Real Estate Magazine - Sellstate Realty - May 2016 by RISMedia

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NEW STUDY. MORE AWARDS. In the latest J.D. Power study, the CENTURY 21® brand again ranked “Highest Overall Satisfaction for First-Time and Repeat Home Buyers and Sellers.” Congratulations again to our many driven agents.

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

This is home. Itâ&#x20AC;&#x2122;s a place called confidence. Itâ&#x20AC;&#x2122;s home because your clients feel positive and sure about the choice theyâ&#x20AC;&#x2122;ve made. In partnering with you, they place their trust in your advice, counsel, and expertise to lead them there. Our commitment is to always be there for you, and them, on this journey home.

pillartopost.com Each office independently owned and operated.

{Contents} May 2016/Vol. 32, No. 5 • www.rismedia.com

{On the Cover} 58 The World’s First Complete Real Estate System: Sellstate Realty It isn’t easy to successfully challenge a traditional business model—even when your proposed alternative may bring about better returns. But for Arthur (Art) Darmanin and Neil Cresswell, who founded Sellstate Realty Systems Network, Inc. in Fort Myers, Fla., in 2002, that was both the goal and the vision: a national real estate franchise with the tools and programs to attract an elite corps of brokers and agents, and to provide these exceptional few with a better way to take their business to the next level. In this month’s cover story, Darmanin shares the company’s vision and strategies, and the positive impact the company is having on both agents and consumers.

{Highlights} 24 Emerging Mortgage Trends and Their Impact on Your Brokerage Business

{Headliners}

71 U .S. Housing Market Back

15 P olicy Matters: Automated

72 C elebrate the REALTOR®

Valuation Models: What You Should Know 16 N AR Power Broker Roundtable: State of the Market: A Mid-year Snapshot 18 R EBAC Report: .REALTOR Expansion Simplifies Niche Marketing 21 E xecutive Appointments

22 The RREIN Reporter

on Track Brand and 100 Years of Distinction at the REALTORS® Legislative Meetings & Trade Expo 75 5 Steps to Close More Deals with Smart Prospecting 83 5 Ways Your Team Can Break Through a Plateau 92 M illennials More Likely to Buy in Suburban Areas

Amid favorable economic fundamentals, learn which growth strategies real estate professionals should be aware of in 2016.

52 Building New Mobility Skills for RDs and Top Agents Explore where the mobility market is headed in the future.

84 RISMedia’s Great Spaces From brand-new solar cottages on the coast of Belize to a 180,000-square-foot basket-shaped building, take a tour of some of the unique spaces we’ve uncovered this month.

RISMedia’s REAL ESTATE May 2016 3

{Features} 32 Webinar Recap: Are You Tapping the Demand in Your Database?

40 Power Broker Perspectives: J. Lennox Scott, Mary Ann Vitale, Rainy Hake 45 Kitchen Counsel: Tips to Keep That Stainless Steel Shining 54 Spring Selling Season: The REALTOR Benefits® Program Is Here to Help! 58 The World’s First Complete Real Estate System 62 A Brokerage Built on Teamwork and Integrity: Surterre Properties 76 Strategies: American Home Shield; Buyside; Homes.com; HSA Home Warranty 81 Busi-Nice: Putting the Nice in Business 91 Ask the Experts: Lower Your Carbon Footprint

{Interviews} 30 Ray Williamson, Jamie Dawson, ERA Dream Living Realty

57 Collette McDonald, RE/MAX Around Atlanta Realty

66 Charles Nitschke, Tomlinson Sotheby’s International Realty

68 Lewis Glenn, Sea Island Properties

68 Dwight Price, Keller Williams 69 Alexandru D. Mihai, RealtyONEGroup

70 Gregory Kelly, Joe Vorwerk, Thad Boyd, Sellstate Next Generation Realty

{Experts} 78

26 Dermot Buffini - Tee It Up! Golf and Real Estate Are a Lot Alike

28 Lisa Mihelcich - A Technology Tipping Point

47 V erl Workman - Basic Training: The Ultimate Listing Strategy 49 Nayeli Pelayo - A Plan to Increase Latino Wealth by $2 Trillion 51 Desirée Patno - Growing a Sustainable Business 89 Seth Kaplan - Life in Mobile: Talking Tech on Main Street: Tyler Smith 4 May 2016 RISMedia’s REAL ESTATE

{Every Issue} 9 Publisher’s Desk 12 Did You Know? 97 Service Profiles 106 Referrals 112 RE: Real Estate - See You at the 2016 REALTOR® Broker Summit!

Congratulations to our Newest Private Office Advisors. At this year's Exchange, Engel & Volkers' largest North American networking event, our Private Office advisors gathered to welcome the newest members of this ultraexclusive group. Out of the 7,000 Engel & Völkers Advisors worldwide, there are only 55 who currently hold this designation. “Private Office represents our highest level of service and is reserved for our clients who expect the highest levels of premium service, expertise and experience and the utmost discretion in their real estate transactions,” said Constantin von Dalwigk, Head of Private Office at its headquarters in Hamburg, Germany, who attended the event. “We are proud to have representatives in North America where so many of our international clients are interested in buying prime property.”

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

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

{Online} Trending on Spring Re-Do: 5 Décor Trends to Try

“Great article! We are proud to be members of this elite network.”

Spring fever has hit us at Housecall, and we’re willing to bet it’s beset most of you at home. If yours is ripe for a redo, deep-six stale, seasonal décor for these on-trend features and finishes— florals not included. http://bit.ly/25NcRaJ

- Lois Schneider Realtor

Luxury Portfolio International: A New Kind of Luxury Leader bit.ly/1Q4xiEt

Smart Home, Happy Pet: How Today’s Tech is Changing the Game for Pet Owners

The smart home revolution has led to some mind-boggling advances to our daily routine. However, it’s not just humans that are benefiting from this otherworldly technology. http://bit.ly/1SgxBxo

“Huge for existing-home sales!”

Andy Warhol’s First New York Studio Listed for $10M

Before Warhol dominated New York City with his pop art, he found himself in need of a new home for his Campbell’s soup cans and Brillo boxes. His first studio, located on 87th Street in Manhattan, is now up for grabs. http://bit.ly/1MW9NCO

American Dream: The Changing Interests of Keepin’ It Weird: 8 Bizarre Homebuyers Throughout Bathrooms from Around the Decades Those immersed in housing trends the World From pop-up toilets in city streets to a bathroom surrounded entirely by an aquarium, these public and private bathrooms are beyond bizarre—and you need to see them! http://bit.ly/1MhYIvS

likely know what makes today’s buyers tick, but what excited potential homebuyers a decade ago is vastly different from what interests today’s generation of homeowners. http://bit.ly/1WfzZKS

Connect with RISMedia @RISMediaUpdates

Linkedin.com/company/rismedia

@HousecallBlog

Youtube.com/user/rismediaupdates

@RISMedia

@RISMediaUpdates

@RISMedia

6 May 2016 RISMedia’s REAL ESTATE

- Joel R. Carter, Jr., J. Carter & Co. Real Estate

Regaining Balance: 1 Million Borrowers Recoup Equity in 2015 bit.ly/1SSud0H “Love, love the blue appliances!” - Melanie Clark, Long & Foster Real Estate

Spring Re-Do: 5 Decor Trends to Try bit.ly/25NcRaJ

NAR: My Advocate for education and professional development

REALTOR

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

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

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

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

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

{Publisher’s Desk} Real-World Connectivity

write this having just returned from NAR’s annual REALTOR Benefits® Partner meeting, an intimate event that provides attendees with a firsthand look at market conditions, the challenges faced by today’s REALTORS®, and the many dynamics affecting today’s homebuyers and sellers. The most invaluable aspect of this meeting, however, is the opportunity provided to the Benefits Partners, who have the rare chance to spend time together and share strategies for developing and marketing products and services to REALTORS®. The ability for this group to meet off-site, outside the confines of the day-to-day grind, opens doors to ideas and relationships that may never happen otherwise. We can all relate. In an increasingly rapid-fire world, it’s all we can do to plow through the demands of any given day within our own respective firms. The chance to meet new people, gain new perspective and deliberate over fresh concepts is a luxury we seldom indulge in. To that end, this month’s cover story takes a close-up look at Engel & Völkers’ annual Exchange event. This industry has no shortage of conferences, and we’re inevitably too busy to attend. But there are infinite reasons why you should, say Engel & Völkers affiliates. Find out the many ways they benefit from the event starting on page 34. The power of interaction is also why RISMedia offers several important conferences each year. We front-load our events with first-class education, but the real gold lies in the chance to connect with your peers from across the country. The unplanned conversation you have in the elevator can provide you with an idea that changes how you do business. It’s that simple. So I invite you to check out two of our upcoming events: RISMedia’s Power Broker Forum at the REALTORS® Legislative Meetings & Trade Expo in Washington, D.C. on May 12, from 10:30 - 12:00 p.m., and RISMedia’s Annual Real Estate CEO Exchange held at Manhattan’s Harvard Club on Sept. 13 and 14. At these events, Power Brokers and thought leaders come together in a private environment where they can candidly share the difficulties and opportunities they confront each day. Visit rismedia.com/events for more details. I hope to see you out there at our conferences and others, and Iook forward to sharing a great idea or two! Wishing you continued success,

John E. Featherston CEO & Publisher

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

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

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

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

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

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

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

PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey Content Solutions www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2016 by The Relocation Information Service, Incorporated-RISMedia, Norwalk, Connecticut. All rights reserved. Editorial and executive offices at 69 East Avenue, Norwalk, CT 06851. Telephone: (203) 855-1234. Magazine subscription rate $83.40 per year, including postage ($166.80 for two years); Canadian subscription rate $200.00 (U.S.) per year, including shipping and handling ($400.00 for two years). All subscription and advertising correspondence call 1-800-724-6000. Material in this publication may not be stored or reproduced in any form without permission. Requests for permission should be directed to Managing Editor, RISMedia, Inc., 69 East Avenue, Norwalk, CT 06851. The opinions expressed in this publication are those of specific authors and columnists and are not intended to or do not necessarily represent the opinion or views of the publisher, his staff, other authors, advertisers, or subscribers.

{Did You Know?} #REalityCheck

According to a new survey from Owners.com, the most sought-after luxuries among today’s homebuyers are a fully equipped smart kitchen (29 percent) and a spa bathroom (19 percent). In 2015, vacationhome sales declined to an estimated 920,000, down 18.5 percent from their most recent peak level of 1.13 million in 2014. Source: NAR’s 2016 Investment and Vacation Home Buyers Survey

The county with the largest share of second homes is Hamilton County, N.Y., with 79.3 percent, followed by Forest County, Pa., (74 percent) and Rich County, Utah, with 72.7 percent. Source: NAHB

according to a new Bankrate.com report that examines six key factors, including cost of living, taxes, healthcare, weather, crime and well-being.

Wyoming is the best state for retirement,

12 May 2016 RISMedia’s REAL ESTATE

Fast. Easy. Everywhere.

With the right technology in place, it’s easy for you and them. Supported by industry-leading technology, mobile apps and online tools, Quicken Loans adds clarity, speed and ease to the mortgage experience. Give us a call today at

(866) 718-9842 Quicken Loans NMLS #3030. Equal Housing Lender. Licensed in 50 states. AR, TX: 1050 Woodward Ave., Detroit, MI 48226-1906, (888) 474-0404; AZ: 16425 North Pima, Ste. 200, Scottsdale, AZ 85260, Mortgage Banker License #BK-0902939; CA: Licensed by Dept. of Corporations, CA Residential Mortgage Lending Act; CO: Regulated by the Division of Real Estate; GA: Residential Mortgage Licensee #11704; IL: Residential Mortgage Licensee #4127 – Dept. of Financial and Professional Regulation; KS: SL-0000693; ME: Supervised Lender License; MN: Not an offer for a rate lock agreement; MS: Licensed by the MS Dept. of Banking and Consumer Finance; NH: Licensed by the NH Banking Dept., #6743MB; NV: License #626; NJ: Licensed Mortgage Banker – NJ Dept. of Banking, 1st (and/or 2nd) mortgages only; NY: Licensed Mortgage Banker – NYS Banking Dept.; OH: MB 850076; OR: License #ML-1387; PA: Licensed as a 1st Mortgage Banker by the Dept. of Banking and licensed pursuant to the PA Secondary Mortgage Loan Act; RI: Licensed Lender; VA: www.NMLSConsumerAccess.org; WA: Consumer Loan Company License CL-3030. ©2000–2016 Quicken Loans Inc., All rights reserved. Lending services provided by Quicken Loans Inc., a subsidiary of Rock Holdings Inc. “Quicken Loans” is a registered service mark of Intuit Inc., used under license.

{Policy Matters} Automated Valuation Models: What You Should Know This column is brought to you by the NAR Real Estate Services group.

by Sehar Siddiqi

echnology continues to change the landscape of modern business, and the world of real estate appraisal is no different. You’ve probably had experience with websites and apps that let you find homes for sale in a given neighborhood and then give an estimate on the home’s market value. That value is driven by an automated valuation model, or AVM.

Where does an AVM get its information? AVMs take information about a particular house from public property records, including tax assessments and deeds. In some cases, AVMs purchase information from Multiple Listing Services (MLSs). MLS data can provide an AVM with more accurate comparable properties, detailed sales terms, and information acquired from a prior physical inspection.

So what exactly is an AVM? AVMs have been around since the 1980s, and in the 1990s became important tools for financial institutions in their evaluation of collateralized mortgage risk. Today, many companies use AVMs to aid in determining the market value of a given property. At its base, an AVM is a mathematically-generated valuation that utilizes property information to calculate an estimated value for a subject property through a computer software program. The development of AVMs is proprietary; this means that companies do not share exactly what data they use or how much they weigh one dataset over another. AVMs can be “tuned” to the requirements of the end user for which they are intended, which includes lenders, mortgage investors, servicers and consumers. This is why you will find a variety of AVM products online, with many different values for the same property.

Can an AVM replace an appraisal? No. An important caveat to remember is that an AVM is not prepared, evaluated, or reviewed by a licensed professional appraiser. AVMs do not incorporate a current visual or physical observation of the interior and exterior of the home, quality of the construction or materials, the house’s overall condition, or how new or functional the house is by current standards. For example, a recently renovated bathroom or upgraded kitchen, which would normally affect the value of a home, would not be factored into the AVM’s calculation. Therefore, an AVM should not be relied upon as an appraisal report of the current market value of a specific home. Many REALTORS® have faced situations in which a client finds a higher AVM value for a property than what is determined by the real estate agent through a comparable market analysis. This leads to confusion, and sometimes arguing over

the listing price for certain properties. Real estate agents use many pieces of information in developing their comparable market analysis, including market trends and their own expert knowledge. That being said, well-developed AVMs can be useful for quickly providing a general idea of a home’s value. For example, a real estate agent can use an AVM to obtain information on the range of a neighborhood’s home prices when developing a comparable market analysis. Lenders use AVMs for internal quality control purposes when reviewing appraisals, and may use an AVM in place of an appraisal when evaluating a home equity loan or a home loan refinancing—situations where an appraisal is not federally required. One such AVM tool is the Realtors Valuation Model®, or RVM®, an AVM produced by Realtors Property Resource® (RPR), a wholly-owned subsidiary of the National Association of REALTORS® (NAR). The RVM® incorporates MLS data licensed specifically for this purpose, and is provided at no charge to REALTORS®on the RPR website and mobile apps. RE For more information about the RVM® or RPR, please visit www.narrpr.com. For more information about NAR’s valuation resources, visit www.realtor. org/appraisal. Sehar Siddiqi is a federal housing policy representative for the National Association of REALTORS®. RISMedia’s REAL ESTATE May 2016 15

{The NAR Power Broker Roundtable} State of the Market: A Mid-year Snapshot MODERATOR:

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

Russell Grooms Sales Associate, Watson Realty Corp., Jacksonville, Fla.

Dick Schlott Chairman/CEO, Gloria Nilson & Co. Real Estate, Ocean County, N.J.

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

Nick D’Ambrosia: By most industry

standards, 2015 was a robust year. Accomplished practitioners headed into 2016 with expectations of another good year—and, according to NAR, the early part of the year produced an encouraging rise in pending home sales and forecasts of a 2.4 percent increase in existing-home sales over last year. As we move into our busiest season, we thought we’d take a mid-year market snapshot. Russell, how do you see the market mid-year?

Russell Grooms: I’m looking forward

to a productive year, probably right in line with the NAR estimate of 2 - 3 percent over last year—and that’s not bad in a region that led the market 16 May 2016 RISMedia’s REAL ESTATE

in foreclosures just a few short years ago. Inventory is problematic for us. Houses, especially in the mid-range, are moving fast, and listings are not keeping pace. But the biggest problem I see is speeding up the financing end. Lenders are taking longer to process, the documentation is redundant and overwhelming, and the new TRID rules are sometimes adding eight days to a closing.

Dick Schlott: It’s a problem we’re all contending with, but we understand the purpose, and we’re finding better ways to work with it. The bigger problem, as I see it, is the lack of inventory. In our market, prices are up 5 - 8 percent over last year, but demand is high, and houses that are priced right are moving very quickly. Joe Clement: We’re ahead of last year by 27 percent in closed transactions—with the mid-range, as you noted, the hot spot. The problem is, we have 1,850 listings on the books this year as opposed to 2,700 last year and 3,400 the year before. ND’A: Low inventory has been a universal challenge. It seems that sellers are still pretty tentative. Let’s talk about demand, though. Joe, where do you see it coming from?

JC: Primarily from mid-range buyers.

The upper end is slower to move. But we did add 7,400 jobs in our region last year, and with that, I see the younger crowd beginning to come into the market, especially since interest rates are still at historic lows.

RG: We recently closed on a home

for a couple in their early 20s, so yes, I think the opportunity is there for young people with good jobs. But then, my book of business comes primarily from referrals. I keep in touch with past clients. When they’ve got a kid about to get married, I know

“I’m telling my agents, ‘List, list, list’—it’s at the top of our to-do list this year— but also, ‘Stay on top of your network.’ There are a whole lot more people looking to buy a home today than there were 24 months ago, so let’s take that and run with it.” – Dick Schlott Chairman/CEO, Gloria Nilson & Co. Real Estate

about it. I’ve built a relationship with the family.

DS: I’m telling my agents, “List, list, list”—it’s at the top of our to-do list this year—but also, “Stay on top of your network.” There are a whole lot more people looking to buy a home today than there were 24 months ago, so let’s take that and run with it. I think the spring/summer market will be firm, if not super-strong. We need to encourage more sellers. ND’A: What about credit? Are buyers getting their loans?

DS: Qualified buyers are getting loans. Lenders are certainly more aggressive than they were a year or two ago. JC: We’re looking at better appraisals and 30- to 45-day loans. We’re not having any struggles with lenders. ND’A: Clearly, the key to a better spring

is bringing more homes into the market.

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

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{REBAC Report}

.REALTOR Expansion

Simplifies Niche Marketing by Marc Gould

ne of the fastest-growing top-level domains, .REALTOR is changing the way REALTORS® are searched for on the Internet. .REALTOR was launched exclusively for members of the National Association of REALTORS®to help brokers and REALTORS® separate themselves from others working in the real estate industry, and to make it easier for consumers to locate a trusted, valued source of real estate information, resources and services online. The online world is crowded and competitive, but with the launch of the latest .REALTOR feature, agents can now stand out by leveraging their earned designations or certifications in a .REALTOR domain (Web address). Agents who have received designations and certifications are already marketing their credentials on business cards and marketing pieces. They can now take it a step further by adding credentials to their Web address. Grab Your Web Address Before Someone Else Does Setting up a dedicated .REALTOR domain is easy. The first step is to visit www.claim.REALTOR and sign up for an account. Once you or your agent has an account, claim the .REALTOR domain. Agents must use their first, last, or full name in the domain name, which can now be followed by an earned designation, such as an Accredited Buyer’s Representative (ABR®) (i.e., NameABR.REALTOR). Get Creative Encourage agents to get creative with their new Web address. Agents can add descriptors such as areas 18 May 2016 RISMedia’s REAL ESTATE

served, zip or area code and real estate specialty, including their designation or certification, to their name. Keep it short and memorable. Agents may want to create specialized marketing websites to promote their forte or direct consumers to a specific page, as well. For example, Marie is an ABR®, and her .REALTOR Web address, ChicagoMarieABR.REALTOR, points to her blog, highlighting the benefits of working with a buyer’s agent, testimonials and information on the ABR® designation. Develop Content for Target Audiences After set-up, it’s time to populate the .REALTOR website with content. Encourage agents to create specific messaging for their specialty. Taking the example from above, Marie’s ABR® .REALTOR site should have homebuyer content sourced from her experiences, local area information, or a FAQ page. It’s also a good idea to post a Prospect ID form and a Buyer Needs Assessment Worksheet so clients can provide information that helps agents safely and effectively work for them. Show agents how to use HouseLogic to

source content that is useful to homeowners and buyers that can easily be shared on their .REALTOR site. Marie’s site could also include resources from the Member Center at REBAC.net, including consumer one-sheet content or a contact form to receive a Home Buyer’s Toolkit. In today’s world, consumers start their search on the Internet, so it’s important to strengthen your online presence. Specialization sets your firm and your agents apart. It also tells consumers what’s different about you as a REALTOR®. Don’t make clients guess. Make it known that your office can help them through the home-buying process. .REALTOR is available to members of NAR and CREA. Get your first .REALTOR Web address free for the first year, and now through June 30, 2016, you can also save 20 percent on your purchase of additional domains by entering code ABR20. To claim your .REALTOR Web address, visit www.claim.REALTOR. RE Marc Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A wholly-owned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

QUALITY. CONNECTIONS. INDEPENDENCE.

WE’RE LOCAL. WE’RE GLOBAL.

™

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

LeadingRE.com

® ®

GIVE YOUR TEAM A POWERFUL EDGE. Empower them with the

ABR DESIGNATION ®

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

Strengthen your team and your bottom line. Visit rebac.net/abr/benefits-brokers to learn more. *Based on the 2013 NAR Member Profile survey data, the median income of REALTORS® with no designation was $33,500, and the median income of those with at least one designation was $61,100. The difference between the two is $27,600. This information is accurate as of May 2013.

{Executive Appointments}

HomeServices of America, Inc., a Berkshire Hathaway affiliate, recently announced that Alon Chaver has joined HomeServices as chief information officer. In this newly created role, Chaver will be responsible for strategic planning and business development, and will champion the process of gathering, analyzing and integrating data across all platforms to further maximize the consumer experience, meet business goals and gain competitive advantage. Chaver is wellknown within the real estate industry and brings nearly 20 years of product innovation and leadership experience. Weichert, Realtors announced the promotions of Robyn Barone, Joe Cubias and Jim Madl to three brand-new regional vice president positions. To support this expansion, various company-owned residential sales offices within these areas have been realigned to better support Weichert’s valued customers. Barone, who was previously the manager for Weichert, Realtors’ Summit office, is responsible for Weichert’s offices in New Jersey’s Essex and Union counties and parts of Bergen and Morris counties. Cubias, who also serves as manager for Weichert, Realtors’ Fort Lee office, now oversees additional offices in New Jersey’s Bergen and Passaic counties and parts of Hudson and Morris counties. Madl, who is also the manager for Weichert, Realtors’ Bethlehem office, now oversees additional offices in parts of Somerset and Hunterdon counties in New Jersey and the Lehigh Valley in Pennsylvania.

Leading Real Estate Companies of the World® has named two prominent industry brokers to its board of directors. Carol Bulman, chief executive officer and president of Jack Conway & Company in Norwell, Mass., and Ron Stader, president and co-owner of CIR Realty in Calgary, Alberta, Canada, join the 13-person board. The board of directors provides guidance and leadership for the global community of 500-plus market-leading real estate firms, which produce over one million annual home sale transactions. Bulman and Stader join an accomplished group of brokers on the board, including Chairman Pat Riley (Allen Tate Company, Charlotte, N.C.); Immediate Past Chairman Robert Sibcy (Sibcy Cline REALTORS®, Cincinnati, Ohio); Vice Chairman Joe Horning (Shorewest REALTORS®, Brookfield, Wis.); Secretary Dan Elsea (Real Estate One, Southfield, Mich.); Treasurer Harold Crye (Crye-Leike REALTORS®, Memphis, Tenn.); Jeffrey S. Detwiler (Long & Foster Real Estate, Chantilly, Va.); Howard W. (Hoby) Hanna IV (Howard Hanna Real Estate Services, Cleveland, Ohio); Chris Meyers (Houlihan Lawrence Real Estate, Armonk, N.Y.); Ron Peltier (HomeServices of America, Minneapolis, Minn.); Diane Ramirez (Halstead Property, New York, N.Y.); and William Watson, Jr. (Watson Realty Corp., Jacksonville, Fla.). Bulman and Stader succeed 18-year board veterans and longtime contributors Michael T. Robinson (Weichert, Realtors, Morris Plains, N.J.) and Michael Saunders (Michael Saunders & Company, Sarasota, Fla.).

The

Realogy Franchise Group recently announced the promotion of Jamie Wilson to president and chief executive officer of its subsidiary, ZipRealty.

Wilson is a 16-year veteran of ZipRealty, and has served as senior vice president for technology since 2013. Under Wilson’s leadership, ZipRealty developed the proprietary ZAPSM technology platform and seamless digital experience that Realogy is currently deploying to its franchisees. Lanny Baker, who served as ZipRealty’s CEO for the last six years, will remain with the Realogy Franchise Group’s parent company, Realogy Holdings Corp., as a digital technology advisor to Richard Smith, Realogy’s chairman, chief executive officer and president. RE For more executive happenings, please visit www.rismedia.com.

RISMedia’s REAL ESTATE May 2016 21

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

Smart Strategies that Make a Difference by Paige Tepping Joseph Rand Managing Partner Better Homes and Gardens Rand Realty www.randrealty.com

Paige Tepping: What are your best strategies for working with millennials, in terms of recruiting and as clients? Joseph Rand: I think that the differences between millennials and other generations are often overhyped. Obviously, you need to be more tech-savvy with younger agents and clients, but that’s always been the case—30 years ago, baby boomers demanded that we use those newfangled fax machines. With regard to clients, I think that millennials respond to fundamentals the same way everyone else does. Agents need to know their inventory, be able to explain the buying process, communicate openly and frequently, manage a transaction—all that good stuff. And with regard to agents, I do think that brokers need to be a little more sensitive to the fact that millennials want a more “customizable” career path that responds to their needs, rather than the cookie-cutter approach

22 May 2016 RISMedia’s REAL ESTATE

that many brokers have traditionally taken. But in the end, millennial agents want what every agent wants: good training and coaching, solid resources and tools, uplifting branding, and a fair split.

PT: What issues are you watching closely? JR: It will be interesting to see what happens with Upstream and the Broker Portal (full disclosure: I’m on the Upstream Board), whether they are able to catch momentum. Upstream could be a really useful tool for brokers in reducing complexity and costs while increasing accuracy, enhancing our ability to control the dissemination of listing data. And the Broker Portal could become a really interesting challenger in the “portal wars,” now that Zillow has essentially swallowed up Trulia. PT: Are there any out-of-the-box ideas you’ve implemented that are helping your firm stand out from the competition? JR: Over the last few years, we’ve been refining our approach to the client-service experience, what we call “Client-Oriented Real Estate,” or “CORE.” We look at the industry and don’t see anyone trying to stake out the high ground in becoming the Nordstroms or Four Seasons for real estate. We’ve been building our program step by step for over 10 years, and every year we seem to add new tools and resources that help our agents provide a better experience to our clients: Consultation Guides that take an agent through the client consultation process; Project Plans that provide step-by-step checklists to guide an agent through the intake process to reduce chances for error; Orientation Guides for clients that are essentially “explainers” for the buying, selling, or renting process; and lots of other tools both big and small that enhance a client’s experience. What we’ve been doing recently is taking those same principles and applying them to the retention and recruiting experience—for example, we created a similar Consultation Guide that our managers use in meeting potential recruits, which facilitates an appointment that focuses on the recruit’s needs and how we can meet them, rather than a dry recitation of our value package. RE

RREIN Network News The Abbe-Mullinnix team has been recognized as the No. 1 sales professional team for Berkshire Hathaway HomeServices Florida Realty for the Sarasota/Manatee region. The team ranked No. 9 overall in the Berkshire Hathaway HomeServices Florida Realty network of 41 offices and over 1,750 sales professionals. The team has also been named to Berkshire Hathaway HomeServices’ esteemed Chairman’s Circle-Platinum for 2015. This award is presented to the top 1 percent of the network’s 42,000 sales professionals. Joining Berkshire Hathaway HomeServices Florida Realty in late 2013, the team works from the Palmer Ranch Branch Office located on South Tamiami Trail. Betty Mullinnix, associate broker, and Steve Abbe, a PGA golf professional, have nearly a half-century of combined real estate experience. www.sarasotagolfproproperties.com

Berkshire Hathaway HomeServices Select Properties recently celebrated its 14th anniversary. After parting with their former brokerage, owners Maryann Vitale Alles (center), Angie Ignatowski (left) and Deb Colburn (right) developed a women-owned business that prioritized agents. Ranked one of the top places to work by the St. Louis Post, Select Properties hit their billion-dollar goal last year, opened a success center, started a pre-license school, upgraded their technology education and initiatives, and donated over $85,000 to the Sunshine Kids Foundation. www.bhhsselect.com

During the Cartus Corporation’s annual Cartus Broker Network International Conference, held in Ft. Lauderdale, Fla., this past March, CENTURY 21 New Millennium was presented the Cartus Five Star Award, which recognizes brokers who have met or exceeded their individual objectives for outgoing broker-to-broker referral closings during the calendar year. In addition to the awards ceremony, the event included interactive workshops, roundtable and panel discussions, and executive presentations. www.c21nm.com

Long & Foster Real Estate recently announced the opening of a new office in Fort Washington, Pa. Paul Bresadola and Loretta McKeogh are the team leaders of the new office, which will be managed by Debora Weidman-Phillips, managing broker of Long & Foster’s Blue Bell office. The Fort Washington office is based on Long & Foster’s Elite Entrepreneur Platform, which allows agents to build their own business while aligning with the strength of the Long & Foster brand. www.LongandFoster.com

Berkshire Hathaway HomeServices (BHHS) Fox & Roach, REALTORS® Chairman and CEO Lawrence Flick recently announced that the company was named the No. 1 broker in the nationwide Berkshire Hathaway HomeServices network of 1,400 broker affiliates. This announcement was made at the Berkshire Hathaway HomeServices National Convention in Dallas this past March. In addition, three Fox & Roach sales associates received the Pinnacle Award, recognizing the top 10 teams and individuals for units and GCI in the BHHS Network. Pinnacle Award winners are Mike McCann “The Real Estate Man” & The McCann Team, Society Hill sales office; Robin Gordon, Haverford Station sales office; and Laurie Phillips, Rittenhouse Hotel sales office. In addition to the three Pinnacle Award winners, the company also had more than 20 agents and teams in the Top 100 in the Berkshire Hathaway HomeServices network. www.foxroach.com

RISMedia’s REAL ESTATE May 2016 23

Emerging Mortgage Trends and Their Impact on Your Brokerage Business by Dave Garland

Amidst these favorable economic fundamentals for mortgage banking, there are regulatory implementation and enforcement actions that are creating challenges for mortgage bankers as they plan to capture the upside of the 2016 mortgage market. What growth strategies are available to mortgage lenders that REALTORS®should be aware of in 2016?

Branch Acquisition – This tactic leads to rapid acceleration of originations and borrower growth. Branch acquisition is also used for market entry, or to expand a branch’s lending footprint in target geographies. For example, Castle & Cooke Mortgage, LLC, an independent mortgage banker, part of Castle & Cooke, Inc., has already acquired three new branches in three different locations since the beginning of 2016. When a branch is sold, the acquiring mortgage firm has to transfer the employment records of the MLOs within the NMLS. This process is usually seamless, and shouldn’t affect the real estate agent/mortgage banker relationship.

n 2015, purchase mortgage originations were estimated around $900 billion1, or 14 percent higher than purchase mortgage originations in 2014. This year, $998 billion in purchase mortgage originations are expected, a number that’s predicted to steadily grow and surpass $1 trillion in 2017. At the same time, the U.S. economy is expected to grow 2.2 percent, the unemployment rate will hover around 4.8 percent, and the 30-year fixed mortgage rate will stay relatively low—between 3.7 and 4.1 percent. In addition, housing sales are strong, and the Mortgage Bankers Association forecasts housing starts around 1,233,000 in 2016.

24 May 2016 RISMedia’s REAL ESTATE

Horizontal Merger between Mortgage Banking Firms – One example from 2015 is the merger between two non-bank lender peers: LoanDepot acquiring Mortgage Master after acquiring iMortgage, Round Point Mortgage and a few other lenders in the previous two years. While mergers can go smoothly, REALTORS® may find a varying degree of delays when communicating with the new corporate structure of their preferred mortgage lenders.

Joint Ventures – In the wake of CFPB enforcement, the major bank players exited the joint venture space— which are a common strategy to grow borrowers fast. However, a handful of joint ventures remain, contributing a small fraction of originations. One example is the Realogy – PHH joint venture, which provides mortgage origination services to 790 real estate offices within NRT LLC, a subsidiary of Realogy. PHH has the exclusive right to use the Century 21, Coldwell Banker and ERA brand names in marketing PHH mortgage loan products through PHH Home Loans. In addition, there are some players that are boosting their joint venture strategy to capture the growth in the mortgage market. For example, iMortgage, a subsidiary of LoanDe-

pot, has announced a hire who will lead joint venture partnerships.

Negative Impacts on Real Estate Brokerage Businesses 8 Brokers and their agents could be adversely affected by branch acquisition in the cases where trusted MLO partners are terminated or forced to leave the market. 8 Consolidation runs the risk of budget shortfalls or cutbacks for real estate agent/broker comarketing or marketing service agreement spends. RE

Positive Impacts on Real Estate Brokerage Businesses 8 When the preferred mortgage lender, or mortgage branch, has been acquired by a bigger lender, the broker and their agents—as the referral partners—will benefit from the synergies created by the merger. 8 When the preferred lender sets up a joint venture with another financial institution, or an industry participant such as a real estate brokerage or builder, brokers and their agents benefit from dedicated originations and fulfillment services, which can reduce the loan origination cycle, leading to more closings.

Purchase mortgage volume estimate is the average of Fannie Mae, Freddie Mac, and MBA purchase mortgage forecasts (February 2016).

14 1414

Dave T. Garland is a principal with Rainmakers Group. For more information, please email dgarland@rainmakersgroup.com or call 650-353-7757.

Tee It Up! Golf and Real Estate Are a Lot Alike by Dermot Buffini

love golf. Growing up in the Buffini household, it was almost a religion. Each of us kids was introduced to the game by our dad, George, and every summer we’d receive a handful of balls that were to last us until fall. If you lost one, you’d better find one.

Golf is a game that tests you in so many ways; one minute you’re having the game of your life, and the next, you’re thinking about taking up a different sport. Some days, the harder I try, the worse it gets. And then it happens: I hit one incredible shot and get a glimmer of hope that keeps me coming back. Just like real estate… one good sale and we keep coming back for more.

The difference is, just like great golfers, great real estate agents seek accountability to help them master the fundamentals. Buffini & Company members have this accountability in their coaches who provide the feedback we all need. The challenge in today’s world is that we often look to technology to take the place of the fundamentals we need to be successful.

The Importance of Feedback

Mastering the Fundamentals

Today’s professional golfer is not just a great golfer, but a great athlete, as well. Every top golfer in the world has an entourage of coaches and experts working day and night to help them perform at their highest level. We all need feedback. We need to know when we’re doing the right things, and when we’re drifting off track. In 2015, the average real estate agent earned just over $42,000. In 2015, Buffini & Company Coaching members earned over $336,698*— that’s eight times the national average. In fact, last year, a staggering one out of every eight homes sold in the United States was sold by an agent who was coached or trained by Buffini & Company. What’s the difference between our members and other agents? Are our members luckier? Do they have thousands of friends on Facebook or followers on Twitter?

Golf has made more advances with technology than any other sport. The thing is, the average amateur golfer’s score hasn’t improved in 30 years— it’s still 100 shots. In real estate, we have all the gadgets and tools we need to succeed: the Internet, social media, smartphones, GPS systems, virtual online tools and more people living here today than 30 years ago. However, the average REALTOR® still only handles about 11 transactions annually. Regardless of the advances in technology, the outcome is the same. The best golfers in the world say, “I’m working on my grip, my posture, my tempo.” When you talk to a Buffini & Company member, they say, “I’m networking and building relationships, writing my notes, making calls and setting goals—I just work the system.” In both cases, they’re working on the fundamentals. To improve, you have to know what

26 May 2016 RISMedia’s REAL ESTATE

Left to right: George Buffini, Brian Buffini, Lou Holtz, Dermot Buffini

Just like great golfers, great real estate agents seek accountability to help them master the fundamentals. you need to do—and do it. Technology doesn’t work unless the fundamentals are in place. If you want to raise your game, we have coaches and staff here to help. Take Peak Producers® to master the fundamentals, or sign up for a great event like Brian Buffini’s Success Tour or MarTech Trends. Whatever you decide, we can help you become the best that you can be. Here’s to your success, on and off the course. Tee it high and let it fly. RE *The only business coaching numbers that are tracked and verifiable Dermot Buffini is CEO of Buffini & Company, North America’s largest real estate coaching and training company, which has helped over three million sales professionals in 37 different countries improve their business, increase net profit and enhance their quality of life since its founding in 1996. Before assuming the role as CEO in 2013, he spent 10 years as the senior vice president of Business Development, where he was responsible for developing new markets, corporate partnerships and the overall growth of the company.

A Technology

Tipping Point Commentary by Lisa Mihelcich

n incredible 94 percent of real estate agents say they use technology to communicate with clients, but only 41 percent use it to manage documents that help streamline the homebuying process. With mobile app usage experiencing 58 percent growth in 2015, it’s clear that consumers are eager to use mobile devices, even in the real estate process. So why aren’t REALTORS®? The speed, flexibility and convenience that high-quality mobile technology solutions afford REALTORS® do more than simply streamline the home-buying process; it allows them to be more productive and more proactive, providing their clients with speedy, efficient and responsive service. Today’s mobile tech tools are so accessible, and have become so sophisticated and secure, that it’s possible to conduct virtually any business and complete any task that needs to be done immediately—right there on a mobile device. Whether it’s generating and managing forms, editing and signing documents, or creating/complet28 May 2016 RISMedia’s REAL ESTATE

ing transactions, the right mobile platforms have all the tools agents and brokers need to take care of business. For REALTORS® and homebuyers alike, the ability to simply hand over an iPad to get a signature is a real game changer. Agents and brokers are using these tools to provide more flexibility in how they run their businesses. They can accomplish more, anywhere, anytime. If a client wants to make an offer or submit a counteroffer, list a home, or sign a purchase agreement, an agent can pull out his or her phone or tablet and take care of it immediately. In today’s competitive seller’s market, where inventory is in relatively short supply, the abil-

ity to move quickly and get your bid in is enormously valuable. Not only is it a huge plus for buyers, it’s a competitive advantage for the REALTOR® who can still deliver outstanding service while out showing homes and spending time with clients. The best new mobile tools today include similar features and functionality to those found in our own zipForm® Mobile Web interface: easy-to-use features, menus and screen designs that are clear and straightforward, and a range of the same conveniences that are found in the full desktop version. For example, information entered utilizing the ‘Edit’ feature will automatically cascade throughout the forms in the transaction, and all changes— in addition to forms added to an existing transaction and any new transaction—will automatically sync with the user’s existing zipForm® Plus online account. That mobileto-desktop syncing ensures that agents and brokers never lose a step in any part of the transaction. They can also utilize the same editing and transactional tools, secure document storage, digital signature functionality, and ability to email forms as PDFs. These capabilities are even more important at a time when millennials have become the biggest group of homebuyers in America, accounting for 32 percent of the market, according to NAR. They aren’t just a large and influential demographic, they’re a different type of homebuyer. They’re extremely tech-savvy, and not only do they value speed, efficiency and service, they expect it. Millennials find it unacceptable to hear the phrase, “I can’t do that until I get back to the office.” This is just one more reason for agents and brokers who want to stay relevant in a competitive and evolving marketplace to go mobile. RE Lisa Mihelcich is COO, zipLogix™. For more information, visit www.zipLogix.com.

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TECHNOLOGY A N A LY T I C S INNOVATION

{Rising Stars}

Swimming Against the Tide Pays Off you notice is how open it is. You see a big, open lobby and then a big training room all done in glass. This way, an agent sitting at his or her desk is looking across at his or her neighbor, providing the opportunity to talk about their needs and work together. One of the many benefits of this collaborative work plan is that we do a lot of sales off-market.

Jamie Dawson, Laura Talbot and Kalpna Patel share stories over a drink at ERA Dream Living Realty’s monthly social.

by Lesley Grand

Ray Williamson and Jamie Dawson ERA Dream Living Realty Years in real estate: Ray, 12; Jamie, 14 Region served: Raleigh, N.C. Triangle area www.eradreamliving.com According to ERA Corporate, you have created one of the most cutting-edge offices in the franchise. What are the key elements? Jamie Dawson: We created this office to get outside of what other offices in the area are doing. We moved away from the traditional model of in-office competition between agents. Here, we collaborate, work with one another and learn from one another. When you walk into the office, the first thing 30 May 2016 RISMedia’s REAL ESTATE

Top: Jamie Dawson, ERA Dream Living Realty Bottom: Ray Williamson, ERA Dream Living Realty

How do you recruit? Ray Williamson: We are pretty selective about who works with us, and we are driven by productivity. Our office has the highest productivity per agent of any office in the Research Triangle. Agents are not ridiculed for asking questions, but rather, encouraged to ask. As a result, our current agents are our best cheerleaders. Most of our new agents come from having had relationships with present agents. Working here is very rewarding in all ways because we cater to our agents. JD: If our agents have complaints, we listen. We also have a mentoring program in order to help agents with their mindset. We know how to talk to people in a non-threatening way, and most of all, we try to help agents be their best. This may mean letting them know that they don’t have to do anything they’re uncomfortable with. How do you attract millennials to join your firm and the real estate business in general? JD: It’s the work environment and

Agents from other brokerage offices attend a training on the REO process led by Corporate Accounts Manager Hailey Maroncelli.

the way we are structured. The open atmosphere and the spirit of working together is more of a millennial mindset. It is more groupthink. Everybody has input. RW: That goes for work and play as an office. We gave up on the traditional Christmas party years ago. For the last five years, we have rented a big house on the Outer Banks of North Carolina. We provide food and drinks, and we play games and music and just have a great time together outside of the office.

“We’re not afraid to swim against the tide. When we saw the market imploding during the downturn, we went after REOs when REOs weren’t cool.”

If you had to point to the one thing agents love you for, what would it be? JD: The ability to problem-solve together as a team. Everyone in this office is willing to help co-workers. We are problem solvers. RW: We also provide an amazing place to work. We empower our agents to build their own business, and to be very productive. We give them the tools they need, like inhouse marketing. Agents also love the fact that we give them their own MacBooks. We also have a

really nice lounge where they can re-group, a fully stocked refrigerator and even a ping pong table.

- JAMIE DAWSON, ERA Dream Living Realty

What do you consider to be your biggest challenge? JD: As an operator, that would have to be the changing real estate market, and making sure we’re in the right areas. Every two to three months our marketing plans change. Also, we’re not afraid to swim against the tide. When we saw the market imploding during the downturn, we went after REOs

Top: The ERA Dream Living Realty front doors wrapped in Christmas bows for the holidays. Bottom: Brother and sister team Jamie Dawson and Ginger Wilson pose for a picture at the annual Valentine’s Day roses giveaway as a thank-you to clients and affiliates.

when REOs weren’t cool. As a result, we were able to create business for our agents by having company business. This allowed us to turn adversity into opportunity. RE RISMedia’s REAL ESTATE May 2016 31

Webinar Recap:

Are You Tapping the Demand in Your Database? by Suzanne De Vita

Of the 17 million would-be buyers in the market, short of six million will transact this year. How’s that for a statistic? “This large share of pent-up demand, which, I would argue, is huge—and represented by the fact that the No. 1 reason people told us that they were buying a home last year is that they were tired of their current home—it’s only going to get bigger,” explained realtor.com® Chief Economist Jonathan Smoke during RISMedia’s recent Broker Best Practices Webinar, “One Database, 1,000 Prospects, Unlimited Opportunities.” The webinar, sponsored by Top Producer® and moderated by Verl Workman, delved into the database-driven practices that propel business in today’s market. “This big funnel and long journey is not going to change any time soon,” Smoke added, speaking to the various life stages encountered by buyers. “Inventory is only going to get tighter.” To come out ahead in a market weighed down by low supply, it’s crucial for brokers and their agents to build—and work—their databases. “We’re focusing on following up with people who are in our database,” said Kevin Markarian, broker associate of San Francisco-based Marker Real Estate. “It’s really important to have long-term systems in place to be able to deliver and convert business.” 32 May 2016 RISMedia’s REAL ESTATE

For Markarian, who uses Top Producer to manage a database of 13,000, that long-term system begins at first contact. Leads receive a text message instantly through FiveStreet, followed by a phone call, all within five minutes. “I use the word ‘committed’—‘Are you committed to an agent?’ or, ‘You’re not committed to an agent, right?’ I find that using that word works incredibly well,” Markarian said. “Others say, ‘Are you working with an agent?’ Everyone’s working with an agent, but nobody wants to be committed to anything. It gives us an opportunity to meet with them.” “Speed really matters today,” added Keith Hockin, senior broker consultant with Top Producer. “Ultimately, when you look at conversion, it always starts at the beginning. If you don’t make a first impression, you don’t have an opportunity to convert them.” Markarian focuses on consistent follow-ups for 30 days. Leads that are not prepared to act in that period are assigned to an email campaign and receive phone calls

every 30 days thereafter. Following this system to the letter, Markarian is rest assured his business will thrive in any type of market. “Those millions of early stream prospects will likely turn into customers who can keep your business growing for a long time into the future,” Smoke pointed out. “And the funny thing about that is, those early-stage [leads] in your funnel today are likely going to be the ones who say they’ve known you and have trusted you for some time.” RE To listen to the webinar in its entirety, please visit https://youtu.be/dz0Pj3djVZM. Suzanne De Vita is RISMedia’s online associate editor.

Innovation and Inspiration Fuel the Future Engel & Völkers Ramps up Momentum at Exchange Event

o real estate company knows more about innovative growth than

Engel & Völkers. The Europeanbased premium real estate brand opened doors internationally in 1977, and over the past four decades, they’ve stretched far from that first office in Hamburg, Germany. After making big moves across Europe, they expanded to North America in 2007, where

Völkers’ rich culture is hyper-focused on innovation, and staying true to their three core values: competence, exclusivity and passion.

Meeting of the Minds These core values recently came together to inspire 400 real estate professionals at the company’s sold-out North American Exchange event. The three-day Exchange, held March 7-9 in Dallas, Texas, fostered camaraderie at all levels, from broker/owners to advisors and support staff. Attendees learned from the best in the industry, with both internal and external experts led by Anthony Hitt, CEO of Engel & Völkers North America, who presented the sharp vision and myriad accomplishments of the company. “Engel & Völkers as a brand is all about collaboration, whether through

they rapidly climbed rank to become a top player in the U.S. and Canada. Today, the company operates a global network of over 8,000 real estate advisors in more than 700 brokerages spanning 37 countries and five continents. In addition to residential and luxury real estate services, the company heads an aviation division, a yachting division and a real estate academy. So how does a company that has quite literally taken over the world keep themselves on top? Engel & 34 May 2016 RISMedia’s REAL ESTATE

Engel & Völkers license partners, brokers, advisors and staff from throughout the brand’s North America network gather in Dallas for their annual Exchange event.

by Zoe Eisenberg

exchanging ideas, business or energy,” stated Hitt in his opening statement. “As our North American network continues to gain momentum, we pride ourselves in maintaining our brand standards of high-quality and passionate work by our advisors while never losing sight of our unique Engel & Völkers culture.” Hitt recapped the milestones accomplished by the North American team in 2015. Not only did the brand double its network to 84 shops and 1,518 advisors throughout the U.S. and Canada, the team also increased their total transaction volume by a stunning 119 percent. In a market still working to right itself, this increase is a true testament to the company’s unshakeable footing as an industry leader. Before leaving the stage, Hitt announced some ambitious expansion

plans for 2016: The company hopes to be in 125 locations by year’s end.

Innovation Takes Center Stage The Exchange did much more than merely set future goals; the main focus was to bring the company’s North American community together for a major charge in innovation. “Our industry is craving a redefinition,” says Exchange attendee Lindsay Bacigalupo of Engel & Völkers Minneapolis Downtown. “Unfortunately, there are so many companies in the real estate space who do not have the right core values or customer-driven mentality.” After serving 10 years in real estate under another brand, Bacigalupo partnered with Engel & Völkers in April 2015 to be the difference she hoped to see in the industry—a difference Bacigalupo believes was fully present at Exchange. “Every detail was touched and intentional, from the itineraries to the speakers and entertainment,” she says. “It offered a real place to learn, develop your real estate skills and be challenged.” License Partner and Owner of Engel & Völkers Boston, Valerie Post chose to attend the event based on the knock-out agenda. Post, who has been in real estate for 35 years, didn’t realize just how knock-out the agenda would prove to be. “There was so much to learn, I couldn’t take notes fast enough.” Keith Shirley, also of Engel & Völkers Boston, headed to Exchange with the hope of interacting with other top agents and making connections in offices across the country. He took seven of his top agents and describes his experience as “first class.” “It was a meeting of the minds on what works, and what doesn’t,” says Shirley, who became part of the Engel & Völkers network in November 2015. He chose the rapidly-growing company because of its “unbeatable” international presence. The

word “unbeatable” is no surprise: The company aims not to be the biggest player in the field, but to be the best. That mindset is far from the thinking of many competitors; their focus on quality over quanitity offers them a natural step-up above the rest. So what sets the Engel & Völkers Exchange apart from other real estate conventions? When attendees were asked, the unanimous answer pointed to the infectious enthusiasm those present had for supporting one another. “Brokers have to fill their energy cup somewhere, and going to Exchange gets you charged up like never before,” says Joe Epifanio, managing broker of Engel & Völkers Olde Naples in Naples, Fla., who headed to Exchange to show his team the importance of continuing education. “At Exchange, you’re not only in rooms with the best people in the industry, but they’re looking to help you,” says the long-time real estate practitioner. Bringing so many innovative professionals together under one roof quickly became a breeding ground for best practices. Epifanio stresses how even the name of the event is in line with its excellence. “It’s truly an exchange—an exchange of ideas and of what is happening in the industry around the country. The people gathered are so willing to share with each other it’s amazing. No one is hiding their ideas. We’re all in it together to help each other grow. I’ve never experienced that before.” Paul Benson, license partner of Engel & Völkers Park City, concurs. Although Benson has been part of many real estate conventions over his 14 years in real estate, never had he seen anything like the contagious support that spread throughout the network of agents assembled at Exchange. “I have never seen such true desire from the agents to work and help each other this way,” Benson says. “The

Engel & Völkers North America CEO Anthony Hitt delivers the brand’s 2016 vision from the main stage at Exchange.

RISMedia’s REAL ESTATE May 2016 35

energy was inspiring.” “There is something special happening here,” echos Geoff Bray, broker/owner with Engel & Völkers Minneapolis Downtown. “We are not focusing on the amount of people we can help or how fast we can grow, but rather, how we can help each person we work with in a huge way.”

The Power of Networking Epifanio notes that the event, which he describes as “epic,” was so stimulating, he didn’t want to go to sleep at night, but instead stayed up late talking to other top producers. Another boon of an event that pulls top producers from all across the country? Networking. “Everyone was so open and eager to share not only their business ideas, but their clients,” comments Lisa Robinson, private office advisor at Engel & Völkers Buckhead Atlanta. “It was really refreshing and encouraging.” Shirley, who initially headed to the event to learn from quality producers and advisors, was impressed with how easy it was to make a real connection with other attendees: “To see how serious everyone took their career, to see how they took care of their clients, it was unbelievable.” Shirley now feels confident

his clients will be well represented if referred to outside markets. “We have affiliate offices located in places where our clients want to have second homes. It was great to see that we could rely on these agents as true partners.” Networking opportunities were offered to Exchange attendees through a variety of events, from galas to a round of golf benefiting the Special Olympics and, of course, presentations from some of Engel & Völkers’ top leaders, including Hitt; North America Chief Operating Officer Jim Ramsay; North America Executive Vice President Tom Kunz; North America Senior Vice President of Brand Advancement Jill DeSilva; and Vice President of Talent Attraction Adam Lerman. An award ceremony was held to celebrate the recipients of the company’s 2015 North America Awards, including the Engel & Völkers Community Service Shop Award, Engel & Völkers Spirit of Giving Award and Top Producing Advisor awards. And although the conference attracted some of the most prolific industry experts in the country, it was more than just a gathering of real estate professionals: It was a carefully curated collection of innovators, many of whom have left larger brands

Top producers and brand leaders are recognized at the Engel & Völkers Awards Gala held at Exchange.

36 May 2016 RISMedia’s REAL ESTATE

to strike out on their own. This selection of forward-thinkers has looked at Engel & Völkers as more than a brand, opting to see them as a platform to launch an enhanced level of service to their customers—the cornerstone of any successful real estate practice. These innovators helped set the quality of Exchange’s speaking sessions far above your typical humdrum motivational variety. “Anthony Hitt knows how to gather the troops,” says Greg Carros, managing director and license partner of Engel & Völkers Vancouver. “It’s rare to have a CEO as connected to what we do and what we need, with the ability to communicate these needs and wants,” echoes Benson. “We are lucky.”

Real-World Inspiration The event’s special guests and featured keynote speakers included NFL player Jason Witten of the Dallas Cowboys; Irish tenor, champion disabled athlete and motivational speaker, Ronan Tynan; and philosophical writer, Matthew Ferrara. What do a football star, an Irish tenor and a philosopher have in common? All three have overcome great odds to become forward-thinkers excelling in their fields.

Special guest, NFL player Jason Witten of the Dallas Cowboys.

The Engel & Völkers Tysons and Lansdowne, Virginia team helps celebrate the brand’s culture of innovation and collaboration.

unparalleled growth. “He told us how to stand out from the crowd,” says Epifanio of Ferrara’s moving presentation. “Not everything has to be about the market. Be you. It’s so important.” Carros found these speakers particularly motivational because they weren’t real estate-related. “They truly showed there’s no obstacle you can’t overcome, which of course I can relate directly to my sales career,” Carros notes. In his 40-plus years in real estate, Carros has sat through a multitude of real estate presentations and feels that Witten, Tynan and Ferrara stood out in a big way. “They reminded me to push ahead, focus on the positive. You can’t be a defeatist in real estate.”

Serving the Global Community

A $25,000 check is presented to Special Olympics as part of Engel & Völkers’ corporate sponsorship. An additional $13,000 was raised over the three-day Exchange event through raffles, silent auctions and onsite contributions.

“As our North American network continues to gain momentum, we pride ourselves in maintaining our brand standards of highquality and passionate work by our advisors while never losing sight of our unique Engel & Völkers culture.” – ANTHONY HITT CEO, Engel & Völkers North America

Born with a lower limb disability, Tynan lost his legs at age 20. Within a year, the singer was competing in the Paralympic Games in track and field and as an equestrian. He has since gone on to win 18 gold medals and set 14 world records. His Exchange presentation, “Living Life to the Fullest,” discussed how he overcame all odds to achieve his dreams. The champion moved the room to tears with both his amazing story and his stunning vocal performance. Ferrara inspired attendees with his discussion, “Yellow Pants and Pirates,” which focused on connecting creativity to productivity, driving success by maximizing your strongest inner beliefs and understanding the “Social Renaissance”: how successful people combine their personal and professional networks to create

There’s nothing defeatist about Engel & Völkers. In addition to constantly innovating to better equip its fast-growing team, the company focuses on giving back to the local and national communities it serves. In March 2015, Engel & Völkers announced a three-year sponsorship of the Special Olympics #PlayUnified campaign, which works to inspire youth across the country and around the world to connect with peers with intellectual disabilities and create more inclusive communities. The partnership was a perfect fit for both the company and the organization, as the goals of the Special Olympics are in a cohesive alignment with Engel & Völkers’ values of passion and competence. “[We’re] proud to be a part of developing the first Unified Generation that will fight inactivity, intolerance and injustice for people with intellectual disabilities,” said Hitt in regard to the sponsorship. Since the company’s announcement at their 2015 Exchange, they have raised over $125,000 for the organization. The Special Olympics isn’t the only foundation supported by the global real estate brand. At Exchange’s DiaRISMedia’s REAL ESTATE May 2016 37

Engel & Völkers Private Office Advisors welcome the newest members to be inducted into the brand’s highly-exclusive network. (Below) The Private Office Advisors pin.

ing with Engel & Völkers’ high networth international clients looking to be referred to a real estate specialist in North America.

Better than Yesterday

monds and Denim reception, Witten accepted a $10,000 donation from Engel & Völkers for his SCORE Foundation, which focuses on domestic violence prevention and outreach programs, and has completed several building projects in Texas and Tennessee. The check was presented by Hitt and Roxann Taylor, owner of Engel & Völkers Dallas Southlake, who sits on the foundation’s advisory board. An induction of 20 Private Office Advisors also took place at Exchange. The new members of the ultra-exclusive Private Office network were carefully chosen based on consistent high-production numbers, individual expertise and an overall passion for the job they do daily. These wealth specialists now have access to additional opportunities for work-

38 May 2016 RISMedia’s REAL ESTATE

“We are a reflection of who we surround ourselves with,” says Bacigalupo, an Engel & Völkers Private Office Advisor herself. “I had not been to an Exchange event before, but one thing is for certain: I like being around those people. The caliber is different than anywhere else I have seen. The bar has been raised. I wouldn’t even call this a conference. It was in a league of its own.” Just as all good things must eventually come to an end, Exchange closed with a meet-and-greet with Tynan. But for attendees, the innovation did not cease on March 9. Each attendee walked away with a bevy of best practices they can now implement. Benson says he pulled many new ideas for marketing, team structure and increased participation in the network, which he calls “invaluable.” Exchange inspired Post to strive to be better than yesterday, and Bray says his company will now shift their focus to how many ways they take

care of their clients, rather than how many clients they take care of. The event reminded Robinson to focus on remaining relevant as the market conditions continue to change. “I was reminded to be flexible enough to change,” the 21-year real estate veteran said. “What made you successful may not be what you need to keep you on top.” Loving what you do daily was an important takeaway for attendees, as was embracing your own personal authenticity and uniqueness. “One of the underlying concepts I took from the event was to be your unique you,” says Bacigalupo. “Stop comparing your business and trying to beat the competition. Find your strengths and focus on them.” “Exchange was not your usual corporate event,” says Epifanio. “It’s about changing ideas. It’s about collaborating as one unit to further expand as the fastest-growing brand in North America. That’s what Engel & Völkers does phenomenally: It allows us to brainstorm together. We get to grow individually as we grow together. Exchange was the perfect platform for implementing that growth.” RE For more information, please visit www.evusa.com.

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{Power Broker Perspectives} by Keith Loria

J. Lennox Scott:

Navigating in an ‘Instant Response’ Market As the third generation to run the business originated by his grandfather 85 years ago, J. Lennox Scott prides himself on helping the company’s broker associates build a powerful business and live an inspired life. “We lead, train, coach, inspire, have marketing programs, recruit and live to this purpose to help our associates provide the ultimate in client service,” says Scott. The Pacific Northwest market, according to

J. Lennox Scott

Scott, is in a frenzy, as there is very little inventory available in Seattle, Wash., or Portland, Ore. Add to that the increase in buyers from China in Seattle, and Scott expects a great market over the next 10 - 15 years and beyond. “It’s a historic moment in time in Washington real estate due to job growth and historically low interest rates,” he says. “The market is even more intense this year. We have gone from a ‘quick action’ market to an ‘instant response’ market for new listings.” That’s a challenge that’s not lost on Scott and his team, and one of the main reasons why the firm values personal relationships and connections. “It comes down to each of our individual brokers having a good ground game. It’s about meeting our neighbors and buyers,” he says. “Last year we did $12 billion in sales, and while that’s a lot of business, our broker associates did it one transaction at a time, focusing on each individual client and each

VITALS: John L. Scott Real Estate Years in business: 85 Size: 107 offices, 2,930 broker associates 2015 sales volume: $12 billion 2015 transactions: 36,800 Regions served: Washington, Oregon and Idaho www.johnlscott.com 40 May 2016 RISMedia’s REAL ESTATE

Grand opening of the Bothell, Wash., office.

relationship.” Over the last several years, John L. Scott Real Estate has grown in terms of the number of broker associates within the firm, as well as the quality of its team. In 2016, the firm plans to add another 200 brokers to its current mix of 2,930—35 percent of which will have experience from other firms. What attracts them, Scott says, is a personalized training program called Activator, which not only teaches them how to achieve success with sales, but helps with marketing and other tools that are vital to the job.

“It all starts with our approach to success: a positive mindset, skill mastery, and personal engagement activities,” he says. “We also understand that the future of real estate technology has arrived, and we’re ensuring that our team is prepared.” In that regard, the firm has created an individual mobile app that will allow each broker associate to better connect to the MLS, buyers and sellers, and their sphere of influence. In addition to growing throughout Washington, Oregon and Idaho, the firm is planning to expand into California for the first time through its John L. Scott affiliate program this year. “Our core value is ‘living life as a contribution,’ and that includes our family, friends, community, place of faith and personal growth,” says Scott. “We focus on the ultimate client relationship and being our best for both buyers and sellers.”

Mary Ann Vitale:

Diversity, Balance and Culture Key to Success Having been involved in the St. Louis real estate scene for nearly half her life, Mary Ann Vitale, president and CEO of Berkshire Hathaway HomeServices Select Properties, feels that it’s better than ever to be involved in the business. “Our market has continued to improve over the past year,” says Vitale. “Average sale prices are up 3 percent across the board, and the increase in new-home starts has been a big factor in our increase in closed units. Our company sales were up 16 percent this year, and we hit our one-billiondollar goal. Besides the market gains, though, we attribute this success to our hard-working agents; I’m honored to work with every single one of them.” Berkshire Hathaway HomeServices Select Properties has aggressive plans for growth within the firm in 2016. “During the last quarter of 2015, we started really focusing on strategic planning, and I feel that executing this plan will be vital to our success in the coming years,” Vitale

Berkshire Hathaway HomeServices Select Properties Leadership Team Mary Ann Vitale

says. “Streamlining our internal processes, sharpening the quality of the customer experience, and bringing aboard top talent are key to our main goal of increasing our marketshare to 10 percent by 2020.” The firm also plans to focus on its recruiting efforts to reach 750 agents with a Productivity per Person (PPP) of 10, and make certain it is the place every real estate agent wants to work. Vitale feels there are a number of things that set the firm apart from others in the area, beginning with its culture and the fact that a majority of its listings sell for more than 98 percent of their listing price. “I know everyone likes to boast about their culture, but I really do believe we have the very best. It’s something you can’t really pin to the wall. It’s something that is living and breathing and you just have to experience it,” she says. “It really comes down to the whole family feel and the empathy we

VITALS: Berkshire Hathaway

HomeServices Select Properties Years in business: 14 Size: 9 offices, 545 agents 2015 sales volume: $911,457,515 2015 transactions: 4,885 Region served: St. Louis www.bhhsselectstl.com have. We know our agents work day and night, we know real estate isn’t easy, and they have a million other commitments outside of that. We are here to make it easier for them to keep the proper balance.” Diversity is also of chief importance to the firm, something Vitale feels is lacking in other firms within the region. “We recognize that St. Louis is multi-cultural, and everyone wants to work where they fit as a part of the whole,” Vitale says. “We have stepped up our recruiting and marketing to reflect these goals. No matter where you’re from or what your experience is, we recognize top talent and potential.” For those joining in 2016, the firm is planning to open a pre-license school and a

success center, and develop two other educational programs. The firm also recently established a local REthink Council with a focus on how best to connect and bring value to the generations to come. “We are always looking to improve the quality of training and tools we provide our agents, as their success is our success,” Vitale says. “The biggest challenge for us is bringing in the next generation of talent. We have the best agents, but what will we do when they retire? While that is a long way off, we have to not only plan for tomorrow, but also for five to six years down the road. Our efforts will focus on being seen as the place multiple generations think of in St. Louis as synonymous with innovative real estate.” RISMedia’s REAL ESTATE May 2016 41

Rainy Hake:

Rising Price Points Lead to Record Year With more than 20 years of experience in the luxury real estate industry, Rainy Hake, executive vice president and chief operations officer for Alain Pinel REALTORS®, has seen some big developments over the years, noting that 2015 was a windfall for the greater San Francisco market. “We have experienced double-digit growth year after year since recovering from the recession, exceeding even our pre-bubble results from 2006 and 2007, and 2015 was historically our best year ever with $12 billion in closed sales volume,” says Hake. “While we have continued to grow our footprint and marketshare, despite limited inventory, the greatest factor has been the increased average price point.”

Rainy Hake

Alain Pinel REALTORS® has predominantly focused on luxury real estate in the Bay Area, closing out last year with an average price point of more than $1.44 million, spurred in part by a very unique microclimate with a strong economy and attractive lifestyle in which consumers are willing to invest. While the firm receives frequent offers to franchise its name and open offices in places like Beverly Hills and New York City, its philosophy is to remain within driving distance of its offices so that its leaders can manage the quality and consistency of the brand. “We are always looking

VITALS: Alain Pinel REALTORS® Years in business: 26 Size: 33 offices, 1,400 agents 2015 sales volume: Over $12 billion 2015 transactions: 8,400+ Region served: The Greater San Francisco Bay Area www.apr.com 42 May 2016 RISMedia’s REAL ESTATE

Paul Hulme (4th from left), president, founder, & COO of Alain Pinel REALTORS®, with the Alameda Mayor and Chamber of Commerce at the Alameda office grand opening and ribbon cutting ceremony.

at growing our firm in a responsible and organic way that helps us to better support our client base. Given that we live and work in one of the best places in the world, this has been a lucrative strategy for the past quarter-century,” Hake says. “However, given the global economy, we also find it necessary to have a national and international reach for our clients and agents, and this is why we have partnered with Leading Real Estate Companies of the World® and are founding members of Luxury Portfolio International®. ” Both affiliations allow the firm to be both local and global with its expertise. While the firm may not have offices in every country around the world, it has quality agents in over 60 countries. Locally, Alain Pinel REALTORS®is opening a new office in San Francisco, in the dynamic SoMa district, in mid-2016. “This region is seeing a lot of exciting growth due to the high-rise develop-

ments and tech migration from Silicon Valley, appealing to modern homebuyers both domestically and internationally,” Hake says. “This will be our fourth office in the city, including our Investment Group, which is the largest seller of apartment buildings in San Francisco.” Like most regions, a lack of inventory is the firm’s greatest challenge, adding to buyer frustration as demand outweighs supply. “We focus on understanding consumer behavior, trying to position ourselves where the puck is going and leveraging technology tools to increase efficiencies while improving client experiences,” Hake says. “We love looking beyond the real estate industry to see what innovators are doing in fashion, technology, and beyond. By looking at other industries, we are inspired to bring a similar experience of quality, luxury, and customer service to the home-buying and -selling experience.” RE

An eightpack of crayons at the Millers’ closing led to four successful sales for their agent the next month.

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{Blog Spot}

Kitchen Counsel: Tips to Keep That Stainless Steel Shining Stainless steel can be finicky, but with a little TLC, stainless steel will keep your kitchen looking sleek and stylish for years to come.

by Nick Caruso

f you have ever owned any stainless steel products, you know how beautiful and appealing the look can be. Stainless steel appliances give a renovated kitchen that POP! it needs, while steel also makes for a very durable cookware product that never disturbs flavors, yet guarantees a balanced heating of foods. It also resists corrosion and rust—a bonus for the steel fans!

While some may disagree, I find stainless to be a pain to clean. Not so much of a pain to eschew using our stainless set all together, but enough of a pain that we had to learn the dos and don’ts of dealing with it. Here are some quick and easy tips for cleaning steel and maintaining that fresh metallic look. Clean with water and a cloth. Microfiber cloths are the best option to use when cleaning stainless steel because they absorb all of the water. It’s also a safe product to use to avoid scratching steel surfaces. You’ll want to avoid paper towels or any cloth or towel with a rough surface intended for non-stick cookware. This especially includes steel wool. When drying, dry along the

grain to avoid water spots. If you clean or dry aggressively against the grain with regular scouring pads, you’ll leave marks on your appliance or pan, so be sure to take it easy. Only use a drop of dish soap. For most cases, a drop of mild dish soap and warm water is all you need to clean a pot or pan, so don’t overthink it. Just be gentle. Alternatively, using white vinegar as a cleaner has also been proven to work. Try it out—that stuff is like magic! Glass cleaner is your friend. Fingerprints on stainless steel is one of the biggest complaints, and it’s a valid concern. No matter how careful you try to be, fingerprints will always end up on your fridge. Spray

glass cleaner on a microfiber cloth to get the job done. Wipe away the fingerprint using soft circular wipes. There are newer finishes of stainless steel that are fingerprint resistant, so if you’re buying new products, be sure to do your research and seek those out. Keep a stainless steel cleaner on hand. If you need to remove stains or scratches from your stainless steel, a steel cleaner is a great option. Read the directions on the cleaner and be sure to test the product on an unnoticeable location, just in case. Even if you aren’t trying to remove a stain or hide a scratch, stainless steel or glass cleaner will help your appliance(s) shine. As always, rinse the area thoroughly afterwards and towel dry. Stainless steel can be finicky, but with a little TLC, stainless steel will keep your kitchen looking sleek and stylish for years to come. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com. Nick Caruso is RISMedia’s senior editor. Email him your blog topic ideas: nick@rismedia.com.

RISMedia’s REAL ESTATE May 2016 45

{Basic Training}

The Ultimate Listing Strategy by Verl Workman

any top performers will tell you that one of the keys to their success is their ability to control and dominate listings. We teach our coaching clients that each listing should result in 1.5 buyer-side transactions, so every time you list a home, you should close 2.5 real estate sides.

There are three phases to every listing. When you follow them, your ability to find, win and close more listings grows. Phase 1: Before Before you get a listing, you have to perform tasks that produce listing appointments. As agents, we like to talk about our sales and our contracts, but we should really focus on the activities that produce those sales. Prospect There are no shortcuts to success. Spend one to three hours every day prospecting, and be sure to track everything. Our systems track dials, conversations, messages and appointments. A sale is always a numbers game, and when you know your numbers, you know exactly what it’s going to take to achieve your goals. There are a lot of ways to find listings, including, but not limited to:

8 Working your sphere of influence 8Geographic farming 8Online lead-generation systems 8Direct mail 8Door knocking 8Open houses 8New construction 8Divorce and probate attorneys

In the end, it boils down to one fact: Leads are not the issue. The question is, what are you willing to do? Pre-Listing Package Terri Murphy, top producer, speaker and author, says a pre-listing package is like the Opening Ceremony of the Olympic Games; it’s the precursor to a winning listing appointment. Your pre-listing package can be delivered via mail or video, or both. What matters most is that your prospective client is fully engaged and sold on you and your services before you ever get there. Phase 2: During Listing Presentation Your listing presentation should start by asking whether the prospective client has any questions about the pre-listing package. It’s also important to share what makes you different and unique. Use stats and real numbers that set you apart from the masses. Cleve Gaddis, of Gaddis Partners, RE/MAX Center and a Workman Success Systems coach, shows how he sells homes 40 percent faster and for 2.4 percent more than agents on the MLS. Not only are his numbers powerful, they justify his listing commission, negotiation skills and marketing ability.

Next, walk the home and allow the seller to tell you what they love about the space and what they feel should be fixed before it goes on the market. This is their chance to sell you on the home so that you can share their enthusiasm as you sell it to others. They need to know that you love the home as much as they do. Once you’ve walked the home, ask and answer questions, then fill out the paperwork. After the appointment, send a handwritten thank-you card, whether they list or not. Show that you appreciate the opportunity to represent them. Phase 3: After The bottom line is that you can list more. The market hasn’t stopped; it just requires a higher level of dedication and focus on the right activities. Paying attention to these key points will pay big dividends as you win more listings, close more buyer sides and build a referral business of raving fans. RE Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com. To hire Verl to speak at your next event, email events@verlworkman.com.

RISMedia’s REAL ESTATE May 2016 47

RREIN RREIN RISMedia’s Real Estate Information Network®

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EMPOWERING NIERR

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Sales Associates Consumers 48 May 2016 RISMedia’s REAL ESTATE

A Plan to Increase Latino Wealth by $2 Trillion Commentary by Nayeli Pelayo

ccording to the National Association of Hispanic Real Estate Professionals (NAHREP) and the Hispanic Wealth Project, a non-profit 501(c)(3) with a mission to financially and educationally empower the Hispanic community in America, the tide has turned for Latinos in the U.S. The organizations recently released a joint report showing that for the first time in 10 years, there was a rise in Hispanic homeownership rates, while the rest of the country experienced a decline.

Last year, NAHREP unveiled a plan to triple Latino wealth over the next 10 years through its Hispanic Wealth Project. While ambitious, the goal is achievable given continued gains in household income and the current Hispanic purchasing power of over $1.5 trillion. The Federal Reserve Bank of St. Louis predicted that Latino wealth could grow by $2 trillion in the next 10 years with projected gains in population if there’s an environment fostering wealth in the community.

The Hispanic Wealth Project’s initiative will be achieved through three component goals: to achieve a 50 percent rate of homeownership; to increase by 50 percent the firstyear success rate of Hispanic-owned small businesses; and to increase by 25 percent the number of Hispanic households owning non-cash financial assets. Several groups, including major banking institutions such as Wells Fargo, have joined the movement, and now, the time has come to analyze the progress made

last year and plan for the year ahead. On June 1, 2016, the Hispanic Wealth Project will host its inaugural Symposium, bringing together stakeholders and industry leaders to review the headway on the project, as well as the project’s additional initiatives to double the number of Hispanic real estate and mortgage professionals in the industry, develop multiple sources of capital for Hispanic-owned small businesses, and use technology to assist highearning Hispanics in the industry with developing long-term wealth strategies. The project’s annual report will be released at the Hispanic Wealth Project Symposium, and its findings will include an assessment of this year’s efforts. The report will also be shared with advisors, sponsors, NAHREP membership and the public at large. Partners who have committed to the support of the Hispanic Wealth Project, such as Wells Fargo, the Mortgage Bankers Association (MBA), Clear Point Financial Solutions, Base 11 and the Stanford Latino Entrepreneurship Initiative, will have the opportunity to give presentations on their policies and programs in line with the project. Wells Fargo, for example, committed $125 billion in mortgage originations and a goal of $10 million to support financial counseling for homebuyers, as well as pledged to increase the number of Latino home lending professionals in their company. Other distinguished corporate sponsors of the Hispanic Wealth Project include Freddie Mac, Chase, Quicken Loans and Union Bank. RE For information about the Hispanic Wealth Project, and to register for the Symposium, visit www.hispanicwealthproject.org.

RISMedia’s REAL ESTATE May 2016 49

Be in business for yourself, not by yourself. With Solutions. The technology you need The leads you want The support to succeed

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

Growing a Sustainable Business:

Don’t Let Technology Kill the Deal Commentary by Desirée Patno

s a business owner, an agent, a broker, you know the importance of staying up-to-date with the latest developments and changes in the way business is done. Whether it’s adapting to TRID guidelines, business diversity, or strategies to help your clients secure their dream home, you know how to carry yourself as an entrepreneur. In a recent interview with the National Association of Women in Real Estate Business (NAWRB), Helen Hanna Casey, president of Howard Hanna Real Estate, stated, “If you want money to come in, it is really tough to keep the business the same. One of your goals has to be that you want your company and employees to expand and grow. It is a business in which you cannot do everything with technology. You have got to reach out and meet those clients that you are trying to attract, no matter what your business is.” Change comes in the form of adaptation, and growing your business is a result of determining the right amount of change. Besides new standards and guidelines, technology is the biggest factor changing the way business is done. It’s also one of the keys to remaining profitable in fluctuating markets. Therefore, it’s important to learn about the latest

technology products and services; don’t prevent progress by stubbornly refusing to modernize. Most homebuyers still visit open houses and enjoy seeing a home in-person, but technology plays an increasing role in the process. Websites like Trulia and Zillow let clients browse and tour homes from the comfort of their living rooms, eliminating subpar homes without ever having to visit them, while phone applications tell you a neighborhood’s Walk Score and the quality of nearby schools. Some things that required a local listing agent can now be done with a smartphone and a WiFi connection. There’s more immediacy in the business world, and if you want to keep clients, you need to be able to provide it. Don’t stick to the old ways of doing business while the market evolves. Consider the fate of print publications that failed to establish

a strong online presence. As Casey emphasizes, however, it’s important to always remember the right way of doing business. Technology is crucial to succeeding in today’s business world, but some things need to be done in-person, as seeing a person’s emotion can be more powerful than reading their words. Sending an email, rather than meeting a potential partner in-person and shaking their hand, might be construed as insulting, killing the deal on the spot. By the same token, being able to call, text and email while on-the-go is a must. As with so many things in life, the key is balance. Technology will only grow in prevalence in our lives, but it provides little help in situations when you need to interact with someone directly. Have you ever called an automated customer service line and thought, “I could so easily straighten this problem out if I could just talk to a representative?” Your clients and business partners could end up looking elsewhere for this personal touch. Work within the evolving market to diversify and grow your business, but don’t allow technology to cause you to lose sight of your roots. Desirée Patno is founder and CEO of the National Association of Women in Real Estate Business (NAWRB). For more information, please visit www.nawrb.com. RISMedia’s REAL ESTATE May 2016 51

{Trending}

Building New Mobility Skills for RDs and Top Agents

by John B. Sculley

he Relocation Management industry has largely reinvented itself in recent years. Relocation Management Companies (RMCs) have been taking on much broader responsibilities for administering and analyzing their clients’ relocation programs and redistributing business volume.

Along the way, the accustomed roles of real estate brokerages and relocation directors have changed, too. Some brokers and their Relocation Directors (RDs) feel a bit disenfranchised by the erosion of direct corporate relationships where RMCs are taking an intermediary slot. The “glass half full” optimists, though, recognize that mobility is still a big and lucrative market seg52 May 2016 RISMedia’s REAL ESTATE

ment. They accept that corporate outsourcing to RMCs often subordinates brokers to secondary supplier status, but they also recognize new opportunities. By providing complementary skills and knowledge for their RMC partners, they stand to gain referrals, local marketshare and additional revenue streams. The challenge for most RDs is in reengineering their firms’ mobility product lines for RMC “coopetition” and greater customer diversity. We estimate that the domestic relocation market is more than 90 percent outsourced to RMCs, so RMC partnership is the best path to viability and growth. Are you thinking yet about changing your capabilities and offerings to tap into the RMCs more successfully? Here at RIS, we are considering developing a new mobility training series for RDs, their broker/owners and top-producing relocation-oriented agents. We recognize that some fine training resources are already available through the Relocation Directors Council, the Worldwide Employee Relocation Council and NAR, and we would encourage you to explore and use these, as well. Our concept, though, based on years of feedback, is to supplement these by providing a topic-focused, pragmatic and interactive learning series on mobility strategies for real estate companies and their professionals. We envision a series of Web-based, shirt-sleeves strategy workshops on high-gain mobility opportunities, available on either a subscription enrollment or individual session basis. Our initial list of workshop topic ideas includes:

8 Sizing Your Mobility Market – How to identify and quantify all of the potential sources of mobility business within your firm’s footprint 8 Digging into Demographics – All market areas have unique population and mobility profiles, so understanding yours can yield new service lines and revenues. 8 Targeting RMC Partners – So you think you know relocation? There are actually more than 70 companies operating as U.S. domestic RMCs, and you’ll want to triage them for your best potential partners. 8 Maxing Your Value in a BVO Environment – As the industry moves away from its traditional reliance on guaranteed buyouts, have you recalibrated your services toward more employee-generated home sales?

8 Specialty Customers – Global Moves – How to address the growing international-move market segments in your locale, including U.S. outbounds, repatriations, inbound foreign nationals and temporary U.S.-based assignments 8 Specialty Customers – Non-Traditionals – New product considerations for emerging customer types and corporate policy styles: renters, firsttime buyers, lump sum recipients, single parents, retirees, etc. 8 Group Moves – How can you partner effectively with an RMC to secure and manage a group move? What are the contemporary roles and RMC expectations of your groupmove capabilities? What can you do now to get ready?

The finalized RIS workshop series may be different or even bigger, but

here’s where you can get in on the ground floor and shape the series to your own needs. Email me at johnsculley@rismedia.com with your input on the above topics, letting me know which you find interesting, and suggesting any others you might find helpful. Please feel free to share other comments, as well. We value your help in creating training content that will advance real estate-based mobility services for your new operating climate. Thank you for contributing your thoughts. RE

John B. Sculley, SCRP, is vice president – managing director, RIS Consulting Group.

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Spring Selling Season: The REALTOR Benefits® Program Is Here to Help! by Bob Goldberg

t’s the busiest season of the year for real estate professionals. More than ever, you need to rely on exceptional business partners to get everything done professionally, without breaking the bank.

This is the perfect time to take a closer look at the time- and moneysaving products and services offered through NAR’s REALTOR Benefits® Program. Over 30 partner companies provide added value and exclusive discounts to NAR members, ranging from personal insurance, banking services, transaction management, travel and automotive benefits, and much more. During the hectic spring selling

54 May 2016 RISMedia’s REAL ESTATE

season, rely on these partners to help you land more listings, express gratitude to valued clients, and tackle many other aspects of managing your business. Show Pride in Your Brand Now is a great time to work on your personal or brokerage brand, including showing your pride as a REALTOR®. You may already know that you can order a wide array of

REALTOR® logo-branded products, including lapel pins, decals, folders, jackets, bags, hats, shirts, and more from NAR’s official supplier, REALTOR Team Store®. You can also order fully-customized promotional items incorporating any logo. Additionally, all members receive special “End Quantity Pricing” for thousands of custom-logo items. As an added member benefit, save 10 percent when you make your first purchase of $25 or more at RealtorTeamStore.com by using the Redemption Code “NARmember” during step 2 of 4 at checkout. The Perfect Closing Gift Saying “thank you” in a creative, meaningful way is a constant challenge for real estate professionals. With a Multi Merchant Prepaid Card, you get the best of both worlds—a gift your clients will genuinely appreciate that still includes a personal, memorable touch. Personalize your gift cards by adding your client’s name, or a custom

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Print and Ship with FedEx Office and FedEx Take advantage of FedEx Office® print and copy services and FedEx® shipping this busy spring selling season. Listing presentations are still a great way to show your clients how well prepared and organized you are. Wow them by printing high-quality listing presentations at your local FedEx Office. Or, do you need banners for your office or listings, or a last-minute flyer and want it to look professionally branded? FedEx Office is the place to go. They will help your printed pieces set you up for success. Looking to ship something? When you’re shipping urgent documents, FedEx Express offers a variety of

message like “Welcome Home” or “Many Thanks.” Additionally, REALTORS® save 5 percent on all gift card purchases, available in values ranging from $25 to $500. Order yours at MultiMerchantCard.com. Everything for Your Office No matter how many offices you maintain, in and out of your home, OfficeMax® can save you time and money with discounts on over 25,000 items, including office supplies, furniture, print services, and technology—plus free delivery with no minimum-sized order! Shop online or in OfficeMax® retail stores. To receive discounts on

express shipping options including overnight service to most locations in the U.S. And don’t forget that you can use the FedEx discounts for your personal shipping, too. FedEx Home Delivery® is great for holiday shipping and care packages. Discounts for NAR members range from 10 percent to over 25 percent for various shipping and printing services. Enrollment is free and there are no minimum requirements. Create a new account or update an existing account prior to visiting a store. Visit FedEx. com/narsavings for more information and the latest offers.

store purchases, you must request an OfficeMax® Digital Retail Connect Card. Show your card at checkout and you’ll receive whatever price is less—REALTOR Benefits® Program pricing or if there is a limited-time offer. For discounted online shopping at OfficeMaxWorkplace.com, you’ll need to set up a special username and password. To get started, send an email to AdvantagePrograms@OfficeMax.com or call 800-248-6343. Complete signup details for online and retail store shopping at OfficeMax® are available at REALTOR.org/ OfficeMax.

Handpicked Partners Designed with you in mind, the REALTOR Benefits® Program is your official NAR member benefits resource, providing discounts and special offers exclusively for REALTORS®. Program partners are carefully selected, so you can be assured they understand the unique needs of real estate professionals, and are committed to your success. Make REALTOR.org/RealtorBenefits the first place you shop for your professional and personal needs. RE Bob Goldberg is NAR Senior Vice President, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

THE COMPETITIVE EDGE

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

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

Top-Notch Service Leads to Top Production by Lesley Grand Collette McDonald RE/MAX Around Atlanta Realty www.collettemcdonald.com

Years in real estate: 15 Region served: Atlanta, Ga. Average market time: Less than two weeks RE/MAX Regional Services has honored you and your team as top producers by selecting you as one of the first members of the company’s Titan Club. What is the key to your success? We try very hard to give the very best client service possible. We understand that what we do, helping people find and buy homes, affects them and the quality of their lives. It is awesome, and it is also a huge responsibility that we do not take lightly. What does your team do that sets you apart from the competition? We use video for everything. For instance, for every listing, we do a full video walk-through presentation of the house. I am the only agent in the market who makes such videos, and they are tailor-made for social media. Each one is a 7 - 10 minute tour of the house, room by room. When a buyer clicks on the listing online, the video gives us unfiltered access to that buyer. In turn, it lets the buyer see the house room-by-room with my video explanations, so that buyer is able to establish right then and there if they would like to see it in-person. It saves time, because I don’t have to disrupt the seller if the buyer doesn’t

(Left) From left to right: Chief Gary Yandura Brookhaven Police & Interim City Manager; Rebecca Chase Williams - Brookhaven Mayor; Emilie Haas REALTOR®, Berkshire Hathaway HomeServices Georgia Properties; Collette McDonald - REALTOR®, RE/MAX Around Atlanta

happen to like the way the rooms are laid out. The seller has a beautiful video to keep forever, and the videos are invaluable for all phases of the transaction. I also do video emails. When a buyer calls on a listing, I reply by sending them a video email introducing myself. I include links to everything the buyer might need, such as where and how to get pre-approved, a link to the walk-through video, and perhaps another link to transportation and schools in the area. And for sellers, what my team has to offer is three-fold: We almost always get the highest price possible, with the least amount of time on market and the fewest hassles.

What about education and training? I am a firm believer in education. I use a trainer from out of the area, which connects me with the best brokers and agents nationally. I got the idea to do the video walk-throughs

from an agent I admired in Washington, D.C. And my coach—from Harris Real Estate University—is by my side every step of the way, helping me take whatever I do to the next level.

How do you motivate your team? A lot of the motivation happens through doing—what I say, I will do. I touch base with everybody once a week and give them focused goals. And perhaps a great deal of it comes from the fact that not only am I a strong leader, I’m also positive. You have also been recognized as a leader in earning top commissions. What does it take? When I sit down at a listing presentation, I let sellers know that they can shop at Walmart or Nordstrom. I know that they have a choice. And I let them know that while they will pay a top commission price with me, they will also get Nordstrom- or Saks-type service, and they will get the best possible price for their house. RE RISMedia’s REAL ESTATE May 2016 57

{Broker Spotlight}

The World’s First

Complete Real Estate System Sellstate Realty by Barbara Pronin

t isn’t easy to successfully challenge a traditional business model—even when your proposed alternative may bring about better returns. But for Arthur (Art) Darmanin and Neil Cresswell, who founded Sellstate Realty Systems Network, Inc. in Fort Myers, Fla., in 2002, that was both the goal and the vision: a national real estate franchise with the tools and programs to attract an elite corps of brokers and agents, and to provide these exceptional few with a better way to take their business to the next level. “Our plan was to draw a select corps of motivated real estate professionals,” says Darmanin, Sellstate co-founder and CEO. “We were looking for highly qualified brokers and agents to put our value proposition to the test.” Operating in nine states today, with two more on the horizon, the Sellstate model continues to march to the beat of its own drum—achieving growth by design with a dedicated team committed to its innovative business model. In this exclusive interview, Darmanin shares the company’s vision and strategies, and the positive impact the company is having on both agents and consumers. 58 May 2016 RISMedia’s REAL ESTATE

Barbara Pronin: Why don’t we begin with a brief synopsis of your career path, Art, and how you and Neil came to co-found Sellstate Realty. Art Darmanin: Together, Neil and I have a total of more than 60 years of experience in the real estate industry, much of it in Canada’s second largest real estate company, where we each rose to some prominence and first joined forces some years ago. My background is primarily managerial, building highly successful brokerages and regions from the ground up. Neil’s sales career soared early, quickly making him one of Canada’s leading real estate agents and brokers, so it seemed only natural for us to put our skills together and partner in a new venture, first in Canada and

then again in 2002 when we cofounded Sellstate here in Florida.

BP: Launching and growing a national franchise is a formidable task. How do you divide the workload? AD: We are both involved in all aspects of the business, but I concentrate primarily on the design and evolution of the Sellstate system, including franchising, broker support, administration, marketing programs, and promotions. Neil’s personal mission is to help brokers and agents achieve their highest goals and to help develop a culture that exceeds customer expectations. He spends a good part of his time traveling the country to support and train brokers and agents. In 2006, my son, Michael, who has international expertise in marketing

and technology, joined us as chief operating officer. Michael’s focus on brand image, website design, cloudbased integration and social media strategy is central to our strategy as a national franchisor.

BP: What is it that differentiates the Sellstate model from the competition? AD: Several things. First, our concept is to do all the heavy lifting for our franchisees so they can focus on recruiting and supporting an elite team of agents. Our brokers have a lower overhead because they require no investment in back-office software. Although they maintain local bank accounts, we provide the administrative support they need through our central processing system here in Florida.

We process all the closings, issue 1099s on behalf of the broker, collect all fees the franchise is owed, and manage all the debits and credits—all with a guaranteed 48-hour turnaround time. We also provide all the professional Web design and marketing solutions they need to help them build their brand. And our lucrative agent-sponsoring program, which provides the incentive for agents to bring other agents into the franchise, not only ensures their financial future, but also the guaranteed growth of the franchise itself.

BP: How does the agent sponsoring program work? AD: The fact is, we want only the most productive and motivated agents working for Sellstate, and RISMedia’s REAL ESTATE May 2016 59

we believe that charging them a nominal monthly fee helps to discourage the bottom 20 percent of the agent pool from coming with us. At the same time, we have shown that top-performing agents are the best resource for bringing aboard other top-performing agents, and we encourage and reward them generously for doing that. Our Agent Asset Development (AAD) Program pays 100 percent commission—95 percent to the selling agent, and 5 percent to the sponsoring agent in the form of a monthly income. It’s a real opportunity for our agents to earn a growing monthly income for life, in addition to their earned commissions, and every agent has an equal opportunity to earn this lifetime earnings benefit. We can show quite graphically that our top agents consistently earn more than the industry average. Our sponsoring program pays out so well that we publish the numbers every month on our website.

60 May 2016 RISMedia’s REAL ESTATE

BP: Can you describe how your technology-based model gives your agents a competitive advantage? AD: Sellstate affords our brokers the ability to provide their agents with the industry’s leading technology package, which we call Power Suite, as part of our value proposition. Power Suite allows agents to remain in control of their business whether they are in the office or traveling the globe. The system includes imperative tools, such as an IDX-powered mobile responsive website, CRM with drip campaigns, direct-to-agent lead generation, detailed neighborhood demographic reports, design and marketing centers for custom campaigns, and over 30 additional tools. Best of all, our single-login, cloud-based system keeps their leads, tools and contacts at their fingertips no matter where they are.

BP: What does all this mean to the consumer? AD: It means the consumer re-

ceives unparalleled service from the industry’s most knowledgeable and experienced agents 24/7, from wherever they happen to be.

BP: How has your company evolved over the years, and how were you able to survive through the last downturn? AD: We entered the market not long before the downturn, but we had no debt and our strategy was always to walk before we could run. So despite the downturn, we were able to grow strategically, taking the time to get the banks on board with our model, secure our first brokers, and get all the documentation in place. Also, we have opted for smart offices, strategically located and no more than 2,500 square feet in size, to keep the overhead low. We believe our patience and careful planning are being rewarded with a growing interest in the Sellstate concept now that the downturn is behind us, although we are convinced that our business

model will succeed no matter the state of the economy.

BP: How are you attracting and retaining top agents, millennials in particular? AD: Our value proposition and our agent sponsorship incentives are attracting more and more top performers, including millennials, who understand and appreciate our technology and the earning power of our business model. They also appreciate the relationships we have forged with Zillow and Homes.com. Listings are uploaded automatically and free of charge for our agents on Zillow and receive preferred listing status on Homes.com—and the resulting leads go directly to the agent. Combine this with our advanced education modules and it all adds up to a satisfied corps of agents. In fact, one of our agents

here in Florida told us recently, “If a broker offered me $50,000 in cash, I wouldn’t leave Sellstate.” That’s because a quality agent, with the right coaching, does not find it difficult to earn a seven-figure annual income with us.

BP: What do you see as your biggest challenge going forward? AD: Finding the right people and staying true to our plan for strategic growth, even in the face of increasing interest in our unique value proposition from independent brokers nationwide.

BP: Where do you see your greatest opportunities? AD: We are now poised for rapid

“If a broker offered me $50,000 in cash, I wouldn’t leave Sellstate.” - Brian Cox, Agent, Sellstate Next Generation Realty, Ocala, Fla.

national expansion. We presently have offices in nine states—California, Nevada, Colorado, North and South Carolina, Nebraska, Connecticut, Maryland and Florida—and we expect to expand our footprint soon into Texas and Arizona. We are also actively marketing regional opportunities in other territories. We believe this is a great time for people to come aboard with us. Our value proposition proves itself every day, and the opportunity has never been greater.

BP: In your opinion, what is most critical to your firm’s success going forward? AD: Our aim is to become the goto franchisor, so I can tell you that not a day goes by when our executive team is not brainstorming and developing new ways to make life easier and more productive for our franchisees and our agents. At the same time, we know it is imperative that our standards remain high. We want to grow with the right people to ensure the best possible experience for brokers, agents and consumers. RE

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

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{Broker Spotlight}

A Brokerage Built on Teamwork and Integrity Surterre Properties Surterre Properties President & CEO Gary Legrand has helped build a company based on integrity, teamwork and trust.

62 May 2016 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

by Barbara Pronin

At Surterre Properties, says Co-Founder Paula Ansara-Wilhelm, a collaborative approach drives results.

Barbara Pronin: Why don’t we start with a little about your backgrounds, and how you came to co-found Surterre Properties. Gary Legrand: Paula and I both have extensive backgrounds in real estate. Before co-founding Surterre Properties, I led the team at several top-performing companies, most recently at Coldwell Banker Previews. I was also an investor and CFO for Coast Newport Properties.

or Surterre Properties’ co-founders Gary Legrand and Paula Ansara-Wilhelm, a successful real estate company is built on far more than sales and service excellence. It’s built on integrity, inspiration, and on caring not just for clients and agents, but for the planet that supports us all. “‘Surterre,’” points out Ansara-Wilhelm, “is French for ‘on Earth.’ Preserving it for the ages is a commitment we take seriously. ‘On Earth’ also represents the inter-connected global society we live in, and the international network we have built at Surterre.” With a footprint extending up and down the Southern California coastline, where the average sales price is in the multi-millions, the 10-year-old, Newport Beach-based company puts a heavy premium on teamwork. In this exclusive interview, Legrand and Ansara-Wilhelm discuss their well-matched philosophies, their shared growth strategies, and their hands-on leadership style.

Paula Ansara-Wilhelm:

My background is primarily in real estate marketing and branding. Prior to cofounding Surterre Properties, I cofounded Strada Properties here in Southern California and headed the marketing efforts at several other industry-leading firms, including Coldwell Banker Previews, Coast Newport Properties, Century 21 and ERA.

GL: We’ve both sold real estate at some point back in our careers, and our experience in the field has helped us to understand the kind of support agents need from a brokerage. Plus, because neither the management team nor I compete for sales with our agents, it has helped to foster our company’s team-oriented, agent-centric environment, and attract experienced top-performers.

RISMedia’s REAL ESTATE May 2016 63

BP: How would you characterize your company’s positioning in your marketplace? GL: We are proud to say we are the market leader in Orange County, specializing in luxury properties and consistently achieving top marketshare. In addition to our Newport Beach headquarters, we have 430 agents in six offices in Laguna Beach, Corona del Mar, Monarch Beach, San Clemente and Irvine, and in 2015, we achieved $2.58 billion in sales. Most of all, we are proud to have built a brokerage based on integrity, teamwork and trust. That means making sure the things we say and the things we do are always in total alignment.

PA-W: We are sincerely honored that Surterre Properties has been nominated “Best Place to Work” by the Orange County Register for three years in a row. We take that as a tribute to our collaborative team atmosphere. It’s a family-like environment where everyone is personally invested in helping the team succeed, and we are most proud that this teamwork approach has driven real results, with approximately one out of three sales occurring internally amongst Surterre agents. BP: How have you evolved and grown as a company over the past 10 years to adapt to changes in the marketplace? PA-W: As the world continues to shrink, it’s been incredibly rewarding to have developed a strong international presence. We serve clients from all over the world—from China, Canada, Saudi Arabia, Dubai, Indonesia, Australia, Sweden, and more. In fact, we are one of the only brokerages in Orange County to have a Chinese language website, and we have built a vast network of over

64 May 2016 RISMedia’s REAL ESTATE

130,000 sales associates in over 70 countries around the world.

BP: What would you point to as your competitive differentiation in the marketplace? P-AW: Our business model, for one thing. One of the things that sets us apart is the level of support we dedicate to our agents. We have more than 63 staff members supporting the activities of our 430 local agents. We also have a full-service, in-house advertising agency called The Studio, which, we are humbled to say, has won over 60 awards to date. The Studio has an on-site digital press and provides a full spectrum of advertising and marketing

services. We do everything from creating custom marketing collateral to developing comprehensive online marketing plans, agent websites, media buying programs, and more. In essence, The Studio’s 15-member team of Web designers, graphic designers, artists, production managers and proofreaders is able to provide our agents with every aspect of marketing assistance.

BP: What is the company doing in terms of training to keep its salesforce equipped to succeed? GL: My philosophy is that there is no one-size-fits-all approach when it comes to coaching, so I provide a hands-on coaching program tailored

to the needs of each agent’s unique strengths, motivations and goals. I’m personally dedicated to giving our agents the tools, discipline, and inspiration they need to become their best personal and professional selves. It’s one of the most rewarding aspects of my job. We work on roleplaying, lead generation and conversion techniques, business planning and networking, time management, and more. It’s an intense program.

BP: How are you retaining top-producing agents? GL: It really comes down to our culture of integrity and teamwork, and the respect that we have for one another. The real estate business never sleeps, and so we are here to help counsel our agents any time they need it, 24 hours a day, seven days a week. Whether it’s navigating the sales process, providing IT or administrative support, offering legal guidance or giving general advice, we are here when our agents need us. I never hesitate to take a phone call from our agents, even at 11 p.m. on a Saturday night.

BP: How has your technology evolved to meet the demands of agents and clients? PA-W: We are committed to staying at the forefront of technology in order to support our agents. We have a comprehensive website that lets clients search via neighborhoods and lifestyles, so they can specifically focus in on golf properties, equestrian estates, bayside or beachfront homes, and more. We also offer a mobile app so that our clients can search on their mobile devices as they wish. And The Studio, our inhouse ad agency, leverages sophisticated technology to make our production process easy and efficient for our agents. With the click of a

“I’m personally dedicated to giving our agents the tools, discipline, and inspiration they need to become their best personal and professional selves.” -GARY LEGRAND President & CEO, Surterre Properties

ing The Studio agency in-house has helped immeasurably to upgrade and streamline all of our marketing capabilities. In addition, we quickly recognized the powerful networking opportunities that social media opens up, so we’ve introduced comprehensive social media training for agents at all skill levels. The training is focused not just on how to be good at utilizing social media, but how to be better in the real estate business by making social media work for you. And third, we know that our clients value the fact that we give back to the communities we serve by supporting and actively participating in a variety of local projects and charities, including our donation matching program.

our clients in our efforts to preserve the environment. We know we are lucky to live and work in one of the country’s most breathtaking environments. Gary and I are both outdoor enthusiasts, and we believe it’s our duty to do everything in our power to preserve the natural beauty of our surroundings for generations to come. Becoming a U.S. Green Building Council member and earning our Certified EcoBroker® designation are just a couple of examples of how we think and act green. We’ve also made every effort to create the most eco-friendly working environment imaginable, utilizing environmentally conscious materials in our day-today business and appointing our offices with furniture that’s made of reclaimed and recycled materials. What’s more, we’ve been able to partner with like-minded organizations to further this mission, and we involve the community by holding monthly eWaste drives in five locations, in addition to supporting a variety of local green projects and programs.

BP: What are your plans for continuing to grow the company? GL: We will continue to provide top-

BP: In your opinion, what do today’s agents need to focus on to succeed? GL: Paula and I believe the key to

notch service to our discriminating clients, to recognize and act upon every new opportunity, and to focus our attention on the highly motivated and experienced agents who are drawn to our unique company culture.

success is consistency. We strive to consistently inspire our agents, and we believe it’s the day-in and day-out efforts of our agents that our clients observe and appreciate. RE

button, agents can order the marketing materials they need, have them printed in-house and delivered.

BP: How have you evolved your marketing and promotional strategy to better connect with today’s consumers? PA-W: In several ways. First, develop-

PA-W: In addition, we actively engage

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

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{Broker Best Practices} Technology Lays the Foundation for Customer Cultivation by Paige Tepping

Charles Nitschke CMO Tomlinson Sotheby’s International Realty Coeur d’Alene, Idaho

Region served: Northern and Southern Idaho, Eastern and Central Washington Years in real estate: 18 Number of offices: 17 Number of agents: 800

You have one of the most interesting brokerages we have come across. From what we understand, your group owns a Sotheby’s company, a Coldwell Banker and a Century 21 brokerage. How did this come about?

It’s been coming about for a while. The first Tomlinson Real Estate office was founded in 1938, and over the years, Bob Tomlinson (founder of The Tomlinson Group) has expanded the company by becoming part of the Coldwell Banker brand, partnering with Jeff Bond to open the region’s first Sotheby’s International Realty office, merging with the region’s dominant Century 21 group, and most recently rolling up all of our partnered offices to become the 800-agent, 17-office group we are today. From the beginning, it’s been a progressive group of great brokers who found that it made sense to leverage the horsepower you get when you become a larger company.

How long has online marketing been part of your business plan, and how is it working for you?

Online marketing has been part of my business plan since the beginning. We were one of the first real estate groups to have an aggressive website, and this was back in 1999. In fact, the site was voted as one of the 10 best real estate websites by REALTOR® magazine. That being said, technology has always been at my core, and that’s what ultimately attracted me to this group of people. The Tomlinson Group is making a huge investment in technology by having

66 May 2016 RISMedia’s REAL ESTATE

a real regional website and making technology available to its agents. This has been the cornerstone of everything we do.

Where are the opportunities to get a better return on online marketing?

When it comes to online marketing, the biggest opportunity comes from measuring what we’re doing. There’s no shortage of companies that want to sell you leads, but in the end, the leads are all the same, which caused us to spend a lot of money in different directions. To measure where our leads were coming from so that we could determine how to best spend our money, we initially integrated Realogy’s LeadRouter into the mix, a system we have since outgrown. We recently made the decision to invest in FiveStreet, a more modern tool that has gotten rid of all the pain points we experienced in the past.

Many brokers have come to the realization that without both a quick response and a plan for cultivating customers to the point of closing, the odds of success are not good. Has this been your experience?

This has absolutely been my experience, so we’ve made it a huge part of our ongoing training. The first step toward being able to respond quickly in order to cultivate customers is investing in a lead routing tool that allows us to get leads to agents within 10 minutes, with a goal of grinding that down to five. It’s also important to remember that claiming a lead doesn’t necessarily mean the agent has acted on it. As consumers continue to demand information and expect it to be delivered at a moment’s notice, the first person to get them the info they’re looking for is the person they tend to work with. By using FiveStreet in conjunction with Top Producer, our agents can accept a lead and follow up instantaneously, which ultimately leads to better conversions.

Are your agents on board when it comes to implementing technology solutions that ensure follow-up?

Just because a solution is recommended at the broker level, there’s no guarantee that agents will endorse the plan. However, with Top Producer and FiveStreet, the agents were the ones demanding that we make the products available to them. This is the first time we have had an overwhelming response to using new technology.

How were you able to get agreement with all of your agents? Was there some sort of epiphany that made them see the value in what you’re doing?

At Sotheby’s, everyone decides to do something, or we don’t do it at all. While we weren’t necessarily expecting everyone to jump on Top Producer and FiveStreet, we had a number of agents express how difficult it is to follow up with a lot of people when they don’t have a CRM in place. We had one agent in particular who had been working with a prospective buyer for six months. The one month the agent didn’t follow up, the individual ended up buying a home in an area where they hadn’t even been looking. This agent lost a client because there was no system in place to keep track of people over a long period of time. This was something we were hearing from a lot of agents, and there weren’t any agents within our offices who didn’t understand that having these systems in place would help them do more and ultimately bring business back to them.

You’ve seen Top Producer go through a lot of changes. What are you and your agents seeing now that makes it an improvement over what Top Producer was years ago? We had a number of agents using Top Producer in the past, and many of them said it was too much to absorb. I’ve been using Top Producer myself since 1999, but I’d be a liar if I said I was really using it. In fact, I hired an assistant who knew how to run it and kept us queued up to what we needed to do. In showing agents where Top Producer is today—specifically the mobile side of it—it’s easy to see that Top Producer is the most powerful CRM out there. One of our pain points has always centered around finding a technology solution that fits everyone, but Top Producer is a flexible system that can grow with agents.

What kind of improvements in response time and lead conversion are you expecting to achieve?

This would be a very interesting question to revisit in six months, as we’re in the process of rolling out these systems; however, I anticipate that it’s going to be a very immediate thing. We’re currently working with our agents to set the system up to be as demanding as they want it to be. For instance, the system can be set to pull leads back if contact isn’t made within 5

- 10 minutes. We’re huge believers in transparency, so there’s no part we’ll do without input from our agents.

Were you given help and support from the folks at Top Producer? Were they available to you after you signed the agreement?

The folks at Top Producer have been fantastic. Not only have they made themselves available to help us set up the program, but the tools and training we have access to through Top Producer Campus have been instrumental throughout the process. The training they provide is fascinating and deep, in addition to designed for multiple learning styles—something I’ve never seen from a tech provider. Agents absorb new information in a variety of ways, and with Top Producer Campus, our agents can access information through the medium in which they feel most comfortable.

How will you keep agents on track to ensure success?

The measurement and management tools built into the program will allow brokers to identify agents who may be struggling and offer them the resources they need to find success, whether it’s in-house training or pointing them to the appropriate resource within Top Producer Campus. Brokers can also use these tools as part of an internal mentoring program to develop yearly business goals for each agent. Once goals have been established, meetings can be scheduled on a regular basis to help keep agents on track.

Will having these systems help you recruit agents?

I’m a firm believer in the fact that everybody in the industry has systems in place to solve problems for their agents, and Top Producer solves a lot of problems. Most agents confuse activity with productivity, and Top Producer helps agents organize their day and delegate efficiently. Whether an agent is thinking of hiring an assistant, growing a team or simply looking for a place to start, this is a fantastic platform. To learn more about these technologies and ways to implement them for success, visit: tpr.cm/euc.

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Leveraging Luxury by John Voket

Lewis Glenn Vice President, Real Estate Brokerage Sea Island Properties, a member of Leading Real Estate Companies of the World® Sea Island, Ga.

Region served: Sea Island, Ga. Years in real estate: 35 Number of offices: 1 Number of agents: 7 Most creative ad or marketing campaign: When I was president of Harry Norman, REALTORS® during the 1996 Olympics, we wrapped the city buses to advertise our company and welcome the world to Atlanta. Most important thing to keep in mind when using drone technology: Ensure that the person using the drone is qualified and competent, with the ability to accentuate the positive aspects of the property.

How is the Sea Island tourism marketing helping you convert visitors into buyers? The Sea Island Resort is the only resort in the world that has received four Forbes Travel Guide Five-Star awards for eight consecutive years. We leverage the Sea Island luxury brand to expose our properties across the country and around the world. After experiencing the lifestyle and amenities Sea Island has to offer, families and groups return to rent a home or begin searching for the perfect second home.

After departing a much larger corporate real estate company, what valuable practices have you incorporated into your boutique office? First, I shared the importance of belonging to a national/international real estate network—as well as the benefits. Then, I worked on enhancing our marketing materials, listing presentations, website and public relations. I also wanted to grow our current marketplace, so we expanded our services and began offering our expertise in adjoining communities.

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You’re in the process of introducing a brand new community in your area. Tell us about the opportunity this will bring to Sea Island Properties. For the first time in years, Sea Island Properties is unveiling a new community, The Reserve at Sea Island. Situated on a pristine oceanfront peninsula, there will only be eight homesites available. The Reserve at Sea Island is an incredible piece of paradise with magnificent views of the ocean, river and marshes. It’s also located in close proximity to the amenities that Sea Island has to offer.

What are some of the biggest advantages of being part of Leading Real Estate Companies of the World® when it comes to your company’s success? Our real estate affiliation gives us the opportunity to market properties on a national and international platform. We benefit by receiving and sending outgoing referrals as an added service to our customers and clients, in addition to being able to take advantage of training and marketing tools provided by Leading Real Estate Companies of the World®. I can’t emphasize enough the importance of being associated with the best of the best real estate practitioners in the industry to brainstorm new and creative ideas that benefit us and our clientele.

Preparing for the Future by Paige Tepping

Dwight Price Broker Keller Williams Maryville, Tenn.

Region served: Blount County and all adjacent counties, including Knox, Sevier, Loudon, Monroe and Anderson Years in real estate: 20 Number of offices: 1 Number of agents: 60, with a goal of 100 by the end of 2016 Favorite part of your job: Helping people achieve their real estate goals Must-have technology tool: The MLS and the related apps for our phones. We also use Zillow, Trulia and a multitude of other technology tools

to enhance our marketing and help prospective buyers search for homes. One thing people don’t know about you: My job is also my hobby. A noteworthy person once said that if you love your job, you’ll never work a day in your life.

How do you see your market evolving throughout the next year?

Our market has been healthy throughout the winter months, and we currently have 21 pending transactions for the next 30 days (at press time), so I’m anticipating an even busier spring and summer. I believe that we’ll continue to see a very healthy real estate market throughout the next year.

What factors have the largest influence on the real estate industry today?

Low interest rates and superior technology. We utilize everything from publications like The Real Estate Book to multiple websites and apps that are beneficial when it comes to surfing for homes on the Web.

What are some of the most creative ways you’re using social media? We use Facebook, Twitter and Instagram to promote listings, and have had good success with prospective buyers finding our properties through these sources. We’ve also received favorable responses from the ads we place on various social media platforms.

How are you preparing your agents for the future of real estate? Keller Williams is probably the most prepared when it comes to the future of real estate. We take pride in being named among the top training organizations across all industries, offering our agents cutting-edge training that focuses on websites, e-Edge technology and other Internet marketing and management tools, such as DotLoop.

In what ways are you and your team members using The Real Estate Book to stay top-of-mind in the communities you serve? The Real Estate Book keeps our faces and our listings in front of thousands of readers in the area. We also send The Real Estate Book to people who inquire about our area and our services through the Chamber of Commerce. It has proven to be a great resource for us to continue marketing both ourselves and our many listings.

Meeting the Needs of Your Team by Zoe Eisenberg

Alexandru D. Mihai General Counsel RealtyONEGroup Irvine, Calif.

Region served: California, Arizona and Nevada Years in real estate: Since 2013. I’ve been an attorney since 2007. Number of offices: 68 Number of agents: Approximately 8,000 Favorite thing about working in the industry: The people I work with. Can’t-live-without technology tool: My mouse. How else would I navigate through all the electronic papers I look at?

What are the current market conditions in your area?

Real estate is doing great in both the high-end and mid-range market, and conditions continue to be good throughout the states in which we operate—especially if you’re a seller. Not only are we seeing an increase in home prices, but we’re also expecting significant growth this year in terms of our total transaction count and the number of new agents joining the firm. The future looks wonderful!

What are some of the most difficult challenges real estate agents face today?

New business is a constant factor in an agent’s overall success, and generating new business can be challenging. RealtyONEGroup offers mentorship, training and classes that are designed to provide agents with everything they need to be successful. From a legal standpoint, RealtyONEGroup continues to train its agents with regard to the terms of real estate purchase agreements so that they’re well-equipped to answer their clients’ questions. In fact, the legal team has gone out to various offices to give presentations on subjects such as disclosure and material facts.

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How does your company work to solve these challenges?

In terms of new business, our marketing and IT departments are working day in and day out to enrich the lives of our agents, while helping them with their business. Our “coolture” sets us apart from others, and it’s a big reason agents have joined us—everyone has a voice here. We start by offering a 100-percent commission structure that allows agents to keep as much commission as possible so that they can spend more on advertising and other items related to growing their business. Agents also have easy access to office managers who typically hold a broker’s license and have expertise in real estate dealings, so their questions never go unanswered. Last but not least, we formed an in-house legal department last year, providing our brokers and agents another resource and layer of help.

Moving Business to a New and Greater Level by John Voket

Gregory Kelly General Manager

Joe Vorwerk Broker

Thad Boyd Partner Sellstate Next Generation Realty Ocala, Fla.

Region served: Ocala, Fla. Years in real estate: Gregory, 4; Joe, 20; Thad, 20 Number of offices: 3 Number of agents: 100+ Best tip for getting the right listing price: Do your research. No. 1 tip for dealing with difficult customers: Manage expectations and be up front with clients in terms of letting them know everything they can expect throughout the process. Best tip for running a successful meeting: Start and end on time. It’s also important to have an agenda, take notes and follow up on action items.

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What is the key to staying profitable in today’s competitive market?

Joe Vorwerk: We tell our agents to be professional, ethical and the best they can be, as this will naturally result in a profitable company. Gregory Kelly: From an owner’s perspective, staying profitable begins with being aware of all expenses, and prioritizing where you spend your money.

You have a number of the region’s top-producing agents on your team—some that have closed more than 100 contracts in a year. What are your top recruiting strategies?

GK: My passion is talking to top producers, or mega-agents. Since we’re a new company, we can introduce them to something they’ve never seen before. As a result, my closing ratio on recruits is about 80 percent. JV: It’s also important to be persistent. If you set your sights on a recruit, keep calling. Not only do we have a great value proposition, we have the best technology, the nicest offices and the best compensation model in the business with Sellstate.

One of the more challenging aspects of recruiting top-producing agents is training them in the nuances of a new company. How do you handle this?

JV: If an agent doesn’t do anything different than they did before, they’ll do okay. But if they use our toolkit, there’s potential for them to do so much more. GK: We also bring agents to Sellstate’s Industry Leaders Conference once a year. They come back infused with new ideas to move their business to a whole new and greater level.

During one three-month period last year, your company closed almost 400 transactions. How did you manage to keep all those plates in the air from an organizational perspective?

GK: We run a paperless office, so it’s not as hard as you think. Everything our team needs is in the cloud, so they can access it from their mobile devices 24/7. JV: Once the paperwork associated with a transaction is uploaded, we forward the documents to all the necessary parties as needed. We even scan the checks electronically and corporate receives everything they need to dispense funds through Sellstate’s C.P. Technology. We never have to go to the bank. It’s very efficient. RE

U.S. Housing Market

Back on Track

any of the nation’s housing markets are moving back to normal, according to a recently released Freddie Mac Multi-Indicator Market Index® (MiMi®) . However, there are pockets of weakness, particularly in the Great Lakes Region and in the South outside of Florida and Texas. The national MiMi value stands at 82.7, indicating a housing market that’s on the outer range of its historic benchmark level of housing activity, and little changed with a +0.18 percent improvement from December to January, and a threemonth improvement of +1.46 percent. However, on a year-over-year basis, the national MiMi value has improved +7.57 percent. Since its all-time low in October 2010, the national MiMi has rebounded 40 percent, but remains significantly off from its high of 121.7. “Despite a stronger job market and declining unemployment, wage gains have not kept pace with house prices, putting a pinch on homebuyer affordability,” says Freddie Mac Deputy Chief Economist Len Kiefer. “In the top 100 metro areas MiMi tracks, Los Angeles and Honolulu have elevated payment-to-income indicators and Miami, Fla., is very close to elevated. An additional six metro areas have their MiMi payment-to-income indicators over 100, indicating that the paymentto-income statistic for that area is above its historic benchmark. At the state level, the District of Columbia has an elevated payment-to-income indicator, while Hawaii and California have values above 100.” Thirty-four of the 50 states plus

the District of Columbia have MiMi values within range of their benchmark averages, with the District of Columbia (101.8), North Dakota (96), Hawaii (95.6), Montana (95.1) and Utah (94.5) ranking in the top five. Compared to the same time last year, 22 states and the District of Columbia had MiMi values within their benchmark ranges. Fifty-six of the 100 metro areas have MiMi values within range, with Denver, Colo. (99.8), Austin, Texas (99.1), Salt Lake City, Utah (97.7), Honolulu, Hawaii (97.6) and Los Angeles, Calif. (96.9) ranking in the top five. Compared to the same time last year, 29 of the top 100 metros had MiMi values within their benchmark ranges. The most improved states monthover-month were Colorado (+1.41 percent), Oregon (+1.31 percent), Mississippi (+1.07 percent), New Jersey (+1.05 percent) and Arizona (+0.88 percent). On a yearover-year basis, the most improved states were Florida (+16.72 percent), Colorado (+15.56 percent), New Jersey (+14.61 percent), Nevada (+14.21 percent) and Oregon (+14.04 percent). The most improved metro areas month-over-month were Colorado Springs, Colo. (+2.09 percent), Denver, Colo. (+1.53 percent), New Or-

leans, La. (+1.48 percent), Ogden, Utah (+1.19) and Stockton, Calif. (+1.12 percent). On a year-over-year basis, the most improved metro areas were Orlando, Fla. (+20.39 percent), Cape Coral, Fla. (+19.25 percent), Denver, Colo. (+19.09 percent), Tampa, Fla. (+18.93 percent) and Portland, Ore. (+18.07). In January, 44 of the 50 states and 78 of the top 100 metros were showing an improving three-month trend. Compared to the same time last year, 13 of the 50 states and 42 of the top 100 metro areas were showing an improving three-month trend. “These payment-to-income indicators are high despite the fact that mortgage interest rates remain low,” says Kiefer. “Mortgage rates fell at the start of the year, helping to bolster affordability heading into the spring season. But a lack of available inventory of for-sale homes has constrained many markets. We see that reflected in the MiMi purchase applications indicator, which remains weak nationwide.” RE For more information, visit www.freddiemac.com.

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Celebrate the REALTOR® Brand and 100 Years of Distinction at the REALTORS® Legislative Meetings & Trade Expo Commentary by Bob Goldberg

a.m. - 6 p.m. both days to learn about the resources your NAR membership provides.

Distinguishing Resources from NAR The REALTOR® Pavilion brings together numerous benefits of membership, making it easy for you and your agents to access those benefits that best support your business. At the heart of the REALTOR® Pavilion is the NAR Booth No. 1707. Here, you can learn about a variety of NAR initiatives and resources we provide our members. 8On Wednesday, from 10:05 - 11 a.m., meet Washington Post journalist Bob Woodward, who will sign your copies of his books. You can also take a selfie with him. 8Also on Wednesday, meet NAR’s 2016 Leadership Team from 5 5:30 p.m. 8Get your FREE .REALTOR Web address and learn how you can incorporate it into your business.

ne hundred years ago, the National Association of REALTORS® (NAR) adopted the term “REALTOR®” to identify members of the organization: a revolutionary group of individuals deeply committed to integrity, community, and protecting the American Dream of property ownership. The REALTORS® Legislative Meetings & Trade Expo is a great opportunity for the organization to continue its commitment to excellence and to celebrate our history—together. Join us this year in celebrating our history, our future, and our REALTORS®. NAR is proud to celebrate 100 years of distinction, and to help ensure your success over the next 100, by advocating for the industry on behalf of you—our members— while providing exclusive member

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benefits, educational opportunities, programs and consumer-facing resources. While you’re at the Trade Expo, be sure to stop by the REALTOR® Pavilion on Wednesday, May 11 and Thursday, May 12 from 10

8Learn how you can vote, act and invest in the REALTOR® Party and advocate for local, state and federal issues that impact your business. 8Receive a discount on all purchases at the REALTOR® Store, and take action with the Member Value Plus (MVP) program to earn a free reward. 8Discover your invaluable member benefits from Realtors Property Resource® (RPR®). 8Save time and money, grow your business, and gain a competitive edge with the REALTOR Benefits® Program. 8Shop REALTOR®-branded merchandise in the REALTOR Team Store®, including new styles.

8Learn how you can connect to commercial research, listing and data tools, advocacy efforts and more. 8See how NAR’s Information Services provides REALTORS® with industry/association research guidance to help you succeed, and hear how volunteer leaders and NAR staff are working together to run an association smoothly through NAR’s Volunteer Leadership Training. There’s a lot to celebrate and discover at the NAR Booth No. 1707!

Tools to Take Your Business to the Next Level Apply for a REALTOR® Credit Card from REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union, at booth No. 1706, also within the REALTOR® Pavilion. You can also learn about the full range of financial products and services designed especially for REALTORS®, as well. As you know, knowledge is power. Visit the Center for REALTOR® Development Booth No. 1813 to learn about the many online continuing education courses offered by NAR, including those for select

You are an important piece of the history of REALTORS® and future of the industry. Celebrate and distinguish yourself with NAR resources for your business. official NAR designations and certifications. Remember to stop by REALTOR® University at Booth No. 1819, the only accredited online institution of higher education focused exclusively on real estate. Learn how the Master of Real Estate (MRE) Degree program allows you to focus your passion and take your professional specialty to the highest level. And help us celebrate the third graduating class of MREs! You’ll find NAR’s Global initiatives at Booth No. 1809. If you work with international clients, be sure to ask about the Certified International

Property (CIPS).

Specialist

Designation

Consumer Resources You Can Use Celebrate and leverage the power of the REALTOR® brand with the new Consumer Awareness Campaign that you can seamlessly integrate into your 2016 marketing efforts. Looking to update your website with new resources? Be sure to visit Booth No. 1805 to learn more about the Real Estate Today Radio Show and find out how you can easily add the audio player to your website. It’s another great marketing resource to communicate real estate information and knowledge to your clients. You are an important piece of the history of REALTORS® and future of the industry. Celebrate and distinguish yourself with NAR resources for your business at the REALTOR® Pavilion. For more information about the REALTORS® Legislative Meetings & Trade Expo, visit www.realtor.org/ legislative. See you there! RE Bob Goldberg is NAR Senior Vice President, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

5 Steps to

Close More Deals with Smart Prospecting

ooking to boost your lead-generation efforts to increase revenue? While more leads might help, 73 percent of them are not sales-ready when first generated. This means only 27 percent of your leads are immediately going to act—which leaves a sizeable chunk of money on the table. To get the most out of your lead generation, you need to start leveraging technology to do what we call “smart prospecting.” This technique will help you convert those leads who aren’t ready to act just yet, but will be over the next few months.

Filter and Segment Leads If you have leads coming in from all directions, you need a system that can filter and segment the database based on your agents’ needs. These tools allow your agents to compile workable lists of their leads, what areas/ price points they’re searching, their timelines, etc. Agents now know exactly where to start the conversation with each segmented list, and can tailor their message accordingly. This not only saves them time, but also increases their productivity and chance of conversion.

Follow Up with Purpose and Intent Effective follow-up messages should include purpose and intent based on the lead’s behavior. If someone is viewing a particular property on your website, send them an email asking if they want to see the house. Check your database for leads who said they were six months out from buying, but have visited your website recently.

Ask if they’re ready now and offer your services. Instead of blasting out generic messages, build trust by sending tailored messages that solve your lead’s pain points.

Call More Leads with a Phone Dialer On average, an agent can call up to 30 leads per hour. With a real estate phone dialer, that number jumps to 85 leads per hour. That’s 55 more opportunities to sell real estate, increasing your prospecting by 183 percent. More prospecting and qualifying of leads means more business. To organize all the leads you’ll be calling, make sure you have a real estate CRM that integrates with the phone dialer. This allows you to keep track of your phone calls, emails and any notes you make all in one place.

Use Different Methods of Communication Today’s technology offers many different avenues to con-

nect with your leads. Emails work well during business hours, while phone calls and text messages will be heard quicker on the weekends. If you start with a phone call and receive no response, follow up with an email. Try to match their preferred communication style, as well. If they call and leave a voicemail, return the call instead of texting them. If they email you, avoid calling them in response. While utilizing a variety of communication methods can be useful, abusing them can sour your client’s experience.

Work Smarter Monitor lead behavior and contact them at the most opportune time. By analyzing lead behavior and having tools to show you who to call first, you can increase your revenue exponentially. RE For more information, visit www.boomtownroi.com/RIS.

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{Strategies}

Avoid the Unexpected with an American Home Shield® Home Warranty by Keith Loria

aving sold more homes than any other REALTOR® in the history of the Southwest Indiana MLS, Janice Miller, broker/owner of ERA First Advantage in Newburgh, Ind., understands what it takes to make her clients happy.

Taking the unexpected expense out of home repairs is just one of the many reasons Miller insists each and every seller have home warranty protection from American Home Shield (AHS®).

“We’ve been with AHS for the last 10 - 12 years. Last year, they paid out $353,000 for just our office alone. The relationship is wonderful.” - JANICE MILLER Broker/Owner, ERA First Advantage

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“Everyone wants a warranty in their lives,” says Miller, who believes that buyers are more inclined to purchase a home with a warranty attached. For her part, Miller doesn’t even describe the action as selling the warranty. Instead, she expects everyone to get one. “When I go out on a listing appointment, I’ll say, ‘You do want a warranty, correct?’ and I’ll be shaking my head to stress the point, and they’ll say they do,” explains Miller. “If anyone ever asks why they would want one, I tell them that the buyer will expect a warranty, so it makes sense to cover the home during the listing period.” For Miller, educating her clients is a key piece of the puzzle, as many sellers don’t realize they can be covered while their home is on the market. “When I do my net sheet, and show them how much money they’re going to receive when the home sells, it’s already pre-printed on the sheet with a warranty,” says Miller. “When the house sells, there’s always a possibility that something can break—the dishwasher, the air conditioner, the furnace—and if that happens, I know my customers will be taken care of.” In fact, if something does stop working at any point in the transaction, Miller instructs her clients to call her first so that she can make sure the process is carried out as smoothly as possible. “I’m a strong believer in customer service, and this is one way that I can better take care of my clients. “We’ve been with AHS for the last 10 - 12 years. Last year, they paid out $353,000 for just our office alone. The relationship is wonderful,” concludes Miller. For more information, please visit www.ahs.com/realestate.

Matching Supply with Demand BUYER DATA GIVES NEW YORK BROKERAGE A POWERFUL EDGE by Maria Patterson

on Evans receives about 50 phone calls and/or emails daily from enthusiastic developers pitching their latest technology. “My policy is to always be as open as possible,” says Evans, chief technology officer for Daniel Gale Sotheby’s Intl. Realty in Cold Spring Harbor, N.Y. “I always listen and I always read about it. I’ve developed good skills and

can look at something pretty quickly and evaluate whether it’s a fit for our organization, or whether it will be a success or failure within our industry.” With a background in marketing, economics and accounting, in addition to technology, Evans’ antenna went up when he heard about New York-based software firm Buyside. “I always felt that buyers were the missing piece in this industry,” he explains. “We traditionally focus on the listing and selling side, but everything I know is about supply and demand—you have to find a way to win both sides to be successful.” According to Evans, who at press time had just launched Buyside’s front-end to consumers, the ability to analyze buyer data is extremely powerful, as it provides agents—and their sellers—with a snapshot of true demand for properties based on their location, price and other key details. “If you can have the buy-side demand and match that up with your listing inventory, you’d be able to predict the future—that’s the holy grail.” When Evans met with Buyside Founder Charles Williams and CTO Ori Klein, he knew the firm was several years ahead of the curve in its ability to harness buyer data. “Other companies in this sphere are focusing on agent tools,” says Evans. “They’re trying to be an all-in-one solution, but the result is jack of all trades, master of none. Buyside truly understands business intel, algorithms and predictive analytics. They’re focused on buyer demand and buyer data and translating that into transactions.” Such buyer data put a powerful listing tool in the hands of Daniel Gale’s agents, says Evans. “Now, during a listing presentation, the seller proposition becomes, ‘When you list with me, I’m going to run a quick report that tells me there are 37 people right now inside of our network that are looking for exactly what your home has.’” By aggregating buyer data from Daniel Gale’s proprietary Open House app, its website and portals like Zillow, valuable information about the buyer pool can be imparted to potential seller clients. “If they list with us, we can tell them that we have access to these people in real-time,” says Evans. “That’s the benefit of real-time data intelligence. It’s not just getting exposure for your listing; it’s getting exposure to the right people.”

Evans’ No. 1 priority is to engage Daniel Gale’s agents with this next generation of data. As he explains, “data used to be very two-dimensional—a spreadsheet or a card catalog. Data are now being used in ways that will change your life. But we have to make it simple, and we have to give them tools that are incredibly easy to use.

“Not only is Buyside a great listing tool and a great marketing proposition, it’s going to provide efficiency that leads to more transactions. Buyers are going to find what they’re looking for in a faster manner for better value. The seller will sell with less showings. It’s nothing more than what you learn in economics—it’s supply and demand.” - JON EVANS Chief Technology Officer, Daniel Gale Sotheby’s Intl. Realty

“Every technology we incorporate has to be designed for growth and to build business,” adds Evans. “Not only is Buyside a great listing tool and a great marketing proposition, it’s also going to provide efficiency that leads to more transactions. Buyers are going to find what they’re looking for in a faster manner for better value. The seller will sell with less showings. It’s nothing more than what you learn in economics—it’s supply and demand.” The ultimate goal, according to Evans? To predict the market. “Our job as professionals is to understand the market—to be able to tell people whether it’s a good time to sell or buy. With this information, it won’t be opinions anymore. We’ll be able to predict with accuracy what values will be in a price range in a neighborhood, down to a street. This is going to happen within the next six months—and it’s going to change our industry.” For more information, please visit www.getbuyside.com. RISMedia’s REAL ESTATE May 2016 77

HSA Home Warranty Offers Added Value in Today’s Competitive Market by Paige Tepping

hether it’s protecting buyers from the high cost of unexpected home system components and appliance failures in their new home or providing a sense of calm among buyers and sellers alike, the value of home warranties in today’s competitive market can’t be overlooked. For Rick Doyle, president of Realty Operations at Berkshire Hathaway HomeServices Homesale Realty in Lancaster, Pa., however, the value doesn’t end there. “The warranty itself—and the coverage it offers for the price the consumer pays—is a good value,” says Doyle, who has been espousing the benefits associated with HSA home warranties for many years. In addition to granting peace of mind to all parties throughout the process, Doyle points to HSA Home Warranty’s commitment to being there for his clients as an integral component in the longstanding relationship. “Not only do they offer a good product,” says Doyle, “but they also bring value-added services to our brokerage.” From being able to explain the various warranty packages available to providing ongoing support within the of-

fice to promote the value of the warranty—and its value in the market—HSA has been there for Berkshire Hathaway HomeServices Homesale Realty from the get-go. “Carolyn Mann, our sales rep, makes herself available 100 percent of the time,” adds Doyle, who goes on to explain that she makes it her business to be present at office functions, as well as when agents have challenges, questions or problems with a specific warranty. “If you haven’t taken the time to keep home warranties front and center with buyers and sellers, you’re making a big mistake.” For more information, please visit www.onlinehsa.com.

“If you haven’t taken the time to keep home warranties front and center with buyers and sellers, you’re making a big mistake.” - RICK DOYLE President, Realty Operations, Berkshire Hathaway HomeServices Homesale Realty

Timing Is Key When Connecting with Consumers HOMES.COM’S LOCAL CONNECT TAKES THE GUESSWORK OUT OF THE EQUATION by Keith Loria

ulie Gray-Roller, a real estate consultant for Long & Foster Real Estate in Reston, Va., has been a Homes.com client for five years. Initially signing up for a free account, GrayRoller decided to sign up for the company’s Local Connect

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product after being approached by a number of clients who were seeking assistance in locating both rentals and properties to purchase. “In the last three years, I subscribed to four or five real estate databases, all of which were very expensive and didn’t give me the return on investment to make continued participation worth the expense to maintain the accounts,” says Gray-Roller. “But with Homes.com, I purchased additional zip codes for leads at a reasonable cost, and I was able to find success in converting the leads to actual purchasers.” That’s the beauty of Homes.com Local Connect. It instantly brings you property inquiries from active buyers and sellers right when they’re ready to engage. Once you obtain a zip code, the service sends consumer property inquiries immediately, displays links to your Homes.com profile and highlights endorsements right next to your name. Taking this one step further, prospective buyers can easily call by clicking on your phone number directly from any Local Connect ad. The product provides a clear competitive advantage to real estate professionals that includes prominent advertising on the listing detail page and contact form of basic Homes.com listings. To ensure consumer inquiries are directed back to the listing agent or broker, they’re prominently displayed as the legal representative of the homeowner. Launched last year, the advertising program allows real estate agents and brokers to target local homebuyers by bridging the gap between consumers searching for their next home and real estate professionals targeting active homebuyers and sellers. Gray-Roller’s favorite thing about Local Connect is its ability to connect with an informed client who is prepared to begin the purchasing process. “It’s the most important aspect of this program,” GrayRoller says. “Also, I find that first-time buyers do a lot of research before contacting an agent, and Homes.com is a familiar search engine for these buyers.” Another impressive feature centers around the fact

“In the last three years, I subscribed to four or five real estate databases, all of which were very expensive and didn’t give me the return on investment to make continued participation worth the expense to maintain the accounts. But with Homes.com, I purchased additional zip codes for leads at a reasonable cost, and I was able to find success in converting the leads to actual purchasers.” - JULIE GRAY-ROLLER Real Estate Consultant, Long & Foster Real Estate

that plenty of research is done ahead of time so that the leads being passed along to agents aren’t just generic and up for anyone to grab. “I appreciate the fact that the leads Homes.com sends me have been chosen from previous research on properties, showing that they’ve done some research on real estate,” says GrayRoller. “More and more, we’re finding that millennial buyers are familiar with localities, types of properties in various communities and have even taken steps to get approved to purchase.” In Gray-Roller’s opinion, Homes.com is an excellent source for both real estate professionals and their clients. “Listing information is easily located, and clients are able to contact real estate professionals to help with purchases or rentals.” RE

For more information about advertising on Homes.com, please visit connect.homes.com.

RISMedia’s REAL ESTATE May 2016 79

Busi-Nice:

Putting the Nice in Business Keep your eyes peeled for achievements and happy news, as well. Recognizing that promotion at work or baby on the way certainly creates goodwill, and it could also lead to a real estate transaction, so reach out and congratulate your contacts.

by Beth Kinsella

hile spring is in full swing, wherever you go, you can count on it being a bit cold and blustery right now. Not the actual temperature, but the temperament. Sadly, it feels like civility is in short supply, whether it’s in regard to politics, social media, entertainment or business. Real estate is a people business. Perhaps it’s no mistake that the most successful people in the business also happen to be nice. Think about the real estate leaders you admire most. Did they get to where they are because they treat people unkindly? Probably not. Some people might claw their way toward the top, but they’re rarely respected or considered true leaders. Watch the best of the best in action and you’ll see the following traits: Positivity While you don’t need to attack each and every day like an over-caffeinated motivational speaker, a little positivity goes a long way. People gravitate toward upbeat people; said people

include co-workers, social media followers and potential clients. Some days are easier than others in terms of staying cheery, but making a conscious effort to put good out into the world usually has a boomerang effect. Whether it’s watercooler chit-chat or a social media post, ask yourself if what you’re saying makes the environment healthy or toxic. Thoughtfulness Leverage the power of social media to make yourself more thoughtful. Many people display their birth date on their profile. Add these dates to your calendar each month and take the time to send an email rather than simply posting on their Facebook wall. Go ahead and blow their minds by sending an actual card.

Gratitude Giving credit where credit is due seems like a good rule of thumb, but why not take it up a notch? If someone in your office has helped you, send an email to his or her supervisor. This type of feedback tends to bring out the best in people, often leading to promotions and pay bumps. Next time you’re at the coffee shop, buy a handful of $5 gift cards to keep readily available. Make some note cards that say “Thanks a Latte,” and give them to people who make your day better. Sure, it’s kind of cheesy, but starting the day with a free cup of coffee is always a perk. This kind of thinking inspired Leading Real Estate Companies of the World®to create a new staff recognition program, a peer-to-peer acknowledgement of those who demonstrate the values that define our culture. Recognizing those who personify the traits we value has created an even kinder environment throughout the company, with a ripple effect that’s felt by our members and all those we serve. Acknowledging the good in others creates a desirable climate around the workplace. As for elsewhere in the world, hope springs eternal. RE Beth Kinsella is the member solutions manager with Leading Real Estate Companies of the World®. For more information, please visit www.LeadingRE.com. RISMedia’s REAL ESTATE May 2016 81

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5 Ways Your Team Can Break Through a Plateau by Ken Goodfellow

t happens to professional athletes, weightlifters, REALTORS® and real estate team leaders alike. Regardless of how well-established or successful your achievements were in the past, at some point, you’ll likely hit a plateau. It follows that you can’t simply keep doing the same thing and expect the results to keep skyrocketing.

While it may seem like a five-bell alarm, realistically, it’s just a wakeup call, alerting you to the fact that it’s time to make a few changes to get the ball rolling again. As with anything, if your business doesn’t continue to grow, it runs the risk of being left behind as the market around it changes. If you’re looking to shake things up, here are five key areas you’ll want to take a closer look at.

Communication If your business has experienced steady growth, chances are you’ve expanded your workforce. Excellent communication throughout the entire organization involving both delegation and details is crucial. Every team member must fully understand their role, their responsibilities and to whom they are accountable.

Trust This is a two-way street. The entrepreneur must completely trust their management and their team, and in turn, they must fully trust their team leader. When team members can’t trust their leader to not abuse their authority, they’ll look for opportunities elsewhere.

When leaders don’t trust their team, they begin to micro-manage, looking over everyone’s shoulder, second-guessing every detail. This can also prompt good talent to walk out the door.

Systems Every system needs an overhaul at some point, and your business system is no different. The best systems build on the strengths of the entire team and contain the hardcore structure that the team needs to effectively achieve results. Input from team members who work with the systems on a daily basis can expose areas that are weak and need revamping.

Motivation A plateau can be caused by something as simple as dwindling motivation within the team. Entrepreneurs are self-starters that run on their own built-in warp drive, making it difficult to understand that not everyone is like them. If your team seems low on motivation, get creative and rev them up through a team-building experience, a contest, or any other incentive that’s likely to reinvigorate them.

Willingness to Change A resistance to change is often the culprit behind plateaus. The marketplace is constantly and rapidly evolving, and your business must adapt or risk becoming extinct. What worked well yesterday won’t necessarily work well today. Keep your team and your business model in a perpetual state of evolution. Plateaus rob you of success and make hard work worthless. They’re invisible enemies, slowly infiltrating your business, hidden in plain sight. With the right strategies, knowledge and foresight, you can avoid plateaus and keep your business on a continual upward trend. RE Ken Goodfellow is one of the top real estate coaches in North America to top agents, brokers and teams. He is well-known for taking highproducing agents and real estate companies to the next level. For more information on Coach Ken and coaching programs, visit www.goodfellowcoaching.com or email ken@goodfellowcoaching.com.

RISMedia’s REAL ESTATE May 2016 83

{RISMedia’s Great Spaces} Just outside of Hartford, Conn., this gorgeous bed and breakfast from 1873 underwent a six-year restoration.

by Nick Caruso & Zoe Eisenberg

The Ultimate Bed and Breakfast Have you ever dreamed of owning your very own bed and breakfast? Your dream could now become reality! In an area known for its historic architecture, the Silas W. Robbins House of 1873 stands as one of the great period homes in Connecticut. A masterful six-year restoration (2001 - 07) resulted in a lavish transformation that preserved the timeless elegance of this distinguished Second Empire mansion. From its mansard roof with cast-iron cresting and porte-cochère entry to its remarkable interiors resplendent with ornate millwork and stained glass, the 7,500-square-foot home is an aesthetic tour-de-force. Highlights include a grand foyer, parlor, library and several dining areas. A ballroom is found on the top 84 May 2016 RISMedia’s REAL ESTATE

level of this three-tiered confection, presently operating as a bed and breakfast. Readied for 21st century living, there is a deluxe kitchen, seven ensuite bedrooms, eight full and three half-baths, an elevator, stateof-the-art mechanical systems and whole-house generator, and a car-

riage house with three-car garage. Opportunities to enjoy the splendid 1.2-acre setting abound with several sunny terraces, a wrap-around porch and a gazebo. Located in Old Wethersfield, Conn., the estate faces the charming village green in the historic district, one mile

The seven-story, 180,000-squarefoot building was custom-designed by the company, and the handles alone weigh nearly 150 tons—roughly the same weight as 50 elephants. To avoid ice damage, these humongo handles are heated in the winter. A tisket, a tasket, a 180,000square-foot basket—if you need a big, bold space in Ohio, this creative design might be the right move for you.

from the scenic Connecticut River. It also offers easy access to some of the area’s major cities; the home is situated within two hours of both Boston and New York, and is just minutes to Hartford, Conn. Whether serving as a dream luxury home or income-producing property (or both!), the Silas W. Robbins House promises to be a treasured gathering place for family and friends for generations to come. Listed by: Joelle Bentley, Douglas Elliman Real Estate, Greenwich, Conn. Listed for: $2,195,000

A bedroom (above) and dining room of the Silas W. Robbins House in Old Wethersfield, Conn.

A tisket, a tasket, a 180,000-square-foot basket in Ohio.

Basket Case: This Bizarre Building Is Picnic Ready Looking for a unique space for your corporate relocation? This basketshaped Ohio building may be the perfect fit. Ideal for picnic and weaving fans alike, this eccentric structure was originally built in 1997 for the Newark, Ohio-based Longaberger Company, a creator of—you guessed it—high-quality handcrafted baskets. But now the company is financially faltering and looking to offset its giant, basket-shaped asset, on which it owes over $570,000 in back taxes.

RISMedia’s REAL ESTATE May 2016 85

Heated driveways and walkways and five fireplaces can be found at this Utah mountain retreat.

Magnificent Mountain Retreat Sells at Auction On March 1, a Utah mountain retreat sold at auction for a mountainous sum of $4.2 million. Framed by tall trees, this custom-designed ski-in/ ski-out home includes five bedrooms, eight baths, an elevator and a private six-acre estate. Located near the renowned Alpenglow Ski Run and only 35 minutes from Salt Lake City, this private home spans 7,900 square feet. The views run rampant at 105 White Pine Canyon, with mountains and valleys blooming in every direction. Over-the-top amenities include a climate-controlled wine cellar, a golf simulator and theatre room. Worried about the cold? The home is equipped with five fireplaces, as well as heated driveways and walkways. Even the garage is heated. Sold for: $4.2 million Listed by: Michael J. Mazzone

86 May 2016 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

Itz’ana Resort & Residences Announces 27 New Solar Cottages On the waterfront of Belize come 27 brand-new “solar cottages,” recently announced and available starting August 2017. The waterfront homes, situated on the beach and the marina, vary in size from one-bedroom cottages to five-bedroom villas with prices starting at $315,000. Itz’ana will feature a strong focus on sustainability throughout its design, paying respect to Belize’s pristine environment. Some of the onebedroom cottage designs will also feature solar panels with financing options currently available for those ready to jump in. These properties are sure to be luxury living at its finest…and greenest! With sustainable real estate that prioritizes the exotic locale (Belize is filled with natural wonders, including the world’s second-largest barrier reef), these properties seem like a win-win for anyone looking for the ultimate vacation home getaway.

Beautiful Belize: Powered by alternative energy in an exotic location...what’s not to love about these affordable solar cottages?

Justin Timberlake’s NSYNC Era Estate Switches Hands

photo caption

Early Justin Timberlake fans, prepare to pout. The former Orlando home of the musician, actor, producer and ex-boy bander has been snapped off the market for a pretty $2.4 million. The Grammy and Emmy winner purchased the spot in 1999 for $1.3 million, and it was home to the superstar during his early days as onefifth of the pop sensation NSYNC. He sold the lakefront estate in 2006 for $2 million, and it has once again switched hands. The four-bedroom, four-bathroom home features luxe amenities, including a gas-heated pool, an outdoor fireplace, multiple views of Lake Tibet, a boat dock and a 12-hole golf green. The property was remodeled in 2007. Sold for: $2.4 million Sold by: Renee and Jeffrey Funk, Realty Executives Central Florida, Orlando, Fla. RE

RISMedia’s REAL ESTATE May 2016 87

{Life in Mobile}

Talking Tech on Main Street

A Conversation with Tyler Smith by Seth Kaplan

his month, we take it to the other side of the aisle to catch up with a guy who talks and thinks tech nearly 24/7. Tyler Smith is the founder and CEO of SkySlope, a real estate industry leader in digital transaction management software. Having been a top-producing agent himself, Tyler offers a unique perspective from both sides of the equation.

Seth Kaplan: As a former real estate agent, what role did technology play in your practice? Tyler Smith: I know it’s hard to believe, but when I was a REALTOR®, Facebook didn’t exist. In terms of the Internet, there weren’t a lot of online outlets for collecting data or connecting with clients. I’ve always been interested in how technology can improve processes and help people be more efficient. Online leads didn’t exist back then, so I wasn’t using technology for outbound sales; however, I did find ways to use technology to provide better internal customer service. I had my Web designer create an online offer management form so I could compare offers more efficiently. Instead of thumbing through each 18-page offer, I could compare the important data points in a spreadsheet to see which offer was best. I used technology as a mirror to reflect the personal service I provided, but it was also paramount in reducing the amount of paperwork involved. SK: What led to recognizing the problem you believed technology could help solve? TS: I was doing a massive amount

Tyler Smith Founder and CEO SkySlope

of volume, and I had a file for each property I initiated—every listing and every sale. Since it was such a large volume, I had a team helping me. Trying to maintain one complete file with all of our notes and correspondence was time-consuming and completely inefficient. Instead, each of us had our own file, with all of the same documents, for every single property. Eventually, three files per property created a storage nightmare. The solution? A digital storage system. We used Microsoft SharePoint as a centralized place for all of our files, and everyone had their own folder, per property, for notes. This was the seed that eventually grew into SkySlope. SK: How has mobility impacted the real estate business, and the opportunity for SkySlope, in today’s market? TS: Today, rarely is anyone more than a moment away from the Internet. While some people say technology

creates a disconnect, it allows REALTORS® to be more present with their clients, colleagues and vendors. SkySlope has to be mobile, or we’re out of the game. By allowing agents to access files and transaction records on the fly, we further aid that presence. SK: What aspect of technology are you most excited about? TS: I think virtual reality is going to play a huge role in the future of real estate. The ability to tour homes virtually before committing to see them in-person will increase efficiency throughout the buying/selling process and provide tons of opportunities to collect data we don’t currently have in order to better understand clients. Final Thought: Tyler’s technology philosophy has been consistent from his time as an agent to his time as a vendor: Use technology to make the process more efficient and enhance the customer’s experience. The SkySlope platform he created does just that. To learn more, visit www.skyslope.com. RE If you’d like to participate in Talk Tech on Main Street, contact Seth Kaplan at Seth@mobilerealestateid.com.

Seth Kaplan is president of MRE – Win Local®. RISMedia’s REAL ESTATE May 2016 89

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{Ask the Experts} Charles Furlough Vice President of Field Operations Pillar To Post Home Inspectors www.pillartopost.com

What can homeowners do to lower their carbon footprint?

A:Science

According to Environmental & Technology, the carbon footprint of U.S. households is about five times greater than the global average, which is approximately 10 tons CO2e per household per year. Carbon dioxide accounts for the majority of greenhouse gas emissions, and electricity makes up the largest portion of CO2 emissions. For homeowners, it’s important to note that the most power-hungry components within the home are what truly determine their carbon footprint status. Some of the devices that use the most energy include desktop computers, clothes dryers, water heaters and air conditioning units. There are a couple of ways to lower your carbon footprint. First, unplug any appliances that are rarely used. You’ll also want to unplug devices when they’re not being used. For example, just because your computer is turned off doesn’t mean it isn’t sapping energy, so taking the time to unplug the computer while not in use can drastically improve your footprint. To reduce your carbon footprint even more, hang wet clothes on a line during the warmer months to give your dryer a break, and use fans when the temperature rises to reduce the amount of energy being used by the A/C. Another way to reduce your carbon footprint is to

To reduce your carbon footprint even more, hang wet clothes on a line during the warmer months to give your dryer a break, and use fans when the temperature rises to reduce the amount of energy being used by the A/C. plug consistently used appliances into a power strip, rather than right into the wall.

Additional tips include: 4 Open your freezer as little as possible. When the freezer is open, it increases the amount of energy consumed. Removing frost from the freezer also helps reduce energy consumption. 4 Position your refrigerator in the coolest place in the kitchen. It’s also important to leave an inch gap between the back of the

fridge and the wall to help with ventilation. 4 If food needs to cook for a long period of time, use a pressure cooker instead of the oven, as reducing cooking time will ultimately save energy. 4 Clean the dishwasher filter regularly to prevent build-up, which can cause the drain to clog and lower its ability to clean your dishes thoroughly. Today, you can find many new appliances that are energy-efficient, cutting your energy consumption by 72 percent. By simply replacing some of your energy-guzzling appliances with energy-efficient ones, you can save up to $700 per year. Eventually, your new devices will pay for themselves by significantly cutting the cost of the energy you use. In addition, energy-efficient appliances will prove to be big-ticket items when it comes time to sell the home, so not only are you saving energy, you’re also making money in the end. RE RISMedia’s REAL ESTATE May 2016 91

Millennials More Likely to Buy in Suburban Areas

growing share of homebuyers are millennials, and more of them are purchasing single-family homes outside of urban areas, according to the 2016 National Association of REALTORS® (NAR) Home Buyer and Seller Generational Trends study, which evaluates the generational differences of recent homebuyers and sellers.

The share of millennials buying in an urban or central city area decreased to 17 percent (compared to 21 percent a year ago) in this year’s survey, and fewer of them (10 percent) purchased a multifamily home compared to a year ago (15 percent). Overall, the majority of buyers in all generations continue to purchase a single-family home in a suburban area, and the younger the buyer, the older the home they purchased. Lawrence Yun, NAR chief economist, says while millennials may choose to live in an urban area as

92 May 2016 RISMedia’s REAL ESTATE

renters, the survey reveals that most aren’t staying once they’re ready to buy. “The median age of a millennial homebuyer is 30 years old, which typically is the time in life where one settles down to marry and raise a family,” he says. “Even if an urban setting is where they’d like to buy their first home, the need for more space at an affordable price is for the most part pushing their search further out. “Furthermore, limited inventory in millennials’ price range, minimal entry-level condo construction and

affordability pressures make buying in the city extremely difficult for most young households,” adds Yun. For the third straight year, the largest group of recent buyers were millennials, who comprised 35 percent of all buyers (32 percent in 2014), more than the combined amount of younger and older boomers (31 percent). Twenty-six percent of buyers were Gen X, and the Silent Generation made up 9 percent.

Financing the Purchase This year’s survey underlined the challenges debt had on some buyers’ ability to purchase a home. While debt delayed saving for a down payment by a median of four years for all buyers, the number of years postponed increased to three years for millennials and six years for older boomers. Among the share of buyers who said saving for a down payment was the most difficult task, millennials were most likely to cite student debt (53 percent) as the debt that delayed

saving, while credit card debt was indicated more by Gen X (44 percent) and younger boomers (36 percent). According to Yun, student debt is likely impacting more than just the millennial generation’s ability to buy a home. “Whether it’s from financing their own education or borrowed for their children, it’s somewhat surprising to see a higher median amount of student debt among Gen X ($28,000) and younger boomer buyers ($29,100) compared to millennials ($25,000),” says Yun. “One of the many reasons housing supply has been subdued in recent years may be because a segment of homeowners have decided to delay trading up or moving down in order to pay down their debt.” This year’s study found that 86 percent of all buyers in the past year financed their purchase (compared to 88 percent a year ago). Younger buyers who financed their home purchase most often relied on savings for their down payment, whereas older buyers were more likely to use proceeds from the sale of a primary residence. Overall, the median down payment ranged from 7 percent for millennial buyers to 21 percent for older boomers and the Silent Generation. Nearly a quarter (23 percent) of millennials cited a gift from a relative or friend as a source of their down payment.

Characteristics of Buyers The median income of millennial homebuyers in this year’s survey was $77,400, and they typically bought a 1,720-square-foot home costing $187,400. The typical Gen X buyer was 42 years old, had a median income of $104,700 and typically purchased the largest home compared to other generations (2,200 square feet), costing $263,200. Gen X buyers (71 percent) were the most likely to be married, younger boomers had the highest share of single female buyers (20 percent),

and 12 percent of millennial buyers were an unmarried couple. This year’s survey found that the millennial generation’s desire to own a home of their own as the primary reason for their purchase is increasing, up to 48 percent (compared to 39 percent a year ago). The desire for a larger home was highest among Gen X buyers (16 percent), and older boomers (20 percent) were the most likely to buy because of retirement.

“One of the many reasons housing supply has been subdued in recent years may be because a segment of homeowners have decided to delay trading up or moving down in order to pay down their debt.” – Lawrence Yun NAR Chief Economist

Searching for and Buying a Home Nearly all buyers predominantly used the Internet and a real estate agent during the home search process. Eighty-seven percent of millennials and Gen X buyers used an agent, and they were also the most likely to use mobile or tablet applications and mobile or tablet search engines during their search. Gen X buyers were the most likely to visit an open house. NAR President Tom Salomone says buyers of all ages continue to seek the advice and guidance of REALTORS®. “Supply shortages, strong competition and rising home prices can make buying a home very stressful,” Salomone says. “While the Internet is the initial go-to destination to search for available listings, consumers want the expertise and insights of a REALTOR® to help them find the right home within their

budget.” Gen X buyers represented the largest share of single-family homebuyers at 89 percent (compared to 85 percent a year ago), and younger boomers were the most likely to purchase a townhouse or row house (9 percent). A combined 3 percent of millennial buyers bought an apartment, condo or duplex in a building with two or more units (compared to 7 percent a year ago). Of the biggest factors influencing neighborhood choice, millennials were most influenced by the quality of the neighborhood (63 percent) and convenience to jobs (60 percent); convenience to schools was most desired by Gen X buyers, and proximity to friends and family by the Silent Generation.

Characteristics of Sellers Those more likely to be trading up (Gen X) or trading down (older boomers) represented the largest share of sellers in the past year, at 25 percent and 24 percent, respectively. Millennials—also likely to be moveup buyers—stayed in their home the shortest amount of time before selling (five years). Even though younger sellers were more likely to need a larger home or move because of job relocation, older boomers were far more likely to move further away. Overall, sellers moved a median distance of 20 miles, with older boomers traveling 75 miles. Across every generation, at 87 percent or above, sellers overwhelmingly used a real estate agent or broker to sell their home. When asked what sellers wanted most from their real estate agent, younger sellers were more likely to want help pricing their home competitively or selling within a specific timeframe, whereas help finding a buyer was desired more by younger and older boomers. RE For more information, visit www.realtor.org.

RISMedia’s REAL ESTATE May 2016 93

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

RREIN Service Providers

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

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

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

Berkshire Hathaway HomeServices Ambassador Real Estate... 102

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

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

BoomTown............................................................................... 98

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

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

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

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

Berkshire Hathaway HomeServices Georgia Properties............ 103

Certified New Home SpecialistTM............................................... 98

Berkshire Hathaway HomeServices Nevada Properties............ 103

Contractor ConnectionSM........................................................... 98

Berkshire Hathaway HomeServices Select Properties.................103

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

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

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

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

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

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

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

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

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

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

HomeFinder.com...................................................................... 99

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

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

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

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

Coldwell Banker Advantage..................................................... 104

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

Coldwell Banker D’Ann Harper, REALTORS®............................. 104

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

Coldwell Banker Kappel Gateway Realty.................................. 104

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

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

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

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

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

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

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

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

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

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

On The Move, Inc.................................................................... 100

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

Paradym................................................................................ 100

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

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

Jordan Baris, Inc., REALTORS®................................................ 105

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

Kinlin Grover Real Estate Real Living....................................... 105

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

Long & Foster Real Estate, Inc................................................ 105

The Real Estate Book............................................................. 100

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

Real Living Real Estate........................................................... 101

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

Realogy Holdings Corp........................................................... 101

Page Taft Real Living............................................................... 105

realtor.com®.......................................................................... 101

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

Realtors Property Resource®.................................................. 101

Randall, REALTORS® Real Living...................................................105

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

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

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

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

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

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

RISMedia’s Top 5 in Real Estate Network®.............................. 101 Stewart Title........................................................................... 101 Top Producer® CRM................................................................ 101 Workman Success Systems.................................................... 101 Zillow Group........................................................................... 102 zipLogix.................................................................................. 102

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

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

BERKSHIRE HATHAWAY HOMESERVICES

real estate sales organization, with approximately 6,900 independently owned and operated franchised brokerages and more than 100,000 independent real estate professionals in 78 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals to build brand awareness and preference. Technology initiatives include both English- and Spanish-language consumer websites, www.century21.com and www.century21. com/espanol, a recently redesigned intranet site, www.21Online. com, and the Century 21 Learning System®, a Web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

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

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

www.contractorconnection.com Contractor Connection®, an industry leader in contractor-managed repair and home improvement services, provides insurance carriers and consumers a national network of residential and commercial contractors who are vetted and managed for performance, measuring quality, timeliness and customer satisfaction. For more information, please visit www.contractorconnection.com.

BOOMTOWN

CRS DATA

www.boomtownroi.com/ris The BoomTown platform, an essential part of the agent’s daily business, cultivates relationships that turn people into lifelong customers. Our solution includes a customized real estate website integrated with local MLS data, client success management, a cutting-edge CRM (Customer Relationship Management) system with marketing automation for real estate, and personalized advertising services. Google-certified digital marketers handle our clients’ online marketing needs so they can focus on the most dollar-productive activity: closing deals.

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

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

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

CENTURY 21 REAL ESTATE LLC

ENGEL & VÖLKERS

(877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is a leading global residential franchise

(212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany, Engel

98 May 2016 RISMedia’s REAL ESTATE

CONTRACTOR CONNECTIONSM

DOCUSIGN

& Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private jets. Engel & Völkers currently operates a global network of over 7,000 real estate advisors in more than 750 brokerages and 43 commercial offices spanning 37 countries across six continents, offering both private and institutional clients a professionally tailored range of luxury services. Committed to exceptional service, Engel & Völkers supports its advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and Web; as well as access to its global network of real estate professionals, property listings and market data.

THE ENTRUST GROUP (800) 392-9653 • www.TheEntrustGroup.com The Entrust Group (“Entrust”) has been the industry leader in account administration services and education for Real Estate IRAs for more than 34 years. Entrust helps real estate professionals grow their business by assisting their clients in the purchase of real estate with their retirement funds, an option typically unavailable through banks and brokerage firms. Entrust provides personal service, a knowledgeable staff, and education to make real estate investing with IRAs straightforward and compliant.

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,350 independently owned and operated offices with more than 36,000 brokers and independent sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp.

HOMEFINDER.COM (866) 920-9493 • www.homefinder.com/agents-and-brokers • Chicago, Ill. HomeFinder.com is a leading online real estate search site and provider of strategic digital marketing solutions. The 20,000 real estate agents that comprise the HomeFinder.com advertising network utilize a unique suite of product offerings, including a patent pending Single Property Website. Through a national affiliate network of 375 online newspaper partners, HomeFinder.com is the only real estate search site to also provide relevant listing content to homebuyers through local online newspaper portals.

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

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

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

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

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

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

MRE – WIN LOCAL® (877) 720-0988 • www.MobileRealEstateID.com · Seth Kaplan, National Sales Director MRE – Win Local® is a mobile marketing and technology company that helps real estate agents, brokers and real estate-related firms

RISMedia’s REAL ESTATE May 2016 99

power their mobile initiatives. Our suite of products for real estate professionals allows them to incorporate complex mobile technology throughout their existing marketing mix to reach consumers on all mobile devices. MRE – Win Local® will ensure real estate professionals are positioned to promote their brand and listings to buyers and sellers across all mobile devices.

do not have to pay, using gas you do not have to provide, while making thousands of visual impressions daily. A billboard can cost more than $1,000 per month. For less money you can obtain a rental truck for your clients to use and to even donate its use for community goodwill.

NATIONAL ASSOCIATION OF REALTORS®

(800) 873-0700 • sales@paradym.com • www.paradym.com Building a successful real estate brand can be difficult. But you don’t have to do it alone. The Paradym Edge Platform is an all-inone real estate marketing solution built just for you. From automation and distribution to mobile marketing, social media and technical support, Paradym provides you with all the tools and resources you need to achieve real estate marketing success at your pace.

(800) 874-6500 • www.REALTOR.org • Chicago, Ill. • Dale Stinton, Chief Executive Officer •B ob Goldberg, Sr. VP, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research • Matt Lombardi, VP, Conventions •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.REALTOR.org/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about. REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.com. The REALTOR® Store features print and ePublications including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®,” and the “2015 NAR Profile of Home Buyers & Sellers.” Visit http://store.REALTOR.org. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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

ON THE MOVE, INC. (800) 645-9949 • www.onthemovetrucks.com • Boerne, Texas • Susan Nash, President/CEO • Sylvain Mallaise, Director of Sales • CJ Steen, Marketing Director On The Move’s trucks are moving billboards personalized with your company’s graphics and can be used for free by your clients. This moving billboard can be driven around town by drivers you

100 May 2016 RISMedia’s REAL ESTATE

PARADYM

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

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

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

THE REAL ESTATE BOOK (770) 962-7220 • www.realestatebook.com • Lawrenceville, Ga. The Real Estate Book’s multimedia marketing packages combine print with mobile and digital tools to create the most effective personal branding and lead generation tools and the most complete integrated media buy available. Included are interactive and locally distributed print ads; SMS text lead generation; personally branded Web, tablet and mobile sites; GPS-enabled yard signs and more. Go to Store.RealEstateBook.com to find your local Real Estate Book representative.

REAL LIVING REAL ESTATE

RE/MAX, LLC

(866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized by Entrepreneur magazine, has received Inman Innovator Awards, and was named “the Most Promising New National Brand” by the 2013 Swanepoel TRENDS Report. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

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

REALOGY HOLDINGS CORP.

RIS CONSULTING SERVICES

(973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in residential real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems as well as relocation and title services. Realogy’s brands and business units include Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, ZipRealty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,600 offices with more than 256,800 independent sales associates doing business in 110 countries and territories worldwide.

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

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

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

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

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

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

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

WORKMAN SUCCESS SYSTEMS (801) 987-0085 • www.VerlWorkman.com • Salt Lake City, Utah · Rusty Keys, Events Manager For more than a decade, Verl Workman has been one of the real estate industry’s most popular speakers. Verl delivers the necessary performance skills, the latest and most effective tools, practical lead-generating methods, proven dialogues and systems that work in order to achieve top performance and industry excellence. RISMedia’s REAL ESTATE May 2016 101

ZILLOW GROUP

ZIPLOGIX

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

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

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

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

BERKSHIRE HATHAWAY HOMESERVICES C. DAN JOYNER, REALTORS® (800) 476-6650 · www.cdanjoyner.com Locally owned and operated, Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® has been serving communities in Up102 May 2016 RISMedia’s REAL ESTATE

state South Carolina since 1964. With more than 275 agents on board and nine offices serving the Greenville, Spartanburg and Anderson area, we are ready to assist with any commercial and residential real estate need. In addition to residential and commercial sales, we also offer corporate services, relocation and property management. With a passion for fostering long-term relationships with our customers and clients while upholding the highest level of professionalism, it’s easy to see why we’ve been the No. 1 real estate company in the Upstate for more than 20 years.

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, REO & foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. Berkshire Hathaway HomeServices Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001.

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

BERKSHIRE HATHAWAY HOMESERVICES GEORGIA PROPERTIES

CALCAGNI REAL ESTATE

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

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

BERKSHIRE HATHAWAY HOMESERVICES NEVADA PROPERTIES

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

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

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

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

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

CENTURY 21 ALLPOINTS REALTY

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

CENTURY 21 NEW MILLENNIUM (800) 727-6888 • www.c21nm.com CENTURY 21 New Millennium is a full-service real estate brokerage in the greater Washington, D.C. area. The company, which specializes in residential and luxury properties, joined the CENTURY 21® System in 1998 and has established a sound and successful organization providing traditional residential and commercial services, on-site mortgage, title, property management, and access to a vast network of relocation and other real estate service providers worldwide. It has earned the status of No. 1 CENTURY 21 Firm in the World for the past three years. With 18 locations and approximately 750 real estate professionals, New Millennium is consistently included in REALTOR® Magazine’s Top 100 Companies List for all real estate firms nationwide regardless of brand. It is also a past winner of the prestigious Cartus Masters Cup, the Network’s highest honor. The Cartus Broker Network is the largest relocation network in the world and includes more than 775 hand-selected brokerages in the United States.

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

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COLDWELL BANKER ADVANTAGE

FILLMORE REAL ESTATE

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

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

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

COLDWELL BANKER KAPPEL GATEWAY REALTY (800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining more than $600 million in sales dollar volume in 2012 and welcoming more than 240 agents in seven offices serving Solano County, with branch offices in Vacaville, Fairfield, Dixon and Green Valley. Eighty-five percent of our business is derived from returning and referred clients, a true testament to our clients’ high level of satisfaction with our services and our trusted real estate professionals.

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

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

104 May 2016 RISMedia’s REAL ESTATE

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

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

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

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

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

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

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

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

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

PAGE TAFT REAL LIVING (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded

its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with clients based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

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

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

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

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

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

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YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA

COLORADO

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

CONNECTICUT

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 AllPoints Realty 117 North Main St., Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com URL: www.c21allpointsrealty.com Coverage Areas: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Office: 6 • Associates: 214

Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Client Services • Tel: (619) 325-4140 Email: info@ascentrealestate.net URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 7 • Associates: 140

CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Phone: (707) 427-5344 or (800) 426-0898 • Fax: (707) 446-9830 Email: info@kappelgateway.com URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Toll Free: (855) 858-8028 Email: gayleglew@firstteam.com URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) (925) 251-2501, (C) (925) 324-1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel 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 106 May 2016 RISMedia’s REAL ESTATE

RE/MAX Professionals 390 Union Blvd., Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage Areas: Denver and surrounding areas Offices: 8 • Associates: 380 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 Real Living 89 Whitfield St., Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage Areas: Connecticut Offices: 3 • Associates: 60 Randall, REALTORS® Real Living 4009 Old Post Rd., Charleston, RI 02813 Contact: Jean Fournier, Dir. of Relocation & Referral Services Tel: (401) 486-9677 Email: jfournier@randallrealtors.com • URL: www.randallrealtors.com Coverage Areas: Connecticut and Rhode Island Offices: 9 • Associates: 175

DELAWARE

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

FLORIDA

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

GEORGIA

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

ILLINOIS

McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com URL: www.mccolly.com Coverage Areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550

INDIANA

McCOLLY Real Estate 800 Deer Creek Dr., Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext. 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage Areas: Beverly Shores, Burns Harbor, Cedar Lake, Chesterton, Crown Point, DeMotte, Dyer, East Chicago, Fair Oaks, Gary, Griffith, Hammond, Hebron, Hessville, Highland, Hobart, Kentland, Kouts, La Crosse, La Porte, Lake Station, Lake Village, Lakes of Four Seasons, Lowell, Merrillville, Michigan City, Morocco, Munster, Ogden Dunes, Portage, Porter, Rensselaer, Roselawn, Schererville, Schneider, Shelby, St. John, Sumava Resorts, Thayer, Valparaiso, Wanatah, Westville, Wheatfield, Wheeler, Whiting, Winfield Offices: 15 • Associates: 550

LOUISIANA

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

MARYLAND

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

MASSACHUSETTS

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

MISSISSIPPI

RISMedia’s REAL ESTATE May 2016 107

erty Management and National/International Referral Network services. Offices: 24 • Associates: 800

MISSOURI

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

NEBRASKA

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

NEVADA

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

NEW JERSEY

108 May 2016 RISMedia’s REAL ESTATE

Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: pkobos@glorianilson.com URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

NEW YORK

Better Homes and Gardens Rand Realty 10 Schriever Ln., New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com URL: www.randrealty.com Coverage Areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800 Coach REALTORS® 66 Gilbert St., Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator Tel: (800) 321-7356 x138 Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators: Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make the client transition a comfortable one. Offices: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Ave., Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax: (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Sales Associates: 500

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

NORTH CAROLINA

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

PENNSYLVANIA

Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty  100 Foxshire Dr., Lancaster, PA 17601 Tel: (717) 291-9101 • Fax: (717) 393-2336 Contact: Sandy Zercher Email: sandra.zercher@sothebysrealty.com • URL: www.LuskandAssociates.com Coverage Areas: Lancaster County, Pennsylvania; Susquehanna Valley, Pennsylvania; South Central Pennsylvania Offices: 1 • Associates: 40

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

RHODE ISLAND

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

SOUTH CAROLINA

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS® 745 N. Pleasantburg Dr., Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+

TEXAS

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

VIRGINIA

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

RISMedia’s REAL ESTATE May 2016 109

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

WASHINGTON, D.C.

WEST VIRGINIA

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

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

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INDEX OF SERVICE PROVIDERS ABR®...................................................................................20

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

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

On The Move, Inc. .........................................................110

Buffini & Company...........................................................11

The Personal Marketing Company..........................74, 80

Buyside..............................................................................56

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

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

Pricing Strategy Advisor (PSA) Certification..................44

CRS Data...........................................................................53

Quicken Loans..................................................................14

Engel & Völkers...................................................................5

The Real Estate Book.......................................................82

ERA Franchise Systems, LLC............................................33

Real Living® Real Estate...................................................13

Homes.com........................................................................7

Realtors Property Resource®...........................................29

HomeTeam Inspection Service.......................................39

Realty ONE Group............................................................27

HSA Home Warranty........................................................17

RE/MAX, LLC.....................................................................10

Leading Real Estate Companies of the World ................19

RISMedia’s Real Estate Information Network®..............48

MRE – Win Local®............................................ IFC, 9, 55, 73

RISMedia’s Top 5 in Real Estate Network®...............90, 96

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................46

Sellstate Realty................................................................BC

National Association of Women in Real Estate Businesses (NAWRB).................................88

Weichert, Realtors®...........................................................50

National Association of REALTORS®............................8, 25

Stewart Title.......................................................................43 Workman Success Systems.........................................94-95

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{re: Real Estate} See You at the 2016 REALTOR® Broker Summit!

ne of the most important real estate events of the year for brokers is approaching fast: the 2016 REALTOR® Broker Summit, June 9 - 10 in Denver, Colo. First established by the National Association of REALTORS® (NAR) in 2013, these events have offered business-building insights and advantages to attendees.

“The REALTOR® Broker Summit is designed to help brokers hone the specific management and entrepreneurial skills they need to make their businesses thrive,” says National Association of REALTORS®President Tom Salomone, broker/owner of Real Estate II Inc. in Coral Springs, Fla. “We are excited to provide attendees with inspiration from keynote speakers, new insights into the brokerage industry from presenters, and incredible networking opportunities.” NAR recognizes brokers wear many hats, and are challenged to tackle everything from retention to growth strategies, competition to changes in legislation, and much more. With an overarching focus on management, the REALTOR® Broker Summit delivers on multiple levels:

8 New insights into the brokerage industry from peer leaders and related specialists

8 Incredible networking opportunities with fellow brokers and NAR leadership

8 Inspiration from keynote speakers that sends attendees home further motivated for success Attendees gain perspectives and insights about critical business strategies and tools for successfully running their brokerages, in sessions that include culture, recruiting, advocacy and technology. Program highlights include: Motivational speaker Mary Lou Retton, the first American woman to win an Olympic gold medal in gymnastics, will discuss how sacrifice, hard work and perseverance are all necessary ingredients for success. RISMedia’s Power Broker Roundtable will feature top brokers from across the nation discussing their strategies for recruiting and retention, as well as advice for building culture, led by RISMedia President and CEO John Featherston. A presentation from your peers, highlighting the impact of advocacy at the federal, state and local level. 112 May 2016 RISMedia’s REAL ESTATE

Discussion of key economic trends from NAR Chief Economist Lawrence Yun. Update on independent contractor classification and how it impacts brokerages of all sizes from NAR General Counsel Katherine Johnson. Thought-provoking panel on how the Internet is shaping consumer expectations, game-changing technologies and offices of the future. The REALTOR® Broker Summit will be held at the Denver Marriott City Center in downtown Denver. Registration is open for $179 and will be capped at 600 attendees, so register now. For additional information, visit REALTOR.org/brokersummit.

2016 REALTOR® Broker Summit Where: Denver Marriott City Center • When: June 9 - 10 Registration ($179): REALTOR.org/brokersummit Other Resources for Brokers In addition to the REALTOR® Broker Summit, NAR offers many other business-building resources specially designed for brokers, including: Idea Exchange Council for Brokers—Share ideas and learn from other brokers at this popular think tank open to all brokers. The next Idea Exchange Council will be held on Tuesday, May 10, in conjunction with the 2016 REALTORS® Legislative Meetings in Washington, D.C. Emailed Newsletters—Among the many free monthly e-newsletters offered by NAR is REALTOR® Magazine’s monthly business tips newsletter. NAR members who are listed as the “Designated REALTOR®” in the National REALTORS® Database System (NRDS) receive a special version featuring broker-focused content. Call NAR’s Information Central at 1-800-874-6500 to see if you are the Designated REALTOR®. Broker Audience Page at REALTOR.org—Find the latest news, resources and information of interest to brokers at REALTOR.org/brokers. Broker Involvement Program—While you’re exploring various NAR resources for brokers, be sure to join other broker/owners in rallying agents on critical legislative issues affecting the real estate industry and presenting a united REALTOR® voice to members of Congress. To join the Broker Involvement Program, go to RealtorActionCenter.com and select the “For REALTORS®” tab. RE

“Our namesake brings an expectation for excellence, which we exceed every single day. It’s why our agents rank among the most successful in the region.” Andrea Lawrence, CEO Berkshire Hathaway HomeServices Alliance Real Estate

Residential • Commercial ©2016 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity. BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900. For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

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