Real Estate Magazine - Help-U-Sell - June 2017 by RISMedia

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An Idea Whose Time Has Come

Why the Help-U-Sell Real Estate Model Resonates More Than Ever â&#x20AC;&#x201C; Page 74

SOME REAL ESTATE COMPANIES HAVE 3 PETES. Pete

Pete state

Real E

Agent

ME GO HO TATE S E L A E R ET

RE AIN ST 123 M N, NJ 12345 W ANYTO 55-2368 311-5

Pete

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Real Estate Agent

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REET 123 MAIN ST NJ 12345 ANYTOWN, 68 311-555-23

BUT WE’RE THE ONLY ONE THAT HAS A

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ALL FOUR AWARDS. THREE YEARS IN A ROW. Congratulations to all the driven agents who helped bring it home again. The CENTURY 21® brand ranked “Highest Overall Satisfaction for First-Time Home Sellers, First-Time Home Buyers, Repeat Home Sellers, and Repeat Home Buyers (Tied in 2016) among National Full Service Real Estate Firms, Three Years in a Row” by J.D. Power. The CENTURY 21® brand received the highest numerical score among 5 real estate companies for first-time and repeat home buyers and sellers (tie for repeat home buyer) in the proprietary J.D. Power 2014-2016 Home Buyer/Seller Studies. 2016 study based on 5,837 total responses, measuring the perceptions and experiences of customers who bought and/or sold a home between March 2015 and April 2016, surveyed February-April 2016. Your experiences may vary. Visit jdpower.com THREE-PEAT® is a registered trademark of Riles & Company, Inc., used with permission. © 2016 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21®, the CENTURY 21 Logo and SMARTER. BOLDER. FASTER.® are registered service marks owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated.

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{Contents} June 2017/Vol. 33, No. 6 • www.rismedia.com

{On the Cover} 74 An Idea Whose Time Has Come Why the Help-U-Sell Real Estate Model Resonates More Than Ever While Help-U-Sell offers a modern approach to real estate, the company is certainly no newcomer to the business. Founded in 1976, Help-U-Sell leapt out of the gate with its set-fee, fullservice business model, breaking the traditional mold from the onset. Now serving more than 100 offices in 26 states (and counting), the company has stepped up its value proposition with an in-house IT department that offers an all-in-one tech and marketing solution for affiliates. In this special interview, COO Robert “Robbie” Stevens and Chief Development Officer John Powell give us a look under the hood to find out how the Help-U-Sell engine runs, and why its approach to the real estate business has never been more relevant.

{Highlights} 30 Natural Born Leaders Meet the women in charge at Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.

{Headliners} 15 P olicy Matters: CoMarketing Under RESPA Section 8 16 N AR Power Broker Roundtable: The View From Mid-Year 18 R EBAC Report: A Tip of the Cap (and Gown) to REALTOR® University

20 E xecutive Appointments

23 P arents Concerned About Housing Grown Children 26 S quare Footage: It’s

Not the Size That Counts, But How You Use It

32 #Coolture 26

Here, get a behind-the-scenes look at Realty ONE Group’s approach to success.

58 Serving Those Who Serve Our Country In this month’s feature, learn how NAR’s MRP certification can give one a leg up on the competition.

88 8 Essential Strategies for Achieving Business Longevity 43 B log Spot: 5 Things Professional Burglars Don’t Want You to Know 85 W ebinar Recap: Looking to Leverage Your Social Media Presence? Shift Your Viewpoint

Take note of these simple ways to achieve business longevity and move toward long-term success.

{Features} 28 Global Spotlight: Serving Southeast Asia With Expertise and Education

45 From the Heartland to the Golden State RISMedia’s REAL ESTATE June 2017 3

{Experts} 24 D esirée Patno - Millennials: The

Grand Enigma

39 Alex Rozwadowski - Coaching for Consistent Success

40 Bryan Brooks - Why Opening a Brokerage Is the Next Move for Your Business 61 Brian Buffini - Take Your Profits Through the Roof 65 Verl Workman - Creating the Ultimate Buyer Experience 66 Cleve Gaddis - You Better Know What’s Next 66 R ick Geha - Buyer Mastery Through Buyer Consultation 68 Bob Sokoler - Organization Leads to Success 72 David Siroty - Take a Bow and Reclaim Your Rightful Place 79 Terri Murphy - How to Generate New Transactions Every Year 87 Geoff Lewis - Keep the Focus on Agent Productivity

{Every Issue}

46 Power Broker Perspectives: Charlie Bengel, Jr., Robin Dickson, Penny Nathan 51 Market Knowledge Outweighs All in Today’s Data-Driven World 52 Strategies: Homes.com; HSA Home Warranty; Moxi Works; Real Estate Webmasters; ReferralExchange; The Personal Marketing Company 63 How May I Serve You? 74 An Idea Whose Time Has Come 90 RISMedia’s Great Spaces 94 Ask the Experts: An Alternative to Calling Expireds and FSBOs, Communicating With Current Clients and Potential Customers, Global Clients vs. Domestic Clients

{Interviews} 81 Jill Daniels and Abbie Holland, Realty ONE Group, Experience

82 Michael C. Scarafile, Carolina One Real Estate

82 Manny Gutierrez, Prime Real Estate of Florida

4 June 2017 RISMedia’s REAL ESTATE

6 RISMedia Online 9 Publisher’s Desk 12 Did You Know? 97 Service Profiles 106 Referrals 112 RE: Real Estate – New Ad Campaign Encourages Consumers to Get REALTOR®

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Stay Social!

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

Bring some ‘new’ to your news feed! Like @HousecallBlog (the official page of RISMedia’s blog) on Facebook. 6 Things Professional Burglars Don’t Want You to Know

Angelina Jolie Enters Escrow in Los Feliz

Even though a burglary occurs every 20 seconds in the U.S., you can still protect yourself—and your home— without installing top-dollar security features.

Retail therapy or real estate therapy? Actress/humanitarian Angelina Jolie recently dropped an epic $25 million on a sprawling Los Feliz estate.

Home Inspections: Items That Aren’t Deal Breakers It’s recommended that homebuyers make an offer to purchase contingent upon a home inspection. But the following issues don’t have to stop a transaction in its tracks.

4 Fictional Towns That Would Be Bad for Real Estate If these four fictional towns were real, you definitely wouldn’t want to move to them! (Twin Peaks, anyone!?)

Team RIS couldn’t resist the #UnicornFrappuccino.

Dual Agency vs. Designated Agency: Understand the Difference Avoid this conflict of interest when you hire your next real estate agent.

Connect with RISMedia @RISMediaUpdates

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6 June 2017 RISMedia’s REAL ESTATE

“We are very fortunate to have a fresh look at real estate leadership.” – Neil Hummel, broker/ owner, on May cover star John Peyton, Realogy’s new CEO

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We’re here for your clients. In the last five years, AHS has spent over $1.8 billion on covered service requests.

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NAR: My Advocate for education and professional development

REALTOR

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

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

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

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

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

{Publisher’s Desk} Evolving the Model

ome things never change. Like the fact that real estate always was, and always will be, a relationship business. But around that firmly rooted cornerstone, a lot has shifted, making today’s real estate business a lot different than it once was. Those companies that are evolving to keep up with the shifting landscape are moving forward—those who aren’t are at risk of getting left behind.

Generate More Business from Social Media!

This month’s cover story on Realty ONE Group is a good example of a company that’s molding itself to be more in tune with the needs of today’s real estate agents and consumers. Launched in 2005, the firm has experienced significant growth by diverging from the typical real estate brokerage model. “If traditional real estate brokerages are not willing to accept change and position themselves for a paradigm shift, they will feel a greater impact in the future,” says Realty ONE Group CEO Kuba Jewgieniew. “I believe it’s important that companies adapt and embrace the ever-changing market.” Find out more about Jewgieniew’s strategy and future plans for his company beginning on page 32.

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Of course, a substantial part of what’s driving the evolution of the real estate model is technology. From transaction management to paperless solutions to social media applications, real estate is working hard to keep up with the way consumers live and conduct business in modern society.

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One of the most critical parts of the shifting technology landscape is big data, specifically predictive analytics. With the power to anticipate consumer behavior and market statistics, predictive analytics is changing the way real estate professionals list and sell homes…and the way consumers buy them. For example, Scott Kiburz, operating principal at Keller Williams Biltmore Partners in Phoenix, is using data from San Franciscobased HouseCanary to stay ahead of the curve on market fluctuations—down to specific zip codes.

Your Headshot & Contact Info!

Mobile View RISMedia’s Automated Content Engagement

Responsive Design

“Before, I could only speculate,” says Kiburz. “Now I can go through and strategize whether the market is heading up or down, or whether something different is going to happen within the next 12 - 24 - 36 months.” Learn more about how Kiburz is using data to give his agents a powerful competitive advantage on page 51; it can revolutionize the way you do business.

Your Headshot & Contact Info!

Remember, as you look to evolve your company for success, maintain the mindset that change is not only necessary, but exciting. Wishing you continued success,

John E. Featherston CEO & Publisher

Your Company Logo!

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

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

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

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

SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Director, Business Development Brett Johnson Director, Business Development Andy MacPherson Director, Business Development Scott Leone

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

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 • ace.rismedia.com

PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey RISMedia’s Automated Content Engagement (ACE) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2017 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

{Did You Know?} #REalityCheck

A new ZillowÂŽ analysis shows that there are more homes for sale at the end of summer than at any other time of year. In most major metros, August had more for-sale listings than any other month.

According to GOBankingRates, the top 5 cities where a comfortable lifestyle is possible are: 1. Virginia Beach, Va.

of millennials

2. Arlington, Texas

recently surveyed by

3. Colorado Springs, Colo.

CentSai, a financial

4. Albuquerque, N.M.

wellness website,

5. Austin, Texas

would prefer to enlist the help of

of homebuyers put more of a premium on reliable at-home wireless service than they do on home prices (60 percent), decent commute times (41 percent), proximity to a major airport (28 percent), and restaurants and nightlife (23 percent). Source: Consumer survey commissioned by CTIA

12 June 2017 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

a local real estate agent than an online agent. In addition, 71 percent would prefer to work with a local mortgage lender.

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{Policy Matters}

Co-Marketing Under RESPA Section 8 This column is brought to you by the NAR Real Estate Services group.

by Sarah Young

HUD’s guidance, co-marketing by parties who may also be engaged in referral relationships generally remains permissible under RESPA if: 8 Both parties pay their proper share of the advertisement. For example, if both parties are represented 50/50 on the advertisement, each is responsible for half of the advertising expense; and 8 The arrangement does not involve discounts on expenses that otherwise would be incurred by persons in a position to refer settlement services or business.

hen two or more settlement service providers co-market their businesses through advertisements such as printed flyers, online banners or real estate portal web pages, the advertising efforts may be subject to analysis under the Real Estate Settlement Procedures Act (RESPA). In 2010, Congress passed the Dodd-Frank Act, which transferred RESPA’s rulemaking and enforcement authority from the U.S. Department of Housing and Urban Development (HUD) to the Consumer Financial Protection Bureau (CFPB), effective July 21, 2011. Since that time, the CFPB has not issued formal RESPA guidance on co-branded or joint marketing efforts, so settlement service providers continue to rely on HUD’s previous guidance on co-branding or joint marketing activities. Based on

HUD cautioned that if one party is paying less than its proper share for a brochure or advertisement, there could be a violation of Section 8 of RESPA, which contains anti-kickback provisions. For example, if a mortgage lender is offsetting the marketing costs of a real estate agent on a third-party real estate listing aggregator’s site, and the agent is making referrals to the lender, it may appear that the lender is paying the expense in exchange for a referral of loan business. This could be considered an impermissible thing of value provided in exchange for a referral in violation of Section 8. To minimize risk of liabilities for RESPA violations, settlement service providers should consider the following practices: 8 What constitutes the proper share should be based on the proportionate split of the fair market value for the creation/ design, printing, mailing, and other services in connection with the advertisement. 8 The charge to each provider whose goods or services are ad-

vertised should be equal to that provider’s share of the advertising cost in direct proportion to its prominence in the advertising. 8 The parties should maintain and document a reasonable procedure to calculate joint marketing charges and/or create a standardized rate sheet that represents fair market value for such marketing, if applicable. This procedure should be applied consistently to all joint marketing parties. 8 Marketing fees generally should be reasonable in amount to the fair market value of the services actually performed (with the fees being appropriate for the relevant marketplace where the services are performed). 8 Maintaining written agreements of the co-marketing arrangement can demonstrate efforts to comply with RESPA, as well as any federal and state laws and regulations governing the co-marketing efforts.

The National Association of REALTORS®(NAR) has published a guide of dos and don’ts for co-marketing, which can be found at nar.realtor/ respa. NAR will also continue to work with the CFPB to advocate for RESPA policies that promote the best interests of consumers and the real estate industry. While the CFPB has not put out guidance on co-marketing, the CFPB is scrutinizing all business arrangements that involve referrals and have RESPA Section 8 implications. NAR urges members to review the dos and don’ts for co-marketing guide and consult with a RESPA attorney to ensure all business practices comply with applicable laws. RE Sarah Young is the director of Real Estate Services, National Association of REALTORS®.

RISMedia’s REAL ESTATE June 2017 15

{The NAR Power Broker Roundtable} The View From Mid-Year MODERATOR:

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

Rei Mesa President/CEO, Berkshire Hathaway HomeServices Florida Realty, Miami/ Fort Lauderdale, Fla.

Michael Zagaris President/CEO, TMZ Real Estate, Modesto, Calif.

June Slusser Equity Partner, Coldwell Banker High Country Realty, Atlanta/ Blue Ridge, Ga. The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: Some of the best news

of the spring season may be that existinghome sales jumped 4.4 percent in March and are up nearly 6 percent compared to a year ago. According to NAR Chief Economist Lawrence Yun, the March data surpass January 2017 as the strongest month of sales since February 2007. In a real estate environment struggling with low inventory in most areas, that’s reason enough for optimism. Rei, you’re in highdemand Southeast Florida. How do you see the year shaping up?

Rei Mesa: We’re fortunate to be in a sought-out region—a coastal area, still relatively affordable, and in a state with no income taxes—and

16 June 2017 RISMedia’s REAL ESTATE

while I don’t pretend to have a crystal ball, I can tell you we are in the midst of a very strong selling season. Inventory is growing in the luxury market, although less so at the entry level, where investors scooped up rental properties during the downturn and haven’t put those homes back on the market. But our agents are motivated, reaching out to sellers, and while we may not have a breakout season, it should be a good year for us overall.

Michael Zagaris: We’re a bit inland

from the California coast, in a more moderate market, but it’s been a good spring season for us as well—a modest rise in prices, busy open houses, and more than a few multiple offers, especially at the higher end. The problem, for us as for many others, is the tight inventory—and that’s not being helped by lower than historic levels of new construction. There just aren’t enough homes on the market. The name of the game is business development.

June Slusser: Business is brisk

in the Blue Ridge Mountain high country. We’re at 20 percent over the same quarter last year, and demand remains high in our second-home area, especially for properties with lake and mountain views. Georgia has become a mecca for filmmaking, so we have increased interest from movie people—and any desirable location within 100 miles of a major metropolitan area will always attract interest from boomers. Our Chamber of Commerce does a great job of marketing, so while inventory is tight, and some prices are rising dramatically, our view from mid-year is encouraging.

RB: You’ve all referred to the shortage of inventory. How do we turn that around? What’s the message you’re sending to agents, and where do you see opportunity?

“While inventory is tight, and some prices are rising dramatically, our view from mid-year is encouraging.” – June Slusser Equity Partner, Coldwell Banker High Country Realty

MZ: A good agent will do well in any

market, but the central message to our agents today is to get out there and list. Life changes will always prompt a family’s need to move, so it’s time to do some good old-fashioned farming. There’s great opportunity in new construction. In our area, which has great appeal and amenities for seniors, there’s especially a need for senior housing. Hopefully, builders will respond.

JS: We’re finding that most buyers are amenable to renovating, so even older properties are selling well. Still, we do see a need for more housing. New construction is just beginning in our area, but it’s not keeping pace with demand. RM: I think it’s important for agents to be inventive, to educate sellers with plenty of equity that this is a good time to move up. But they do need to have choices. There are four million investor-owned properties in Florida that are not turning over because landlords are finding them profitable. New construction is certainly one answer. We need developers to step up to the plate. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

YOUR INDEPENDENCE NEVER LOOKED BETTER.

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{REBAC Report}

A Tip of the Cap (and Gown) to REALTOR® University

visit realtoru.edu/academics/hearwhat-students-are-saying.

Opportunities for brokers

by Marc D. Gould

enjamin Franklin once said, “An investment in knowledge pays the best interest.” It’s a point that hit home when I proudly watched the latest graduates of REALTOR® University cross the stage last month to receive their

diplomas.

This accomplished group of 13 real estate professionals comprised REALTOR® University’s fourth graduating class. Degree recipients proudly earned their Master of Real Estate (MRE) degree on May 19 in Washington, D.C. Like those before them, the Class of 2017 are shining examples of how an individual can single-handedly raise the bar of professionalism in the real estate industry. Their personal growth clearly spills over and benefits others—both the agents they work with, as well as their customers and clients. As a broker, I’m sure you recognize firsthand the degree to which knowledge contributes to success in this business. Fortunately, education has always been a cornerstone of the REALTOR® organization. In my role as Dean of Student Services for REALTOR®University, in addition to my work with REBAC, it’s been particularly rewarding to watch this specialized master’s degree program take shape.

What makes REALTOR® University so exceptional? First, REALTOR® University is the only accredited institution of higher education focused exclusively on the practice of real estate as a profession. Its curriculum is both current 18 June 2017 RISMedia’s REAL ESTATE

and relevant, providing practical and applied learning opportunities. Additionally, students study key aspects of both business and real estate within one of five different concentrations: 8 Residential Real Estate Sales, Marketing and Management 8 Real Estate Asset and Property Management 8 Commercial Real Estate Investment and Analysis 8 Real Estate Appraisal and Valuation Services 8 Real Estate Association Management

REALTOR® University’s distinguished faculty is comprised of experienced practitioners, as well as effective communicators, coaches and mentors. Each class is held online, typically including a small group of 10 to 12 students, so there are extensive opportunities to ask questions and share perspectives. Perhaps the best testaments come directly from the industry professionals who have already earned their MRE degree. To hear what they gained from REALTOR® University,

Since running a brokerage involves strong knowledge of the real estate industry, in addition to various business skills (reducing risk, business planning, marketing, etc.), the MRE degree offers managing brokers, like yourself, the perfect curriculum. Once you’ve enrolled in the program, you will consistently find ways to apply each course to your brokerage. You may also want to support your own agents’ higher education by subsidizing their REALTOR® University coursework. This is an excellent way to encourage their growth in the business while also serving as a strong recruitment and retention tool.

Learn more Real estate professionals who distinguish themselves with outstanding service and exceptional credentials are certain to stand out in a crowded field. A Master of Real Estate degree from REALTOR® University is a noteworthy way to achieve those results. REALTOR® University is accredited by the Distance Education Accrediting Commission (DEAC), which is recognized by the Council for Higher Education Accreditation and the U.S. Department of Education. I encourage you to learn more by visiting RealtorU.edu. RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A whollyowned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

Meet Luther

Quicken Loans Agent Relations Team

Luther brings a level of enthusiasm to his job that few can. He understands the importance of CUSTOMER SATISFACTION and goes above and beyond to ensure I have the resources I need to provide my clients the ABSOLUTE BEST LOAN PRODUCTS available. I am happy to have Luther on my team as a preferred lender. — Danielle A., Coldwell Banker, Ohio

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{Executive Appointments} Realtor.com® has named Chung Meng Cheong chief product officer, the News Corp subsidiary Move Inc.-operated company recently announced. Cheong, who will be responsible for product development, will report to CEO Ryan O’Hara. Cheong was formerly executive vice president of Product Management and Consumer Marketing at Financial Engines, an online asset management and investment guidance provider.

offices. Anthony, who has been with Weichert for 14 years, will be responsible for the growth and management of 15 offices. In other company news, the Weichert Companies has named Michael Cadematori chief financial officer. Cadematori, a 30-year veteran of the finance industry, was most recently regional vice president and CFO for the Eastern Seaboard region with NRT LLC.

NRT LLC recently named Duff Rupresident of Coldwell Banker Residential Brokerage, Mid-Atlantic. Rubin, formerly the senior regional vice president for Coldwell Banker Residential Real Estate in Southeast Florida, is responsible for overseeing the daily operations of Coldwell Banker Residential Brokerage, MidAtlantic’s 30 real estate offices and 2,100 agents. Winner of the Miami Association of REALTORS®’ 2016 Leadership Award, Rubin was previously managing director for Coldwell Banker Commercial NRT for Florida and the Mid-Atlantic.

Kathy Gordon, Scott Petronis and Mitch Robinson. Chung,

bin

Casey Hurbis has been named chief marketing officer at Quicken Loans. Hurbis will be responsible for leading Quicken Loans’ consumerfacing marketing team and managing the Quicken Loans brand, in addition to online and traditional marketing initiatives. Hurbis, a native of Detroit, Mich., where Quicken Loans is based, was most recently leader of North American brand communications and advertising for FIAT. Hurbis and his team were named Ad Age’s “Marketer of the Year” in 2012. Weichert, REALTORS® has promoted Christopher Anthony, a 17-year veteran of the real estate industry, to regional vice president of the Monmouth County and Ocean County

20 June 2017 RISMedia’s REAL ESTATE

eXp Realty has added four real estate industry veterans to its management team: Kee Wah Chung,

named vice president of Agent Experience, joins the company from DocuSign; Gordon, named vice president of Broker Operations, joins the company from a Keller Williams brokerage; Petronis, named chief product and technology officer, joins the company from Onboard Informatics; and Robinson, named senior vice president of Marketing and Communications, joins the company from Zillow. Chung will be responsible for leading the buildout of the agent experience through a service delivery model for onboarding new agents, providing transaction management services and supporting agents via eXp systems and tools. Gordon will be responsible for administering eXp’s brokerage policies and procedures, overseeing license law and regulatory compliance, serving as liaison for eXp’s legal resources and risk management programs, and supporting eXp’s state administrative brokers. Petronis will be responsible for leading the delivery of strategic agent-centric solutions. Robinson will be responsible for branding and managing internal and external communications, digital and social media, and events.

MLSListings, Inc., recently named Rob Hahn to its Board of Direc-

tors. Hahn, a consultant and national industry speaker, will serve as the board’s at-large director beginning in June. Hahn is the founder and managing partner of 7DS Associates, a real estate consulting firm. In other company news, MLSListings, Inc., has named Larry Knapp vice president of Industry Relations. Knapp, a former chair of the MLSListings Board of Directors, previously managed four of the largest residential brokerages in the nation, as well as served in leadership positions in local, state and national REALTOR® associations. Edina Realty recently announced the appointment of Sharry Schmid as president. Current President Barb Jandric will retire. Schmid will be focused on ensuring Edina agents have the best education, skills and technology to deliver the best experience to their clients. Schmid, who has been with Edina for over 21 years, was most recently senior vice president and regional manager of the company’s Lakeville, Eden Prairie, Prior Lake, Savage and Shakopee offices, as well as sales manager of the company’s largest office in Edina.

Chris Heller will no longer be serv-

ing as co-CEO of Keller Williams, changing roles to that of an operating partner and regional owner. CoCEO John Davis will continue on as sole CEO. HER

Realtors®

has promoted a 22-year veteran of the real estate industry, to regional vice president of the Canal Winchester and Lancaster offices. Henry will also oversee other community offices. RE

Leanne Henry,

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“Just 41 percent of those surveyed report their grown children pay rent.”

Parents Concerned About Housing Grown Children

ore homeowners nationwide are finding themselves housing grown children—in fact, the share of adults who live with their parents has gone up since the 1970s.

Many parents, according to findings from a new survey, are concerned about just how long their grown children will stay in the nest—and if they’ll be able to fly out on their own at all. The non-profit NHP Foundation recently surveyed 1,000 moms to gauge their attitudes about housing grown children. About 30 percent of those surveyed are “anxious” about their grown children living in their home for a long time, and roughly 40 percent “worry at least once a day” about their grown children’s ability to afford “desirable” housing. Fortythree percent, in addition, are “very concerned” about climbing housing

costs. Home prices hit a 32-month high in April. Most moms are not playing landlord, the survey shows. Just 41 percent of those surveyed report their grown children pay rent, while 30 percent report their grown children are “actively looking for other places to live”—though only 24 percent of those surveyed would help their grown children pay for a mortgage or rent. Sixty-five percent of grown children, notably, are employed. A considerable share of those surveyed, as well, are not confident the Trump Administration will make affordable housing a priority. In March, the Administration proposed a 13.2

percent budget cut to the Department of Housing and Urban Development (HUD), which oversees key affordable housing initiatives. The NHP Foundation’s President and CEO Richard Burns says preserving the Low-Income Housing Tax Credit (LIHTC) is one step toward ensuring housing remains within reach. “LIHTC is vital to enabling providers to offer stable, long-term affordable housing options,” says Burns. The results of the survey affirm other recent research conducted by The NHP Foundation that revealed baby boomers are troubled by their grown children’s inability to afford housing, as well as their own incapacity to pay for housing as they age. RE Source: The NHP Foundation

RISMedia’s REAL ESTATE June 2017 23

Millennials: The Grand Enigma Commentary by Desirée Patno

illennials are an enigma constantly challenging the behaviors of previous generations. Currently the largest population sector—overtaking baby boomers in 2016, according to U.S. Census Bureau population estimates—millennials’ role in the workforce is imperative, and understanding what these young Americans seek is germane to recruiting and retaining them in the workforce. One view of the millennial generation, supported by research, is that they move often and job-hop with frequency. According to a 2016 Gallup study, “Millennials: The Job-Hopping Generation,” six in 10 millennials are open to new job opportunities, remaining the least-engaged generation in the workplace. The report also found that 21 percent of millennials changed jobs in the past year, and only 50 percent expect to be working at their current company one year from now. However, data also show that millennials aren’t moving or trading jobs as much as previous generations. Recent U.S. Department of Labor

24 June 2017 RISMedia’s REAL ESTATE

(DOL) data show that millennials are just as probable as Gen Xers to remain at their companies: 8In January 2016, 63.4 percent of working millennials had worked for their current employer at least 13 months. 8In February 2000, 59.9 percent of 18- to 35-year-olds, most of whom comprise today’s Gen X, reported comparable job tenure. 8Twenty-two percent of millennial workers had worked at the same company for at least five years as of 2016, compared to 21.8 percent of Gen X workers in 2000. Pew Research Center data reveal that millennials aren’t moving at the

same rate as previous generations. In 2016, only 20 percent of millennials reported living at a different address one year prior. This is a significantly lower percentage than that reported by members of the Silent Generation (26 percent) in 1963 and Gen X (26 percent) in 2000. How do you retain millennials? According to the 2017 Deloitte Millennial Survey: 8 Millennials receive a greater feeling of influence from opportunities to work with “good causes,” which are often offered by employers. 8 Millennials do not support leaders who “take divisive positions, or aim for radical transformation rather than gradual change.” 8 Flexibility in working arrangements is connected to improved performance and employee retention. Millennials at companies with flexibility reported that it supported greater productivity and employee engagement while contributing to their health, happiness and well-being. The needs of America’s young workers have shifted over the years. While millennials want some of the same aspects as past generations, they’re especially searching to feel rewarded and considered. This poses challenges to workforce norms, as things like greater flexibility—possibly regarded in the past as an opportunity for workers to take it easy—have resulted in better performance and productivity. Generations of Americans are changing; in order to retain them, the workplace has to develop accordingly. RE

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

We celebrate the entrepreneurial spirit. At Engel & Völkers we believe that every advisor and license partner provides unique value to who we are. We aren’t a network of competitors, but rather a community of mentors and raving fans. Together, we are raising the bar on real estate service and exceeding expectations with total passion throughout the world. Come collaborate, innovate and grow with Engel & Völkers.

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

Square Footage:

It’s Not the Size That Counts, But How You Use It by Matt Metcalf

ne of the first focuses for most people looking for a home is square feet. How many square feet are there? How does it compare to the rest of the neighborhood and area? Does size really matter? Size, of course, does have an impact. More square footage provides the opportunity to have more flexibility with design, room arrangements and features, but experience tells me it’s not the most important factor for homebuyers. Square footage is a fallback and easy measure for real estate because it’s one of the few easily defined, measurable and comparable characteristics in describing a home. Features like views, finishes, layout and general feeling are harder to assign an absolute value, so we tend to look to square footage first. If people really pay attention, they’ll see that within a neighborhood or area there are always some homes that sell faster than average, and often at a higher 26 June 2017 RISMedia’s REAL ESTATE

price. Many factors can impact this, such as view and location, but in this case, we’re talking about the floor plan itself. Many large builders experience an overwhelming demand for just one or two models, even when they have six or more available, because the feel and use of the space is so important. Many people cannot even explain why they like one floor plan more; they just like the “feel.” Ergonomics at Home Ergonomics is the process of designing or arranging workplaces, products and systems so that they fit the people who use them. People look to find comfort and enjoyment in their lives and their environment, work or home, and that can have both a positive and negative impact on their well-being. For most of us, our home is the place we will spend the majority of our time, so having spaces that fit us and make us more comfortable is extremely important. Applying ergonomic practices to home design can have a positive impact on our lives.

Give the People What They Want Across the country, you’ll find many new construction homes built in the “modern” style, which is an update from the mid-century modern designs of the 20th century. In many of the western U.S. cities, such as Los Angeles, San Francisco, Las Vegas and Denver, this style of home is in great demand. Denver real estate has seen a large increase in the demand and construction of modern luxury homes, in addition to modern row homes and smaller homes that fit onto older, more limited lot sizes. Many older Denver neighborhoods have experienced high demand for beautiful homes with modern spaces that aren’t large, but offer a luxurious feel in design. What Is “Modern” Anyway? Many architects are students and fans of the mid-century designs that emphasize simplicity, open spaces, clean sharp lines and integration with the world around you. You’ll find a large emphasis on building homes that take advantage of the lot for views, integration with outdoor spaces, and multiple use rooms. Large glass windows for natural light and flat roof lines are

also common features of the style, and when incorporated with a good design, can make the home feel great inside and look stunning on the outside. “Modern design is meant to be functional first—to integrate function as a part of our lives and space, to simplify and declutter our physical environment—and to accomplish this in an aesthetically pleasing form. Great modern design makes our living spaces easier to use and occupy while simultaneously stimulating our senses positively,” says Jesse Walden, architect and builder with Lucid Studio in Denver. After many years helping people find homes that fit their personalities and lifestyles, I’ve noticed that it’s almost always the use of the space that has a greater impact than the sheer volume of square footage. This comes in two forms: use of square footage in layout and flow, and, of course, interior design. Having a great floor plan, visually pleasing design and good flow to a home will make it a desirable and more valuable home now and in the future. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

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{Global Spotlight}

Serving Southeast Asia With Expertise and Education

eadquartered in Kuala Lumpur, Rahim & Co International is in its 41st year of delivering real estate services to local clients and investors from around the world. Despite market challenges, including housing affordability, Director of Research Sulaiman Saheh is capitalizing on Malaysia’s many market opportunities. Find out more about the firm’s success in this interview with Saheh. SULAIMAN SAHEH Director of Research Rahim & Co International Kuala Lumpur, Malaysia www.rahim-co.com Real Estate magazine: Please tell us about your firm. Sulaiman Saheh: Established in 1976, Rahim & Co has 18 offices throughout Malaysia, with its head office in the heart of Kuala Lumpur. Celebrating 41 years of serving both local and international clients, our close to 400-strong workforce, including 27 registered sales professionals, provides expert real estate services throughout the whole of Peninsular Malaysia, East Malaysia/Borneo, international regions such as ASEAN (Association of Southeast Asian Nations, comprised of 10 countries in the region), the United Kingdom, China and Australia.

28 June 2017 RISMedia’s REAL ESTATE

RE: Please describe your current housing market. SS: The RM (Malaysian ringgit) 60 - 70 billion residential market (in terms of annual market transactions), consisting of approximately 200,000 - 250,000 units sold annually, represents two-thirds of the property market in Malaysia. The Malaysian residential market at present is going through a consolidation period after a bull run subsequent to the 2007/08 global financial crisis. Transaction activities have since been showing a declining trend at around 7 percent per annum from the peak in 2012. Up to 2014, despite a slowing down in property sales, the total value of transactions was still climbing; however, in 2015, the value of residential transactions dropped for the first time since 2009, and the same was expected in 2016. Nevertheless, residential prices are still holding with even a marginal increase in average house prices across major urban centers. The average house price in Malaysia is around the RM350,000 mark. Looking specifically into urban centers such as Kuala Lumpur and Petaling Jaya, an average terraced house is priced anywhere from RM620,000 to RM1,000,000. A prime condominium unit in Kuala Lumpur ranges between RM1.5 to 2.0 million. The marketing period for a house is dependent on many factors, like market cycle, consumer sentiment and other macroeconomic factors, on top of the property’s location, design, quality and type. Generally, a good product in a healthy market would be sold within three to six months, but during tougher times, the same property can

be on the market for more than 12 months. RE: What are some of the challenges in your current market? SS: One issue that is hotly debated today is housing affordability. During the boom period, especially between 2010 and 2013, housing prices soared at 11 - 13 percent per annum, and up to 18 percent in certain areas. Although the rate of increase has been more muted in recent years, homebuyers are disgruntled about how unaffordable houses are. This, coupled with the cooling measures imposed by the central bank, Bank Negara Malaysia, such as tightening of loan eligibility criteria, the relaxation of the Real Property Gains Tax and abolishment of the Developer’s Interest Bearing Scheme, prevented many homebuyers from getting approved for loans. Government programs such as Projek Perumahan 1Malaysia or PR1MA are being rolled out to create more affordable units in the market. Private developers have also entered this segment of the market. RE: What are the various types of properties available in your market, and which is the most popular? SS: The residential sector accounts for 65.2 percent of property transactions in the country, whereas commercial, industrial, institutional and agricultural properties, as well as development land, make up the rest. There are various types of residential products available in the market, including low-cost houses and apartments, midrange terraced, townhouses, semi-detached houses, detached houses and condominiums, as well as high-end products like luxury bungalows, villas and super-condominiums. Generally, two-story terraced houses are the most popular in the country, but in urban centers, condominiums are also very popular. RE: How prevalent is new construction/development in your market, and how is it affecting your business? SS: Some developers have slowed down or even deferred their projects to the latter half of the year or the following year. Nevertheless, there are still private developments and construction projects going on, especially in hot areas where demand is strong. Public infrastructure projects such as the MRT lines, the Pan Borneo Highway and Penang Sentral are not just catalytic to the property and economic sectors, but are also crucial to bettering the quality of life for locals. RE: Please tell us about the buyers you work with. SS: We work with local as well as foreign buyers. The foreign buyers that are working with us are mainly from Singapore, Indonesia, China (including Hong Kong) and Europe. For these foreign buyers, Malaysia is an attractive location.

Two-story terraced houses are among the most popular property types in Malaysia.

RE: What are some of the most important trends in your market? SS: The key trend is the Transit Oriented Development (TOD), where there is convenient access to the facilities and living areas through public transport. Even though it has been natural for developments to grow along transportation lines, a proper guideline has been created to structure this type of development. Another major movement is to provide affordable housing for the mass market. RE: What are your biggest challenges/opportunities for growth? SS: The biggest challenge is the uncertainty under a tough environment from both the economic and property fronts. It is imperative that we ensure our services will meet the clients’ expectations. The other challenge is to be able to cope with technology advancement. Information is easily available and readily accessible, and, thus, there is a constant need to be able to come up with better and newer products and services. RE: What are some of your most successful strategies for promoting/marketing your business? SS: Our main strategy is leveraging our unique ability to provide the highest standard of service, which combines the best of international standards with local know-how. We provide highly focused expertise and knowledge by having dedicated teams for every sector in order to provide comprehensive consultative services. Partnerships with local and international publications also create unique values that identify us as a leading property consultancy. RE: How does being part of Leading Real Estate Companies of the World® help advance your business? SS: This partnership will make us even more prominent and will strengthen Rahim & Co’s position in the global market even more, placing Rahim & Co on the world map as a top international real estate player. RE For more information, please visit www.leadingre.com.

RISMedia’s REAL ESTATE June 2017 29

Natural Born Leaders

by Maria Patterson

Meet the Women in Charge at Berkshire Hathaway

HomeServices Fox & Roach

many women who lead here,” says Docktor. “For any company, diversity in leadership is important. People from different backgrounds will increase any organization’s creativity and ability to grow, and women in leadership are part of that diversity.”

Photo Credit: Terry Hirst

Nurturing Growth Regardless of Gender A 30-year veteran of the firm, Griest was the first of the four women to receive the title of president in 2006, after starting in the policy department, becoming a settlement officer, and then segueing into management in 2000. “The organization has a lot of women and a lot of respect for women,” she explains. “Women bring a different perspective than men, and this form of diversity is important for any organization to have.” According to Griest, her mentors were mostly men, including Griesser, Flick and Jim Waters. “It was good to have male mentors because in many ways, it’s still a man’s world,” says Griest. “It’s necessary for women to be open to how men think and go about doing things, just as it is for men to understand how women may go about things differently.” While early in her career a woman in charge of operations took Gayo under her wing, it was Flick, Griesser and Larry Flick V who became her greatest supporters. “They gave me positive reinforcement and I felt no barriers to my professional development.” For Docktor, her first mentor was another powerful woman: her sales manager when she first joined Fox & Roach as a sales associate in 1986. “My sales office leader was smart, beautiful, and carried herself well—I wanted to mirror that,” recalls Docktor. “She believed in me and supported my desire to move into management. She introduced me to Larry Flick and showed me something that I believe is true for everyone—if you just venture outside your comfort zone, you will grow.” Flick recognized Docktor’s potential and soon stepped

The women leading Berkshire Hathaway HomeServices Fox & Roach, REALTORS®/Trident Group (from left to right): Kassie Erb, president, Fox & Roach Charities; Joan Docktor, president, BHHS Fox & Roach, REALTORS®; Marie Gayo, president, Trident Mortgage Company; and Barbara Griest, president, Trident Land Transfer Company

hile statistics from the National Association of REALTORS® show that 62 percent of REALTORS® are women, the broker and executive level of the real estate business is still predominantly occupied by men. Fortunately, the tides are turning and more women are taking their place among the industry’s upper echelon. At Berkshire Hathaway HomeServices Fox & Roach, REALTORS® and Trident Group, this is nothing new, however, as four women head up key divisions of the organization: Joan Docktor, president of Berkshire Hathaway HomeServices Fox & Roach, REALTORS®; Barbara Griest, president of Trident Land Transfer Company; Marie Gayo, president of Trident Mortgage Company; and Kassie Erb, president of Fox & Roach Charities.

Make no mistake—hard work and superior skills earned these women their spots, not their gender. Recognized for their talents early on by senior leadership at the organization—including Chairman and CEO Larry Flick IV and Vice Chairman Gerry Griesser—Docktor, Griest, Gayo and Erb benefitted by being in an environment that nurtured their growth and shattered glass ceilings. “We are fortunate at Fox & Roach and Berkshire Hathaway HomeServices as a whole because there are so

30 June 2017 RISMedia’s REAL ESTATE

into the role of her mentor. Docktor notes, “Larry always challenged me to grow and do more. He taught me that the difference between a good leader and a great leader was the execution of my goals. I learned under his guidance to strive for excellence in everything I do.” As these women executives grew through the ranks, the support from Fox & Roach was ongoing, which was not the usual course of action at many firms. According to Gayo, for instance, the mortgage banking industry had long been dominated by males at the top. “There are more females in mortgage operations, but more men in mortgage sales,” she explains. “When I first joined the company, I was interviewed by only men— I was the only woman at the table. I thought, ‘this is no different from any other organization;’ but now I see that differently. The ability for women to rise through the ranks says a lot about this company. That has not been the case at other companies I’ve worked for. Larry and Gerry always defer to my opinion and treat me no differently from other people.” Erb also flourished under the mentorship and support of Fox & Roach’s male leadership, specifically Griesser and Avie Wheeler, the director of Fox & Roach Charities who showed Erb “the ropes” when she came on board in 2005. “Avie treated me as an equal asset to Fox & Roach Charities, and introduced me to others that way,” recalls Erb. “We were a great team and he allowed me to grow into the professional person I am today. He had vast knowledge of the philanthropic nature of Fox & Roach and the foresight to start a charitable arm within a real estate company.” Erb stepped into a leadership role in 2008 when Wheeler stepped aside, and then became president of Fox & Roach Charities when Griesser retired from the position in 2011. “The company trusted me to lead and grow their legacy of giving,” she explains. “They asked me to guide the Board of Trustees and do what was needed in the many communities we serve. They respected my leadership, opinions and ability.”

A Challenging Path for Women For women, the path to leadership in the real estate business can be a tough one to forge. While women in sales positions were the norm throughout the early years of Docktor’s career, that quickly changed as she moved up the ranks. “When I first started in upper management, there were no other women at the time,” she recalls. “The men around me who were my peers had a really hard time accepting it. I had to prove that I could add value and that I cared about them as people. I came from a position of servant

leadership and made sure that everyone had what they needed to grow their careers.” Griest agrees that it was initially an adjustment for men to work with a woman in a leadership rank. “Men and women have different perspectives. Each has to understand the others’ perspective.” While it may have taken time for the masses to get on board, Berkshire Hathaway HomeServices Fox & Roach is committed to its support of women. “The fact that this article is being written and published speaks to how our company values women and what women can bring to a company,” says Erb. “Women are well represented in leadership roles throughout the company. We are people who know our culture, care about others, respect others and treat others the way we would want to be treated.”

Inspiring the Industry The female leadership at Berkshire Hathaway HomeServices Fox & Roach, REALTORS® and Trident Group serve as an inspiration for other women seeking to rise in real estate or in any business—and they offer some good advice, as well. According to Griest, one of the most important things a woman looking to rise through the ranks should do is keep an open mind and listen. “Don’t overreact to situations and be willing to listen to other perspectives,” she advises. “This does not mean to never disagree, but to understand while being able to state your own opinion without backing down.” For Docktor, finding the right mentor is essential for any woman seeking to rise into leadership. “Find a mentor who cares about you and can help you understand a lot more than just the technical aspects of your job,” she advises. “Find them within your business, but also outside of your business—there are so many life lessons you can learn.” Erb’s advice boils down to one thing: passion. “Once you find a job you love and are good at, it is no longer a job—it’s your passion,” she explains. “Stay focused, determined and do your job to the best of your ability. It will not go unnoticed or under appreciated.” Docktor also stresses the importance of giving back— as early as possible—to those coming up behind you. “Show them you care not just about what they do at work, but about them as people. It’s not the dollars they bring in, but the person they are. Business is relational, and the more relationships you can build, the better the outcome will be.” RE

For more information, please visit www.foxroach.com. RISMedia’s REAL ESTATE June 2017 31

“Our people have proven over time that they are the true building blocks of our company. Encouraged and empowered to ‘disrupt the industry’ and ‘wake up to win,’ they have taken up the challenge.” - KUBA JEWGIENIEW, CEO, Realty ONE Group 32 June 2017 RISMedia’s REAL ESTATE

Realty ONE Group’s ‘Unbrokerage’ Approach Gains Strength by Maria Patterson

While many see disruption as a bad thing, Kuba Jewgieniew believed it was exactly what the real estate industry needed when he founded Realty ONE Group in 2005. “In my first full year as a REALTOR®, I sold $30 million worth of dreams and opened doors to 111 homes. I started with an audacious dream to build one of the world’s 10 most recognizable real estate brands and fix a broken system,” explains Jewgieniew, CEO of the Irvine, Calif.based franchisor. “I was receiving little support from my manager but getting unexpected surprises on my commissions. My mission became clear: Provide real estate professionals with the broker and marketing support they need to succeed, and offer better commission rates than the conventional industry standards. The idea of a 100-percent commission structure was risky and largely untested in a well-established industry, but I believed it could ignite change in a market that desperately needed it.” But it wasn’t just Realty ONE Group’s commission structure that fueled its growth over the past 12 years—the firm’s expansion was also

the result of something far less tangible, something Realty ONE Group refers to as “coolture.” A playful combination of “cool” and “culture,” the term embodies the company’s high-energy, people-focused, can-do environment, punctuated throughout with a healthy dose of fun. “Our unique coolture is supported by our philosophy that everyone has a voice,” explains Jewgieniew. “Our people have proven over time that they are the true building blocks of our company. Encouraged and empowered to ‘disrupt the industry’ and ‘wake up to win,’ they have taken up the challenge. By sharing a common passion with a positive attitude and igniting ‘wow’ experiences, we’ve created raving fans that have contributed largely to the success of our company.” The formula has been working for Jewgieniew, who has steadily grown Realty ONE Group since its inception thanks to the “ONE Family” philosophy, which espouses 6 Cs for

success: Commissions, Coolture, Coaching, Care, Connect and Community. In 2012, the firm took a big leap into franchising. Since then, franchise offices have grown 89 percent year-over-year. From the humble beginnings of one location and a handful of real estate professionals, to 80+ locations today and over 9,000 professionals, Realty ONE Group continues to “multiply.” “At Realty ONE Group, we lead with an agent-first focus. What that means is that your success matters most and without your success we wouldn’t exist. Realty ONE Group offers a unique model, combining a dynamic brand with technology and innovative marketing that helps professionals achieve greater success, faster. We give our professionals the opportunity to reinvest back into their business with our 100-percent commission structure. Our 24/7 supportive, non-competing brokers and amazing coolture is also a factor in what makes Realty ONE Group so attractive and sets us apart.”

The Appeal of the ‘Unbrokerage’ Realty ONE Group’s people-centric, high-growth business model is exactly what has attracted not only top real estate professionals, but toplevel executives, as well.

RISMedia’s REAL ESTATE June 2017 33

Top: Much of Realty ONE Group’s large-scale growth has been a result of the company’s ability to adapt, innovate, and listen to the ideas of their passionate and ambitious professionals. Bottom: ROG leadership: Founder & CEO, Kuba Jewgieniew (left); President of CORE Partners Group & Head of Marketing, Tara Johnson (right); Managing Broker of the Summerlin office in Las Vegas, Wally Kowis.

For Realty ONE Group’s new COO Mike Clear, joining the firm was an opportunity a long time in the making. “For me, the real estate industry was always a customer of mine,” says Clear, former president of HSA Home Warranty and vice president of Operations at ServiceMaster’s American Home Shield. “I liked the kind of passion I saw in the industry, and I wanted to get on the franchise and brokerage side of the business. Instead of the industry being a customer, I wanted to be the one helping lead something in the real estate space. Realty ONE Group was the right fit because it has high growth and high energy, and I really liked the people. When I looked at what else was available, I realized that Realty ONE Group was the ‘unbrokerage.’ We think differently and push the envelope in terms of what we do for our agents.” The firm’s agent-first focus was exactly what attracted industry veteran Burke Smith. As a licensed California broker, a real estate coach, and former executive at Prudential California Realty and HSA Home Warranty, Smith knew that Realty ONE Group offered something completely 34 June 2017 RISMedia’s REAL ESTATE

different—something the industry needed. “This is an agent-first company, and that’s something unique and different from agent-influenced,” says Smith, who recently came on board as Realty ONE Group’s chief development and learning officer. “Our mission is to help take real estate professionals from self-employed to self-sufficient.” According to Smith, the firm’s coolture is motivating agents in an entirely new way. “Oftentimes, peo-

ple in our business, including myself, wake up and say, ‘How did I end up as a real estate agent?’” he explains. “But this company is expert at creating excitement around being in this business. Realty ONE Group makes real estate fun again by creating a coolture agents can brag about to their friends and family or the world via social media.”

Taking on the Role of Disruptor While disruption usually gets a bad rap, at Realty ONE Group, it’s a tes-

tament to the firm’s success. “Disruptors get attention, and that attention can be good or bad,” says Smith. “If you can create a disruption that fills a void in the marketplace, then you have a true opportunity for success. Realty ONE Group is proof of that as the only market disruptor in our industry that is truly pro-agent, and the only firm that is actually investing in the real estate professional. Other market disruptors like Opendoor are built around limiting the role of the local real estate professional. We are the only brokerage that is disruptive and supportive of real estate professionals.” Alex Mihai is Realty ONE Group’s general counsel, practicing law in California since 2006. He joined the firm two years ago for three reasons: its agent-first culture; the fact

“If traditional real estate brokerages are not willing to accept change and position themselves for a paradigm shift, they will feel a greater impact in the future.” - KUBA JEWGIENIEW, CEO, Realty ONE Group

ceeding path forward—it’s a case of change or get left behind. “If traditional real estate brokerages are not willing to accept change and position themselves for a paradigm shift, they will feel a greater impact in the future,” believes Jewgieniew. “Individuals still thrive on experience, but we live in exciting times where our future is greatly dependent upon technological advances. I believe it’s important that companies adapt and embrace the ever-changing market.”

Supporting Agents on Every Level A big part of adapting to meet the changing needs of agents and their

“If you can create a disruption that fills a void in the marketplace, then you have a true opportunity for success.” - BURKE SMITH, Chief Development and Learning Officer, Realty ONE Group

that its branch managers are onsite and non-competing; and the support Realty ONE Group provides for its agents. “For me, disruption is a term we use about ourselves because we feel our brokerage is untraditional,” says Mihai. “We’re not a traditional real estate brand, so we’re disruptive in the sense that we are an agentfirst focused company. Every decision we make, we ask ourselves, ‘How will this benefit our agents?’ At traditional brokerages, it’s about doing what’s right for the brokerage.” According to Jewgieniew, Realty ONE Group’s future-focused approach to the real estate business is necessary for suc-

consumers involves technology. And Realty ONE Group believes it is ahead of the curve on that front. “We attract high-level industry professionals who understand the demands of our clients while respecting their desire to communicate behind a veil of technology,” says Jewgieniew. “The support we offer our professionals says a lot about the service consumers will receive from their agent. We offer many resourceful tools, such as ListHub

Global and Proxio, so our professionals are connected and their listings are global. Our offices are within reach, and our network runs from coast to coast, with the future goal of launching internationally.” “Realty ONE Group was created to open doors instinctively for everyone. We’re all about attracting more agents, retaining our agents through great service, and helping them become more successful,” says Clear. “We’ve become better in what we do and we’re always looking for new folks and faces to join the team. If agents can be more productive, we will all win. We are focused and bringing in cutting-edge technology to keep people successful and part of the organization.” Realty ONE Group holds nothing back when it comes to providing the tools, training and technology agents need to be successful. In fact, during its recent ONE Summit, the company introduced ONE University, an in-house educational program designed specifically for its real estate professionals. The extent of Realty ONE Group’s dedication to training was especially impressive to Smith, who has coached and trained thousands of real estate agents over the course of his career. “The importance of coaching has never been higher,” says Smith. “Unfortunately, the availability of real, practical coaching from people who actually sold real estate is not available to most agents or is financially prohibitive. That is why at Realty ONE

“We’re all about attracting more agents, retaining our agents through great service, and helping them become more successful.” - MIKE CLEAR, COO, Realty ONE Group

RISMedia’s REAL ESTATE June 2017 35

Top: Realty ONE Group’s supportive brokers, coolture and commission structure sets them apart from the ‘Goliaths’ of the real estate industry. Bottom: Founder & CEO, Kuba Jewgieniew (right), with General Counsel, Alex D. Mihai, Esq. (left).

Group, it’s our focus. The same coaching and training that agents pay money for at our competitors, we provide for free. That’s a big reason why I came over here. The industry keeps looking at how much can be made off each agent, nickel and diming them for everything and charging exorbitant fees. At Realty ONE Group, we keep finding more and more ways to provide tools and services that agents would typically pay thousands for.” Realty ONE Group agents also benefit from a mentorship program carried out by the firm’s non-competing branch managers. The firm’s goal is to do whatever it takes to foster agent success and support their journey toward becoming true business owners. “We are teaching agents how to be self-sufficient,” says Smith. “We are turning them into businessminded professionals who should be thinking about things like building teams and succession planning. Whether they started 30 years ago or last month, the whole idea is to get them away from living paycheck to paycheck. We are coaching and training them to operate not around the transaction, but around their life and business.” Realty ONE Group’s commitment to hiring the best agents and supporting their success in every aspect has one ultimate benefactor: the consumer. “We’re not just growing our agent count larger,” explains Clear. “We want to attract top, ambitious real 36 June 2017 RISMedia’s REAL ESTATE

estate professionals in order to provide the best service for consumers. We are focused on hiring the right type of agent. We also feel we have the right transaction management platform and that helps drive the experience for consumers—we are paperless, we offer SkySlope and Moxi Works, all of which help ensure a smoother experience for the homeowner.”

Change Equals Growth Continuing to grow the company while ensuring success for agents and the best possible experience for consumers means that Realty ONE Group must also remain open to change. And that’s no problem, since change is built right into Realty ONE Group’s DNA. Privately held and 100-percent debt-free since day one, the company has the freedom to pivot and respond as the market demands. “What sets us apart is our willingness to embrace change,” says Jewgieniew. “Much of our large-scale growth has been a result of our ability to adapt and innovate based on finding new ways to see, and we

have been very successful by listening to our passionate and ambitious professionals. Companies who fail to improvise, innovate and accept change could be headed down a dangerous path. We are always finding new ways to innovate, and increase the support and technology for our professionals so they can run their business more efficiently and affordably.” “The one thing about our culture is that we’re open to change,” agrees Mihai. “If something is not working, then we are going to be nimble and change it. We don’t have to respond to a board.” Ultimately, it’s a combination of factors that allows Realty ONE Group to stand apart, paving the way for future growth. “There are a lot of copycat business models, but what they can’t copy are the tools, resources, coaching, intellectual capital and leadership at every level,” says Smith. “The majority can’t compete when it comes to our investment in agents. Realty ONE Group will continue to grow by reinvesting back into the resources that tomorrow’s real estate professionals need.” And growth is a big part of the company’s game plan. “Our successful business model, the people, ambition, loyalty and support, all contribute to the future success and growth of our company,” says Jewgieniew. “We will continue opening doors, knocking on new ideas and turning our dreams into action. We have an incredibly talented executive leadership team that is paving the way for international growth, and I have always encouraged our professionals and employees to go beyond the finish line. If we are to expand on an international scale, then we must continue to consciously make the decision to act ambitiously every day.” RE For more information, please visit www.realtyonegroup.com.

THE NATIONAL ASSOCIATION OF HISPANIC REAL ESTATE PROFESSONALS BRINGS THE 2017 NATIONAL CONVENTION & ELEVATE MORTGAGE SUMMIT TO

ELEVATE MORTGAGE SUMMIT 9.9.17 NATIONAL CONVENTION 9.10 â&#x20AC;&#x201C; 9.12.17 The Elevate Mortgage Summit is a conference crafted specifically for mortgage professionals tailored with information to help you grow your business to the next level of success. The summit leads up to the mega networking opportunity at the National Convention & Latin Music Festival.

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Coaching for Consistent Success Commentary by Alex Rozwadowski

Not all agents will want to be coached, so coaching should be offered, not mandated.

eal estate, like professional sports, is a highly-competitive, team-oriented business that features many standout players. Like the coach who needs to get everything from their athletes and the professional who wishes to leverage the most from their talent, successful coaching comes from knowing yourself and the affiliated agent you’re mentoring, and neither of you trying to fill someone else’s shoes. Let me explain.

The first step in coaching is to discover upfront where the passion lies with each agent. Is it being a listing agent? A buyer’s agent? Being part of a team? Working with investors? As we know, it’s difficult to work at something you’re not passionate about. Plus, by identifying their passion, you will help to increase your associate’s real estate discipline. Remember, top producers are not reinventing the wheel; they’re consistent at the day-to-day traditional

sales activities, e.g., they wake up early, follow up with clients, contact their sphere of influence, prospect, meet their listing appointment goals, and role play with peers. The next step in the coach/mentee relationship is helping agents hold themselves accountable for their daily habits and short- and longterm goals. Coaches know, and want from their students, a mindset that recognizes the power of consistent baby steps and not the occasional gi-

ant step. I can tell you from personal experience, it takes time to commit to that kind of mindset. For example, it took me multiple schools, countless hours and nine months of hard work and dedication to get to the right frame of mind and eventually become a proud member of the elite 75th Ranger Regiment. The third step is time management. While goals should be realistic and specific, so should time management. Coaching should take place on the same day of the week at the same time, either weekly, biweekly or monthly. Coaching sessions should be a mix of in-person, phone and online sessions lasting no more than 20 minutes. Not all agents will want to be coached, so coaching should be offered, not mandated. It’s best to start with associates who are eager, or those with whom you have the best relationship, before gradually expanding the number of agents you partner with. Other associates will show an interest in coaching when they see the production of their peers improving. Coaching can certainly increase agent production and help your company be more profitable, but it can also serve as a relationship barrier against other companies attempting to recruit your top producers. Plus, the agent you coached can become your best recruiter as they willingly share their success with other industry professionals. Coaches help sports teams win, and they can certainly help you and your affiliated agents excel in the competitive business of real estate. RE

Alex Rozwadowski is a broker with CENTURY 21 Premier Real Estate. For more information, please visit www.premierc21.com. RISMedia’s REAL ESTATE June 2017 39

Why Opening a Brokerage Is the Next Move for Your Business Commentary by Bryan Brooks

8 W hat will I bring to the table for other agents to want to join me? 8 Are my finances in order? 8 What technology do I need to run an efficient brokerage? Organize these thoughts and do your research so you can make an informed decision when selecting how you’ll model and align your new company. Oftentimes, highly productive sales agents forget the importance of business planning to gauge and manage growth. Your success as a broker/owner won’t be accidental— make it intentional with thoughtful planning and preparation.

or any successful real estate agent, there comes a time when you inevitably ask yourself, “What’s next?” Even at the pinnacle of a sales career in real estate, you still need to think about your next move, and how to continue to expand and grow a business asset. The reality is very few agents in this industry seize the opportunity to truly run their real estate businesses as true entrepreneurs. But, for those who understand, harness and implement an entrepreneurial strategy in their businesses, there’s a path not only to success, but also to long-term business growth and fulfillment. If you’re a top-performing agent who aspires to begin building your own asset, the path to growing your career is less daunting than you think. Step 1: Decide to Change Ask yourself these questions: 8 Am I invested in growing professionally and financially? 8 Am I ready to stop chasing “the next deal” and build an asset? 8 Am I interested in helping others succeed? 8 Am I ready to take the next step in my career? 40 June 2017 RISMedia’s REAL ESTATE

If you answered “yes” to any or all of these, you’re ready for a strategic change to grow your business. Step 2: Make a Plan This is where the fun begins. Do your research and document a plan starting with your end goals. The best way to plan is to work backwards from what you’re trying to achieve. Once you’ve decided to make a move and open your own brokerage, finding the right fit in a franchise or deciding to forge ahead as an independent broker is the next critical step. Ask yourself this next set of questions: 8 What is the best model for my brokerage (transaction-based or traditional)? 8 Do I want to create my own brand (which can be costly and cumbersome) or launch an existing franchise brand in my market?

Step 3: Take Action Once your plan is in place, it’s time to act. The process can be scary for some, but, in the end, this is an exciting time in evolving your real estate career into something much bigger than you originally imagined. If you’re working with a franchise, you’ll also have unending support when it comes to getting details organized and systems implemented. Regardless, be sure to ask for help and guidance from others you respect and trust in this business when you need it. Give Yourself a Promotion Advancing from agent to broker doesn’t have to be a dream. With a sound plan and valuable resources to help you along the way, the only career result is success. RE Bryan Brooks is the senior vice president of franchise sales for HomeSmart International. In his leadership role, Brooks is responsible for spearheading the company’s domestic and international franchise growth initiatives, including mergers, acquisitions, roll-ins and conversion opportunities. For more information about HomeSmart International, or a confidential discussion, visit HomeSmart.com/YesYouCan.

Direct Your Future™

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{Blog Spot}

to be targeted for a break-in. Unlocked windows, unused deadbolts, poorly lit homes, and residences without security systems are prime targets for burglars, so make sure you’re using the security features you already have. Also, tricks that make it look like you’re home really work, professional burglars reveal. Burglars run from properties that look as though people are inside.

4 5 Things Professional Burglars Don’t Want You to Know by Krystal Rogers-Nelson

ome burglary generally has a pattern: criminals are looking for an easy target they can rob fast. Here are five tips from career burglars you can use to defend your home and prevent break-ins.

Nighttime Burglaries Aren’t the Best Time The last thing a criminal wants is to encounter someone at home, so burglars tend to like to break into homes during daytime hours. Weekdays are ideal for thieves, since weekend schedules are too unpredictable. The most popular time for a break-in is between 12:30 p.m. and 2:30 p.m. because there’s a high chance homeowners will be away at work.

They Know When You’re Not Home While it’s tempting to post about your vacation on your social media feed, wait to share those pho-

tos and check-ins until you’re back home. Criminals scout public social media accounts like Twitter, Instagram, Facebook and Foursquare to find victims. In one survey of convicted burglars, more than 10 percent say they used social media to determine who was out of town. The same survey found that one burglar stole over $250,000 in electronics and jewelry from 33 women he saw in public by using GPS data embedded in photos they posted online to find their homes.

They Don’t Like Your Security Practices Homes without a security system are almost 300 percent more likely

Shrubs and Architecture Make Great Hiding Spots Tall bushes are favorites of burglars since they offer an obstructed view from the street and an easy way to hide from neighbors. Keep shrubs and large landscaping features trimmed. If you want big plants by your windows, choose something thorny that will detract a burglar, like roses or cacti.

Valuables in the Open Help Them Decide on a Target Keep expensive items out of sight. Don’t leave a new MacBook in front of your first-floor kitchen window, iPads on your living room ottoman, or even a nice car in a garage window with a clear sight line to the street. Also, leave large family calendars out of view. You’re inviting a breakin by detailing when you’ll be away. This advice goes for any ID documents, too. Mail or other personal information left in plain view is a gold mine for a criminal looking to easily steal your details for identity theft. RE Krystal Rogers-Nelson is a Safety & Security Expert for ASecureLife. This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com. RISMedia’s REAL ESTATE June 2017 43

Opportunities to Grow The new ERA® Zap® platform and innovative technology solutions enable brokers and agents to take their business to the next level.

We’re moving real estate in a whole new direction. ©2017 ERA Franchise Systems LLC. A Realogy company. All Rights Reserved. ERA Franchise Systems LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. ERA and the ERA logo are registered service marks licensed to ERA Franchise Systems LLC.

Learn more at teamERA.com/Welcome

{Broker Spotlight}

From the Heartland to the Golden State Michael Mahon makes his mark at First Team Real Estate by Maria Patterson

aving led Ohio’s HER REALTORS® to growth and increased success, Michael Mahon switched gears last fall to take on the role of president at Southern California’s acclaimed First Team Real Estate. Here, Mahon shares his vision for the independent, regional leader. Maria Patterson: Why was heading up First Team an attractive option for you? Michael Mahon: What intrigued me most was the market. When you look at the average sales price here and the overlay of technology, there’s more of an opportunity on the West Coast. When you take the coaching, education and support that First Team offers and marry that with the talent we have, there is a huge opportunity for growth.

MP: What is it about the culture at First Team that attracted you? MM: It comes down to the people. Cam (Cameron Merage, First Team CEO and founder) had already established a great group of managers and associates, working to make a difference for customers and communities. We just celebrated our 40th anniversary, and there are people who have been with us for 40 years. That says a lot about the culture of our company; it’s like family.

MP: What lessons are you taking from HER that can be applied at First Team? MM: At HER, we learned to shout the culture. “We are HER” became a catalyst, a rally cry. As I came into First Team, I spent the first 30 days going out to every office to talk to people and have discussions with managers. I worked with Cam, managers, customers, and critical associates to come up with a way to brand our culture—to bring everyone together. One word came to mind: care—agents caring about customers, managers caring about agents. So, we came up with, “First Team: Putting You First.” MP: What is your primary goal as president of First Team? MM: Education. We are focused on helping to educate our sales associates to get to the customer first, and then being able to service that customer in the way they want to be serviced. Our leadership team is working on state-of-the-art education, coaching, and technology systems to leverage our associates time in maximizing value and results to our customers pre- and post-close of escrow.

MP: How do you plan on taking educational efforts to the next level?

MM: We’ve initialized a new level of coaching, which is a combination of internal resources and third-party national experts. Our coaching focuses on every level of the career development of a sales associate,

which enhances our ability to provide career opportunities to millennials as well as seasoned agents looking for enhancements in their quality of life and retirement options for the future.

MP: What is your biggest challenge in taking on this role? MM: Communication. There can be an inability to get agents engaged in our industry, as everyone is busy. I’m working to ramp up communication internally and externally, using every channel you can think of. And that’s where the opportunity is. First Team has been the best-kept secret. Now, in 2017, we’re shouting from the rooftops the opportunities available with First Team Real Estate. MP: What are some of the biggest business opportunities in your market right now? MM: We have the largest population of retired military and we are offering a specific program focused on that group. Other opportunities involve our ability and willingness to invest in our people. With changes in market and economy, many competing brokerages lack the resources necessary to invest in innovation and the systems necessary to provide for greater growth of customers and associates. MP: What are the company’s plans for growth? MM: We’re looking to expand our footprint across California. We believe the economy in California may have more challenges over the next couple of years, but when you have systems and support in place, you’ll be prepared for intrinsic and extrinsic growth opportunities that present themselves in the future. RE For more information, please visit www.firstteam.com. RISMedia’s REAL ESTATE June 2017 45

{Power Broker Perspectives} by Keith Loria

Charlie Bengel, Jr.

RE/MAX Allegiance Associates gathered on the Georgetown waterfront for happy hour.

A TopProducing, CommunityCentric Culture

With a new president in the White House this year, Charlie Bengel, Jr., CEO of RE/MAX Allegiance, serving the immediate D.C. metro market, admits that there are concerns about decisions that may impact proposed cuts to some federal agencies. “We’re waiting to see what actually comes of some of the proposals, but, as a business leader in the D.C. metro area, I realize that we need to con-

tinue to work to reduce the need for the federal government to be the primary driver of the area economy,” says Bengel. “Like most parts of the country, we have some issues with low inventory. All of the years of builders producing lower-thannormal units continues to catch up to us, and, in most of our markets, housing that’s priced right and shows well is selling very quickly.” Still, all of the markets in which RE/MAX Allegiance has a presence have shown increases in

VITALS: RE/MAX Allegiance Years in business: 39 Size: 16 offices, 380 agents Regions served: D.C. metro (D.C., Md., Va.); Hampton Roads (Norfolk, Chesapeake, Virginia Beach) 2016 sales volume: $2,044,224,066 2016 transactions: 4,773 www.myallegiancehome.com

46 June 2017 RISMedia’s REAL ESTATE

Hampton Roads Associates receive an award from Children’s Miracle Network, recognizing their efforts in supporting their local children’s hospital.

2017 so far, thanks to an improved economy, favorable interest rates and millennials entering the market. “Our top-producing and community-centric culture are unique,” says Bengel. “Our average associate made $150,000 in 2016, and the company, along with our staff and associates, donate nearly $100,000 to Children’s Miracle Network annually. We also have a very robust agent development program that includes planning, training, accountabil-

ity and coaching.” The firm is always looking for acquisition opportunities in the Mid-Atlantic region, boasting a robust recruiting program that targets not only experienced agents, but new agents that have a business background, or those who are very driven and coachable. “Our mission is to provide associates with the necessary tools to create the time and money to live an abundant life. We provide everything needed to be a top producer,”

A group of RE/MAX Allegiance associates from the D.C. metro area

about the rest of the year, expecting growth to continue at RE/MAX Allegiance both in agent count and new offices. “I expect some brokers to retire, opening up some acquisition opportunities,” says Bengel. “With it being a good market overall, I believe there are recruiting opportunities, especially with newer agents. That will help us continue to grow.”

Robin Dickson

Meeting Challenges With Training and Technology

Winners of the 2016 Annual Chili Cook-Off

Happy hour with our associates at Fair Winds Brewery

says Bengel, “and tell our agents that if they bring the willingness, we’ll provide the necessary training. We’re really pushing goals, plans and accountability this year, as well.” One way the firm does this is by offering associates cutting-edge training that encompasses generational selling. “We were one of the

Those who live and work in San Francisco’s luxurious East Bay understand that when

a home goes on the market in the area, it doesn’t last very long, and the price is usually high. Robin Dickson, executive vice president of J. Rockcliff REALTORS®, has been working in the area for a long time, and has been charged with helping thousands of people find their dream home. “Our market is fairly consistent, but we’ve been suffering from low inventory like many others,” says Dickson. “I know this area really well, and not only are we No. 1 in our market, but we provide full-service opportunities for our agents.” Dickson first started in real estate after leaving another career to have a baby, wanting something

first companies in the D.C. area to offer RealScout to our associates, and we’ve found that this product allows for a better alternative to the MLS property alert system,” says Bengel. “We’re constantly surveying our associates and implementing training and programs they feel are needed to succeed.” Bengel is optimistic

RISMedia’s REAL ESTATE June 2017 47

to “support her Nordstrom’s habit” while her child was in preschool. She quickly became a top seller and realized that she had a calling for the job and the industry. “I love that every day is different in this industry; the situations are different, the people are different, even the market is different,” says Dickson. “I love the challenges each day brings, and the satisfaction I feel when a challenge is successfully met or a problem is solved.” The 30-year-old firm currently has five offices and an agent count of a little more than 400, and while Dickson notes there are no immediate plans for

big growth in 2017, she’ll never close the door on a good opportunity. “Someone once said, ‘you can’t plan an opportunity.’ That being said, we prefer to keep our footprint smaller and be the go-to company, taking a deep dive into customer service and marketing,” says Dickson. “We’ll more than likely grow within our current footprint by increasing agent count, but you never know when an opportunity may arise.” Because the average sales price of homes on the market is north of a million dollars, there’s not many millennials or firsttime homebuyers coming into the office. That

VITALS: J. Rockcliff REALTORS® Years in business: 30 Size: 5 offices, 400+ agents Region served: San Francisco East Bay 2016 sales volume: $2.7 billion 2016 transactions: 3,000 www.rockcliff.com In addition to celebrating, J. Rockcliff REALTORS® agents go through extensive training, weekly updates and personalized coaching.

said, the firm ensures its agents get the training they need to understand who their audience is and the different tools they can use for each buying segment. And it all starts with education. “We provide an in-depth, eight-class training course designed for new agents, with each day building on the previous one,” says Dickson. “There’s a day in between each class where agents must go out and apply what they’ve learned in a ‘real’ environment. We also offer weekly legal updates by video, weekly sales meetings and monthly market activity analytics. Additionally, we offer personalized coaching and accountability groups in some of our offices.” Dickson is also proud that J. Rockcliff REALTORS® has been “a technologically advanced” company for 10 years. In addition to being paperless, the firm holds weekly technology training on

everything from social media to using video. The firm is also in the midst of transitioning its phone system to RingCentral to ensure total mobility. “A lot of agents realize it becomes more expensive, and they spend too much time doing ‘staff work’ in a high-split/lowservice environment,” says Dickson. “And they find that they actually make more money in a company like ours where they have more time to do what they do best: represent buyers and sellers. We have a culture that attracts and retains the cream of the crop. They know that we’re a family and that we care.”

Penny Nathan

Raising the Standard for Success

Penny Nathan’s career in real estate began in 2000 when she started selling homes in San Diego. Today, she serves as president and CEO of Ascent Real Estate, Inc. “Real estate first drew my attention as a business in which I would have a deep, intrinsic interest,” says Nathan. “It offers the stability that homeownership provides to society at large, and one that affords an equal opportunity as a start-up to excel based upon one’s personal efforts.” While the San Diego market was somewhat flat

48 June 2017 RISMedia’s REAL ESTATE

Ascent Real Estate’s recent award luncheon honored the firm’s top performers.

year-over-year at the beginning of 2017, this hasn’t stopped the firm from an aggressive growth strategy. In fact, Nathan says Ascent is looking to add to its agent count and open offices in new geographic areas as it grows. “Our philosophy is to hire, develop, retain and make sure the culture of our company stresses our ethics and standard of practice first,” says Nathan. “We don’t treat agents differently based upon their sales performance. New agents are typically referred to us by our existing agents. Retention is a process of knowing the business plan

and goals of each agent, and catering to serve them as they need to be served.” The firm looks to attract agents by offering sound mentoring and mastermind learning, with a commitment to ensuring its agents are ready for any scenario. “Real estate concepts aren’t simple,” says Nathan. “The process and circumstances vary, and those details directly impact the best advice or course of action. Webinars aren’t enough to deeply train agents. Role play and case studies or scenario training, live and face-toface, are the best training.” Nathan laments that the

VITALS: Ascent Real Estate Years in business: 12 Size: 9 offices, 200 agents Region served: San Diego County 2016 sales volume: $750 million 2016 transactions: 1,200 www.ascentrealestate.net

biggest challenge in the industry today is poorly trained agents working in the industry at large, as well as brokers condoning the poor practices that come along with unprepared agents. “They’re doing a disservice to the reputation of quality REALTORS®, ” says Nathan. “Often, consumers in a transaction are unaware of the processes and complexities that can come with the purchase and sale process. A poorly trained agent with little to no broker involvement and supervision is causing

harm to the consumer, the cooperating broker and the industry.” That’s why Ascent training includes a great deal of education on communication skills, in addition to teaching agents how to better focus on understanding the reasons why their clients are buying or selling a home. Once they know this, they can help navigate clients toward the best possible outcome. “Sales is nothing if listening and communication skills are not well-established,” says Nathan. “Consumers are inundated with information and data, yet, they often lack understanding and knowledge. Real estate is a professional vocation that requires an in-depth understanding of trends, laws, economics, finance and construction, among other things.” RE

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Be in business for yourself, not by yourself. With Leads. Get support from weichert.com, one of the top 5 real estate broker sites in the country.* Benefit from our leads strategy which drives over 3 million visitors to our website each month.** Enjoy incoming leads that are connected by our Weichert® call center in minutes.

Looking for a change? Ready to take your career to new heights? Join our team. Call your local Weichert® office today or 800-301-3000, or visit jobs.weichert.com. *Among traditional real estate brokers. Experian Hitwise 1/2016. **Average based on Google Analytics, 7/2016. © 2017 Weichert Real Estate Affiliates, Inc. Weichert® is a federally registered trademark of Weichert Co. All other trademarks are the property of their respective owners. REALTORS® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each WEICHERT® franchised office is independently owned and operated.

Market Knowledge Outweighs All in Today’s Data-Driven World HOUSECANARY’S FUTURE-FOCUSED DATA KEEPS ARIZONA REAL ESTATE PROFESSIONAL ONE STEP AHEAD by Paige Tepping

hen it comes to staying ahead of the competition, technology can only take you so far. In fact, in today’s ultra-competitive market, data is the key differentiator among real estate professionals across the board who are looking to up the ante even further. As the operating principal at Keller Williams Realty Biltmore Partners in Phoenix, Ariz.—an area projected to see a high level of growth in the coming years—Scott Kiburz is armed with all the data he needs to stay ahead of market fluctuations, thanks to a recent partnership with HouseCanary. Having learned about HouseCanary at an industry conference last summer, Kiburz’s experience with the company has been nothing but positive from the get-go. “This is a tool I haven’t found anywhere else. Not only is it very intuitive, but it delivers quality information,” says Kiburz, who can’t say enough about the market statistics and hard data he now has access to. With 153 zip codes being tracked in Phoenix alone, Kiburz can drill down into the data to provide his agents an in-depth perspective on specific zip codes within their market area. “They don’t just want to know the neighborhood farming area, but rather, they want to know the whole metro area,” says Kiburz, who goes on to explain that sharing market statistics during monthly meetings is one of the most powerful ways he’s currently using HouseCanary. While some agents love the executive summary because it gets right to the point, others are more interested in the demographics. The census-level data is a powerful and concise tool for those who really want to get their hands on the detail. “Before HouseCanary, I could only speculate by looking for something to change,” says Kiburz. “Now I can go through and strategize whether the market is heading up or down, or whether something different is going to happen within the next 12 - 24 - 36 months.” This information is also a boon when working with the vast investor population in the area. “With 18 percent of homes being bought by investors on a monthly basis, HouseCanary allows us to determine whether they’re going to see a good rate of return on a specific property,”

says Kiburz. Another way to validate information gleaned from other industry reports, HouseCanary has built the most comprehensive real estate dataset in the marketplace, with an infrastructure that aggregates thousands of data elements from a broad set of data sources. Tracking the most specific details about a given property, the broadest economic factors—and everything in between—HouseCanary is changing the data game in a big way. “I love statistics, and the stats provided by HouseCanary allow me to stay ahead of the trends,” says Kiburz, who recently had the opportunity to sit down with one of HouseCanary’s data scientists for an in-depth interpretation of a complete report line by line. “It greenlighted everything for me.” As the platform continues to evolve, Kiburz is thankful to be in the position he’s in as the company makes its way through growth mode. “I like to play with innovators because your voice can have an influence moving forward,” concludes Kiburz. RE For more information, please visit www.housecanary.com/ris.

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{Strategies} Bypassing the Competition to Get in Front of Leads PENNSYLVANIA LOAN OFFICER FINDS SUCCESS WITH HOMES.COM’S MORTGAGE COUNTY PRO By Keith Loria

illiam Underwood has been in the real estate game since 2008, having more than 20 years of experience in all phases of consumer and corporate financial services. He currently works as a loan officer for American Financial Network, Inc., based in Levittown, Pa. “When I decided to buy my home, a mortgage broker could not finance $90,000, and I got quite frustrated,” says Underwood. “In talking with people, they persuaded me to become a mortgage loan officer, so that’s what I did. I got licensed in 2015, and the first year was a nightmare. I knew how to buy properties, but I didn’t know how to finance them. Writing a loan is totally different than qualifying for a loan.” Since that time, Underwood has found great success using Homes.com’s Mortgage County Pro, a comprehensive campaign for local mortgage companies that combines community-targeted advertising with real-time loan requests.

“What struck me was the fact that they were going to give me leads, and if it wasn’t what they said it would be, they would credit my account.” - WILLIAM UNDERWOOD Loan Officer, American Financial Network, Inc.

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“One day, Fitema Benson from Homes.com contacted me, and even though I was getting tons of solicitations, I decided to reach out,” says Underwood. “She explained the program, and it sounded great. I didn’t have a lot of money for marketing, so I asked my mortgage company to partner with me so that we both paid half, and I’ve had quite a bit of success.” Mortgage County Pro was created to increase branding and connections with a loan officer’s target audience by county, with a mobile component that allows consumers to call loan officers directly or by filling out a form so that the loan officer can contact them back. “What interested me most was the fact that they told me they would target potential first-time homebuyers,” says Underwood, who goes on to explain that a marketing program was structured for him based on his exclusive area. “What also struck me was the fact that they were going to give me leads, and if it wasn’t what they said it would be, they would credit my account”—something Underwood didn’t think was possible after less than stellar experiences with other services in the past. “Homes.com did a great job,” says Underwood. “When I tried another company that marketed the same thing, the way they put it together was totally different, and I got no response, which made me value Homes.com even more.” Of the initial leads that Homes.com supplied Underwood, he saw a 5 percent conversion rate. And he’s done even better since then. “One of the things I have learned is the importance of

increasing my follow-up, a challenge I was experiencing,” he says. “I’ve also worked to improve my social media presence and to come across as confident and positive.” Underwood believes all mortgage loan officers should be utilizing Mortgage County Pro and reaping the benefits it offers. “We’re all business people, and real estate professionals are going through a litany of mortgage people— some of whom they have relationships with—but brokers are limited in terms of who they can get in contact with,” says Underwood. “You want people who are specifically looking for you. Homes.com created a marketing niche for those not only looking for homes, but also looking for answers to their questions.” For more information on Homes.com’s mortgage solutions, please visit http://connect.homes.com/mortgage/.

Supporting Clients With a Superior Home Warranty HSA HOME WARRANTY KEEPS HOMEOWNERS HAPPY By Zoe Eisenberg

or Glenn Hanon, associate vice president of Shorewest REALTORS®, nothing is sweeter than knowing his client is happy and well taken care of.

A third-generation REALTOR®, Hanon has been working in the industry since 1988. His grandfather began his real estate career in 1957; helping people find and sell homes, quite literally, runs in the family. “I love helping people protect the value of their home through highly effective marketing and skilled negotiation,” says Hanon. This is why Hanon chose to establish a relationship with HSA Home Warranty over two decades ago. Like Hanon, HSA has been in the real estate business for a long time. With over 27 years of superior service, homeowners with HSA warranties know their property’s system components and appliances are well protected before, during and after closing. “The coverage for my clients is so much better with HSA than the other companies,” explains Hanon, who carries an HSA warranty on his own home, too. “When I say ‘better,’ I mean the coverage is deeper and wider,”

Hanon continues. “It covers more items in the home, and the headache factor is non-existent. My clients have been very pleased.” For Hanon, pleasing his clients is critical. He closes 30 - 40 properties a year and most of his clients select an HSA home warranty. “Knowing that my client has the best warranty coverage helps reduce post-closing issues,” he explains. If a covered item breaks in the home after closing, homeowners can contact HSA directly and have their issue solved quickly and efficiently with the help of HSA’s 24-hour phone line. Hanon mentions a time when the buyer of a new home called him shortly after closing, upset that his AC unit wasn’t working. It was a steamy stretch of midJuly weather, and the buyer was unhappy. “With the move and the rush of getting into a new house, he completely forgot about the home warranty,” Hanon says. “I quickly helped him connect to the 24hour line, and within a day, his AC was up and working. He was thrilled, to say the least.” This 24-hour line is one of the reasons HSA is so invaluable to Hanon and his clients. In addition to the around-the-clock dial service, Hanon has two local representatives, Michelle Glen and Patti Belger, who are always ready and willing to help with all of his clients’ needs. “If I have any issues at all, I know I have an advocate to help work through a problem,” says Hanon. “They’re always friendly and willing to go the extra mile. Customer service isn’t just a slogan; it’s their way of life.” For more information, please visit www.onlinehsa.com.

A Heightened Level of Connectivity in a Tech-Driven World MOXI WORKS’ PROGRESSIVE TECHNOLOGY TRAJECTORY A BOON FOR REAL ESTATE FIRMS By Paige Tepping

ommitted to keeping their agents on the leading edge of the ever-evolving technology movement, William Raveis Real Estate has invested heavily in their technology platform over the course of the past year. From

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partnering with Microsoft to introducing a customizable version of Office 365 to each and every agent across the firm’s 120 offices, the cherry on top of it all is the brokerage’s recent partnership with residential brokerage services company Moxi Works. “We’ve known about Moxi Works for a number of years,” says Ryan Raveis, co-president of William Raveis, Inc. and president of William Raveis Mortgage, who goes on to explain that the decision to partner with Moxi Works was a no-brainer. “We ended up liking Moxi Works for a number of reasons,” says Raveis. “Not only are the people great, but they know the real estate business, they have a progressive trajectory in terms of where they’re taking their technology, and, most importantly, it fits within what we’re doing as a company.” In fact, Moxi Works’ tools have been completely integrated into Raveis365, the brokerage’s own technology platform, offering a heightened level of connectivity among the various components that make up William Raveis Real Estate’s technology suite. “It’s the connection we’re going to utilize most,” says Raveis. “By integrating virtual postcards, signatures and customer records from other software we use, we’re taking the tedious work out of what an agent has to do to service a client.” With a successful pilot under its belt, a companywide rollout of the Moxi Works platform took place this past April, garnering positive feedback from a group of tech-forward agents tasked with testing the system. “Agents love that it’s integrated into the MLS, and that they can track and see where they are in the process with clients,” says Raveis. “We’re also going to be integrating our accounting system into the mix so that agents can track their commissions.” As agents continue to get up and running with everything Moxi Works has to offer, Raveis anticipates an increased level of productivity across the board. “In addition to our agents being more productive, I expect the use of technology to become more intuitive for them, in addition to adding another level of ease to the selling process,” says Raveis. Always looking toward the future, Raveis is most excited about the fact that Moxi Works fits in seamlessly with the direction the firm is going. For more information, please visit www.moxiworks.com.

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Connecting the Dots in an Expanding Market REFERRALEXCHANGE GENERATES INCREASED REFERRAL SUCCESS FOR FLORIDA REAL ESTATE PROFESSIONAL By John Voket

ver the past year, Broker/Owner Wendy Lockhart, her husband and partner, David, and their Lockhart & Associates Real Estate team in St. Pete Beach, Fla., have sold over 200 homes totaling more than $85 million in business. And for Lockhart, a growing number of those closings are coming from partner agents who learn about her through ReferralExchange. In the relatively short time she’s been using ReferralExchange, Lockhart has closed 18 inbound referrals and has assigned three outbound clients who have all closed in their new destinations with the trusted agents she located through the premier nationwide referral network. Lockhart says the qualified agents in the areas where her clients were relocating made it easy for her to trust in the hand-off. “It’s hard to find a good agent, but when you log into ReferralExchange, you know you are going to get someone with the experience,” says Lockhart. “And they call you, so it saves time, and in the world of real estate, that’s valuable. With ReferralExchange, I always trust that there’s going to be great service for my clients on the other end of the transaction.” The most recent client Lockhart assisted through ReferralExchange had been holding off selling his property because he had a home elsewhere that he wanted to sell first. “So, I put his information into ReferralExchange,” says Lockhart. “Lo and behold, more than a year went by and I suddenly received notification that the client had completed the sale and a referral commission was on its way. “It’s a much more efficient and effective way to find an agent to help a valued client,” adds Lockhart, who goes on to explain that she enthusiastically endorses ReferralExchange any chance she gets.

Lockhart also appreciates the fact that clients who continue to want her involved throughout outgoing referral transactions can have the referral agent work through her, instead of dealing directly with the client. “For a client I have a relationship with, I’m going to have ReferralExchange agents call me first so I can interview them. Then I can be sure to pick the right fit,” she says. “So far, it’s worked out great.” On the flip side of the equation, anybody Lockhart has received as a client through ReferralExchange has been motivated and enthusiastic about working with her, as evidenced by the 18 transactions she’s completed on behalf of other real estate professionals in the network who have sent their valued clients her way. For more information, please visit www.referralexchange.com.

Cutting-Edge Customization BUILDING A POWERFUL PRESENCE WITH REAL ESTATE WEBMASTERS By Nick Caruso

hen you operate a tech-savvy, cloud-based brokerage with a fresh business model, partnering with vendors who can accommodate your unique needs is critical. For Josh Harley’s Fathom Realty, located in 18 states and covering over 35 MLSs, finding a custom website firm to help build his mostly-virtual company’s web presence was a tall order. Luckily for Harley, Real Estate Webmasters (REW) was able to stand and deliver. “We wanted one single website that encompassed all our markets and agents. Up until we found Real Estate Webmasters, no one else could or would help us,” says Harley. Fathom Realty is a fast-growing, agent-owned company focused on offering agents low, flat-fee based commission splits, backed by the technology, training, coaching and support expected from a forward-thinking, full-service brokerage. With only a few brick and mortar locations throughout the nation, Harley wanted his website to function as the be-all, end-all promotional tool that would empower his brokers and agents. “Initially, we used one of Real Estate Webmasters’ premium templates until they were able to complete our custom design. I personally designed the site we’re cur-

rently using. Real Estate Webmasters was able to take my Photoshop designs and implement them quickly, which made for a nice experience,” adds Harley. When deciding on a website vendor, Fathom Realty had four primary requirements. First, they needed a vendor that could implement multiple MLSs into the same site. (“Very few can offer this or do it right,” says Harley.) Second, they needed a vendor with a track record of building and servicing sites for larger clients. Third, Fathom was looking for solid lead conversion with a CRM that could nurture and help convert visitors. Last was the need to offer each agent his or her own sub-site at a reasonable cost. “Real Estate Webmasters was the only vendor we found that met all four of our needs and made it affordable. We had faith in their ability to deliver,” says Harley. With REW’s flexible solutions, Harley’s company can compete with their largest competitors, which is important when attracting new clients and recruiting new agents. “Real Estate Webmasters has a unique proposition in that they will build anything you want as long as you’re willing to pay for it. I’ve never met another website vendor that allows their customers to customize their sites. This allows us to make changes as needed in order to stay ahead of our competition and not have to play catch-up,” says Harley. REW also backs up its powerful offerings with a support staff that’s “courteous and responds quickly,” a necessity for a fast-growing brokerage like Fathom. It’s these pieces combined that leads Harley to recommend REW to any brokerage, large or small. “They’re affordable without being cheap,” he says. “Their websites are sharp, professional, responsive, and their staff is knowledgeable. Real Estate Webmasters takes much of the stress out of the technology portion of our business, and that’s priceless.” For more information, please visit www.realestatewebmasters.com. RISMedia’s REAL ESTATE June 2017 55

Direct-Mail Marketing Key to Nurturing Relationships With Past and Future Clients THE PERSONAL MARKETING COMPANY GOES ABOVE AND BEYOND TO KEEP REAL ESTATE PROFESSIONALS TOP OF MIND By Paige Tepping

urturing relationships and positioning yourself as the expert in the field of local real estate is critical when it comes to developing the top-of-mind awareness needed to keep your listing pipeline full. With various farming techniques to choose from, real estate professionals are often overwhelmed when determining which strategy will bring them the most success. For Romy Edge, a real estate associate with Berkshire Hathaway HomeServices California Properties in Ontario, Calif., The Personal Marketing Company’s tried-and-true personalized mailed newsletter is a key piece of the puzzle. “For me, it’s more important to be able to contact potential clients through a newsletter or postcard than going door-to-door,” says Edge. “With so many individuals working outside the home today, you’ll be missing a lot of people if you decide to do a door-knocking campaign in a specific farming area during the middle of the day.” But with The Personal Marketing Company (TPMC) by her side, Edge can provide information, tips and current market trends to her entire sphere of influence while cre-

ating conversations that keep her top of mind with past and future clients. “The newsletters are full of helpful home hints/tips. Whether it’s something as simple as holiday buffet ideas or decorating tips, everybody loves them,” says Edge. “Better yet, they’re a great conversation starter, providing the opportunity to bond with families and homeowners.” While marketing strategies tend to vary among real estate professionals, TPMC’s newsletters can be ordered monthly, bimonthly or quarterly to support different marketing needs. “It’s not just another piece of junk mail,” adds Edge, who goes on to explain that the individuals in her farming area appreciate the fact that the newsletters are something they can hang onto and read at their convenience. Having heard about TPMC from other agents in her office, a quick call to the company’s 800 number is all it took to hook Edge. “I was immediately connected with Marketing Development Representative Meridith Monroe, and she was so accommodating,” says Edge. “After discussing the specific area I wanted to farm, Meridith gave me a host of options to choose from.” And Edge hasn’t looked back since. In fact, since partnering with TPMC just about a year ago and taking advantage of both their newsletters and postcards, Edge has obtained and sold two properties in her farming area. Success aside, Edge notes that patience is a necessity when establishing a direct-mail marketing system. While the U.S. Postal Service reports that 98 percent of people check their mail on a daily basis, being persistent will pay off in the long-run. In fact, according to Gary Keller’s “The Millionaire Real Estate Agent,” for every 50 people you market yourself to 12 times a year, you can expect one sale. Using this formula, a typical neighborhood farm of 200 homes would result in four listings, even more when potential buyers’ listings are added. That’s a great return on investment. This makes it even more important to reach your clients and prospects on a consistent basis. Upping the ante even further, TPMC’s subscription-based newsletter service is designed so that agents can set up their list, place their order and move on to other tasks. It only takes a few minutes of the agent’s time for his or her marketing to be automated for months or even years to come. “I can’t imagine not working with The Personal Marketing Company,” concludes Edge. “They’ve been there for me 100 percent, and I couldn’t ask for more cooperation from a company.” RE For more information, please visit www.tpmco.com. If you would prefer to talk to a living, breathing person, call TPMC at (800) 458-8245, 8 a.m. to 5 p.m. CT.

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Serving Those Who Serve Our Country

by Keith Loria

NAR’s MRP certification a boon for real estate professionals in areas with strong military presence

or real estate professionals who work in areas with a strong military presence—either active duty,

retired, reserve or National Guard—the National Association of REALTORS® (NAR) Military Relocation Professional (MRP) certification can give them a leg up on the competition.

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Having honorably served our country from 1999 - 2008 in the United States Marine Corps, Andrew Finney—a real estate consultant for Berkshire Hathaway HomeServices Nevada Properties—became curious about the real estate market during his time serving and wanted to get his license. After transferring from Okinawa, Japan, to San Diego, Calif., he worked at his goal and finally succeeded in 2013 once his school and military commitments were done. “I first learned about NAR’s MRP certification in 2015, and decided to get it since the majority of the families I work with are active duty or veterans,” says Finney, who has helped roughly 90 families buy or sell homes since

beginning his real estate career. “The main reason I Fort Belvoir and MCB Quantico, NAR’s MRP certification earned the MRP is because my goal is to always provide is vital. my clients with the highest level of service while safeAfter a career as a college administrator and working guarding their best interests. Even though being active as a consultant for major education technology vendors, duty for just shy of nine years taught me much about Jones received her real estate license in 2003 and her what’s contained within the MRP, I found great value in broker license in 2006. taking the online course at my own pace, and the in“Since my primary business is working with military sights that were offered have been invaluable.” families, it was a natural fit to take the course and earn In addition to helping Finney stay increasingly cogni- the MRP certification,” she says. “Having the MRP adds zant of how active duty PCS (permanent change of sta- another layer of confidence for our service members to tion) orders work for families, the cerknow they’re working with a real estate “Having the MRP tification has been instrumental when professional who not only has experiadds another layer of ence in helping families make moves it comes to helping clients understand their door-to-door move priority. confidence for our service that are sometimes difficult, but also “A major benefit is the MRP Facebook members to know they’re education on the basics of VA mortgages and the challenges facing military page,” adds Finney. “The community of working with a real estate families when they receive orders.” MRP real estate professionals across In fact, a few years ago, Jones was the country is amazing. In fact, in sev- professional who not only eral cases, I utilized the MRP Facebook has experience in helping contacted by a retired Marine officer page to find agents in other locales for families make moves that who was struggling to come up with the the active duty and/or veterans that are sometimes difficult, 20 percent down payment they thought contacted me. The MRP community is but also education on the they needed to buy a home in her area. a tight-knit bunch that’s always ready to “One of the first questions I asked basics of VA mortgages was whether they were eligible for a VA help our nation’s brave active duty and veterans succeed in buying and/or sell- and the challenges facing home loan—a question I learned to ask military families when ing their homes.” immediately in the MRP class,” says Recently, Finney was contacted by an Jones. “They were under the impression they receive orders.” active duty USAF Airman about buying a they could only use a VA home loan one – CINDY JONES home in his home state of Las Vegas, time, something they had done 20 years Associate Broker, Nev., but his PCS orders came through, prior when stationed in Texas. I quickly Integrity Real Estate Group so Finney was able to connect the man connected them to a local lender who and his family with a fellow MRP agent specializes in VA home loans, and 45 through the Facebook page in just minutes. days later, they were in their new home using their VA “I make a point to listen carefully and attentively as benefits with no money down.” they share with me what’s most important in their homeJim Green, a REALTOR® in Colonial Beach, Va., says buying/-selling experience,” says Finney. “Then, we de- since he lives and works in an area with a large active vise a winning strategy for them to successfully buy and/ duty and retired military presence, being able to show or sell their home within the timeframe they need with that he has training that’s specific to helping these individuals with their transition helps distinguish him from the terms they’re seeking. “They deserve all of our respect, compassion, profes- other agents who may not understand the needs of milisionalism and dedication in providing exemplary real tary families. estate service to them,” adds Finney, who believes that “When you’re dealing with the nation’s best—and anyone with a passion to help active duty and veterans that’s what we’re doing—you want to make sure you prothrough the real estate process should earn the MRP vide top-notch service and take care of them,” he says. certification so they can best help these individuals un- “I’m a former Navy cruiser destroyer type of guy and was derstand what’s most important to them. a defense contractor for 30 years, so I speak their lan“From my experience, most agents don’t really know guage and I know what these families are going through.” Impressed with the MRP class, Green says it provided how the VA loan process works, or the active duty or veteran mindset itself. If you want to provide service that’s him with a strong set of tools that, when combined with second to none for active duty and veterans, jump off the his background, helped him increase his business as fence now and earn NAR’s MRP .” he’s been able to guide hundreds of families through a For Cindy Jones—an associate broker with Integrity smooth home transition. RE Real Estate Group in Alexandria, Va.—whose primary focus in the Northern Virginia area includes the Pentagon, For more information, please visit militaryrelocationpro.org. RISMedia’s REAL ESTATE June 2017 59

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KNOW THE COSTS OF RUNNING YOUR BUSINESS. Create a profit and loss statement every month. Without this information, you won’t know where your business is heading, and without knowing where your business is heading, how can you get where you want to go? When you have the numbers in front of you, you can direct your efforts and improve your performance. LOOK FOR JOINT BUSINESS OPPORTUNITIES. Look within your business network for opportunities to crosspromote. This allows you to share marketing and advertising costs while building relationships with people outside your client base.

Take Your Profits Through the Roof by Brian Buffini

eople get into real estate for many reasons, one of which being that there’s no ceiling to how much you can earn. What many people don’t realize, however, is that there’s also no floor.

Sure, you can make an unlimited amount of money, but if you don’t know how to effectively manage your finances, it’s difficult to turn a profit. There are many ways to maximize your profits. In addition to increasing the number of transactions you close and/or increasing the average sales price of the homes you sell, there are other time-proven tactics that involve working smarter, not harder. THINK NET. Many agents focus on their gross income, or how much they make before taxes and expenses, but true real estate professionals strive for a high net income. When you focus on gross income, you end up working harder for the same amount of money as a more effective agent who approaches their income in net terms.

CREATE A BUDGET. A budget does more than map out where your money goes; it also helps determine your path to success, including the growth you intend to achieve and the costs it’ll take to get there. Follow a budget and you’ll have the awareness you need to really invest in your business. FOCUS YOUR MARKETING WHERE YOU’RE SEEING RESULTS. The average real estate professional spends $1,100 on marketing, 10 percent of which is spent on online marketing and promotion.* Take the time to analyze your current marketing and advertising campaigns and cut the ones that aren’t generating results. If you’re not sure where to make cuts, ask your clients how they found you.

THINK TWICE ABOUT DISCOUNTING YOUR COMMISSION. While it may be tempting to reduce your commission for a client, doing so may result in their referrals expecting you to reduce your commission. Explain to your clients the value you bring to the transaction based on your knowledge, experience and marketing resources. By incorporating these strategies into your routine, you’ll be able to take control of your finances, keep more of what you earn, and invest in the continued growth of your business. RE *Source: National Association of REALTORS® 2016 Member Profile Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story. After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches and trains more than 25,000 business people across North America. Today, Brian reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast. For more information, please visit www.buffiniandcompany.com.

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AREAA’S FINEST CONVENTION COMES to AMERICA’S FINEST CITY

Manchester Grand Hyatt | September 28 - 30, 2017

For more information visit areaa.org/convention

How May I Serve You? by Jeff Kennedy

recently tried to use my corporate American Express card while on a business trip. I tried to pay for a taxi, but it was declined. I ran it through twice to make sure it wasn’t “operator error.” Although I was positive that the card wasn’t frozen for lack of payment, it was a bit embarrassing. Thankfully I had cash, paid a larger than deserved tip and hastily made my way out of the cab.

I quickly called the toll-free number on the back of the card and spoke with a customer service rep. Rather than being greeted with the DMV-style voice/ tone we’ve come to expect when calling customer service, he was inviting and empathetic. He said things like, “You are a valued customer” and “How may I serve you?” rather than the standard, “Thank you for calling. How may I help you?” The fact that he used the word “serve” struck a chord—not because I feel the need to be served, but because of what that word implies. When a customer service rep offers to help someone, he’s agreeing that there’s a problem, and he’s implying that the client needs his help to resolve said issue.

“How may I serve you?” has a completely different feel to it. It may be semantics, but his word choice changed the tone and trajectory of our conversation. It made me feel that he was on my side, that he wanted to make it right, and that we were going to figure this out together. What’s your mentality with your clients? Do you see yourself as helping them? Servicing them? Or truly serving them? The best way to serve your clients is to keep your focus on what’s right for them. Here are some examples of service versus help: Service - Understand that you couldn’t be successful without this client.

Help - Have a mindset that the client couldn’t do this without you. Service - Welcome questions, as that shows engagement. Help - Have a set idea of how long a conversation should be, or how many questions a client should ask. Service - Think of only what’s best for your client. Period. Help - Think about the quickest way to get the transaction closed. The next time you go to meet a client, try a service mentality, and maybe even go as far as saying the words out loud: “How may I serve you?” You’ll experience positive results and will be glad that you did. RE

Jeff Kennedy is global business development manager, Leading Real Estate Companies of the World®. For more information, please visit www.LeadingRE.com. RISMedia’s REAL ESTATE June 2017 63

{Power Teams}

Creating the Ultimate Buyer Experience

“The key to success in this business is to stop believing it’s okay to deliver the minimum level of service.”

by Verl Workman

- Verl Workman Founder and CEO, Workman Success Systems

hether you work with both buyers and sellers or focus strictly on buyers, you want to provide the ultimate experience for your clients. The reality is, consumers view their experiences working with real estate agents quite a bit differently. In fact, in surveys, consumers generally rate real estate agents below car salespeople and attorneys—barely above those who work for the federal government. Why is that?

The key to success in this business is to stop believing it’s okay to deliver the minimum level of service clients expect to allow us to get paid at the closing. Our goal should be to blow the client away when it comes to showcasing how great it is to work with an agent. Creating an exceptional experience is something luxury brands do very well, and it typically all boils down to the first impression. The same is true when working with buyers. You only have one chance to make a great first impression. Whether the lead was generated online, at an open house or through a referral, what you say and how you act in those first few precious moments absolutely matters.

Tips for Success: 8 Greet the client with enthusiasm and energy. They must know that you love what you do.

8 Make eye contact and extend your hand for a firm handshake. 8 If it’s an online lead, follow a proven script like LPMAMA (Location, Price, Motivation, Agency, Mortgage, Appointment) to make sure they understand you want to know who they are. This will also help determine whether they’re qualified to move onto the next steps.

• Follow a system to make sure you don’t drop the ball in your follow-up. We recommend using the ABCs of lead management to convert more leads: A. A leads always have a scheduled appointment. B. B leads are 30 - 90 days out. Call them twice a month during the weeks of the 1st and the 15th. C. C leads are 90 days out. Call them once a month during the week of the 8th. D. Call your SOI during the week of the 22nd. 8 Do what you say you’re going to do, and do it quickly. 8 Don’t over promise and under deliver. 8 Be knowledgeable about the market itself, the homes being listed, the community and schools so

you can separate yourself from agents who don’t take the time to position themselves as a true expert. 8 Honor their timeframe. If they’re ready, set the appointment and go. If they’re not quite ready, ask the right questions to make sure you really understand their timeframe. Then, follow up religiously according to your ABC program.

Always do what’s best for the client. If you run around with commission breath, not only will you offend the buyer, but they’ll quickly understand that you’re all about the money. Be professional and assertive, and don’t give away your services for free—otherwise, you set the standard that your services don’t have any real value. If you’re a buyer’s agent who is ready to learn how to be the best out there, the Buyers Agent Mastery program (BAM) may be right for you. Visit www.workmansuccess.com/BAM. Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Contact him at Verl@WorkmanSuccessSystems.com.

RISMedia’s REAL ESTATE June 2017 65

{Power Teams}

You Better Know What’s Next by Cleve Gaddis

f you’re interested in mastering the art of working with buyers, you need to always be able to answer the question, “What’s next?” Even though logic tells us a homebuyer will work diligently toward buying a home and only take steps toward that end, there are typically more missteps than correct steps throughout the process. Why? Because the buyer isn’t the process expert—you are. Why do we sometimes let our buyer clients get themselves so far off track in the process? The answer is simple: It’s because we don’t keep them focused on what’s next. As an example, how often have you invested time showing homes to a prospective buyer only to learn later that qualifying for a loan is

a problem? It’s only because you weren’t focused specifically on what’s next. Below are some specific tools that will help you stay totally focused on what’s next during the process of attracting new buyer prospects. The Magic Script. I know everyone hates scripts—and early in my sales career, I felt exactly the same—but scripts are the key to being able to focus fully on your prospect. Once you’ve mastered what to say next, you can stop worrying about that and focus instead on your buyer and their needs. At Workman Success Systems, we use a script called LPMAMA when a buyer inquires about a specific home. The letters stand for Location, Price, Motivation, Agency, Mortgage and Appointment. We believe these are the key elements to understanding enough about the buyer and their needs to move the process forward. This script works with our buyer information sheet, which is used to collect important buyer information.

A, B & C Buyer Lead Management. You should always know exactly where a buyer is in the process and have them categorized correctly. We use the following categories: 8 A buyers need to purchase a home in the next 30 days. These are buyers who you have an appointment scheduled with. Once you’ve finished an appointment with a buyer client in this category, you should schedule the next appointment before parting ways. It’s the only way to keep them an A. 8 B buyers need to purchase within 90 days. Follow up with these prospects during the weeks of the 1st and 15th each month. 8 C buyers need to buy in more than 90 days. Follow up with this group every single month during the week of the 8th.

These are just a couple simple yet effective tools you can use to make sure you’re always focused on what’s next. Sometimes it’s that little nudge toward the next step that can make the difference in actually closing a sale or not. Cleve Gaddis of Gaddis Partners, RE/MAX Center learned sales the hard way, selling vacuum cleaners door-to-door, and now his real estate team closes $60 million in sales annually in Atlanta, Ga. He loves to share his sales strategies and to see others succeed. He’s the host of the Call Cleve Atlanta Real Estate Show which can be heard on NewsTalk 1160 WCFO every week. Contact him at Cleve@GoGaddis.com.

Buyer Mastery Through Buyer Consultation by Rick Geha

andom conversations with buyers that have no direction or order can be helpful, although in most cas66 June 2017 RISMedia’s REAL ESTATE

{Power Teams} “Provide buyers with anything else that will prepare them for what’s ahead and leave them feeling as though no one cares like you do.” - Rick Geha, The Rick Geha Real Estate Team

es are not. And let’s be honest: Most agents currently working with buyers are not prepared with a specific buyer consultation, or something they know by heart that can be done repeatedly. A well-prepared buyer consultation must flow. Its main pieces include: 8Intro 8Rapport-Building 8Wants and Needs 8Next Steps 8FAQs

The intro is your welcome, an important step that will allow you to get to know prospective buyers as people first. Make sure you come prepared with a packet of information related to yourself, your team and your area (or the area they’re interested in), in addition to a brochure, resume, information on escrow and closing, a copy of a purchase contract and copies of any forms they’ll be seeing and using throughout the process. Provide buyers with anything else that will prepare them for what’s ahead and leave them feeling as though no one cares like you do. Rapport-building is the sit-down part of getting to know prospective

buyers. Ask questions about them, their life, how they got to where they are today and why they decided to buy now versus other times in their lives. It’s also important to ask if they’ve previously had an experience with a real estate agent. If they say yes, ask where they rate that experience on a scale of 1 - 10, with one being they hope they never see or hear from that agent again and 10 being they wish they could use the agent repeatedly. Continue the conversation by asking what the number they chose means to them. Be sure to pay attention to their answer, as they’ll be telling you how they want to be treated. Finally, ask buyers to describe what attributes an agent would have to possess in order to be given a 10. This is where I tell them that I thoroughly understand that people don’t care how much I know until they know how much I care. Now it’s time to move onto wants, needs and next steps. This is essentially where you ask buyers what they want in a home, what their anxieties are and whether they have any thoughts and/or questions about the process as a whole. As you go through this area, it’s important to remember that you must educate them on the process. After they’ve

expressed any and everything they’re thinking of, or items they may be concerned about as they relate to the process, let them know how much you know. Transitioning to next steps will give you the opportunity to tell them about the process all the way from being pre-approved to the day they get their key. This is also the time to discuss any of the concerns they previously mentioned during the presentation. Make sure you take great notes and continually ask buyers to tell you more. They need to know you hang on every word they say. Lastly, finish off the conversation by discussing whether there are any questions they wanted you to ask that you didn’t, and whether there are any questions they wanted to ask but haven’t. And never leave an appointment without having set up the next one. You’re now on your way to buyer mastery. This is only the beginning. Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22, has been selling for over 36 years, and has run, managed or owned real estate offices for the past 23 years. His love of people has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada. He is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE June 2017 67

{Power Teams} Organization Leads to Success by Bob Sokoler

o matter what city you work in, you should know which real estate agents are at the top of their game. These are the agents who consistently rank among the top 100 agents in your market. What makes them so successful? Here’s a roadmap to follow so that you can join that elite group of top 100 agents in your city.

My real estate team includes 16 buyer’s agents, and I can instantly identify who will make well over $100,000 this year and who won’t. These are the attributes commonly associated with success: 8Dedication 8Work Ethic 8Energy Level 8Confidence

While these are all important attributes of top agents, you can climb your way to the top using a different strategy: massive amounts of organization. When it comes down

to it, all of us should be willing to adopt the four basic principles listed above. After all, we chose this profession. Hopefully we knew what was expected of us before we invested in the education to become a real estate agent. Looking at my own team, the difference between the average agents and the very successful agents boils down to organization. As a coach for Workman Success Systems, we talk to our clients about tracking their daily success habits, or focusing on dollar-productive activities. All of my agents are taught this, but some are following these guidelines more closely and organizing their dollar-productive activities to a much higher level—and seeing great results. Here’s an outline you can follow: 8 As soon as a buyer lead comes in (it can be from any source), make 8 - 12 attempts to make contact via phone, text and email over the next two weeks. 8 Upon receipt of the lead, information immediately goes into your Outlook or Google calendar. 8 Each attempt to contact the lead is noted in the notes field with date, time and results of the call. (The national average

shows contact being made between the 8th and 10th call.) 8 The calendar entry will look like this: 8 Subject line: call client’s name and source of lead. Remember, you want to track every lead source 8 Location line: telephone number (You can actually dial from a calendar entry on your phone by touching the phone number.) 8 The body of the calendar entry includes the date, time and results of the call.

After each attempt, the calendar entry is moved forward based on the results. For example, if there’s been no contact, the calendar entry is moved ahead to the next day. Before your day is over, all calendar events have been touched and/or moved forward. There are no exceptions. When you make contact with a lead, try to connect with the buyer on any level possible. Get their permission to call the following week to update their search and move the calendar entry forward one week. Make sure you stick to your schedule so that nothing falls through the cracks. The agents who follow this procedure consistently will see the number of buyers they’re working with increase. Not only are you showing potential clients persistence and consistency, but you’re also developing a relationship they will come to respect and expand when it comes time to buy that next home. RE

Bob Sokoler is the owner of The Sokoler Medley Team at RE/MAX Properties East in Louisville, Ky., which has ranked No. 1 in the city for sales volume six years in a row. His team sold more than 404 properties in 2016, and more than 340 properties in 2015. Contact him at Bob@WeSellLouisville.com.

68 June 2017 RISMedia’s REAL ESTATE

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Take a Bow and Reclaim Your Rightful Place Commentary by David Siroty

et ready for a news flash: Real estate is a really hard business. I’ve been in the game for 13 years and have seen the changes, including the incredible rise of Zillow and realtor.com®, along with the impact the Keller Williams model has made—and somehow, as Todd Frankel wrote in the Washington Post, the internet has not killed the industry. We are in very interesting times with a clear divide in beliefs and experiences. The self-professed “old timers” have learned, accepted and thrived with massive shifts to the more agent-focused and consumer-aware industry. We have new arrivals entering real estate every day, armed with novel ideas fueled by big data and the desire to utilize predictive analytics. They are completely comfortable with emerging technology and mediums. Those who put themselves in the old timer category: It’s time to stand up and take a bow. Thanks for paving the way. You’ve done a great job. Now get back to work—because you are not done yet. Take your ex72 June 2017 RISMedia’s REAL ESTATE

perience and tough skin and reclaim your rightful place as an admired business power and redefine your firm. Start this reclamation by asking yourself, “Who are we?” Ask every employee in your company that same question. Now ask your office managers. You will likely be surprised at how often they mention products and tools and how “all over the map” the answers are. This exercise will shine a light on the incredible opportunity you have to redefine your value proposition. Because your team is so close to the firm’s inner workings, it’s natural to lose sight of the most important points we need to make to our agents, potential recruits and con-

sumers. That messaging must go far beyond discussions about tools, systems and resources, and clearly explain why your firm matters. The redefining does not end here—in fact, this is just the beginning. We have to determine how to deliver the message and how to reach a seemingly endless number of publics, including an agent body that may be disconnected. We also have to reach potential recruits, buyers, sellers, potential clients and community leaders. It continues further when you roll out changes. No announcement is too small that it does not require all to be on the same page with a plan on how to articulate, share and take advantage of the message. New compensation models, M&As, unveiling of new products, office closings or openings all have enormous implications. The list goes on and on. You know your competition will pounce quickly on any misstep. Please do not get scared. Now the fun begins. Today you control your own destiny like never before. Social media and the uber-targeting capabilities e-marketing provides allow you to become the center of your own universe again. You can create and disseminate your own information and essentially be your own TV and radio station, newspaper or town crier. You can re-engage your agents and create an energy and aura that will attract new and experienced agents while capturing the hearts and minds of consumers. You’ve been there before when changes in the industry forced you to adapt. It is time to do it again. RE David Siroty launched Imagine Productions, an integrated communication firm, after spending 13 years leading Coldwell Banker Real Estate’s global PR team. He has won numerous real estate and public relations awards, including those from PR News and the Public Relations Society of America. Siroty can be reached at david@imagineprstrategy.com.

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{Broker Spotlight}

An Idea Whose Time Has Come Why the Help-U-Sell Real Estate Model Resonates More Than Ever by Maria Patterson

74 June 2017 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

hile Help-U-Sell offers a modern approach to real estate, the company is certainly no newcomer to the business. Founded in 1976, Help-U-Sell leapt out of the gate with its set-fee, full-service business model, breaking the traditional mold from the onset. Now serving more than 100 offices in 26 states (and counting), the company has stepped up its value proposition with an in-house IT department that offers an all-in-one tech and marketing solution for affiliates. In this special interview, COO Robert “Robbie” Stevens and Chief Development Officer John Powell give us a look under the hood to find out how the Help-U-Sell engine runs, and why its approach to the real estate business has never been more relevant. Maria Patterson: Help-U-Sell has been around a long time, and now has more than 100 offices serving 26 states. Why does your model still work in today’s market? John Powell: The model is even more relevant today because of the way the real estate business has changed over the years. Today, technology has solved many of the problems buyers and sellers once had. In 1976 when Help-U-Sell was founded, buyers wanted a free flow of information, and that’s what we did for years. We’d give “information without obligation,” giving buyers addresses and phone numbers so they could drive by and look at properties. Today, that information is available whether brokers like it not. For years, brokers had a monopoly on information, but it’s not a secret anymore because of Zillow, Trulia, realtor.com®, etc. Technology has universally given the consumer the information that Help-U-Sell has been providing for a long time.

MP: What sets Help-U-Sell Real Estate apart in terms of technology? Robbie Stevens: We created our own IT department eight years ago, which offers our brokers a big advantage. Our IT team only works

with our offices, which creates a much better relationship between them. We know all of our offices’ online strategies and goals, and, therefore, service them more efficiently. If you hire a third-party tech firm, it’s hard to get a quick response time. Instead, we developed the tools needed to fit our business model. For example, we handle all the MLS data in-house, which allows us to service our brokers quickly and provide them with new listing data and market statistics. We have that information in real-time.

MP: You’ve opened several offices recently. Is your technology offering part of what’s fueling that growth? JP: Yes, technology is a big part of it, but overall, most brokers join us because of the pressure of competition from other firms. In today’s environment, many brokers are discounting, which lowers their bottom-line profit. Brokers are getting squeezed tighter and are working harder. They need to be able to increase profitability. We, on the other hand, have a proven, 40-year system, which is built around our fee structure. Brokers save the consumer thousands of dollars, and

“There are a lot of new business models unveiled every day—and these models are just that: new.” - John Powell, Chief Development Officer, Help-U-Sell Real Estate

become more profitable. There are a lot of new business models unveiled every day—and these models are just that: new. They’re experimenting. We’re not experimenting. We’re very experienced. Brokers like the security of being with a company that has proven its model.

MP: Please explain your set-fee model. A lot of people have the impression that Help-U-Sell is a discount model. JP: Sellers have never understood commission. Why would it cost them $12,000 to sell a house for $200,000, but $18,000 to sell a house for $300,000? What’s the difference in service between selling the two homes? The answer is always “nothing.” For the consumer, our fixed-fee model is more relevant than ever. We save people thousands of dollars, but we’re not a discounter—we also give them full service. We provide more marketing, and we handle the contracts and closing details—the escrow, the inspection, the appraisal. The fact that we save sellers money, with a business model that makes the broker more profitable, gives us a strong competitive advantage. RISMedia’s REAL ESTATE June 2017 75

With the addition of the new Director of Franchise Sales, Dave Patterson, Help-U-Sell is already experiencing a rapid 15 percent growth.

MP: What sets your marketing offering apart from other firms? RS: Our marketing tools are one of the big benefits we offer. Brokers don’t have to go to a third party and purchase out-of-the-box solutions. Having our marketing in-house allows us to respond to the market a lot quicker. We monitor the data and company website to immediately see the behavior of our client base. We apply our technology to MLS data and create automated drip email campaigns. Everything integrates together. At other companies, you have people using one software for CRM, another for website management— they have 10 logins for all different websites. With us, all tools are accessed by one single login. And the technology is proprietary to us—designed specifically to serve our business model and franchises.

MP: What type of brokers are attracted to the Help-U-Sell Real Estate value proposition? JP: There’s not one type of broker that’s attracted to our model. We at-

76 June 2017 RISMedia’s REAL ESTATE

tract all ages and all backgrounds. Younger brokers like the technology. They’re tech-savvy and find our tools to be much more effective and efficient. We also attract brokers who have been in the business for 20 - 30 years; they’re looking for options to be more competitive and profitable. Brokers from all over the country are opening Help-U-Sell offices. We have numerous offices in California, from LA to the Inland Empire. We’ve also opened offices in Texas, Missouri, Florida, and Pennsylvania.

MP: Aside from the set fee, what are some of the biggest differences between the Help-U-Sell model and the traditional brokerage model? RS: In the traditional model, agents pay for all their IT costs and don’t control it. Help-U-Sell Real Estate is different because the office controls the marketing and invests the capital. We don’t depend on the agent to spend their own money on marketing. For example, we’ve developed online technology to become more

competitive with direct mail. Right now, everyone is pushing online marketing and spending money on social media, Google ads, and teaching agents how to use Facebook and Twitter. Those newer marketing avenues have certainly become relevant, but many agents have gotten lost on traditional marketing like direct mail and signage. You can’t always be looking for that silver bullet, because there is no silver bullet. You need to use a series of marketing initiatives, not just one thing. You must have an online presence and an approach to social marketing, along with the visibility of direct mail and signage. When we ask people, “How did you hear about Help-U-Sell?” they always tell us, “We see you everywhere.”

MP: Why did agents move away from traditional marketing efforts, like direct mail? RS: It came down to time and money. It became too big of a distraction to go back and forth with the printer and to figure out which neighborhoods to target—and the costs be-

came prohibitive. Internet marketing is a lot cheaper, but the leads are a lot weaker, as well. We’re able to use technology and collective bargaining with our printer to automate direct mail at lower costs.

MP: You’ve been taking on some impressively sized technology projects in-house. Can you tell us more? RS: We have two big projects this year. One is close to launch (at press time) and the other will launch toward the end of the year. The first involves direct mail. The average office has a marketing budget of about $1,000 a month, which means you can’t afford to get postcards out to every home in your target area. We’re using our technology to lower that cost. Instead of doing blanket coverage to all homes in a zip code, we can go to a smaller target market based on carrier routes. We know when a home goes on the market, the neighbors start talking. Our strategy allows us to get the right message to the right people at the right time. And this would all be done with automation—because of our MLS data, we know of almost every listing that goes on the market. We’ll get the file to the printer and in 3 - 4 days, the postcard will be sent out. Timing is essential when it comes to marketing. The other project involves the data we’re acquiring to predict home sales for the next 12 months. This will give our franchisees a huge advantage. It all comes down to data and predictive marketing to determine how long people are staying in a home. We’re looking at hundreds of data points and testing those against what the chances are of a homeowner selling in the next 12 months.

MP: How does the Help-U-Sell value proposition solve the recruiting challenges faced by most traditional firms? JP: For most brokers, their No. 1 job is to be a recruiter day in and day

“We know when a home goes on the market, the neighbors start talking. Our strategy allows us to get the right message to the right people at the right time.” - Robert Stevens, COO, Help-U-Sell Real Estate

out. They hire a new agent, get them up and running and productive, then the broker down the street offers them 5 percent more commission split, and you start the recruiting process all over again. We take brokers out of this recruiting revolving door. Our model is a team concept where brokers recruit people to help run the business only when the volume of business dictates. Agents are not generating the business—our business is generated by our marketing system, so if an agent leaves, they aren’t taking a book of business with them. This gives the broker a business with a lot more value since they own the clients, not the agents. This leads to much higher profitability because brokers avoid paying a high commission to compete in the recruiting arena. Agents love it because instead of spending a lot of time and money trying to locate clients, they just work the leads the broker hands them, making them far more productive.

MP: You recently launched new broker websites. What improvements are being offered? RS: We try to come up with a new template every 18 months or so. About 60 percent of our traffic comes from mobile devices, so we have a responsive template that responds automatically to different devices, including a high-resolution landscape view and faster downloads. We’ve built our templates in WordPress, which allows our brokers to use thousands of WordPress plugins to customize the sites.

MP: What does the future of real estate marketing look like, and how do you hope to influence it? RS: Automation in direct mail is definitely a big piece for our company— online marketing and social media should be an add-on. We’re investing more in automation to figure out how we can become more efficient when it comes to direct mail. We’re also focusing on creating transparency between buyers and sellers. We’re using technology to bring buyers and sellers together so that the agent becomes more of a consultant.

MP: What are your thoughts on the future of the real estate business as a whole? JP: There’s going to be continued pressure on the real estate business in general, which is going to force change, just like Charles Schwab forced change in the stock business, and Uber disrupted the taxi business. Technology changes things—it empowers the consumer, and when consumers are empowered, they can do business the way they want to do it. I think we’ll continue to see new business models—the old business model is fading fast. Help-U-Sell’s growth pace is going to increase over the next year or two because of the pressures brokers are facing. We’re very optimistic about the future— we’re not afraid of the changes. We’re looking forward to them. RE

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

RISMedia’s REAL ESTATE June 2017 77

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How to Generate 86 New Transactions Every Year by Terri Murphy

ow many times have you had one of your friends list or buy with another agent simply because they didn’t think of you at the critical moment of making that decision?

Seeing another agent’s sign in your past client’s or friend’s front yard can be bone-crushing, but the truth is, most agents don’t deploy a consistent system of keeping themselves and their services top of mind among friends and neighbors. Most sales professionals will admit that they don’t like to prospect, yet this system is the one habit that, when done consistently, yields measurable, impressive results. This best-kept secret is outlined in the eBook “The Ultimate Marketing Handbook for Real Estate Agents That Want to Close 86 Deals or More a Year,” which explains the “86-50-1” formula. The eBook*, authored by mega top producer Mike Parker and noted success coach Verl Workman, puts a pencil to a simple strategy that can generate more than one lead from each contact in your elite group of Top 50. This proven strategy works to save money, leverages your

brand and reputation, and packs a fun factor. This program generates 86 referrals a year working with only 50 people and focusing on one hour a day. Here’s how the system works:

Go through your database and identify the Top 50 people you believe would give you a referral this year. Once your list is complete, schedule a personal touch once every month for the next 12 months. This isn’t about just phoning your Top 50 group every month and asking for a referral, but rather, it’s a way to provide a personal “touch” to each contact monthly.

Each touch must be recorded in your CRM where after each touch you set the next touch for the upcoming month. Scheduling one call per week to your Top 50 will get you through your list annually.

Deploy a monthly “touch” system that invites connection— think a mix of phone calls, meeting for coffee, a pop-by or sharing invitations to local community events. Schedule quarterly face-to-face events, like an exclusive wine and cheese or ice cream social, for your Top 50 only. Target inviting 12 - 15 of your Top 50 to each of these quarterly events, which will get you through your list by year-end. You want to be sure you’re face-to-face with each member of your elite group at least 2 - 3 times a year for best results. Be sure to send a handwritten note to your touches, whether it be a “thank you for attending” or “sorry we missed you.”

Once you’ve had several touches with each contact, you’ve earned the right to ask if you can count on them for at least one referral this year. The dialogue is simple: “Can I count on you for one referral for my services this year? I know you have lots of other people you know in real estate, but you can be sure I’m going to wow anyone you refer to me.”

If the year rolls through and you’ve received no referrals from any one contact, replace them with another contact whom you believe would refer one prospect to you annually. The power of leveraging your relationships with your raving fans pays off when you diligently and consistently schedule connections that get more referrals more easily. RE *For a complimentary copy of the eBook, contact Terri@TerriMurphy.com. Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@ TerriMurphy.com.

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{Broker Best Practices}

Fostering an Entrepreneurial Spirit by John Voket

Jill Daniels Broker/Owner

Abbie Holland Broker/Owner Realty ONE Group, Experience Conroe, Texas www.rogexperience.com

Region served: Montgomery and Harris Counties Years in business: Jill: 3; Abbie: 10

Number of offices: 1 Number of agents: 25 Best time management tip: Time blocking Best tip for running a successful meeting: We brand our meetings “one up” sessions because we want agents to be equally engaged so they learn and retain. Key to getting buyers and sellers working together: Remind each party that everyone is trying to get the best out of this temporary relationship they’re all in together. Most creative marketing campaign you’ve ever run: We have a videographer creating a series on the evolution of a new agent. It’s very edgy and different, and is getting a lot of hits on social media. How do you work to support Realty ONE Group’s concept of office culture? Jill Daniels: Realty ONE Group sets itself apart with what we call “coolture.” We offer activities like yoga in the office twice a week, and we pick a variety of other programs and things that are suggested by our team members. Through our unique training, we also help our agents understand client relationships with an eye on retaining that client for life. Please explain how your company handles agent reimbursement differently than most, and why. JD: We’re not a discount/ flat-fee broker, but rather, a transaction fee-based

brokerage that provides excellent training and great administrative support in a beautiful office setting. And we return 100 percent of the commission to our agents with the hope and belief that they will reinvest it into their business. We’re fostering an entrepreneurial spirit that still provides our agents the office framework to optimize their success.

What technology do you suggest to set your agents apart from the competition? Abbie Holland: We introduced an app called Videolicious to uniquely brand our agents’ videos. For each property, agents launch the app and do an introduction, import pictures, and do a voiceover. The app then edits and reorders the input content into a finished video. We know 84 percent of consumers want video, and only 4 percent of agents do video, so we’re working to give our clients exactly what they want. What are two fundamentals that are essential to your company’s continued success? AH: First, our value proposition and commitment to our clients. We provide them with an awesome level of service, consistent communication, clear expectations and creative solutions. Building our brand is also essential to our success. We want to give our agents a completely different experience with education, coaching and an innovative environment that will enable them to express our brand to the client and convey that they will have an experience like no other. For more information, please visit www.realtyonegroup.com.

RISMedia’s REAL ESTATE June 2017 81

Building on a Traditional Foundation Michael C. Scarafile

by John Voket

President Carolina One Real Estate, a member of Leading Real Estate Companies of the World® North Charleston, S.C. www.carolinaonerealestate.com

public. Clients need to know that there are differences between real estate professionals and real estate companies and that they get what they pay for. It’s critical for our agents and company to help consumers understand why we aren’t the cheapest company in our market, and why we won’t try to be.

Region served: Metro Charleston, S.C. Years in business: 12 Number of offices: 12 Number of agents: 950 Best tip for dealing with difficult clients: Be honest. Most creative marketing campaign you’ve ever run: We partner with our local minor league baseball team to give away $100 every time they hit a homer. We also have three agents working the stands at every game signing people up. Most effective way to motivate agents: Work with them to set production goals, then hold them accountable. Best recruiting technique: Ask open-ended questions.

Your management team is shifting to predominantly Gen Xers. Please describe the benefits and challenges. While our company has long maintained a traditional model where the best agent becomes the broker and helps build the company, today, nine of our offices are managed by Gen Xers and millennials. Not only does this allow us to build on a traditional foundation with new ideas, but this kind of vibrant management helps us appeal to younger agent recruits. These transitions bring in people who aren’t going to develop into seasoned managers overnight, so we account for a lot of development time, planning and investment on our part.

What types of expertise do you bring to the leadership team at Carolina One Real Estate? My mom went into real estate when I was five, and I began working with her as a summer job at 16, so I grew up putting signs in yards, prepping vacation rentals and handing out MLS books—all of which helped me experience the way the business used to be. When I came back to real estate after college and a few years practicing law, not only did I have that historical grounding, but I also possessed the skills to be a contemporary expert in the field.

How does the close proximity of your offices help drive your 25 percent marketshare? Proximity helps our agents and market presence. In fact, people say they see our branding everywhere, and wherever those clients are, there’s an office nearby. The proximity of our staff also allows us to maintain a better company culture, as we can easily get together for brainstorming, mastery meetings, holiday parties, award celebrations, guest speakers and training. Management can get together quickly and conveniently, as well. We’re not successful because we’re big; we’re big because we’re successful.

What is the biggest role you hope to play in the company’s success? My career goal is to help educate the

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

High-End Real Estate Requires High-End Prospecting Manny Gutierrez Broker/Owner Prime Real Estate of Florida Boca Raton, Fla. www.primerealestatefl.com by Zoe Eisenberg

82 June 2017 RISMedia’s REAL ESTATE

Region served: South Florida, including Palm Beach, Broward and Miami-Dade Counties Years in real estate: 14+ Number of offices: 1 Number of agents: 3 How are you currently sourcing new prospects? We’re listing brokers by nature, so farming communities by all forms of media is a must for our brand. But, as technology has leveled the playing field, and buyers

have become more sophisticated in their home search, we’ve noticed an influx of potential new homeowners that cannot be ignored. Over the past few years, we’ve added a significant amount of our marketing dollars to capture these buyers. From social media platforms, e-campaigns, keyword websites, zip code leads from realtor.com®, Zillow and Trulia and hiring ISAs (Inside Sales Agents) to nurture and convert these leads, we’re closing more buyers.

Are the clients you meet online qualifying? I would say we stand at a 50/50 qualifying rate. That being said, we do a great job of asking qualifying questions. These include: Are they cash? Are they getting a mortgage? If so, do they have a pre-approval? If not, do they need a referral to our preferred lender? Do they need to sell their home first? If so, have they listed their home, and is it under contract? If not, would they like us to provide them with a free home analysis and discuss having us list their home? And, most importantly, what are their musthaves? How many of these leads convert, and how do you keep track of your

success rate? Our conversion rate last year was 1.35 percent. While we’re currently at 1.5 percent, we plan to be at 2 percent by year’s end. Have you noticed that the leads are further along or of better quality among the lead sources you’re utilizing? By far, realtor.com® leads have the highest conversion rate. These buyers are ready to act and take less incubation time. We’ve tested all avenues, and the customer information that comes from realtor.com® is the most reliable. On average, how many online inquiries are you fielding each week, and how do you keep up with them? We’re fielding 135 online inquiries each week. Keeping up with them begins with leveraging technology and systems. We utilize software to respond to the inquiry, collect and house their information, follow up through e-campaigns and directly contact them through our ISAs. Do you find online leads to be costeffective? Do you get a good rate of return? My rate of return is very good. By having my ISAs and transaction coordinator around me and my sales agents, we’re able to close

more transactions while promoting our brand.

How do you develop the leads that don’t convert? By constant follow-up via phone calls, email drip campaigns and auto subscriptions of properties that fit their criteria. When you’re presenting your marketing plan to a seller, how do you differentiate yourself? We differentiate our brand by building a complete roadmap and devising the right marketing plan to help the seller achieve their goals. Whether it be a conventional method, auction method, or accelerated method, we’ll sell their asset for the most amount of money in the least amount of time. Do you have expanded services for the very high-end properties you represent? Yes, we use all forms of media to market the property, and our brand is built with a concierge mindset. We have the ability to go as far as the project demands in order to consummate the sale. For more information, please visit www.marketing.realtor.com.

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Looking to Leverage Your Social Media Presence? Shift Your Viewpoint by Paige Tepping

nderstanding how to leverage your social media presence can make all the difference when it comes to generating and converting leads. And having a well thought-out and up-to-date strategy in place is paramount to your future success as consumers continue to flock to popular sites such as Facebook for all their real estate needs.

This was the focus of “Harnessing Social Media: What Worked Two Years Ago Doesn’t Work Today,” the latest webinar in RISMedia’s ACE Webinar Series. Sponsored by Homes.com and TORCHx and moderated by Verl Workman, attendees learned what it takes to catapult their social media presence to the next level. “Two years ago, it was all about posting positive attitude quotes— or a quote with a cool pic,” said Tom Collins, CEO and owner of C5 Consulting, LLC. “Today, it needs to be you in the picture with the quote, telling a story.” With a passion for helping com-

panies incorporate social marketing to generate massive results, Collins noted that the end goal is to develop raving fans. “No matter what you’re selling, there are subtle things you can do to change who is chasing whom,” said Collins, who likened social media to being at a BBQ. “Don’t be the guy/gal who goes to the BBQ and hands out flyers. If you’re acting cool and hanging out—and know how to tease what you do correctly—people will ask for more information. And that’s when the chase begins,” said Collins. While social media has changed

“Know how to tease what you do correctly— people will ask for more information.”

the way real estate professionals conduct business on a day-today basis, doing the opposite of what everyone else is doing is a key piece of the puzzle for Alfonso Parodi, leader of Team Parodi, Realty Associates. Parodi has begun documenting and celebrating everything from pre-approvals, executed contracts and showings. With 39 unique audiences that can be targeted at any given time with any given message, Parodi’s strategy is paying off. In fact, his posts are reaching nearly 40 60,000 people a week, and his videos generate around 10,000 views per month. “It’s all about sharing the whole experience. I’m documenting everything and sharing it with the world,” said Parodi, who underscored the importance of truly understanding who your audience is. “If someone comes to you and opts into your email, you can upload that email list to Facebook as a custom audience and run ads specifically to those people. If you can leverage this technology, you can move people through a systematized process where they’re starting to see pre-set videos and ads from you,” elaborated Collins. In the end, it’s all about bringing an incredible personal touch to the table that goes beyond the transaction. No matter what your strategy entails, this begins with real relationships, which can only be built through sharing experiences.RE

View the webinar in full at bit.ly/harnessingsocial.

Paige Tepping is RISMedia’s managing editor. Send her your story ideas at paige@rismedia. com. RISMedia’s REAL ESTATE June 2017 85

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Agents Just

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Top 5 Agents Get What They Want. If you’re a top producing agent, the truth is you could still be getting more. As a member of RISMedia’s Top 5 in Real Estate Network, you enjoy exclusive access to an array of personal branding, professional networking, multi-media marketing and technological resources few others could ever match.

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

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

{Business Building}

Keep the Focus on Agent Productivity by Geoff Lewis

t’s that time of year. The major 2017 real estate reports have been released, tallying the numbers and shining the spotlight on the biggest and most productive real estate brokerages across the country.

Among the most significant of these, of course, is RISMedia’s Power Broker Report, ranking the nation’s brokerages according to sales volume and transaction sides. At face value, it’s always interesting to see who’s moved up or down, and who currently tops the Power Broker rankings. But if you look a little deeper, you also find a lot going on behind the numbers—and can gain a bit of insight into the brokerages and brands that appear on the list. For example, with a little number crunching, you quickly realize that the highest-ranking brokerages don’t necessarily have the highest-producing agents. What do I mean by this? How could a brokerage with more transactions and a higher ranking somehow have less productive agents? It’s a question of agent count ver-

sus per-agent productivity. The brokerages in the Power Broker Report can be broken into two broad categories: 1) those with a lot of agents, a high cumulative sales total, and low per-agent productivity; and 2) those with not as many agents, a high cumulative sales total, and high peragent productivity. Take, for example, the brokerages ranked No. 9 and No. 10 according to transaction sides. The No. 9 firm closed 24,381 sides with 6,458 agents, while No. 10 closed nearly as many transactions (22,691) with just 1,001 agents. Both transaction totals are impressive, for sure, but on a per-agent basis, the numbers reveal very different productivity levels. Agents at the No. 10 firm did almost seven times more business (averaging 22.7 sides per agent) than those at the higher-ranking No. 9 firm (averaging

3.8 sides per agent). It’s All About the Approach Does a stat like that say something about the two competitors? I think it does. I think it makes a clear statement about the different approaches and priorities of the different brands and networks. Some brokerages among the Power Brokers prioritize agent count, and that’s fine. Virtually every firm wants to grow larger, but many firms that are driven by—and overly focused on—growth end up losing something important in terms of agent productivity. The sweet spot is being able to recruit strategically, grow consistently and still maintain a razor-sharp focus on the metric that matters most: productivity. The firms in that mindset prioritize helping agents close sales and reach their own definitions of success. The result is a roster of productive agents who rave about the office and become the most powerful recruiting tool of all. When the focus is on generating sales, you find leading education, tech services and networking opportunities designed to bolster business. You find agents who are sharpening their skills and gaining valuable experience through each successful closing. You find an environment and culture centered on the benefits—tangible or not—of hard work and achievement. It’s a great thing to be a part of. Every real estate professional aspires to be with a top brokerage, no doubt about that. The question boils down to what you prefer—more agents or more transaction sides? Would you rather be with the biggest, or the best? RE

Geoff Lewis is president of RE/MAX, LLC. For more information, visit www.remax.com. RISMedia’s REAL ESTATE June 2017 87

{Trending}

8 Essential Strategies

for Achieving Business Longevity by Jill Johnson

veryone who starts or leads a business dreams of passing it along to the next generation, but few are successful in making it happen. Every year, countless businesses and organizations fail. Excuses are made and fingers are pointed. Long-term success takes more than hard work and a little luck. Leaders and entrepreneurs who achieve exceptional business longevity share eight business practices that moved them to long-term success. They think differently, they operate differently, and they lead differently.

Engage in Ongoing Planning Successful executives and entrepreneurs prepare for success on an ongoing basis, not just when they are in start-up mode. They move beyond their initial busi-

88 June 2017 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

ness plan to augment their success by leveraging new opportunities and seeking ideas to enhance operations and profitability. They are disciplined in writing down their plans, reviewing them and sharing them with their key employees and advisors. They know ongoing planning keeps them focused and moving forward. These leaders continually, and formally, evaluate what is working and what needs changing.

Establish a Realistic Vision for the Future Lasting business leaders also match their vision to their abilities. They leverage one success into another rather than rapidly making huge leaps beyond their capabilities. Those who donâ&#x20AC;&#x2122;t have a realistic vision risk everything because they reach too high before their cash, talent or operational capability is ready for higher levels of success. Enduring leaders actively and effectively manage their transitions and hire sophisticated talent to match their future needs. Their success is sustainable because they build it on a viable foundation that is based in reality, not on wishful thinking.

Use Disciplined Approaches to Developing Leadership and Executive Skills Leaders who operate enduring enterprises understand experience is critical; not just with the operational or technical expertise, but also with the ability to lead, manage and weather the daily challenges of not having someone tell you what to do. These leaders understand they need to continue cultivating their ability to manage and create strategies. Those with enduring success continue developing and enhancing their skills to build their business arsenal. They read. They hire the consulting and professional talent they need to augment their internal expertise.

Implement Sound Fiscal Management Fiscal discipline is fundamental to long-term business or enterprise success, yet few leaders have the self-discipline to manage their cash flow for the inevitable peaks and valleys. They respond to immediate pressures and spend money they don’t have. Too many leaders spend money on the flash and glitz trying to impress people. They never prepare for the future because they’re focused on living in the moment. Some make ill-advised decisions that create financial crises, rather than making prudent commitments they can realistically handle. Successful leaders of enduring enterprises focus on building real net worth by being masters at financial discipline and tightly controlling what they spend.

Adapt to Changing Circumstances Markets change and technology advances. Those who are successful over the long term understand and adapt to change. They invest in peo-

ple and technology to enhance productivity. They stay on top of competitors and respond as necessary. By continually adapting, they are able to leverage the evolving trends that are fundamentally transforming their industries. Enduring leaders create enterprises that last well beyond their tenure, always looking ahead to identify tools, resources, ideas and technology that can enhance their organizational success.

Build Substance Into the Enterprise Businesses and organizations have come and gone over the decades. Some succeeded brilliantly, but most failed to meet the expectations hyped by their founders and owners. The primary reason is lack of substance to the enterprise; most of what was promoted was smoke and mirrors. Sustainable enterprises have substance. They deliver on their promises. Clients, vendors and employees can count on them. These enterprises demonstrate a consistency of product and service quality that can be trusted over time. An ongoing reputation for dependability is often a real predictor of long-term enterprise success.

Control Growth Those who survive long term carefully and deliberately manage the size and growth of their enterprises. Those who focus on growth ensure they have adequate finances, equipment and staff to meet their evolving needs. Those who maintain a smaller size often find they can better manage the stability of their overhead and fixed costs. Maintenance-oriented enterprises may even make more money and have less stress than their growthoriented peers. Both growth and maintenance-oriented leaders who succeed over the long term effec-

tively manage their appetite for risk and keep business scope within their comfort zone. They maintain leadership enthusiasm through controlled growth or by achieving sustained financial success.

Maintain Motivation Staying motivated is tough in any enterprise after the euphoria of taking over or starting up dies down. Once the day-to-day activities begin to become routine, most people lose their enthusiasm. Even harder is dealing with the real stresses of leadership. Boredom is often a leader’s worst enemy. Leaders of enduring enterprises motivate themselves and their employees by continuing to look for new opportunities to better meet client needs. This provides an atmosphere of innovation and ongoing success measured in revenues, customer satisfaction and employee retention. Leaders who enjoy enduring business success have learned to constantly adapt and evolve. They respond to continuing competitive pressures by finding ways to meet evolving client needs. The secret to long-term sustainable success is doing things with discipline and excellence. Leaders of enduring enterprises both big and small do more than just dream of success; they make their success a reality by taking the actions necessary to achieve it, and make it last. RE Jill Johnson is the president and founder of Johnson Consulting Services, a speaker, award-winning management consultant, and author of the forthcoming Bold Questions series. Johnson helps her clients make critical business decisions and develop market-based strategic plans for turnarounds or growth. Her consulting work has impacted nearly $4 billion worth of decisions. She has a proven track record of dealing with complex business issues and getting results. For more information on Jill Johnson, please visit www.jcs-usa.com. RISMedia’s REAL ESTATE June 2017 89

{RISMedia’s Great Spaces}

by Nick Caruso & Zoe Eisenberg

Have $25 Mill? Call This Bel Air Compound Home An ultra-luxurious resort-style compound located in Los Angeles’ Bel Air neighborhood recently landed on the market. For the meager fortune of $24,995,000, you can call this 12,600-square-foot residence home. Fantastic features include an entrance lobby fitting of a five-star hotel, a six-seat professional theater with 130-inch screen, a decked-out gym, a yoga/pilates studio and a fullservice salon where you can receive a massage, get your hair and makeup done, or pamper yourself with a mani/pedi. Wine enthusiasts will appreciate the temperature-controlled wine preservation room that fits 600 bottles of your favorite vino, and those looking for a lavish soak will ooh and ahh over the tub in the master bath90 June 2017 RISMedia’s REAL ESTATE

room that’s worth roughly $60,000. If you wander outside, you’ll find a tree bar, an al fresco kitchen, an outdoor theater, and an infinity pool. With nine bedrooms and 14 bathrooms, this compound—located at 1737 Bel Air Road—will ensure you never have to leave home again.

Listed by: Aaron Kirman, President of Aaroe Estates Listed for: $24,995,000 Photos by: Matthew Momberger and Jim Barsch

A-List Apartment on the Upper East Side A celeb-worthy New York City townhouse recently hit the market for any high-brow buyers cruising for a fresh pad. Located at 156 East 62nd Street, this newly refurbished sixbedroom townhouse rests proudly on the Upper East Side. Once home to A-listers like artist Linda Frock-Rohrbeck and Academy and Tony Award-winning actress Beatrice Whitney Straight, the 7,500-square-foot, five-floor space is currently listed for $18,500,000. The apartment features a sitting room with a bar, a glass-enclosed wine cellar, radiant floor heating for those frosty New York nights, floorto-ceiling windows for taking in the city views, a sauna, and a raised roof deck for lounging. The home also features a commercial-grade elevator (for those not inclined to use the sweeping staircase) and a master bathroom that includes a standing bath, steam shower, and heated stone floors. Listed by: Leslie J. Garfield Listed for: $18,500,000 Photos by: Thomas Ansell

RISMediaâ&#x20AC;&#x2122;s REAL ESTATE June 2017 91

square feet, four bedrooms and five baths. Built in 1968, (the same year he starred in “The Don Rickles Show” on ABC), the home shows no signs of age with all of the updates, white walls and tasteful décor. Features include wide-plank hardwood floors, large windows that stream sunlight across the rooms, a fireplace in the living room, ocean views, an outdoor deck with barbecue and office and ensuite guest/staff quarters. Large grounds include the swimming pool, spa and tennis court, and lawns perfect for a laid-back game of croquet. Listed by: Chris Cortazzo, Coldwell Banker Residential Brokerage Listed for: $7.995 million Photo Credit: toptenrealestatedeals.com

Don Rickles’ Malibu Beach House After decades of abrasive stand-up comedy, acting roles in both teenage-beach-girl and serious movies and contributing to making the “Toy Story” films huge box office successes as Mr. Potato Head, Don Rickles left the world stage at the age of 90 when he passed away suddenly at his home in Los Angeles. Known as the King of Insult Comics and the Merchant of Venom, Rickles was a regular guest on late-night TV talk shows and continued his nightclub tours that were scheduled into 2018. Due to his active schedule, he was unable to enjoy his charming beach house in the celebrity-studded enclave of Point Dume in Malibu, Calif., which he had put on the market shortly before his death. Point Dume offers some of the best ocean views and celebrity sightings on the west coast. Many celebrities, who could afford to enjoy ocean life anywhere in the world, have cho92 June 2017 RISMedia’s REAL ESTATE

sen Point Dume for their home. Johnny Carson was a long-time resident, buying his beach home in 1984 for about $9.5 million; it sold two years after his death for $38 million. Other celebrity residents include Robert Duvall, Cher, Dick Clark, Rob Lowe and Julie Andrews. One of the enclave’s most popular assets is the deeded-access private beach, which can only be entered with a homeowner’s key. The Rickles’ home is on one tropically landscaped acre with 3,421

$2.8 Million Beachfront Home Sale Raises Bar for Ft. Lauderdale Luxury Real Estate One of only 31 estates in the exclusive oceanfront neighborhood on A1A north of Sunrise Blvd., 1799 N. Fort Lauderdale Beach Blvd., Fort Lauderdale, recently sold after just 134 days on the market. Listed at $2,995,000, the 4,250-square-foot estate was purchased for $2,826,500. “This is the only single-family home on North Fort Lauderdale Beach that has sold for more than $2 million in the last two years,” says the estate’s selling broker Dr. Anja Hessert, luxury real estate advisor at Engel & Völkers Fort Lauderdale. The next highest residential sale in the neighborhood during that time was for $1.8 million, she reports. “The challenge was to sell in that price range and not to sacrifice too much off the asking price.” The sale took place in a buyer’s market with a considerable amount of luxury residential inventory available in the immediate neighborhood, including two other beachfront es-

tates. Dr. Hessert credits the quick sale of 1799 N. Fort Lauderdale Beach Blvd. to competitive pricing and aggressive marketing, combined with the excellent, move-in condition of the five-bedroom, 4.5-bath home. The estate boasts stunning views of the Atlantic Ocean, beach access and an inviting pool with Jacuzzi. Dr. Hessert’s marketing campaign for the estate included promoting it in Engel & Völkers’ “GG” (Global Guide), an international magazine published in English, Spanish, Ital-

ian and German editions. “Buyers for this level of luxury oceanfront estate in Fort Lauderdale, the ‘Yachting Capital of America,’ could come from anywhere in the world,” she says. The home’s new owners can now spend hours on the oceanfront balcony, enjoying balmy breezes or entertaining luxury yacht-style. Sold by: Dr. Anja Hessert, Luxury Real Estate Advisor, Engel & Völkers Fort Lauderdale Sold for: $2,826,500 RE RISMedia’s REAL ESTATE June 2017 93

{Ask the Experts}

The point I’m getting at is that for many of us, going to work every day knowing we have to cold call these homeowners isn’t very appealing or motivating.

and spend your time focusing on what you’re good at. Hire an ISA, or partner with someone who loves making calls, and your business will flourish.

The Alternative

Arthur Darmanin Chief Executive Officer Sellstate Realty Systems Network, Inc. www.JoinSellstate.com

Is there any alternative to calling expired listings and FSBOs?

Calling expired listings and FSBOs…yuck! This is how a lot of agents feel about having to call angry sellers who are being bombarded by other agents trying to get the listing after their house expired on the market. This same sentiment can also be present when calling those who don’t feel we’re worth our commission, and, thus, don’t want to pay commission at all, or, in some cases, believe they can do a better job themselves.

Many speakers will tell you to focus on what you’re good at instead of worrying about what you aren’t good at or the things you don’t like. We’ve all heard the adage, “If you love what you do, you will never work a day in your life.” I personally loved going on listing presentations, establishing rapport with my sellers, and getting to know them. As a matter of fact, many of my past clients have become longtime friends, referring business to me for many years. I was very passionate and loved everything that had to do with listings, but equally important is what I wasn’t good at, which was cold calling. I knew I had to find a solution, and bingo, there it was. Instead of forcing myself to make cold calls, I found someone who was good on the phone and partnered with them. While it may be hard to believe, there are agents that have no problem making calls, but can’t deal with face-to-face appointments. If you’re having trouble finding this person, another option is to look at ISAs (Inside Sales Agents). These are people you can hire to make calls for you for a small base and a bonus on transactions. There are many great ISAs that live in foreign countries that call expireds and FSBOs for a living, and are darn good at it. Stop trying to do what you hate,

Q& A

Now, I don’t want to give you the impression that going after expireds or FSBOs isn’t the right thing to do. In fact, expireds and FSBOs are a great source of listing leads, as most will end up listing once they realize that going it alone isn’t as easy as they thought. 94 June 2017 RISMedia’s REAL ESTATE

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

What methods are most effective in keeping the lines of communication open among current clients and potential customers?

Communicating with past and future clients is key when it comes to success in the real estate industry. Aside from having a website that’s updated on a consistent basis, real estate professionals must be getting in front of their sphere of influence on a regular basis by promoting upcoming open houses, homes they’ve recently sold and those that are currently on the market. If you’re looking to make this the month you jumpstart the rest of your year, take some time to put a process in place so that you can promote your open houses

well ahead of time. While sidewalk signs and balloons are great for capturing drive-by visitors, getting your business card into the hands of everyone that walks into the open house may foster connections that will lead to more listings down the road. Real estate professionals can also keep the lines of communication with clients and potential customers open by distributing items they can use around the home. From calendars, sports schedules, seed packs, holiday cards, postcards, jar openers, kitchen measurement magnets, American flags, etc., real estate professionals can keep themselves top of mind by attaching their photo and contact information to a variety of items. Taking this one step further, real estate professionals can take advantage of door hangers—complete with a detachable business card—to quickly spread the word to local customers that they’re happy to help them buy or sell a home. Specific neighborhoods or towns can even be targeted via a monthly postcard campaign, which will go a long way toward helping prospects associate your name with a specific message. Featuring a recently listed or sold home on a consistent basis may be just the nudge a prospect needs to respond to a message that a postcard delivers. And last, but not least, take advantage of upcoming holidays such as Flag Day (June 14) to showcase your American pride and Father’s Day (June 18) to send a special holiday card.

Market Expertise Most international clients have a general familiarity with the region or local market they’re looking to buy in. What sets you apart, however, and what they can’t get from Google, is intimate knowledge of the area. This includes everything from lifestyle characteristics to inventory, school information, etc.

Cindy Fauth Global Marketing Manager National Association of REALTORS® nar.realtor/global

How do global clients differ from domestic clients?

Working with global clients brings a unique set of challenges that real estate professionals working with domestic buyers don’t typically worry about. From establishing creditworthiness for financing to tax and visa regulations, there are more components to keep in mind than a general U.S.-based transaction; however, the differences in working with global clients are mainly transactional and cultural. In terms of what foreign buyers/sellers expect from their REALTOR®, it’s important to remember that they’re regular people looking for the same service, relationship and expertise your domestic buyers expect.

Q& A

Regular Communication As always, communication is key. Don’t let time zones, language barriers or other obstacles get in the way of solid communication. There are a variety of technology platforms available to help you overcome these obstacles. Begin by viewing NAR Global resources like Global Perspectives (available at nar.realtor/global), which can help you identify these resources.

Invest Your Time It’s a common theme throughout life: you get out of it what you put into it. International clients are well-known for providing referrals when they’ve received exemplary service. What might seem like a one-time or small-volume transaction that occupies a lot of time can turn into clients and referral clients for life.

Network

Resources

International clients need you for more than just housing. Oftentimes, you’re the person they know best in the area, making it more than likely that they rely on you for professional referrals to tax and immigration attorneys, finance professionals, etc. They may also need help with more personal items such as getting a driver’s license, setting up utilities and choosing a handyman/ contractor. RE

RISMedia’s REAL ESTATE June 2017 95

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

RREIN Service Providers

ABR®....................................................................................... 98

Ascent Real Estate, Inc........................................................... 102

American Home Shield............................................................. 98

Berkshire Hathaway HomeServices Ambassador Real Estate... 102

Berkshire Hathaway HomeServices........................................... 98

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....102

Buffini & Company................................................................... 98

Berkshire Hathaway HomeServices Florida Realty................... 102

Century 21 Real Estate LLC...................................................... 98

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....102

Certified New Home Specialist ............................................... 98

Berkshire Hathaway HomeServices Georgia Properties............ 102

CRS Data................................................................................. 98

Berkshire Hathaway HomeServices Nevada Properties............ 102

DocuSign................................................................................. 98

Berkshire Hathaway HomeServices Select Properties.................102

Engel & Völkers........................................................................ 98

Better Homes and Gardens Real Estate Mason-McDuffie........ 103

The Entrust Group.................................................................... 99

Better Homes and Gardens Real Estate Rand Realty............... 103

ERA Franchise Systems, LLC..................................................... 99

Calcagni Real Estate.............................................................. 103

Homes & Land......................................................................... 99

CENTURY 21 AllPoints Realty.................................................. 103

Homes.com............................................................................. 99

CENTURY 21 Award................................................................ 103

HomeSmart International......................................................... 99

CENTURY 21 New Millennium................................................. 103

HomeTeam Inspection Service.................................................. 99

Coach REALTORS®................................................................. 103

HSA Home Warranty................................................................. 99

Coldwell Banker Advantage..................................................... 103

Leading Real Estate Companies of the World®.......................... 99

Coldwell Banker D’Ann Harper, REALTORS®............................. 103

Moxi Works............................................................................... 99

Coldwell Banker Kappel Gateway Realty.................................. 103

MRE – Win Local®.................................................................... 99

Coldwell Banker Prime Properties........................................... 104

National Association of REALTORS®........................................ 100

Diane Turton, REALTORS®....................................................... 104

Oakley Signs & Graphics........................................................ 100

Fillmore Real Estate............................................................... 104

The Personal Marketing Company........................................... 100

First Team® Real Estate.......................................................... 104

Pillar To Post Home Inspectors................................................ 100

GARDNER, REALTORS®........................................................... 104

Quicken Loans....................................................................... 100

Gloria Nilson & Co. Real Estate.............................................. 104

Real Living Real Estate........................................................... 100

J. Rockcliff REALTORS®........................................................... 104

Realogy Holdings Corp........................................................... 100

Jordan Baris, Inc., REALTORS®................................................ 104

realtor.com®.......................................................................... 100

Kinlin Grover Real Estate........................................................ 104

Realtors Property Resource®.................................................. 100

Long & Foster Real Estate, Inc................................................ 104

Realty Executives International............................................... 101

Lusk & Associates Sotheby’s International Realty.................... 105

Realty ONE Group.................................................................. 101

McCOLLY Real Estate.............................................................. 105

RE/MAX, LLC.......................................................................... 101

Page Taft................................................................................ 105

RIS Consulting Services......................................................... 101

Patterson-Schwartz Real Estate.............................................. 105

RISMedia’s Top 5 in Real Estate Network®.............................. 101

Randall, REALTORS®.....................................................................105

Sellstate Realty Systems Network, Inc..................................... 101

RE/MAX 440 and RE/MAX Central......................................... 105

Top Producer® CRM................................................................ 101

RE/MAX Gateway................................................................... 105

Workman Success Systems.................................................... 101

RE/MAX Professionals............................................................ 105

Xpressdocs............................................................................ 101 Zillow Group........................................................................... 101 zipLogix.................................................................................. 101

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

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

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

BUFFINI & COMPANY (800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America. Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

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

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com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

CERTIFIED NEW HOME SPECIALISTTM (800) 428-1122 • www.sellnewhomes.com SellNewHomes.com is the online headquarters for Certified New Home Specialist™ and Residential Construction Certified™ training, sales systems and marketing tools, created by Dennis Walsh & Associates, Inc. Based in Newport Beach, Calif., the company is owned and operated by nationally recognized new home, real estate and construction experts Dennis and Teresa Walsh. The Walshes have established Certified New Home Specialist™ as the No. 1 brand of training and support products for new home sales success. To learn more contactus@sellnewhomes.com.

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

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

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

THE ENTRUST GROUP

HOMETEAM INSPECTION SERVICE

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

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

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

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

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

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

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

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

MOXI WORKS (206) 673-4591 • www.moxiworks.com Moxi Works is a residential brokerage services company that makes agents significantly more productive and brokerages more profitable by helping them effectively run their businesses. Moxi Works’ integrated tools are centered on a sphere-based selling process that drastically increases agents’ repeat and referral business, while lowering overall technology costs for the brokerage. Brokerages with Moxi Works collectively sell over $72 billion worth of homes annually.

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

RISMedia’s REAL ESTATE June 2017 99

NATIONAL ASSOCIATION OF REALTORS®

PILLAR TO POST HOME INSPECTORS

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

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

OAKLEY SIGNS & GRAPHICS (800) 373-5330 • www.OakleySign.com Oakley Signs & Graphics (since 1972) offers real estate yard signs nationwide. They are known for their high-quality, high-gloss signs, fanatical customer service, fastest order turnaround times in the industry, and guaranteed low prices. With over 500 products and an experienced staff who is fanatical about helping their customers, you can’t go wrong working with Oakley Signs for your yard signage needs!

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

QUICKEN LOANS (866) 718-9842 • AgentRelations@QuickenLoans.com For more than 30 years, Quicken Loans has been celebrated for providing an amazing mortgage experience. In fact, J.D. Power ranked Quicken Loans highest in client satisfaction for mortgage origination the last seven years. Along with being the second largest mortgage lender, Quicken Loans leads the industry in technology with Rocket Mortgage, the first ever completely online mortgage experience. Whether applying for a mortgage online or with a mortgage banker, Quicken Loans is committed to client experience.

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

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

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

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database which is a free, exclusive benefit for REALTOR® members 100 June 2017 RISMedia’s REAL ESTATE

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

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

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

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

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

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

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

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

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

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

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

ZIPLOGIX (866) 693-6767 • www.zipLogix.com With more than 20 years of experience developing real estatefocused software solutions and used by more real estate professionals than any other program, zipLogix has been established as the industry standard. This experience delivers a completely integrated real estate solution system that is led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®. RISMedia’s REAL ESTATE June 2017 101

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

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

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally-owned and -operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Upstate South Carolina since 1964. With more than 400 agents on board and 10 offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 coun102 June 2017 RISMedia’s REAL ESTATE

ties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

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

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

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

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

(888) 971-4636 • www.bhghome.com Founded in 1887 as Mason-McDuffie Real Estate and transitioning to the Better Homes and Gardens Real Estate Mason-McDuffie name in 2010, we are the 17th largest real estate services firm in the nation (RISMedia), No. 1 in the San Francisco East Bay (SF Business Times), and a leading innovator of real estate technology solutions to our agents and clients. With 29 offices and 1,700 agents, we bring a fresh approach to the business through the universal awareness of the Better Homes and Gardens brand.

to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

BETTER HOMES AND GARDENS REAL ESTATE RAND REALTY

COACH REALTORS®

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

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

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

(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.

CENTURY 21 ALLPOINTS REALTY

COLDWELL BANKER D’ANN HARPER, REALTORS®

(800) 525-7793 • www.C21AllPointsRealty.com CENTURY 21 AllPoints Realty is an award-winning, full-service real estate company with six offices serving Connecticut. We work with buyers and sellers in our own communities and throughout the country, establishing lifelong relationships by delivering outstanding service when it comes to any of their real estate needs.

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

BETTER HOMES AND GARDENS REAL ESTATE MASON-MCDUFFIE

CENTURY 21 AWARD (800) 293-1657 • www.century21award.com CENTURY 21 Award is the premier Southern California-based, full-service real estate company serving San Diego, Orange, San Bernardino, and Riverside counties from 15 distinctive office locations. Our 1,000 professional agents and staff are fully equipped to assist you with all of your real estate needs. Our services include residential, commercial, relocation, property management and bank-owned properties.

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the Greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access

COLDWELL BANKER ADVANTAGE

COLDWELL BANKER KAPPEL GATEWAY REALTY (844) 861-5631 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals. RISMedia’s REAL ESTATE June 2017 103

COLDWELL BANKER PRIME PROPERTIES

GLORIA NILSON & CO. REAL ESTATE

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

(732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, owned by Dick Schlott, has serviced the most discerning buyers and sellers of residential real estate in New Jersey for over 35 years with more than 700 sales associates within our 23 offices throughout New Jersey and Bucks County, Pa. As an exclusive affiliate of Christie’s International Real Estate, along with our luxury lifestyle magazine, we offer our clients and associates the most cutting-edge marketing services both globally and locally. For additional information about Gloria Nilson & Co. Real Estate, please visit www.glorianilson.com.

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

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

FIRST TEAM® REAL ESTATE (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately-held real estate company in Southern California with 2,000 agents and employees across 60 locations. First Team wins marketshare in any economic climate through innovation and proprietary marketing tools, and by successfully targeting the luxury market with First Team Estates®. Contact First Team today to find out how we have helped thousands of families realize their dream of homeownership— and how we can help you find yours.

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

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J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

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

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

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the largest independent residential real estate company in the country, is part of The Long & Foster Companies, which includes Prosperity Home Mortgage, Long & Foster Insurance and Long & Foster Settlement Services. It is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic, and a founding affiliate of

LeadingRE, a prestigious global network that includes Luxury Portfolio International®. Long & Foster represents over 10,000 agents in seven states, plus Washington, D.C.

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

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

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

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

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

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

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

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.

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • Fax: 916-488-3749 Email: linda.howard@bhghome.com URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel

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Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

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

CONNECTICUT Calcagni Real Estate 330 South Main St., Cheshire, CT 06410 Contact: Steven Calcagni, President Tel: (203) 272-1821 ext. 302 Email: Steven_Calcagni@calcagni.com • URL: www.calcagni.com Coverage Areas: New Haven County, Central Connecticut Offices: 4 • Associates: 140 CENTURY 21 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Offices: 6 • Associates: 214 Page Taft 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 350

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

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

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

INDIANA McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206

Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, Dune Acres, East Chicago, Gary, Griffith, Hammond, Hebron, Highland, Hobart, Kouts, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Long Beach, Lowell, Merrillville, Michiana Shores, Michigan City, Miller Beach, Morocco, Munster, Ogden Dunes, Otis, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, St. John, Sumava Resorts, Thayer, Valparaiso, Westville, Wheatfield, Whiting, Winfield Offices: 18 • Associates: 450+

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

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

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

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

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

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

NEVADA Berkshire Hathaway HomeServices Nevada Properties 3185 St. Rose Pkwy., Ste. 100, Henderson, NV 89052 Contact: Eileen Mitchell, Dir. of Relocation & Referral Services Tel: (800) 735-4488 Email: relo@BHHSNV.com • URL: www.BHHSNV.com Coverage Areas: Las Vegas, North Las Vegas, Henderson, Summerlin and Pahrump Offices: 6 • Associates: 1,050 Better Homes and Gardens Real Estate Mason-McDuffie 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 or (800) 451-3131 • Fax: (916) 488-3749 Email: linda.howard@bhghome.com • URL: www.bhghome.com Coverage Areas: Northern California, Northern Nevada Offices: 35 • Associates: 2,000

NEW JERSEY Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, VP, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

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Better Homes and Gardens Real Estate Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: 800+ Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK Better Homes and Gardens Real Estate Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: 800+

Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Jose Matos, Inbound Referral Coordinator Tel: (800) 321-7356 ext. 138 Email: jmatos@coachrealtors.com URL: www.coachrealtors.com/buying-and-sellin/relocation.cfm The Coach REALTORS® Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Jose Matos, Kathy Brandofino and Roseanne Tourto. These three professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one. Offices: 19 • Associates: 650+ Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Associates: 500 Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage Areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

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

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty  100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40 RE/MAX 440 and RE/MAX Central 701 West Market St., Perkasie, PA 18944 Contact: Tom Skiffington, Broker/Owner • Tel: (215) 453-7653 or (215) 643-3200 Email: tom@tomskiffington.com URLs: www.pahomesforsale.com • www.lehighvalleyrealestate.com Coverage Areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

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

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

TEXAS Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Pkwy., Ste. 301, San Antonio, TX 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Tel: (800) 521-1408 (Toll Free) • (210) 483-7035 (Direct)

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Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage Areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas Offices: 8 • Associates: 350+

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

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com URL: www.c21nm.com

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

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

INDEX OF SERVICE PROVIDERS American Home Shield.....................................................7

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

Asian Real Estate Association of America (AREAA)....62

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

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

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

Buyside..............................................................................80

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

ABR®...................................................................................14

Century 21 Real Estate LLC...............................................1 Engel & Völkers.................................................................25 The Entrust Group.............................................................42 ERA Franchise Systems, LLC............................................44 Homes.com.................................................................... IFC HomeSmart International................................................... IBC HomeTeam Inspection Service............................................60 HouseCanary............................................................................ 5 HSA Home Warranty..............................................................13 Leading Real Estate Companies of the World®................17 MRE – Win Local®........................................11, 64, 105, 110 NAR’s Military Relocation Professional (MRP) Certification......................................................................38

The Personal Marketing Company..........................78, 84 Pillar To Post Home Inspectors...........................................2 Quicken Loans..................................................................19 Real Living® Real Estate...................................................41 Realtors Property Resource®...........................................21 Realty ONE Group............................................................22 RE/MAX, LLC.....................................................................10 RRISMedia’s Automated Content Engagement (ACE).....................................................................9, 70-71, 83 RISMedia’s Top 5 in Real Estate Network®...............86, 96 Weichert Real Estate Affiliates, Inc.................................50 Workman Success Systems........................................69, 73

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{re: Real Estate} New Ad Campaign Encourages Consumers to Get REALTOR®

s a real estate broker, you’re affiliated with two key brand identities—your office’s brand (whether independent or franchised) and the REALTOR®

brand, shared with thousands of other brokerages. The REALTOR® brand is an important and impressive membership mark that identifies you and your agents as upholding a strict Code of Ethics while serving as consumer advocates in real estate transactions. A New Century The REALTOR®brand has a long and distinguished history spanning more than 100 years. The National Association of REALTORS®(NAR) fully recognizes the importance of being good stewards of this asset so every member will continue gaining value from their affiliation with the REALTOR® mark. NAR’s Consumer Advertising campaign has sought to educate consumers on the distinction of the REALTOR®mark as well as the importance of using a REALTOR®in their real estate transactions. In recent years, however, a new generation of consumers has emerged along with new communication styles across all age groups. To make the REALTOR® brand more relevant to contemporary audiences while also increasing the perceived value of REALTORS® in today’s evolving digital landscape, NAR conducted a national search for a new advertising firm that had strong experience in modernizing legacy brands. Campaign Development In 2015, Arnold Worldwide was chosen to develop a new consumer advertising campaign. They began by conducting consumer research around the home-buying process. One of the insights gleaned during the research was that consumers were initially very excited when they began searching online for homes; however, that excitement shifted to anxiety when they had to reach out to a real estate agent. This was true for both younger and older buyers. Once consumers cleared this hurdle and found a desirable property, their enthusiasm returned. Based on these findings, the new Get REALTOR® campaign addresses the anxious feelings consumers experience when contacting an agent. Specifically, the ads shape consumers’ perceptions of REALTORS®in two key ways: Approachable — REALTORS®are friendly and easy to talk to (and know what they’re talking about). 112 June 2017 RISMedia’s REAL ESTATE

Trustworthy partners — REALTORS® have your best interests at heart and are unflinching optimists, while also being staunch client advocates. The first TV ads featured Phil Dunphy (played by Ty Burrell) from ABC’s hit show “Modern Family,” who is the epitome of an approachable, helpful, knowledgeable real estate professional. In a series of 15- and 30-second spots titled “Phil’s-osophies,” Dunphy humorously engages consumers about all the ways REALTORS®provide value in the home-buying and -selling process. Since the “Phil’s-osophies” campaign began airing, the ads have driven 1.1 million visits to the Find-a-REALTOR® page on realtor.com®, and follow-up research showed that 88 percent of consumers who saw the ads were more likely to contact a REALTOR®. Research also found that ads resonated strongly with consumers, especially millennials, as well as members of NAR, particularly those that were familiar with “Modern Family.” The Get REALTOR® campaign also engages consumers directly in the digital and social space with consumerfacing social media accounts on Facebook, Twitter, and Instagram. Locate and follow the accounts by using the handle @Realtors. Phase Two The new ads, scheduled to debut in June, maintain the same humorous tone, but prioritize the message that REALTORS® are trustworthy partners who bring unflinching optimism to the real estate process. With an anthem-like feel, the ads proclaim “Home Ownership: We Were Made for This,” portraying REALTORS®as flag-bearers in the American Dream. Watch for them across network and cable TV. New: Advertising Benefits for Members, Too The Get REALTOR® campaign also includes 200 pieces of entertaining and highly shareable content that members can post on their own social media accounts. To access these assets, go to www.NAR.realtor/adcenter and complete a one-time registration. Within the Ad Center, you’ll also find convenient tools for scheduling content, in advance, freeing you up to focus on other matters while the ads work on building your personal following and engagement. RE Re:sources www.NAR.realtor/consumer-advertising-campaign

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

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