elsewhere. Carrington understands that partnering with a brokerage that has a well-thought-out vision—and the ability to make that vision a reality through intuition, flexibility, and a commitment to investing in its agents so that they’re ready to handle whatever the changing market throws at them—outweighs the concept of legacy any day.

Carrington Real Estate Services is a full-service, national brokerage licensed in 22 states, with approximately 1,500 sales professionals across 33 corporately owned and operated branch offices. Born in the midst of the real estate downturn, Carrington started out as a brokerage focused on the distressed market and eventually maximized that experience to become the most successful institutional real estate brokerage in the nation, as well as an up-and-coming leader in the retail residential real estate market. How? By training its agents to merge the task-management expertise required for institutional transactions with the client relationship skills needed to work effectively with retail consumers. While some firms specifically handle institutional assets and others specialize in the retail market, Carrington agents have exposure to, and are trained in, both due to the company’s unique business model. From Carrington’s perspective, this model—enhanced via an infusion of leading technology that allows agents to be more connected to consumers and to the resources provided by their broker—is the future of real estate. “Thanks to Carrington’s institutional experience and the systems the company already has in place to work with this segment, its agents are better equipped than most to provide the enhanced level of trans-

RISMedia’s REAL ESTATE June 2014 39

parency and empowerment today’s retail consumers have come to expect,” says Steve Ozonian, chief real estate officer for Carrington’s parent company, Carrington Holding Company, LLC, whose industry experience and track record for building successful real estate brands includes senior executive management roles for Coldwell Banker, Prudential Real Estate, and realtor.com®. “By leveraging Carrington’s strength as an investment company and our excellence in providing institutional residential services, we have been able to import many task- and conciergelevel services across all of our local and retail offerings. We are using the best integrated technology along with a business system that is second to none,” says Ozonian.

Does Your Broker Have—or even Know— What Today’s Consumers Want and Need? As traditional brokerages that have long focused exclusively on the retail market continue to follow the same model that has worked for them for decades, it’s possible that their agents may not be fully prepared for what consumers will be looking for in the future. Today’s consumer is becoming more attracted to—and in some cases demanding of—an experience that more closely resembles that of institutional clients like financial corporations or corporate relocation clients. This concierge

approach of managing every aspect of the sale as well as the coordination of all related activities—all while providing real-time updates and taskmanagement insights—is something that today’s customer (whether they be an institution or an equity seller) is demanding. The recent shift in the borrowing potential of consumers is another consideration among agents looking to expand their business. Right now, an estimated one in three consumers has a FICO credit score below 650, according to industry experts. For these consumers, obtaining access to appropriate financing options can be a challenge—one that Carrington’s affiliate, Carrington Mortgage Services, is equipped to help with.

“By leveraging Carrington’s strength as an investment company and our excellence in providing institutional residential services, we have been able to import many task- and concierge-level services across all of our local and retail offerings. We are using the best integrated technology along with a business system that is second to none.” -Steve Ozonian, Chief Real Estate Officer, Carrington Holding Company, LLC

40 June 2014 RISMedia’s REAL ESTATE

Most importantly, consumers are becoming much more diverse than the generic “Mr. and Mrs. Buyer” looking for a place to raise their family. Today’s real estate consumer has many faces, including everything from large financial investors looking for rental properties to people just starting to invest in real estate, from professionals looking to relocate coast-to-coast to couples seeking out vacation rentals…and this means the role of real estate professionals has become more complex. Agents looking to grow their business in this market need expertise beyond the traditional listing and marketing of homes, which requires a commitment from their broker to invest heavily in both training and technology.

Does Your Broker Ensure that You Have the Right Business System? There are certain tools an agent needs to be successful in today’s market and to be ready for whatever tomorrow’s market looks like. Do you have access to the resources you need to do business today and into tomorrow? Carrington agents do. From leads to technology, mentoring to business services, everything is right there at their fingertips. Consider this: Because real estate is an industry in which you need to

have business to get business, brokers owe it to their agents to have a business development strategy in place to support their needs. That’s why Carrington takes a unique approach to partnering with agents by aggressively prospecting for business on their behalf. Carrington agents are provided with business leads, including those originating from Carrington’s established partnerships with institutional real estate clients, which they can use to enhance their pipeline of opportunities. In 2013, each Carrington agent closed an average of five transactions that were company generated. How much business does your broker give you? Yet another consideration for agents looking to grow their careers is how technology has affected the way real estate is transacted and how potential clients are engaged. When you consider how the Internet revolution has sparked new life into the real estate business, it just makes sense for a brokerage to embrace technology as an essential tool every agent can take advantage of. And yet, it seems like a number of brokerages are becoming a bit complacent on this front—to the extent that the technological expertise of the average agent has far surpassed that of the leadership for many brokerages. If you’re an agent working for a brokerage that isn’t fully invested in technology, you’re at risk for falling behind the competition, because the simple fact is, consumers aren’t going to wait for anyone. At Carrington, technology plays a major role in supporting agents in the field and fostering new business opportunities. The company recently teamed up with BoomTown, a leading real estate lead generation and Customer Relationship Management (CRM) system provider, to launch the new Carrington Digital Network, which includes individualized websites, an advanced CRM system, highly-optimized lead gen-

“At Carrington, we take our business partnership with our agents very seriously and are committed to providing them with the best technology available to take their income to the next level.” -Wendy Forsythe, Executive Vice President and Head of Global Operations, Carrington Real Estate Services

eration campaigns, and a dedicated Lead Team. “At Carrington, we take our business partnership with our agents very seriously and are committed to providing them with the best technology available to take their income to the next level,” says Carrington Real Estate Services Executive Vice President and Head of Global Operations Wendy Forsythe. “Having a smart digital marketing strategy is crucial in today’s market, where being in front of real estate shoppers means being online. This latest investment will allow us to capture more business for our agents and grow the Carrington brand,” says Forsythe. While the new Carrington Digital Network and the company’s diverse lead pipeline are invaluable differentiators on their own, both are but cogs in the robust Carrington Business System, a collection of powerful resources and methodologies created to propel agents toward achieving their full potential. From Carrington’s award-winning education portal that is available to agents anytime and anywhere, to its one-stop Intranet business center, MyFuelCenter, agents have easy and ample access to whatever they need to do their job well. With agent services, including new-agent orientation to always-available mentoring and support, the company takes a hands-on, personal approach to guiding real estate sales professionals at any stage in their career toward success. Behind it all is the fact that Carrington has great family ties as one of the 18 companies

under Carrington Holding Company, LLC, which together cover virtually every aspect of the single-family residential real estate transaction, and Carrington’s brand promise of FUEL: Fabulous fundamentals, Unparalleled service to consumers, Exceeding expectations of buyers and sellers, and Leveraging opportunities.

What Does the Future Hold? And What Is Your Place in It? As Carrington has continued to grow over the past few years, keeping its business model flexible enough to adapt to the changing market, the company has successfully built a powerful network of best-in-class, institutional-focused agents and unleashed them into the retail space equipped to offer consumers much more than the average retail agent can. And the company will continue along that path to meet whatever challenges the future holds. Carrington is the right place for entrepreneurial agents who are looking to the future and hoping to grow their business in meaningful ways. These are the agents that are focused on working toward what’s next. After all, it’s the inherent drive to constantly learn more, do more, and keep moving forward that is the essence of growth. And it’s that kind of thinking that will make Carrington’s vision for the future of real estate a reality. RE

For information about what Carrington can do for your career, visit carringtonrealestate.com, call 1-877-330-2773 or email us at careers@carringtonres.com. RISMedia’s REAL ESTATE June 2014 41

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{RISMedia’s Great Spaces}

Get in touch with your country side in this charming, revamped barn.

by Nick Caruso & Zoe Eisenberg

Who Wants to Live in a Barn? Has quiet country life ever appealed to you? Itch that desire without going full farm by moving into a converted barn space—all luxury, no manual labor. This charming, spacious, revamped barn is located in Indian Hill, Ohio. Featuring a wide, unique floor plan, this country classic includes a sunken living room, sliding barn doors, beamed ceiling and superior detailing. Originally built in 1927, this transformative home features five bedrooms, seven-and-a-half bathrooms, a pool and tranquil gardens. Listed for: $1,595,000 Listed by: Maureen Pippin, Sibcy Cline REALTORS®, a member of Luxury Portfolio International®

RISMedia’s REAL ESTATE June 2014 43

{RISMedia’s Great Spaces}

Come Enjoy the Irish Countryside You know a home has something special when it comes with its own named identity. This incredible 4,484-square-foot Georgian home, known as Brookvale, is located in Blackrock, Ireland. Set in South Dublin’s most sought after location, the five-bedroom home spans 0.57 acres of beautifully landscaped gardens. Originally built in 1846, but beautifully refurbished, Brookvale boasts incredible Georgian architecture laid out over three stunning levels. A grand, sweeping staircase and stunning formal room greet you upon initial entrance. A myriad of bay windows overlook the gardens and fill the space with an abundance of natural light. An open fireplace provides aesthetic appeal and comfort. A

44 June 2014 RISMedia’s REAL ESTATE

gourmet kitchen provides the perfect atmosphere for a big Irish breakfast. Upstairs lays a serene sitting area looking out onto the Dublin Mountains, as well as the master bedroom suite and two additional bedrooms with accompanying full bathrooms ensuite. Listed for: $3,967,149 Listed by: Ganly Walters, a member of Luxury Portfolio International®

{RISMedia’s Great Spaces} Pop Musician’s Amazing Arizona Estate Have you ever wanted to live like a pop superstar? This 1929 Arizona residence, owned by Grammy Award-winning country music star Linda Ronstadt, offers privacy and luxury right in the heart of Tucson. The private, walled and gated estate, nestled in the historically designated Colonia Solana in the heart of Tucson, has five bedrooms, four full bathrooms and an additional partial bath. Once featured in Architectural Digest, the Mediterranean-style residence was designed by renowned Tucson architect Roy Place, designer of Tucson’s domed courthouse and Benedictine Monastery. The estate spans a glorious 1.27 acres of pristine lawns, manicured gardens, stunning patios and citrus trees. With four fireplaces and separate guest quarters, this 4,927-squarefoot home is a country music star’s dream.

This Arizona property, built in 1929, offers privacy and luxury galore.

Listed for: $1.6 million Listed by: Christine and Russell Long, Long Realty Company, a member of Luxury Portfolio International®

RISMedia’s REAL ESTATE June 2014 45

{RISMedia’s Great Spaces}

Serene Sardinia Living The epitome of luxurious Italian living, this five-bedroom, four-bathroom home, known as the Villa Jacqueline, is located just outside of Porto Cervo, home to the most beautiful beaches of the Costa Smeralda. If that doesn’t sound luxurious enough (say it again: Costa Smeralda), the private home features timber beams, high ceilings and extensive glass sliding doors that reveal expansive views of the scenic Monte Moro countryside. The main level is set up in the traditional Italian cantina-style, with an ample living and dining area that features an open fireplace, pizza oven, wine cellar and home theater. Other amenities include a steam room bathroom and a cozy library. Upstairs, a master bedroom awaits, along with two double bedrooms and a spacious bathroom complete with a free-standing stone tub. Did you know it’s possible to win an award for a swimming pool? The property features a unique, awardwinning, free-form, lagoon-style natural stone swimming pool nestled into stunning granite overlooking breathtaking Italian terrain. Surrounding the pool is an impressive stone sundeck and an outdoor dining area. If 46 June 2014 RISMedia’s REAL ESTATE

sustainable living is your thing, the property will not disappoint; it includes an orchard, olive grove and vegetable garden with automatic irrigation systems. From the inside out, this Italian oasis offers a truly authentic lifestyle. Price available upon request Listed by: John Bracco, Immobilsarda SRL, a member of Luxury Portfolio International®

Michael Bay Sees Action for Bel-Air Estate “Transformers” head honcho Michael Bay has sold his Bel-Air estate for a hefty $11.45 million. Now he can probably afford to make some more terrible films! When Bay was not making “Trans-

formers 8” or whatever, he spent his time in the three-story contemporary designed by the late Jack Warner. The estate, clocking in at 7,919 square feet, is complete with museum-like features that include high ceilings, a family room with a bar, a library, a home theater, a wine cellar, four fireplaces, four bedrooms and six bathrooms. The pad sits on nearly one acre and has views of the Los Angeles Basin, Mt. Baldy and Santa Monica Bay. Bay has produced and/or directed some OK films like “Armageddon,” the “Bad Boys” series, and “The Rock.” He has also helped ruin plenty of classic horror film series via unnecessary remakes. He bought the estate in 1999 for $5.16 million though, so we guess he wins this round. RE

RREIN RREIN

RISMedia’s Real Estate Information Network®

NIERR

RREIN

Empowering NIERR

RREIN

Brokers

NIERR

RREIN

Sales Associates Consumers 48 June 2014 RISMedia’s REAL ESTATE

{Trending}

A Closer Look at Inflation and Its Impact on Real Estate

by Lawrence Yun, Chief Economist, National Association of REALTORS®

he current inflation rate is not worrisome, but is always worth a close look. Any surprise uptick in inflation automatically pushes up mortgage rates.

For all of last year, the broad Consumer Price Index (CPI) rose 1.5 percent. As of March this year, the 12-month inflation rate was also

1.5 percent. The more important “core” inflation rate, as it dictates monetary policy, however, is showing signs of accelerating. After removing the volatile food and energy prices from the basket, core inflation increased at a 2.5 percent annualized rate in March, the highest rate in a year. If the core rate rises at such a pace on a sustained basis or moves even higher, then the Federal Reserve will have no

choice but to raise interest rates sooner than its public guidance to date. The new chairperson of the Federal Reserve, Janet Yellen, has indicated that the bond-buying program (commonly referred to as the tapering of quantitative easing) is set to end by the close of this year with the first hike in the short-term federal funds rate likely occurring in the summer of 2015. Why is core inflation suddenly

RISMedia’s REAL ESTATE June 2014 49

awakening? One key reason is that housing costs have been rising. Apartment rents grew by 2.9 percent. The murkier, but nevertheless important, figure of homeowner equivalency rent rose by 2.6 percent—the highest gain in nearly six years! The continuing fall in apartment vacancy rates combined with a general housing shortage assures even higher rent and homeowner equivalency rent for the remainder of the year. Though home prices have also been rising quite fast, they are not relevant in the CPI calculations. Like stock market valuation, a house is considered an investment asset by government statisticians and not related to the monthly cost-of-living. However, higher home prices will surely infiltrate into higher monthly housing costs in some way. The NAR median home price rose 9 percent in February. The lagging CaseShiller index showed a 13 percent higher home price in January. Against the upward pressure on prices coming from housing, there are potential offsets that could keep inflation in check. First, wage increases have been slowly moving up: from 1.5 percent hourly wage gain in 2012 to 2.1 percent in 2013. As of March, the aver50 June 2014 RISMedia’s REAL ESTATE

For 2014, CPI is expected to rise by 2.7 percent and then move even higher to 3.3 and 3.7 percent by 2015. This inflation forecast is notably higher than the Federal Reserve’s and Wall Street’s. If such inflation does pop out, then it will be a surprise. The Fed will quickly signal and then take action much sooner. age hourly wage rate of $20.47 for non-supervisory workers, was up 2.3 percent over 12 months. Still rising, but so far, this is nothing alarming. The 20-year average annual wage increase is 3.0 percent. There is, in addition, plenty of slack in the current labor market with many underemployed and unemployed who will be willing to work without a wage increase. Another buffer against inflation is that productivity growth has been rising. Anytime workers produce more in a given time period, then companies do not need to raise prices on goods and services even while paying a bit more to workers to extract profit. Finally, corporate

profit levels are at an all-time high. It is the profits, along with the loose monetary policy, that has fueled the 5-year bull market for stocks. The very high profits mean that higher wages that may arise in the future do not have to get passed on as higher prices on goods, as a slight profit squeeze can easily be absorbed. Had the profit margin been razor thin, then higher wages would immediately register as higher consumer prices. Let’s not lose sight of what ordinary Americans feel about inflation, either. They care not about core inflation, but everything, including what they buy every day at grocery stores and at gas stations. Food prices are already on the rise, clocking in at 5 percent annualized increases in the past two months. Gasoline prices have been lower now versus a year before, but the uptick in crude oil prices hint toward higher gasoline prices this summer. Some public unease over food and gasoline prices, if sustained, will no doubt play into the thinking of Fed policymakers. All in all, inflation looks to rise. For 2014, CPI is expected to rise by 2.7 percent and then move even higher to 3.3 and 3.7 percent by 2015. This inflation forecast is notably higher than the Federal Reserve’s and Wall Street’s. If such inflation does pop out, then it will be a surprise. The Fed will quickly signal and then take action much sooner. The 30-year fixed mortgage rate is projected to hit 5.5 percent by the summer of next year. RE

Lawrence Yun is the chief economist for the National Association of REALTORS®.

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Survey:

13 Percent of Consumers Ready to Buy a Luxury Home

ationally, 13 percent of surveyed consumers are ready to buy a luxury home and another 26 percent are considering a high-end home purchase, according to the Luxury Homebuyer Survey recently conducted by realtor.com®.

Survey data reveals the buying motivations of transaction-ready consumers and others considering purchase, as well as provides insight into their preferred luxury property amenities and resale expectations. Realtor.com® surveyed more than 1,500 visitors to its website from March 17 to April 2. According to the report, the percentages of surveyed consumers currently considering a luxury home purchase are as follows:

13%

of respondents stated that they are looking to purchase a high-end luxury home.

26% said they might be considering a high-end luxury home. 61% revealed they are not looking for a high-end luxury home. The survey also revealed the most popular price points at which surveyed consumers stated that luxury housing begins, by U.S. regions:

Northeast

Pacific

North Central

19% said recent career success prompted their luxury home search.

17% entered the market because they recently retired. 14% got into the market as an investment. 12% entered the market to buy their first home. Biggest challenges of searching for a high-end luxury home:

40% of luxury buyers cited finding a property that meets their family’s needs.

20% shared their biggest challenge is the limited number of properties offered.

11% tout ultra-unique properties with limited universal appeal.

8% are challenged by gaining access to mortgage loans.

Most important home features when considering a luxury purchase: important feature.

44% consider the home’s views of oceans, mountains

South Central South Atlantic

or cityscapes as significant.

38% responded that the square footage of the

$500,000+

“The luxury homebuyer is an important contingent of today’s real estate market, as luxury homes tend to drive trends throughout the entire balance of the marketplace,” says Barbara O’Connor, chief marketing officer for Move, Inc., operator of realtor.com®. “We are seeing large portions of buyers throughout the country—from 23 percent in the Northeast region and 23 percent in the South Atlantic—eyeing luxury homes. This means sellers, builders, and certainly REALTORS® should all pay particular attention to desired luxury amenities such as chef-quality kitchens and master suite features to close deals for them.” 52 June 2014 RISMedia’s REAL ESTATE

Most popular reasons high-end buyers started their luxury home search:

54% of luxury buyers indicated a chef’s kitchen as an

Mountain

$1 million+

Of the survey respondents who are currently looking for a luxury home:

property is a key attribute.

36% included the presence of an expansive master suite as an important factor.

Importance of resale value to those in the market for a luxury home:

35% indicated it is very important. 29% shared it is neither important or unimportant. 27% of luxury buyers said resale value is extremely important.

8% consider resale value to be unimportant.

23% South Atlantic (VA, WV, NC, SC, GA, FL) 23% Northeast (ME, VT, NH, NY, NJ, MA, CT,

Regional breakdown of current luxury homebuyersâ&#x20AC;&#x2122; locations:

RI, MD, DE, PA)

18% North Central (KY, OH, IN, IL, MI, WI, MN, IA, NE, KS, ND, SD)

15% Pacific (CA, OR, WA, AK, HI) 14% South Central (AL, MS, TN, AR, LA, TX, OK)

7% Mountain (MT, ID, WY, CO, UT, NV, AZ, NM)

Of the survey respondents who are NOT in the market for a luxury home: If respondents had an extra million dollars to invest in a home, they would use it in the following ways:

28% would sell their current home and purchase a new one.

23% would keep their current home and purchase either a new or vacation home.

14% would purchase several homes. 14% would buy their first home. If respondents were in the market for a luxury home, they indicated the following priorities for their property search:

55% desired a view. 45% fancied a chefâ&#x20AC;&#x2122;s kitchen. 32% want an outdoor living area (outdoor kitchen, living room, fire pit, bar).

29% wished for a luxury pool (infinity, grotto, water slide). If these respondents were in the market for a luxury home, their most desirable locales for purchase would be:

37% would buy a waterfront property. 19% prefer a countryside property. 14% would choose a mountainside property. 13% desire a suburban property. The respondents not currently in the market for a luxury home indicated that their top stylistic preferences would be:

13% a traditional home 13% a contemporary home 11% a coastal home 11% a modern home RE For more information, visit www.realtor.com.

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{Strategies} The Ultimate Rental Tool for Landlords From safety to speed, Houserie streamlines the rental process by Zoe Eisenberg

andlords know how important it is to find dependable tenants, however, running a potential tenant’s credit and rental history checks can be a very tedious—and often complicated—process. And that doesn’t take into consideration all the time and effort spent on tenants who don’t pan out. Houserie, a tenant screening program provided by RentalRoost, Inc., solves this problem by offering speedy and secure online tenant screening services for landlords and property managers. The platform, launched in 2013, simplifies and enhances the screening process, allowing landlords to find reliable tenants seamlessly, and achieve overall success.

The Houserie process works like this: the landlord creates an account and initiates a background screening, which the tenant fills out and authorizes. A background check is then run and the screening report is sent directly to the landlord, who can then make a more informed rental decision based on the overall report summary. The process ensures complete, thorough tenant screening reports, enabling the property to rent faster, ultimately making the landlord’s job easier. Additionally, the way that Houserie reaches out to the tenant for sensitive information, such as Social Security numbers, goes a long way toward safeguarding the tenant’s privacy while streamlining the landlord’s selection process. “Using Houserie saves me time,” says Isha Mathis, a property owner and landlord. A Houserie client for just over six months, Mathis explains that the program makes her more confident in her choice of tenants because she is provided with unbiased rental

and criminal histories. “I am able to make a quick decision,” Mathis notes. Mathis currently uses Houserie’s Ultimate Screening Package, which provides a Social Security number trace, a national criminal and sex offender search, a national eviction search and a quick tenant credit score card. All of which work together to help landlords make a more informed decision regarding who they allow to stay in their property. Mathis is also impressed with Houserie’s speedy service, praising the fact she no longer has to drive to meet potential tenants in order to collect application fees. Houserie requires the tenant to pay the rental screening fee, which they can do online. “I used to have to meet with the applicant to collect the tenant screening fee,” says Mathis, but thanks to Houserie, the entire process can now be handled online. “My rental units are all an hour away from my house. With Houserie, I can simply email the link to the applicant and they use their credit card to pay. And I get my results fast and make my decision.” Houserie has also implemented a pay-as-you-go system, so there’s no set-up fee and no monthly membership. “They have made my life easier overall,” concludes Mathis. For more information, please visit www.houserie.com.

RISMedia’s REAL ESTATE June 2014 55

Enhancing Client Relations Realtors Property Resource® edges out the competition in steadily growing market by John Voket

n the 10 years that James and Penny Brockway, a husband and wife team, have been operating Brockway Realty, LLC, the company has been in steady growth mode, with a dozen agents now serving clients throughout the Houston and Clear Lake areas.

With Houston being among the most robust economies in the United States, the Brockways are seeing a lot of people relocating to the area. And to keep up with the influx of prospective buyers coming into the region, they’re using Realtors Property Resource® (RPR®) to enhance their research and client relations. The couple first learned about RPR while attending the annual Texas Association of REALTORS® Convention in San Antonio in 2012. “I met two representatives of RPR at the trade show, and we spoke about the product and I became interested in both the residential as well as the commercial applications that were still in beta testing at the time,” says James. A year later, Penny was exposed to the benefits of RPR while at the same convention in Dallas. “We heard Andrea Goodheart, RPR’s senior market manager, speak on the first day of the convention,” recalls Penny, “and I loved the synopsis. So I decided to sit in on the more detailed RPR class the following day, and I’ve been hooked ever since.” The Brockways go on to say that they first started using RPR to learn about the history of particular homes in order to determine trending values over the life of the home. “When working with buyers, we review all the reports that RPR has to offer to determine important information such as the quality of schools in the area,” James says. RPR has also been instrumental when it comes to helping sellers determine a proper list price. “As we learned more about the system, we wanted to take our use of RPR to the next level,” adds James. “For example, if we had a client who was only interested in distressed homes, we would research an entire neighborhood to ensure that the whole neighborhood was not distressed, which could indicate a permanent-

56 June 2014 RISMedia’s REAL ESTATE

ly declining equity for all homeowners.” “That would defeat the purpose of finding that diamond in the rough,” adds Penny. While the Brockways haven’t seen any shortage of success since incorporating RPR into the mix, one example that stands out above the rest is when they received a call from a former client ready to list the home the couple had sold her just two years before. “She had paid $186,000, and based upon comparables, I felt she would be lucky to receive a $210,000 sales price,” says James. “My initial CMA returned a best list price of about $210,000, but I felt that this would be difficult to achieve.” Penny, the RPR enthusiast and expert, disagreed and ran a detailed RPR report that showed that the seller might be able to command a $220,000 sales price. “In the end, we listed the home at $220,000, received a full-price offer and the property appraised,” says Penny. “Needless to say, our client was thrilled, especially since in the beginning she thought she would have to come to closing with cash to cover commissions and other closing costs given the short timeframe that she owned the house.” “Since that day, Penny has preached the advantages of RPR to all of our agents,” says James, “and it has become a staple of Brockway Realty.” For more information, please visit www.narrpr.com.

“The new site makes it more convenient for consumers to view information when accessing it via a mobile device. And it’s much more efficient for agents as they don’t have to make any adjustments when transitioning between mobile devices.” - Bob Pezant Broker/Owner, Pezant Real Estate

Keeping Pace with Today’s Mobile-Driven World Homes.com takes the guesswork out of connecting with consumers by Paige Tepping

s technology continues to change the way real estate professionals conduct business on a day-to-day basis, having a website is no longer enough when it comes to setting yourself apart from the competition. Today, maintaining a competitive edge is all about building a website that helps capture every lead that’s sent your way. And for Bob Pezant, broker/owner of Pezant Real Estate in Hammond, La., providing a first-class user experience is more important than ever when it comes to giving consumers what they want. “When leads come into the company, if they belong to a particular agents’ listing, they go directly to that agent,” says Pezant, who goes on to say that in watching the leads that come in today, more of them appear to be coming from wireless phones than ever before. As prospective buyers continue to turn to the Web—and mobile devices in particular—when searching for a home,

Pezant points to his partnership with Homes.com as a true differentiator. From setting him up with his first website to incorporating Lead Gator—a program designed to streamline the lead capture process—into the mix, Pezant is covering all his bases by ensuring his agents have the tools and technology they need to work smarter, not harder. “We get leads from the MLS, realtor.com® and others, and with Lead Gator, the leads that come in are placed in one central location,” says Pezant. Not only can agents log into the Homes Connect dashboard to set up drip mail campaigns, Pezant can also keep track of each and every lead, making sure his agents are following up in a timely and efficient manner. Taking this one step further and truly catering to the needs of consumers who are increasingly using their mobile devices within the home search, Pezant recently transitioned the firm’s website to a responsive design site offered through Homes.com. “The first thing I noticed when I accessed the site is that it really pops,” says Pezant. “Not only is it much more attractive, it also stands out more.” Through Homes Connect FusionTM, the newest addition to the Homes Connect Marketing platform, the responsive design website tool allows agents to build their website so that it intuitively adapts content for maximum viewing across all devices. “The new site makes it more convenient for consumers to view information when accessing it via a mobile device. And it’s much more efficient for agents as they don’t have to make any adjustments when transitioning between mobile devices.” For Pezant, keeping up the firm’s presence on various social media platforms is another piece of the puzzle that can’t be overlooked, and another facet that Homes.com takes care of on his behalf. “So many people are on social media today,” says Pezant, “that everyone looks that way, especially when it comes to matters related to real estate.” And thanks to Homes.com, Pezant doesn’t have to think twice about his firm’s presence on platforms

RISMedia’s REAL ESTATE June 2014 57

such as Facebook and Pinterest. “They take care of everything for me,” says Pezant, whose clients are taking notice. Not only does Homes.com manage all of Pezant Real Estate’s social accounts, their recently launched Social Premier program goes a long way toward keeping Pezant and his entire team organized and one step ahead of the competition. For more information, please visit www.connect.homes.com.

Reducing Transaction Liability with Home Warranties HSA Home Warranty offers peace of mind to buyers, sellers and real estate professionals alike by Nick Caruso

hen buying a home, one can only anticipate that everything will go according to plan. Buyers dot their i’s and cross their t’s with high hopes that the furnace or other major systems won’t fail shortly after the deal is made. But why not protect your purchase with a reassuring safety net? Home warranties can provide buyers and sellers with a solid line of defense in case something happens to the property mid-transaction or shortly thereafter. How can buyers and sellers secure such comfort? By working with their real estate agent to make sure an HSA Home Warranty is part of their transaction. HSA Home Warranty provides home warranty coverage nationwide. The warranty pays for repairs and/or replacements of the covered mechanical systems and appliances that fail due to normal wear and tear throughout the coverage period. For real estate professionals, a home warranty helps minimize their risk by lowering their exposure to liability. For clients, it’s a win-win. Buyers and sellers are both protected financially in case a covered item breaks down in the home. Having a home warranty in place helps all parties involved by removing some of the worry, so that other areas of the transac58 June 2014 RISMedia’s REAL ESTATE

“HSA’s home warranty plan provides a means to ensure customer satisfaction so that the consumer experience is positive. It’s something we see great value in.” - dan forsman President and CEO, Berkshire Hathaway HomeServices Georgia Properties

tion can be focused on. “If you represent a buyer in a transaction or you’re buying a home, there are so many things that can go wrong,” says Dan Forsman, president and CEO of Berkshire Hathaway HomeServices Georgia Properties. “HSA’s home warranty plan provides a means to ensure customer satisfaction so that the consumer experience is positive. It’s something we see great value in.”

Forsman goes on to say that a large percentage of the company’s transactions come with a home warranty. “Home warranties are a means to reduce liability all around. We continuously educate our agents about the benefits home warranties can provide,” says Forsman. Having seen a lot of home warranty competitors come and go in the marketplace, Forsman and his company chose HSA Home Warranty not only for its reputable reputation, but also the high level of service the company provides. “HSA has a great customer support team. Not only are their representatives fantastic, but the agents like and trust them,” says Forsman. “The vendor network they have supporting them is also reliable and responsive. I can’t remember the last time we got a complaint on them.” The company’s financial stability and presence in the industry are also factors that Forsman praises, noting that while many competitors have come and gone

over the years, HSA Home Warranty remains strong. The recent acquisition by American Home Shield has only bolstered HSA’s presence. Being such an industry mainstay, Forsman appreciates the company’s consistent performance. “They’re reliable and they’re responsive, and they satisfy the consumer, which is, in my opinion, the ultimate litmus test.” HSA home warranties not only reduce pressures of liability for the agent, buyer and seller, but having such a trustworthy organization on hand only helps their positive word of mouth, says Forsman. “I would recommend them to other companies outside of my market because they give me a competitive advantage,” concludes Forsman. “They’re a great organization. People do business with people, and the people they have are just superb. They’re very thorough, very sound professionals.” RE For more information, visit www.onlinehsa.com.

with a follow up

{Top 5 in Real Estate Network® Spotlights}

The Team Advantage by Lesley Grand

Vickie Howard

Nothnagle REALTORS® Years in real estate: 10.5 Region served: Greater Rochester, N.Y. Average sales price in your market: $133,000 is the median sales price for the market. $233,000 is the median sales price for my listings. How does operating as part of a team lead to more success? I have two buyer’s agents on my team, which enables me to focus on what I do best: listings. I can work with sellers and there is no conflict; when I list a house, I assign one of my buyer’s agents to the new listing, and if a buyer comes to an open house and makes an offer, I work for the seller and my buyer’s agent works for the buyer. That way we avoid a dual agency situation. What’s the most challenging aspect of being part of a team? One of the most challenging aspects of offering team service is to have the sellers understand that they are not being handed off to another agent, but rather, by having one of my buyer’s agents work on the listing with me, they are getting a very high level of service. Another difficult part of being a member of a team is having to give up a degree of control. What’s your best tip for making a team work effectively? You have to stay in really close touch with team members so that they all feel like they are working together. You never want agents to

feel as though they are individual agents who happen to work in the same office.

Please tell us about one of your most creative marketing ideas. Selling a house can be very stressful. Besides offering new sellers excellent service and marketing that includes an eight-page online brochure, I like to introduce some humor, too, to sort of break the ice and let them know it isn’t all stressful. So at the start of a new listing, I give my clients a St. Joseph’s statue kit with instructions on how to bury it (folklore purports that burying a St. Joseph’s statue will help speed the sale of a home). It just adds a little levity to the situation. What are some of your best strategies for overcoming low inventory? Our inventory is down 30 percent from last year, which means there is a very real shortage of available housing stock. To combat this shortage, we have asked our buyers to tell us exactly where they would like to live. Then we send out very sincere

letters to all the houses in a threeblock area, asking if they would like to sell to our buyer who is looking in that specific area. This targeted approach has been very successful for us and we have been able to uncover new houses for buyers that up until then were not on the market.

How does your broker help you stay successful? The brokerage offers incredible online tools, a weekly TV show, and a very advanced call-capture system that has been in place for 20 years; we are by far the largest broker here, so we have the most Web traffic. Best idea for time management? I always have a “to-do” list and I prioritize. I am also a paperless agent, which helps tremendously. RE RISMedia’s REAL ESTATE June 2014 61

{Broker Spotlight}

Hello Tomorrow Realty One Group: Disrupting Our Industry

by Barbara Pronin

Leaning on each other: CEO Kuba Jewgieniew and VP of Operations Pat Kelly at Realty ONE Group’s Corporate office in Irvine, Calif.

62 June 2014 RISMedia’s REAL ESTATE

The leadership team at ONE Summit in Las Vegas, Nev.

f greatness can be powered by drive alone, Realty ONE Group is destined for greatness; such is the passion and unswerving conviction of its founder and CEO, Kuba Jewgieniew, and his inspired executive team. Founded in Nevada just a short nine years ago, the company is now a national franchisor, named by Inc. 500 as one of the fastest-growing firms in the nation for the past five years with sales volume soaring from $102 million in its first year of operation to more than $7 billion in 2013. The company ranked 7th in RISMedia’s 2014 Power Broker Survey and has justifiable expectations of quick and continued growth. “We strive to be the Tesla of the real estate industry,” says the company’s soft-spoken, 38-year-old founder. In this exclusive interview, Jewgieniew and the Realty ONE Group executive team discuss their vision and business strategy, and the value of a great company culture. Barbara Pronin: Kuba, two years before your 40th birthday, you’ve already reached some enviable milestones. Why don’t we start by taking a look at your career path and how you came to launch Realty ONE Group. Kuba Jewgieniew: I grew up in Orange County, Calif., with Polish immigrant parents who taught me a lot about work ethic. As a result, I had my first job when I was 14 and I’ve been

working ever since. When I graduated from UC San Diego with a degree in economics, I went to work as a stockbroker in La Jolla. I enjoyed that, but I also discovered that I really liked computers, and I felt the timing was right. So I moved back to Orange County to start my own business building and selling websites. I did well with that, and when I was 25, I moved to Las Vegas, where real estate was becoming a hot topic. I

bought my first few properties there as an amateur investor and then got my real estate license so I could have better access to information. The market was pretty hot, so I dove in, built a website and was able to do $30 million in sales my first year. But I was working by myself, with no team and no assistants, and that meant a lot of sleepless nights. Fortunately, I had made good commissions, and I was able to use those funds as seed money. In 2005, I started my own brokerage, Realty ONE Group.

BP: How did you devise a business strategy and get it going at the start? KJ: I spent a lot of time researching the competition, looking at traditional business models and figuring out how I could tweak them to do things more effectively both for the brokerage and for the agent. I worked day and night, and finally hired a couple of experienced managers who caught my enthusiasm and believed in the system I proposed. We worked tirelessly and the company became profitable within the first six months. Before the end of the first year, 250 agents joined us. Then I decided to expand our operations into Arizona and California.

RISMedia’s REAL ESTATE June 2014 63

Grand opening celebration at the second Huntington Beach, Calif., office location (1 of 7 offices that opened in March 2014!).

Rick Hudson (Executive Vice President, Realty ONE Group Affiliates): At present, we have nearly 5,000 agents in 21 company-owned stores and more than 30 franchises in seven states, with five more in development. We fully expect this kind of growth to continue as the word gets out and more and more independents begin to understand our unique business model. BP: How would you describe your current positioning in the marketplace, and what sets your brand apart from the competition? KJ: I believe we succeed because we do things differently—and better. For one thing, we live in an “on-demand” world, where consumers are information seekers. With what modern technology offers, they are more intelligently vetting agents to represent them. Our agents stand out in performance every time. Jan O’Brien: (Vice President, Business Coaching): This year, for example, we launched ONE University, designed as a success system to win. I can tell you that our agents are trained to be industry experts who 64 June 2014 RISMedia’s REAL ESTATE

are positioned to best serve our clients and local communities. We also have a means of matching agents with clients to create that “Wow!” experience for each and every client. The short answer is, we want happy people—both agents and customers—and we are constantly coming up with new and different ways to ensure we achieve this goal. RH: We have ranked among the top three in marketshare within our first three years of operation in every market we have entered. We excel in both sales volume and number of transactions, and we try to exceed even our own expectations every year.

BP: What has been your approach to growth, and has that approach changed with the market rebounding? Matt Emerson (Chief Operations Officer): We have always had an aggressive approach to growth. Three years ago, we had 50 full-time employees. Now we have 150 on payroll in preparation for the next wave. We look at this year as a time for building, planning and marshalling resources. We moved our headquarters from Las

Vegas to Irvine in Southern California, and we’ve already assembled a phenomenal team. We are fully confident that we’ll be leaping forward and accelerating our growth in 2014 and beyond.

BP: How would you describe current market conditions? KJ: Each market is different, of course, but in general, inventory is increasing, lenders are lending, rates are reasonable and the run-up in prices has slowed. Also, investors are pulling back, leaving more opportunity for the average family and the first-time buyer. In addition, jobs and savings are up, which is boosting consumer confidence. I would say we are getting back to a fairly normal market state, and we are cautiously looking up.

BP: What are the biggest challenges and opportunities currently facing your firm and its agents? Pat Kelly (Vice President, Operations): The challenge for us is to always stay ahead of the curve, to remain forward-thinking in terms of technology, and to continue to hire

and train the best agents. We know that our agents truly are our business, and we are devoted to providing them with the best resources while teaching them the best ways to generate leads and bring customers to them. KJ: As for the opportunities, they are endless, because we are committed, as a company, to leaving the old, tired business legacies behind and to constantly improving our unique business model.

BP: How are you attracting and retaining top agents? PK: By our proven commitment to providing each agent with the best resources and coaching. By taking less money out of the agent’s

“I wake up every day to win. I expect nothing less from our people, and I’m rewarded every day by the quality of the work they do, their dedication and professionalism. Every one of us has the will to win. The best is yet to come.” – Kuba Jewgieniew Founder & CEO, Realty ONE Group

able, with a management team that listens and supports, and we live the goal that everyone wants of a healthy work-life balance. We not only thrive on success, we make it

serve. We support and participate in walks for Alzheimer’s, Cystic Fibrosis and other worthy causes in a number of cities, for example, and we recently launched Realty ONE Group Cares, our own charitable foundation. Giving back is very much a part of our philosophy.

BP: What’s in store for the future of Realty ONE Group? JOB: The marketplace is always

Opening more doors! Celebrating Goodyear, Ariz.’s Grand Opening.

pocket—we take a flat fee for every transaction instead of the hefty percentages and fees collected in more traditional business models— and by promoting and enjoying a truly convivial spirit within the company, a culture where everyone has a voice and there is simply no room for negativity. We are big into special office events and celebrations that commemorate successes. We are collaborative and approach-

eminently achievable. That is what motivates and supports every one of us as we reach for the next rung.

BP: How is your brand evolving to help you connect to consumers? ME: We recently launched a new, glossy magazine and a series of videos that I think clearly designate us as a contemporary lifestyle brand. And we make the effort to become a visible part of every community we

evolving and we expect to keep evolving with it, anticipating changes and moving quickly to be the first to provide the best solutions for our agents and consumers. ME: We acquired a powerhouse real estate company in Arizona two years ago, and we will remain open to the right mergers and acquisitions as a means to further expansion. But the chief inspiration for our continued growth will always come from within…from hiring and coaching quality people who love what they do and inspire each other. KJ: I wake up every day to win. I expect nothing less from our people, and I’m rewarded every day by the quality of the work they do, their dedication and professionalism. Every one of us has the will to win. The best is yet to come. RE

For more information, please visit www.realtyonegroup.com. RISMedia’s REAL ESTATE June 2014 65

{Broker Spotlight}

A Collaborative Approach to Continued Growth ERA Key Realty Services by Barbara Pronin

66 June 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

RA Key Realty Services is a family company—“and proud of it,” says company president Bruce Taylor. “And by family company, we mean our extended family—all our agents, our staff and

the communities we serve.” The 13-office firm, led by Taylor, his wife, Cheryl, his son, Jeff, and his partners, Mike Seaver and Nelson Zide, has been a fixture in the West-of-Boston area for more than 20 years, reaching into Connecticut, New Hampshire and Rhode Island with a homegrown blend of professionalism and sensitivity that has made it one of the most productive real estate companies in the Northeast region. “At ERA, when you work with one of us, you work with all of us,” Taylor says. In this exclusive feature, he shares his passion for the collaborative approach and his strategies for the company’s continued growth.

Barbara Pronin: Bruce, let’s start with a brief recap of your career path and how you came to lead ERA Key. Bruce Taylor: I grew up in Buffalo, but I went to college in Springfield, Mass., and got my MBA at Ohio University. I actually began my career in academia, first as an instructor at Central Missouri State, and eventually as Assistant Dean of the School of Business at Western New England College. But by then, believe it or not, I felt like I wanted to work a little harder. I wanted more of a challenge, and I became interested in real estate, especially Real Estate Investment Trusts (REITs). So I went back to Buffalo and got into that. When REITs began going south, around 1980, I tried some other things, including credit card marketing, which was pretty lucrative. But then in 1987, I opened a Help-U-Sell residential real estate franchise in Milford, Mass., and I knew that’s where I wanted to be. Eventually, I went independent, and in ’93, we opened a new ERA franchise in Milford. We had 11 agents and a total of 30 listings when we opened, but it was a great beginning and we’ve never looked back—only forward.

BP: How large is the company now and how has your footprint expanded? BT: Today, after some 18 mergers and acquisitions over the years, we have 350 agents in 13 offices west of Boston and in Metro West and Central Massachusetts.

Front row, left to right: Bruce Taylor, president; Cheryl Eidinger-Taylor, COO; Jeff Taylor, manager. Back row, left to right: Michael Seaver and Nelson Zide, partners.

BP: How would you describe the firm’s positioning in the marketplace? And what sets you apart from the competition? BT: The ERA name is a great differRISMedia’s REAL ESTATE June 2014 67

entiator—especially now, with newly updated signage that is bright and fresh—a graphic reminder that the brand has been updated and renewed with new technology and new tools for our agents. In terms of positioning, we rank 6th in unit sales here in Massachusetts and 10th in volume. But we’re a pretty big company with a pretty small-town heart, and that’s another differentiator. My wife, Cheryl, is our COO, Mike Seaver is vice president of Training, and my son, Jeff, manages two of our offices. We’re truly a family company,

and the family includes all of our people. We’ve outgrown our Christmas parties at home, but we still have a close, personal relationship with every one of our agents. We like to say that when you work with one of us, you work with all of us, and we all work together to serve you better. We know from experience that by pulling together and helping one another, we build a stronger community of real estate professionals—people who are committed to strengthening the communities where we practice real estate.

“We like to say that when you work with one of us, you work with all of us, and we all work together to serve you better. We know from experience that by pulling together and helping one another, we build a stronger community of real estate professionals—people who are committed to strengthening the communities where we practice real estate.” – Bruce Taylor President, ERA Key Realty Services

68 June 2014 RISMedia’s REAL ESTATE

BP: How would you describe current market conditions in your area? BT: The marketplace in the first quarter overall was down four-anda-half percent in units sold, but up six-and-a-half percent in volume. But our company was up eight percent in units sold and 33 percent in sales volume, and our average sales price was up 22 percent. In fact, I’m happy to say, we’ve been outpacing the market for at least three years. In general, there’s been a 15 percent rebound in our market prices. There is pent-up demand and a decent economy, so people here are ready and able to move. We were busy all winter. In spite of the weather, we had our best first quarter ever, and we’re looking forward to a strong spring and summer.

BP: What are the biggest challenges facing your firm and its agents today? BT: Probably keeping a lid on expenses now that prosperity seems to be at hand. This is the first winter we

didn’t need to touch our line of credit, and it’s been nice to see enough revenue coming in. But we’ve got a good memory for what happened in each of the last several downturns, and so we’re all keeping an eye on where the money goes.

BP: And what do you see as the greatest opportunity? BT: I think the sales picture is wide open, assuming we have enough listings—and that’s key. To that end, we just completed a 10-week training program, both online and in-office, on the best strategies for increasing listings, and our agents are encouraged and excited. It’s a very directed approach. We each have certain commitments to meet and more forums planned so that we can share what’s working best. It’s another example of our teamwork approach, and how we work together toward the common goal.

BP: Bruce, how are you meeting the needs of today’s more informed and tech-savvy consumers? BT: No question, today’s buyers and sellers are the most informed and tech-savvy in the history of real estate. But ERA has always provided us with an exceptional array of platforms and tools to help us meet those needs, and over the years, we have developed our own pretty awesome tools to ensure that our agents can provide the best information and the most personalized service in the industry. In addition, we just partnered with Showcase Technologies to provide our people with a complete, state-of-the-art digital marketing solution. It is another differentiator for us. The agent takes a listing and a customized, narrated, virtual tour gets created that potential buyers can access almost instantly via an 800 line or by texting the system. Consumers can view the property on a smartphone, get

“We take good care of our agents, and they appreciate the way we do business. We provide more support for our agents than our competitors do. Whether it’s general training or personal, hands-on support from our IT or marketing department, our whole purpose is to make sure each agent achieves his or her own individual level of success.” – Bruce Taylor President, ERA Key Realty Services

full descriptions, and/or arrange to see the home faster and more expediently than ever. And the agent can download the data set and track the activity through our internal reporting software.

BP: How are you recruiting and retaining your top agents? BT: Well, you know all this cuttingedge technology helps, but in our company, the truth is that we take good care of our agents, and they appreciate the way we do business. We provide more support for our agents than our competitors do. Whether it’s general training or personal, hands-on support from our IT or marketing department, our whole purpose is to make sure each agent achieves his or her own individual level of success. When people look at who’s got the best total package, many decide to come to us. We have a real estate school, and our managers are always looking for promising new licensees and the like—and our agents bring us good candidates. I’d say we have a pretty good mix at the moment, about 50-50 new and experienced agents.

BP: In your opinion, what is most critical to your firm’s success going forward? BT: We’ve made a number of good acquisitions, and we’ll always be open to more. But mostly, what’s critical is that we never lose sight of our values—the homespun family environment we’ve created and our commitment to work together

for the good of everyone, including the communities we serve. As you may know, ERA has been a corporate real estate sponsor for the Muscular Dystrophy Association (MDA) since 1977. In that time, the network has raised nearly $35 million for Jerry’s Kids and MDA research, and our agents are proud to support that with MDA Walks and by donating a portion of their commission to the fund at every closing. We even ask our customers if they would like to contribute the interest from their escrow accounts. Last year, we contributed $60,000 to help food pantries, Habitat for Humanity, MDA and other local organizations that help the people who live and work in our communities. Our customers know and appreciate that commitment, and I know it contributes to our success.

BP: What’s in store for the future of ERA Key? BT: Frankly, I’m looking toward a gradual transition in ownership to my wife and son. Cheryl does a fabulous job, and Jeff is already a rising star in the Young Leadership Network at ERA, so I’m thinking it’s time for me to ease back and do a little more sailing—maybe take the catamaran to St. Thomas. It won’t happen overnight…we’re just getting prepared, as it were—and the fact that we all work so well together will make the transition easier. Every day is a new day. This company has a rosy future. RE For more information, please visit www.erakey.com.

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{Broker Best Practices}

Preparing for the Future by Paige Tepping

Steven Domber President/Principal Broker Berkshire Hathaway HomeServices Hudson Valley Properties Hopewell Junction, N.Y.

Region served: Mid-Hudson Valley, N.Y. Years in real estate: 32 Number of offices: 7 Number of agents: 225 Who has had the biggest influence on your success? My parents who taught me the value of hard work and entrepreneurship, especially in dealing with different personality types and how to conduct myself as a businessman. Best way to gather industry/local market news: I scour a variety of sources on a daily basis, scanning everything that comes across my desk, constantly reading newspapers and industry publications. Please describe the current trends in your market. Our local market has stabilized but remains sluggish due to lackluster job growth. Although prices have held their own year-overyear, there are little signs of appreciation due to uncertainty over new job creation. We are a bedroom community to the northern suburbs of New York City and have a very strong first-time buyer market driven by affordability and low interest rates. We are in the early stages of recovery and expect continued improvement along with the national economy. How are you reaching out to buyers and letting them know that it’s a good time to buy? The old-fashioned way. We teach our agents to interact with the communities they service and talk to customers, clients and

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prospects about the affordability and the benefits of homeownership. Of course, we are able to reach a wider customer base through electronic and social media and Internet marketing, and our advertising has been more creative and targeted. But our well-educated agents remain our best resource in reaching out to buyers. Our conversion to the Berkshire Hathaway HomeServices brand has also provided us with a great deal of market focus, so we capitalized on the ‘now is a great time to buy’ message: the marketing is changing, and so is our name. How does your company make its agents’ jobs easier? We are a full-service company that is proud of the value proposition we present to our agents. We provide our agents with an extensive marketing and technology platform that is easy to work with, so they have powerful marketing materials at their fingertips. Along with a full-time support team, our inhouse marketing department works with our agents to personalize their marketing campaigns. We also install and remove yard signs for our agents on their listings, so our new cabernet and cream yard arm signs are displayed prominently throughout the region. How are you preparing the firm and your agents for the future of real estate? Our affiliation with Berkshire Hathaway HomeServices is one way we’re laying the foundation for the future. The brand is new and brings a great name to the mix. HSF Affiliates LLC, which operates Berkshire Hathaway HomeServices, is also very progressive with their technology platform and how they’re reaching out and providing us with tools and marketing, lead generation and a national website. Not only are they on the cuttingedge, they’re focused on the real estate business and spending money where it needs to be spent.

What does the real estate office of the future look like? As agents continue to spend less time in the office, the concept of hoteling is where the industry is headed. While the concept seems simple in its explanation, it requires that agents recognize the change in how they work and communicate with their clients, and how they work and interact in their office. Although a minority of agents still utilize an office the traditional way and require their own space, we have found that 75 percent of our agents are in the office less than 10 hours a week. Our challenge is to both downsize and expand into new neighborhoods. We can do this through changing the way offices are staffed and utilizing the technology available to us.

Small Town, Big Service by Nick Caruso

Bruce Garber Broker/Owner CENTURY 21 BHJ Realty, Inc. Sheridan, Wyo.

Region served: The Northeast Wyoming area Years in real estate: 12 Number of offices: 1 Number of agents: 12 Favorite relationship-building strategy: Being an integral part of our community. We live in a small town and get involved in a lot of local events. We align ourselves with non-profits such as the local YMCA, a local rodeo, and others. In addition to that, we’re big believers in long-term relationships with our real estate clients. One of my personal favorites is the client parties that we host. It’s a great way to stay connected long after the purchase or sale is complete and it contributes to the spirit of community that is a part of our company’s culture.

Best advice for new agents: After they select their broker, they need to entrench themselves into their company’s training offerings. This way, they get started off on the right track. Favorite part of your job: My work takes me to beautiful properties. I enjoy interacting with people and watching them “light up” about the many different aspects of the real estate transaction. It’s fun to just get out on the land and be with people. What is your biggest challenge in today’s market, and how is your company taking it on? We’re still coming out of a recession. Our market was hit late by the recession. The best thing we can do is put on a smile every morning; roll up our sleeves and work hard to help people. How have you incorporated social media into your efforts? It’s been interesting watching the evolution of social media and how it’s used in our industry. We are focused on providing great service to clients, so staying on the cuttingedge of social media and other innovations is a challenge. Fortunately, the CENTURY 21 System does that for us. We pay attention to what the CENTURY 21 National Marketing team is doing, including the tools they provide, and through that we’ve become involved with Facebook, YouTube, and Videolicious, to name a few. What demographic segments are driving your business these days? It’s hard to pinpoint a specific demographic, but one thing we know for sure is that there are affluent buyers who are buying in our market. They enjoy the lifestyle, the surrounding nature, low crime rates, great schools and our low income tax. We also work with a fair amount of Gen Xers and first-time homebuyers, baby boomers and other people who are ready to retire.

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What strategies do you have in place to successfully reach out to first-time buyers? Our people, and the market knowledge they possess, are our strategy. They understand local market conditions, the area’s neighborhoods, available properties, and mix that in with understanding the needs, wants and desires of first-time homebuyers. In doing so, our people are able to create a personalized plan that assures first-time homebuyers where they are in the market, what is available from a budgetary perspective, and that they’re going through the process with their best interests in mind. What is your favorite time-saving tool that you use on a weekly basis? My smartphone and iPad. I can sneak in work on the way to places, or if I’m sitting at appointments waiting, I try to utilize my time the best I can with technology.

Maximizing Your Connection with Internet Leads by Zoe Eisenberg

Ginger McQuigg Senior Vice President, Residential Sales Berkshire Hathaway HomeServices Florida Properties Group Clearwater, Fla.

Region served: The Tampa Bay area, including Hillsborough, Pinellas, Pasco, Hernando and Citrus counties  Years in real estate: 35 Number of offices: 15, plus our new Beach Drive office in St. Pete that’s opening in July  Number of agents: 400 residential  Average time on market: 92 days to contract Average sales price: $188,249

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Do your agents utilize your online marketing within their listing presentations? Yes, the public expects online marketing and our sales executives cover the resources during their listing presentations. As a company, we have focused the majority of our marketing efforts toward online marketing.   Many potential buyers are finding homes for sale online and then bringing these “finds” to their broker before proceeding. How is this working for you? This process gives our sales executives another way to obtain a better understanding of what a buyer is truly interested in before taking them to see properties that are currently on the market. Good preliminary work helps a great deal, and the visuals of online searches help everyone. Do you have any special dialogue you use when approaching a new prospect who connected through the Internet? The most important thing we need to do is figure out if they’re shopping for the future or if they have an immediate need. The Internet gives people a way to not only window shop, but dream and plan for their future housing needs, and that’s okay. As real estate professionals, we need to be sure that we understand where a prospect is in the online shopping process and accommodate that individual position for each shopper. Is it easier to convert a consumer if the house they called in on is actually available? Of course. If many of the properties they’re inquiring about are unavailable, it could create a credibility issue.  Some think it’s important for big real estate sites to not allow FSBOs, and to also not post estimated prices that conflict with your own listing price you put on a home. Are your agents aware of which sites abide by these practices? I think this has become a hotter topic today due to some of the competitive changes

that have occurred in the online marketing arena, in addition to the fact that online marketing companies have become more competitive in order to capture the eye of the public. That being said, all of our agents are well aware that realtor.com® does not allow FSBOs on their site. In addition, realtor.com®does not put competing price information on listings that are for sale. When you’re recruiting, do you advertise your ability to market homes online? Absolutely. Realtor.com® ShowcaseSM is one of the value propositions that we focus on when we’re searching for talent to join our team. Many other companies don’t offer this as part of their value package. You have a company-wide program for ShowcaseSM Listings with realtor.com®. Are there tools within the platform that help you promote your properties and get them more attention? This is the reason we have Showcase for everyone in our company—we do it for the seller to attract more buyers through the number of pictures and other value-added features the platform provides. Utilizing this program enables us to offer outstanding marketing services on behalf of the sellers who have entrusted us to sell their house. How do you manage the leads that come to your office through realtor.com®? All of our realtor.com® leads go directly to our sales executives who have the listed property unless the lead comes from a zip code that we have purchased and are on properties listed by someone other than a Berkshire Hathaway HomeServices Florida Properties sales executive.  We know realtor.com® updates listings every 15 minutes in most markets. Do you think this kind of accuracy matters? It absolutely does, especially as the buying

process continues to heat back up. People expect online information to be up-to-date and accurate. Do you think it’s important to support industry-friendly portals like realtor.com®? I think it’s important to support portals that will increase our business, and if they’re industry-friendly, that’s even better. Realtor.com® provides us with marketing opportunities that will ultimately help facilitate a sale, allowing us to fulfill the job we were hired to do.

Cultivating Relationships to Find Success by John Voket

Sally E. Lapides President/CEO Residential Properties Ltd., a member of Leading Real Estate Companies of the World® Providence, R.I.

Region served: Rhode Island, nearby Massachusetts and Connecticut Years in real estate: 39. I opened Residential Properties Ltd. in 1981 after five years in the business. Number of offices: 5 Number of agents: 170 Key to staying profitable: Pay attention to growth and control expenses simultaneously. Can’t live without tech tool: My iPad with the best Keynote listing presentation ever! Most effective recruiting hook: Not only are we high-tech and high-touch, but our marketing and agent support is unsurpassed. Best professional advice you ever received: My mother was my mentor. She taught me that everyone you meet is a potential client and emphasized the

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importance of cultivating relationships in order to find success. How does Residential Properties Ltd. position itself across Rhode Island and throughout New England as a go-to brokerage for relocation clients? As a member of the Leading Real Estate Companies of the World® network, we offer relocation services locally, nationally and internationally. As the local expert, our fully staffed, non-selling relocation division focuses on providing full-service relocation in Rhode Island and nearby Massachusetts while utilizing our LeadingRE network partners at the departure site—remaining the one point of contact throughout each move. We are the only company in all of New England to have earned LeadingRE’s RELO® Quality Certification. You said your company prides itself on being high-tech and high-touch. Let’s hear about a couple of your most recent technology innovations. We have developed an iPad listing presentation that has put us head and shoulders above the competition, winning us listings each and every time. We also have in-house videographers producing original videos for our listings. In addition, our regionally superior website is ever-changing and constantly evolving. And we’ll be unveiling our new, fully

responsive website later this year. How do you train both new and veteran agents so they can maximize the advanced technology tools you provide? That is one of our biggest challenges. Young agents were born communicating with computers. Older agents who want to remain relevant work hard to learn a new way of accessing information and communicating. We have an in-house trainer who attends weekly meetings in our offices and holds monthly Learn at Lunch sessions to help bridge this technology gap. And we provide full-time technology staff support to all of our agents. In what ways does the firm support community initiatives? Individually and collectively, Residential Properties Ltd. is highly integrated in the communities we serve. Our commitment to the arts, education and human services is decades strong. We volunteer our time and underwriting support to many organizations that help make our state a wonderful place to live and work. Not only have we built a house for Habitat for Humanity, but also, we’re mentors for Year Up, an organization that provides urban young adults with skills, experience and support as they work to develop professional careers and pursue higher educational opportunities. RE

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In Most of U.S., Buying Beats Renting after Only Two Years

n half of U.S. metros, buying a home is a better financial decision than renting for homebuyers who plan to stay in their home for at least two years, according to the first quarter Zillow® breakeven horizon analysis. Among the 35 largest metro areas analyzed by Zillow in the first quarter, those with the shortest breakeven horizon were Riverside (less than 1 year), Orlando (1 year), Tampa (1.1 years) and Miami-Fort Lauderdale (1.2 years). Large metros with the longest breakeven horizon included Washington, D.C. (4.2 years), Boston (4 years), Phoenix (3.3 years), San Diego (3.2 years), Minneapolis and

Baltimore (both 3.1 years). “Rents keep rising, and mortgage interest rates remain very low, which is helping to skew the rent vs. buy decision toward buying for those who can afford it. Many renters may ask themselves why renew a lease, when you can break even on the same home in less time in many areas,” says Zillow Chief Economist Dr. Stan Humphries. “However, some renters still have to overcome significant hurdles before they can pull the trigger on homeownership. For those renters who can’t qualify for a mortgage or aren’t able to save enough for a down payment on a house, renting can be a more flexible, and often far less frustrating option for many people.” Zillow’s breakeven horizon takes

into account all possible costs associated with buying and renting, including upfront payments, closing costs, anticipated monthly rent and mortgage payments, insurance, taxes, utilities and maintenance costs. It then factors in historic and anticipated home value appreciation rates, rental prices and rental appreciation rates to help calculate the point, in years, at which buying becomes less expensive than renting. RE For more information, visit www.zillow.com.

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The 5 Essential Personality Traits for Successful Entrepreneurs

first-quarter survey of start-up entrepreneurs’ confidence levels found a whopping 91 percent were “confident” or “very confident” that their companies would become more profitable in the coming 12 months. Nearly half anticipate hiring more employees in that time, according to the April poll of nearly 2,000 CEOs by LegalZoom. That doesn’t surprise Corrine Sandler, CEO of Fresh Intelligence Research Corp., a global business intelligence company. “Any natural entrepreneur is bursting with confidence, both in him- or herself and in the conditions they control,” says Sandler. In fact, she says, confidence is one of the five key traits shared by successful entrepreneurs. “Entrepreneurs need risk to thrive, so believing in themselves and the people they’ve put in positions of responsibility is essential,” she says. “There’s no room for doubt and second-guessing yourself.” Use your strengths to shine and hire people to handle the jobs that don’t play to your strengths, she advises. You’ll reinforce your own positive self-image and you’ll give those around you even greater confidence in you, which will help feed your belief in yourself. Sandler, who has worked with Fortune 500 companies for more than 20 years and is a member of the global Entrepreneurs’ Organization, says true entrepreneurs (economic change agents, as she calls them) also share the following personality traits:

8Vision: Successful entrepreneurs are always thinking ahead—planning the future with imagination and wisdom. Having a vision means being able to manifest original ideas. Strategic coaches can help you define your vision, if that’s not your strength. Sandler relies on worksheets to crystalize and drive the vision home. “What you visualize will materialize,” she says.

8Passion: It can’t be developed through leadership training, but everyone has the capacity for it, Sandler says. “It’s the source of incredible energy that feeds on one of our most powerful emotions and compels entrepreneurs forward with excitement and enthusiasm.” 8A fighter’s instinct: The best fighters have studied their competition, identified their strengths and weaknesses, and use that knowledge to develop a strategy to beat them. They’re determined to give it their all, whether they’re winning or losing. “When things are going well, the entrepreneur who thinks the fight is over and he has won will quickly find himself knocked to the mat,” Sandler says. “Equally important is having the mental fortitude to keep fighting when you’re at the bottom, bruised and bloodied.” Of course, “the fight” doesn’t involve punches or artillery. In business, it involves constantly assessing the competitive market and taking proactive measures to ensure your business holds the advantage.

8Rebel: Entrepreneurs are agents of change; they predict the future by creating it. “You can’t be content with maintaining the status quo, you must push the limits,” Sandler says. “Use intelligence to quickly and accurately identify—and act on—market trends. Dare to be different!” She cites WattPad and, specifically, Allen Lau, founder and CEO. A compelling, thought-provoking entrepreneur, Lau has built the world’s largest community for reading and sharing stories. The “big 6” publishing giants missed the idea, which Lau capitalized on, creating a social media platform that allows amateur authors to connect directly with readers. It hosts more than 5 million usergenerated stories in 25 languages, with half a million new stories every month. “Now, that’s a rebel with a cause,” Sandler says. Not everyone was born to be an entrepreneur, she says. “But if that’s what you believe you want, do an honest self-assessment. If you’re lacking in one of these traits, address it.” RE

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Face Why Broker Networking Matters More than Ever by Maria Patterson

verused and often under-rated, the concept of networking has become a ubiquitous part of modern culture. However, that doesn’t dilute the value

of smart, selective, focused networking for those who know how to do it right. Power Brokers, in fact, view it as one of the most important components of running a profitable real estate firm, and despite juggling an increasing number of priorities, they make sure networking stays toward the top of the list. Here, some of the country’s leading Power Brokers share why face time, at the right time with the right people, is more important than ever.

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Time Fulfilling a Basic Need

In a nutshell, brokers need each other. Especially given the quickchanging nature of consumers and market trends. “Being a broker can be a lonely business,” says Pam O’Connor, president and CEO of Leading Real Estate Companies of the Pam O’Connor World® (LeadingRE). “It’s difficult for someone in that leadership role to share challenges or vet potential opportunities without exposure to non-competing peers with similar goals. Coming together to mentor one another, solve problems and share ideas is invaluable.” Ed Krafchow, chairman and CEO of Better Homes and Gardens MasonMcDuffie Real Estate, agrees. “This is the loneliest ‘people career’ on the planet. Ed Krafchow For a real estate broker, there is real isolation within your firm and with the competitors around you. To get amongst your peers and listen to their solutions to like-kind problems is extraordinarily meaningful.” Industry networking events—from brand and network conferences to

media-sponsored events—provide brokers with important vehicles for gathering with their peers from around the country, and sometimes the globe. “There are very few opportunities for brokers to let down their guard and be able to interact with their peers in a safe, candid environment,” says John Featherston, president & CEO of RISMedia, hosts of the Real Estate CEO Exchange in New York and the Power Broker Forum, Reception & Dinner at The National Association of REALTORS® Conference & Expo. “That’s why we tailor our events to accommodate and support the industry’s leading brokers.” According to Helen Hanna Casey, president of Howard Hanna Real Estate Services, specific broker-to-broHelen Hanna Casey ker networking is the most valuable part of any industry event. “I love the

cocktail time when we can actually get a chance to talk shop with our peers. We get to exchange ideas that are ‘rolling around’ in our heads but we haven’t tried yet,” she explains. Prudential California President Gretchen Pearson’s primary networking groups are the Prudential Real Estate Apex/Pinnacle group and the Broker Council (TBC) Networking Group, which includes 13 brokerages from different parts of the U.S. and Canada. She combines participation in these groups with attendance at broader industry events. According to Pearson, “The networking meetings provide us with the opportunity to gain candid, first-

“There are very few opportunities for brokers to let down their guard and be able to interact with their peers in a safe, candid environment.” – John Featherston, President & CEO, RISMedia

RISMedia’s REAL ESTATE June 2014 81

hand understanding of the successes and challenges of other brokerages. With a free exchange of questions, ideas and expla- Gretchen Pearson nations, we are able to learn lessons that we can immediately apply to our business.” At the brand executive level, networking is equally as valuable. Robert Moline, president and COO of HomeServices of America, stays involved in several networking groups, including: HomeServices of America Executive Leadership; Berkshire Hathaway Energy Executive Leadership; The Realty Alliance; the National Association of REALTORS® (NAR); and the Berkshire Hathaway HomeServices/ Prudential Big Broker Network (Gibraltar). Robert Moline According to Moline, these networks provide him with access to new and different perspectives, expose him to the latest trends and technology, and allow him to learn from the challenges and successes of other real estate executives. “As an industry leader, I believe that I have a responsibility to actively participate in shaping our industry and its current and future business models, and these networking events provide an opportunity to drive these important discussions,” explains Moline. Specific networking goals vary from broker to broker depending upon his or her particular circumstances. But networking knows no boundaries and is invaluable at every stage of a broker’s journey. “In the initial phase of my career, I attended meetings to keep current with industry news, legislation, and education,” explains Krafchow. “In the middle of my career, I became a kind of ‘educator and getting educated’ attendee. And in this phase of my career, I attend to ‘understand’— understand how the industry is mov82 June 2014 RISMedia’s REAL ESTATE

ing and how best I might serve my organization and the industry.”

Selecting from a Sea of Options In an industry as multitudinous as real estate, brokers are faced with a colossal number of networks and networking events to choose from. Selectivity, therefore, is a must. As The Realty Alliance President and CEO Craig Cheatham explains, “Many believe there are too many gatherings in the real estate indus-

“Not every network is essential to a broker’s success, but only those that deliver real value on an ongoing basis.” –Craig Cheatham, President & CEO, The Realty Alliance

try these days. Not every network is essential to a broker’s success, but only those that deliver real value on an ongoing basis.” According to Cheatham, The Realty Alliance ensures value Craig Cheatham for its members at meetings by stripping away mechanics like committees, and limiting vendor participation. “The bulk of our programs focus on peer-to-peer discussions on the most relevant topics so participants learn specifics on what is happening now on the front lines.” O’Connor advises brokers to “mix it up,” recommending that in addition to their own network or brand con-

ferences, they also attend smaller, cross-industry conferences, such as those sponsored by RISMedia. “While we tend to gravitate toward events with like-minded people from similar types of companies, it can be beneficial to mix it up.” Hanna, a member of both The Realty Alliance and LeadingRE, enlists her executive team to also cover networking events so that she can be present at her “personal favorites.” “I always kick off the fall season with RISMedia’s Real Estate CEO Exchange,” says Hanna. “It refocuses me for the last quarter drive. Because of the limited size, it enables me to have quality time with peers while having the opportunity to listen to outside industry speakers. The Realty Alliance spring and fall meetings are especially valuable. The forums are great because forum leaders plan topics in advance, so we are prepared to discuss the issues that are most pressing to our members and we are under confidentiality. The LeadingRE Conference allows us to get a broader overview of the industry because of the size and scope of the conferences. It gives me a chance to connect with brokers that we refer to throughout the year. NAR Midyear (now called the REALTOR® Party Convention & Trade Expo) is a must to keep in touch with national legal and policy decisions. Other management also attends RESPRO, NAR Annual and other industry conferences.” Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate in Omaha, Neb., is not only selective about which events he attends, but also about how he focuses his time at the events. “I’ve been going to RISMedia events for six or seven years,” says Leisey. “I like the Vince Leisey panels because you get to learn from other brokers, but more important for me is the other people you meet from outside your

“We have our playground in our own backyard and we can forget that there’s so much more going on.” –Christine Hansen, Broker/Owner Century 21 Hansen

network and hearing their different perspectives. To me, the networking and people you meet and the ideas you receive are as valuable, if not more valuable, than the educational sessions.” Many brokers also count their association involvement as an important part of the networking equation. “I’m on the board of directors of our local and state associations, and I’ve also been involved in NAR,” says Tom SkiffTom Skiffington ington, broker/owner of RE/MAX 440 and RE/MAX Realty in Pennsylvania. “Also, through our parent organization, RE/MAX, there are a lot of opportunities to talk to other brokers at training events. I’m also a mentor in the Brian Buffini program and meet a lot of people that way. Great networking also happens through RPAC (REALTORS® Political Action Committee), where I get to talk to brokers about the issues we’re all facing.” Christine Hansen, broker/owner of Century 21 Hansen in Fort Lauderdale, Fla., includes a blend of local, state and national events into her networking strategy, such as Florida REALTORS® Christine Hansen events and nationally, the NAR Leadership Academy. “I still talk to the people I met at the Leadership Academy and they are spread throughout the nation,” she explains. “I love being able to see what’s going on in other states. This keeps me informed at the larger level and helps me be a little bit more vision-

ary in terms of trends. We have our playground in our own backyard and we can forget that there’s so much more going on.”

The Tangible Value of Networking While idea-sharing with peers is an important cornerstone of successful networking, certain types of focused networking can yield tangible results for brokers. Broker networks, for example, serve as an important source of referral business for their members. Thaddeus Wong, co-founder of the Chicago area’s @properties, is a member of the Leading Real Estate Companies of the World®. “LeadingRE is a great compilation of some of the largest Thaddeus Wong independents around the world,” says Wong. “When you’re sending a referral outside of your market and you’re part of a network where you can find the best agents at the best companies, it replaces the role of a franchise. Being part of LeadingRE allows us to be part of a bigger community, and to build relationships, share and collaborate with other brokers.” Some brokers also reap big rewards by flipping the traditional equation and serving as a speaker at events, rather than an attendee. “I travel and speak to other large real estate companies on a regular basis,” says Leisey. “I give a speech in the morning, then do a coaching session, and then spend all afternoon meeting with the owners. I

find it incredibly valuable to sit there with the management team working through what they’re doing. It always sheds light on something for me.” Hansen enjoys real-time business benefits, thanks to the effort she puts into one-on-one networking with brokers and related professionals, such as appraisers, in her own community. “When you build a relationship with fellow brokers, you can call and talk to that broker and disarm situations among agents. If they know you and respect you, you can work through issues more easily,” she explains. Hansen has avoided legal action over simple agent mistakes, and facilitated more accurate appraisals due to the credibility she has built through one-on-one networking. Sandra Miller, president of Engel & Völkers in Santa Monica, Calif., recommends that brokers also consider adding a global Sandra Miller element to their networking agenda. “Because Engel & Völkers is international, we attend at least two international events each year,” she explains. “In 2013, I attended the E&V Mallorca Event, for 1,000 E&V employees from around the world. My shop also participated with a company booth at the London Luxury Property Show. These events offer extraordinary opportunities to meet with not only E&V employees, but also other brokers and salespeople

“It is critical that we get outside of our own business in order to see where we really are.” -Gretchen Pearson, President, Prudential California

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from around the world and learn about their specific markets, how they service and interact with their high net-worth (HNW) clientele, as well as meeting face-to-face with potential HNW clients. At the London show, for example, I was able to learn currency conversion techniques that can save my clients hundreds of thousands of dollars. It’s really about building your knowledge base and referral sources around the world so that you can advise your clients properly.”

Striking a Balance, Maximizing Value While networking opportunities abound, the challenge for brokers lies in deciding whether it’s more important to spend time out of the office networking or in the office taking care of business. Deciding which networking events to attend and when must be very carefully calculated to ensure brokers are receiving maximum value. “As executives, we are challenged to carve time out of our schedules,” says Pearson. “We choose to invest our time in events that will challenge our thinking and present new ideas. It is critical that we get outside of our own business in order to see where we really are.” According to Skiffington, the balance between time spent out of the office networking and in the office taking care of day-to-day business is an ongoing challenge. “I basically pick and choose the networking opportunities that I believe are most important and scatter them throughout the year,” he explains. “The decision is also based on the time of year and where the event is taking place. I’ve also streamlined our business both for me personally and for our agents so that we’re very mobile.” Broker/owner Robyn Erlenbush of ERA Landmark Real Estate in Bozeman, Mont., participates in sev-

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“We have no interest in the same speakers or panels rehashing the same issues, so we read agendas carefully.” -Helen Hanna Casey, President, Howard Hanna Real Estate Services

eral networks and attends several industry-wide events that attract out-of-thebox thinkers. “I enjoy spending time with those creative professionals,” she exRobyn Erlenbush plains. “I base my decision on the quality of the speakers and the content. It also helps if it is a place where my husband can golf.” “For spending time and money, we like to get a cross-section of ideas, so it’s important that we have our leadership team attend different conferences,” says Casey. “We have no interest in the same speakers or panels rehashing the same issues, so we read agendas carefully. Great hotels and restaurants have a benefit, but it’s content and who the attendees and speakers are that attracts us.”

A Competitive Advantage, Company-wide Brokers agree that their networking efforts give their respective firms a true competitive edge. But in order to truly benefit from networking, brokers must go with a game plan and follow through afterwards. “The hallmark of a good leader is knowing what you don’t know,” says O’Connor, “so getting outside of your comfort zone to attend at least one new type of meeting a year can be eye-opening and energizing. For those you attend regularly, it’s important to evaluate what you want to get from a meeting before you go. Look at the speakers, the session topics and, if available, the attendee list.

Be purposeful while at the meeting. Focus on actionable take-aways and implement one or two ideas afterward to justify the investment of time and money.” “Simply filing away the notepad full of great ideas from the meeting does no one any good,” says Cheatham. “Before someone heads off to an event, that person should be armed with a list of challenges and questions the firm is wrestling with currently, with the aim of bringing back to the team information that addresses those most-relevant items from multiple sources at the meeting.” When tackled effectively, however, networking pays off not only for the broker in attendance, but for his or her entire team as well. According to Leisey, networking— “without question”—gives his firm an important leg up in its market. “For us, especially being in the Midwest, following the trends in other markets is really important. The more people I can meet and learn from, gives us the competitive edge,” he explains. “We have the philosophy within our organization that when we stop changing and stop doing things, that is the beginning of the end for us.” Pearson agrees. “There is no question that our sales professionals receive benefits from our participation in networking groups,” she explains. “The knowledge that we gain enables us to improve the delivery of our services to our sales professionals, and supports us in implementing services that help us to provide enhanced services to our clients.” RE

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{Ask the Experts}

Matt Vernon Home Loans Sales Executive Bank of America www.bankofamerica.com

Why is it so important to connect with clients and share resources that prepare them for homeownership?

For many years, certain home loans required that first-time homebuyers complete a HUD-approved homebuyer education program. Today, homebuyer education has become much more than just a product-specific requirement. It is now business as usual. Homebuyer education programs

play a role in regulatory compliance, as the Consumer Financial Protection Bureau rules require pre-purchase education if homebuyers choose to take out higher-cost loans. Other types of educational resources address consumers’ desire to understand and prepare themselves for the home-buying process, as well as the intricacies of obtaining a home loan and understanding the different types of mortgages available. Thankfully, lenders, non-profit organizations, government agencies and many others have begun to offer educational tools and resources to consumers, or have made significant advancements to their existing tools to make them easier to use, more interactive and more current.

At Bank of America, we know that consumers are especially focused on budgeting, saving and understanding credit and money management—all skills that are needed to prepare for home buying. Since these preparatory skills lay the groundwork for successfully meeting numerous financial goals throughout life, we want to help consumers learn the “how” and “why” of personal finance by offering online resources that are easy to access and user-friendly. That’s why Bank of America has teamed up with Sal Khan and the Khan Academy on BetterMoneyHabits.com, an initiative dedicated to helping consumers develop better everyday financial habits. BetterMoneyHabits.com offers videos to help people prepare to buy a

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home by taking a bite-sized and easily digestible approach, including:

Jay Gregg Director of Marketing Pillar To Post www.pillartopost.com

8“How to set a budget and stick to it,” viewed more than 650,000 times. 8“Steps to help you get out of debt,” viewed more than 2 million times. 8“Understanding how mortgage rates work” 8“Planning for extra costs when buying a home” 8“How much home can you comfortably afford?” Agents who connect prospective clients with educational resources demonstrate they want to build a relationship. Connecting people with tools that help them meet financial goals, including preparing for homeownership, positions an agent as a trusted advocate— a professional who is concerned about more than just a single real estate transaction. In today’s connected world, spreading the word about tools like BetterMoneyHabits.com can be easily integrated into an agent’s social media strategy. Of course, clients have different preferences and needs, so remember that many communities offer more traditional homebuyer education programs as well.

What are the top defects found in new-construction homes?

Many homebuyers think new homes are problem free, but that’s a big misconception. Although there are many perks to purchasing a newly constructed home, they’re not impervious to installation defects, and on many occasions, these defects can be overlooked by municipal inspectors. Defects can occur in the design, the materials, the installation of prefabricated items or appliances, or the carpentry and construction itself. The residential construction industry has been on the rise as of late in many regions across the country, attracting many homebuyers to beautiful, newly-constructed homes. Although many new homes are built from scratch, some houses on the market are built after the tear down of an old house. This means the new houses are substantially bigger than the houses they replace. These

“Many homebuyers think new homes are problem free, but that’s a big misconception. Although there are many perks to purchasing a newly constructed home, they’re not impervious to installation defects, and on many occasions, these defects can be overlooked by municipal inspectors.” – Jay Gregg Director of Marketing, Pillar To Post

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larger homes tend to have unique needs, especially in regard to the electrical system, requiring larger electrical service. If the person installing the electrical fixtures is an amateur, or simply doesn’t have experience in larger electrical wiring, many things could go wrong. The majority of construction tasks, including foundation, framing, plumbing and electrical work, are usually subcontracted out to the lowest bidder, with speed— not quality—being an important consideration for the builder. With many tasks occurring at similar times during the building process, it’s impossible for the builder or contractor to personally monitor all phases of the home construction, leading to mishaps. While older homes have their own list of probable issues, the top defects found in new-construction homes typically involve incomplete work, damaged systems, or even missing pieces of key materials and imperfect workmanship. These issues might seem minor to a homebuyer purchasing a home for the first time, but a skilled and experienced home inspector can catch these flaws and prevent major structural defects in the future. New homes are never constructed perfectly, but a proper home inspection shouldn’t hurt your wallet. Knowing upfront what issues your home has could end up saving you thousands of dollars in the long run. The most reliable way to prevent spending thousands on home repairs is by hiring an unbiased, third-party home inspector.

Doug Breaker President and CEO HomeFinder.com www.homefinder.com

Are open houses still relevant in the current real estate market, and how can real estate professionals update their open house strategy?

In a competitive real estate climate, a well-executed open house is a proven way to sell a listing. We regularly speak with many successful real estate agents on what sets them apart in their local markets. The most successful real estate agents understand the importance of wellexecuted open houses as a valuable selling tool. A strategically planned open house achieves one of three goals: 1) sell the home; 2) network with potential clients; and 3) provide your sellers with valuable feedback. In late 2013, HomeFinder.com acquired Open Home Pro, the open house iPad app that thousands of real estate agents use—and love. Open Home Pro provides agents clear data on attendees, offers easy follow-up methods, and can help facilitate a faster sale. According to Open Home Pro data from March 2014, approximately 60 percent of visitors who signed into open houses via Open Home Pro did not have an agent yet. This data shows that open houses also offer a tremendous opportunity to gain new clients. The following five tips will help you rethink your open house approach and lead to your most suc-

cessful selling season yet.

Counsel your clients. Prepare your sellers before your open house begins. Educate them on open-house best practices like staging, depersonalizing and decluttering. Encourage them to remove picture frames, personal items and any indication of pets. Walk them through what will happen the day of the open house, including what time they should leave the home and how you plan to highlight the listing’s best assets.

Prepare for a successful event. Build excitement leading up to your open house. Drive traffic to your event by sharing listing photos on social media or via email. For added interest, showcase the listing’s unique features on Pinterest or highlight the neighborhood by creating a short video. Have listing brochures and signage made ahead of time. The day of the event, place the signs on surrounding streets so visitors can easily locate the property. Finally, give the home a welcoming feel by opening the drapes to let natural light shine through.

Ditch the notepad. After a busy open house, trying to decipher a messy sign-in sheet can be frustrating and makes following up with potential buyers difficult. Take the guesswork out of your sign-in process by using Open Home Pro. This app uploads all visitor information automatically and sends attendees an email with the property details and your contact information immediately after they sign in.

“A strategically planned open house achieves one of three goals: 1) sell the home; 2) network with potential clients; and 3) provide your sellers with valuable feedback.” – Doug Breaker

President and CEO, HomeFinder.com

Identify hot leads. After meeting dozens of homebuyers, it can be difficult to identify which you should follow-up with to successfully sell the property. Use Open Home Pro to determine if a visitor is ready to buy, working with an agent or pre-qualified for a mortgage. The app allows you to follow-up directly from your tablet and will notify leads automatically with important information like a price decrease.

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Use data to improve your open house’s ROI. During your open house, make note of buyers’ comments and concerns on your tablet using Open Home Pro to create a feedback loop with sellers. Postopen house, use this feedback to advise your clients on selling strategy and listing-price adjustments. This information could be crucial in making the sale.

Mike Vazeii Director, Product & Segment Marketing American Home Shield www.ahs.com/realestate

Where can I find helpful educational resources for real estate professionals and homeowners?

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There are many great educational resources available today that are easy for real estate agents and homeowners to access. In fact, AHS has a full suite of informational resources and materials that we make available to the real estate industry and consumers. Fortunately, many of these are just a click away. For example, real estate professionals can visit www.realestateinsidermag.com, an online magazine with dynamic business tips, marketing advice, social media pointers, a blog with timely information, and more. Agents who are seeking resources for their clients can direct them to www.welcomehomeresource.com, a website designed to help reduce the stress of real estate transactions for home sellers and buyers. There, sellers will find a link to www.openhouseresource.com, which offers valuable information about listing homes, and a link to www.firsthomeresources.com, an

online resource to help shepherd first-time homebuyers through the real estate transaction process. Real estate professionals and consumers alike will want to bookmark www.homestructions.com, which contains great content for homeowners about maintaining home systems and appliances for optimum efficiency. This popular site covers home care subjects related to heating, cooling, electrical systems, appliances, plumbing and green living. Homeowners should also check out www.ahs.com/home-matters, a site designed specifically to help busy homeowners balance the many demands of running a home. For easy and enjoyable learning, the AHS YouTube Video Series features professionally developed, high-quality content designed for real estate agents, buyers, sellers and homeowners. The topics in the series are frequently updated and are delivered in a concise, conversational format. Real estate profes-

“There are many great educational resources available today that are easy for real estate agents and homeowners to access. In fact, AHS has a full suite of informational resources and materials that we make available to the real estate industry and consumers. Fortunately, many of these are just a click away.” – Mike Vazeii Director, Product &Segment Marketing, American Home Shield

sionals can find valuable information to help build client relationships, and the Home Matters video series features more than 20 topics specifically for homeowners, including preventative maintenance and troubleshooting tips, plus do-it-yourself fixes. The videos can be found at www.YouTube.com/user/TheAHSTeam. When it comes to knowledge resources, this is just the tip of the iceberg. We also offer a host of marketing tools that contain educational information for real estate agents and their clients, and our AHS Account Executives are the best resource around for gleaning real estate and service expertise. After 43 years of working closely with the real estate industry, we have a wealth of information that we are happy to share with our real estate partners and their clients. I’d encourage all real estate professionals to visit these links, to share them with their clients as a value-added service, and to contact their AHS Account Executive for even more information. When it comes to real estate, knowledge truly is power for you and your clients. Visit www.ahs.com/realestate to learn more. RE

Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®....................................................................................... 93 American Home Shield............................................................. 93 Bank of America Home Loans................................................... 93 Berkshire Hathaway HomeServices........................................... 93 Better Homes and Gardens Real Estate LLC.............................. 93 By Design Publishing................................................................ 93 Carrington Real Estate Services................................................ 93 Centralized Showing Service..................................................... 93 Century 21 Real Estate LLC...................................................... 93 Certified New Home Specialist.................................................. 93 Citibank................................................................................... 93 DocuSign................................................................................. 94 ERA Franchise Systems, LLC..................................................... 94 FeedbackCentral...................................................................... 94 Home Warranty of America, Inc................................................. 94 HomeFinder.com...................................................................... 94 Homes.com............................................................................. 94 HomeSmart International......................................................... 94 HSA Home Warranty................................................................. 94 Hubzu®.................................................................................... 94 Leading Real Estate Companies of the World®.......................... 94 Lumentus Social...................................................................... 95 Mobile Real Estate................................................................... 95 National Association of REALTORS®.......................................... 95 Norman-Spencer Agency, Inc.................................................... 95 On The Move, Inc...................................................................... 95 The Personal Marketing Company............................................. 95 Pillar To Post Home Inspectors.................................................. 95 Pinnacle Quest Consulting........................................................ 95 Point2...................................................................................... 95 Prudential Real Estate ............................................................. 96 Radian Group Inc. ................................................................... 96 The Real Estate Book............................................................... 96 Realogy Holdings Corp............................................................. 96 realtor.com®............................................................................ 96 Realtors Property Resource®.................................................... 96 Realty Executives International, Inc........................................... 96 Realty ONE Group.................................................................... 96 RE/MAX, LLC............................................................................ 96 RentalRoost, Inc....................................................................... 96 RIS Consulting Services........................................................... 97 SharperAgent........................................................................... 97 Showing Beacon...................................................................... 97 Stewart Title............................................................................. 97 Top 5 in Real Estate................................................................. 97 Top Producer® CRM.................................................................. 97 Verl Workman Seminars............................................................ 97 VScreen................................................................................... 97 Weichert, Realtors.................................................................... 97 WellcomeMat........................................................................... 97 zipLogix.................................................................................... 97

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RREIN Service Providers Berkshire Hathaway HomeServices Ambassador Real Estate..... 98 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®......98 Berkshire Hathaway HomeServices, Florida Network Realty....... 98 Berkshire Hathaway HomeServices Florida Realty..................... 98 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.......98 Berkshire Hathaway HomeServices Georgia Properties.............. 98 Berkshire Hathaway HomeServices Nevada Properties.............. 98 Berkshire Hathaway HomeServices The Preferred Realty.............. 98 Better Homes and Gardens Real Estate Mason-McDuffie.......... 98 Better Homes and Gardens Real Estate Rand Realty................. 99 Calcagni Associates Real Estate............................................... 99 CENTURY 21 Affiliated.............................................................. 99 CENTURY 21 Alliance................................................................ 99 CENTURY 21 Award.................................................................. 99 Century 21 New Millennium................................................... 99 CENTURY 21 Scheetz............................................................... 99 Coach Realtors®................................................................... 99 Coldwell Banker Advantage....................................................... 99 Coldwell Banker D’Ann Harper, REALTORS®............................... 99 Coldwell Banker First Realty.................................................... 100 Coldwell Banker High Country Realty...................................... 100 Coldwell Banker Hunter Realty................................................ 100 Coldwell Banker Kappel Gateway Realty.................................. 100 Coldwell Banker Platinum Partners......................................... 100 Coldwell Banker Prime Properties........................................... 100 Diane Turton, Realtors®....................................................... 100 Fillmore Real Estate............................................................... 100 First Team® Real Estate.......................................................... 100 Five Star Real Estate.............................................................. 100 GARDNER, REALTORS®........................................................... 101 Gloria Nilson & Co. Real Estate.............................................. 101 Harry Norman, REALTORS®..................................................... 101 HJN Team Real Estate............................................................. 101 J. Rockcliff Realtors®........................................................... 101 Jordan Baris, Inc., Realtors®................................................ 101 McCOLLY Real Estate.............................................................. 101 Patterson-Schwartz Real Estate.............................................. 101 Prudential Alliance, REALTORS®.............................................. 101 Prudential California Realty.................................................... 102 Prudential Lancaster.............................................................. 102 Prudential Select Properties..........................................................102 Prudential Towne Realty.................................................................102 Real Estate Teams, LLC..................................................................102 Real Living Lifestyles Real Estate...................................................102 RE/MAX 440 and RE/MAX Central......................................... 102 RE/MAX of Boulder, Inc.......................................................... 102 RE/MAX Crossroads............................................................... 102 RE/MAX Gateway................................................................... 103 RE/MAX Premier Group ......................................................... 103 RE/MAX Professionals............................................................ 103 RE/MAX Suburban................................................................. 103 RLS, REALTORS®.................................................................... 103

ABR® (800) 648-6224 • www.rebac.net • Chicago, Ill. • Marc Gould Brokers are busy with many competing priorities. They should feel comfortable with their salespeople who have earned the ABR® designation when working with buyer-clients. Real estate professionals can hone their skills in representing the needs of homebuyers in real estate transactions and earn the coveted Accredited Buyer’s Representative (ABR®) designation. That training gives an agent knowledge and confidence to navigate the current market.

American Home Shield (800) 735-4663 • www.ahs.com/realestate American Home Shield, a subsidiary of The ServiceMaster Company, founded the home warranty industry in 1971 and remains the industry leader. Servicing more than 1.3 million customers across 49 states, the company also issues and administers preventive maintenance contracts on major home systems and appliances in 48 states. The Memphis-based company operates three customer service centers, employs approximately 1,600 people and has a national contractor network made up of more than 10,000 independent home-service contractors.

Bank of America Home Loans www.bankofamerica.com/agentresources At Bank of America, we’re focused on creating real, meaningful connections with individuals, businesses and communities to help them connect with what matters most. Everyday, we’re proud to partner with our customers, bringing them our skills and expertise, in order to help make their financial lives better. AR4ACD29.

Berkshire Hathaway HomeServices (800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate. The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

BETTER HOMES AND GARDENS REAL ESTATE LLC (866) 616-4224 • Madison, N.J. • Sherry Chris, President & CEO Better Homes and Gardens Real Estate LLC, the newest Realogy brand, launched its international franchise system in the residential real estate marketplace in July 2008. In October 2007, Realogy, a global franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services, entered into a 50-year agreement to license the Better Homes and Gardens® Real Estate brand from Meredith Corporation, one of the nation’s leading media and marketing companies. For more information, visit the “company facts” section at www.realogy.com/media, or participate on the company blog at www.bhgrealestateblog.com.

By Design Publishing (877) 423-4567 ext. 600 • www.bydesignpublishing.com By Design Publishing brings expertise and a singular emphasis on helping real estate professionals distinguish themselves from the competition through high-quality personally branded content pro-

grams. Since 2002, savvy real estate agents have relied on us for customizable marketing tools that develop their personal brand and propel their business to the next level. By Design Publishing delivers award-winning print and online personally branded content solutions that help real estate agents convey their unique brand story.

Carrington Real Estate Services (877) 330-2773 • Carringtonrealestate.com/Join Carrington Real Estate Services is one of the 18 companies under the Carrington Holding Company, LLC. Together, these businesses cover virtually every aspect of the single-family residential real estate transaction, including investment in U.S. real estate and mortgage markets, loan origination and service, asset management and property preservation, rentals, title and escrow services. By leveraging our family ties, we have grown to be one of the largest residential real estate brokerages in the country in just five short years. Join our network of more than 1,200 sales professionals serving 26 states.

Centralized Showing Service (877) 688-SHOW (7469) • www.showings.com • Overland Park, Kan. Established in 1994, Centralized Showing Service is one of the nation’s premier home-showing, appointment-setting services, with six call centers that service 70+ markets across the country. Each year, more than 15 million showings are scheduled for their more than 139,000 agent members. Agents can compile detailed showing reports and enter feedback into reports that can be given to sellers to keep them informed on their home and let them know what they need to improve.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is the franchisor of the world’s largest residential real estate sales organization, with approximately 7,100 independently owned and operated franchised brokerages and approximately 103,000 real estate professionals in 74 countries and territories worldwide. Technology initiatives include both English and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the CENTURY 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

Certified New Home Specialist (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate, and construction experts, Dennis and Teresa Walsh. The Walsh’s have established Certified New Home Specialist™ as the #1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

citibank (877) 847-2484 At Citibank, we align our strategic objectives with real estate organizations who share our client-centric vision. Our unique approach redefines the traditional boundaries of the home purchase mortgage process by coherently addressing all of the relevant steps from the point of early online shopping to the loan closing. We have tailored our sales process and fulfillment approach to provide best-in-class

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mortgage solutions; thus enabling you, as real estate agents, the opportunity to achieve optimum profitability, while receiving unparalleled service execution and client satisfaction. To learn more, contact us at 877-847-2484 or retailpartnership@citi.com.

Docusign (866) 219-4318 • www.docusign.com/nar • Seattle, Wash. • Suzanne Alberti, Marketing Campaigns Program Manager - Web DocuSign is part of the National Association of REALTORS®’ Second Century Ventures investment portfolio and is the official and exclusive provider of ESIGN services for NAR members, under the REALTOR Benefits® program. Offering the exclusive REALTOR® Edition, DocuSign is the safe, secure way to electronically send, sign and store real estate documents. DocuSigned documents are legally binding and backed with an audit trail.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, Inc., a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,300 independently owned and operated offices with approximately 31,000 brokers and sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

FeedbackCentral (366) 369-3215 • www.feedbackcentral.com • Bedford, Texas FeedbackCentral.com contacts showing agents on behalf of sellers or listing agents to collect the feedback necessary to more effectively communicate buyer reaction to their homes. This service is available in two plans. FeedbackCentral.com Online is an automated email system in which showing agents are contacted to provide online feedback. FeedbackCentral.com Voice takes this concept a step further by utilizing FBC representatives to contact showing agents via telephone to gather information on showings.

HOME WARRANTY OF AMERICA, INc. (888) 492-7359 • www.hwahomewarranty.com • Lincolnshire, Ill. • Marc Roth, President • David Sobel, Vice President, Sales Home Warranty of America™ (HWA™), the Orange Home Warranty Company, is one of the nation’s most respected and fastest-growing home warranty companies in the industry. Real estate professionals loyally recommend HWA because of its dedication to customer service and the many benefits HWA provides to them, such as the only 13-Month Warranty Plan in the industry, six months of Free Seller’s Coverage (where available), a Free Client Follow-up Program, an Advertising Reimbursement Program and a money-back guarantee.

HomeFinder.com (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. • Kelly Faso HomeFinder.com is a leading online real estate search site and provider of strategic digital marketing solutions such as Single Property Websites and Enhanced Listings. The 20,000 real estate agents that comprise the HomeFinder.com advertising network utilize a unique suite of product offerings, including a patent pending Single Property Website. Through a national affiliate network of 375 online newspaper partners, HomeFinder.com is the only real estate search

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site to also provide relevant listing content to homebuyers through local online newspaper portals.

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

HomeSmart International (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastest growing real estate companies in the nation with 66 offices in 14 different states, two countries and more than 7,500 agents. HomeSmart International strives on the fundamental principles of efficiency and innovation by offering the systems and technologies necessary to stay on the leading edge of success in today’s real estate industry.

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

Hubzu® www.Hubzu.com Hubzu is the premier online residential real estate marketplace. We take the industry to new heights by helping agents, brokers, investors and consumers buy and sell homes online. Our innovative platform provides an easy, transparent experience—from listing to marketing to transaction management—and offers fast, efficient home sales through auction and traditional sale methods. With over 350,000 users and more than 75,000 homes sold, Hubzu is the future of real estate. Hubzu is a trademark of Altisource Solutions, S.à r.l. and is part of the Altisource Portfolio Solutions S.A. family of businesses. Visit hubzu.com.

Leading Real Estate Companies of the World® 312-424-0400 • www.LeadingRE.com Leading Real Estate Companies of the World® is a global network of over 500 premier real estate firms with 4,000 offices and 120,000 sales associates in over 40 countries around the world. The company’s luxury marketing program, Luxury Portfolio International®, markets over 25,000 of the world’s most remarkable homes annually and attracts over three million high-net-worth visitors a year to its award-winning website, LuxuryPortfolio.com. Its corporate relocation company, RELO Direct®, Inc., provides global employee mobility services to corporations worldwide.

Lumentus Social contact@lumentussocial.com • www.lumentussocial.com Lumentus Social for Real Estate is an easy to use online solution that helps agents and brokers make their social media assets more effective. By posting from our blend of relevant stories—including community news—real estate professionals can always remain top-of-mind among clients. Our simple solution ensures that your network receives the kind of news and information they want to read and share within their own social networks, and this helps drive leads.

Mobile Real Estate (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director Mobile Real Estate is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. Mobile Real Estate will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Officer • B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, and Product & Sales Management • Karen Bebart, VP, Marketing • Matt Lombardi, VP, Conventions • Marc Gould, VP, Business Specialties • Constance Freedman, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the NATIONAL ASSOCIATION OF REALTORS®, and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.REALTOR.org/RealtorBenefits. And, for a lifetime of learning, REALTOR® University can take your career to the next level, with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.com. The REALTOR® Store features print and ePublications including top-sellers the “Social Media for REALTORS® VIP 4-Pack,” and the “2013 NAR Profile of Home Buyers and Sellers.” Visit www.REALTOR.org/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s membership. Visit www.secondcenturyventures.com. For a complete listing of the benefits of NAR membership, visit www.REALTOR.org.

Norman-Spencer Agency, Inc. (800) 477-9192 x.6001 • www.norman-spencer.com/toptier Norman-Spencer Agency, Inc. is recognized as a nationally acclaimed provider of property and casualty insurance services. Our Top Tier Real Estate Errors and Omissions Insurance Program is designed to address the specific needs of the largest real estate firms in the industry. We’ll work with your existing

insurance agent or refer one to you who is familiar with our Top Tier Program. Please call us at 800.477.9192 x.6001 or visit www.norman-spencer.com/toptier.

On The Move, Inc. (800) 645-9949 • www.onthemovetrucks.com • Boerne, Texas • Susan Nash: President/CEO • Sylvain Mallaise: Director of Sales • CJ Steen: Marketing Director On The Move’s trucks are moving billboards personalized with your company’s graphics and can be used for free by your clients. This moving billboard can be driven around town by drivers you do not have to pay, using gas you do not have to provide, while making thousands of visual impressions daily. A billboard can cost more than $1,000 per month. For less money you can obtain a rental truck for your clients to use and to even donate its use for community goodwill.

THE PERSONAL MARKETING COmpany (800) 458-8245 • www.tpmco.com • Lenexa, Kan. The Personal Marketing Company creates marketing systems for agents to become known in their market and attract clients for long-term success. Our marketing development team brings proven marketing expertise, cutting-edge technology and personal service to develop customized marketing solutions which can include: direct mail, email marketing, contact management, prospecting and farming, newsletter programs, FSBO and expired campaigns, client follow-up systems and marketing planning services. We offer corporate partners enterprise solutions for their brands.

PILLAR TO POST home inspectors (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Jay Gregg, Marketing Founded in 1994, Pillar To Post is now the largest home inspection company in North America with over 400 franchisees, located in 47 states and 8 Canadian provinces. The Pillar To Post difference includes printing a computer generated report on-site at the time of the inspection, all inspectors must carry $1 million in E+O insurance that covers both the agent and the broker and we offer three unique home inspection packages designed to better suit the individual needs of our clients. For more information, please visit www.pillartopost.com.

Pinnacle Quest Consulting (801) 410-0466 • www.PinnacleQuest.com • Salt Lake City, Utah · Brent Gray, President & CEO/Founder · Verl Workman, VP of Sales/Founder · Scott Schreyer, Vice President of Business Development Pinnacle Quest Consulting assists companies in setting up and streamlining their processes, systems and sales strategies, thereby helping them achieve greater adoption of their products and services into specific vertical markets. Specializing in operations, sales force building, compensation and project management, Pinnacle Quest’s executive-level talents are utilized by both major companies and emerging start-ups.

Point2 (888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Linda Moola (lmoola@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs, Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2

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Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units. Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

PRUDENTIAL REAL ESTATE (800) 999-1120 • www.prudentialrealestate.com • Irvine, Calif. • Lou Gonzalez, Senior Vice President, Franchise Sales Prudential Real Estate, with more than 1,400 offices and 47,000 agents, represents one of America’s largest real estate brokerage franchise networks. In July 2013, Prudential Real Estate was ranked highest for customer satisfaction in three of the four segments included in J.D. Power and Associates’ annual Home Buyer/Seller Satisfaction Study.

Radian Group Inc. (877)-RADIAN1 (723-4261) • www.radian.biz • Philadelphia, Pa. Radian Group Inc. (NYSE: RDN) provides private mortgage insurance and related risk management products and services to mortgage lenders nationwide through its principal operating subsidiary, Radian Guaranty Inc. These services help promote and preserve homeownership opportunities for homebuyers, while protecting lenders from default-related losses on residential first mortgages and facilitating the sale of low-downpayment mortgages in the secondary market. Additional information may be found at www.radian.biz.

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book/RealEstateBook.com provides integrated media advertising that stands out locally and delivers real results. Monthly home shoppers read 8 million color home catalogs. Agents and brokers also gain premium online exposure on the top-ranked real estate site, RealEstateBook.com, and a network of other highly trafficked real estate sites.

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems, as well as relocation and title services. Realogy’s brands and business units include: Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,700 offices with 247,800 independent sales associates doing business in 103 countries around the world.

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

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Realtors Property Resource® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, Senior Vice President of Operations/Industry Relations Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

Realty executives international, inc. (800) 252-3366 • www.RealtyExecutives.com Realty Executives International, Inc., one of the fastest growing real estate franchises in the United States, boasts nearly 10,000 sales associates and more than 500 franchises worldwide in 26 countries. Since 1965, Realty Executives International has built a culture of top producers by offering an environment that is truly agent-centric and designed to best support the professional real estate practitioner. Publications like Entrepreneur, Success and Inc. magazines have ranked Realty Executives Intl. as a leader based on growth, management stability and financial soundness.

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

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo. RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with nearly 90,000 Sales Associates working in over 80 countries. RE/MAX University offers extensive training, available on demand through a number of platforms. The consumer website, remax.com, is consistently ranked among the most visited real estate websites, and LeadStreet provides referrals to RE/MAX Sales Associates with no fees from RE/MAX. To learn how RE/MAX can take your career to the next level, visit www.joinremax.com.

RentalRoost, Inc. (925) 357-3783 • www.rentalroost.com • Pleasanton, Calif. • Nitin Shingate, CEO & Co-founder • Vikram Raghavan, President & Co-founder • Harini Venkatesan, COO & Co-founder • Gabriel Balanag, Director of Business Development • Silvia Englert , Marketing Manager RentalRoost, Inc. is a technology-based rental search and recommendation engine that utilizes social media data and proprietary algorithms to help match users with rental properties that meet their lifestyles and needs using Big Data. Unlike traditional housing search engines, RentalRoost focuses on the users’ livability in each property they search, including how kid-friendly, pet-friendly, and commute-friendly a property is. Additionally, RentalRoost also helps users find rental properties by proximity to entertainment, arts, dining, and other popular locations. RentalRoost was founded in 2012 with searches limited to the San Francisco Bay Area. In November 2013, RentalRoost launched nationally.

RIS CONSULTING SERVICES (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.

SHARPERAGENT (866) 614-9372 • www.SharperAgent.com • Denver, Colo. • Brian Wildermuth, President SharperAgent delivers the industry’s most powerful contact marketing system, designed exclusively for real estate professionals, that combines direct mail and email marketing into one easy-touse system. SharperAgent subscribers can distribute personalized newsletters, greeting cards, local marketing cards, sports schedules, flyers and much more via traditional mail, HTML email (no attachments or links), or post to their personal website. One of the more powerful features allows the subscriber to run complete promotional and follow-up drip email campaigns through a proprietary online Customer Management System.

Showing Beacon (877) 277-6622 • www.showingbeacon.com • Lenexa, Kan. The Showing BeaconTM is a revolutionary showing notification system that alerts sellers when they can return to their residence after a showing. This patent pending, wireless device can be placed on a counter or tabletop, or hung on the inside of the front door. At the conclusion of the showing appointment, the agent simply pushes the red button as they leave the residence and a text or voice message is immediately sent to the seller’s mobile device.

Stewart title Stewart is a customer-focused, global title insurance and real estate services company offering products and services through our direct operations, network of approved agencies and other companies within the Stewart family. Stewart offers personalized service, industry expertise and customized solutions for virtually any type of real estate transaction. Real estate services include title insurance; mobile applications; eco-friendly closings; SureClose® document management system; specialty insurance services; commercial and global expertise and more. For more information, visit www.stewart.com.

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

Top Producer® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base. Top Producer® CRM allows you to connect to dozens of popular

lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with real estate’s most intuitive CRM application, Top Producer® CRM. Visit TopProducer.com

Verl Workman Seminars (801) 410-0466 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager · Miriam Valere, Coaching & Events Coordinator For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. His empowering presentations and coaching programs have helped thousands of agents reach their goals. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work, in order to achieve top performance and industry excellence.

vscreen (866) 720-0204 • www.VScreen.com • Info@VScreen.com Winter Park, Fla. • Stephen Schweickart, Co-Founder VScreen’s primary emphasis lies in providing and distributing tightly focused, branded videos for the real estate industry. Also included are video tours, profiles and content designed specifically for broker and agent education. Our unique VScreen program allows for the distribution of multiple video channels via website, electronic newsletter or email by means of a single, wide-screen, interactive player.

Weichert, Realtors 1-800-USA-SOLD • www.weichert.com Since 1969, Weichert, Realtors has grown from a single office into a leading provider of homeownership services. A family of full-service real estate and financial services companies, Weichert helps customers buy and sell residential and commercial real estate, and streamlines the delivery of mortgages and home and title insurance. Weichert leverages its website to offer quick, easy access to listings and the services of its real estate professionals nationwide. Weichert franchised offices are independently owned/operated.

WellcomeMat www.new.wellcomemat.com WellcomeMat was founded in the summer of 2006 and represents the most proven video content marketing platform and filmmaker network in real estate. WellcomeMat enables real estate companies and professionals to pay better prices for professionally-created content, reach more consumers with every video and help make connections offline using online video! WellcomeMat maximizes the value of real estate companies video assets, ensuring the highest possible ROI for video investments.

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®. With solutions available for individuals, brokers, and associations, contact zipLogix at (866) 693-6767 to speak with a specialist.

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

Berkshire Hathaway HomeServices C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate, South Carolina since 1964. With more than 275 agents on board and nine offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients, while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

Berkshire Hathaway HomeServices, Florida Network Realty (904) 296-1906 • www.FloridaNetworkRealty.com or www.BHHSFloridaNetworkRealty.com Since 1988, Founder, President and CEO Linda H. Sherrer has led a team of more than 300 real estate professionals in eight branch offices in the buying and selling of residential property throughout Northeast Florida. The company also operates a corporate REO and relocation division, a builder sales and marketing division, a title company, a referral company and is in mortgage partnership with EverBank. During the past decade, the company has sold more than 31,000 homes valued at more than $8.5 billion. This year, the company is celebrating its 25th anniversary and is giving back to the Northeast Florida community in a big way. For every listing and home sold, the company is making a donation to Dreams Come True, a nonprofit organization that makes dreams come true for children battling life-threatening illnesses in Northeast Florida. In honor of its 25th anniversary, Prudential Network Realty has a goal of contributing $25,000 in the next year.

Berkshire Hathaway HomeServices Florida Realty (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway

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HomeServices. The company is the 5th largest brokerage in the nation among the affiliate Network brokers and offers residential and commercial services, seasonal rentals, property management, REO & Foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. BHHS Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001. For more information, visit www.BHHSFloridaRealty.com.

Berkshire Hathaway HomeServices FOX & ROACH, REALTORS® (610) 889-7705 • www.foxroach.com Now the nation’s second largest provider of total home services, the company has 4,000 Sales Associates in 65 sales offices throughout the Tri-State area. These two legendary companies have joined forces to begin a new era in real estate. Through its affiliate, the Trident Group, the company provides one-stop shopping and facilitated services to its clients including mortgage financing and title, property and casualty insurance. For more information on Berkshire Hathaway HomeServices, go to www.foxroachfuture.com. Visit our website at www.foxroach.com.

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

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 the Preferred Realty As one of southwestern Pennsylvania’s largest real estate companies, Berkshire Hathaway HomeServices The Preferred Realty provides quality service, care and expertise. No matter what your real estate needs, Berkshire Hathaway HomeServices The Preferred Realty’s team of expert and experienced real estate professionals can help. As a full-service real estate company, BHHS The Preferred Realty provides real estate buying and selling services, mortgage and financing, title and settlement, property management, insurance, relocation services and more.

Better Homes and Gardens Real Estate Mason-McDuffie (888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Mason-McDuffie Real Estate name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Busi-

ness Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

Better Homes and Gardens Real Estate Rand Realty info@randrealty.com • www.randrealty.com Better Homes and Gardens Rand Realty, founded in 1984, is the No. 1 real estate brokerage serving the northern suburbs of New York City, covering the counties of Westchester, Rockland, Orange, Sullivan and Putnam in New York and Bergen and Passaic in New Jersey. Rand has more than 850 sales associates, a commercial real estate company (Rand Commercial Services) along with title, mortgage, and insurance services (Hudson United). The companies can be found online at RandRealty.com, RandCommercial.com and HudsonUnited.com.

CENTURY 21 New Millennium (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium, www.c21nm.com, is a full service real estate brokerage company specializing in residential and luxury properties. In addition to its newest Washington D.C. location, the Virginia locations are in Alexandria, Centreville, Culpeper, Fredericksburg, Gainesville, McLean, Stafford, and Woodbridge. The Maryland offices are located in Annapolis, Columbia, Dunkirk, La Plata, Lexington Park, Lusby and Waldorf. Its core services include: mortgage financing, investing, settlement services, property management, property insurance, global relocation assistance, and commercial real estate.

CENTURY 21 Scheetz

(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.

(317) 844-5111 • www.c21scheetz.com CENTURY 21 Scheetz has serviced the Metropolitan Indianapolis Market since 1976 and is the No. 1 CENTURY 21 office in the Indiana/Ohio region as well as one of the top 10 companies in the CENTURY 21 System. CENTURY 21 Scheetz Company was awarded the 2011 CENTURY 21 Art Bartlett 2100 Cup, the most coveted company award in the CENTURY 21® System. It is presented annually to the company that demonstrates the highest level of proven leadership within their community. The CENTURY 21 system continues to evolve and change and is not afraid of new ideas and innovative ways of doing business, excels in customer service and professionalism, as well as embraces all of the CENTURY 21 tools and systems.

CENTURY 21 Affiliated

Coach Realtors®

Calcagni Associates Real Estate

(800) 238-4646 • www.Century21Affiliated.com • Dan Kruse, President, dankruse@c21affiliated.com For more than thirty-five years, CENTURY 21 Affiliated has maintained a reputation for excellence. Founded by Bill Kessler in 1977, CENTURY 21 Affiliated quickly emerged as a leader within the CENTURY 21 system. The business philosophy states to treat the public fairly, treat the agents as customers, be assertive and proactive, be positive, be professional, and be state-of-the-art. With this philosophy, CENTURY 21 Affiliated has grown into Illinois, Indiana, Michigan, Minnesota, and Wisconsin with more than 56 locations and 1,200 top professionals. We are ranked as of the of top 50 real estate companies in the world and No. 1 within the CENTURY 21 system!

CENTURY 21 Alliance (215) 757-2121 • www.c21alliance.net CENTURY 21 Alliance is the most decorated company in the history of CENTURY 21, and recognized with the triad of their top honors, including the 2100 Cup, Cartus Cup and Technology Award. With over 15 billion sales since 2000, the company’s 500 associates are armed with the latest technology tools and systems. A major company strength is their relocation division—a perennial Platinum broker serving as a primary Cartus broker in the Delaware Valley.

CENTURY 21 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. We have earned a reputation for delivering the highest quality real estate services. 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.

(800) 321-7356 x139 • www.coachrealtors.com · LP Finn, Operating Officer, LP@coachrealtors.com Coach Realtors® is a Long Island-based, full-service real estate company with 18 office locations and over 600 sales associates serving Nassau and Suffolk counties, N.Y. Coach Realtors® is an exclusive affiliate of Christie’s Great Estates, a division of the famed auction house, a member of Leading Real Estate Companies of the World and has been recognized by Who’s Who in Luxury Real Estate for over 14 years.

Coldwell Banker Advantage (800) 274-5345 • info@AdvantageCB.com Coldwell Banker Advantage is a leading real estate company in the Fayetteville/Triangle area of North Carolina and is a nationally ranked Coldwell Banker office serving the communities of Fayetteville, Fort Bragg, Pope Air Force Base, Cary, Raleigh, Wake Forest, Creedmoor, Clayton, Durham, Benson, Southern Pines, Pinehurst and Lake Gaston. Coldwell Banker Advantage represents the highest levels of experience, knowledge and customer service. Our full-service office can assist with mortgage financing, insurance, title insurance and in-house Concierge Service.

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 servicing the metropolitan San Antonio, Texas, market. Since opening in 1986 and specializing in corporate relocation, the company has become a trusted name in the real estate industry. With almost 350 sales associates and 7 offices, the company’s extensively trained representatives have the knowledge and expertise to service all aspects of the real estate business. Its core services include global relocation, property management and

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rentals, commercial sales and leasing and mortgage financing. The company has earned the prestigious Coldwell Banker Chairman Circle award continuously since 1990.

COLDWELL BANKER FIRST REALTY (800) 676-3626 • www.fmrealestate.com • Fargo, N.D. • Mark D. Vanyo, President/CEO • Barbara Grande, Secretary/Managing Broker Residential Sales Coldwell Banker First Realty is the largest full-service real estate company in the Upper Midwest. Carrying on the same tradition of quality, integrity and the highest standards of business ethics that Colbert Coldwell and Benjamin Banker started in 1906, Coldwell Banker First Realty is locally owned and operated and offers a complete network of real estate services to their clients. With a team of 65 educated and experienced sales associates and a skilled support staff, their dedication and teamwork led them to achieve the 2011 Number One Office in North Dakota within The Coldwell Banker® System.

COLDWELL BANKER HIGH COUNTRY REALTY

Coldwell Banker Platinum Partners (800) 505-8111 • www.mycbpp.com Coldwell Banker Platinum Partners is a full-service real estate firm spanning from Beaufort, S.C., through Savannah to St. Simons Island, Ga. Contact us today if you or someone you know is interested in listing or selling residential real estate. Coldwell Banker Platinum Partners also provides services in commercial real estate, property management, relocation, specialty markets, real estate education and mortgage lending. Please call (800) 5058111 or visit us online at www.mycbpp.com.

Coldwell Banker Prime Properties (866) 323-2277 • www.ColdwellBankerPrime.com With 15 sales offices and 500+ full-time real estate professionals, Coldwell Banker Prime Properties is the No. 1 Coldwell Banker affiliate in New York State. Coldwell Banker Prime Properties is a full-service brokerage dedicated to meeting and exceeding the needs of their clients, customers and sales associates. If you want a successful career in real estate, call us today.

DIANE TURTON, REALTORS®

(800) 307-0777 • www.cbHighCountry.com Coldwell Banker High Country Realty is the leading regional real estate firm serving the Blue Ridge Mountain resort markets in North Georgia, Western North Carolina and Tennessee. Our specialties include second- and vacation-home lifestyles, retirement living, investment property, land, commercial real estate, reo and asset management and relocation services. Lifestyle dreams and memories start with Coldwell Banker High Country Realty. For more information, visit www.cbHighCountry.com, call us at (800) 307-0777, or email juneslusser@tds.net.

(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.

Coldwell Banker Hunter Realty

Fillmore Real Estate

www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

Coldwell Banker Kappel Gateway Realty (800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc and beefs up Coldwell Banker’s presence along the Interstate 80 corridor between San Francisco and Sacramento. Both firms, founded in 1972, are the market leaders in Solano County, combining for more than $600 million in sales dollar volume in 2012. Welcoming more than 240 agents in seven offices serving Solano County with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals. Call (800) 426-0898 or log on to our website at www.KappelGateway.com. Our website offers all properties in Northern California.

100 June 2014 RISMedia’s 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.

Five Star Real Estate (616) 791-1500 • www.fivestarmichigan.com Five Star Real Estate is leading the way in the real estate industry by surrounding ourselves with professionals that strive each day to provide excellent customer service. Contact us today to discover for yourselves why we are preferred by the public as their trusted advisor for a smooth real estate transaction. Five Star...building relationships for a lifetime. Call us today or visit us at www.fivestarmichigan.com.

GARDNER, REALTORS®

J. Rockcliff Realtors®

(800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales & leasing, relocation and corporate services, asset management/REO, and property management; plus, the convenience and added value of one-stop shopping for mortgage, title, and home warranty services. We are proud to be home grown, locally owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER REALTORS and The Gertrude Gardner Foundation.

(925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff Realtors® is the fastest growing real estate company in the East Bay. Our offices are located in Danville, Blackhawk (2), Pleasanton, Livermore, Walnut Creek, Orinda, Lafayette and Montclair/Piedmont (Oakland Hills). In 2010, we closed over 2,400 sales, resulting in sales volume of $1.8 billion.

Gloria Nilson & Co. Real Estate

(800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., Realtors® is among the most respected full-service real estate brokerages in Northern New Jersey. With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with The Leading Real Estate Companies of the World®.

(732) 450-2300 • www.glorianilson.com Founded over 30 years ago, we are one of the leading real estate brokerages in central New Jersey with 15 offices servicing Mercer, Monmouth, Ocean and Middlesex counties. Headquartered in Red Bank, N.J., we’re owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran, Dick Schlott. We are a full-service brokerage offering real estate, title and mortgage services. Our success is built on a commitment to redefining personal service.

HARRY NORMAN, REALTORS® (404) 504-7300 • www.harrynorman.com Founded in 1930, Harry Norman, REALTORS® is Atlanta’s oldest and largest residential real estate firm with 12 sales offices, various franchise and satellite offices, and more than 1,000 real estate professionals. Harry Norman, REALTORS® is a wholly-owned subsidiary of HomeServices of America, Inc., a Berkshire Hathaway affiliate. HomeServices is the second largest, full-service, independent residential real estate brokerage firm in the U.S. with 17,000 sales associates spanning 20 states. Harry Norman, REALTORS® is the exclusive Atlanta affiliate of Christie’s International Real Estate and achieves additional international exposure through membership in such exclusive real estate networks as Leading Real Estate Companies of the World®, the largest network of independent residential real estate firms, with 600 members representing 5,000 offices and 150,000 associates across the U.S. and in more than 35 countries.

HJN Team Real Estate (605) 339-4456 • www.hjnteam.com HJN Team Real Estate was established in 1973 on the foundations of training, technology, team effort and, most of all, trust. Our success over the years has proven that adhering to these foundations ensures long-term success for our clients. Our passion isn’t selling homes, it’s helping our clients achieve their dreams. HJN Team Real Estate continues to work as a team to provide the best customer service from start to finish of all real estate transactions. Whether residential or commercial, HJN Team Real Estate has the REALTOR® to meet your needs.

Jordan Baris, Inc., Realtors®

McCOLLY Real Estate (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, Chicago Southland and Daytona Beach Shores, Fla., have trusted their home-buying, selling and relocation needs to the more than 500 sales professionals at McCOLLY Real Estate. We’ve created a onestop shopping environment to save you time and money with our inhouse mortgage, title and rental services.

Patterson-Schwartz Real Estate (877) 456-4663 • www.pattersonschwartz.com • pattersonschwartz@psre.com Patterson-Schwartz Real Estate is Delaware’s largest independent REALTOR® with 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With seven offices and 350 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental; relocation services and property management.

Prudential Alliance, REALTORS® (800) 325-7700 • www.prudentialalliance.com For over 35 years, Prudential Alliance, Realtors® has served the Greater St. Louis metropolitan area, earning a highly respected reputation for quality service and state-of-the-art technology. Known for its growth throughout the region, the company operates 7 branch locations with 415 agents in four major counties, making it the 2nd largest residential real estate brokerage in the area. Prudential Alliance offers a full range of complementary services, including corporate relocation, new homes marketing, commercial sales, and mortgage, title and home warranty products.

RISMedia’s REAL ESTATE June 2014 101

Prudential California Realty (714) 998-7250 • www.prudentialcaiforniarealty.com Prudential California Realty is a market leader operating in Orange, Riverside and San Bernardino counties. We set the standards for leadership and, with over 600 agents, we are one of the nation’s premier real estate companies. Contact us today to find out how we can help you with all of your real estate needs. Call (714) 9987250 or visit www.prudentialcaiforniarealty.com.

Prudential Lancaster (717) 291-9101 • www.PrudentialLancaster.com When you work with Prudential Lancaster Real Estate, you can count on a specialist who can answer your questions, apply indepth knowledge of current market conditions, and access extensive resources that can expedite the sale of your home. Call us today for your real estate needs!

Prudential select properties

advantage of today’s technology to help their clients realize a bright tomorrow. Contact us today for more information about our real estate services. Call (301) 695-3020 or email info@realestateteams.com. Free online property searches are available at www.realestateteams.com.

Real Living Lifestyles Real Estate (877) 433-9469 • www.RLLifestyles.com Real Living Lifestyles offers clients a suite of Integrated Real Estate Services. Our sales associates are supported by an expert staff of professionals who specialize in a variety of fields, including: real estate marketing, home financing, contracts & negotiations, home insurance, and new construction. Through our collaborative business model, clients enjoy smoother transactions and better communication. Stop by one of our eight San Diego offices.

RE/MAX 440 and RE/MAX Central

(314) 835-6000 • www.discoverstl.com Since 2002, Prudential Select Properties has helped keep the St. Louis real estate market local. With 10 offices in the metro area, PSP ranks as the No. 1 locally-owned real estate firm in St. Louis. PSP prides itself on providing the highest quality real estate brokerage services to its clients and customers and takes pride in being recognized in the community for high standards and ethics.

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

Prudential Towne Realty

RE/MAX of Boulder, Inc.

(888) 737-9246 • www.prudentialtownerealty.com Prudential Towne Realty is a dynamic and progressive real estate company that is dedicated to excellence, integrity and professional service. All of our agents are full time REALTORS® that are trained and committed to staying ever aware of our local market conditions and trends. Prudential Towne Realty offers an extensive line of services throughout Hampton Roads and Southeast Virginia including resale, new homes, relocation, property management, commercial and luxury home divisions.

Real Estate Teams, LLC (301) 695-3020 · www.realestateteams.com Real Estate Teams, LLC provides professional real estate services to clients in Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. We specialize in residential, new construction, land, commercial, relocation and rental properties. Our agents have sold more properties than any other real estate office in Frederick County since 2004. Professionally trained agents take

(800) 825-7000 • www.BoulderCO.com RE/MAX of Boulder has been a long-standing real estate icon in Boulder County, Colo. Established in 1977, it was one of the first RE/MAX franchises in the country and has been a model of success. RE/MAX of Boulder offers one-stop shopping for the benefit of its clients and customers with a mortgage broker, an independent insurance agent and a title company all under one roof. A recognized leader in real estate sales for over 30 years, RE/MAX of Boulder prides itself on its involvement in the community. RE/MAX of Boulder specializes in relocation.

RE/MAX Crossroads (800) 887-7444 • www.remaxneo.com • Dennis Steed, ABR, CRB, CRS, GRI, e-Pro, Broker/Owner, dsteed@remax.net RE/MAX Crossroads is locally owned and operated with 7 locations in the greater Cleveland and Akron/Canton area. Serving their communities with 120 licensed REALTORS, RE/MAX Crossroads is the largest RE/MAX Company in Ohio. 100% of their

associates choose to contribute a portion of each transaction to Children’s Miracle Network Hospitals (CMN). Since the company’s inception in 1993, RE/MAX Crossroads has contributed over $500,000 to CMN. Crossroads’ outstanding associates closed nearly 3,000 transactions in 2012, helping buyers and sellers achieve their goals.

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

RE/MAX Premier Group (972) 867-7900 • www.homesforview.com Serving the Dallas, Texas, Metroplex, including 35+ nearby cities. We strive for exceptional customer service for our clients and their referrals. We are a privately-held, broker-owned company with many tenured agents specializing in Luxury Homes, REOs and foreclosures, residential and commercial sales and listings. Let our experience, knowledge, technology and marketing skills work for you in one of the most important decisions you will make. Whatever your real estate needs, we will work hard to earn your trust and satisfaction.

RE/MAX PROFESSIONALS (303) 455-3300 • www.homesbythepro.com RE/MAX Professionals boasts the finest Realtors® in the Denver metro area. For more than 30 years we have led the industry in sales, technology and professionalism. Recently RE/MAX Professionals was recognized as the fastest growing RE/MAX in the world with nearly 400 licensed agents.

RE/MAX SUBURBAN (847) 577-9888 • www.remaxsuburban.com RE/MAX Suburban is the leader in the Chicagoland Northwest Suburbs of Illinois market. The company has seven offices and over 180 sales associates.

RLS, REALTORS® (908) 221-1244 • (973) 543-1000 • www.rlsrealtors.com Opened in March 2010, and sister company to Gloria Nilson & Co. Real Estate, RLS, Realtors® services the needs of homebuyers and sellers in Somerset and Morris counties in New Jersey. RLS is owned by SCS Realty Investment Group LLC and led by 40-year real estate veteran Dick Schlott. We are a full-service brokerage, offering real estate, title and mortgage services. We are an experienced team of sales professionals committed to redefining personal service.

Your Broker-to-broker source for Referrals from Real Estate’s Leading Residential Brokerage Companies california

Coldwell Banker Kappel Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Dixon, Fairfield, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240

CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: Orange County Offices: 15 • Associates: 1,200

First Team® Real Estate 108 Pacifica Avenue, Suite 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com Toll Free Phone: (855) 858-8028 E-mail: gayleglew@firstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1865

Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) 916-488-3749 (Fax) Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700

CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offices: 15 • Associates: 1200

J. Rockcliff Realtors® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com RISMedia’s REAL ESTATE June 2014 103

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 Prudential California Realty 22800 Savi Ranch Parkway, Suite 100, Yorba Linda, CA 92887 Tel: (714) 998-7250 Email: agentservices@mailpcr.com URL: www.prudentialcaliforniarealty.com Coverage areas: Anaheim Hills, Brea, Corona, Rancho Cucamonga, Riverside, Yorba Linda

Email: Camille_Urbano@calcagni.com URL: www.calcagni.com Coverage areas: New Haven County, Central Connecticut Offices: 3 • Associates: 100

Delaware

Real Living Lifestyles Real Estate 16236 San Dieguito Road, Bldg. 4, Rancho Santa Fe, CA 92067 Contact: Dee Emerson • Tel: (888) 557-2289 Email:Dee.Emerson@realliving.com URL: www. RLLifestyles.com/Relo Coverage areas: North San Diego County Offices: 8 • Associates: 400

Patterson-Schwartz Real Estate 7234 Lancaster Pike, Suite 220B, Hockessin, DE 19707 Contact: Marjorie Murray, RCC, Relocation Manager Office: (302) 234-3600 • Direct: (302) 234-3605 • Toll free: (800) 443-2295 Email: mmurray@psre.com URL: pattersonschwartz.com Service area: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 8 • Associates: 350

COLORADO

FLORIDA

RE/MAX of Boulder, Inc. 2425 Canyon Blvd. #110, Boulder, CO 80302 Contact: D.B. Wilson, CDPE, SFR, CRS, GRI Broker Assoc./Mgr., Relo. Svcs. Tel: (303) 449-7000 • Toll Free: (800) 825-7000 • Fax: (303) 449-8554 • Email: dbwilson@BoulderCO.com URL: www.BoulderCO.com Coverage areas: Boulder, Longmont, Louisville, Lafayette, Broomfield, Niwot, Nederland, Lyons, Superior, Westminster, Erie, Firestone, Frederick, Jamestown, close in mountains and the entire Boulder Valley. Covering much of Adams, Larimer, Weld, Denver, Jefferson, Gilpin and all of Boulder and Broomfield counties Offices: 1 • Associates: 85

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

RE/MAX Alliance 5440 Ward Rd. Arvada CO 80004 Contact: Kim Hawkins, VP Business Development Real estate sales, including residential, relocation and commercial Tel: (303) 420-5352 • Cell: (720) 252-8064 Email: kimhawkins@remax.net URL: www.HomesInColorado.com Coverage areas: Colorado Front Range including Metro Denver, Mountain Suburbs of Evergreen/Conifer, Boulder, Fort Collins and Northern Colorado including Loveland, Greeley and Windsor Offices: 21 • Associates: 800

RE/MAX Professionals 390 Union Boulevard, Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net URL: www.homesbythepros.com Coverage areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT

Calcagni Associates Real Estate 330 South Main Street, Cheshire, CT 06410 Contact: Steven Calcagni, President Director of Relocation: Camille Urbano Tel: (203) 272-1821 ext. 368 104 June 2014 RISMedia’s REAL ESTATE

Berkshire Hathaway HomeServices, Florida Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com or www.BHHSFloridaNetworkRealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Riverside, Neptune Beach, Arlington, Southside, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval, Flagler counties

McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offices: 15 • Associates: 550

georgia

Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Road, Roswell GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com URL: www.BHHSGeorgia.com Coverage areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offices: 4 Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, Vice President of Relocation Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150 Harry Norman, REALTORS® 532 East Paces Ferry Road NE, Atlanta, GA 30305 Contact: Patsy Alston, patsy.alston@harrynorman.com • Tel: (404) 504-7950 E-mail: patsy.alston@harrynorman.com URL: www.harrynorman.com Coverage Areas: Atlanta, Ga. Offices: 12 • Associates: 1,000

illinois

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South

Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550 RE/MAX SUBURBAN 330 East Northwest Highway, Mount Prospect, IL 60056 Contact: Layla El Said, layla@laylaelsaid.com E-mail: layla@laylaelsaid.com URL: remaxsuburban.com Coverage areas: Northwest suburbs of Chicagoland Offices: 7 • Associates: 180

indiana

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200 CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage areas: Beverly Shores, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffith, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfield, Wheeler, Whiting, Winfield Offices: 15 • Associates: 550

louisiana

GARDNER, REALTORS® 3332 N. Woodlawn Avenue, Metairie, LA 70006 Contact: Nancy Harmann, Director of Relocation & Corporate Services Tel: (504) 200-5080 • Cell: (504) 402-9567 • Toll Free: (800) 256-5677 E-mail: 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

RISMedia’s REAL ESTATE June 2014 105

Maryland

Missouri

Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director • Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

Prudential Select Properties 1650 Des Peres Road Suite 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 Direct (314) 835-6050 Email: angieig@discoverstl.com URL: www.discoverstl.com Coverage Areas: St. Louis City, St. Louis County, St. Charles County, Jefferson County, Lincoln County Offices: 10 • Associates: Over 500

Michigan

NEbraska

Five Star Real Estate 4601 Lake Michigan Dr., Grand Rapids, MI 49534 Real Estate/Relocation Services Contact: June Bergsma, Director of Relocation Toll Free: (888) 791-2526 • Direct: (616) 988-1428 URL: www.fivestarmichigan.com Coverage Area: West Michigan – Ottawa, Kent, Allegan counties Offices: 6 • Associates: 200

NEvada

Minnesota

Prudential Alliance, REALTORS® 17050 Baxter Road, Ste 200, Chesterfield, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@prudentialalliance.com URL: www.prudentialalliance.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offices: 7 • Associates: 425

Berkshire Hathaway HomeServices Ambassador Real Estate 13340 California St., Omaha, NE 68154 Contact: Katie Adams, CRP, GMS, VP Corp. Relocation and Business Development Tel: (800) 477-7653 or (402) 547-5137 Email: Katie.adams@BHHSamb.com URL: www.BHHSamb.com Coverage Areas: Omaha and Lincoln Metropolitan Area, including; Omaha, Bellevue, Ralston, LaVista, Papillion, Gretna, Elkhorn, Fremont, Lincoln, Council Bluffs and surrounding communities. Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Suite 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com URL: www.BHHSNV.com Coverage areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Jennifer Wagner, Relocation Director Tel: (608) 223-2797 • Cell: (608) 751-2576 Email: Jennifer.Wagner@C21Affiliated.com URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200

Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 • (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

mississippi

106 June 2014 RISMedia’s REAL ESTATE

NEW JERSEY

Diane Turton, Realtors® 511 Forman Avenue, Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Diane Turton, Realtors Relocation Services • Tel: 1-877-DTURTON Email: dturton@dianeturton.com URL: www.dianeturton.com Coverage areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate and RLS, REALTORS® 826 Alexander Road, Princeton, NJ 08540 Contact: Pat Renner, Director of Business Development Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: prenner@glorianilson.com URL: www.glorianilson.com Coverage areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties Offices: 17 • Associates: 600+ Jordan Baris, Inc., Realtors® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com URL: www.jordanbaris.com Coverage area: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150

NEW YORK

Better Homes and Gardens Rand Realty 10 Schriever Lane, New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800 Coach Realtors® 66 Gilbert Street, Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator, (800) 321-7356 x138, Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators; Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make client transition a comfortable one. Offices: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Avenue, Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Sales Associates: 500 No. 1 Coldwell Banker affiliate in New York State

Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com URL: www.fillmore.com Coverage areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA

Coldwell Banker Advantage 7610 Six Forks Rd. Suite 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation and Referral Services Tel: (800) 274-5345 • Direct (919) 846-3330 Email: BDrake@AdvantageCB.com URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offices: 4

NORTH DAKOTA

Coldwell Banker First Realty Number 1 Coldwell Banker Company in North Dakota 2731 12th Avenue S, Fargo ND 58103 Contact: Amber Olsen, Relocation Director Tel: (800) 676-3626 • Office: (701) 293-3423 Email: aolsen@fmrealestate.com URL: www.fmrealestate.com Coverage Areas: North Dakota cities - Casselton, Fargo, Grand Forks, Harwood, Horace, Kindred, Larimore, Mapleton, Mayville, Northwood, Reynolds, Thompson, and West Fargo. Minnesota cities – Barnesville, Crookston, Dilworth, East Grand Forks, Glyndon, Hallock, Hawley, Moorhead, and Oslo. Covering all of Cass and Clay counties. Offering mortgage, title, commercial real estate, and property management services. Offices: 1 • Associates: 65

ohio

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Office: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com URL: www.cbhunter.com RISMedia’s REAL ESTATE June 2014 107

Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offices: 16 • Associates: 320 Cutler Real Estate 4618 Dressler Road NW, Canton, OH 44718 Contact: Terri Shoemaker, Relocation Director Tel: (800) 444-8999 Email: Relo@CutlerHomes.com URL: www.CutlerHomes.com Coverage Areas: Greater Cincinnati including the counties of Hamilton, Clermont, Butler and Warren, Northern Kentucky, and Southeastern Indiana, Northeast Ohio including the counties of Summit (Akron), Stark (Canton), Portage (Kent), Medina, Carroll and Wayne (Wooster). Offices: 12 • Associates: 290 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties. Offices: 6 • Associates: 123

PENNSYLVANIA

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Berkshire Hathaway HomeServices The Preferred Realty 9401 McKnight Road, Pittsburgh PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@thepreferredrealty.com URL: www.ThePreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny, Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offices: 18 • Associates: 650 CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Office: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offices: 14 • Associates: 500+ Prudential Lancaster  100 Foxshire Drive Lancaster, PA 17601  Tel: (717) 291-9101 • Fax: 717 -393 -2336  Contact: Sandy Zercher E-mail: sandyzercher@prudentiallancaster.com URL: http://PrudentialLancaster.com Coverage Areas: Lancaster County, Pa. Offices: 1 • Associates: 33

108 June 2014 RISMedia’s REAL ESTATE

Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffington: Broker/Owner, Email: tskiffington@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

south carolina

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Drive, Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+ Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

south dakota

HJN Team Real Estate 101 W. 69th St., STE 101, Sioux Falls, SD 57108 Contact: Doug Nelson Tel: (605) 731-2660 • Fax: (605) 271-4806 Email: doug@hjnteam.com URL: www.hjnteam.com Coverage area: Sioux Falls, Brandon, Hartford, Madison, Humboldt, Harrisburg, Tea, Lennox, Dell Rapids, Canton, Canistota, Garretson, Baltic, Beresford, Centerville, and Parker Offices: 4 • Associates: 78

tennessee

Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227 Email: brphillips_cb@tds.net URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offices: 4

Texas

Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 Email: ppoitevent@cbharper.com URL: www.cbharper.com Coverage areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 7 • Associates: 350 RE/MAX Premier Group (Serving the Dallas-Ft. Worth Metroplex) Contact: Brenda M. Kroll • Tel: (972) 867-7900 Email: brendakroll@remax.net URL: www.homesforview.com Coverage areas: Dallas, Plano, Frisco, McKinney, Allen, Carrollton, Texas. State, national and international referral system to better serve your real estate needs. Offices: 3 • Associates: 150

Virginia

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 50 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Prudential Towne Realty 600 22nd Street, Virginia Beach, VA 23451 Contact: Darlene Lamb, Director of Corporate Relocation Services Toll Free: (757) 296-0003 • Direct: (757) 709-2947 Email: relocation@prudentialtownerealty.com URL: www.prudentialtownerealty.com Coverage areas: Southeast Virginia/Hampton Roads: Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfield, Newport News, Hampton, York County, Williamsburg and Gloucester. Offices: 18 • Associates: 400 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Km Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia & Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX Gateway 4090B Lafayette Center Drive, Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5776 • Cell: (703) 727-6900 Email: scottmacdonald@remax.net URL: www.gateway2realestate.com Coverage areas: Virginia, Washington, D.C., Maryland, West Virginia Offices: 4 • Associates: 108

William E. Wood and Associates, Realtors® 800 Newtown Road, Virginia Beach, Virginia 23462 Contact: Deborah Knight Tel: 757-490-0022 E-mail: dknight@williamewood.com URL: www.williamewood.com Coverage areas: Portsmouth, Suffolk, Chesapeake, Norfolk, Virginia Beach, Williamsburg, Newport News, Hampton, Franklin, Poquoson, Smithfield and Northeast North Carolina Offices: 20 • Associates: 600

washington, D.C.

west virginia

wisconsin

RISMedia’s REAL ESTATE June 2014 109

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index of service providers ABR®...................................................................................18

National Association of REALTORS®..........................10, 29

American Home Shield...................................................25

National Association of REALTORS® Global.................111

Bank of America Home Loans........................................19

On The Move, Inc. ...........................................................59

Better Homes and Gardens Real Estate LLC..............5, 7

The Personal Marketing Company..........................60, 85

Berkshire Hathaway HomeServices...............................BC

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

BuyerMLS...........................................................................47

Point2.................................................................................75

Carrington Real Estate Services.....................................31

Prudential Real Estate Affiliates, Inc...............................15

Centralized Showing Service..........................................77

The Real Estate Book.......................................................86

Century 21 Real Estate LLC...............................................1

Realtors Property Resource®...........................................27

Certified New Home Specialist (Dennis Walsh & Associates, Inc.)...................................42

Realty ONE Group............................................................33

Corcoran Consulting & Coaching.................................54

RE/MAX, LLC.....................................................................12

Engel & Völkers.................................................................17

RentalRoost, Inc. .............................................................37

Homes.com......................................................................23

RISMedia’s Real Estate Information Network®

HSA Home Warranty...................................................... IFC

(RREIN)...............................................................................48

Leading Real Estate Companies of the World®............9, 11

RISMedia’s Top 5 in Real Estate Network®...............51, 76

Lumentus Social...............................................................53

Stewart Title.......................................................................34

Market Leader..................................................................38

Verl Workman Seminars.................................................110

Mobile Real Estate..................................... 74, 91, 102, IBC

WellcomeMat...................................................................78

Realty Executives International, Inc.................................8

Have a World in Common with the Best in the Business The Certified International Property Specialist (CIPS) designation is synonymous with advanced expertise in global transactions, a distinct understanding of global buyers, and alignment with an influential network of international professionals.

EDUCATION ~ NETWORK ~ BUSINESS TOOLS realtor.org/earncips cips@realtors.org +1.312.329.8369

{re: Real Estate} REALTOR® University’s Master of Real Estate Program Raises the Standards of Industry Excellence, Announces First Graduates

xperienced REALTORS®are among the real estate industry’s most-valued professional assets, particularly because of their ongoing commitment to continued learning. Since the nature of the real estate industry is always changing, professionals can benefit by expanding their knowledge base in a number of specialty areas within real estate. In addition to these important studies, learning big-picture, critical thinking skills relevant to the real estate business are equally vital to long-term success in the industry. This is why the National Association of REALTORS® (NAR) established the Master of Real Estate (MRE) degree through REALTOR® University. Professionals who obtain an MRE degree gain a diverse understanding of the real estate business as a whole. From there, graduates are better equipped to proactively manage their businesses using proven and cutting-edge strategies that drive long-term success. First Graduating Class REALTOR® University is pleased to announce its first class of 10 students who have graduated and earned their Master of Real Estate degrees. The graduates were awarded diplomas at a special commencement ceremony held in Washington, D.C., in May in conjunction with the REALTOR® Party Convention & Trade Expo. “The graduation ceremony marks a significant milestone, not only for REALTOR® University, but also more importantly, for these 10 graduates as well,” says Sharon Millet, chairman of REALTOR® University’s Board of Regents. “The skills these graduates have learned with their MRE degree will help them better manage business issues, opportunities, and risks throughout their entire careers. An added benefit, as more REALTORS® earn higher degrees, they are raising the bar of professionalism for the entire real estate industry as well,” she adds. In order to earn an MRE degree, students—who must already have a bachelor’s degree in any major—must receive credit for at least 12 courses (36 semestercredit hours), consisting of seven program-specific and five elective and concentration courses. A cumulative grade point average of 3.00 or higher (on a 4.00 scale) is required. As with any graduate degree program, the MRE at REALTOR® University also requires that stu-

112 June 2014 RISMedia’s REAL ESTATE

dents complete a final research project—a Capstone project—that integrates the knowledge and skills acquired throughout the program. The research project explores an original topic and makes a contribution to the field of academic and professional real estate. Earning a degree from REALTOR® University is a significant achievement. While working toward their degrees, most students manage many additional responsibilities, including full-time jobs, caring for their families and managing community commitments. Use of technology is a key focus throughout the program. Students are required to use cutting-edge digital tools to complete required online coursework to help them learn about new technologies that can also be used to better manage ongoing business practices well-after the MRE program is complete. About REALTOR® University’s Master of Real Estate (MRE) Degree Launched in 2011 to provide an unparalleled Master’s degree program to real estate professionals, REALTOR® University is the only institution of higher education focused exclusively on real estate. Its global online campus welcomes real estate professionals from all over the world. Students receive access to the largest real estate library on the planet, with the majority of materials available in a digital format. They are also extended an opportunity to explore and experience the world of real estate and discover new ways to advance their future. The curriculum caters to the needs of real estate professionals on a day-to-day basis and the opportunities available to them. Tailored curriculum allows students to focus on the aspects relevant to their business and career goals, with five concentrations offered: Asset & Property Management; Association Management; Residential Sales, Marketing and Management; Appraisal and Valuation Services and Commercial Real Estate Investment and Analysis. Each concentration offers a series of core course focus. All online courses in the MRE program are created by highly-qualified PhD faculty practitioners in conjunction with NAR real estate officials and industry experts. RE Re:sources 8 www.REALTORU.com 8 www.REALTOR.org/Education

“With its worldrenowned name, the brand will resonate extremely well in our luxury, high end and coastal markets—and everywhere else.” David M. Cabot

President and CEO Berkshire Hathaway HomeServices California Properties

TOGETHER WE’RE RAISING THE BAR.

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©2014 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 fi ling 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.

Good to know.™