Real Estate Magazine - CINC (Commissions Inc), March 2019

www.rismedia.com

A TECH PARTNER WITH STAYING POWER How CINC Takes Real Estate Pros From Lead Gen to Lead Conversion and Beyond

– Page 88

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{Contents} March 2019/Vol. 35, No. 3 • www.rismedia.com

ON THE COVER 88 A Tech Partner With Staying Power How CINC Takes Real Estate Pros From Lead Gen to Lead Conversion and Beyond In a sea of technology providers, CINC rises to the top for many indisputable reasons.

The firm’s ability to scale lead generation and conversion, and the resources and connectivity of parent company Fidelity National Financial (FNF), are just two of them.

Formed in 2011 and acquired by FNF in 2016, CINC has evolved from its previous identity as Commissions Inc to part of a “cradle-to-grave” tech solution that helps real estate professionals go from lead to client for life. “We don’t make it about technology.

We make it about growing your business,” says CINC SVP and Chief Revenue Officer David Camp. In this month’s cover story, Camp details why the company is not just another here-today-gone-tomorrow tech player, but rather, a long-term partner for real estate professionals of the future.

HIGHLIGHTS 24 Inspiring Innovation Here, learn how MoxiWorks blends diverse recruitment and self-improvement methodologies to encourage creative growth.

28 Putting the Pieces Together This month, learn how Quicken Loans is mastering the mortgage process and empowering real estate professionals and their clients.

52 Differentiation Matters 24

52

In this exclusive feature, take a closer look at United Real Estate’s future-focused model.

62 A New Campaign to Distinguish Who REALTORS® Are The National Association of REALTORS®’ exciting new national ad campaign powerfully illustrates what it means to be a REALTOR®.

HEADLINERS 13 Policy Matters: A Vision for Housing Finance Reform

14 N AR Power Broker Roundtable: Creating an Inspiring Office Culture

20 Executive Appointments 22 R EBAC Report: 7 Ways to Set the Stage for Successful Buyer-Client Relationships

60 NAR: Healthier Home Prices in Q4 71 Meet the Newsmakers: Kassie Erb RISMedia’s REAL ESTATE March 2019 3

61 V ictor Lund – How Your MLS May Change in 2019

64 J on Coile – BPP With Homesnap Has a ‘Secret Sauce’ for Earning Customers for Life

67 D arryl Davis – The No. 1 Skill to Surviving a Shifting Market

69 B ill Yaman – Transform Agents Into Powerful Brand Ambassadors

103 82 B log Spot: Study: Northeast and Midwest Lead Nation in Residents Moving Out

104 W ebinar Recap: Grow Your Bottom Line With These Creative, Effective Ideas

FEATURES 41 S trategies: American Home Shield® (AHS®); Home Partners of America; Homes.com; ShelterZoom

56 P ower Broker Perspectives: Deirdre O’Connell, Scott Higashi, Laura Ellis

80 F inishing First: High-Ranking Teams Unite in Vermont

84 Going to Work for Agents 88 A Tech Partner With Staying Power

98 I ntel: 4 Ways to Effectively Attract a Diverse Workforce

100 RISMedia’s Great Spaces 105 A sk the Experts: Getting to the Top of Your Industry

INTERVIEWS 92 W ill Palmer, CENTURY 21 Coast Properties

92 J ack Myers, CENTURY 21 Myers Realty

93 E lias Trejo, HomeSmart Premier Realty

4 March 2019 RISMedia’s REAL ESTATE

94 T amara O’Connor and Amanda Laughlin, Premier Living Properties

73 V erl Workman – 6 Critical Steps to Improve Retention in Brokerages and Teams

74 C leve Gaddis – Grow Up, Baby, Grow Up

75 R ick Geha – This Article on Culture Is Actually Written for You. Yes, You!

95 T eresa Tedder, Realty ONE Group Results

96 K evin Markarian, Marker

76 Jim Knowlton – Build Your Team Culture

Real Estate

97 B renda Elliott, Weichert,

83 S herri Johnson – 7 Essential Behaviors of High-Performing Mega Teams

Realtors - The Space Place ®

EXPERTS 26 D esirée Patno – Housing Ecosystem Hit by Historic Government Shutdown

35 A dam Contos – The Hidden Secret of Accountability

37 B uffini & Company – The Peak Experience™ Is the Best-Kept Secret in Real Estate

38 D iane Hartley – 3 Ways to Become a Dominant Force in the Transitioning Market

EVERY ISSUE 6

RISMedia Online

9

Publisher’s Desk

16 Real Estate By the Numbers 18 Trending in Real Estate 107 Service Profiles 115 Referrals 120 R E: Real Estate—20 Years of Celebrating REALTORS® Who Give Back

47 M organ Carey – Women in Leadership: Celebrating the New Majority

49 T erri Murphy – Are You Still on Target?

51 J oe Martinez – Real Estate Brokers Who Do Not Offer Marketing Automation May Soon Become Obsolete

55 C ory Vasquez – You Did It! Now Celebrate With Serious Fanfare

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REAL ESTATE NEWSMAKERS

AT I

ON

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Awards Reception & Dinner

2018 Real Estate Newsmakers Award

Teresa Palacios Smith HSF Affiliates, LLC

Join us at the National Press Club in Washington, D.C. Thursday, May 16, 2019 Featuring the 2nd Annual Hall of Fame Inductees

By Invitation Only Please contact Cindi Gallucci at cgallucci@rismedia.com, or visit rismedia.com/rismedias-newsmakers for more information.

Nominations are now open for RISMedia’s 2020 Real Estate Newsmakers!

Visit rismedia.com/newsmaker-nomination to nominate someone today.

OP

EN

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

Top Home Design Trends for 2019

CENTER STAGE

This year, according to the Zillow Home Trend Forecast, expect less focus on organic, farmhouse design elements and more materials like concrete and metal accented with rustic touches.

#Newsmakers, #PowerBrokers, and more are now being spotlighted in videos throughout the year.

To view, visit:

By the Numbers: The 10 Fastest-Growing States

One hallmark of a hot housing market?

An influx of new residents. In the past year, 10 areas attracted newcomers in record waves, according to Census population statistics.

Sticking to Your Budget: 5 House-Flipping Expenses to Plan For

• RISMedia.com • Facebook.com/ RISMedia

Thanks to television, house-flipping has swept the nation and inspired thousands of people to start investing in real estate. While this can be a quick way to make a lot of money, there are many hidden expenses and oversights beginner house flippers often miss.

7 Considerations When Buying an Older Home

There are many benefits to purchasing an older home—you’ll get character, and could pay a lower price upfront.

You may even see potential to renovate an older home into the modern, beautiful home of your dreams.

Cost vs. Value: The Home Improvement Projects With the Highest ROI in 2019

Remodelers took a hit last summer as the cost of building materials spiked dramatically, and the picture for 2019 isn’t much rosier. The percentage of return on investment is projected to trend downward for all the replacement projects listed in Remodeling magazine’s Cost vs. Value Report.

to Bob Abernethy, of Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, for receiving #RISReaderRewards! #SuperBowl

Connect With RISMedia @RISMediaUpdates

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Linkedin.com/company/RISMedia

@RISMedia

Youtube.com/user/RISMediaUpdates

@HousecallBlog

@RISMediaUpdates

6 March 2019 RISMedia’s REAL ESTATE

Spring is on its way.

Keyword “Spring Buying Season” on RISMedia.com for tips to make this your best busy season yet.

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NEIGHBORS, COMMUNITY SHAPERS, VOLUNTEERS, LEADERS, TRUTH SPEAKERS, CHANGE MAKERS, FRIENDS, FAMILY, TOUR GUIDES, PEACEKEEPERS, LISTENERS, BUSINESS BUILDERS, VISIONARIES, PROBLEM SOLVERS, INNOVATORS, MEMBERS. Visit ThatsWhoWeR.realtor for more information and campaign materials to spread the word about who REALTORS速 are.

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{Publisher’s Desk} The Experience Is Everything

Build Your Brand and Generate Leads!

W

Your Name & Company on Personalized Landing Pages

e spend a lot of time in this industry worrying about the competition. It’s understandable. The real estate business is an attractive one for many.

But whether brokers and agents end up going head-to-head with the likes of Amazon and Google remains to be seen. What’s more important is that you are already competing with them in terms of consumer expectations.

Quicken Loans is well aware of this. “We no longer compare ourselves to the local mortgage office or a big bank, because today’s consumers are comparing their home-buying experience to an Amazon experience,” says Quicken Loans’ Max Wegner in this month’s cover story on page 28. This is exactly why Quicken Loans has been focused on reinventing the traditional approach to mortgage, starting with Rocket Mortgage three years ago, and now with the introduction of the Power Buying Process and the Agent Relationship Manager program.

For Quicken Loans, it all boils down to building the right experience, because that’s what matters most now. As Quicken Loans’ Tom Dempsey puts it, “In today’s world, clients are looking for you to create a memorable experience… ‘How did you make me feel?’ That’s what directs you back to a specific brand and makes you want to work with them again.”

Wise brokers, agents and agent teams know this, too. “When consumers are buying or selling a home, they’re not comparing that experience against another home they bought or sold; they’re comparing it to other purchases or sales in their lives,” says Rick Gregory of Coldwell Banker Advantage (page 84).

“Everything we do is centered around making sure agents are positioned to service customers at an extremely high level.”

At RISMedia, we are also honed in on improving the experience for our clients and readers, having recently introduced two new video platforms to deliver news, homeowner trends and tips, and interviews and spotlights featuring our 2019 Real Estate Newsmakers and Power Brokers. Also keep an eye out for the launch of RISMedia’s ACE 2.0 platform, an exciting, enhanced version of our popular automated social media system, that will offer a whole new level of functionality and a vastly improved experience for brokers and agents. Find out more at rismedia. com/ACESocial.

Remember, as Maya Angelou said, “People will never forget how you made them feel.” Make sure the experience you’re offering is one that stands above the rest.

John E. Featherston CEO & Publisher

Automated Facebook Posts Lead Prospects to Your Personalized Landing Page

Your Company Logo

Your Headshot & Contact Info

Connect with consumer-focused content!

ACE’s branded content helps you resonate on social media, automatically delivering your real estate expertise to your followers, every day and with every post.

• Up to 30 different, consumer-focused real estate and lifestyle posts each month, including homeownership articles, infographics and professionally produced videos • Your branding (logo, headshot, URL, and more) on all content landing pages • Automated distribution to your social media following and/or email contacts • Coming soon! Your personal home listings

“ACE allows us to provide a valuable time-saving social media platform solution to all our sales professionals. Offering the company-branded, professional posts through ACE adds value not only to our customers, but also to our REALTORS®!”

- Rei L. Mesa, President & CEO, Berkshire Hathaway HomeServices Florida Realty

For more information, contact ace@rismedia.com or (203) 855-1234 ext. 2.

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

EDITORIAL Executive Editor Maria Patterson Online Managing Editor Beth McGuire Managing Editor Paige Tepping Online News Editor Suzanne De Vita Senior Content Editor Zoe Eisenberg Associate Content Editor Liz Dominguez Blog/Social Media Editor Jameson Doris Contributing Editors Lesley Grand; John Voket; Barbara Pronin; Keith Loria; Andrew King; Deborah Kearns

INFORMATION TECHNOLOGY Chief Information Officer Edward T. Kingston Web Designer Kevin Kirwan Web Developer Silpa Raghavarapu Web Developer Hema Yemmireddy Director, Client Solutions Peter Di Salvo Information Technology Manager James Jones Research Analyst Jaxson Corsi

DESIGN Art Director Kelli McKenna Production Manager Susanne Dwyer Senior Designer Christy LaSalle Junior Designer Janet Yung-Balbin

COMMUNICATIONS & PUBLIC RELATIONS Communications Director Mike Dominguez

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

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

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 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® 2018 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years).

All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

{Policy Matters}

A Vision for Housing Finance Reform This column is brought to you by the NAR Real Estate Services group.

by Ken Fears

O

n Sept. 7, 2008, as a substantial breakdown in the American housing market left Fannie Mae and Freddie Mac (the GovernmentSponsored Enterprises, or GSEs) in financial trouble, the Federal Housing Finance Agency moved to place the GSEs into conservatorship. Today, more than a decade later, the financial crisis is long over, but the GSEs remain in conservatorship.

The GSEs of today are not the GSEs of 2005. They have undergone significant reforms and play a key role in the secondary mortgage market, which is crucial to providing capital for homeownership. The GSEs buy mortgages, package them into securities, and sell them to investors with a guarantee of timely payment, but their role in the market is much more. Fannie and Freddie set, monitor and enforce standards subject to their regulator for origination, credit, servicing and prepayment for the $5 trillion conventional mortgage market. They also provide the large infrastructure and scale required in the investment markets for interest rate and credit risk, facilitating more competition than would exist without them.

Because of their public mission, the GSEs are tasked with providing affordable mortgage funding to all creditworthy borrowers. Furthermore, during the financial collapse, private capital withdrew from the mortgage market. Without the federal government’s support of the GSEs, borrowers would have

faced a private market where mortgage rates were nearly 5 percentage points higher. Simply put, the Great Recession would likely have become a Great Depression.

A Model for the Future At an event in Washington on Feb. 7, the National Association of REALTORS®(NAR), in collaboration with Susan Wachter, the Albert Sussman Professor of Real Estate Finance at The Wharton School of the University of Pennsylvania, and Richard Cooperstein, head of Risk Management at Andrew Davison and Company, proposed a new system that would leverage reforms made since the crisis with a durable model that protects taxpayers and supports the public mission.

To achieve these goals, the GSEs would be replaced by governmentchartered, private utilities that are subject to strong regulation and appropriate capital standards. The new entities will be tasked with a mission to provide stable mortgage funding to all creditworthy borrowers in all markets and in all economic conditions, while retaining a responsibility to underserved borrowers and markets.

To maintain efficiencies and provide capital, the utilities will have stockholders who receive a regulated return that varies based on the quality of their infrastructure investments. The utilities will curate the market for private capital that sits ahead of taxpayers, shifting between debt and equity sources.

Thus, private capital would manage the entities’ costs and take

losses ahead of taxpayers, while their board would be empowered to advance their mission ahead of profits.

To balance profit-seeking motivations, the utilities would be supervised by a strong regulator, regularly report to Congress on the state of their business and ability to meet their mission, and would be restricted from lobbying on their own behalf. What’s more, they would be required to publish data on various aspects of their business and counterparties. Transparency and an effective regulator will curb risktaking and inefficiencies.

This vision of a reformed secondary market for housing finance first recognizes the critical role the GSEs play in housing finance—the same need that led to their initial creation. The proposal codifies a structure that is effective, resilient and fair, balancing the tension of private operating companies with the public mission while supporting the availability of long-term, fixedrate mortgage products (i.e., 30year fixed-rate mortgage). It builds on what works today and creates a system that will serve Middle America and the nation for decades to come. For more on NAR’s vision for housing finance reform, visit https://www.nar.realtor/fanniemae-freddie-mac-gses. RE

Ken Fears is the senior policy representative for Conventional Financing and Lending for the National Association of REALTORS®.

RISMedia’s REAL ESTATE March 2019 13

{The NAR Power Broker Roundtable} Creating an Inspiring Office Culture MODERATOR:

Jim Imhoff Chairman, First Weber, Madison, Wis., Liaison for Large Firms & Industry Relations, the National Association of REALTORS® (NAR) PARTICIPANTS:

Lennox Scott, Chairman/CEO, John L. Scott Real Estate, Seattle, Wash.

Michael Scarafile, President, Carolina One Real Estate, Charleston, S.C. Chris Trapani, Co-Founder/CEO, Sereno Group, Los Gatos, Calif.

Susan Anderson, Branch Manager, Coldwell Banker Residential Brokerage, Vista, Calif.

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

Jim Imhoff: Over the past couple of months, we’ve zeroed in on discussions about our value proposition as brokers and the strategies we put in place to help our agents grow. So, it seems a natural progression to now talk about creating an inspiring office culture. Lennox, you’ve been at this a long time. Where does inspiration come from?

Lennox Scott: It comes from many

sources but, for us, it starts with positive thinking and the mission of our leadership team, which is to gather

14 March 2019 RISMedia’s REAL ESTATE

together the energy of the company and turn it back into our offices in ways that motivate and encourage.

My wife, Deanna, has written a book, “Speaking the Language of Miracles.”

The book is about our son’s battle with a rare form of leukemia, but its core message is the miracle of positive energy, and that’s the core value of our company.

Michael Scarafile: As a leader, I know you can’t do it from afar, so my priority is to personally take that energy to every office and every agent and employee. I’m fortunate that all of our offices are in relatively close proximity, so I’m able to get to three or four offices every week—and while each office develops its own culture to one extent or another, my goal is to be there in every one of them, to recognize, to be part of their coaching and team-building efforts, and to help inspire connection and success.

Chris Trapani: When my best friend,

Ryan Iwanaga, and I launched our company in 2006, we were unified by a desire to create a different kind of company. We wanted to focus on doing good, making a positive difference, and being the very best we can be in the communities where we live and raise our families. We started with agents who have a passion for excellence, but who also have a similar mindset—agents who today are doing an average of $10 million in sales each year, but who are wholly devoted to, and connected by, our commitment to charitable giving.

Susan Anderson: As Michael said,

every office develops a culture of its own, but it also takes a leader who can set the tone. As a branch manager in the same office for more than 20 years, my mission has been to create a village that thrives on compassion and support—a nurturing environment where nothing is impos-

“Every office develops a culture of its own, but it also takes a leader who can set the tone.”

– Susan Anderson Branch Manager, Coldwell Banker Residential Brokerage sible, and teamwork can overcome anything.

JI: So, nurturing, positivity, a passion for giving. The support and connectivity you give to your agents spills out into your communities and circles back as satisfaction, productivity and a will to help others.

MS: That’s a formula no virtual com-

pany can replicate—the synergy of the workplace, the mutual goals and celebrations that motivate achievement on many levels.

LS: We have a sign on the wall in

every one of our offices: ‘Live Life as a Contribution.’ It’s joy at work. It’s about relationships, and the outcomes they naturally inspire.

CT: There are so many great, giving

companies out there, and so many charitable foundations. I think that’s a tribute to who we are as an industry, and we’re proud to be a part of that.

JI: It brings to mind this quote by John Quincy Adams: “If you inspire others to dream more, learn more, do more and become more, you are a leader in the truest sense.”

SA: I’ll second that, and pay it forward. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

WE’RE MORE THAN A NETWORK.

Bangkok, Thailand—Site of LeadingRE’s 2019 APAC Forum

WE’RE A COMMUNITY.

QUALITY CONNECTIONS INDEPENDENCE®

In an industry where relationships make the difference, Leading Real Estate Companies of the World® is a global community beyond compare—where the people behind the world’s top independent real estate firms come together to do business, collaborate on ideas and share opportunities.

LeadingRE.com/OurCompanies

Real Estate by the Numbers

$61,000

The amount the average homeowner pocketed at resale in 2018— $11,000 more than 2017, and $21,500 more than 2016.

Source: ATTOM Data Solutions

80%

The percentage of Gen Z who wants to own a home before they turn 30. Representing those born after 1996, this post-millennial generation makes up about 32 percent of the population, and is on target to become the largest source of homebuyers in the U.S. Source: realtor.com®

4

The percentage point increase from December to January in the Fannie Mae Home Purchase Sentiment Index®(HPSI), a gauge of housing market optimism. According to the HPSI, the number of Americans who believed it was “a good time to buy a home” rose to 15 percent from 11 percent monthover-month, thanks to a slowdown in home-price acceleration triggering more confidence in affordability.

20,000 14

The number of metro areas that experienced double-digit increases in single-family home sale price gains in the fourth quarter of 2018, down from 18 in the third quarter.

Source: National Association of REALTORS®

16 March 2019 RISMedia’s REAL ESTATE

The number of businesses and homes razed in the California Camp and Woolsey Fires that broke out in November, resulting in the loss of the entire town of Paradise. According to data from CoreLogic, the fires, combined with catastrophic flooding from Hurricanes Florence and Michael, made 2018 one of the costliest for disaster-related losses.

Do you not fit the mold? ®

Revolutionary, resolute REALTORS need apply.

JOIN THE RELENTLESS © 2019 Century 21 Real Estate LLC. All rights reserved. CENTURY 21®, the CENTURY 21 Logo and C21® 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.

Century21.com

Trending in Real Estate Ithaca, N.Y., Charlottesville, Va., and The Villages, Fla., are the top three cities in the U.S. where women are becoming solo homeowners, according to a recent study

by SmartAsset. The findings are based on home-loan data from the Consumer Financial Protection Bureau, and follows women making home purchases without co-signers.

A little bit country, a little bit rock ’n roll, Urban Country is one of the hot trends in interior design. The look brings the feel of rural living to urban spaces by pairing handmade pieces and warm neutrals with ornate fixtures and contemporary elements.

Your garden game may be on point, but how’s your “interiorscape”? According to LoveYourPlants.org, using plants to enhance your home’s interior design not only has aesthetic benefits, but also enhances your well-being by releasing oxygen throughout the day and removing allergy-causing toxins from the air.

Buying a home in California remains challenging. According to the California Association of REALTORS® (C.A.R.), the percentage of homebuyers who could afford to purchase a median-priced, existing single-family home in California in the fourth quarter of 2018 edged up to 28 percent from 27 percent in the third quarter of 2018, but was down from 29 percent in the fourth quarter a year ago.

Those who don’t own a home are more interested than ever in making it happen. According to the National Association of REALTORS® Aspiring Home Buyers Profile, based on the results of its 2018 Housing Opportunities and Market Experience (HOME) surveys, 84 percent of non-owners in the fourth quarter of 2018 said they would like to own a home sometime in the future. Asked why they don’t currently own a home, non-owners were most likely to cite affordability.

18 March 2019 RISMedia’s REAL ESTATE

A Local Expert

Jim nailed it. He found us the perfect home in a great school district and backed it up with helpful information. Perfection!

– Laura C.

Jim Walberg, REALTOR

®

Jim nailed it with local data from RPR

© 2019 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®.

{Executive Appointments} HomeServices of America has appointed Gino Blefari, CEO of HSF Affiliates, to CEO of the company.

With the change, Chris Stuart, COO of Berkshire Hathaway HomeServices, will become CEO of HSF Affiliates, and Allan Dalton, HSF Affiliates’ senior vice president of Research and Development, will become CEO of Real Living Real Estate. HSF Affiliates operates both franchise networks. Blefari, alongside Ron Peltier, executive chairman of HomeServices, is charged with the company’s continued growth, including its acquisition strategy, and will continue to be integrally involved with Berkshire Hathaway HomeServices and Real Living. The announcement builds out the company’s executive leadership team, which also includes Michael Jalbert, HSF Affiliates’ senior vice president of Global Sales; Teresa Palacios Smith, HSF Affiliates’ vice president of Diversity, Inclusion and Multicultural Strategies; Brian Peterson, HSF Affiliates’ CFO; and Rosalie Warner, HSF Affiliates’ vice president of Network Services.

Leading Real Estate Companies of the World® has announced that

Kate Reisinger

has been named executive vice president, Member Services. In this role, she will manage membership services for the global network to ensure maximum engagement, performance and satisfaction from member brokerages. Reisinger will oversee the core broker referral program, which generates over 30,000 member-to-member referrals annually, and will work closely with other members of the senior management team to develop and execute corporate strategy. Reisinger is a seasoned real estate and relocation professional with more than 13 years of experience. Most recently, she was regional director, Relocation and Client Development for a national franchise, where she managed the relocation and e-commerce division.

Realty ONE Group has named industry veteran and seasoned communications professional Cory Vasquez vice president of Global Communications. Vasquez has more than 20 years of communications experience in varying positions from media relations and product marketing to social media strategy and nonprofit fundraising. She spent the last 11 years with RE/MAX, LLC in Denver, Colo., and previously worked in cor-

porate communications for Denver’s Fortune 500 DISH Network and was a key influencer in international strategy. Vasquez will be responsible for managing overall communication strategies for Realty ONE Group, headquartered in Laguna Niguel, Calif. She’ll also assist with events, overall marketing strategies and furthering the mission of ONE Cares, Realty ONE Group’s 501(c)3 charitable entity.

In other company news, Realty ONE Group has added chief financial officer (CFO) Gary Fabian to the company. Fabian’s extensive leadership experience includes serving as senior vice president of Finance at Bank of America/Countrywide Home Loans and CFO of Stearns Lending and a top real estate company, both based in Orange County. Fabian’s areas of expertise include developing innovative financial management systems, including reporting and budgeting packages that foster growth, reduce cost and improve operating efficiencies. He’ll be responsible for Realty ONE Group’s overall financial strategies and working to support the company’s expansive sales growth. RE

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

{REBAC Report}

7 Ways to Set the Stage for Successful Buyer-Client Relationships

by Marc D. Gould

H

ow do your agents approach their first meeting with buyers? Do they primarily focus on establishing friendly rapport, or do they work from a set of ground rules that can substantially impact the client relationship beyond the initial buyer consultation? encouraging loyalty. Each state’s real estate license laws set specific guidance. Consider using one, even if it’s not required.

Rapport is significant, but it’s not enough. In your next sales meeting, consider discussing these seven essentials, which lay the groundwork for successful transactions.

1. ESTABLISH EXPECTATIONS. Remind your agents that client relationships are a two-way street in terms of each party having expectations and obligations. Buyer’s agents should be able to explain their services in a clear and compelling manner so that buyers understand what to expect.

Similarly, agents should clarify what they expect from their buyers.

2. USE BUYER AGREEMENTS. A written and signed buyer representation agreement is a powerful tool for reinforcing expectations, reducing misunderstandings, demonstrating the scope of services provided and 22 March 2019 RISMedia’s REAL ESTATE

3. INSIST ON PRE-APPROVALS. If a buyer isn’t ready, willing and able to purchase a home, they’ll be at a significant disadvantage when negotiating with sellers. Encourage your agents to require pre-approvals before they invest substantial time in a buyer’s house-hunting efforts.

4. REVIEW NEEDS AND WANTS. Ask useful questions and listen carefully to buyer preferences. It’s the only way your agents can successfully support a buyer’s goals. Also, remind your agents that Fair Housing laws require a neutral approach. Let buyers direct all decisions concerning desirable properties.

5. DISCUSS MARKET CONDITIONS. Agents who do a good job discussing and explaining current inventory, pricing dynamics and other significant market factors accomplish multiple goals. First, it’s a great way to showcase an agent’s knowledge and build credibility with buyers. Additionally, it can empower buyers to make smarter, realistic purchasing and negotiating decisions.

6. REVIEW DATA SECURITY. Make sure your brokerage has taken adequate steps to safeguard clients’ personal information, and be ready to address any related concerns clients may raise. If a buyer goes under contract, be sure your agents are alerting them to the risk of real estate wire fraud and how to prevent it.

7. TAKE PRECAUTIONARY MEASURES. Safety isn’t limited to data security; it also includes protecting your agents. First and foremost, encourage them to arrange all initial meetings with buyers at your office or in a public location. Of course, there are also many other ways to promote agent safety beyond firsttime meetings with buyer-clients.

HABITS WORTH DEVELOPING These steps, followed consistently, can lay the groundwork for successful buyer-client relationships that drive future real estate opportunities. Likewise, when your agents adhere to these steps, you’re also reducing your brokerage’s exposure to complaints, formal grievances or more substantial problems.

These topics, and many more, are covered extensively in the Accredited Buyer’s Representative (ABR®) Designation course. Learn more at REBAC.net/ABR. RE Marc D. Gould is senior vice president of Member Development for NAR, overseeing a wide range of professional development programs for REALTORS®, including the Real Estate Buyer’s Agent Council (REBAC). 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 have completed the specialized education and documented experience in working with consumers purchasing a home. To learn more, visit REBAC.net.

X Real Estate

Exchange presented by

Vision 2020:

Building a Future-Focused Real Estate Business

SAVE THE DATE RISMedia’s 2019 Real Estate CEO Exchange September 18 & 19 The Marriott Marquis | New York, N.Y. Contact Cindi Gallucci for more information: cgallucci@rismedia.com Photos by AJ Canaria of PlanOmatic

Inspiring Innovation MoxiWorks blends diverse recruitment and self-improvement methodologies to encourage creative growth

by Liz Dominguez

H

ow can a technology company stand apart from the competition in a high-stakes, innovation-hungry world? For MoxiWorks, the solution is simple. In fact, it all boils down to diversity as a recruiting strategy and a deep-seated drive to self-improve and give back to the community, helping to attract and retain talent, as well as encouraging the creative growth that’s produced many of the tech company’s real estate tools, widely utilized by today’s top brokerages.

Proud of what the company has achieved, York Baur, CEO of MoxiWorks, says the success can be attributed to a diverse staff and the continuous integration of a young workforce that exhibits intellectual curiosity.

“What we have now is a magical blend of people who are new in their career—who have a beginner’s perspective and are very open-minded—blended with people who have the experience to prevent disaster and to help each other,” says Baur, stating that young employees typically “want to push the boundaries and improve themselves, and have the drive to do that all the time.”

The key to a productive workforce regardless of the 24 March 2019 RISMedia’s REAL ESTATE

wide range of experience? A collective effort to help the business flourish by continuously working toward selfimprovement and helping fellow team members thrive.

Marc Chouaniere, the company’s vice president of Marketing, has frequently witnessed this camaraderie since he first joined MoxiWorks last year.

“We’re quite fortunate to be attracting some of the best and brightest, as it’s quite competitive in the Seattle market,” says Chouaniere, who also believes that young talent is key to appealing to a young audience.

“Young talent tends to have a new perspective in the way they tackle problems,” explains Chouaniere. “It’s made for a much more dynamic culture here, where younger folks are applying a new level of thinking.”

Of course, the reciprocal relationship between these young recruits and veteran staff is what churns out the best technological ideas, a result of core values that firmly stand by helping each other regardless of experience.

“Our senior-level employees sometimes have a ‘Lunch and Learn’ for some of our junior employees—something that wasn’t implemented, but just started happening,” says Chouaniere. “This way, the junior employee ramps up much faster and doesn’t drive off cliffs, and the senior employee gets the energy and is reinvigorated, forced to rethink things they thought they knew.”

The theme of self-improvement isn’t interwoven solely within hiring practices either; it’s a foundational pillar across the board for MoxiWorks, tying into the company’s product roadmap.

“While we move our assets around and invest in new product areas, we also continuously enhance all of the products we have,” says Baur, who emphasizes that MoxiWorks doesn’t leave products for dead. “We have a continuous improvement philosophy here, both for our employees and our products.”

For example, this past year, the company reinvested in MoxiMarketing, adding a next-level capability that not only allows agents to engage in advertising to promote themselves, but also allows brokerages to advertise listings centrally in a fully automated way—a first for the industry. Baur believes this methodology for continuous development will lead to more tech advances in the future.

Also rooted in the company’s core values is a commitment to the community. According to Baur, the desire to participate in charitable events was born organically. Although a fledgling effort when he started, there was already a volunteer team that worked to raise money for the local community.

“I’ve had a few comments from my team, members

of which were looking for a way to give back to the community,” says Chouaniere. “There’s a perception that millennials don’t really care about [community involvement], but overwhelmingly, the response was, ‘Thank you for raising awareness.’ We spurred that thought in their heads.”

While MoxiFund, the company’s charitable arm, has thrived regardless of age-specific participation, Baur has found that young participants provide an “energy, optimism, fresh perspective and creativity regarding fundraising.”

And the charitable spirit of MoxiWorks, generated naturally by the company’s diverse hiring practices and a cooperative drive to advance, has led to a free-flowing exchange of ideas in which “the best idea wins”—a philosophy Chouaniere has committed to throughout his career that also rings true for MoxiWorks, leading to continued growth and a constant focus on what matters most.

“The fundamentals of the industry, in my belief, will never change,” emphasizes Baur. “This is a human business. We’re not here to replace humans, but rather, we’re here to help humans through technology. We’re about helping the consumer, and we hire to that profile.” RE For more information, please visit www.moxiworks.com.

LET’S OWN OUR FUTURE. YOU CAN LEAD THE WAY. Commitment to Excellence is a program that empowers REALTORS® to enhance and showcase their high level of professionalism, and gives them the advantage in an increasingly competitive market.

Help your agents become advocates for their future. Be committed to excellence.

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C2EX.realtor

Housing Ecosystem Hit

by Historic Government Shutdown Commentary by Desirée Patno

A

t the time of this writing, the longest government shutdown in U.S. history ended after 35 days, lasting from Dec. 22, 2018 to Jan. 25, 2019. While the shutdown has ended, there’s always the potential for another as political unrest remains.

Regardless of what the future holds, many government agencies have been affected, causing federal employees to either be furloughed or work without pay. In addition, national parks were forced to close, and affordable housing funding has come to a halt, among other effects that will continue to be felt during the course of the year.

GOVERNMENT SHUTDOWN IMPACT • More than 800,000 federal employees were affected by the shutdown. Over 420,000 were required to work without pay (e.g., prison guards, TSA employees, border patrol, etc.) and more than 380,000 workers were furloughed.

• Almost $200 million in small business loans were blocked each day as the Small Business Administration (SBA) halted its loan program.

• The U.S. Department of Housing and Urban Development (HUD) only had a few essential workers to oversee public housing while making voucher payments for low-income families. Ninety-five percent of HUD employees were furloughed.

26 March 2019 RISMedia’s REAL ESTATE

• Over 1,000 affordable housing contracts expired since the shutdown, representing 5 percent of project-based rental assistance, which subsidizes rent and utilities for 1.2 million low-income families.

As federal workers went 35 days furloughed or working without pay, they missed paychecks that they relied on to pay for their food, rent and other bills. When the shutdown temporarily ended, President Trump signed a bill guaranteeing back pay for the hundreds of thousands of federal employees who were furloughed. However, another shutdown will cause these employees to miss more paychecks.

When these workers are unable to pay their rent, this affects their landlords who depend on rent payments, and they might face eviction. At the same time, homeowners risk foreclosure when they miss their mortgage payments.

Democrats introduced legislation titled the “Federal Employee Civil Relief Act” that would protect workers and their families from foreclosures, evictions and loan defaults during the course of the government shutdown and for 30 days following.

While still in the introduction phase, if passed, it will also protect workers from having their car or property repossessed, falling behind on bills and student loan payments, and losing their insurance due to missing premiums.

Small businesses also suffered from the shutdown as the SBA halted its 7(a) loan program for working capital and 504 loans for commercial properties—capital that these businesses rely on to operate and pay their employees—during the course of the shutdown. As the SBA manages nearly 200 7(a) loans and 120 SBA 504 loans per day, this amounted to $200 million worth of loans for small and mid-size businesses that were not being distributed each day.

Professionals in the housing industry should know how these effects will likely affect them and their clients today and after the end of any subsequent shutdown. RE Desirée Patno is the CEO and president of Women in the Housing and Real Estate Ecosystem (NAWRB) and Desirée Patno Enterprises, Inc. (DPE), as well as chairwoman of NAWRB’s Diversity & Inclusion Leadership Council (NDILC). With 30 years of experience in housing, Patno is a champion for women’s economic growth and independence. In 2017, Entrepreneur.com named her the Highest-Ranking Woman and 4th Overall Top Real Estate Influencer to Follow. For more information, please visit www.nawrb.com.

Partnership Matters

What matters to you and your business? realestatewebmasters.com

Putting the

Pieces

Together

by Maria Patterson

W

hen many people think about buying a home, the words “trust� and “confidence� don’t readily come to mind, especially when it comes to locking down a mortgage. But Quicken Loans is on a mission to change that.

28 March 2019 RISMedia’s REAL ESTATE

g

s

r

“In a process that is filled with challenges and questions, we want to provide as much certainty for clients and agents as possible,” explains Joel Gurman, Quicken Loans executive vice president of Mortgage Banking. And the introduction of programs powered by technology, big data and consistent communication is making that happen.

“Quicken Loans has a different face now,” says Stevie Spargo, a 30-year real estate veteran and executive broker with Crye-Leike, a real estate services company in Arkansas. “We were skeptical of them in the beginning, being an online lender, but we decided to give them a try. Now I use them a lot, and they’re great. I can depend on what they tell me and the quickness of the process, and that helps me get more business.”

TRUST AND CONFIDENCE Driving this revolutionary approach at Quicken Loans are three critical, yet often elusive, goals for the mortgage process: trust, communication and confidence.

“The No. 1 thing between a client, a real estate professional and a mortgage lender is trust,” says Tom Dempsey, Quicken Loans vice president of Business Development. “There’s nothing more important.”

To help create that environment of trust, Quicken Loans has added a unique layer of communication into the mortgage experience by introducing Agent Relationship Manager teams. Quicken Loans spent years developing the role of Agent Relationship Managers, and the teams pair all real estate professionals who have a client working with Quicken Loans with their own personal Agent Relationship Manager. Fully licensed in the agent’s state and able to discuss all loan-level inquiries, the Agent Relationship Manager serves as the agent’s main point of contact throughout the buyer’s mortgage process and eliminates the need to communicate with multiple people. Agents now have a dedicated point person in their corner—one who will do whatever is needed to ensure a timely closing.

They also now have an unmatched level of confidence in the mortgage financing equation, thanks to the Power Buying Process™, which was introduced in 2018 and is only offered by Quicken Loans. By giving the ability to underwrite a client’s income, assets and credit in less than 24 hours, the Power Buying Process offers homebuyers a Verified Approval. The average preapproval can fall through for a variety of reasons, but a Verified Approval has the strength of a cash offer.

RISMedia’s REAL ESTATE March 2019 29

REAL APPROVAL, REAL POWER “There are a lot of variables involved in the traditional preapproval process that, historically, can present problems for the homebuyer, the real estate professional and the lender,” explains Dempsey, “and it undermines trust.”

That’s why Quicken Loans sought to infuse the mortgage process with clarity and confidence through the Power Buying Process, which, says Dempsey, removes subjectivity from the preapproval process.

“We live in a world of data, which allows us to get Verified Approvals quickly. This creates incredible confidence and turns you into a dependable partner because what you say you’re going to deliver, you actually deliver. And having a Verified Approval instills confidence in the real estate professional, as well as in the borrower. It minimizes the risk that something could go wrong.”

Gurman stresses, “This is not a prequalification. This is a complete preapproval where clients can lock in their interest rate.”

The road to Verified Approval can come through a traditional Quicken Loans mortgage or through Rocket Mortgage, Gurman says. The differ30 March 2019 RISMedia’s REAL ESTATE

ence lies not in the quality of the approval, but in the avenue a client takes to get there. Rocket Mortgage allows consumers to go through the loan approval process online, at their own pace.

Rocket Mortgage, which debuted with great fanfare in 2016, represents a revolutionary step in modernizing the mortgage process.

“We no longer compare ourselves to the local mortgage office or a big bank, because today’s consumers are comparing their homebuying experience to an Amazon experience,” explains Max Wegner, Quicken Loans vice president of Enterprise Client Relationships.

“The mortgage process has never gone through this significant of a transition. Quicken Loans became a leader in evolving the mortgage process when we launched Rocket Mortgage, and the Power Buying Process is the next step.”

Rocket Mortgage approvals are not part of the Power Buying Process, but according to Gurman, they are just as powerful.

“Rocket Mortgage imports a client’s income, assets and credit—it knows everything about that client in order to approve that client,

so the agent can do what they do best, which is help the buyer find the best property for them,” Gurman says. “It’s also a big win for clients because we’re finding that sellers are more apt to accept these approvals.”

Wegner says the goal of programs like Rocket Mortgage and the Power Buying Process is to give homebuyers the same level of confidence and clarity they experience in other areas of their lives.

“Everything in life should be radically simple,” he explains. “Not, ‘Everything in life should be radically simple—except buying a home.’ We want to give clients and real estate agents the level of ease and certainty they expect in the rest of their lives.”

Programs like the Power Buying Process also arm real estate professionals with a new level of confidence when working with buyers in the field.

“The person the homebuyer has the most face time with is the real estate professional,” says Dempsey. “They’re bearing most of the responsibility for the pieces that need to fall into place to get this person into the home, and a key piece of that is the mortgage financing. The Verified Approval gives real estate professionals the confidence to execute and deliver the final result.”

The Power Buying Process packs the most punch when it reaches its final step: RateShield™ Approval.

This option locks in a buyer’s rate until they find a new home (for up to 90 days). It also gives them the ability to lower their rate if rates go down after they find a home.

“We know the volatility of the market,” Gurman says. “Rates change every day. We offer certainty—not only in the quality of the approval, but certainty in the price of what they’re getting.”

“By locking in the interest rate, it shows that as the lender, we are committed to closing the mortgage for the client,” adds Wegner. “That should give confidence to real estate agents that we are backing this with more than just a piece of paper. This is an opportunity to show how vested we are.”

A RELATIONSHIP YOU CAN COUNT ON While a Verified Approval goes a long way toward creating trust and confidence in the mortgage process, nothing compares to having a dependable, communicative partner to rely on every step of the way.

This is where the Quicken Loans Agent Relationship Manager comes into play.

According to Agent Relationship Manager Ben Sible, “We bridge the gap in communication between the real estate and lending worlds. For years, Quicken Loans has been focused on creating the solution to provide consistent agent communication at the level our agent partners deserve. My role was created and developed for this very reason—to provide

our agents with a main point of contact for every client working with us. My responsibility is to proactively keep our agents informed every step of the way, just as we do with our clients.”

Chris Corry, a top-producing REALTOR® with Berkshire Hathaway HomeServices PenFed Realty in the Washington, D.C., area, sees the benefits of having an Agent Relationship Manager.

“The Relationship Manager has strengthened communication and streamlines the process because I have one point of contact,” Corry explains. “I have my contact’s cellphone number, and I can correspond with him on a Saturday at 11 p.m. if I need to. I’m not relegated to Monday through Friday banking hours.”

Jennifer Jenkins of the Marvine Jenkins Team at Long and Foster Real Estate agrees. “Working sideby-side with my Relationship Manager has been nothing short of a perfect fit,” she says. “He is there for me and my buyers 24 hours a day. With him by my side, I feel as if we can always get it done.”

As Quicken Loans Agent Rela-

tionship Manager Rachel Rye puts it, her role “helps eliminate all the voices.”

“We work with specific real estate agents, whether they handle one transaction or 15. From approval all the way to closing, we are their point of contact,” she explains. “There are times when the agent has several clients, and they’re dealing with different loan officers. This way, no matter who the client or the loan officer is, they still have me. When there are a lot of voices involved, there’s a lot of miscommunication.”

Kristyn Cooley, a REALTOR® and associate broker with Crye-Leike in Arkansas, says, “Having someone I can directly reach and speak to makes all the difference.

“It is much easier for me and my clients to speak to one or two people on a regular basis,” she explains, then adds: “Someone who understands their file without more explanation.”

Sible wears a multitude of hats in his role. In addition to being an Agent Relationship Manager, he has 10 years of experience as a federally- and state-licensed Mortgage Loan Originator (MLO), which enables him to assist with all loanlevel inquiries, from program offerings to appraisal questions.

But the real superpower of the Agent Relationship Manager is the ability to streamline the process and get agents and their clients to a faster closing. “This allows agents to focus solely on the needs of our mutual client,” says Sible.

Corry agrees. “It enhances and streamlines the communication, and there’s a lot of downstream impact for my clients. They benefit from real-time responses when things come up while they’re dealing with the mortgage. It all goes back to having one point of contact.”

Agent Relationship Managers RISMedia’s REAL ESTATE March 2019 31

also provide agents with important intel regarding clients. “We can let them know that a client is still waiting on documents, so don’t go out and show them properties yet,” says Rye. “We don’t want the agent to be in a situation where they’re putting an offer on something that the client’s not ready for. We want to make sure it’s a strong offer, and that we can get the transaction going right away.”

Agents are also able to refer prospective buyers to their Agent Relationship Manager to inquire about preapproval. “A lot of firsttime buyers are not preapproved, so I send them to my Relationship Manager, and he can tell me in 10 15 minutes whether they can be approved,” says Spargo. “And if they can’t, he works with them and tells them what they need to do to get approved.”

Perhaps the biggest benefit of an Agent Relationship Manager is the virtually round-the-clock availability, something busy real estate professionals find invaluable.

“We believe it is important to be available seven days a week to update our Pre-Qualification and Verified Approval Letters for agents ready to place an offer,” says Sible. “We provide agents with our cellphone numbers and give them access to us through email and text, as well. I make myself available to help with any need, anytime, anywhere.”

Corry can attest to this. “Access is 24/7. If I’m writing an offer over the weekend and need the lender letter, it’s easy to reach out to my Relationship Manager. The Relationship Manager even allows me to work with certain loan officers if I want to. That way, if I’m working with more than one Quicken Loans client, I can review the whole portfolio at once. That’s a tremendous benefit.”

32 March 2019 RISMedia’s REAL ESTATE

IT ALL GOES BACK TO TRUST “When an agent works with me transaction after transaction, we’re building a relationship,” says Rye. “They know that they can call me on a Sunday afternoon for help with a new client they’re working with. They know I’m available. We’ve worked together on other transactions, and we’ve built trust. When you’ve shown your value to someone, they know they can rely on you.”

And this, in turn, empowers real estate professionals to be there for their clients.

“Since my clients feel like they are getting the personal service they deserve, they are much more relaxed,” explains Cooley. “The home-buying process can be intimidating, so taking that part away is very helpful to them and to me as their REALTOR®.”

Working with Quicken Loans through her Agent Relationship Manager has enabled Spargo to build her business in a small town where word-of-mouth referrals are invaluable. “It’s amazing to be able to pick up the phone and get someone you know, trust and respect because of what they’ve been able to do for your clients,” says Spargo. “You know you can depend on what they’re saying. It’s good for my clients, too. They can go online or call directly and know exactly where they are in the process and what they have to do.”

Jenkins also benefits from referrals that come her way thanks to positive experiences she provides with the help of Quicken Loans.

“The amazing portal Quicken Loans and Rocket Mortgage offers to me and my buyers makes the buying process seamless,” she says.

“There is never a question of what is expected or where we are in the process. This makes everyone look good, and when we look good, buyers tell their friends and family.”

MORE GREAT EXPERIENCES IN THE FUTURE For Quicken Loans, reinventing the mortgage process is an ongoing journey that requires a constant eye on the changing needs of consumers and real estate professionals.

“If it isn’t broken, we want to break it in the right ways,” says Gurman.

“We’re constantly talking to agents to get their feedback and find out ways we can make their lives easier, whether that’s through technology or process improvements.”

Wegner adds: “We are making sure we stay close to our consumers and engaging our real estate professionals in the development process. We are looking from the outside in, versus staying on the inside.

“We are completely committed to delivering value to our client, not what we believe to be value.”

THE END GOAL IS TO BUILD A POSITIVE EXPERIENCE “In today’s world, clients are looking for you to create a memorable experience,” says Dempsey. “‘How did you make me feel?’ That’s what directs you back to a specific brand and makes you want to work with them again. The Power Buying Process is one step in our goal to create the most memorable experience we can for a client.”

Gurman says that the process is still evolving. “We want to continue to revolutionize the process for agents and for homeowners and create an amazing experience. We are truly committed, at the highest level, to build out an experience that is second to none and that gives everyone certainty in the home-buying process.” RE

For more information, please visit RealEstate.QuickenLoans.com.

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2019 RAM 1500 THE MOST AWARDED LIGHT DUTY TRUCK IN AMERICA.1

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$500 CASH ALLOWANCE

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Plus, an exclusive maintenance contract from Mopar® Vehicle Protection5 – including oil changes – up to a $1,000 value. See NAR.REALTOR/FCA for additional details.

1. Based on awards within the light duty pickup segment from January 15, 2018 - January 1, 2019. 2. Class based on Light Duty pickups. 3. Based on Light-Duty Pickup Segment and EPA estimated 19 combined mpg with 5.7L eTorque engine. Actual results may vary. 4. Available on select models. Take retail delivery by 1/2/2020. See dealer for details. This program is available to REALTORS®, State/Local/National Association employees, and immediate family members living in the same household residing in the 50 United States, the District of Columbia and Guam, but such availability is subject to change without notice. 5. Mopar Vehicle Protection® program is not available to family members and association staff. Services must be performed by authorized dealers. Roadside Assistance provided by Cross Country Motor Club, Inc., except in AL, CA, HI, OR, WI and WY where it’s by Cross Country Motor Club of California, Inc. Mopar Vehicle Protection provided by FCA through third parties may not be part of NAR’s REALTOR Benefits® Program. See dealer for official program rules, vehicle eligibility and program compatibility exclusions. A copy of the plan provisions with all terms and conditions will be mailed about 2 weeks after vehicle delivery. ©2019 FCA US LLC. All Rights Reserved. Ram and Mopar are registered trademarks of FCA US LLC.

Better Strategy.

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It has never been easier to reach consumers. But with changing technology, social media trends, and the constant threat of cyber attacks, it can be difficult to stay ahead.

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NAR’s e-PRO® certification program helps you master the advanced digital marketing techniques of today, so you can create a game plan that drives business and client trust.

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{Business Building}

The Hidden Secret of Accountability

by Adam Contos

“A

ccountability” might be the most misunderstood word in real estate. It’s not too surprising. We’re an industry of independent contractor agents and entrepreneurial brokers who chose a career path that doesn’t involve bosses and timecards. Part of what makes this a great profession is having the freedom to run your business like you want to.

In that context, “accountability partner” can sound suspiciously like a micromanaging boss who wants to tell us what to do, and wants to have control of our time and business.

And that’s the problem, because that’s not what accountability is at all.

Accountability is about caring. It’s about expanding possibilities. It’s about guiding someone toward the goals they’ve set for themselves.

Let’s look at the agent-broker/ manager relationship. Accountability starts with a defined objective. Let’s say, for instance, that an agent wants to reach a specific target amount in GCI. That’s his goal.

So, the agent and broker/manager chart the course to get there. After all, reaching a goal doesn’t happen by itself—or by accident. There needs to be a plan—and an expectation that if the agent follows the plan, he will reach his goal.

From here, it can go one of three ways. First, the agent could do everything in the plan and reach his goal without additional support. Second, the agent could start out with great intentions, but get sidetracked by distractions and fall short of his goal. Third, the agent could encounter the same distractions, but have

someone holding him accountable and helping him stay focused until the goal is reached.

Reaching your goals is a fundamental sign of success, and a true source of happiness. So, why wouldn’t you want help doing it?

From the broker perspective, do you really want your office filled with agents who are satisfied with falling short of their own goals? What kind of environment does that create?

The best offices have agents who are serious about their goals and embrace the competitive edge that comes with accountability. They want the coaching, the consulting, the mentoring and the support of someone who’s personally invested in their success. It’s part of being a professional.

People fall short for many reasons. They may need to increase their effort, or sharpen their skills, or change their approach or learn new strategies. Or they may just need to focus more on the vital activities they built into their plan in the first place—the vital activities that move them toward their goal.

Accountability addresses all of those possibilities, and many others, but it requires buy-in. Agents need to want the success more than the

accountability partner wants it for them.

If someone in your office is reluctant about accountability, it’s worthwhile to ask why: “You said you wanted to achieve this goal. You built a plan to do it. But now you’re falling short of your goal, so let’s work together to figure out why—and to come up with some solutions.”

That’s when the consulting and mentoring come in. When habits take root and results begin to improve, agents start to understand that accountability may actually be about control after all—but not in the way they feared. They start to realize that by being open to accountability, they’ve put themselves in total control of their business, and they push harder.

When they reach their goal, they realize that you—their accountability partner—have become an irreplaceable part of their success story.

That’s a value proposition your competitors can’t touch. RE

Adam Contos is CEO of RE/MAX, LLC. For more information, visit www.remax.com.

RISMedia’s REAL ESTATE March 2019 35

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The Peak ExperienceTM Is the Best-Kept Secret in Real Estate

by Buffini & Company

O

nce a year, real estate’s top earners journey from all over the country to gather together for the best-kept secret in the industry: The Peak Experience™. Created

by Buffini & Company, one of the largest coaching and training companies in North America, this three-day, elite business conference is an unparalleled experience that has been inspiring high achievers to reach even greater levels of success for more than 15 years. Intimate in size and nature—and held in beautiful destinations such as Maui and Bermuda—this event is specifically customized to give top industry professionals the opportunity to get up close and personal with real estate legend Brian Buffini. Every year, Brian unveils his best content to help those who attend to push their boundaries, achieve new heights and find success and significance in their businesses.

With limited seating of only 500 spots, people can dive in and get interactive in each of the 10 contentpacked sessions. Attendees get up close and personal with Brian and hear from a carefully curated and handpicked lineup of guest speak-

ers who lead their respective fields.

All of this is done in the company of high-achieving professionals. This year, special guest speakers include New York Times best-selling author Andy Andrews, an energetic communicator who helps audiences notice

the little things that make a big difference, and serial entrepreneur Mel Robbins, an expert on change, human behavior and mindset.

For many, The Peak Experience will answer a question that we sometimes don’t even dare to ask. We all aspire to achieve success in our business, but where do we go from there? This event answers that question, giving attendees the tools they need to go from a place of success to one of significance. The room is full of like-minded professionals working toward a similar goal: to build a business of significance that is grounded in relationships, service and positive leadership.

In the past, this exclusive event has sold out within hours, but the great news is, for the first time ever, Buffini & Company is adding a second Peak Experience to the calendar. This means that more people will now have the opportunity to join Brian, meet the most sought-after business consultants and speakers in the industry, and network and grow with like-minded professionals.

This year, two separate events will be held on May 8 - 10 and May 15 - 17 at the Omni La Costa Resort & Spa in Carlsbad, Calif. Within easy reach of beautiful beaches and popular tourist attractions, this gorgeous resort destination just north of San Diego has luxurious accommodations, an award-winning spa, eight pools and two championship golf courses designed by PGA legends.

It’s a superb location to get you fired up for the next level of success.

Are you ready? If you’re a high achiever seeking inspiration, sign up for The Peak Experience today. You’ll go on an incredible journey of growth like never before and get equipped with proven tools and tactics to create lasting change and make powerful breakthroughs in your professional and personal life. RE

To learn more, call Buffini & Company at 1-800-9453485 x2 or visit buffiniandcompany.com/tpe.

RISMedia’s REAL ESTATE March 2019 37

3 Ways to Become a Dominant Force in the Transitioning Market Commentary by Diane Hartley

T

he message of a changing or transitioning market this year is echoed by many experts with varying degrees of positivity and negativity. But let’s be clear: being successful in any profession requires a mixture of knowledge, skill and perception, as well as the ability to judge when there’s an opportunity—and leverage it.

Those who recognize and seize the opportunity in this transitioning market will cement their dominance in either becoming or remaining successful real estate professionals.

There are three uniquely insightful perspectives to inspire those ready to navigate through these choppy waters.

Before proceeding, it should be clarified that when I refer to the luxury market, this covers a much wider segment than the highly publicized multimillion-dollar sale. The reality is that entry level into the luxury arena, for a substantial part of North America, starts at $500,000.

GROWTH THROUGH LUXURY In 2008, the luxury market led real estate out of recession, with demand and price points escalating at almost dizzying speeds. Today, the luxury real estate market has seen the most significant impact of the slowing demand.

However, globally, there are more high-net worth individuals (net assets of $1 - $30 million) than ever before. In 2018, there was nearly a 38 March 2019 RISMedia’s REAL ESTATE

2 percent growth, with more than 22 million individuals with a combined net worth of $61 trillion, as per Wealth-X. This disparity of growing wealth and the perception of a slowing real estate market lies in the difference of their spend on property types, locations and requirements.

The biggest challenge for real estate professionals is the need to be prepared, in advance, of what the “next” and the “new” will be from the affluent purchaser.

LUXURY BUYERS HOLD THE SOLUTION All statistical analysis and subsequent reports indicate that there’s an ongoing increase in the level of luxury inventory available. For many real estate professionals, this signals difficulties for their sellers and more favorable terms for potential buyers.

Savvy real estate professionals should look to past buyers who weren’t able to close on the purchase of a luxury property during the fast-paced, multiple-offer years.

While some of these buyers may have found solutions, many decided to remain in their current properties and may not be aware that they now have the opportunity to step into their desired property type.

While it’s important to recognize that these types of opportunities exist during transitioning markets, it’s also critical for an agent to learn how to leverage them effectively.

EMBRACE DIVERSITY When it comes to real estate, it’s the transition of who is generating and holding the wealth that’s changing at a rapid pace. While the Americas still lead both the number of high-net worth individuals and their total combined net worth, Wealth-X predicts that the most significant growth will be in the Asia-Pacific region over the next five years.

But diversity is more than just location. There are significant changes in wealth within age groups, gender, ownership of wealth and inherited vs. self-made wealth. It’s also important to understand what the “luxury” requirements are for each of these groups.

Diversity in the development, building, purchase, redesign and renovation of real estate has become the new barometer by which real estate professionals should recognize that the needs of homeowners are very different from five or 10 years ago.

As historical trends show, real estate will continue to be driven by the diversity of demand from the high-net worth, because they not only impact the type of luxury purchase, but also create demand that will filter down through other market segments. RE Diane Hartley is president of The Institute for Luxury Home Marketing, the premier independent authority in training and designation for real estate agents working in the luxury residential market.

Hartley brings her passion for luxury marketing and more than 20 years of experience growing and leading businesses to her role as president of The Institute.

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{Strategies} Catapulting Real Estate Into the Next Generation INNOVATIVE OHIO BROKER SETS HIS SIGHTS ON SHELTERZOOM’S BLOCKCHAIN TECHNOLOGY

by Keith Loria

D

avid Mussari, managing partner/broker at Berkshire Hathaway HomeServices Professional Realty, based in Dayton, Ohio, first entered the real estate game nearly 20 years ago, serving as a commercial real estate broker and investor.

After stints at Landmark Midwest Properties and Prudential Real Estate, Mussari was brought aboard Berkshire Hathaway as managing partner for the largest Prudential real estate affiliate in Ohio.

“In 2010, I ventured into residential real estate with a couple of acquisitions, and I currently own and manage a 600-agent, full-service brokerage as a Berkshire Hathaway HomeServices affiliate that serves the entire state of Ohio and Northern Kentucky,” says Mussari. “We do residential, commercial, sales, leasing, property management, business brokerage and consulting.”

Last year, the company did just under 6,000 transactions and a little more than $1 billion in sales.

One of the ways Mussari has found continued success is by being on the ground floor of the latest innovations in the industry, all while keeping his eye on what might be coming down the pike.

“We’re a company that’s very forward-thinking, and I’m constantly looking at where the industry is headed,” says Mussari. “For instance, we were paperless very early on—six or seven years ago—we did 3D property tours early, and we’re always looking at how to become an expert on something before it flushes on the industry.”

This philosophy led Mussari to seek out ShelterZoom, a next-gen, real estate buying, selling and renting platform built on revolutionary blockchain technology.

“More broadly, we’re pretty convinced—and I would be surprised if we weren’t right—that blockchain technology is going to transform the way a real estate transaction is handled in the future,” says Mussari. “So we’re trying to get our own expertise in this now. It’s always a little painful when you’re the only one doing something like this, but eventually, everyone seems to catch up.”

Mussari saw ShelterZoom as being in a similar model, trying to dial blockchain technology in, and felt it was a good company to explore the burgeoning technology platform with.

Founded in February 2017, ShelterZoom’s industryfirst blockchain Offer and Acceptance platform has already attracted hundreds of brokerage partnerships and won the company three global awards, including SIIA CODiE Best Emerging Technology 2018. The company is launching its second-generation blockchain platform to empower end-to-end real estate transactions, and will soon become the world’s first blockchain-based marketplace for real estate buying, selling and renting.

“We’re partnering with ShelterZoom as they create a second-generation platform, which includes other pieces of the transaction, specifically title and mortgage. We’re a good resource for their beta testing, and we can get ahead of the curve,” says Mussari.

Currently in the early adoption and implementation phase of using ShelterZoom, Mussari is confident that the results will come.

“Simply having our tentacles into blockchain is preparing us for the future and engaging our agents in what industry changes are looming,” says Mussari. “This will provide our clients with secure, simplified transactions that eliminate waste and chaos, which will ultimately lower the cost of a real estate transaction.”

For Mussari, security is a key component of ShelterZoom’s blockchain technology that will drive the higher end of the market to this technology. Mussari believes that ShelterZoom is a game changer.

“My advice to consumers is to seek out this technology for their real estate transactions, as it will be revolutionary,” concludes Mussari, who believes that the consumer can—and will—ultimately decide the speed of the real estate industry’s adoption of blockchain technology.

“This is much more of a smart contract model with clear benefits that are beyond just exchanging paper in the cloud. It does more tracking of the transaction and it’s forever in the historical records in a much more structured, finalized way.”

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

RISMedia’s REAL ESTATE March 2019 41

A New Way to Find the Right Home HOME PARTNERS OF AMERICA OFFERS FLEXIBLE SOLUTION TO HOMEOWNERSHIP

by Zoe Eisenberg

L

ike many real estate pros, Adrian Riehle got into real estate because he loves helping people. A broker with Best Choice Realty Washington in the greater Seattle area, Riehle thrives on building relationships with his clients.

“The process of home-buying is super exciting, but I also know it can be stressful at times. Being with people and helping them find the perfect fit is not only a challenge, but also exhilarating,” says Riehle, who received his real estate license in 2017. “All of us are unique, so each client I help is a new experience.”

One way Riehle helps his clients is by working with Home Partners of America, a unique homeownership solution that offers potential buyers who need time to secure their financial future the option to rent the home of their dreams, with the exclusive right to purchase the home if and when they’re ready, using the company’s Lease Purchase Program.

Through this program, Home Partners of America purchases the home a potential buyer is interested in and then allows that potential buyer to lease the home, 42 March 2019 RISMedia’s REAL ESTATE

while also providing them with a right to purchase the home back from Home Partners of America during the initial term of the lease and any renewal terms (residents are permitted to renew the lease for up to four one-year renewal terms—two rental terms in Texas).

This way, the renter has a bit more time to build their financial portfolio, all while making sure the home is the right fit in the meantime. It’s also a helpful option for those relocating for work, notes Riehle, who says that many of his clients want to test an area out before they buy.

“I chose to work with Home Partners of America because of all the options it opens up for people, especially families that haven’t quite figured out the best path for them but know purchasing a home is in their future,” says Riehle. “Home Partners of America gives the option of choosing a home that’s for sale and living in it without the commitment of purchasing. It gives people peace of mind, as they can get a clear idea as to which option is best for them in the process.”

This option is particularly helpful in difficult markets.

“The [Seattle] market has cooled down slightly, but sellers are still receiving multiple offers, and are choosy about which buyer to work with,” explains Riehle. “In my experience, sellers like working with Home Partners of America as an ‘all-cash’ buyer,” adds Riehle. “In a hot market or a multiple-offer situation, this can sometimes be a competitive advantage over buyers with financing contingencies.

“I pride myself in taking care of my clients,” says Riehle, who has closed 32 transactions since he began working with Home Partners of America in early 2018. “Home Partners of America offers people choices they would never have on the rental market and the ability to work with a dedicated agent to help find a property that suits their needs, all while being backed by the strength of a nationwide company,” concludes Riehle, who has received postitive feedback from everyone he supported with Home Partners of America transactions.

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

The Lease Purchase Program (“Program”) is offered and administered by Home Partners of America, Inc. Resident and property must meet eligibility requirements, which are subject to change. Resident must qualify for a mortgage from a third-party lender or pay the purchase price in cash to exercise the right to purchase a home.

Home Partners does not provide financing for the resident to purchase a home. Home Partners’ approval for the resident to lease a home does not mean that the resident will later qualify for a mortgage. Home Partners, the Home Partners of America, Inc. logo and “A New Path to Homeownership” are pending or registered trademarks and service marks of Home Partners of America, Inc. or its affiliates.

A Winning Solution AMERICAN HOME SHIELD®SETS THE STAGE FOR CONTINUED SUCCES

by Keith Loria

G

erman-born Lilo Carroll has practiced real estate in the greater Fort Hood and Temple/Belton areas for four decades and is a key contributor to Texas-based ERA Colonial Harker Heights’ success.

“I’ve been a licensed real estate agent in this area since 1979, attained my broker’s license in 1984 and joined this company in March 1989,” says Carroll, whose specialty is residential real estate, both new construction and resale properties. One of the designations she’s especially proud of is the Employee Relocation Council’s CRP (Certified Relocation Professional), which she attained in 1990 to better assist clients with all aspects of their relocation needs.

The ERA franchise also has a longstanding relationship with American Home Shield (AHS®), and Carroll’s clients have depended on the company’s proven track record of top-notch warranty services over the years.

“Anyone buying a home should consider a home warranty to help give them an added level of comfort,” says Carroll.

With many years of experience under her belt, Lilo

Carroll and her team are quick to educate clients in regard to how important a home warranty is—and how vital the protection for covered items it provides can be. In fact, within her 40 years of working in the industry, Carroll has seen the benefits of a home warranty time and time again.

For example, at a closing last summer, Carroll had negotiated that the seller provide the buyer with a home warranty plan which included HVAC system coverage.

When the property was inspected by a home inspector, the HVAC system was noted to be in operational condition within the inspection report.

“The warranty proved to be vital as the air conditioning stopped working a few weeks later,” says Carroll. “The buyer contacted AHS, who responded promptly, and the AHS technician was able to correct the problem with the HVAC system.

The only expense the buyer incurred for this issue was the trade service call fee to the warranty company.”

That’s a small price to pay, notes Carroll, as a warranty helps make a buyer feel so much more comfortable purchasing a resale home knowing that if something goes within the first year, they won’t have to spend a lot of money to fix covered items.

“I always talk to my seller clients at the listing appointment about providing the buyer with a one-year warranty to help make the buyer feel more comfortable about purchasing a resale property, and to set the home apart from the competition. An extra bonus for the seller is that seller coverage is also available during the listing period for a small fee.”

Carroll and the rest of the ERA Colonial Harker Heights’ team are also impressed with AHS due to the high level of customer service they provide. Not only are they quick to respond to issues, but Mary Ellen Schmidt, their local AHS representative, is always available to answer questions or help find solutions if needed.

“My colleagues and I know we can rely on Mary Ellen for answers and help when needed. It’s just part of what makes AHS a winning solution.”

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

RISMedia’s REAL ESTATE March 2019 43

Tapping Into the Lucrative Rental Market RENTAL CONNECT FROM HOMES.COM SETS THE STAGE FOR BUSINESS NOW—AND WELL INTO THE FUTURE

by John Voket

L

ike any new real estate professional, when she broke into the business in late 2013, Jen Carlisle was beginning a new career with no experience and no leads. But she eventually managed to find a niche that she felt a lot of other agents were ignoring: clients looking for help securing a rental.

“When I started in real estate, I had no business,” says Carlisle, “so I did all the rental leads and slowly, but surely, those renters came to me and said, ‘I’m ready to buy.’”

Carlisle, a REALTOR® at Costello Real Estate and Investments in Charlotte, N.C., with additional offices in Raleigh, N.C., and Fort Mill, S.C., recently enlisted the best partner she could find to connect her to prospects: Homes.com and its Rental Connect product.

“I used to work for a company that did a lot of property management, so when I went to Costello, I didn’t have any more rental leads, so my broker/owner suggested I contact all the lead-generation companies— and Homes.com was the only one that provided the kind of rental leads I could use,” says Carlisle, who recently got a call about a $2,800-per-month rental.

“Some of these are pretty high-end inquiries,” notes Carlisle, who goes on to explain that a majority of the renters she’s met have unique needs because they have a high self-employment income, less-than-perfect credit or they simply aren’t able to buy.

After connecting these particular clients to a rental, Carlisle can work with them like a full-service financial counselor, helping them transition to lease-to-own situations at a rate of one or two homes per month, virtually all coming from her Homes.com rental leads program.

One recent lead involved an individual with high verified income, but a lower-than-preferred credit score. Carlisle used her experience and knowledge to counsel the client, and was able to help him achieve his homeownership goal relatively quickly.

“He only needed a few more points on that credit score, so I studied his credit report and advised him to pay just a few more things off,” says Carlisle. “Once he

44 March 2019 RISMedia’s REAL ESTATE

paid off those accounts, he immediately qualified for a lease-to-own program on a gorgeous home he’ll be ready to buy in three to five years.”

As she’s settled into her niche over the years, Carlisle finds that the renters she works with are more than grateful when she calls.

“Many of them say that as soon as they talk about their credit score, a lot of real estate professionals won’t work with them,” says Carlisle, “but there are a lot more people with past credit issues than there are perfect credit scores.”

In addition to the easy-to-use CRM interface that Homes.com provides, Carlisle has also developed a great relationship with her Homes.com rep, who she says has become like a close friend.

“In six months, I’ve developed 90 leads,” says Carlisle, who is already getting new referrals from people she helped from her Homes.com leads.

“I’ve only been using Homes.com for six or seven months, and I’ve already made $50,000 or $60,000 from their leads,” she adds.

Thanks to her success rate, Carlisle was invited to be part of Costello’s training team, a role in which she helps new agents learn how to convert lease-to-own and rental clients into homeowners.

Naturally, one of the tools she recommends to every new real estate professional to help them jump-start their careers is Homes.com. RE

For more information, please visit https://marketing.homes.com/advertising/ property-managers/.

Did you know?

More than 92% of top performing agents attribute their success to a strong

referral base

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Referrals/repeat clients ≥ 80% of Business

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Access your copy at: RealEstateExpress.com/Agent-Insights © 2018 Copyright. All rights reserved. Real Estate Express.

REAL ESTATE NEWSMAKERS

DO YOU KNOW A NEWSMAKER? Help Us Share Their Story!

2018 Real Estate Newsmakers Award

Teresa Palacios Smith HSF Affiliates, LLC

2020 NOMINATIONS NOW OPEN! RISMedia is now accepting nominations for its class of 2020 Real Estate Newsmakers—those individuals making headlines for their newsworthy contributions to the housing industry, and for their efforts to positively affect the consumers and communities they serve.

The hundreds of Real Estate Newsmakers nominated by you and selected by the editors at RISMedia will be showcased in RISMedia’s Real Estate magazine and in our online Real Estate Newsmakers Directory at RISMedia.com toward the end of 2019/early 2020. Newsmakers will also be honored at RISMedia’s Real Estate Newsmakers Reception & Dinner at the National Press Club in Washington, D.C. in May 2020. See our 2019 class of Real Estate Newsmakers at rismedia.com/2019-newsmakers.

To nominate a 2020 Real Estate Newsmaker and learn more, go to rismedia.com/newsmaker-nomination. Nomination Deadline: July 15, 2019

Share your Newsmaker’s story with us, and help us honor those making a difference in real estate.

Women in Leadership: Celebrating the New Majority

AT A GLANCE: • Largest custom front-end development/marketing firm in the real estate industry

Commentary by Morgan Carey

• Staff in Vancouver, Nanaimo, Montreal, New York, Denver and Sacramento • 150 in-house developers and support staff • 50,000 paid users • $25 - $30M annual revenue • Elevator Pitch: At Real Estate Webmasters, your only limitations are your budget and your imagination.

From left to right: Laura Miller, Laura Monroe, Allison Largue and Vy Luu

S

ixty-three percent of the Real Estate Webmasters leadership team are women. And in a month where we celebrate International Women’s Day, here’s why that matters to me— and why it should matter to you.

2019 is shaping up to be a banner year here at Real Estate Webmasters (REW). Our aggregate sales are approaching $150 million. Our user base is on pace for 75,000 by the end of the year. And having dominated the North American market, we are now expanding into Europe.

In an era where it’s tough for a technology company to maintain its status quo, why am I ambitious and bullish for our future? It’s because of the team at Real Estate Webmasters. We have 150 of the best and brightest employees, hard at work in Canada and the United States— and I’m grateful for their dedication to our company and our customers.

But I want to talk about the leadership team, specifically those who comprise its majority: the women leaders at REW. Five of our eight leadership positions are filled by talented, extraor-

dinary women: Janet Krastel (CFO), Vy Luu (Director of Product Development), Laura Monroe (Head of Industry), Laura Miller (Head of Marketing) and Allison Largue (Manager of Customer Support). These women are in these roles not to fill quotas, but because we hire the best candidates.

That said, in searching out and recruiting for top talent, we do keep a purposeful eye on gender diversity.

Hiring more women is proven to lead to healthier, more dynamic workplaces. Gender diversity can mean more creative and collaborative environments, driving better bottom line results. And when your hiring practices reflect the demographics of your customer base, you provide better experiences and services.

According to the National Association of REALTORS®, 63 percent of REALTORS® are women, yet women are underrepresented at the leader-

ship table. There are some amazing women leaders like Yvette Boatwright (Realty Austin), Sara MacLennan (Liv Real Estate), Stacie Staub (West + Main Homes) and Pamela Alexander (RE/MAX Integra), but as demonstrated in annual industry lists and rankings, there is much more to be done to advocate for women at the leadership level.

This needs to change—and it’s starting to change. Amazing initiatives like the C.A.R.’s WomenUp® program are working to inspire and support women in the real estate industry, but those of us in leadership positions can certainly do more. We should all serve as advocates and continue to press for change. While I am proud of the gender diversity on my leadership team, I also know to keep the pressure on, to continue to hire the best candidates and improve gender diversity throughout REW’s ranks.

We are proud of all our women team members at REW. Meet them at realestatewebmasters.com/womenintech. RE Morgan Carey is the CEO of Real Estate Webmasters. For more information, please visit www.realestatewebmasters.com.

RISMedia’s REAL ESTATE March 2019 47

GET READY FOR THE PREMIER EVENT OF 2019 areaa.org/summit

Hear about the industries top trends, learn about new technologies and connect with over 700 real estate and industry professionals from around the world.

expert. Learn the listing-to-sale percentages, average days on market, etc. Also, check out the latest software programs that identify actual buyer data to share with potential sellers to wow them with solid data from various web sources.

4.

Are You Still on Target?

by Terri Murphy

W

e’re off and running! As we get further into the first quarter of 2019, now is the perfect time for a quick survey on your trajectory so far this year. So, how are you doing?

If you diligently prepared your business plan for the year, created the action plans to execute the pathways to getting “it” done and truly followed those action plans, this will be a gratifying experience.

But let’s assume that you’re not quite there yet. Maybe you never got around to planning your year, or your quarterly or monthly goals and plans. If you aren’t where you want to be, here are five tips to jump-start your year from here on out with strategies that are guaranteed if you commit to the actions:

1.

Write out a business plan* to create a blueprint for getting where you want to land by this time next year. Instead of trying to plan out the entire year, focus on the next 30 days and the activities you can do right now to rack up more sales and income. If your goal is to get two more listings in 30 days, create the action plan to make that happen. Your action plan might include

strategies like circle prospecting or extending VIP open house invitations to the 40 properties around a new listing, followed up with a handwritten thank you note. When sold, offer the new owners a “housewarming open house party” to meet their new neighbors.

2.

Develop a daily action to become laser-focused at least one hour every day, five days a week, in order to identify where you want to acquire two more listings. If you have no listings, decide what area or development you want to target. Start running the newest listings from your own company and your competitors daily as your first action step.

3.

Figure out the turnover rate. Is it high enough to support your listing acquisition goal? Determine if there’s already an agent or company who dominates the area, and decide if it’s worth your time. Otherwise, select another area and become the

Deploy circle prospecting* around your new listing with a 10/10/20 system. Substitute doorknocking and ask for their help in “finding a new neighbor” instead of mailing a Just Listed postcard. Make sure to include a save-the-date for the upcoming open house.

5.

Conduct an exclusive “sneak peek” open house for the immediate neighbors (the 40 around that new listing) and invite them to “see” the property before opening it up to the public. This allows you to: • meet the neighbors directly, • send a “Thank you for attending” note, or • send a “Sorry we missed you” note.

This action allows you to amass 120 direct touches in one concentrated area. Statistics indicate that the immediate area is most likely to provide a referral for a buyer or produce another seller who is interested in putting their property on the market.

Develop a solid plan and work it with laser focus—you’ll be on your way to connecting and converting more prospects to profits. RE *For complimentary business and circle prospecting plans, visit http://bit.ly/2MF1L3x.

Terri Murphy is a communication engagement specialist, author, speaker, consultant and master coach with Workman Success Systems. She is the author of five books and radio host for KWAMtheVoice.com.

For more information, please visit TerriMurphy.com or email Terri@TerriMurphy.com.

RISMedia’s REAL ESTATE March 2019 49

THERE ARE HUNDREDS OF REAL ESTATE PORTALS ONLINE. WE SYNDICATE TO THE WEBSITES THAT MATTER. Since 1973

HOMESANDLAND.COM/BENEFITS

Real Estate Brokers Who Do Not Offer Marketing Automation May Soon Become Obsolete Commentary by Joe Martinez

C

onsider the axiom “Those who do not learn history are doomed to repeat it.” When is the last time you used a pay phone? Think for just a second about the obsolete systems that were replaced by one simple device: the cell phone. The same holds true for the real estate owner/broker who does not incorporate marketing automation into his/her strategy. The process should be very simple. The first time an agent gets a listing, he or she should be able to go to the broker’s marketing platform and choose from a series of pre-designed templates to select what is best for their listing. The process should be simple, drag-and-drop computing in the same manner that you can create a postcard or book on Shutterfly or the Apple portal. Such is the wave of the future in order to stay relevant, as the market becomes more competitive, and more and more agents are being asked to control their own destiny.

Giving complete independence to agents, however, is not without its pitfalls and requires some form of quality control in the process. Today, there are significant software applications that allow layout flexibility to be used or changed without compromising the firm’s brand or compliance. The software takes only a matter of minutes and improves an agent’s time-to-market by

enabling the agent to print or email marketing collateral. The agent can also promote the property on social media platforms such as Facebook, LinkedIn and Twitter, as well as other media outlets, all from the same interface. In addition, some platforms give the agent the ability to automatically advertise their listing with behavioral and geographic targeting for as little as 40 cents

per flyer. These emerging technologies not only provide agents with a time-to-market advantage, but they also enhance an agent’s overall professional image. More brokers are finding that marketing automation systems are becoming an essential tool to recruit and retain agents.

There’s no doubt that Compass and other similar firms entering the market are branding themselves as “tech brokerages” in an attempt to differentiate—it’s their answer to a sector that’s been a slow technology adopter. However, the question remains as to whether Compass or any other brokerage is building software, a real estate firm or a technology platform. Being all three is very hard and expensive when you’re leveraging the development and support across a few thousand agents.

We believe that the principal objective of real estate firms should be to stay focused on recruiting the best agents and building efficient, productive teams to capture marketshare. Partner with Amarki for your marketing technology needs.

We only do software, and we do it well. RE

Joe Martinez is the chairman and CEO of Amarki. For more information, please visit www.amarki.com.

RISMedia’s REAL ESTATE March 2019 51

Differentiation Matters United Real Estate’s future-focused model continues to change competitive real estate landscape

by Paige Tepping

T

o say that Rick Haase has hit the ground running since stepping into the roles of president of United Real Estate and COO of United Real Estate Group just three short months ago would be a serious understatement. With dozens of opportunities to consider after nearly a decade running one of the largest brokerages in the country, Haase chose to join a company that is squarely in the fast water of the change happening in the real estate industry today.

52 March 2019 RISMedia’s REAL ESTATE

With a storied career with a number of the largest traditional brokerages—and more recent experience building one of the nation’s largest 100-percent commission brokerages—Haase brings a unique perspective to his position on the leadership team of United Real Estate, providing a key point of differentiation in today’s competitive landscape.

“The real estate brokerage business has been static with comparatively minor changes throughout the last 30 years; however, the last five years have brought an intense acceleration of new technology, business models and practices,” says Haase, underscoring the importance that differentiation and diversification play in today’s brokerage landscape.

Built around a proprietary technology platform designed to deliver agent workflow support, lead acquisition, marketing and training/education services at a small fraction of the cost of traditional real estate brokerages and franchises, United Real Estate’s scale enables the company to have a cost-effective broker operations platform. In

turn, the brokerage’s agents benefit financially through their 100-percent commission program.

“What attracted me to United after months of due diligence was the diverse team of professionals with specialized skills and experience from inside and outside the real estate industry. This allows us to see things differently as we build a differentiated business positioned for the future,” says Haase. In fact, it’s this unique set of skills that differentiates United Real Estate’s ability to deliver what brokers, agents and large agent teams need for success today and for the future.

“In essence, our brokerage is designed and implemented as if we started with a clean sheet of paper and built the brokerage without the legacy issues that threaten the viability of longstanding traditional companies,” adds Haase. “By focusing on delivering to agents what they need to be successful, we’ve substantially reduced or eliminated those expenditures that agents no longer need or value.”

By driving these types of costs out of the organization, agents have additional funds to invest in their business, rather than paying the brokerage for items they most likely aren’t utilizing.

According to Haase, this focus on running an efficient and effective operation is paying big dividends as United Real Estate’s growth continues to accelerate. “Agents and brokerages are rewarding us by joining the company, and due to our scale and efficient process, we are still delivering tons of value and services,” explains Haase.

As one of the fastest-growing real estate companies in the U.S., United Real Estate has experienced tremendous growth since its inception in 2011. Having launched in Dallas, Texas, the company has grown at a blistering pace over the past eight years.

“We own our broker operations in Dallas, Chicago, Houston, D.C., and Philadelphia, which are leveraged as proof of concept and best-practice incubators so that those techniques and processes can be adopted within our franchise network, which now exceeds 90 franchises,” says Haase.

While the support services and training and education that United Real Estate provides have been a key factor in attracting agents—both new and experienced—the culture of commitment to family and higher purpose built into the culture can’t be ignored.

“The culture built by this incredible group of broker/ owners, agents and employees is the company’s most valuable asset. It is unique—and it makes for an exciting place to live and work,” says Haase, later explaining that “while the company’s nationwide support of Autism

“What attracted me to United after months of due diligence was the diverse team of professionals with specialized skills and experience from inside and outside the real estate industry. This allows us to see things differently as we build a differentiated business positioned for the future.”

– RICK HAASE President, United Real Estate, COO, United Real Estate Group

Speaks has been an overwhelming success, giving back to the community is ingrained in our values and guiding principles. Each year, thousands of acts of charity worth tens of millions of dollars are performed throughout the United network by our offices (over 500 offices when including United Country Real Estate, United’s sister brand), agents and auctioneers, underscoring our commitment to the local communities we serve.”

As the United team works to build the bridge between the past, present and future—while keeping the company’s core values and guiding principles intact—Haase has a laser-like focus on doing everything he can to set the brokerage apart from the competition.

“The diversification of United Real Estate has only begun to surface, and the strength and agility of our business model, specialized business units, support services and our culture assures us that we’ll own a preeminent spot in the minds of our brokers, agents and consumers,” concludes Haase. RE Agents interested in learning about career opportunities, visit JoinUnitedRealEstate.com.

To learn more about United Real Estate’s franchise or conversion opportunities, visit GrowWithUnited.com, call 888-960-0606 or email Rick@UnitedRealEstate.com.

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You Did It! Now Celebrate With Serious Fanfare Commentary by Cory Vasquez

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he consensus today is that we hand out too many trophies, too frequently. But, there’s still good reason to celebrate our personal successes. Experts agree that we limit future success and growth if we don’t recognize our own hard work and the goals we accomplish. Many agree that we should do it with great fanfare surrounded by our friends, colleagues and peers.

Let’s be serious—have we ever needed an excuse to throw a party?

Of course, setting specific and tangible goals each new year is the first step. But since you’ve already done that, let’s talk about the why, the how, and the fantastic fanfare that follows.

Why It Matters If we’re going to be serious about goal-setting, there has to be an endgame. What’s the purpose of defining what you want to do and by when if there’s no formal assessment of those accomplishments? Most of us are quick to punish ourselves for not meeting expectations, but seldom do we revel in the things we’ve done well and on time. We should make this as much of a priority as setting

the goals themselves.

Experts also point out that there’s a true psychology behind celebrating and that it works to reinforce the mindsets and behaviors that helped us accomplish those goals in the first place. And if we don’t? The lack of a sense of accomplishment will only discourage us to act again.

Don’t Just Do It for Yourself Often, the people we surround ourselves with either directly or indirectly contribute to our success, so rather than throwing your own “look at me” party, host a celebration as a way to thank these important influencers in your life. Those people who are truly vested in seeing you succeed will welcome the chance to lavish you with love and praise, espe-

cially when food, drinks and fun are involved.

You might also think of this as an opportunity to inspire and motivate others. Take the time to explain how you accomplished your goals, and you’ll be sharing the wealth.

The Fanfare Small or large, the celebration can be whatever you make of it. It can be as personal as treating yourself to a day out on the golf course or at the spa, or when including others, a festive open house at your home or office. Plan it and host it, but, most importantly, enjoy the moment when you can reflect on hitting some personal, critical milestones that will lead to future success—and, of course, future celebrations. RE Realty ONE Group is hosting their annual ONE Summit event in Las Vegas March 24 - 27. The three-day conference is an education, training and networking event for Realty ONE Group real estate professionals, but there are also special events planned to celebrate their personal and collective successes. To find out how you can be part of the celebration, visit http://onesummit2019.com.

Cory Vasquez is vice president of Corporate Communications, Realty ONE Group. For more information, please visit www.realtyonegroup.com.

RISMedia’s REAL ESTATE March 2019 55

{Power Broker Perspectives}

by Keith Loria

Laura Ellis:

Empowering People at Every Level Laura Ellis became involved in real estate straight out of graduating from Illinois State University, drawn by an entrepreneurial spirit and an interest in being in business for herself. After eight years, she transitioned into management roles and started doing group training with a CENTURY 21 franchise.

Baird & Warner purchased that business in 1998, and Ellis continued in a management capacity, regularly helping the office break records in production, recruiting, mortgage and title. Her experience and work ethic helped her rise to her current position as president of Residential Sales and executive vice president of the firm, responsible for the day-to-day operations of residential sales. She also serves on the executive committee.

56 March 2019 RISMedia’s REAL ESTATE

Looking back on 2018, how did the Chicago market fare?

Laura Ellis: The general Chicago market is probably a little bit behind 2017, though it’s still a terrific market. Baird & Warner is significantly outpacing the market, so we’ll post our fourth consecutive record year in both units and sales volume. We’re very proud of that gaining marketshare.

Has there been any recent growth, or planned growth initiatives for 2019?

LE: In the last 12 months or so, we did a couple of acquisitions that helped us grow. We did a significant acquisition in our Libertyville marketplace— a CENTURY 21 franchise agreement, which was one of the top competitors in that market. We acquired them last fall and they’ve become a powerhouse office for us. We also did several walkovers, as well.

In fact, we had a small Weichert location in our Evanston market where the franchise agreement was up, and the owner really just wanted to sell.

While we love big acquisitions, a lot of our growth in the last couple of years has actually come from smaller groups of agents coming over to work under our structure. For next year, we’re aggressively looking for acquisition opportunities, as well as those walkover opportunities.

VITALS: Baird & Warner Years in business: 164 Size: 24 offices, 2,400 agents 2018 sales volume: $5.9 billion 2018 transactions: 21,885 www.bairdwarner.com What do you offer agents as far as training?

LE: We’ve intentionally set up a model here that’s very cost-effective to the agents. We’ve segmented our training programs because we have 2,500 agents in our company, and there’s no way we can do one training curriculum that’s going to meet the needs of each and every agent. We have some agents doing $30 million a year and some that have been in the business for just a little while. We call our training Achieve, Accelerate and Ascend. The Ascend group is our top 20 percent of agents. They get invitation-only training opportunities at least twice a year. Then we have Achieve, a two-week new agent program that then continues in the branch offices for a year so that they can work with their managers. Accelerate encompasses everything in the middle. We don’t charge our agents because we want to make sure there are no barriers.

What do you feel makes the firm unique?

LE: We’re all about empowering our people at every

level, whether it be our broker associates, our staff, our mid-and senior managers. Everybody wants to be part of a winning team, and that embodies our culture.

Deirdre O’Connell:

Driving Business in a Dynamic Market Deirdre O’Connell’s first exposure to real estate was doing public relations for the real estate department of MetLife Insurance.

But when she and her husband started a family, she wanted more control over her career and home life, so she went for her real

estate license in 1991 before going to work at Thomas O’Connell and Sons, a real estate company in Manhasset, N.Y., owned by her husband’s uncle.

O’Connell experienced enough success early on to know that she liked real estate, and had the aptitude and people skills to do well in the industry.

Today, she’s CEO of Daniel Gale Sotheby’s International Realty, responsible for the development of strategic initiatives and goals for the future of the highly innovative Long Islandbased organization, including its recent rebranding efforts.

How did your market fare in 2018? What factors contributed to this?

Deirdre O’Connell: Without having complete year-end numbers (at press time), I would say that our Long Island market was slightly

up over last year. That being said, we’re seeing an increase in inventory in some communities, with high-end properties again being slow to sell. We believe that uncertainty with regard to the midterm election, an increase in interest rates and the impact of the new tax law on the property tax exemption have all had an impact on the lack of urgency in the real estate market.

Are you planning to grow your firm in the next 12 months?

DO: It’s a very exciting time for Daniel Gale Sotheby’s International Realty. Over the past five years, we’ve been growing our business, opening offices west into Queens and east to the Hamptons. In November 2018, we opened an office in Astoria, our second in the borough of Queens.

What most sets your firm apart in the marketplace?

DO: Our long, local history in the community and our reputation for a culture of

VITALS: Daniel Gale Sotheby’s International Realty

Years in business: 96 Size: 28 offices, 950 agents Regions served: Queens, Nassau County and Suffolk County, N.Y. 2018 sales volume: $3.5 billion 2018 transactions: 3.5 billion www.danielgale.com

“Our industry continues to evolve at a breakneck pace with new technologies that affect every aspect of our business. We look to invest in the best of them to increase efficiency.”

– Deirdre O’Connell CEO, Daniel Gale Sotheby’s International Realty professionalism set us apart to potential clients and customers, and the cutting-edge technology, training and marketing programs that we provide to our real estate advisors makes us the agency of choice for real estate professionals.

What are the biggest challenges you’re currently facing?

DO: Our industry continues to evolve at a breakneck pace with new technologies that affect every aspect of our business. We look to invest in the best of them to increase efficiency, give our agents the training and tools they need to grow their businesses and best serve their clients and customers, and support our growth initiatives with the best sales professionals in the industry.

What are the biggest opportunities for increasing business right now?

DO: Growth into new markets, increasing the size of

the salesforce, sales and marketing for new developments. We’re extremely optimistic that with Google expanding its New York operations and the millennial generation entering the housing market, that this year will be a very positive real estate year for Long Island and Queens.

Scott Higashi:

Leveraging Technology to Stay Ahead of the Curve In 2019, Locations is celebrating 50 years of offering top real estate service throughout Hawaii, and Scott Higashi, the firm’s

RISMedia’s REAL ESTATE March 2019 57

president and CEO, is coming up on 15 years with the company.

Previously, he managed a local franchise of Colliers International, and he’s always enjoyed helping people realize their goal of homeownership and invest in their long-term wealth and financial security.

“For decades now, Locations has surveyed its clients after every transaction, and there’s no better feeling than reading about how we’ve helped someone return to a neighborhood where they grew up, move into that dream house or secure an investment property to plan for their future,” says Higashi. “It’s also incredibly satisfying— and inspiring—to see our team of full-time, committed sales professionals succeed in this competitive industry.”

Hawaii is a dream location for many homeowners.

How did your market fare in 2018?

Scott Higashi: Home prices increased for the sixth consecutive year in 2018, achieving moderate gains of about 4 percent for single-family homes and about 5 percent for condos. With

58 March 2019 RISMedia’s REAL ESTATE

less than 3.5 months of remaining inventory, competition for homes and condos—particularly in the entry-level price ranges—is strong, as indicated by the fact that nearly one in four sales is being bid up above the asking price. One positive for would-be homeowners in our market is that inventory has been steadily increasing since the beginning of 2018, offering more options for buyers.

Any growth initiatives planned for 2019?

SH: Growth and diversification are always top-of-mind.

We recently acquired the operations of Clark Realty, located on Hawaii Island.

They’re a like-minded firm with 114 agents and four offices. With this acquisition, Locations leads the state of Hawaii in closed transactions.

What most sets your firm apart in the marketplace?

SH: Since our founding nearly 50 years ago, we’ve leveraged our research and technology capabilities to the advantage of our agents and our clients. We’ve continually employed an in-house data analyst, which has allowed our agents to stay ahead of the curve as market conditions change. As a firm, our nearly four decades of local market data allow us to anticipate areas of opportunity not only in a real es-

VITALS: Locations Years in business: 50 Region Size: 420 agents on Oahu, Maui and Hawaii Island Regions served: State of Hawaii 2018 sales volume: $1.5 billion 2018 transactions: 2,400 www.locationshawaii.com tate cycle, but also within various client segments.

How important is technology to the company?

SH: Locations was the first firm to computerize MLS listings in 1972—a move that revolutionized the industry. We’ve invested heavily in technology over the years, developing proprietary software to help agents identify and prioritize business opportunities, while maintaining a cutting-edge website and mobile app that led to nearly 10 percent of our total sales.

What are the biggest opportunities for increasing business right now?

SH: Market conditions in 2019 will be ripe for 1031 investors to reposition their real estate holdings to properties with greater potential for long-term appreciation. A stable pricing environment, increased inventory and a level pace of sales will make for an ideal time to upgrade and reallocate investments. The

new year also presents an opportunity for first-time real estate investors to get in the game, as certain demographics, like millennials—and, increasingly, boomers—are electing to rent, which may lead to increased inventory and demand for a variety of rental types and price points.

How are you attracting new agents to your firm and retaining top producers, and what do you look for in someone new coming into the company?

SH: Our recruiting efforts are guided by our mission and values, which have remained constant and unwavering for nearly 50 years: To give our clients a clear advantage in the market and to foster an environment of shared learning. First and foremost, we look for professionals who understand that clients come first. We also look for people who want to build a long-term career in real estate, and who value shared learning and collaboration.

RE

West Q4 Existing-Home Sales: -6.5 percent YoY Q4 Median Price: $383,100 (+1.8 percent YoY)

According to the report, the most expensive markets were: • San Jose-Sunnyvale-Santa Clara, Calif. – $1.25 million • San Francisco-Oakland-Hayward, Calif. – $952,400 • Urban Honolulu, Hawaii – $812,900

NAR: Healthier Home Prices in Q4

by Suzanne De Vita

A

cross the largest markets, home prices are rising, but at a healthier rate than in recent years, according to new research.

From the fourth quarter of 2017 to the fourth quarter of 2018, home prices rose 4 percent, according to a National Association of REALTORS® (NAR) report. On an annual basis, there were higher home prices in 92 percent, or 163, of the 178 metropolitan areas in the report. Comparing the largest markets, the median price was $257,600. Among condos/co-ops, the median price was $237,900.

Despite the easing gains in home prices, affordability is still tight, the report shows. To buy at the median price, and assuming a 5 percent down payment, a homebuyer would have to have an income of $62,954; assuming 10 percent, a buyer would have to have $59,640; and assuming 20 percent, $53,013. Although average earnings have increased nationally to $77,392, high home prices, and now, higher mortgage rates, are contributing to the cost crunch.

According to the report, with af60 March 2019 RISMedia’s REAL ESTATE

fordability diminished, existing-home sales slid, down 1.8 percent from the last quarter and 7.4 percent from the prior year. At the close of the fourth quarter of 2018, existing for-sale inventory totaled 1.55 million—6.2 percent higher than the prior year. During the fourth quarter, the average supply was 4.0 months.

Midwest Q4 Existing-Home Sales: -5.9 percent YoY Q4 Median Price: $196,900 (+1.6 percent YoY) Northeast Q4 Existing-Home Sales: -5.4 percent YoY Q4 Median Price: $286,000 (+6.5 percent YoY) South Q4 Existing-Home Sales: -5.4 percent YoY Q4 Median Price: $228,200 (+3.3 percent YoY)

• Anaheim-Santa Ana-Irvine, Calif. – $799,000 • San Diego-Carlsbad, Calif. – $626,000

The least expensive were: • Decatur, Ill. – $89,300 • Youngstown-Warren-Boardman, Ohio – $97,200 • Cumberland, Md. – $109,100 • Elmira, N.Y. – $111,400 • Erie, Pa. – $113,300 “Home prices continued to rise in the vast majority of markets, but with inventory steadily increasing, home prices are, on average, rising at a slower and healthier pace,” says Lawrence Yun, chief economist at NAR. “Housing affordability will be the key to sustained healthy growth in the housing market in the upcoming years. That requires more home-building of moderately priced homes. Local zoning law changes, expanding construction worker training programs at trade schools and promoting the use of tax breaks for developers in the designated Opportunity Zones will all play an important role in assuring an adequate future supply of housing.” RE For more information, please visit www.nar.realtor.

Suzanne De Vita is RISMedia’s online news editor.

How Your MLS May Change in 2019 Commentary by Victor Lund

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or most brokerages in America today, the MLS is what it is.

Many brokers do not pay much attention to their MLS until something substantial changes that rubs them the wrong way.

The truth is, staying connected to your MLS and participating in the meetings can be one of the best ways to improve the performance of your brokerage.

Get Your Vendors to Use the RESO WebAPI RESO, or the Real Estate Standards Organization, publishes updates every year that improve data access for the technology solutions in your brokerage. One of the most significant changes is the release of the RESO WebAPI. Today, most MLSs offer two connections for data access: the old way—RETS or Real Estate Transaction Standard—or the new way, RESO WebAPI. The biggest advantage that moving to the RESO WebAPI will have on your business is speed. Changes in the data are transmitted to your technology vendors at the speed of the internet, rather than intervals that may be anywhere from every 15 minutes to as long as once a day.

The benefit of speed means that

customers will get listing alerts from you first, or your agents will be able to work with listings in your other software applications within minutes of making changes in the MLS. For example, a price change in the MLS will be available in your flyer system almost immediately.

Call all of your technology vendors and tell them to convert to the RESO WebAPI today.

Take Advantage of Software and Discounts Many MLSs will bulk license a basic feature set of software for all agents.

Sometimes, the agent has opportunities for premium upgrades, and sometimes, the brokerage can take advantage of premium upgrades.

Enhanced services in transaction

management from Instanet® or zipLogix® will allow you to add in your brokerage forms and add branding to the standard forms used in your area. Cloud CMA and other listing presentation tools can also have your broker branding injected along with documents that speak to your brokerage value proposition. Automated virtual tours from providers like Property Panorama can also be enhanced. Even the customer portal that agents use to send MLS listing alerts in systems like CoreLogic® Matrix or others can have custombranded pages that promote your brokerage branding.

Call your MLS director to make sure you know of any and all of these opportunities.

Pricing May Change Due to Competition There is an enormous trend toward consolidation and the reduction in MLS fees that has been impacting markets across the nation. For decades, Associations of REALTORS® have been making profits on the “for-profit” MLS business and paying those as dividends to the “nonprofit” Association of REALTORS®. In some cases, the MLS and/or the Association has tucked away millions in reserves. Take a look at how your MLS and Association are operating to determine if you think they’re making the right decisions with pricing and reserves. As a participant in the MLS and a member of the Association, asking for a look at the P&L and/or balance sheet should not be considered irregular. RE Victor Lund is a founding partner of WAV Group, a consulting and research firm that delivers services to brokerages, Associations, MLSs and the technology firms that serve them. Research, case studies and commentary may be found at WAVGroup.com.

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A New Campaign to Distinguish Who REALTORS® Are Commentary by Victoria Gillespie

“That’s Who We R®.”

The National Association of REALTORS®’ (NAR) exciting new national ad campaign powerfully illustrates what it means to be a REALTOR®, turning the iconic block R® membership mark into a potent symbol of REALTORS®’ commitment to ethics, professionalism and community.

62 March 2019 RISMedia’s REAL ESTATE

NAR members have been funding consumer advertising for 21 years through a small special assessment.

The assessment provides incredible value, giving REALTORS® a national audience to showcase their brand.

In late 2018, Havas Chicago—a global, award-winning advertising firm—became NAR’s creative agency and began working with NAR’s Consumer Communications Committee and staff on radical new goals and messaging.

CAMPAIGN GOALS “We saw a number of campaign directions from Havas and very quickly aligned around ‘That’s Who We R®’ as the core message,” says Committee Chair Tiffanie Mai-Ganske. The centerpiece of the campaign is a video ad series that shows the value of working with REALTORS®over nonmembers and listing apps.

“I love how the campaign centers around the block R® to remind con-

sumers how REALTORS® are more than just agents—that we follow the Code of Ethics. The R® will then stand out to consumers as something to look for in the agent who represents them,” explains Mai-Ganske.

The campaign is driven by three primary goals: •D emonstrate the value of a REALTOR®to consumers •D istinguish REALTORS®from other real estate agents •D eliver a sense of pride to REALTORS®in their work and their industry

HITTING THE TARGET With an integrated strategy aimed at both consumers and NAR’s 1.3 million members, we’re delivering “That’s Who We R®” via the myriad ways people consume media today.

With Havas Media in Boston serving as our media-buying agency, we’ve developed a comprehensive, multi-channel strategy to reach consumers and REALTORS® wherever they are—including online platforms such as YouTube, Facebook and Instagram; digital channels like Hulu, Amazon and Roku; and traditional channels like television, radio and print.

According to Mai-Ganske, “The media strategy is rooted in finding

the intersection of our target consumers and our members.” To find that sweet spot, we are tapping into NAR’s extensive market research and delivering a highly targeted online presence and customized content.

To benefit REALTORS® and amplify the campaign, members and associations will have access to campaign videos, social posts, printed pieces, and more for use in their own promotions.

“I love how the campaign centers around the block R® to remind consumers how REALTORS® are more than just agents—that we follow the Code of Ethics.”

– TIFFANIE MAI-GANSKE NAR’s Consumer Communications Committee Chair

TELLING OUR STORIES A key premise of the campaign is authenticity. The Committee wanted to ensure the campaign portrayed realistic scenarios—so that REALTORS® of all backgrounds could see them-

selves in the ads. “We took part in script development—and, through photos and mood boards, offered input on wardrobe and casting—to ensure the campaign feels authentic and is representative of our diverse membership,” Mai-Ganske explains.

The result is a cinematic style for sharing stories that exemplify the REALTOR® experience.

With ads rooted in REALTOR® stories, NAR is extending the campaign with stories from members featured at ThatsWhoWeR.realtor. Each month there will be different prompts to solicit members’ stories, some of which NAR will feature on the site.

This campaign shines a light on the incredible value and service REALTORS® provide to their clients, while adhering to the REALTOR® Code. It also shows that REALTORS® are a powerful, positive force in the communities where they live and work as volunteers and advocates for property ownership.

While spreading the message of who we “R®”, NAR’s new consumer ad campaign will elevate REALTORS® and the REALTOR® brand, while educating and engaging the public. RE

Victoria Gillespie is the chief marketing and communications officer for the National Association of REALTORS®.

open to another agent’s direct solicitation of their business.

BPP With Homesnap Has a ‘Secret Sauce’ for Earning Customers for Life Commentary by Jon Coile

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he Broker Public Portal has a “secret sauce” that helps agents earn customers for life. The feature is built into Homesnap Pro, a powerful mobile app for agents, and it can help agents stay connected to their customers continuously and effortlessly until they’re ready to transact again.

Why is staying top-of-mind with clients so important?

The most recent research from the National Association of REALTORS® (NAR) reveals that 90 percent of buyers would use their agent again or recommend their agent to others.

NAR research also finds that 85 percent of sellers say they would definitely (69 percent) or probably (17 percent) recommend their agent.

However, past NAR research has shown that only about one in five (22 percent) homebuyers and one in three sellers (33 percent) actually used the same agent again. Why is this the case? NAR argues that this statistic, while shocking, is misleading, because when people move, they move out of an area, and thus use a different agent.

But Pew Research found that most Americans (57 percent) have never lived outside their home state, and more than one in three (37 percent) have never lived outside their home64 March 2019 RISMedia’s REAL ESTATE

town. The fact is that when most people move, they don’t move very far. So why aren’t they using their original agent? And why aren’t those who move to another market or state contacting their original agent for a referral?

We’re creating orphan homebuyers and sellers Agents not staying in touch with past clients is the most likely cause of lost repeat business. I get it. When you’re working a pipeline of active buyers and sellers and closing transactions that put income in your pocket, you’re busy. It’s tough to find the time and make the effort that’s required to connect meaningfully with past clients. You need a better way.

Those buyers and sellers become orphans. Over time, they often no longer feel connected to their original agent who helped them buy or sell a home. Sometimes they can’t even remember your name. They’re

Building a customer-for-life process, automatically Homesnap Pro, the mobile app that powers BPP, is packed with a lot of great features, but one that’s not touted enough, I believe, is a feature that fosters connections long after a transaction closes.

Agents who try to stay in touch with clients often rely on newsletters with cleaning tips and recipes, or birthday emails. But is that information valued? Homesnap’s built-in Market Report gives customers something they’re deeply interested in: what’s happening in their local real estate market.

When an agent invites a client to connect on Homesnap, that client automatically begins receiving a localized email each week with the latest listings in their market. These emails feature the agent’s branding and complete contact information.

There’s nothing for the agent to set up. It’s all done for them, automatically. And once a client accepts an agent’s invitation to connect on Homesnap, the client will then always see that agent next to listings on Homesnap unless they choose to disconnect from that agent. Most importantly, clients receive relevant information continuously, and the agent stays top-of-mind effortlessly.

That makes BPP with Homesnap a powerful addition to every agent’s toolkit. If you’re a brokerage and you don’t have Homesnap in your market, contact your MLS and tell them you want Broker Public Portal with Homesnap for your agents. More information about BPP is available at https://www.homesnap.com/bpp and Homesnap Pro at https://www. homesnap.com/pro. RE Jon Coile is CEO of Champion Realty, the hometown real estate agency in the Chesapeake Bay region for over 30 years.

April 8-10, 2019 M AY F LO W E R H OT E L WA S H I N G TO N , D C

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The No. 1 Skill to Surviving a Shifting Market Commentary by Darryl Davis, CSP

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here is one skillset that is critical to surviving and thriving in any market: communication. As professional salespeople, we’re paid in direct correlation to our ability to communicate.

Whether we’re having a listing conversation, negotiating an offer, handling an objection, prospecting leads or answering real estate questions, our skill in effectively communicating our ability to help our clients and customers get to their Next Level® will determine our level of success.

I believe one of the best possible ways to connect with people is to use stories, metaphors and analogies to communicate. Why? Because they help you speak from your heart rather than your head and be more present when you’re face-to-face, belly-to-belly or even voice-to-voice with the people you’re looking to serve. Anyone who’s been through a new agent training and had to learn (and deliver) a memorized script knows how incredibly uncomfortable that can be, and how inauthentic it can feel. It sure doesn’t make us eager to pick up the phone, or even sit across a kitchen table from someone.

I’ll give you an example of what I

mean. On one of our recent weekly coaching calls, I got a question from an agent who has had several FSBOs tout a flat-rate MLS service as a reason to not list. I shared with the group the following hammer analogy to help handle the objection. It goes something like this: “Mr. Hunna Hunna, let’s just say you’re not going to sell your house and you’re going to stay here and build an extension onto your home. You go to Home Depot and buy a bunch of supplies, including a very expensive hammer.

Then you come home and put the hammer on the kitchen table. But is that hammer going to jump off the table and build you an extension? Of course not! You’ve got to pick it up

and use it, because the hammer is merely a tool, and the tool itself does not produce the results. Like the hammer, the MLS is just a tool, and if you don’t use it a particular way, it’s not going to give you the results you want. Simply paying a flat fee to get on the MLS doesn’t get your home sold because there’s no one representing you using that tool effectively to get your home sold quickly and for the most money. Does that make sense?”

I teach students and coaching members how to connect a story, metaphor or analogy to just about anything they want to communicate.

They help paint a picture that connects with people on an emotional level, which helps them better connect not just as a salesperson, but as a person they can trust to help them get the results they want and need. I invite you to do the same. RE Darryl Davis has spoken to, trained and coached more than 100,000 real estate professionals around the globe. He is a best-selling author for McGraw-Hill Publishing, and his book, “How to Become a Power Agent in Real Estate” tops Amazon’s charts for most sold book to real estate agents. He is the founder of the Next Level™ real estate training system The Power Program®, which has proven to help agents double their production over their previous year. Davis earned the Certified Speaking Professional (CSP) designation, held by less than 2 percent of all speakers worldwide. To learn more, visit www.ThePowerProgram.com.

RISMedia’s REAL ESTATE March 2019 67

Your Brand,Our Content MORE LEADS In today’s real estate market, success depends on being closely engaged with your prospects and clients whenever and wherever they prefer.

Our Content Solutions makes it easy for you to stay top-of-mind and highly relevant by providing world-class editorial news, home-buying tips and compelling lifestyle information automatically delivered through your marketing and communication channels.

Whether you’re driving interest via your website, blogs, social media, email or newsletters, we provide the content you need to build trust, develop relationships and grow your business.

1-800-724-6000 rismediacontentsolutions.com

Transform Agents Into Powerful Brand Ambassadors Commentary by Bill Yaman

E

very broker and marketer knows that agents can be powerful allies in building your brokerage’s brand. But how many of you have a strategic, cohesive way to nurture that brand channel to its full potential?

It’s not as overwhelming as it sounds, I promise. By investing in two areas—brand love and technology—you can optimize your partnership with agents and transform them into vibrant brand ambassadors.

BUILD BRAND LOVE Answer the four questions below to begin building that elusive brand love: 1. Have you clearly defined your brand story for agents? Your brand is so much more than a logo and catchy slogan; it’s the gut reaction a person has about the possibility of a transaction.

Do agents know your unique value proposition and target audience, or are they trying to be everything to everyone?

2. Once you’ve created a powerful brand story, how clear and documented are your brand standards? Standards don’t make the brand, but they’re vital to communicating it in a consistent way. It can be as simple as choosing specific colors and fonts, or as comprehensive as identifying photography style, icons and other imagery.

3. Do you respect your own brand standards in everything? Consistent branding on your website, at

company events and in internal documents shows your agents how much you value the brand’s power. In turn, they’ll respect your brand more and more.

4. Are you constantly promoting the benefits of your brand to agents?

Never assume that everyone remembers just because you’ve said it out loud once. Just like building a habit takes time and repetition, getting agents to buy into your brand’s story takes consistent communication on your end.

LEVERAGE TECHNOLOGY TO INITIATE ACTION Once you’ve built strong brand love within your agent community, technology opens a world of possibilities to turn those positive feelings into action. Here are three things to consider when evaluating the role of technology: 1. Are you able to guide agents from start to finish when asking them to promote your brand? Technology can help create a consistent, repeatable marketing process for agents of all experience levels.

For example, too many agents jump into the next deal after a listing closes and forget to leverage an effective lead-generation and brand-building opportunity: the Just Sold announcement.

Use technology to help your agents generate future business by triggering a reminder to share the news on social media or automatically sending them a multi-channel Just Sold marketing package.

2. How absurdly simple can you make it for agents to market your brand? Technology can automatically translate your brand standards into professional marketing materials optimized for every distribution channel. By giving your agents marketing content for the full marketing funnel, you’ll make it easy for agents to build your brand story and fulfill your marketing promise.

3. What repetitive tasks can you automatically accomplish for agents? Agents are your builders, crafting your brand story. When carefully chosen, technology can remove their distractions and give them more time to focus on money-making activities.

To close, the status quo won’t cut it with today’s market volatility and increasing competition. It’s time to start optimizing your agent channel.

RE

Bill Yaman is president and chief operating officer at Imprev, a marketing automation provider for real estate. He is an empowering leader with deep experience in general management, sales and marketing, product management and business development. Learn more at www.imprev.com.

RISMedia’s REAL ESTATE March 2019 69

{Meet the Newsmakers} 2019

CRUSADERS: KASSIE ERB

Kassie Erb President Berkshire Hathaway HomeServices Fox & Roach Charities

K

assie Erb is the president of Philadelphia-based

Berkshire

Hathaway

HomeServices Fox & Roach Charities, the charitable arm of Berkshire Ha-

thaway HomeServices Fox & Roach, REALTORS® and The Trident Group. Erb first entered into a leadership role with the firm in 2008, and then became president in 2011.

Of her position, Erb says: “The company trusted me to lead and grow their legacy of giving. 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.”

Within her role, Erb focuses on giving back to the community; since its inception, Fox & Roach Charities has contributed over $5.2 million and well over 200,000 volunteer hours to more than 250 local community organizations in the greater Philadelphia and Tri-State areas.

“Stay focused, determined and do your job to the best of your ability. It will not go unnoticed or under-appreciated.”

The annual backpack drive that Erb heads up has enjoyed record-breaking success, providing school supplies to students in need. In 2017, the Fox & Roach team helped gather 5,345 backpacks and raise $79,187 for Cradles to Crayons, an organization that provides low-income and homeless children around Greater Philadelphia with everyday essentials.

When it comes to career growth, Erb’s advice is to “Stay focused, determined and do your job to the best of your ability. It will not go unnoticed or underappreciated.” RE For more information, please visit foxandroachcharities.com.

To see all of RISMedia’s 2019 Real Estate Newsmakers, visit rismedia.com/2019-newsmakers.

To nominate a 2020 Real Estate Newsmaker, visit rismedia.com/newsmaker-nomination.

RISMedia’s REAL ESTATE March 2019 71

{Power Teams}

6 Critical Steps to Improve Retention in Brokerages and Teams

by Verl Workman

R

eal estate teams and brokerages alike have similar challenges when it comes to retaining talented agents and staff. We learned a long time ago that people don’t quit brands or companies, but rather, they quit leaders. Therefore, it’s the role of the leader—either team leader or broker/ owner—to create an environment that encourages growth, and allows people to choose to stay.

The following steps will put you on the path toward improving your retention rates:

1. Create a culture of productivity. Recruiting agents is easy, but in order to keep them, you must help them be productive. You can have the best office in the world, but if your agents aren’t making any money, they’re eventually going to leave for a better promise and opportunity.

Each day, we encourage our teams to hold a 15-minute huddle, go over their Daily Success Habits Tracker (DSH), review leads and prospecting activities and spend a minimum of 30 minutes role-playing specific scripts before finally prospecting for an hour. When you do this as a team, it sets the standard for productivity and creates a fun culture that’s difficult to leave.

2. Hire with clear expectations.

When hiring, you must do a good job of selling what you offer and what

you’re going to do for your agents, as well as what’s expected of them.

If you don’t set clear expectations from the beginning, you’ll most likely be met with resistance and dismissal when it comes time to incorporate accountability. Setting the stage during the interview process changes expectations, and sets the right tone.

3. Hire to your core values, and live them. Core values are often talked about, and sometimes even put on a plaque. As the soul of your business, they should be recited often. Many of our teams take one core value and recite it as a team monthly, and then go out of their way to catch one another living that value. Prizes are awarded and team members are recognized for living these core values.

This integration of values into the culture builds loyalty and creates a bond beyond the brand and its tools, bringing like-minded people together to make a difference.

4. Lead by example. The best leaders serve rather than dictate. If we tell people what to do, but live our own lives differently, a culture of mistrust is cultivated—and high turnover is expected. For example, if you’re asking your agents to prospect one hour a day and track the dials, contacts and appointments, then you should be doing the same thing. Track what you do and show your agents that you’re willing to do the same things you’re asking them to do.

5. Allow them to grow. We often hold people back by telling them they’re not ready to build a team or work with sellers or take on more responsibilities, but it’s our job as leaders to develop our people to grow, and create an environment where they can push their potential and earn more. Sometimes the right thing to do is allow a top performer to build a team within your team, or within the brokerage itself. By stifling their growth, or telling them they’re not ready, you’re opening the door to confusion and movement. Oftentimes, that movement is to another brokerage or team.

6. Encourage them to recruit like-minded people. When you find agents to engage, participate and grow, teach them to find other likeminded agents to grow your brokerage and team. They’ll eliminate the bad apples and strive to find people who engage in your culture of productivity.

For a free copy of my daily huddle agenda, and the DSH tracker, email me at Verl@WorkmanSuccess.com.

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 March 2019 73

{Power Teams}

Grow Up, Baby, Grow Up

by Cleve Gaddis

I

talk frequently with team leaders who are at the end of their rope with team members. The consistent complaint is that team members don’t seem motivated and aren’t doing what’s necessary to be successful.

The word “lazy” is used often, and the frustration in the team leader’s voice is obvious. I’m always inclined to think that the problem could be the team’s culture, or lack thereof.

When investigating further, I start with these questions: -- Can you give me the specific definition of success, on a weekly basis, for each of your team members?

-- What are your team’s core values?

I typically don’t get answers to either question.

Those of us who have raised babies into adults have had to help them understand the attitudes and behaviors that will make them successful in life, and then constantly monitor their actions compared to our expectations. We frequently have to step in and correct things when they fall short. This process doesn’t always result in perfect adults, but it most certainly creates adults who are far better off than they would have been otherwise.

So why don’t we raise our team members the same way we raise our babies? I think it’s because our team members are adults, and we expect them to figure out how

74 March 2019 RISMedia’s REAL ESTATE

to be successful on their own. After all, that’s what we did, isn’t it?

Unfortunately, this attitude won’t help us raise great team members. In order to get the best performance, we sometimes have to treat team members like our babies and help them understand their weekly definition of success and the values we expect them to live up to. My team uses a couple of very important tools to help accomplish these two things—and to create a culture of productivity and positivity: 1. Income Goal Sheet.

This worksheet breaks down the activities required to achieve a desired number of closings and commission income each year. If an agent wants to earn $100,000, they can enter all their specific variables— commission rate, average sales price, commission split, etc.—as well as their conversion rates, and the sheet will spell out the activities required weekly to reach their goals.

2. Team Core Values. These written values are what we expect everyone to strive for every day.

It’s very beneficial for everyone to know exactly what’s expected. Our team’s core values are: Respect, Wisdom, Partnership, Perspective, Courage and Performance. What are yours?

If you’d like to see the specific systems we use in order to create a weekly definition of success for everyone on your team and define some great core values, email me at Cleve@GoGaddis.com.

When team members clearly understand their weekly definition of success and the values they’re expected to strive for, they might just “grow up” and start holding themselves accountable for their own success. Just imagine how proud you’ll be of the team members who start motivating themselves and holding themselves accountable.

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

{Power Teams}

This Article on Culture Is Actually Written for You. Yes, You!

by Rick Geha

A

s I approach my 39th year selling homes, and my 26th year coaching in the industry, it struck me how much I love our theme for this year— using the word “elevate”—at Workman Success Systems, where I coach. It’s a daily reminder in everything I’m doing, as well as with the people I come in contact with.

For today, though, I want to discuss the word “elevate” as it relates to culture. And if you’re wondering about the title of this article, I chose it because some agents actually think this only applies to offices or large teams. In reality, culture is much more than the word may seem to imply. Culture is needed, wanted and yearned for in all areas of life and business. When companies in the past focused a lot on culture, we were reminded that the first four letters form the word “cult,” which I urge you to consider as you begin—or continue—on your path to incorporate an incredible culture into your life and business. While culture is about the environment and the difference you make, the word “cult” has an entirely different meaning.

Whether you’re a real estate agent or you’re in an ancillary service, I want you to consider how you would most like your business to be—and how you would most like your clients to be. Who do you want to seek you out? What is the

example you want the world to see when they witness you being you?

Are your loud words aligned with loud actions? Do you say something to make things seem “all good” and later ignore the commitments you made in the moment?

Is your word your bond? Are your demons in check?

Since culture starts with your core values, I insist that my coaching clients have their list of core values established from the get-go. This includes every salesperson, every individual, every couple, every household, every business and every brokerage.

It’s easy to figure out what your main core values are by taking the time to determine which words resonate the most with you when you think about how you want to be known and seen. Some examples are: Integrity, Honesty, Communication, Collaboration, Reputation, Community. If you haven’t come up with your core values yet, get creative and think of what really speaks to who you are and what

you stand for.

Establishing your core values allows you to begin to see how you’d like your culture to feel. Elevating your culture starts with making it a priority by understanding, once and for all, that this is where your life and business begin to look and feel like you’ve always imagined.

Remember the law of reflection, too. When you establish your core values, your mission and vision statements, and start aligning all of your behaviors and actions with those, the customers, friends and family you attract will be a clear reflection of all of that—and that, in turn, creates the culture you’re looking for.

Now go do it.

Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada and has presented keynote addresses to thousands of professionals from all industries and walks of life. He is currently a coach with Workman Success Systems.

Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE March 2019 75

{Power Teams}

Build Your Team Culture

by Jim Knowlton

R

eal estate teams are normally formed for one of two reasons: as a way to reduce pain, or as part of a well thought-out strategic plan. Both have the cultural challenge of finding a common goal and moving forward as a group—but the pain-formed team is at a huge disadvantage from the beginning. Let’s define both:

A Pain-Formed Team This type of team comes about when an agent has built up their business and finds buyers to be a drain on their time.

Because the lead agent doesn’t want to work with buyers, they see an easy out by forming a team.

They hire the first person they can find (who is often a failing agent in their office) and sends them off with a pile of leads, little training and limited support.

Shortly after, problems begin to multiply as the buyer’s agent does not succeed (not qualifying leads, limited or no follow-up plans) and 76 March 2019 RISMedia’s REAL ESTATE

the attitude of the agent(s) and the team begin to go south.

Here are some simple steps to improve a team’s culture:

A Strategic Team A strategic team is one that’s born out of a business focused on specialization. A buyer’s agent business plan is developed, and the training plan is clearly defined.

A great deal of time is spent on recruiting, evaluating and training the new team member, and a win-win compensation plan and support program is outlined. Daily huddles are held where the team leader removes obstacles to success and supports the growth of the agent. Team-building events like call, script and role-play nights are held. Sales “spiffs” or competitions are designed and implemented as a fun way to build team energy and engage in healthy competition. Weekly sales meetings celebrate success and are used to solve common challenges with the wisdom of the group.

In either team format, the struggle will be how to form and build a culture and support it with daily focus. The focus on growth, development and support for the agent/ team from the team leader and support staff will be key. However, the culture battle is often won before the first hire. The level of business planning and the focus on finding hungry, smart and value/behavior fits make the process of success so much easier.

In most teams, a great deal of time is spent working with cultural issues, and the key problem or issue is typically value alignment. If the buyer agent’s goal is to make money at any cost, and the team’s goal is to meet the consumer needs above money, we have a value mismatch that’s going to be difficult to align.

-- Start with a team business plan and work expectations, and take the time to review all criteria prior to hiring.

-- Develop the buyer agent’s cashflow budget, which should include returns on closing and sales goals.

-- Inspect what you expect. Hold daily huddles to review daily activities and remove obstacles to success.

-- Hold weekly call, script and roleplay meetings to focus on skill growth.

-- Celebrate all the wins. Team members need to win, too.

-- Focus on the numbers. Activities equal results, so track moneymaking activities ruthlessly.

-- Be a team. Hold off-site events and build common goals.

-- Allow team members to grow.

Remember that with growth often comes new needs. Successful buyer’s agents can reach levels where they need support to help keep them focused on money-making activities.

No matter the reason for the formation of the team, team culture can always grow and continually improve. RE Nearly three decades of real estate experience—including 15 years of coaching with Verl Workman— have made Jim Knowlton one of the top agents in the country and one of the most popular coaches on the Workman Success Systems team. In addition to serving as director of Coaching for Workman Success Systems, Knowlton also owned and managed several real estate franchises, earned numerous awards for his performance, and continues to lead a mega-agent team in New Hampshire today. Contact him at jim@workmansuccesssystems.com.

WWW.WORKMANSUCCESS.COM/ROADMAP Call Now For a Free Coaching Consult 1-385-282-7112

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Real Estate Professional Smith Associates 69 East Avenue 2nd Floor Norwalk, CT 06850 Office Phone: (203) 855-1234 Mobile Phone: (203) 855-1234

Compared to those older and wiser baby boomers, millennials are more likely to land in the ER due to a DIY home improvement project gone wrong, says a survey from SoFi. Despite that, they are also way more eager to show off their project on social media.

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Brand consistently. With ACESocial, your agents will have different posts, but your branding and message will be unified.

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{Power Teams}

Finishing First: HighRanking Teams Unite in Vermont

by Suzanne De Vita

W

hen Carol Audette and Steve Lipkin decided to team up, each had established, individually successful teams, with impressive marketshare to match. Audette’s career in real estate spanned 30-plus years; Lipkin’s, 20, specializing in the multifamily sector.

SD: You’ve been affiliated with Coldwell Banker Hickok & Boardman Realty since 1998, and Carol affiliated with the brokerage in 2010.

How did the firm support your teaming up?

SL: They were absolutely fantastic.

You can’t even imagine all the nittygritty details that are involved in rebranding and getting all of our different systems integrated together.

It’s a ton of work upfront, and it’s been over a year in the works.

There’s been so much hands-on work from both Coldwell Banker Hickok & Boardman and our agents and staff, especially our key administrative team, Sue Mathieu, Keeley Painter and Dawn Harvey.

SD: Now that you’re combined, how will you determine who fits with the new team?

SL: First and foremost, it’s got to be the right personality, the right values and the right cultural fit. In terms of skills, we want to have the best educated and the best salespeople out there in the industry. Some of those will be veterans who have the experience to do it; the others are new agents who will embrace the systems we have.

At the beginning of 2019, the two united, forming the highest-producing team in Vermont, combined garnering more than $119 million in sales volume, according to data from their MLS from the past year.

Now, with energy and focus, The Lipkin Audette Team—16 members strong—is charting a course for long-term success. Audette and Lipkin, along with Luke Clavelle, Lipkin’s business partner, and nine other REALTORS®— plus administrative staff, including a closing coordinator— cover the residential side, as well as investment and land sales.

80 March 2019 RISMedia’s REAL ESTATE

Suzanne De Vita: Steve, what was behind the decision to join your two teams?

Steve Lipkin: I’ve been at it for 20 years, with a laser focus on Burlington, the largest city in Vermont, but also on multifamily apartment buildings—Burlington is a big college town, so there’s a strong market for those. We have nearly 50 percent marketshare in that class, and we were maxed out.

Carol is a 34-year veteran, and had grown a team, as well. She was looking to partner up with a team that would continue on the tradition she’s had of excellence.

SD: What about integrating new technology/tools? Who’s the decision-maker on the team?

SL: Our sales manager, Brian Racine, takes the lead on that and then, if it looks worthy, we huddle up and meet. We run everything by the team to make sure it’s the right fit.

SD: What’s next for the team?

SL: Ultimately, we’d like to grow—but for now, we’re going to hunker down and get our systems down pat and the merge underway. RE

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

Eliminate fake work.

Transform your business with real moneymaking activities.

Download the free Daily Success Habits Tracker...

workmansuccess.com/RISHabits 385.282.7112

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{Blog Spot} 9. South Dakota (57 percent) 10. Washington D.C. (56.7 percent)

Study:

Northeast and Midwest Lead Nation in Residents Moving Out

by Jameson Doris

As mentioned, New Jersey and Illinois lead the nation in residents moving out-of-state at 66.8 and 65.9 percent, respectively. And Connecticut comes in a close third with 62 percent. Here are the states with the most outbound moves: 1. New Jersey (66.8 percent) 2. Illinois (65.9 percent) 3. Connecticut (62 percent) 4. New York (61.5 percent) 5. Kansas (58.7 percent) 6. Ohio (56.5 percent) 7. Massachusetts (55.7 percent) 8. Iowa (55.5 percent) 9. Montana (55 percent) 10. Michigan (55 percent)

A

re you thinking of moving out-of-state? If you answered “yes,” there’s a good chance you live in the Northeast or Midwest.

According to a national study conducted by United Van Lines, nine of the top 10 states with residents moving to other states are located in those regions, with New Jersey and Illinois taking the top two spots.

The annual study—now in its 42nd iteration—tracks the state-to-state migration patterns of United Van Lines customers. The company found that, over the course of 2018, nearly 70 percent of moves in New Jersey were to other states.

On the other end of the spectrum, Vermont had the most inbound moves out of all 50 states. Some 72.6 percent of moves in Vermont were to other locations within the state. The state is also a clear out82 March 2019 RISMedia’s REAL ESTATE

lier, as seven of the top 10 states with residents moving inbound are located in the West or the South.

Here are those 10 states: 1.

2.

3.

4.

5.

6.

7.

8.

Vermont (72.6 percent) Oregon (62.4 percent) Idaho (62.4 percent) Nevada (61.8 percent) Arizona (60.2 percent) South Carolina (59.9 percent) Washington (58.8 percent) North Carolina (57 percent)

“The data collected by United Van Lines aligns with longer-term migration patterns to Southern and Western states, trends driven by factors like job growth, lower costs of living, state budgetary challenges and more temperate climates,” says Michael Stoll, economist and professor in the Department of Public Policy at the University of California, Los Angeles.

Also, the study revealed that people are most often moving because of a new job opportunity or due to retirement, which may be a key indicator as to why so many folks are relocating to warmer states in the West and South. RE

To view United Van Lines’ entire study, as well as an interactive map, visit https://www.unitedvanlines. com/contact-united/news/movers-study-2018.

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

Visit us at blog.rismedia.com.

Jameson Doris is RISMedia’s blog/social media editor.

marketing plan and all marketing— print and digital—is consistent and branded for all team members.

6. Competitive Compensation.

Teams need to offer an attractive, competitive compensation package. Providing leads to agents is one benefit offered by teams to buyer’s agents and listing specialists.

7 Essential Behaviors of HighPerforming Mega Teams

by Sherri Johnson

I

f you’re growing your team at a nice, steady pace, or are experiencing the struggles and setbacks that most teams have, and it feels like you take 10 steps forward and 20 steps back, you’ll want to adopt these seven essential traits.

1. Operate Like a Company. The team leader is the CEO of their team and is directly responsible for running the team like a company, with a P&L statement, a business plan, and goals and objectives to meet in order to grow and develop your team into a well-oiled machine. ROI, lead generation and systems drive the team, as well as a leader that is innovative, charismatic, driven and results-oriented.

2. Culture Is King. High-performing mega teams are successful because they have a culture, starting with the team leader, where each member of the team has 100-percent bought into working together for mutual success. Good culture breeds a sense of teamwork, dedication, commitment and forward-thinking vision for all to achieve their goals.

3. Clearly Communicated Goals and Direction. Everyone on the team knows their individual numbers

and goals each week, as well as the overall team’s goals. The team leader is directly responsible for leading and directing efforts of the team.

Weekly meetings help create the “flywheel” of activities that lead to high performance every week.

4. Outstanding Support Staff. The success of a mega team is determined by the back-of-the-house support staff who handle all the daily tasks and details that help leverage the sales team’s time, resources and effectiveness. Hiring the right staff allows the team leader to lead and the staff to support everyone’s functions at high levels.

5. Consistent Team Branding. All team members should use the same team email address, team logo, team tools and marketing. When done correctly, this creates co-branding with your brokerage that will gain instant recognition by the public. The team has a comprehensive social media

7. True Scalability. When the team leader can reproduce the systems and service offerings with their team members over and over again, they’re able to scale their business. By having systems in place, team members can operate more efficiently and with more time spent with new customers.

Scaling your business means every client is serviced with the same fivestar service commitment. Systems allow team members to focus on sales and customer service.

If you’re struggling with accelerating your team’s effectiveness, look at your systems, your staff and your leadership skills. Do you delegate, communicate and lead your team?

Do you have systems for lead generation and customer follow-up through an effective CRM? Do you conduct a weekly team meeting that brings organization and synergy to your team to create your team’s culture, set goals and drive business? RE For a free copy of my exclusive “Strategy Guide for Growing Your Real Estate Team” and a copy of the webinar “A Strategy to Build a $10 Million Pipeline of Leads,” visit https://pages.services/sherrijohnsoncoaching.com/ rismedia-request/.

Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com/coaching.

RISMedia’s REAL ESTATE March 2019 83

{Broker Spotlight}

Going to Work for Agents Coldwell Banker Advantage/Sea Coast Advantage/ Chicora Advantage Flips the Pyramid and Puts People on Top

by Maria Patterson

O From left to right: Tim Milam, Ralph Huff and Gary Rabon

84 March 2019 RISMedia’s REAL ESTATE

f course, Gary Rabon, Ralph Huff and Tim Milam are proud of the fact that their firm ranks among the Top 3 Coldwell Banker franchises in the country, but what matters even more are the people in each of their 44 offices throughout the Carolinas. “We

Putting agents and consumers on top has fueled Coldwell Banker Advantage/ Sea Coast Advantage/Chicora Advantage’s massive growth.

RH: Agents embrace who we are as a firm. We go to market with people in mind and build around those people.

MP: You are in very competitive markets with a lot of new entrants into the area. What do you do to set yourselves apart?

TM: We put people before profits.

put people before profits,” says Milam. “It’s not so much about the numbers, but about focusing on our agents.” In this exclusive interview, Rabon, president and CEO, Coldwell Banker Advantage – Triangle Region; Huff, president and CEO, Coldwell Banker Advantage – Sandhills Region; Milam, president and CEO, Coldwell Banker Sea Coast Advantage; and Rick Gregory, COO, Coldwell Banker Advantage, explain how inverting the pyramid and putting agents and consumers on top has shaped the firm’s massive growth over the past five years.

Maria Patterson: Please begin by telling us about the current size and scope of the organization.

Tim Milam: Our company has five regions: Raleigh, Fayetteville, Southern Pines and Wilmington, N.C., and Myrtle Beach, S.C. We have about 1,400 agents and 44 offices. At the time of this interview, our projected sales volume for 2018 is around $3.7 billion in volume with a little over 16,000 transactions.

We have three different names we market: Coldwell Banker Advantage; Coldwell Banker Chicora Advantage; and Coldwell Banker Sea Coast Advantage.

MP: Those are impressive numbers.

How does that compare to where the company was five years ago?

TM: Five years ago, we had about 700 agents, and sales were approximately $2.3 billion. Transactions were around 9,000.

It’s not so much about the numbers.

We work for the agents—they don’t work for us. We’re focused on helping agents and their clients succeed.

GR: We have some unwritten rules: Do the right thing; do whatever is best for the client; treat others like you want to be treated. We really push our agents to get involved in the community and help others.

Ralph Huff: We’re among the Top 3 Coldwell Banker franchises in the nation, and we’re No. 1 in North Carolina.

MP: So, what would you most attribute your growth to?

TM: Organic growth has been a big part of it. We’ve made some acquisitions, but I would attribute a lot of our growth to our focus on our agents’ success, which has led to other agents seeking to join our company.

Rick Gregory: The majority of our growth has been done with purpose. All of our acquisitions have involved filling in gaps that are part of a larger strategy. We look to where we believe we can serve agents in a way that helps them serve more clients.

Gary Rabon: In addition to our real estate company growth, all regions are now in the mortgage and title business to offer specific services and products that serve the customers of our agents.

TM: Our culture includes giving back.

We had 34 agents and three employees from the Wilmington office displaced from their homes after Hurricane Florence. All regions came together to send trucks of supplies down and raise cash donations.

This big Advantage family helps out no matter what region is affected.

RG: What we’ve seen is that new entrants in our markets tend to focus on price, but being cheaper is not a compelling differentiator. When you’re focused on service, it causes you to think about all service experiences a customer may have, no matter what they’re shopping for. Tim, Ralph and Gary really focus on the service component and make sure our agents absolutely know they’re behind them.

MP: How do you ensure your level of service stands apart from other real estate firms?

RG: When consumers are buying or selling a home, they’re not comparing that experience against another home they bought or sold; they’re RISMedia’s REAL ESTATE March 2019 85

comparing it to other purchases or sales in their lives. We’re constantly focused not just on residential real estate, but other industries, as well.

Everything we do is centered around making sure agents are positioned to service customers at an extremely high level. We’re ardent in our quest to constantly develop and secure the tools, systems and training to execute on the developing needs of our various markets and consumers.

are about price or speed—not about relationships.

MP: Can you give me an example of that?

GR: Our new voice search skill is

RH: A focus on service also allows

a great example. If you look at the No. 1 product purchased this past holiday season, it was the Amazon Echo. Fifty percent of searches by 2020 will be on voice, and 14 percent of consumers are investigating home value information on voice.

We’re investing in where the consumer is going.

MP: Do you worry about the socalled “disruptors”?

TM: We think that we are a disruptor.

We don’t consider ourselves a traditional real estate company. We’re laser-focused on service to consumers and agents. What’s more, we built a strong culture that enables agents to be very successful.

There’s a lot of value and stability in what we offer.

GR: People want to do business with people. We provide this level of support to agents so they can have interpersonal relationships with consumers. The so-called “disruptors” 86 March 2019 RISMedia’s REAL ESTATE

RG: To Gary’s point about price, a disruptor is somebody who’s identified a gap in a service experience based on consumer sentiment, and goes to exploit that gap with a new service model. In all the qualities that differentiate a company, a focus on price is neither rare nor hard to replicate.

the organization to have the retention necessary to push forward from a growth perspective. Growth is not about sign-on bonuses and discounting.

MP: You really emphasize the fact that you, as the company’s leaders, work for your agents. What does that look like?

TM: Communication is a big part of it. We’re constantly reaching out to agents to find out what’s going on in their lives—we’re very much like a family. We also want to know what they don’t like...what problems they’re having. Agents know they’re fully supported and that we’ve got their backs. If a mistake occurs with a customer, we will make it right.

GR: I pride myself on the fact that we’re out in the offices with agents constantly. I know most agents on a first-name basis, as do Tim and Ralph. We have almost 1,400 agents, but the number is irrelevant. We value the relationship with all of them, and we want them to know that.

At Coldwell Banker Advantage/Sea Coast Advantage/Chicora Advantage, everything revolves around making sure agents are positioned to service customers at an extremely high level.

MP: How does this type of personal connection resonate with the younger generation of agents? Does it matter as much?

GR: Absolutely. We recently had a 23-year-old join the firm and I called him to say, “Welcome,” and gave him my cell number. At a company event, he introduced himself and told me how much he appreciated that phone call.

RH: No matter the generation, everyone craves communication. The way they want to communicate might be slightly different (social and otherwise), but they love engaging with the leadership team.

TM: We basically have an upside down pyramid with the owners at the bottom, and the agents at the top. We’ve been blessed to do some good things for people, and we ask all of our agents to do something nice for someone every week. Having good, quality people is more important than the number of people we have.

MP: How do you ensure your agents are getting everything they need to deliver for consumers?

GR: We listen to what their needs are. We ask, “What can we do better, and how can we help?” Agents know they can give us constructive

GIVING AGENTS THE ADVANTAGE Agents at Coldwell Banker Advantage and Coldwell Banker Sea Coast Advantage share how being “part of the family” has been integral to their success.

TONY DE LA VEGA Coldwell Banker Advantage Celebrating his two-year anniversary with the firm, Tony de la Vega was attracted to Coldwell Banker Advantage after hearing about the volume of business other agents were generating. Now he understands that it’s all about the culture.

“The culture of professionalism and performance are evident and very appealing to me,” he explains. “The leadership is super competent, super experienced and super trustworthy. And the Coldwell Banker brand is well-known and reputable.”

All of this has helped de la Vega’s business take off. “The leadership has given me all the tools I can possibly need to produce a good volume of business, and empowered me with everything I need,” he says.

“The culture and professionalism allowed me to brand myself in a way that complements my style. Coldwell Banker Advantage doesn’t limit you; they empower you.”

SHARON WEBB Webb Realty Group/Coldwell Banker Advantage Sharon Webb has been with Coldwell Banker Advantage for five years and started a team two years ago. Several factors make the firm a great fit for Webb, such as its commitment to ongoing training and education.

“I consider myself an experienced agent, but I like to stay on the cutting edge with the latest tools, and knowing what’s going on in the industry is very important to me, since it’s always changing,” explains Webb.

She also appreciates the firm’s approach to leadership. “My broker in charge is a huge supporter and mentor, yet he gives me freedom so I don’t feel micromanaged. I have the opportunity to grow and expand.

Whatever I need, they listen and provide me with. They fuel my fire.”

SHANE REGISTER Coldwell Banker Sea Coast Advantage Shane Register has been with Coldwell Banker Sea Coast Advantage since May 2007, and in the real estate business since 2005. Among the things he appreciates most about the company, in addition to its prime office locations, are its leadership and winning culture.

“When I was recruited to Coldwell Banker Sea Coast Advantage, President Tim Milam communicated to me that he and his entire staff and managers work for the agents,” recalls Register. “Although this sounded positive, I really didn’t totally ‘get it’ until I was with the company for the first couple of weeks. This caring mindset permeates throughout the entire organization, resulting in a positive work environment and highly successful agents. The unique difference between Coldwell Banker Sea Coast Advantage and other real estate companies is the willingness of the agents to support each other, openly share ideas and understand that everyone wins when their fellow agents thrive.”

criticism. Also, Rick and the management team are involved in a lot of national groups that keep us innovative and current with the times.

RG: There is thought leadership throughout our organization at every level. If we’re listening to people and asking really good questions, it generates insights that help us serve our agents better. It’s our responsibility to help our agents understand where consumers are going, and to give them what they need to set them up for success.

MP: What keeps you up at night regarding your agents or consumers?

TM: I worry about the media portraying REALTORS® as a dying breed.

But a computer can’t talk a homeowner or buyer off the ledge over a home inspection that goes badly.

REALTORS® who provide the best service will always have a place in the real estate market.

GR: I worry about complacency.

When someone asks me, “Should I think about taking this course?” I say, take it. Never stop learning... every day, every week. If you stop growing, you’re shrinking.

MP: Finally, gentlemen, what’s in store for your future?

GR: I’m excited about 2019. A focus on fundamentals is the foundation of the business. Good brokers providing great services to agents and consumers make money in a good and down market.

TM: The real estate industry is changing at a rapid pace, and we have to stay focused on serving our agents and consumers better than everyone else. If you do the basics well, you can adjust to the market.

I’m excited! RE For more information, please visit www.cbadvantage.com, www.seacoastrealty.com, www.chicora.com and www.homescba.com.

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{Spotlight}

A Tech Partner With Staying Power How CINC (Commissions Inc) Takes Real Estate Pros From Lead Gen to Lead Conversion and Beyond

by Maria Patterson

88 March 2019 RISMedia’s REAL ESTATE

David Camp (center), CINC SVP and chief revenue officer—and his entire team— are poised to overcome the challenges associated with extracting revenue from the real estate process by providing practical technology solutions.

I

n a sea of technology providers, CINC rises to the top for many indisputable reasons. The firm’s ability to scale lead generation and conversion, and the resources and connectivity of parent company Fidelity National Financial (FNF), are just two of them.

Formed in 2011 and acquired by FNF in 2016, CINC has evolved from its previous identity as Commissions Inc to part of a “cradleto-grave” tech solution that helps real estate professionals go from lead to client for life. “We don’t make it about technology. We make it about growing your business,” says CINC SVP and Chief Revenue Officer David Camp. Here, Camp details why the company is not just another here-today-gone-tomorrow tech player, but rather, a long-term partner for real estate professionals of the future.

Maria Patterson: David, you’re a tech veteran in real estate. Let’s start by bringing folks up to speed on how you landed at CINC. David Camp: Previously in my career, I was involved with FNF’s tech initiatives and investments. I started with FNIS in 2002 and left in 2007 to start another company, which was sold to Real Estate Digital (RED). In 2016, Fidelity made the decision to purchase what most people knew as Commissions Inc and what would eventually evolve to CINC. With the FNF acquisition of CINC, I came in as SVP and chief revenue officer in 2017.

MP: CINC is part of a larger investment by FNF, correct?

DC: Yes, FNF investments also include RealGeeks (CRM) and Sky-

Slope (transaction management).

The FNF vision and mission, which is to create a system that’s truly end-to-end—from generating a lead to supporting clients at the point of engagement, all the way to closing and beyond—motivated my return to the company. The FNF mission is to provide technology that not only makes the entire process seamless, but allows our customers to monetize more. Today, as commission pressure continues to increase, it’s more difficult for brokers/agents/teams to extract revenue from the real estate process.

CINC is committed to overcoming these challenges by providing practical technology solutions, and supporting our clients by implementing revenue-generating solutions.

FNF as an organization is vested

in the success of the real estate agent and the real estate broker more so than anyone in this space.

We see the changes happening in the industry that threaten the business of the agent and broker. From FNF’s perspective, it’s critical to align in a variety of ways with the agent, broker and teams because we have the resources to help them contend with the stresses that exist in the marketplace.

MP: Tell us about the company name branding as CINC… DC: Our rebrand and subsequent renaming underscore almost a decade of rapid growth and brand evolution within the ever-changing real estate industry. Rebranding as CINC is truly reflective of the ways in which we simplify our clients’ lives, and aligns with our vision to remain a leader in the industry. We previously refreshed our logo and brand identity, and now, we’re making it official with a redesigned website and domain, www.cincpro.com, and a full product suite to include CINC Pro Agent, CINC Pro Broker, CINC Pro Lender, and more.

MP: I know that CINC offers a lot to real estate professionals, but how would you describe your primary service?

DC: The mission for CINC is our ability to generate leads at scale and to provide technology and services that allow those leads to be segmented and converted. Everything we do across all segments is about driving leads and lead conversion, and the ability to do that at scale.

RISMedia’s REAL ESTATE March 2019 89

Everything that’s done at CINC centers on driving leads and lead conversion— and doing it at scale.

MP: Can you quantify your ability to deliver leads?

DC: CINC is a Google Premier Partner, delivering well north of 3 million leads to our clients in 2018, and we’re managing close to 4 million keywords for our clients. On a single client account, we do 40,000 to 50,000 changes per month on keyword modifications. CINC is on a mission to generate exclusive leads at scale and reduce cost-per-lead.

For example, we have decreased cost-per-lead by 24 percent yearover-year, while we increased the number of CINC clients.

MP: So what segments of the real estate industry do you service?

DC: The core group we service is elite real estate teams. We work with over 3,000 top-producing teams comprised of 50,000-plus agents. From a production perspective, we’re working with the elite of the elite, meaning that typically, someone using our software service is doing 30 or more transactions a year. The median number of transactions exceeds 100.

The origin of the business was built around meeting the needs of elite teams and was specifically designed to help teams not just with lead generation, but lead conversion. As a result, we also offer clients our CINC Xchange service, which is a call center managing more than 20,000 leads a month, and that number continues to grow.

MP: So, you built the product with teams in mind. But then you expanded…

DC: Yes, in 2018, we expanded our product offering to top-producing agents by introducing our CINC Pro 90 March 2019 RISMedia’s REAL ESTATE

Agent solution for elite solo agents.

In 2018, we also launched CINC Pro Lender, specifically to help drive new purchase business. More and more consumers are starting the home-buying process by getting pre-approved, and we have the ability to connect our lender partners with top-producing REALTORS® in the marketplace who can ensure that clients are taken care of and not bifurcate the lender from the process.

Finally, this year, we’ve launched an enterprise solution designed to service brokers and franchises: CINC Pro Broker and CINC Enterprise. We now have a family of products to support a franchise, brokers, teams, individual agents and lenders, all within the umbrella of the CINC brand.

MP: That’s a broad and comprehensive value proposition.

How are you helping customers in all segments grow their business...and contend with increasing competition on many fronts?

DC: With the ability to generate exclusive leads from new sources.

There’s concern over competing with a variety of lead sources in the market. Most new clients come to us having made significant investments with large aggregators. CINC is helping our clients drive these exclusive leads from new digital sources.

In addition, CINC is generating leads that are early in the real estate decision-making process. Given the early lead engagement, CINC has developed not only the technology that allows the relationship to be managed, but also provided add-on services, where many of our clients are deficient or can’t scale.

One example is the CINC Xchange call center. Many clients can’t make timely phone calls or properly sizeup the opportunity. There is a struggle to identify a “now” opportunity or a “long-term” opportunity. Our solutions support this segmenting process, and we are making investments to scale this area.

The final component involves helping to move clients into the transactional stage. We’re helping our real estate clients more effectively engage the consumer during the transaction process. As such, we are committed to developing an integrated experience starting with lead engagement, and continuing throughout the life of the client relationship.

MP: Real estate technology is evolving so rapidly, and so many new models are constantly hitting the market. How does CINC handle this ongoing challenge?

DC: We have aligned with the premier real estate practitioners and coaches in the industry. Our community proactively collaborates with specific coaches and thought lead-

tion-only mastermind events where elite real estate practitioners will come together and create solutions for their most significant challenges. Finally, each year, we host our annual CINC client summit, where over 600 CINC clients come together to share best practices.

This year, we expect over 1,000 CINC clients to join us in Orlando. ers to address obstacles that arise in a shifting market, devising strategies and tactics for how our clients can contend with the obstacles they’re facing, whether they’re specific to a market or a global issue.

MP: Can you give us an example?

DC: Sure. Consider the iBuyers movement. There was a fear factor surrounding iBuyers, so we worked with one of our coaching partners, Metrix Consulting, and developed a plan that we shared with all of our clients for how to connect and align with iBuyers. As a result, our clients were able to create new listing opportunities. This type of training and collaboration sets us apart. In this way, CINC goes beyond being a technology provider. CINC is constantly evaluating how we can close the gap and support our clients’ need for education and coaching so that they can contend with a rapidly changing landscape.

MP: How do you structure education and coaching for clients?

DC: We have a training program called CINC University with locations in Atlanta and Phoenix. Training and events take place monthly. In 2019, CINC University also launched regional events called CINC 2U. Our training experts and coaching partners will be teaching practical application of the software, and then also hosting invita-

MP: That’s a big commitment to education...

DC: That’s because we believe the problem isn’t the availability of technology; it’s the application of technology. Beyond providing the technology tools, the CINC community is committed to training and coaching our clients on the proven application that drives results.

MP: There are a lot of tech companies who have entered the lead generation and conversion space within real estate. What ultimately makes CINC different?

DC: CINC provides best-in-class technology to elite agents and teams with a proven unique ability to generate leads on scale. We also stand out because of the training we provide on the application of our software, and our ability to close the gap where real estate professionals have deficiencies. When our team engages with clients, we’re looking for ways to help them succeed. Beyond technology, CINC aligns clients with a variety of opportunities, such as referral networks and investor resources...we help them connect the dots and create new sources of revenue. That’s the advantage of being part of FNF. FNF has reach and access that most of the competition doesn’t possess. Others may be able to provide technology, but our network is unmatched.

MP: What would your advice be to brokers and agents trying to make decisions about technology in an increasingly crowded tech space?

DC: The real distinction is that when you align with CINC, you’re aligning with a partner that has sustainability and staying power through all the real estate cycles. Too often, franchises, brokers or agents make technology investments, and two years later, their tech partner has lost funding, or profit margins aren’t what they think they should be, and the solutions become obsolete. What we bring to bear, and why CINC chose to align with FNF, is sustainability in the marketplace. Our ability to help any one of the market segments to grow their business is far superior to the competition. As a partner, CINC is focused on helping clients grow their business and navigate a shifting market. CINC provides staying power, capital and resources to help clients grow their business in a variety of ways and to stay ahead of the curve technologically.

MP: Finally, David, what’s up next for CINC? DC: This year, CINC will continue to focus on improving our clients’ experience by continuing to invest in our clients’ training and our technology. In addition, we’re going to continue our expansion into the lender segment and real estate enterprise market. Both are real growth areas for us. We’re going to continue to invest in new lead and referral sources and potentially acquire to fill gaps and expand our efforts to help create marketplace revenue for our clients beyond the transaction. RE For more information, please visit www.cincpro.com.

RISMedia’s REAL ESTATE March 2019 91

{Broker Best Practices} Retaining Agents and Growing in a Highly Competitive Market

by Jameson Doris

resort market, in the past five years, we’ve seen a major push of people moving here full-time. From a real estate standpoint, we’re a very healthy market that’s seeing some transition from a strong seller’s market to more equilibrium between supply and demand. In other words, we’re seeing a good, healthy and well-balanced marketplace for seasonal and full-time residents.

Will Palmer Broker/Owner CENTURY 21 Coast Properties Santa Rosa Beach, Fla. https://will.coastfla.com Region served: The Florida Panhandle, from Pensacola to St. George Island Years in real estate: 15 Number of offices: 2 Number of agents: 19 Top tip for attracting and retaining agents: Offer them a culture of growth, and access to the best tools and resources in the industry.

Please describe some of the trends you’re seeing in your market.

Despite primarily being a seasonal

How are your agents utilizing technology to better serve their clients?

Technology and tools are two of the main reasons we chose to affiliate with the CENTURY 21® brand, and we’re excited about the new offerings on the C21® platform we can now provide both our agents and clients. As our business continues to grow more and more online, it’s key for our brokerage to stay on the cutting edge of new technology.

Being a part of the CENTURY 21 family helps us keep that edge and stay ahead of the competition.

You’ve had great success over the years. What’s another one of your secrets for staying ahead of the competition? Working harder. When the financial crisis hit in 2008,

Arming Agents With the Best Opportunities to Excel

by John Voket

Jack Myers Broker/Owner CENTURY 21 Myers Realty Auburndale, Fla. www.century21myersrealty.com 92 March 2019 RISMedia’s REAL ESTATE

I was a young agent with a new family, a steep mortgage and a lot of confused customers. Instead of burying my head, I rolled up my sleeves and went to work. It was because of my hard work during those difficult times that I was able to rise to the top and be one of the top producers in our area.

What is one of the most significant challenges your market faces, and what are you doing to overcome it? Keeping pricing in check. Since we’re a highly desirable resort market, when the economy is good, new agents flock to our area.

This has both positive and negative effects. As a broker, the most important thing is to make sure my agents are trained in detail on our market and know how to properly price properties. We tend to see a lot of overpricing by new agents who are eager to get listings in this highly competitive market.

Where do you see yourself and your business five years down the road?

I hope to be blessed enough to be doing exactly what I’m doing today.

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

Region served: Central Florida Years in real estate: 23 Number of offices: 3 Number of agents: 63 Most creative promotion you’ve ever run: The giveaway of 121 poinsettias at holiday time, which were used to represent the 121-percent relentless effort given by each one of our agents on a daily basis.

Most effective way to motivate agents: Listen to them and offer

the services and support they need to achieve their goals, while providing a culture that treats them fairly and as the tireless real estate entrepreneurs they are.

Best recruiting technique: Rather than interviewing the agent, ask them to interview you. In order to succeed, both parties need to understand the culture and environment that will provide the best opportunities to excel.

Key to staying profitable: Work “on” the business rather than “in” it.

As a second-generation owner, how has CENTURY 21 Myers Realty grown and changed since you took over the company founded by your mom? By choosing to affiliate with CENTURY 21®, we’ve been able to grow from a boutique office of 12 to where we currently stand, with 63 sales professionals on board.

As a result of doubling the original office’s size and opening two additional offices, our sales volume in both units and transaction sides are up over 200 percent.

Raising the Bar

by Paige Tepping

Elias Trejo Owner/CEO HomeSmart Premier Realty Idaho Falls, Idaho www.homesmart.com/real-estate-agent/idaho/ idahofalls/51364-elias-trejo

What investments have you made to help build your sales team and help them experience powerhouse profitability and sales volume?

In addition to investing in sales leads, training on the CENTURY 21 systems, self-improvement and business-related learning, we’ve also leveraged our innovation and technology to better understand the wants and needs of our clients and customers. Plus, our current agents tell their peers at other companies about all the support we provide, our growth, culture and the family environment of our office here at CENTURY 21 Myers Realty, which serves as a terrific recruiting vehicle.

How has the decline among citrus growers in your region helped expand opportunities for CENTURY 21 Myers Realty? The decline in citrus production due to citrus greening has caused growers to either abandon the industry, sell their land in developable areas to replant in non-developable areas, or farm

Region served: Idaho Years in real estate: 6 Number of offices: 1 Number of agents: 21 Favorite part of your job: Talking to our agents about what got them into real estate, determining whether real estate has delivered the lifestyle they want, and trying to provide solutions for them to fund the life they wanted to live when they got into real estate.

Please describe some of the current trends you’re seeing in your market today. We’re starting to see a shift in our marketplace. As the first and only HomeSmart franchisee in Idaho (our grand opening was Jan. 4), our presence is forcing others on the local level to step up their game and adjust what

other crops. This has created large tracts of land for development.

We’ve benefited on the sales of land for development of residential, commercial and industrial, which has also created sales for new construction and resales.

You utilize Homes & Land as part of an integrated marketing strategy that includes print publications.

How does this benefit you? Marketing within Homes & Land provides brand awareness, as well as recruiting opportunities. In addition, sellers still like to see their house in print advertising. The publication goes to five surrounding counties and is mailed directly to every MLS listing priced at $149,000 and up.

We also benefit through top-tier syndication along with CENTURY 21 syndications of our Fine Homes and Estates to the real estate portals that matter.

For more information, please visit www.homesandland.com/benefits.

they’re doing. The more competition there is, the more the agent wins, so we’re focused on coming in and setting the bar higher. The revenue model we offer is the best in the state because agents get a low-fee structure, our proprietary software, great training and culture, and we’re making the competition nervous.

What sets HomeSmart Premier Realty apart from other brokerages? The youth of our leadership team. We’re younger than most, and while we were born with giving hearts, we’re trying to prove ourselves and prove that millennials can help prospective buyers and sellers navigate the real estate process. It’s exciting for me to see the energy within the office and the

RISMedia’s REAL ESTATE March 2019 93

injection of a younger generation of real estate professionals committed to going above and beyond to support their clients.

How are you preparing your agents for the future of real estate?

Everyone is talking about technology being the future, but we don’t have to worry about it because HomeSmart International has it done and has been a tech company for 19 years. It provides us the ability to focus on developing the person and making sure they understand the current market and current trends when branding themselves. Aside from our revenue-friendly model, we’re also preparing our agents for the future by providing them with the proper training and support to go out and succeed in the market.

An Authentic Approach to Real Estate

by Lesley Grand

Tamara O’Connor Broker/Owner

Amanda Laughlin Managing Broker Premier Living Properties, a member of Leading Real Estate Companies of the World® St. Charles, Ill. www.getoconnor.com 94 March 2019 RISMedia’s REAL ESTATE

What is it about the HomeSmart brand that makes it the best fit for you and your agents? Throughout my time in the industry, I’ve observed a problem that’s taking place nationwide in that we’re underserving the agent and taking too much of their revenue, which is making it hard for them to find true success. As I began to look more closely at the HomeSmart brand and its model, it was clear to me that it made sense.

HomeSmart has been a technology company since the beginning—and they continue to spend a lot of money on technology—so by affiliating with them, we’re able to focus our attention on developing the individual. The technology systems we have access to through HomeSmart are phenomenal. Not only is it all easy to use, but also, it’s all housed in one platform.

How do you stay ahead of the competition? By leveraging local relationships. While it’s easy to get caught up in doing our own thing in our own little world, we’ve made a concerted effort to connect with local experts by bringing them in to teach and train our agents in a variety of areas. We’re facilitating face-to-face conversations through social hours where agents from other offices, lenders, etc., can get together and get to know one another. While top companies are creating their own mortgage companies to compete with our local friends, we want to improve our relationships with our local affiliates because they have so much value and education to offer our agents.

Region served: Northwest suburbs of Chicago Years in real estate: Tamara: 31; Amanda: 15 Number of offices: 2 Number of agents: 19

that we have great systems, we know what we have to do every day, and we do it.

Your boutique brokerage with only 19 agents is outperforming a market that includes brokerages with up to 90 agents. What does it take to find this type of success? Tamara O’Connor: My daughter Amanda and I have what we consider to be the perfect setup as a motherdaughter team. Amanda, with a background in marketing, is in the office from 9 a.m. to 5 p.m. every day and handles everything that comes up for our agents.

I, on the other hand, am up and working at 4:30 in the morning, so everyone knows they can reach me from 4:30 a.m. until 8:00 a.m. with anything. Also, you can’t imagine how much I get done beginning my work day at 4:30 a.m. That being said, it all boils down to the fact

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

What is the most unusual part of your success? TO: Since our entire business is built on referrals, we’ve never had to pay for leads. Additionally, we make sure our clients get excellent service in everything we do. While other brokerages are running around trying one lead generation system or another, we do real estate the old-fashioned way—and love what we’re doing.

In what ways do you go the extra mile for your clients? TO: We have a $1,000 “wow” budget for anyone needing to take things up a notch for a transaction. Clients include our agents, as well as buyers and/ or sellers.

What part of your business plan are you most proud of? TO: Having weathered the downturn in 2006, we learned our lessons the hard

way, which made us reconsider our approach to evaluating and adopting new tools. Everything we do has to be cost-effective, so we’ve gotten lean and mean by measuring all aspects of the business. While our competition was busy trying to change systems that didn’t necessarily need to be changed, we came to realize that, at a certain point, you need to settle in and sell real estate,

rather than continue changing.

Investing in Agents to Stay Ahead of the Technology Curve

their accomplishments, milestones, birthdays, etc. If they’re not on Facebook, put them on a drip campaign that sends them discount codes for services picked just for them.

by Jameson Doris

Please describe the key to your success in real estate.

Amanda Laughlin: Real estate is primarily marketing, and all of our marketing tools are first-rate—starting with beautiful photography.

We communicate and make sure everything is transparent, and we’re always looking ahead to what’s next.

We want our clients informed every

How do you stay flexible and relevant in today’s ever-changing real estate landscape? I try to surround myself with a variety of personalities, ages and interests. This helps me look through the eyes of different generations and keep my finger on the pulse of both “oldschool” and “cutting-edge tech” personalities so that I can customize communication and services to my clients.

Teresa Tedder Broker-in-Charge/Owner Realty ONE Group Results Greensboro, N.C. http://rogresults.com/ Region served: West Jefferson (all of High Country, N.C.), and North Wilkesboro, Winston-Salem and Greensboro (all of Triad, N.C.) Years in real estate: 23 Number of offices: 4 Number of agents: 65 No. 1 tip for staying in touch with clients: Comment on clients’ Facebook posts a couple times per month. Show them that you’re keeping up with their lives and

What are some strategies you use when helping homebuyers who are relocating to your area? Spend time with them and find out what they need to “feel at home” in their new location, then make it happen.

This can be anything from dance lessons and baseball for the kids, to organic food markets and yoga classes for the parents. If that’s what they’re used to and what they need, make it happen.

You’ve had great success over the years. What one thing has kept you ahead of the competition? My Godgiven gift of being able to connect with and read people, in addition to my willingness to listen.

step of the way, and we want to take the stress out of the transaction and put the fun into it. TO: I’m regimented and, while I work hard, I also take care of myself by scheduling family time and setting boundaries. And, most importantly, we’re relationship-focused REALTORS® who are always authentic.

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

What were some obstacles you overcame going from a broker/ REALTOR® to broker-in-charge/ owner of Realty ONE Group Results? Trading my “worker bee hat” in for a “leader bee hat” and figuring out how to become a leader that made all agents feel valued. Also, I had to open my first office in an area where I knew no one, so it was challenging to start over at 50 years old as a “newbie.”

What is the most significant trend positively impacting your business today? Technology that empowers the agent instead of replacing the agent. Many consumers are online today and not only start their search online, but also continue their search online as they go through the process. There’s so much conflicting information on the web, and while consumers love the anonymity of searching and gathering information online, when it comes time to make a decision, they want an expert to make sense of it.

Where do you see yourself and your business five years down the road?

Still learning, still growing and still thriving.

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

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Fueling Growth Through Industry Forums and Seminars

by Zoe Eisenberg

Kevin Markarian Founder/CEO Marker Real Estate San Francisco, Calif. https://markerrealestate.com Region served: San Francisco, Orange County, Los Angeles and Southern California Years in real estate: 17 Number of offices: 4 Number of agents: 60 You’re incredibly busy with your business growth, yet you take time to speak at meetings and on panels. Why? One thing I’ve learned about real estate is that you really never know it all. So, by being around people operating their business at a high level, you realize how much more you could be doing. I went right from high school to being a real estate agent, and I’ve learned so much from masterminding. My business has excelled because of the relationships I’ve built at events.

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Do successful real estate pros focus on continuing education? Absolutely. The most successful people I know are constantly learning. If you’re not learning, you’re not moving forward, and if you’re not moving forward, you’re moving backwards. And, when you reach a high level of success, you can begin to feel alone or even stuck. Going to these events allows you to connect with other people doing things at a high level, in a different area with a different perspective.

What are some of the venues you frequent? I’ve been focusing on private mastermind events, especially one called Deep Dive that myself and a few others help run. Recently, we rented a luxury property, invited 40 real estate professionals and really broke down the specific struggles in their businesses. We also attend Closing Tables, LCA One and LCA Live, in addition to the realtor.com® summit, although we’re focusing on smaller events.

Why the focus on smaller sessions?

The big conferences can feel surface-level and, often, people leave feeling overwhelmed or scattered.

So, I like to focus on the smaller mastermind events that are more intimate and much more valuable.

Also, you don’t necessarily need to go to a physical event to gain access. I’m part of a Facebook group called Real Closers where industry experts share best practices. The industry is moving in the direction of transparency and an abundance mindset, instead of a scarcity mindset like 10 years ago.

Can you give an example of something you learned in an educational session that you used to close more business? We’re always learning about lead conversion, and since

we’re spending money on marketing with realtor.com®, it’s important to understand how to generate leads, but, more importantly, how to close and convert.

What is driving the growth of your teams and brokers? Our growth is being driven by leveraging the tools and technology that allow us to provide value to our agents in the form of lead systems, mentorship support and coaching. I was an individual agent for almost 13 years, so I know what it feels like. I know what the challenges are, so I built our company around those.

Have your top challenges changed since you started in real estate? At any given time, our biggest challenge is determining where the leads are coming from. We’ve been using realtor.com® for many years and have built our business around the platform and a few other sources. We’ve gotten better over the years in regard to conversion and teaching agents how to convert and close more transactions.

There’s always change occurring when it comes to technology, as well as ways to improve, so staying on top of the latest idea and things that are happening is important.

To do this, we host our own events and attend lots of others to stay connected and on the cutting edge.

What can you do now that you couldn’t do five years ago? We’re not confined to local proximity anymore. We can now build teams nationwide by leveraging leads we purchase through realtor.com® to find agents and provide them opportunities to work with clients all over the country.

For more information, please visit hub.realtor.com/team.

Ensuring Success Every Step of the Way

from the process and help our clients work together to achieve their end goal.

by Paige Tepping

What makes Weichert, Realtors® – The Space Place unique? What makes us unique is the fact that we have a comprehensive career development program that’s been years in the making. It’s something that we work on every week to ensure that it’s constantly improved so that we’re giving agents what they need to be successful. If we’re making sure all agents—not just those who are new—have the information they need to continue to improve, to get better and grow in their profession, we’re doing what we need to do.

Brenda Elliott CEO/Owner Weichert, Realtors® - The Space Place Huntsville, Ala. www.weicherthsv.com Region served: North Alabama Years in real estate: Almost 30 Number of offices: 3 Number of agents: 130 No. 1 tip for staying profitable: Control your own business. For me, it’s a two-pronged approach that focuses on recruiting/retention and bringing in company-generated leads so that we can keep the agents busy, and Weichert® provides amazing resources to help with each.

Key to motivating agents: Make sure they have the information necessary to educate the client.

Top tip for getting buyers and sellers to work together: We can either be a very strong conduit and facilitate the transaction between buyers or sellers, or we can be the gasoline on the fire. We need to be able to screen out any emotion

How do you stay flexible and relevant in today’s ever-changing real estate landscape? I think it’s important, in this landscape of instant offers and doing everything online, to be the real estate concierge so that we’re providing clients with what they need to know before they even know they need it. Staying flexible and relevant extends beyond simply being an educator and facilitator.

Today, we must go the extra mile to bring consumers the information they need, and to be the people they need us to be without them knowing what they need.

In what ways are you preparing your agents for the future of real estate?

Again, it all circles back to information, and providing consistent information regarding the market so that agents can build their market knowledge. Preparing our agents for the future is also about being there with information related to new technology, knowing how we can continue to get better at our

“If we’re making sure all agents—not just those who are new— have the information they need to continue to improve, to get better and grow in their profession, we’re doing what we need to do.” profession and not letting technology take over what we do when assisting our customers. Over the past four or five years, we’ve been using technology to help us, but we’ve allowed it to hurt us, as well.

We have to get back to the basics of communication and understand that while there’s a time and place for technology, we can’t let it replace the relationship with the client.

What is the most significant trend positively impacting your business today? While I try not to get caught up in the trends, I do believe it’s important to be aware of what’s going on. One of the biggest things we have to fight today is the misinformation that’s out there. As trends come and go, I’m focused on my agents and our clients and how we can improve. I’m constantly stressing to agents the importance of servicing their clients and to not be afraid of what’s coming down the pike that they think might usurp their role.

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

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{Intel}

4 Ways to Effectively Attract a Diverse Workforce

by Jeremy Eskenazi

I

s your team diverse? Do you invest to ensure your team reflects the needs and attitudes of your customers and clients? They need to reflect

the communities your employees live in, work in and provide services to.

When most of us think about diversity, we focus on gender, ethnicity and age. These are important to keep a focus on, for sure, but there is another kind of diversity that is often overlooked. This is diversity of thoughts, background and experiences. If elements of the latter are missing in your organization, it’s likely that everyone thinks the same way, and new ideas and new ways to problem-solve and innovate may be stunted. When you have employees who only follow the boss, the only ideas you have are from that one boss.

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While there is no one-size-fits-all playbook for attracting diversity, you will want to make your organization attractive for diverse talent. In order to effectively attract diverse candidates, here are four success practices that have proven effective: 1. Referral programs. If you have great talent on your team who are highly engaged and doing a great job, they likely have similar friends.

Consider offering incentives with shorter payout times and getting immediate impact to ensure your team is helping to attract people who are a good fit. You can also have them act as ambassadors in alumni groups, associations or clubs they are a part of.

2. Early careers/university strategy. Attracting talent right out of school is often a strategy for helping shape the career of younger people, but it is also a great place to find diversity. A strong university recruiting strategy is a terrific way to help create a diverse team, because you can more easily target diversity on a university campus through student clubs and organizations. Setting up early career development programs and considering those in majors that are not what you’d traditionally look for are also good for your employer brand, ensuring that your talent can develop with your business.

3. Cultural awareness training for hiring managers. We know that this group often needs help to build relationships. While it’s unwise to force training on managers (as it often backfires), integrating training that helps them identify unconscious bias is an area of learning and development that has taken off in recent years and has been effective in many organizations.

4. Workplace preparedness. It is one thing to say you want diversity, yet another to set up your physical space and your benefits program to accommodate it. Does your office have things like nursing stations?

Do you offer extended maternity/paternity leave and are your Human Resources policies inclusive for LGBTQ individuals? How is your pay equity based on gender? These are things that can help attract top talent and show that you will welcome them as equal employees without singling them out, or making them feel as though they won’t find a sense of belonging at your company.

In addition to finding the right candidates, diversity brings several important things to your organization. Imagine if the people who applied for your job postings came in for an interview and didn’t see anyone who looked like them, or if all the people who interviewed them asked the same questions in the same way. They would likely not be very interested in continuing the discussion. Your employer brand is only as good as what employees and candidates will say about you when you’re not in the room. Taking the opportunity to show that you’re a progressive company that is investing visibly in many areas of diversity will be obvious from their first encounter with you.

While it is generally true that almost everyone values diversity, you may have noticed that younger generations are very vocal about their values. Moreover, many of them expect diversity and can be very outspoken about how much it matters to them in a workplace. By bringing in a diverse group of people to your organization, you will have access to broader networks, which will spur further diversity opportunities and all the benefits they bring.

Think of how much more likely it is that diverse people who enjoy working at your company will introduce you and advocate for you in their circles.

While the business reasons for diversity are compelling on their own, many jurisdictions have regulatory requirements that you have to consider, as well. It’s not just laws for the jurisdiction you operate in; it could be laws necessary to sell to your customers. For example, if you sell to the U.S. government, it requires that you submit an affirmative action plan to improve diversity at the organization and provide updates during the term of the contract. There is also an audit process that ensures that organizations are keeping to their plans.

Most importantly, your organization should invest in diversity because it’s not only the right thing to do, but also will get you much better business results. Don’t let regulations drive your diversity efforts.

The best way to improve diversity is to be truthful. No matter how many smiling, ethnically diverse models you may hire to represent your brand, or false testimonials you may really want to post, it is so easy to spot a workplace that does not value diversity. The truth always comes out. Give your organization the best competitive advantage you can by welcoming diversity into your team, and celebrating it in real ways. All types of diversity bring something new to the table, and who doesn’t need fresh ideas? RE Jeremy Eskenazi is an internationally recognized speaker, author of “RecruitConsult! Leadership” and founder of Riviera Advisors, a boutique recruitment/ talent acquisition management and optimization consulting firm. Eskenazi is a specialized training and consulting professional, helping global HR leaders transform how they attract top talent at some of the world’s most recognized companies. For more, please visit www.RivieraAdvisors.com.

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{RISMedia’s Great Spaces} This historic home is a stone’s throw away from New York City.

March Is for Mansions This month, we’re supersizing our Great Spaces section with a look at some spectacular mansions.

by Zoe Eisenberg

Hang at the Ross-Hand Mansion This historic Hudson Valley home— originally built in 1854—offers a fusion of rustic charm and deluxe modern amenities. The 5,000-square-foot Gothic Revival sits on four acres of private estate with epic views of the Hudson River, five bedrooms and five baths. If the home’s stunning stonework looks familiar, there’s a reason: The mansion was originally built for

100 March 2019 RISMedia’s REAL ESTATE

iconic architect Azariah Ross, the designer behind the stone bridges featured throughout Central Park.

The estate is located in South Nyack, N.Y., just 20 miles outside of New York City.

Listed by: Donna Cox, Better Homes and Gardens Rand Realty Listed for: $1,852,500 Photos by: Donna Cox, Better Homes and Gardens Rand Realty

Vintage charm meets modern elegance in this 5,000-square-foot Gothic Revival. Cozy up by one of its many fireplaces or take in views of the Hudson.

RISMedia’s REAL ESTATE March 2019 101

Miami Beach Mega Mansion This eight-bedroom, eight-bathroom lavish mega mansion stretches just shy of 10,000 square feet in sunny Miami Beach, Fla. The Mediterranean-style estate comes decked out with an incredible lagoon-style pool, sweeping grand staircase, a billiard room, glass-enclosed wine cellar, home gym, private dock, home theater and bedrooms ready for royalty. Built in 2002, the mansion has ample indoor/outdoor living space, water access and incredible views of Biscayne Bay and South Beach.

Listed by: Lourdes Alatriste, Engel & Völkers Listed for: $26,200,000 Photos by: Blue Ocean Photography

There’s no lack of iconic Miami opulence in this tropical mansion.

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Sold: Park City Paradise Utahns, listen up! This seven-bedroom, 10-bathroom estate recently sold for $11.6 million, landing the headline of the most expensive home sold in Utah in all of 2018.

Spanning over 14,000 square feet on 1.5 acres, the mansion— located at 7996 Roamer Ct. in Sundance’s iconic Park City—was previously owned by studio executive Jeffrey Katzenberg, former Disney chairman and the producer of family-favorite films like “Shrek” and “Chicken Run.” Situated in the private Bald Eagle Club, the estate includes direct access to a kidfriendly ski-on/ski-off trail, a billiard room, game room, ski room, indoor pool and sauna.

Listed by: Paul Benson, Engel & Völkers Park City Sold for: $11,600,000 Photos by: Engel & Völkers RE

The price tag on this Sundance stunner made it the most expensive home sold in Utah in 2018.

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Webinar Recap:

Grow Your Bottom Line With These Creative, Effective Ideas

by Jameson Doris

B

rokers, do you need some inspiration for 2019? Some key topics were discussed during RISMedia’s recent webinar, “Creative, Effective Ideas to Propel Revenue: Inspiration to Help Grow Your Bottom Line,” sponsored by MoveEasy and moderated by Cleve Gaddis, team leader, coach and speaker at Workman Success Systems.

The panelists were Rett Harmon, broker/owner of CENTURY 21 Novus; Valerie Post and Keith Shirley of the Post Shirley Team with Engel & Völkers Boston; and Venkatesh Ganapathy, founder and CEO of MoveEasy.

Here are some of the ideas touched upon during the webinar: BECOME A COMMUNITY EXPERT Promoting yourself and your business is one of the greatest strengths you can have as a broker. Most brokerages are active on social media and taking advantage of local ads, but by positioning yourself as a community expert, you’ll help your brokerage stand out in a noisy market.

Some brokers are taking a more creative approach in order to make their companies more visible and 104 March 2019 RISMedia’s REAL ESTATE

have a positive impact in their communities by reaching out to local news stations and writing about niche subjects, as well as working their networks.

“Always go out and work your network,” said Post. “Work accountants. Work financial advisors.

Work other real estate professionals in your area, because if you help their businesses, they’ll help yours.”

CREATE CONTENT AND PRODUCE VIDEOS “We started creating community videos with a pay-it-forward approach by highlighting local businesses and organizations,” said Harmon.

As a broker and voice in your community, you should be creating content regularly. This topic goes hand-

in-hand with becoming a community expert. Whether it’s a monthly blog post or Facebook Live video, if you remain consistent, potential homebuyers and sellers will seek out your opinion more frequently.

“Creating community videos helps with conversion and outreach,” added Harmon. “They act as an icebreaker.”

TRAINING, TRAINING, TRAINING Real estate professionals are networkers by trade and likely have many contacts in the community; however, the natural skill it takes to build up that network can only take you so far. That’s why it’s crucial to provide your agents with comprehensive training.

Training should be provided to new agents, but giving your seasoned agents the choice to attend weekly training sessions can have a major impact on your bottom line, as well. There is no substitute in the housing market for well-trained agents.

“In keeping with concierge service, we provide a lot of training to our agents so that they’re able to advise their clients effectively,” said Shirley. RE To view the webinar in full, visit https://bit.ly/2SFsL8E.

Jameson Doris is RISMedia’s blog/social media editor.

{Ask the Experts}

is impeccable and lengthy in our company, yet franchisees come away feeling confident that they’ve just found their career for the rest of their lives.

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

Q:

Pillar To Post Home Inspectors® was recently ranked No. 1 in the home inspection category in Entrepreneur magazine’s Franchise 500, a list of the top 500 franchise companies operating today. It is the 19th year in a row! How does that feel? And how does that happen?

A:

It feels great, but it doesn’t happen without the hard-working franchisees who operate our nearly 600 locations. Also, I need to credit all the people we have all over North America from our corporate family who serve and support franchisees every day. Training

Q: Is it true that in the last few years, 30 percent of your franchisees have come from some branch of the military?

Yes, and much of that is due to circumstances of our world today.

Lots of servicemen and women come back with a very good technical education, as well as lots of discipline, and they like the thought of structure and routine in their lives. Our VetFran program is offered through the International Franchise Association to members of our military. We’ve achieved a rarified five-star status in the program—and are very proud of that. Our returning members of the military are happy learning our state-of-the-art technology, and it’s easy for them to adapt since they have so much training and knowledge already. There’s also a freedom to owning your own mobile business. These are not people who are used to sitting behind a desk all day.

Q& A

Q: Who else do you see looking for a career in home inspection?

We’re also seeing many new franchisees from homerelated industries, including real estate professionals, former mortgage brokers, construction experts and independent home inspectors who want the power of a national brand

behind them. We recently had one of our home inspectors do an inspection on a $25 million property with six buildings. That takes a lot of expertise and training, in addition to a great reputation, since the job was referred to him by a real estate professional he had worked with in the past.

“Many people who love the home industry in general and have obtained a lot of knowledge over the years are becoming ‘home industry multitaskers.’”

Q: So, there are former real estate professionals who are now home inspectors?

Yes—and not only former real estate professionals, but also current ones who are handling both of these important roles. Many people who love the home industry in general and have obtained a lot of knowledge over the years are becoming “home industry multitaskers.” Some have a license in a few different areas and do very well, while at the same time loving what they do. RE

RISMedia’s REAL ESTATE March 2019 105

Some

Agents Just

Get It. Do You Belong?

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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

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

RREIN Service Providers

ABR®..................................................................................... 108

Ascent Real Estate, Inc........................................................... 112

American Home Shield........................................................... 108

Berkshire Hathaway HomeServices Ambassador Real Estate... 112

Berkshire Hathaway HomeServices......................................... 108

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....112

Buffini & Company................................................................. 108

Berkshire Hathaway HomeServices Florida Realty................... 112

Century 21 Real Estate LLC.................................................... 108

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....112

Certified New Home Specialist ............................................. 108

Berkshire Hathaway HomeServices Georgia Properties............ 112

CINC (Commissions Inc)......................................................... 108

Berkshire Hathaway HomeServices Nevada Properties............ 112

Cole Realty Resource............................................................. 108

Berkshire Hathaway HomeServices Select Properties.................112

Create for the Human............................................................. 108

Calcagni Real Estate.............................................................. 112

CRS Data............................................................................... 108

CENTURY 21 Award................................................................ 113

Darryl Davis Seminars............................................................ 108

CENTURY 21 New Millennium................................................. 113

DocuSign............................................................................... 109

Coach REALTORS®................................................................. 113

Engel & Völkers...................................................................... 109

Coldwell Banker D’Ann Harper, REALTORS®............................. 113

The Entrust Group.................................................................. 109

Coldwell Banker Kappel Gateway Realty.................................. 113

ERA Franchise Systems, LLC................................................... 109

Diane Turton, REALTORS®....................................................... 113

FCA US LLC............................................................................ 109

Fillmore Real Estate............................................................... 113

Homes & Land....................................................................... 109

First Team® Real Estate.......................................................... 113

Homes.com........................................................................... 109

GARDNER, REALTORS®........................................................... 113

HomeSmart International....................................................... 109

Gloria Nilson & Co. Real Estate.............................................. 113

HomeTeam Inspection Service................................................ 109

J. Rockcliff REALTORS®........................................................... 113

HSA Home Warranty............................................................... 109

Jordan Baris, Inc., REALTORS®................................................ 114

Leading Real Estate Companies of the World®........................ 110

Kinlin Grover Real Estate........................................................ 114

Motto Franchising, LLC®......................................................... 110

Long & Foster Real Estate, Inc................................................ 114

MoxiWorks............................................................................. 110

Lusk & Associates Sotheby’s International Realty.................... 114

National Association of REALTORS®........................................ 110

McCOLLY Real Estate.............................................................. 114

The Personal Marketing Company........................................... 110

Page Taft................................................................................ 114

Pillar To Post Home Inspectors................................................ 110

Patterson-Schwartz Real Estate.............................................. 114

Quicken Loans....................................................................... 110

Randall, REALTORS®.....................................................................114

Real Living Real Estate........................................................... 110

RE/MAX 440 and RE/MAX Central......................................... 114

Realogy Holdings Corp........................................................... 110

RE/MAX Gateway................................................................... 114

TM

realtor.com®.......................................................................... 111 Realtors Property Resource®.................................................. 111 Realty Executives International............................................... 111 Realty ONE Group.................................................................. 111 RE/MAX, LLC.......................................................................... 111 RISMedia’s Top 5 in Real Estate Network®.............................. 111 Top Producer® CRM................................................................ 111 Workman Success Systems.................................................... 111 Xpressdocs............................................................................ 111 Zillow Group........................................................................... 111 zipLogix.................................................................................. 111

RISMedia’s REAL ESTATE March 2019 107

ABR®

CERTIFIED NEW HOME SPECIALISTTM

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

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

AMERICAN HOME SHIELD (800) 735-4663 • www.ahs.com/realestate As the founder and leader of the home warranty industry, American Home Shield is committed to providing our customers with protection for covered major components of the home systems and appliances that make a home work. The American Home Shield home warranty is included in more than 300,000 real estate transactions per year. And, as the nation’s largest home warranty company, we pay more service requests than any other home warranty company in the nation. Our Memphis-based company operates five customer service centers, employs more than 2,000 employees and has a national contractor network made up of more than 14,000 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.

CINC (COMMISSIONS INC) (855) 246-2717 • www.commissionsinc.com • Marietta, Ga. • Matt Hart, Director of Sales CINC is the premier lead acquisition and conversion marketing platform designed for top-producing teams, agents and brokers.

Their solution includes a consumer website that integrates with local MLS data, a complete customer relationship platform for nurturing leads, and a trio of three mobile apps supporting all aspects of the home-sale process. Each month, CINC generates over 290,000 new homebuyer and seller leads for its clients.

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

CREATE FOR THE HUMAN

(800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead-generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

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

CENTURY 21 REAL ESTATE LLC

CRS DATA

(877) 221-2765 • www.century21.com • Madison, N.J. • Michael Miedler, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with over 9,400 independentlyowned and -operated franchised brokerages and more than 127,000 independent real estate professionals in 80 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easterseals to build brand awareness and preference.

Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online. com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

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.

BUFFINI & COMPANY

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DARRYL DAVIS SEMINARS (800) 395-3905 • www.ThePowerProgram.com Headquartered in Long Island, N.Y., Darryl Davis Seminars was founded by real estate expert, coach and international speaker Darryl Davis, CSP. For more than 30 years, Davis has been helping

agents double their production by learning the listing and sale skills of real estate. These money-making skillsets are vital when agents are working with buyers and sellers to move their career to their Next Level™. His fast-growing membership platform, www.

ThePowerProgram.com, helps real estate sales professionals design lives and careers worth smiling about. He is the best-selling author of three books with McGraw-Hill Publishers, one of which, “How to Become a Power Agent in Real Estate,” is the No. 1 book sold to REALTORS® on Amazon.

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 10,000 real estate advisors in more than 30 countries, offering both private and institutional clients a professionally tailored range of luxury services.

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. Each brokerage is independently-owned and -operated.

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

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Simon Chen, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-­notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-­winning consumer website. The ERA network includes approximately 2,300 independently-owned and -operated offices with over 41,000 brokers and independent sales associates throughout the United States and 34 other countries and territories. ERA Franchise Systems, Inc. is a sub-

sidiary of Realogy Holdings Corp

FCA US LLC (888) 898-1115 www.nar.realtor/fca FCA US LLC is a North American automaker based in Auburn Hills, Mich. It designs, manufactures and sells or distributes vehicles under the Chrysler, Dodge, Jeep®, Ram, FIAT® and Alfa Romeo brands, as well as the SRT performance designation. The company also distributes Mopar and Alfa Romeo parts and accessories. FCA US LLC offers extra benefits to membership of the National Association of REALTORS®.

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://marketing.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 140 offices in 24 states and nearly 16,000 agents. HomeSmart International offers franchisees, brokers and agents efficiency and innovation, coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry.

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

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty has provided outstanding products and service to real estate professionals and homeowners for more than 34 years. The HSA Home Warranty helps sellers and buyers pro-

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tect their budget from the cost of repairing or replacing the major home system components and appliances in their home. With HSA Home Warranty, your clients get reliable budget protection backed by exceptional service, and you, the real estate professional, get a provider who works hard to better serve you.

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 more than 500 firms that span over 70 countries with 130,000 sales professionals, visit LeadingRE.com.

MOTTO FRANCHISING, LLC® (866) 668-8649 • www.mottomortgage.com • Denver, Colo.

Created in 2016 as the second member of the RE/MAX Holdings, Inc. family of brands, Motto Franchising, LLC® powers the growing network of independently-owned Motto Mortgage brokerages with a franchised business model structured primarily for real estate brokers interested in expanding into mortgage origination via an affiliated business. Motto Mortgage offices have access to loan products from top wholesalers and strong regulatory compliance support. The result is a different kind of business, created to innovate and disrupt the industry.

MOXIWORKS

that support member development. Visit OnlineLearning.realtor.

The REALTOR® Store features publications, webinars and research reports, including the top-selling 2018 NAR Profile of Home Buyers & Sellers. Visit Store.realtor. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry, while benefitting NAR members. Visit secondcenturyventures.com.

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

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

(206) 673-4591 • www.moxiworks.com MoxiWorks is a comprehensive open platform system for large residential real estate brokerages that serves over 72 brokerages and 120,000 agents nationwide. MoxiWorks’ integrated tools are centered on sphere methodology that increases agents’ repeat and referral business by 40 percent, while lowering overall technology, training and support costs for the brokerage. The open platform known as the MoxiCloud has tools from more than 40 partners that plug and play to create unique brokerage solutions.

MoxiWorks also powers the LeadingRE Cloud. Find more information at moxiworks.com.

QUICKEN LOANS

NATIONAL ASSOCIATION OF REALTORS®

(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 has been 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.

(800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Victoria Gillespie, Chief Marketing and Communications Officer • Katie Johnson, General Counsel, Chief Member Experience Officer • Mark Birschbach, SVP, Strategic Business Innovation and Technology • Marc Gould, SVP, Member Development 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, NAR’s official member benefits resource, providing savings and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals. Visit NAR.realtor/RealtorBenefits. NAR is also proud to offer the .realtor™ and .realestate top-level domains to members to help them create a robust digital presence that supports their identity as a REALTOR®, and everything they do for their business. Visit get.realtor. NAR offers a number of designations, certifications and opportunities for continuing education 110 March 2019 RISMedia’s REAL ESTATE

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

REAL LIVING REAL ESTATE

REALOGY HOLDINGS CORP. (973) 407-2162 • www.realogy.com • Madison, N.J. • Trey Sarten, VP, External 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®, Climb Real Estate®, 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 over 16,300 offices with approximately 300,000 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. • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database that is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

REALTY EXECUTIVES INTERNATIONAL (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 (949) 346-9549 • www.RealtyONEGroup.com • Lou Gonzalez, President, Realty ONE Group Affiliates Known as the UNbrokerage, Realty ONE Group is the fifth-largest real estate brokerage and one of the fastest-growing real estate franchisors in the nation. With over 11,000 real estate professionals across the country, Realty ONE Group empowers real estate professionals with business tools, technology, coaching and 24/7 support that aligns with the brand’s core belief in being pro-agent with a YOU-First Focus. Realty ONE Group is committed to creating a dynamic “coolture” that focuses on helping their professionals achieve greater success, faster, and continues opening doors for their clients, real estate professionals and franchise owners every day.

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 120,000 sales associates in more than 100 countries and territories. 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.

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.

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

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’s led by zipForm® Plus, the exclusive and official forms software of the National Association of REALTORS®.

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RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego area. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as an exclusive San Diego affiliate of Leading Real Estate Companies of the World®, Ascent Real Estate is a hyper-local brokerage with a global reach.

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

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

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty serves 21 counties throughout Florida with over 40 locations and approximately 1,750 sales professionals. The full-service brokerage company, founded in 1999, is a franchise member of the Berkshire Hathaway HomeServices network. The company offers residential and commercial services, as well as seasonal rentals, property management, REO and foreclosures, corporate relocations, referral services, title, 112 March 2019 RISMedia’s REAL ESTATE

home warranty plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty ranks among the Top 10 in the network nationwide and is the overall No. 1 fundraiser for The Sunshine Kids Foundation in Florida, having generated more than $3.5 million since 2001.

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

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

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

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

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

CENTURY 21 AWARD

DIANE TURTON, REALTORS®

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

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

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the Greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, and property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand.

It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 handselected brokerages in the United States.

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

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

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

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

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

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities.

Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/ REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services. We are proud to be homegrown, locally-owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

GLORIA NILSON & CO. REAL ESTATE (732) 450-2300 • www.glorianilson.com Gloria Nilson & Co. Real Estate, a Berkshire Hathaway affiliate, has been a revered real estate company for over 40 years. We are known for our representation and commitment to providing clients with the highest level customer service. With our exclusive Christie’s International Real Estate affiliation and Leading Real Estate Companies of the World® membership, we have a unique combination of worldwide expertise and regional connections. Our clients expect a world-class experience provided by skilled, knowledgeable agents, and we deliver consistently on that expectation.

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 RISMedia’s REAL ESTATE March 2019 113

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 nation’s No. 1 independent brand by sales volume, is part of The Long & Foster Companies, a subsidiary of HomeServices of America, a Berkshire Hathaway affiliate. HomeServices is the nation’s second-largest real estate brokerage and one of the largest providers of integrated real estate services. Long & Foster Real Estate is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic and Northeast, and it is a founding affiliate of Leading Real Estate Companies of the World®, a prestigious global network of real estate professionals that includes the Luxury Portfolio International division. Long & Foster Real Estate has over 220 offices, stretching from Raleigh, N.C., to Fair Haven, N.J., and from Martinsburg, W. Va., to the Atlantic Ocean, and it represents more than 11,000 agents in seven Mid-Atlantic and Northeast states, plus the District of Columbia. The company, which has a productive commercial business in addition to its residential side, sold more than $31.2 billion worth of homes and helped people buy and sell homes nearly 88,000 times in 2016.

Visit www.LongandFoster.com for more information.

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

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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 over 50 years of service to the Delaware real estate market and surrounding communities in nearby Pennsylvania and Maryland. With nine offices and 415 sales associates, we are committed to excellence, integrity and quality service. We offer a full range of services, including residential home sales, purchase and rental, relocation services and property management.

RANDALL, REALTORS® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® has been a consistent leader in the marketing of Southern New England properties for more than 28 years.

Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

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

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

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com • URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

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

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

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 415

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: 21 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans and 1031 exchange services Offices: 40 • Associates: 1,750

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 RISMedia’s REAL ESTATE March 2019 115

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

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

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

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

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

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

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

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

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

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

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

Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Mark Williams, Relocation Director Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7655 (Direct) Email: mwilliams@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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

Offices: 19 • Associates: 650+

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

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Mark Williams, Relocation Director Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7655 (Direct) Email: mwilliams@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: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

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

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

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

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

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

Offices: 16 • Associates: 700+

118 March 2019 RISMedia’s REAL ESTATE

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

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

The Personal Marketing Company..........................65, 72

American Home Shield.....................................................7

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

Asian Real Estate Association of America (AREAA)....48

Real Estate Express...........................................................45

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

Real Estate Webmasters..................................................27

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

Realtors Property Resource®...........................................19

Create for the Human...................................11, 20, 63, 70

Realty ONE Group............................................................12

Darryl Davis Seminars, Inc...............................................59

RE/MAX, LLC................................................................... IFC

FCA US LLC........................................................................33

RISMedia’s Automated Content Engagement (ACE)...................................................................9, 78-79, 119

Firepoint.............................................................................40 Homes & Land..................................................................50

RISMedia’s Content Solutions.........................................68

Homes.com.................................................................... IBC

RISMedia’s Newsmakers..............................................5, 46

HomeSmart International................................................21

RISMedia’s Real Estate CEO Exchange.........................23

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

RISMedia’s Top 5 in Real Estate Network®...................106

Leading Real Estate Companies of the World®................15

Sherri Johnson Coaching & Consulting.........................39

NAR’s e-PRO Certification.............................................34

Weichert Real Estate Affiliates, Inc.................................36

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................66

Women in the Housing and Real Estate Ecosystem NAWRB...............................................................................54

National Association of REALTORS®............................8, 25

Workman Success Systems........................................77, 81

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{re: Real Estate} 20 Years of Celebrating REALTORS® Who Give Back

T

his year marks an important milestone: the 20th year of the National Association of REALTORS®’ (NAR) Good Neighbor Awards, which honor RE-

ALTOR® achievement, not in sales, but for making an extraordinary impact through volunteer work.

In fact, nearly 70 percent of REALTORS® volunteer in their community each month, according to the National Association of REALTORS® Community Aid and Real Estate 2018 report. The Good Neighbor Award winners represent the most dedicated of that group, each devoting hundreds of hours a year and raising huge sums for their causes.

NAR 2019 President John Smaby, a second-generation REALTOR® from Edina, Minn., and broker at Edina Realty, lauds the Good Neighbor program’s importance to the real estate profession. “We are incredibly proud of the combined impact that the Good Neighbors have made in the U.S. and across the globe for two decades.

They are a small portion of the ‘army’ of REALTORS® who give their time and talent in virtually every American town and city to help people have a better quality of life.”

Each year, five Good Neighbor Award winners each receive $10,000 grants for their nonprofit, and five honorable mentions each receive $2,500. Good Neighbor stories and videos generate considerable local and national media attention, which benefits the cause with additional donations, volunteers and support.

“Without the Good Neighbor Award, we would still be packing boxes from our home—if we had been able to continue at all,” says 2010 Good Neighbor Award winner Wendy Rocca, a broker with Keller Williams in Newton, Mass., and founder of Operation American Soldier, which has shipped 35,000 care packages to American troops who are deployed overseas. “The award helped us secure a location and receive donations from REALTORS® and lenders around the country. The U.S. military recognized us as ‘legitimate’ because NAR had already vetted our work. NAR’s Good Neighbor Award was the catalyst for everything we have accomplished.”

In 20 years: • $1.3 million has been granted to REALTOR®- led nonprofits.

• 200+ nonprofit organizations have been funded.

• Good Neighbors’ impact has been felt in 40 states, Puerto Rico and 15 countries around the world.

120 March 2019 RISMedia’s REAL ESTATE

• Combined, Good Neighbors have raised hundreds of millions of dollars to help people in need and volunteer more than 60,000 volunteer hours each year.

• More than 4,000 REALTORS® have applied for NAR’s Good Neighbor Award.

In addition, an increasing number of state and local REALTOR® Associations recognize their own winners.

When the 2019 honorees are named, 200 REALTORS® will have received the award.

By highlighting Good Neighbor stories, NAR reminds members and the public how REALTORS® make a positive difference every day, says 2013 Good Neighbor Award winner Kristina Rhodes of F.C. Tucker Emge REALTORS® in Evansville, Ind. She founded a chapter of Make-A-Wish and chairs the Good Neighbor Society networking group. “The Good Neighbor Awards elevate our profession. Serving is at the core of what we do as REALTORS®. We serve the consumer, the client and our communities. It’s who we are.”

The Good Neighbor Awards is funded by primary sponsor realtor.com® and Wells Fargo Home Lending. RE

“The Good Neighbor Awards elevate our profession. Serving is at the core of what we do as REALTORS®. We serve the consumer, the client and our communities. It’s who we are.”

- 2013 GOOD NEIGHBOR AWARD WINNER KRISTINA RHODES

Apply for the 2019 Good Neighbor Awards Go to nar.realtor/gna and click “Nominate” for more information and the entry form. Ten finalists will be announced in August and the public is invited to vote for their Web Choice Favorite. Web Choice winners receive bonus grant money. In 2019, the five Good Neighbor Award winners will be honored in San Francisco during NAR’s annual REALTORS® Conference & Expo in November. The entry deadline is May 10.

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