Real Estate Magazine - Daniel Gale Sotheby's International Realty, May 2018 by RISMedia

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Making Its Way Forward Daniel Gale Sotheby’s International Realty – Page 70

PATRICIA J. PETERSEN (standing), DEIRDRE O’CONNELL

Powered by people. We’re setting the standard in home warranties. Through our people, tools and technology, AHS® has created a culture where a relentless passion for service and state-of-the-art technology elevate the experience of our customers, and you—the real estate professionals they depend on. Read more in the supplement included with this issue or visit ahs.com/settingthestandard.

MY WHY? i I believe symbols are powerful. Take the RE/MAX balloon. It represents ambition that moves like a freight train. And when people see it, they see me. Telling them I go nonstop. Because I do.

Why RE/MAX? The brand is my why. ÂŠ2018 RE/MAX, LLC. Each office is independently owned and operated. 18_257667

Find your why at joinremax.com

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 2018/Vol. 34, No. 5 • www.rismedia.com

ON THE COVER 70 Making Its Way Forward Daniel Gale Sotheby’s International Realty Since its founding almost 100 years ago in Huntington, N.Y., Daniel Gale Sotheby’s International Realty has grown to become one of the Long Island region’s most significant residential real estate organizations. Much of the credit for its continued success through many decades of economic growth, industry changes, demographic shifts and the more recent technological revolution rests squarely with Patricia J. Petersen and her extraordinary management team. While many real estate organizations that began as a family business—much like Daniel Gale Sotheby’s— have either closed their doors or folded into a much bigger company, in this month’s cover story, learn how Daniel Gale Sotheby’s International Realty has forged its own path, opening or acquiring offices in desirable markets and developing strategic relationships enabling it to persevere and flourish, regardless of market conditions.

HIGHLIGHTS 28 Innovation, Growth and Collaboration

Here, ERA President and CEO Simon Chen discusses several technology and data initiatives that are designed to transform the traditional real estate market.

30 Relentless: The CENTURY 21® Brand Puts the Industry on Notice This month, take a closer look at the brand’s bold new visual representation, and how it’s fostering a forward-thinking culture throughout the organization.

76 Real Estate Social Media Marketing: Dos and Don’ts In this exclusive feature, learn the dos and don’ts associated with effectively using social media to build relationships.

53 S etting Boundaries: The Regulation of AI and the Impact on Real Estate

62 C an Millennials Move On and Up?

68 A Simpler Approach to Social Media Marketing

85 B log Spot: Submitting Creative Bids During the Spring Market Frenzy

88 A sk the Experts: Technology Trends You Can’t Ignore

78 RISMedia’s Great Spaces In this month’s Great Spaces, get a behind-the-scenes look at some of the most stunning college town listings.

FEATURES 42 P ower Broker Perspectives: Hadi Atri, Rod Messick, Regina Coia and Pete Slaugh

48 S trategies: BackAgent; Elm Street Technology; HSA Home Warranty

RISMedia’s REAL ESTATE May 2018 3

HEADLINERS

INTERVIEWS

15 Policy Matters: 2018 REALTORS®

74 R obert Slack, Robert Slack Fine

Legislative Meetings & Trade Expo Showcase REALTOR® Party Influence on Capitol Hill

16 N AR Power Broker Roundtable: How Can Brokers Lead the Effort to Increase Listings, Boost Inventory?

18 R EBAC Report: Never Stop Refining Your Digital Marketing Plan

20 Executive Appointments 26 H ow to Tackle Financial Challenges and Set Your Team Up for Success

40 S ee You at the 2018 REALTORS® Legislative Meetings & Trade Expo

45 H ow to Keep in Contact With Past Clients Without Becoming a Nuisance

83 W ebinar Recap: How to Monetize Your Database Effectively

89 Millennial-Ready Markets 4 May 2018 RISMedia’s REAL ESTATE

55 V erl Workman - Building the

Homes

74 Wally Kowis, Realty ONE Group 75 J ake Piller, Weichert, Realtors

–

Heartland

86 J ustin Udy, CENTURY 21 Everest Realty Group

EXPERTS 22 B eth Kinsella - Going the Distance With Global Referrals

25 J ’aime Nowak - Out of the Frenetic and Into the Rhythm of the Market

37 T erri Murphy - Low Inventory? No Problem!

39 D esirée Patno - The State of Women Real Estate Brokers in California

47 A dam Contos - Per-Agent Productivity: The Career-Changing Number to Know

Right Team Creates Amazing Experiences

56 C leve Gaddis - What’s in Your Playbook?

57 Sara Guldi - Leverage Learning 58 R ick Geha - Training, a More Personal Leverage

65 K uba Jewgieniew - Discovering and Creating the Missing Piece for Success

67 B ryan Brooks - Ready to Retire? It’s Time to Plan Your Exit Strategy

EVERY ISSUE 6 RISMedia Online 9 Publisher’s Desk 12 Did You Know? 91 Service Profiles 99 Referrals 104 R E: Real Estate—Strength in Numbers: Be a Force for Positive Change With the REALTOR® Party

Don’t Miss RISMedia’s Real Estate

Exchange presented by

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READY, SET, NOW:

The New Real Estate Reality

Come and learn how to grow your business and cement your position at the top of the leaderboard.*

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Join us for RISMedia’s CEO Exchange Welcome Reception, Wednesday, September 5 at New York’s iconic Tavern on the Green for an unforgettable networking event.

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

Upgrading: 4 Tips for Moving Out of Your Starter Home

It was great to have your own place, but it’s finally time to move out and look for something beyond your starter home. The following tips can help you move out stress-free.

Creativity. Inspiration. Vision. Discover what drives #IndustryInnovators in this issue and on RISMedia’s Housecall.

First-Time Homebuyers: Financial Missteps and Opportunities

Here, Steve Williams, SVP and head of Financial Planning for BMO Private Bank, chats with us about knowing how much home you can afford, the tax bill, and more.

Getting Ready to Downsize? Factors to Consider

As you age, you may decide that less is more. When you downsize your home, there can be less to pay for, less to take care of and less to worry about. Although the decision sounds simple, there’s a lot to consider.

High-Earning Homeowners: Where Do They Live? Ever wonder where homeowners with the highest income levels are congregating? The experts at PropertyShark.com recently set out to find out just that. Their findings may surprise you.

5 Tips for Managing Out-of-State Rental Properties

Owning a rental property can be a lucrative business; however, property owners should be checking in regularly to ensure tenants are taking care of the home and that everything is in good working order.

THIS MONTH ONLINE: Get firsthand insights from the REALTORS® Legislative Meetings and RISMedia’s #PowerBroker Forum.

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#CEOX2018 RISMedia’s CEO Exchange is Sept. 5 - 6. Check for agenda and speaker updates on RISMedia.com.

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THE NATIONAL ASSOCIATION OF REALTORS® I S P RO U D TO S P O N S O R T H E F O L LOW I N G :

Within These Walls The Exhibition

Discover the importance of home and explore the stories of the five families who lived and made history in this historic home. To mark the 50th anniversary of the signing of the Fair Housing Act of 1968, the “Within These Walls” exhibition gallery includes a display case featuring a pen President Lyndon B. Johnson used to sign the Act. The NATIONAL ASSOCIATION OF REALTORS® is proud to

have extended our sponsorship of this Exhibition through 2030. Smithsonian National Museum of American History Kenneth E. Behring Center

10 a.m. to 5:30 p.m. daily / Admission is free www.americanhistory.si.edu/house

Martin Luther King, Jr. National Memorial Dr. King’s message of equality must continue to enlighten future generations, and the Washington, DC Martin Luther King, Jr. National Memorial will see that it does. The NATIONAL ASSOCIATION OF REALTORS® is a proud sponsor of this important memorial. To learn more visit www.nps.gov/mlkm/

{Publisher’s Desk} Putting the Focus on the Consumer

o one knows better than real estate professionals that success or failure comes down to how well you serve the consumer. As Jeff Bezos says, “We see our customers as invited guests to a party, and we are the hosts. It’s our job every day to make every important aspect of the customer experience a little bit better.” Clearly, that philosophy is working out quite well for Amazon.

Generate More Business from Social Media!

But the customer experience goes much deeper than the tangible service you provide on a daily basis—it encompasses every facet of how you run your business, whether you’re an individual REALTOR®, an agent team, a brokerage firm, or an iconic national franchise, like CENTURY 21. Taking on the rebranding of one of the most recognized brands in real estate history could be described as nothing less than herculean, but Nick Bailey was up for the task. Taking over as president and CEO of CENTURY 21 at a time when the industry is changing at a breakneck pace, being challenged by a variety of well-funded competitors, Nick understood the necessity of evolving CENTURY 21 to ensure its longevity in a shifting business. While getting buy-in from brokers and agents was critical, Nick knows that the brand’s fate ultimately rests in the hands of the consumer. The rebranding can’t just satisfy CENTURY 21 affiliates—it must speak to consumers, as well. “Customer experience is the great differentiator, and homebuyers and sellers need to know they can expect something different from a C21® sales professional, and we feel that our new mission and visual identity helps express that to them,” explains Nick in this month’s cover story. Find out more about what’s driving the bold new visual representation of CENTURY 21 and how it has led to a new forward-thinking culture throughout the organization, beginning on page 30.

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And speaking of forward-thinking, I’d also like to invite you to join RISMedia and our panel of leading brokers at our Power Broker Forum during the REALTORS® Legislative Meetings & Trade Expo in Washington, D.C., this month: “Adapt, Compete, Win: How to Wow Customers—and Agents—in a Changing Real Estate World.” The Forum takes place on May 17 from 10:30 – 11:30 a.m. at the Marriott Wardman Park Hotel—you won’t want to miss this thought-provoking and idea-generating session.

Your Headshot & Contact Info!

I hope to see you in our nation’s capital and, as always, wish you continued success,

John E. Featherston CEO & Publisher

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

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SALES Senior Vice President Anne Kraft Senior Vice President Kara T. Stripay Senior Vice President Paul Purvis Director, Business Development Brett Johnson Director, Business Development Andy MacPherson RIS CONSULTING GROUP Vice President, Managing Director John Sculley, CRP Projects Director Peg Guinta, CRP Email: consulting@rismedia.com

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{Did You Know?} #REalityCheck

According toHome a newprices. report by Point2Homes,Source: the top 5 most popular areas for purchasing a second home or vacation property are: 1. MEXICO 2. CANADA 3. PUERTO RICO Consumer confidence retracted in March, posting a 127.7 reading in the latest Consumer Confidence Index® from The Conference Board. February’s reading was 130.

4. COSTA RICA 5. BELIZE

Consumer confidence retracted in March, posting a 127.7 reading in the Consumer Confidence Index® from The Conference Board. February’s reading was 130.

According to the National Association of REALTORS® 2018 Home Buyer and Seller Generational Trends study, millennials account for 36 percent of recent purchases, ahead of baby boomers at 32 percent, Gen Xers at 26 percent, and the Silent Generation at 6 percent. 12 May 2018 RISMedia’s REAL ESTATE

Affordability is being crunched in 68 percent of, or 304 out of 446, counties in the U.S. Buyers, in other words, are not earning enough to make monthly payments on a property. Source: ATTOM Data Solutions Q1 2018 U.S. Home Affordability Report

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{Policy Matters}

2018 REALTORS® Legislative Meetings & Trade Expo Showcase REALTOR® Party Influence on Capitol Hill This column is brought to you by the NAR Real Estate Services group.

by Jerry Giovaniello

EALTORS® from across the country will converge on Washington, D.C., to exercise the most fundamental right granted by the Constitution: “the right of the people peaceably to assemble, and to petition the Government for a redress of grievances.” Nearly 10,000 REALTORS® will attend the 2018 REALTORS® Legislative Meetings & Trade Expo to exercise their rights on behalf of all 1.3 million members of NAR and America’s 75 million homeowners.

REALTORS® Set the Agenda to Meet With Congress NAR policy committees are constantly monitoring legislative and regulatory issues. Additionally, a wide-ranging public policy survey of members—and political intelligence from NAR’s Advocacy Group—help guide and direct the development of the 2018 Federal Legislative and Regulatory Priorities. The highlights are listed below. National Flood Insurance Program (NFIP) The House of Representatives passed H.R. 2874, the “21st Century Flood Reform Act.” NAR will urge the Senate to take up H.R. 2874 immediately to avoid a potential lapse in the National Flood Insurance Program on July 31, 2018.

Net Neutrality The business of real estate is increasingly conducted online. Streaming video, virtual tours and voice over internet protocol are just some of the technologies that are commonly used by real estate professionals today. Net neutral practices are essential to ensure that real estate content can be freely and efficiently distributed online. NAR supports legislation that will restore the 2015 Open Internet Order and protect access for real estate content. Tax Extenders & Tax Indexing NAR supports a permanent extension of the tax exclusion on mortgage debt forgiveness. NAR supports reauthorization of the 179D Energy Efficient Commercial Deduction. The current provisions that cap the Mortgage Interest Deduction (MID) loan limit at $750K, the State and Local Tax (SALT) deduction at $10K and the maximum exclusion amounts for gain on sale of a principal residence ($250K/$500K) should be indexed to protect against future inflation. NAR also supports ending the marriage penalty in the SALT deduction cap. Currently, single filers and married couples are subject to the same $10K cap.

Federal Housing Issues Federal Housing Administration (FHA) condominium regulations were relaxed by the Housing Opportunity Through Modernization Act, which was signed into law on July 29, 2016. Unfortunately, FHA has not issued the regulations necessary for full implementation of the law. NAR will continue to work with HUD (the Department of Housing and Urban Development) to ensure that the final rules provide a real improvement in access to condominium financing. For more than 100 years, REALTORS® have subscribed to a strict Code of Ethics. In January 2014, an amendment to Article 10 of the Code of Ethics expanded protection against discrimination to include sexual orientation or gender identity. REALTORS® are proud to lead the way toward greater equality in housing opportunities and urge Congress, during the commemoration of the 50th anniversary of the Fair Housing Act, to adopt sexual orientation and gender identity as protected classes in the Fair Housing Act. There is a lot to accomplish before the end of this Congress, but the REALTOR® Party has the resources and resolve necessary to promote and protect the ability of Americans to own, buy and sell real property. RE

Jerry Giovaniello is NAR’s senior vice president and chief lobbyist.

RISMedia’s REAL ESTATE May 2018 15

{The NAR Power Broker Roundtable} How Can Brokers Lead the Effort to Increase Listings, Boost Inventory? MODERATOR:

Christina Pappas District Sales Manager, The Keyes Company, Miami, Fla.; Liaison for Large Firms & Industry Relations, NAR PARTICIPANTS:

Matt Deuitch Designated Broker, DPR Realty, Phoenix, Ariz.

Joe Clement Broker/Owner, RE/MAX Properties, Inc., Colorado Springs, Colo.

Linda Sherrer President/CEO, Berkshire Hathaway HomeServices Florida Network Realty, Jacksonville, Fla. The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Christina Pappas, NAR’s Liaison for Large Firms & Industry Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Christina Pappas: The good news,

according to recent statistics from the National Association of REALTORS® (NAR), is that existing-home sales are on the rise. The challenge, especially for first-time buyers and others who didn’t move fast enough, is that 46 percent of the homes sold in February, for example, were on the market for less than 30 days. Today, we welcome three industry veterans to find out about their strategies for bringing more homes into the marketplace. Matt, what’s happening in Phoenix?

Matt Deuitch: With four months of

inventory or less at the moment, our focus is on listing presentations. Sure, we’re recruiting agents who specialize in listings, but in-house

16 May 2018 RISMedia’s REAL ESTATE

we’ve added new e-branding tools and premium online platforms to help our people register and track leads. We’re also providing in-house instruction on marketing for listings, creating more effective presentations and converting opportunity into action. Sellers today know they’re in the driver’s seat. We need new ways to attract their business.

Joe Clement: Amen to that. Too many potential sellers are nervous about putting their home on the market for fear they won’t be able to find the home they want to move into. With a customer database of some 93,000 names, we’re addressing that with what we call a “matchmaker” program. We don’t try to sign people to a six-month listing. We ask for a one-showing agreement, then we find the right buyer to accommodate the seller’s agenda. In essence, we’re offering sellers a safer way to sell— and it’s working. Linda Sherrer: I like that. For us, the emphasis is on helping customers keep up with their home’s value. Too many have no idea how much equity they have. One thing that’s been effective is a quarter-page advertorial column we run each month in the local paper—a bylined housing advice column that gives readers food for thought, including a look at rising home values. We also believe that high-touch is important. We use an autoflow plan that sends everyone in an agent’s database three “touches” per month—an ecard, a market report and a “value” postcard offering a discount or other perk at local venues and events. CP: There’s an old adage in this business that more of your past clients would call you again if they could only remember your name.

LS: Too true. And something else is motivating our agents these days:

“Sellers today know they’re in the driver’s seat. We need new ways to attract their business.” – Matt Deuitch Designated Broker, DPR Realty

Nearly half are using Larry Kendall’s Ninja Selling approach, focused on living a life of abundance rather than scarcity, and making the shift from chasing clients to attracting clients.

MD: Anything that keeps us in tune

with client needs is key—so much so that we’re asking our agents to write offers contingent on what the seller wants, whether it’s a longer escrow, or a chance to rent back from the buyer until they find the home they want. In some ways, it’s a little like Joe’s matchmaker program.

JC: We’ve only had that program in place a short time, but it definitely seems to be adding value. If it gets us 100 more transactions than we had last year, we’re more than okay with that. CP: In our offices, we theorize that four

appointments equal two listings, so the more appointments you make, the better your odds. And, of course, the better you are at staying in touch, the more you improve those odds.

LS: Think, “We’re not with you just

through the sale. We’re with you for the long haul.” When there’s news that might be helpful, or a change in home values, clients tend to take your calls. RE

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

Find your path at C21.com

THEY SAY ROBOTS WILL REPLACE US. BUT NO ROBOT HAS THE SAVVY AND SWAGGER OF A CENTURY 21 AGENT, BACKED BY A GLOBALLY-CONNECTED SUPPORT NETWORK ®

ROBOTS DON’T HAVE THE MOST RECOGNIZED NAME IN REAL ESTATE.* AND THEY’RE NOT THAT GREAT AT LEAD GENERATION, UNDERSTANDING CLIENTS’ NEEDS, OR E N V IS IONI NG T H E F U T U R E . R O B O T S S E R I O U S LY L A C K I M A G I N AT I O N .

TAKE THAT ROBOTS ©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21® and the CENTURY 21 Logo are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each office is independently owned and operated. *Study Source: 2016 Millward Brown Ad Study.

{REBAC Report}

Never Stop Refining Your Digital Marketing Plan by Marc D. Gould

or real estate brokers, online marketing may be one of the most difficult aspects of your job. First, you need to develop strategies that will promote your brand while also supporting your listings and your agents. On top of that, your marketing options keep changing as technology and consumer preferences continue to evolve. The best digital marketing plans are a constant work in progress. Getting the best results, however, requires consistently adhering to these three values:

Learn. It starts with a thirst for knowledge. Fortunately, there are plenty of ways to stay informed about marketing tactics, and many of them are free. To read about the latest tips and tools in the real estate industry, check out resources like Placester’s Real Estate Marketing Academy, the Geek Estate Blog, and others. NAR events, such as the REALTORS® Conference & Expo or Broker Summit, are more great ways to hear fresh thoughts on real estate mar18 May 2018 RISMedia’s REAL ESTATE

keting, providing opportunities to exchange insights with other brokers, as well.

Test. You must be willing to take a few risks and try new things. Maybe it’s video, used for email marketing or live streaming, or perhaps it’s a targeted Facebook ad campaign. Just be sure to measure your results; it’s the only way to decide if a new tactic should be scaled or set aside. Also, don’t abandon a new marketing technique until you’ve given it your best effort—and enough time to generate results. Blogging, for example, remains one of the best ways to drive traffic to your site if you consistently publish solid content.

Collaborate. While brokers need to demonstrate leadership in the office, it’s also essential to encourage your agents to ask questions and make suggestions. A culture of collaboration goes a long way toward putting fresh ideas on the table. It also helps generate buy-in on everything from your branding policies (e.g., logo guidelines) to the best ways to utilize any enterprise solutions you’ve invested in (landing page generators, CRM platforms, etc.).

A Word About Recruitment Brokers who are committed to the latest online marketing techniques and related technologies put themselves in a much better position to recruit some of the best talent (likeminded agents who will help drive your business forward in the coming years). On the flip side, make sure new recruits share your enthusiasm to learn, test new ideas and collaborate with the rest of the team. Ask yourself whether the agent will embrace the technology you’re offering and help carry the brokerage forward. An Offer From REBAC Our most recent issue of Today’s Buyer’s Rep (the monthly REBAC newsletter) explores online advertising and marketing strategies, with a special emphasis on helping REBAC members improve their lead generation results by thinking beyond what happens after you’ve designed and placed your ads. We encourage REBAC members to check it out. We also encourage brokers to support the ABR® training and other educational opportunities for your agents. If you’re not a REBAC member, but would like to read this issue, please reach out to us at rebac@realtors.org for a digital copy. RE Marc D. Gould is senior vice president, Member Development, for NAR and executive director of the Real Estate Buyer’s Agent Council (REBAC). A wholly-owned subsidiary of NAR, REBAC is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who have completed the designation requirements. To learn more, visit REBAC.net.

WE’RE MORE THAN A NETWORK.

Barcelona, Spain, site of the 2018 LeadingRE Global Symposium

WE’RE A COMMUNITY.

QUALITY CONNECTIONS INDEPENDENCE

™

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

{Executive Appointments}

Leading Real Estate Companies of the World® (LeadingRE) has announced that Paul Boomsma has become CEO and president of the network. Boomsma was COO, as well as creator and president of LeadingRE’s Luxury Portfolio International®. He assumes his new role following former CEO and President Pam O’Connor’s retirement. In addition to Boomsma’s new position, former Luxury Portfolio EVP Stephanie Anton has been named president of Luxury Portfolio, in accordance with LeadingRE’s succession plan. Boomsma and Anton are part of a team that includes CFO Alan Cazzato; CEO of RELO Direct®, Inc. Bob Portale; EVP of Member Services Elizabeth Nunan; EVP of Operations Jessica Edgerton; and EVP of Global Operations Chris Dietz. In other company news, LeadingRE has appointed Frank Morrice of Servmor Realty in Panama City, Panama, to its 13-person board of directors, which provides guidance for the global community of market-leading real estate firms in 70 countries. Also joining the board is Pam O’Connor, who recently retired as LeadingRE presi-

dent and CEO. Morrice serves as general manager of Servmor Realty (formerly Semusa Realty), a position he has held since 2001.

Realty ONE Group has added David King, formerly chief brand officer of Movement Mortgage, as chief brand officer, a new position overseeing all branding, communication and marketing. King will be based out of Realty ONE Group’s creative incubator space, CUBE8, in Laguna Niguel, Calif. MoxiWorks has added two executives to its team: Marc Chouaniere, named vice president of Marketing, and Jim Tarte, named CFO. Chouaniere has 20 years of experience in management, including stints with Microsoft, Intellectual Ventures, Vertafore and Icertis, while Tarte, a CPA, has more than 25 years of experience in public and private accounting, having spent time with Scout Media, Prepared Response, X10 Wireless, CFO Selections and Moss Adams. Century 21 Real Estate has announced Michael Miedler as its chief growth officer, whose duty is to affiliate agents and companies who support its vision. Miedler, a 20-year veteran of Realogy Holdings Corp.,

was formerly senior vice president at Century 21, involved in brand development and marketshare strategy. Miedler is a member of both the National Association of Hispanic Real Estate Professionals (NAHREP) and the Asian Real Estate Association of America (AREAA).

Realty Executives International has announced Patrick van den Bossche as president. Van den Bossche, an immigrant from the Netherlands, has 30 years of experience managing fast-growth, next-growth and start-up companies such as BarrettJackson Auction Company, Echo Automatic, Inc., SPI Holdings Inc., and Modtech Holdings Inc. Midwest Real Estate Data (MRED) has announced Chris Haran as its chief technology officer (CTO). Haran, formerly with Coldwell Banker as vice president of Field Operations and on MRED’s Board of Managers, will be creating and implementing MRED’s strategic technology vision. RE For more executive happenings, please visit www.rismedia.com.

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Going the Distance With Global Referrals by Beth Kinsella

magine in one week visiting Bodrum, Turkey; Vanderbijlpark, South Africa; Baku, Azerbaijan; Santa Ana, El Salvador; and a town called Mtskheta in Georgia. For good measure, mix in trips to Vanua Levu, Fiji; Vilcabamba, Ecuador; and Melbourne, Australia.

Sadly, my passport doesn’t have stamps from any of these destinations, but I was lucky enough to speak with people in each one of these locales within a single work week. During this time, I discovered that applying humility, relatability and credibility can take you to places you never imagined. At Leading Real Estate Companies of the World® (LeadingRE), we’re always reminding agents “We are local. We are global.” They have the ability to help their clients with connections all over the world. I’m on the team that helps make those connections: the Cross Border Referral team. When one of our members has a client with real estate needs outside his or her home country, they contact us—and that’s where the adventure begins. We collect information from the company’s relocation/business development team, and then we reach out to real estate companies on the destination end to see if they can assist the referring agent’s client. Establishing contact is not always 22 May 2018 RISMedia’s REAL ESTATE

easy; time zones, language barriers and cultural differences can create unique challenges. Drawing on my experiences, I offer these tips for successfully navigating cross-border business. Humility: Not a linguistics expert, I speak English, some Spanish, dinner-menu French and travel-basics German. Recently, I called a very nice man in Tangier, Morocco, to assist me with a buyer referral. Swallowing my pride, I introduced myself in French and he jumped in to speak English immediately, as if to say, “Please stop butchering our beautiful language.” As silly as I sounded, it let him know that I was trying—I needed his help, not the other way around. Had I called him and immediately started speaking English, assuming he should understand me, it would appear a bit arrogant. We had a good laugh over my bad French, and he was quick to assist me. Relatability: When you’re lucky to

find someone on the other end of the line who speaks English, speak slowly and clearly. I try to avoid clichés and slang, and I always follow up with an email recap. Further appealing to the destination broker or agent, find out what their preferred form of communication is. Many people with whom I speak prefer WhatsApp—some prefer texting. See what’s best for them and you will get the response you need. Credibility: Take the time to do a little research. Get an idea for what home prices are so you don’t make an outlandish request, like a 150,000 euro three-bedroom flat in 6th Arrondissement in Paris, which would be well below the market price. If you’ve only communicated by email or text and the person has a name you’ve never heard of, research it online. Find out the origin of the name and whether it’s male or female. This will prevent you from making an awkward introduction with “him” or “her.” Speaking on the phone creates a humanness that email simply cannot match. It’s not the easier way, but it’s the better way of creating lasting business relationships and making the world a little smaller. RE Beth Kinsella is global member services manager for Leading Real Estate Companies of the World® (LeadingRE). For more information, please visit www. LeadingRE.com/ourcompanies.

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Out of the Frenetic and Into the Rhythm of the Market by J’aime Nowak

eal estate has a rhythm, and when the market is up—as it is in the spring—agents shift into hyperdrive. But while many people are “busy,” the most successful real estate pros still make time to be productive; that is, they continue to focus on lead generation so they have a pipeline full of quality buyers and sellers year-round. When you work by referral, lead generation consists of connecting with your clients by phone, email, personal note or meeting for coffee or lunch. The best time to ask for referrals is when you’re currently working with clients; not only are you communicating with them more often, they’re also discussing the transaction with their family, friends and co-workers. The second-best time to ask for referrals from clients is now. Here’s how: Connect With Clients Russian author Leo Tolstoy once wrote, “Spring is the time of plans and projects.” Many homeowners feel renewed by the longer, warmer days and begin thinking about updating their homes, whether it’s renovating the kitchen or expanding the garden. This is an ideal time to serve your clients by connecting

them with reputable businesses in your network that can bring their project to life. But, you won’t know how to serve your clients until you pick up the phone and listen for a need. Follow up with contact information for a professional in your database who can help, and remember to remind your clients that you’re never too busy for their referrals. Get Face-to-Face As temperatures rise, people head outside for barbecues, games in the park, days at the shore, and more. Take advantage of this social time of year by planning a summer party for your clients to thank them for their business and referrals. Since summer is right around the corner, now’s the time to plan an event that’ll bring your database together. Ideas include a dinner cruise, a

beach or garden party or another fun outdoor event. Surprise your top clients with small gifts of appreciation and thank them for their business. Some ideas include sunscreen, gardening tools or seeds, barbecue sauces or tools or another item you think they’d like. The idea is to get faceto-face with your clients, express appreciation for their business and ask for referrals. What better way to generate leads between listing appointments? It’s certainly more fun than calling strangers. Take Advantage of the Real Estate Cycle As the old saying goes, “Make hay while the sun shines.” That is, generate leads while you have the opportunity to connect with your clients. Although you may currently be busy closing transactions, dedicating time each day to lead generation will ensure you stay busy in the coming months when the market naturally slows. Even if you live in an in-demand market, generating leads now will ensure your business remains strong all year long. To leverage the seasonality of the market and take advantage of the social summer months, get your plan in place now. Then, rest assured that by committing to these success habits, you’re building a business that’s not just busy, but productive and reliably profitable long into the future. RE J’aime Nowak is the director of Corporate Development at Buffini & Company. She began her real estate career as an agent, in 1995, and went on to manage her office, where she used Buffini & Company’s systems to turn around a six-figure deficit and build a thriving culture in less than 16 months. Now, she’s a master trainer and speaker, clearing a path for industry leaders. For more information, visit buffiniandcompany.com. RISMedia’s REAL ESTATE May 2018 25

How to Tackle Financial Challenges and Set Your Team Up for Success by Liz Dominguez Editor’s Note: The following article is excerpted from RISMedia’s forthcoming 2018 Power Teams Guide to Forming and Running a Winning Agent Team. Stay tuned to RISMedia.com for more details.

ust as legalities define what a business is and core values outline a team’s business plan, the financials of real estate are what measure a team’s success.

As teams grow and their leaders seek out professional advice on how to manage their company’s assets, the best thing they can do is be aware of what their numbers are. These figures should be transformed into strategies to increase profits, and all number-related goals should be communicated to team members. Every team approaches financial strategies differently; however, when formulating a plan, all teams should have the following in common: Be Financially Savvy Knowledge is power when it comes to numbers. Everything from compensation structure to accounting must be taken into consideration in order to safeguard the business’ profitability. The leader of a team is investing in the success of its team members. Juggling each member’s financial contribution and incorporating it into a full budget with profit26 May 2018 RISMedia’s REAL ESTATE

margin predictions can become complicated; therefore, it’s imperative that team leaders stay up-to-date on finance language and the diverse options available for payroll, accounting, bookkeeping, etc. The National Association of REALTORS® provides a two-day course, “Analyzing Your Company for Profit,” that guides agents in creating an annual budget and reviewing financial statements. Agents can also search local colleges and universities for similar offerings on a broader spectrum. Nick Waldner, president of the Waldner Winters Team at Keller Williams Realty Centre, advocates being financially literate. His 15 years of experience in real estate—five of which have been spent with his team of 26 current members—have taught him to be prepared for all facets of real estate finances. “The skills in running a team are

different than in selling real estate. Running a team requires business and leadership skills,” says Waldner. “The first step is to become literate in the financials of business—P&L statements, expense reports, payroll, etc. Grow your accounting education (not become an accountant) and invest in the knowledge so you can speak intelligently with your paid professionals: accountants, bookkeepers, payroll companies, etc.” Being financially savvy also means becoming familiar with the different compensation structures offered by other teams. While determining salary configuration is the team leader’s personal decision, each option can have a different impact on the team member’s morale, motivation and loyalty. “We keep it very simple. Selling members are given a percentage of every deal and support members are paid hourly plus bonuses on each listing and each closing. This way, everyone has skin in the game and stays excited,” says Steve Abbe, co-team leader of Abbe/Mullinnix Distinctive Properties at Coldwell Banker Global Luxury in Florida. “The support members are paid as independent contractors, so we 1099 them each year.”

Hire Finance Professionals Part of being a team leader is knowing when to ask for help. Team finances are much too important to push to the wayside. Team leaders should prioritize financial planning by either outsourcing accounting and bookkeeping duties or hiring licensed and trained professionals in-house. Either way, these individuals should have experience with real estate finances. Specialized Certified Public Accountants (CPAs) can provide myriad advantages, including: •D etermining the best option when forming a business entity • Recommending accounting systems that work with teams • Managing payroll and forms for employees and independent contractors • Advising on appropriate compensation packages for individual team roles • Advising on retirement plans, heath plans, medical funds, etc. • Providing tax-related strategies

to increase after-tax earnings • Monitoring business growth and offering profitable suggestions Teams have different approaches to tracking their finances. Many newer or smaller teams prefer to take on more responsibility themselves. Abbe prefers to take on a portion of the financial tracking, as it’s manageable for his team of three selling agents and two support staff members; however, he delegates the accounting responsibilities to a professional. Others like Collette McDonald, president of Collette McDonald & Associates at RE/MAX Around Atlanta, have learned through experience and expansion that taking on too much accounting responsibility can lead to careless reporting. With 17 years of experience in the industry, McDonald began working on a team four years ago and currently has two buyer agents, an office/listing manager and a closing coordinator. “I have a bookkeeper and a CPA that I meet with, at a minimum, four

times per year. I hired my bookkeeper 10 years ago to keep my expenses correctly tracked,” says McDonald. Cleve Gaddis, broker/managing partner of Gaddis Partners of RE/MAX Center, had a similar experience. His 15 years in the real estate industry, which have been spent on his team (currently with six agents and seven administrative employees), have taught him that it’s necessary to seek professional help in some components to ensure the business stays profitable. “We have a part-time bookkeeper/accountant who also keeps the books for our property management company,” says Gaddis. “We have a regular schedule for providing reports, which I try to review every single month.” RE

Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com.

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Innovation, Growth and Collaboration

e recently had the opportunity to chat with Simon Chen as he transitions into his new role as president and chief executive officer of ERA Real Estate. In this exclusive interview, Chen provides a closer look into several technology and data initiatives at ERA that are designed to transform the traditional real estate market and place powerful tools in the hands of its agents and their customers.

Simon Chen at the 2018 ERA International Business Conference.

ERA Real Estate sets its sights on transforming the residential real estate market by Paige Tepping

Real Estate magazine: How would you define ERA’s culture, and how has it changed from the time you joined ERA? Simon Chen: ERA’s culture is very unique. In fact, when I attended my first regional connections conference just three weeks into the job, I realized that I’d never before been around a network of people who were so collaborative. I remember being blown away by the fact that this one broker got up in front of the audience and shared with everyone how he was spending his money on lead generation, the different lead sources he was using, the amount of leads coming from each, how they converted, and the GCI generated from each source. I was even more flabbergasted when the rest of the room started peppering him with questions before realizing that this one session had a bajillion dollars’ worth of knowledge being exchanged without facilitation from corporate ERA. The culture is so strong within the brand that it’s our job at corporate to bring our brokers and agents together and allow them to collaborate, while letting them be themselves and help one another level up. Our job is to take notes that can be incorporated at the corporate level—give credit where credit is due— and then redistribute the information out to the rest of the network. RE: How important is culture to ERA’s business and relationship with brokers and agents? SC: It’s absolutely critical. We see some of these new culture-forward companies entering the industry, and while they may be hip, it doesn’t necessarily mean they have a younger agent population. There’s a fatigue

28 May 2018 RISMedia’s REAL ESTATE

in the industry on behalf of consumers and agents/ brokerages who are tired of the way things have been done—and anything new is almost always a welcome change. While there’s still a lot of resistance, we’re beginning to see people wake up and adopt new technologies, new ways of doing business and new cultures. What’s most exciting is the fact that ERA has had all of these things throughout the course of its history. Now, it’s all about reacquainting people to everything ERA has to offer, our collaborative culture, etc. RE: What is ERA’s top priority when it comes to promoting culture? SC: Getting people to equate ERA with innovation, growth and collaboration. While many in the industry still hold onto old, preconceived notions of what ERA is—and what it stands for— we’re laser-focused on leveraging all that we’ve stood for and reintroducing the marketplace to the new ERA. As brokerages are being handed over to the next generation (Hunt Real Estate ERA, ERA Grizzard Real Estate, Latter & Blum Inc. REALTORS®), we’re experiencing a new dynamic.

from a technology perspective so that the system is doing the work for our agents and brokers. While leveraging technology to raise the bar within ERA is a key area of focus, we’re working to create more of a user experience for the consumer and agent so that the agent can build their sphere more efficiently and benefit from the modernization of the process. For example, an agent’s website is more than just a place to search for homes; it’s a place where consumers can search, submit an offer, enter escrow and be provided with a 10-year ownership experience. While the industry hasn’t gotten to this place yet, we own “While many in the this platform and have the unique abilindustry still hold onto old, ity to roll out this type of experience.

preconceived notions of what ERA is—and what it stands for—we’re laserfocused on leveraging all that we’ve stood for and reintroducing the marketplace to the new ERA.”

RE: How has ERA’s relationship with brokers and agents shifted over the last few years? SC: As part of Realogy, we’re committed to serving agents at ERA. In fact, we’ve experienced a mindset shift over the past few years, which couldn’t have come at a better time, as it should be about the agent and the tools we can provide to make them more productive and more suc– SIMON CHEN cessful. To that end, we’re focused on President & CEO, building up more of an ownership exRE: How does ERA’s approach to techERA Real Estate nology set it apart from other brands? perience on the agent website so that SC: First and foremost, we view techthe consumer is more engaged, which, nology as an enabler as opposed to a threat. As one in turn, will benefit the agent. The point to our technolof the largest real estate companies in the world, we ogy is that it’s meant to be additive, and what many have the resources to leverage the best practices of brokers with limited resources don’t realize is that they the highest performing agents and brokers in the net- need to focus on stuff that’s uniquely them. By leveragwork, which has given us the opportunity to build out ing what we have and layering your differentiator on top, a lot of these best practices in an automated fashion. your dollars and resources will go further. Secondly, it’s important to remember that in order to grow your business, you must recruit. While many bro- RE: What tools does ERA offer its brokers and agents to kers don’t take the time to recruit—or don’t do it very ensure they’re set up for success? often—they don’t have the visibility of knowing which SC: Setting our agents up for success is all about agents they want to recruit. As part of Realogy, we have reversing the funnel. Let’s take goal-setting, for exthat data, so we can tell brokers how specific agents af- ample. While an agent may be working toward making filiated with specific brands are performing. From there, $100,000, they’re most likely going to lose track of that the process can be automated through iProspect, which goal as they get busy with their lives. At ERA, we’re will automatically load the broker’s prospects directly building these goals into our systems, so if an agent into their CRM so that it’s reaching out to those agents wants to make $100,000 a year, the system will tell on their behalf. This is leveraging the broker’s time so them everything they need to do to hit that goal. Each that they can spend it more intelligently by responding and every activity can then be tracked in the system so to inbound inquiries, rather than having to reach out to that the agent can see whether they’re on track to meet prospects. their goal on a day-by-day basis. If they’re falling short, we’ll provide the tools to help them get back on track. RE: Are there any specific big bets you’re making for technology in real estate? SC: We’re focused on building out a lot of best practices For more information, please visit www.era.com. RISMedia’s REAL ESTATE May 2018 29

RELENTLESS The CENTURY 21® Brand Puts the Industry on Notice

by Paige Tepping 30 May 2018 RISMedia’s REAL ESTATE

RIGHT NOW, THE REAL ESTATE INDUSTRY IS BUZZING ABOUT THE NEW CENTURY 21® BRAND IDENTITY, WITH SOME QUESTIONING IF THE GLOBAL FRANCHISOR HAS WHAT IT TAKES TO DELIVER ON ITS NEW MISSION (DEFY MEDIOCRITY AND DELIVER EXTRAORDINARY EXPERIENCES), WHILE MOST ARE SAYING IT’S EXACTLY WHAT THE 47-YEAR-OLD COMPANY NEEDED TO DO TO REMAIN COMPETITIVE AND RELEVANT. The new visual identity released— along with the ambitions announced by CENTURY 21 at its annual One21 Experience gathering of its System members from around the world— are certainly bold. They are challenging existing conventions in real estate relationships between brokers and agents, C21® agents and their home-buying and -selling clients, and C21® agents and other industry professionals. They are putting the industry on notice. CENTURY 21 took a major risk with its brand identity, which marks a complete overhaul of one of real estate’s most recognizable icons. From the hallways of the Orlando Marriott (see images below and on page 32) to the conversations with One21 attendees to the positive comments from many industry consultants and vendors (see sidebar, page 34), the excitement behind the rebranding campaign is palpable. More than just a logo, the makeover is stylish and sleek; it’s a smart, simple and sophisticated color palette that stays true to the C21®gold and black scheme, and is designed to complement the iconic brand and elevate it at every broker, agent and consumer touchpoint. For example, the new C21 symbol replaces the outdated house, allowing the brand to project a modern image, as well as be more relevant to today’s real estate customer. Plus, the creative behind the identity is available in multiple layouts, designs and pattern options for signage, business

cards and collateral that enables each System member to stand out by customizing the brand assets to their individual personalities. Cara Whitley, chief marketing officer, Century 21 Real Estate, sums it up this way: “The brand needed to reflect that our sales professionals set the bar for what it means to be an extraordinary real estate agent. By eliminating the complexity and dated iconography, the new identity provides a clean and clear stage for their personality and unique style to shine through. “This is just the beginning; we’re committed to making a difference for our agents and customers, delivering innovative solutions to help them deliver extraordinary experiences to their home-buying and -selling clients and customers.”

With the overhaul of the brand and the new visual identity firmly in place, new President and Chief Executive Officer Nick Bailey believes CENTURY 21 is poised to achieve two so-called “big, hairy, audacious goals” (BHAG) – 1) to double transactions in the next five years and 2) to be the most sought-after brand in real estate. “It’s just wrong that in today’s world consumers spend more time researching what restaurant they’ll go to or the location of their next vacation destination than they do selecting their real estate agent,” says Bailey, referring to a Wakefield survey, commissioned by Century 21 Real Estate, in which 40 percent of respondents thought planning a vacation would take longer than finding a real estate agent. “Customer experience is the great differentiator, and homebuyers and sellers need to know they can expect something different from a C21®sales professional, and we feel that our new mission and visual identity helps express that to them.”

The C21® family celebrating its wins, together.

RISMedia’s REAL ESTATE May 2018 31

As far as his BHAG, Bailey suggests that as C21® grows in prominence as the real estate company that delivers on homebuyers’ and sellers’ expectations, the company will show up in increased marketshare and agent growth in closed transactions. “The goal is for CENTURY 21 to think and behave like a challenger brand with a progressive image and foster a System of agents who consistently chase excellence, have a relentless mindset and never stop until their clients’ needs are met and exceeded,” explains Bailey. The way Bailey sees it, the meeting of those clients’ needs and fostering emotional engagement is critical to earning marketshare, and effective storytelling and digital marketing are at the heart of this movement. “We over-deliver on the rational aspects of being a global franchisor, like technology, learning and marketing support and services. It’s emotionally-connected homebuyers and sellers who are much more likely to be repeat clients and refer family and friends because of the experiences our agents deliver,” adds Bailey. “It starts with a mobile-friendly, repeatable journey from contract to

Bailey and Realogy CEO Ryan Schneider sharing agent growth ideas, brand differentiation.

closing that gives buyers and sellers the kind of speed, convenience and predictability that they’re looking for, and deserve.” And when third-parties spread the word that CENTURY 21 professionals make real estate consumers feel more valued, and that the brand experience they deliver is far superior to what any other brokerage model is offering, an untapped well of referrals will begin flowing directly to the franchisor’s current base of 118,000 agents. Therein lies perhaps the brand’s greatest differentiator. “By approaching referrals strategically within a System that targets, values and involves clients in the overall experience, we expect an increase in lead-generation numbers,

A mobile-first brand for the mobile-first consumer

32 May 2018 RISMedia’s REAL ESTATE

brand advocacy and home sales to follow suit,” says Bailey. “The relationships we build will be so awesome and long-lasting that consumers (and other brokers and agents) will choose to share them with their spheres and feel good about helping us win. “It’s our team and our affiliated companies and agents that set us apart,” adds Bailey. “Every action we take as a collective that lives our new mission daily is made so that we are the very best at serving the needs of our respective customers. 121 percent wins!” To reach consumers and industry professionals looking for a new place to call ‘home,’ the C21®brand is creating content that serves their respective needs and delivering it where they learn and play: live TV, online and on their mobile devices. The rebrand launched with the new visual identity, TV campaign, an integrated cross-channel media partnership with ESPN, and a local activation for CENTURY 21 System members to engage and connect with their local spheres of influence. The brand’s 30-second TV spot, “Don’t Settle for Average (Unless You’re in the Market for It),” follows a facetious young boy boasting about the characteristics of his home, only for viewers to learn that it’s not in fact his, because his family was never shown the place. The spot positions the CENTURY 21 brand as a solution for the 70 percent of home-

Icons in sports and now business discuss being obsessed with better, having a #relentless mindset, and earning relevancy in today’s digital world. Pictured from l-r: Charles Woodson and new C21® Chief Growth Officer Mike Miedler, and Danica Patrick.

owners who settle for the first real estate agent they find, according to NAR research. That spot, and other digital assets, are airing as part of an integrated media partnership with ESPN that aims to build the association between the CENTURY 21 brand and its relentless pursuit of excellence, while also tapping into the passion that consumers and agents share for sports. As part of the cross-platform partnership, the CENTURY 21 brand will be sponsoring “relentless moments” in sports, creating “live commercials” featuring ESPN fixture Kenny Mayne alongside CENTURY 21 System members, and executing digital content integrations that will be distributed across ESPN social platforms. “Sports are a passion point for about 90 million Americans, most of whom sit in the prime home-buying segment—the 25 - 49-year-old range,” adds Whitley. “In addition, ESPN programming, both TV and digital, speaks to the current C21® mindset—being #relentless—and reinforces the brand’s new North

NICK BAILEY’S ‘HOUSE HABITS’ In a crowded and competitive industry, coupled with overcoming the complacency most consumers have about real estate agents in general, Bailey also knows his team at the corporate offices in Madison, N.J., and his field team around the country must lead the way by ‘walking the walk.’ To bring the new C21® to life every day, Bailey laid out an internal culture based on the foundation he calls “House Habits.” They are: 1 BE OBSESSED WITH BETTER. “We won’t settle, because we know

there’s always a better way.” 2 OWN IT. “We want our people to take action and be accountable.

Whenever they see an opportunity, they’re empowered to take action to improve results.” 3 WHAT IF? “Challenging legacy thinking creates the possibility for

creativity and innovation to make things better.” 4 OPEN THE HOUSE. “Being radically honest, transparent and

collaborative breaks down walls and silos and encourages open dialogue and the sharing of information.” 5 DREAM BIG. MOVE FAST. “Scale matters—and speed wins.” 6 121 PERCENT WINS. “It’s about both the effort and results

required to deliver winning (gold-medal quality) results. We like to win and to celebrate those wins!” Star: to ‘defy mediocrity and deliver extraordinary experiences.’” In addition to the ESPN partnership, Whitley explains that the campaign will also have a digital schedule to include channels like Hulu, Fox, Fox Sports, ABC and CBS. “To become real estate’s first challenger brand, and break away from the ‘sea of sameness’ that exists in the industry, we have set out with this rebranding campaign to in-

spire people to expect and demand more from their real estate agent and company of choice during the entire transaction process, influence how they behave to better serve their individual interests, and compel them to act alongside a C21® agent,” says Whitley. “We know that consumers interact with other consumers before they speak to and engage with brands, so reaching them with a comprehensive campaign feaRISMedia’s REAL ESTATE May 2018 33

The culture at C21® is giving back, and 39 years and $120M later, the brand continues to help millions of families and individuals via its partnership with Easterseals. Pictured: Bailey and Cody Slusher, Easterseals client and proud Sylvester (GA) firefighter who is working Toward his Fire Science degree at Albany Tech College.

turing digital and mobile content to tap into their experiences makes it that much easier for them to share our ‘why’ with others.” At the One21 Experience, Whitley ended her 20-minute presentation with a most apropos quote from Reed Hastings, the co-founder, chairman and CEO of Netflix: “Companies rarely die from moving too fast, and they frequently die from moving too slowly.” The CENTURY 21 brand is moving fast, and with its bold new mission, #relentlessmoves campaign and an unparalleled legacy and brand awareness as its foundation, it’s controlling the conversation about what it means to be a traditional real estate brokerage with an agent-centric model and mobile-first focus on consumer expectations. And, as Whitley notes with enthusiasm, “We’re just getting started on this journey to provide thought leadership to consumers and make the bold moves we need to make to enhance their personal lives and lead them to the best possible real estate decisions.” As one of the original franchise pioneers, CENTURY 21 has taken great pride in being the most recognized brand in real estate globally for nearly two straight decades. Now, the brand, and its relentless brokers and agents, are positioned to take on the 21st century defying mediocrity and delivering extraordinary experiences to consumers. RE For more information, please visit www.century21com.

34 May 2018 RISMedia’s REAL ESTATE

MEDIA HIGHLIGHTS “The Century 21 rebrand is a winner. There was a job to be done—bringing the visual identity of this brand four decades forward—and it was done well. There are lots of ‘but…’ points to be made, but they’re obvious. The job was done well.” – BRIAN BOERO, 1000WATT.NET

“The new brand launch shows Century 21’s inclination to make its design and brand a bigger, and more interesting, part of their efforts. This is a terrific redesign that brings Century 21 into, you know, the 21st century, and elevates the status of the brand to a more upscale, more in-tune-with-the-times position.” – ARMIN VIT, UNDERCONSIDERATION.COM

“Century 21 has a new look for the 21st century.” – ADRIANNE PASQUARELLI, ADAGE.COM

“I love Century 21’s new look. They put together a site

that shows the new branding in different scenarios. It’s simple, sleek and modern. Their marketing team, led by CMO Cara Whitley, really knocked it out of the park.” – GREG ROBERTSON, VENDORALLEY.COM

Low Inventory? No Problem! by Terri Murphy

ave you ever wondered why housing inventory is so low? Although there are areas of the country where inventory appears to be lower and selling quickly, lack of inventory isn’t an issue when smart agents offer to help those prospects understand that now’s a great time for them to move. The size of the boomer generation is about even with the millennials, making these two groups dominant in the housing market. And while many boomers whose children have now grown and moved out may not have an immediate need to sell, it’s inevitable that downsizing will be in their future. In fact, a recent survey from the National Association of REALTORS® reports that 85 percent of older boomers are hanging onto their big houses, and millennials are now indicating that they, too, aren’t anxious to sell their homes. Add to the mix the inadequate addition of new construction over the past 10 years, and we have a problem. This stagnation of housing transition negatively impacts the ebb and flow of inventory, making it tough to get listings. So, how can we help boomers make the decision to move?

Since the market has been healthy for the past several years, many boomers aren’t aware of the benefits associated with moving into their forever home* while the market has willing buyers. When prospecting this market vertical, the question to ask is simple: “Do you think interest rates will go up or down?” With the anticipation of rising interest rates and the slight increase in inflation, providing different options can help sellers see that it may be the perfect time for a move. When a prospective homeowner understands their options to downsize to a smaller home, relocate to a different climate, free up dead equity to purchase a second home, refinance their present property, or make a decision that fulfills their lifestyle, you’ve opened the door to getting more listing inventory. When teamed up with your lender

partner to review finance options, you become a valuable resource to help navigate a timely window of opportunity. You and your lender partner can help them make their best real estate decisions based on several factors, such as the real cost of money, the value of moving up or down, and/or the cost of staying put. Other options for securing more listings requires talking to more people. Target For Sale by Owner property owners and follow up on expired or withdrawn listings. Set up an introduction with estate attorneys to work together on estate properties that come up during the year. Even open houses offer an opportunity to meet buyers who may have to sell before buying their dream home. If you aren’t convinced that inventory is available, run the numbers in your local MLS and see how many properties have been listed in the past few months that are currently under contract. People are moving! Real estate is driven by life changes: marriage, divorce, job relocations, upsizing, downsizing and everything in between. Don’t buy into the belief that there’s no inventory. Be the agent who focuses on how to provide the ultimate value to get more listings by providing relevant value and services, and be their REALTOR® of choice. RE *For a complimentary podcast on forever home strategies, visit https://bit.ly/2GygQ2W. Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com. RISMedia’s REAL ESTATE May 2018 37

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The State of Women Real Estate Brokers in California Commentary by Desirée Patno

the survey reveals that women have led 29 percent of the top 500 firms across the country for the past five years. While an evident gender gap in leadership in broker/owner positions and teams shows that women are missing out on these opportunities, C.A.R.’s report suggests that this discrepancy might be due to women opting out of the corporate ladder to start their own brokerages. C.A.R.’s interviews with 25 case studies reveal that some women are choosing to create their own businesses for the following reasons: • Desire to create a company that reflects their unique vision and values • Existing brokerage models fail to meet their needs or provide them with sufficient freedom • Ability to accommodate their multiple roles as wife, mother, leader, etc.

hile a greater number of women in real estate are achieving positions on boards at a national level, women still trail behind men in obtaining leadership positions in some states, including California. While some studies suggest that gender discrimination is to blame for this disparity, others claim that women are choosing to opt out of leadership positions to start their own brokerages. 2020 Women on Boards, a campaign that endeavors to increase the percentage of women on U.S. company boards to 20 percent by 2020, released its annual Gender Diversity Index (GDI), which provides updates on the representation of women on the boards of the nation’s most profitable companies, tracking those featured in the Fortune 1000 list. Between 2016 and 2017, the latest GDI reveals that real estate entities had the greatest percentage of women on boards in 2017 at 3.1 per-

cent—higher than financial services, industrials, energy and technology. In California, however, the numbers for women real estate brokers in leadership positions are bleak. According to the California Association of REALTORS® (C.A.R.) Membership Survey conducted in 2017, including nearly 1,600 REALTORS®, women comprise only a third of leadership positions in brokerage firms with more than 100 agents, even though they make up 57 percent of REALTORS® in the state. In addition,

•Childcare needs One of the obstacles women in real estate face is achieving a work/life balance so they can succeed in a career they love while maintaining their relationships and meeting obligations in their personal lives. Women professionals also desire the freedom that comes with being their own boss and creating a company that reflects their values and individuality. It would be optimal if both the corporate sector and entrepreneurship could help women meet their needs, but the latter option currently seems to do a better job of it. RE Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com. RISMedia’s REAL ESTATE May 2018 39

See You at the 2018 REALTORS® Legislative Meetings & Trade Expo Commentary by Matt Lombardi

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• Take advantage of savings and unique offers just for REALTORS® from NAR’s REALTOR Benefits® Program. • Master your domain with .realtor™. Members get their first custom domain and email address free for the first year. • Take 10 percent off publications and receive a free Swanepoel Trends Report when you spend $30 or more at the REALTOR® Store. • Sign up for the Member Value Plus (MVP) program eNewsletter to earn a free social media webinar, plus, spin the digital prize wheel to earn more amazing rewards. • Shop one-of-a-kind REALTOR®branded merchandise in the REALTOR Team Store®, a REALTOR Benefits® Program partner. Unique Insights

• See how Realtors Property Resource® (RPR®) provides REALTORS® with comprehensive data, powerful analytics, and client-friendly reporting.

f you’re a REALTOR®, the month of May brings one of the most exciting meetings of the year: the REALTORS® Legislative Meetings & Trade Expo in Washington, D.C. For brokers, this major gathering offers many meetings and special events from May 14 - 19, including opportunities to tour the REALTORS® Trade Expo on May 16 and 17 from 10:00 a.m. to 6:00 p.m. While attending the Trade Expo, you’ll learn about the latest real estate products and services from 100 industry-leading companies, including lead-generation systems, internet-prospecting solutions, MLS providers, and much more. I also invite you to visit the National Association of REALTORS® (NAR) Booth No. 1707, where you can take advantage of numerous member resources and activities.

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• Explore the emerging technologies that impact real estate, such as the Internet of Things, blockchain, and more, with the Center for REALTOR® Technology (CRT) Labs. • Learn about valuable resources and expertise from Member Support, such as eBooks, library research, business letter templates, and more. • Find the information, resources and connections you need to thrive in the growing field of global real estate with NAR Global & Business Alliances. • Help your business thrive with member services and resources developed specifically for commercial real estate professionals.

Additional Resources

• Ask about programs and resources available to develop volunteer leadership. • Access tools to support efficient and resilient homes and communities with the REALTOR® Sustainability Program. • Take a tour of your personal dashboard on the NAR Member Center, including your individual member card and a consolidated calendar of events from your national, state and local associations. We’ll also be hosting several special events at the NAR Booth:

• Enjoy a cup of coffee with the NAR Leadership Team on Wednesday, May 16 from 10:30 a.m. to 11:00 a.m. • Enter to win a Lenovo Yoga 920 14inch tablet, valued at $1,300. LenovoTM is a proud partner in NAR’s REALTOR Benefits® Program, your official member benefits resource. Earn up to eight additional prize entries by visiting all TM

programs and resources represented in NAR Booth No. 1707. • Join NAR’s Commemoration of the 50th Anniversary of the Fair Housing Act. Pledge your commitment to Article 10 of the NAR Code of Ethics, which states that REALTORS® should not discriminate against any person, by signing the lobby display at the Marriott Wardman Park Hotel, then visit NAR Booth No. 1707 to pick up your commemorative fair housing pin (while supplies last). Several other affiliated groups will also join us in the REALTOR® Pavilion, including: Center for REALTOR® Development, Booth No. 1813 – Grow your business with NAR’s official designations, certifications and continuing education courses. REALTOR® University, Booth No. 1819 – Learn how to take your ca-

reer to the highest level with the accredited Master of Real Estate Degree program, and help us celebrate the graduating class of 2018! 2018 REach® Class, Booth No. 1731 – Meet the 2018 REach® technology accelerator companies. View their demos and find out more about their offerings. Real Estate Today Radio, Booth No. 1805 – Learn how to provide your clients with critical, timely and trustworthy information on today’s market with NAR’s official radio program. Don’t Miss Out! Visit www.nar.realtor/midyear to register and learn more about all the events at the REALTORS® Legislative Meetings & Trade Expo. See you there! RE Matt Lombardi is senior vice president, Marketing, Communications & Events, National Association of REALTORS®

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{Power Broker Perspectives} by Keith Loria

Hadi Atri:

Finding Success No Matter the Market Hadi Atri acquired RE/MAX Executive in 2009 and still looks forward to the various rewards and challenges the real estate business brings his way each day. According to Atri—the firm’s president and CEO—things have been off to an interesting start in his North and South Carolina markets this year. The Charlotte market, for example—in the month of March compared to last year at the same time—saw pending sales increase 15.6 percent and inventory decrease 16.6 percent. Here, Atri shares more about his strategies for succeeding in any market.

Tell us more about current market conditions. HADI ATRI: We have 11 offices in North and South Carolina and all of our agents complain about lack of inventory. Builders have yet to catch up after the 2008 recession. It’s

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definitely a seller’s market and we’re seeing a 5 - 8 percent increase in home values.

What sets your firm apart in the marketplace? HA: Customer service. We’re very sensitive toward how our agents and support staff handle the everyday business of listing and selling real estate. I always tell our agents that we’re consultants and advisors, not salespeople. Our job is to take the stress out of the buying and selling of homes. We send out a survey to every one of our clients (over 5,400 in 2017) and ask them a few simple questions to make sure we’re providing the best service.

What do your agents enjoy most about working for the firm? HA: We transitioned to being 100-percent paperless five years ago, and our agents love that. We offer in-house marketing at a

fraction of the normal cost, and this includes customized websites, professional photography, closing coordinators, and in-house insurance, mortgage and title companies. We also have extensive coaching and training available to all of our associates, and monthly lunch-and-learn sessions to bring our agents up-todate with what’s going on in the market. Equipped with the latest technology, our agents have access to all 11 of our offices so that they can conduct business any time day or night.

RE/MAX Executive’s offices are equipped with the latest technology so that agents can conduct business any time day or night.

VITALS: RE/MAX Executive Years in business: 20 Size: 11 offices, 330 agents Regions served: Charlotte Metropolitan, including Concord, Lake Norman; Asheville, Waynesville, Wilmington, N.C.; and Fort Mill, S.C. 2017 sales volume: $1,512,022,952 2017 transactions: 5,541 units No. 154 in sales volume in RISMedia’s 2018 Power Broker Report www.carolinahomesite.com

How important is growth to your firm? Are you planning to increase office or agent count in 2018? HA: We’re always looking for opportunities to expand. Last year, we merged with five offices and created three new offices in Asheville, Waynesville and Wilmington, N.C. I always tell our leadership that our first priority is to retain the agents we have by giving them the best support and tools available. Then we can think about recruiting and growth.

What are the biggest opportunities for increasing business today? HA: Excellent client service is always the No. 1 goal for us. Our business is mostly based on referrals from past clients. We constantly encourage our agents to communicate with their clients through-

out the process of selling or buying a home.

How are you updating your technology and training to provide the resources agents need to succeed? HA: We have a huge advantage being a RE/MAX franchise. RE/MAX offers hundreds of online training options and their technology is constantly evolving. They recently introduced Design Center Automation, powered by Imprev, Inc., which provides an easy, powerful way for agents to leverage every marketing opportunity throughout the life of their listing, helping them drive more organic leads and earn more referral business. We also have monthly training where we teach agents how to use various tools like Voicepad, SkySlope transaction management, WolfConnect,

MAX Center, etc. In addition, we make sure our agents have their online profile set up and teach them how to get reviews.

How are you attracting new agents to your firm? HA: As a rule, we’re very selective when we hire new agents. Our recruiting website (www.joinexecutive.com) asks new agents to take a career test before our recruiting team decides whether the new agent has the aptitude to be a RE/MAX Executive associate or not. We have a list of agents and teams that we would like to recruit, which is updated monthly. Our career development team contacts these individuals on a regular basis to try and set up an appointment to show them the RE/MAX Executive difference—and how we can help them grow their business.

Rod Messick, Regina Coia and Pete Slaugh:

A Dynamic and Strong Culture

The Homesale Family of Companies, which includes Berkshire Hathaway HomeServices Homesale Realty, is a leading real estate company serving the Baltimore, Md., and South Central and Southeastern Pennsylvania real estate markets, and last year finished second among all Berkshire Hathaway companies nationwide. The six-person ownership team includes Rod Messick, COO; Regina Coia, president of Realty Operations; Pete Slaugh, managing director; Brad Dimmig, president, Homesale Mortgage; Rick Doyal,

Berkshire Hathaway HomeServices Homesale Realty’s ownership team posing for a photo op.

RISMedia’s REAL ESTATE May 2018 43

ers in the area?

managing director; and Ron Landis, managing director. Here, the team talks about market trends and the importance of strong culture.

How would you characterize your market during the first quarter of 2018? ROD MESSICK: In general, it’s strong and healthy, with a lot of demand and activity. We do have an inventory shortage, and anything that’s attractive and priced properly is getting multiple offers right out of the gate. The higher you go, the more normal the offer curve and base of marketing is going to be.

What sort of challenges are you dealing with? RM: One big headwind we’re dealing with in Central Pennsylvania is the cold winter we experienced. We’re also in the middle of an MLS transition. People are just getting comfortable with how the system functions and making sure it works the way it’s supposed to. REGINA COIA: It was a significant transition.

Studies show that millennials are buying a greater percentage of houses than ever before. How are you reaching out to this demographic?

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RM: The biggest thing we’ve been doing to try and be more appealing to the millennial generation is to migrate more of our marketing toward social media channels by using Facebook and Instagram for both target advertising and brand awareness. RC: The other piece is to educate millennials about new products available to get them into a home sooner. It’s not like their parents’ day when you had to have 10 percent or 20 percent down to get a mortgage. We have these young folks who can get into a first-time home for a few thousand dollars, and they just don’t realize that.

What attracts agents to your firm? RC: Our culture is pretty dynamic. We have a set of core values and that’s an important part of our story. It’s really about removing obstacles and helping people achieve their dreams. People who describe our culture talk about a family and a trusting environment. It’s not enough just to be excellent or to be caring; we’re a culture of both. That has driven our growth in a significant way.

How is the firm unique, and what separates it from oth-

PETE SLAUGH: We have all company-owned profit centers all the way to closing—mortgage title insurance, property insurance, property management and investment. It’s an attraction because there’s a huge amount of support company to company by doing that. The agents really feel the difference. We’re also known as a very philanthropic company and we put back into the community every chance we get. RC: I’d also say our training program and how we help people become productive and the tools and services we provide.

Let’s talk about that training. Tell me what you offer and how important it is to you as a firm. RC: It’s critically important. We have “success centers” in each of our regions in Central Pennsylvania and Baltimore, M.D., and we have a dedicated trainer and coach in each. We’re about to make a leadership change and

appoint a vice president of career development, a brand-new role in our company, and that person will be charged with taking all the best of what we have in our curriculum and putting it on steroids and ensuring we have every type of program available to help agents start with a business plan. We want them to see us as their accountability partner.

Talk about your growth strategy for 2018. RM: We feel like growth is critically important. Already, we’ve opened a new office that’s between two markets we’re already servicing; we massively expanded our Westminster, Md., operation with a great new hire and the market is really responding to our presence there; and we also moved our Lancaster County office, with a substantial improvement in the quality of our space. We’re trying to leverage the strength of the Berkshire Hathaway brand to do some market infill and some geographic expansion. RE

VITALS: Berkshire Hathaway HomeServices

Homesale Realty

Years in business: 21 Size: 28 offices, 1,300 agents Regions served: South Central Pennsylvania, Southeastern Pennsylvania and the Greater Baltimore Metro 2017 sales volume: $3.1 billion 2017 transactions: Approximately 15,000 units No. 52 in sales volume in RISMedia’s 2018 Power Broker Report www.homesale.com

How to Keep in Contact With Past Clients Without Becoming a Nuisance by American Home Shield® ents and show them you’re consistently on top of your game, especially if you emphasize transactions made in a neighborhood in proximity to your clients. Publish an electronic newsletter. An electronic newsletter is a great way to remind clients you’re available and ready to help should they need or want to make a change, or know someone else who does. Ideally, you should publish every six weeks, with once per quarter being the minimum and the maximum being once every four weeks. Content is key, so make sure to avoid any “bragging” and include excellent, market-centric content.

losing a transaction shouldn’t be the end of a client relationship. In fact, it should be the start of something more—something that will put you in front of other real estate professionals, helping you become your client’s “REALTOR® for life.”

To maintain contact with clients, you have to strategize ways to stay in your clients’ lives and keep in touch without becoming a pest. Here are some tips to help you do just that, from the tried-and-true to the more creative and unconventional methods. Use your referrals to get back in touch. There’s nothing more valuable to real estate professionals than receiving referrals from a past client. Aside from the potential new business lead, it’s a chance to reestablish contact. Once you receive the referral, immediately acknowledge it with a “thank you” to your client, either in a handwritten or email

note, and if the referral leads to a sale, send a second thank you and a gift—preferably delivered in-person. Provide clients with a Comparative Market Analysis (CMA). They’ll appreciate the fact that you cared enough to do the legwork. Send your clients a condensed CMA either once or twice a year. Make sure that your communication doesn’t come across as a “hard sell;” instead, look at this as an opportunity to provide valuable information that could help you both in the long run. Send out ‘Just Listed’ and ‘Just Sold’ cards. This is a relatively easy way to stay top-of-mind with your cli-

Get creative by hosting an event or party. Who doesn’t like a party? Hosting one for past clients—whether it be theme-based or a casual wine and cheese gathering—showcases your creative side, as well as your willingness to go the extra mile to maintain your connections. A block party is another creative way to get people together. Grab coffee or even dinner with a client. Suggest a meeting at a local coffee shop or restaurant. The venue really doesn’t matter—what does is the fact that you’re making them feel valued not just as a client, but also as a friend. As you work to become your clients’ “REALTOR® for life,” here’s probably the most important tip of all: As in most things in life, staying connected is all about being considerate. RE For more information, please visit www.ahs.com.

RISMedia’s REAL ESTATE May 2018 45

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That’s the HomeTeam promise.

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{Business Building}

Per-Agent Productivity: The Career-Changing Number to Know by Adam Contos

ere are two simple questions for any serious sales professional: Is your productivity as high as you’d like it to be? How important to you is the productivity of your office?

The answers to these questions can have huge implications, depending on how you view and perceive the word “productivity.” With “productivity” in mind, let’s look at RISMedia’s recently released 2018 Power Broker Report & Survey, which ranks the nation’s top brokerages by total transaction sides and total sales volume. Diving a Little Deeper It’s no surprise to see mega-brokerages from the big brands at the top of the list, including offices from Realogy, Keller Williams and RE/MAX. All of them have massive production totals. But dive in a little deeper and it gets more interesting. You start to see that the highest-ranked brokerages don’t necessarily have the highest-producing agents, because total production isn’t the clear-cut measure it might appear to be. For example, take an office like RE/MAX of Reading in Wyomissing, Pa. With 3,698 sides, it ranks No. 225 in total transactions—almost right in the middle of the list of 500. Is this a high-productivity office, encouraging and supporting high productivity among its agents? You better believe it is. It’s easier to see once you look closer. When you factor agent count into the equation, the 146 agents at

RE/MAX of Reading averaged 25.3 transaction sides each. That’s the seventh-highest per-agent productivity among the 500 brokerages. Digging a little more, it’s worth noting that the agents at the brokerage that ranked one spot higher in total transactions (No. 224) averaged just 10.8 sides each. The firm at No. 223? 4.6 per agent. No. 222? 3.4. That means you have four brokerages, with only 23 transactions separating them, ranging from 25.3 to 3.4 in average sides per agent. That suggests a stark difference in “productivity” among these closely ranked brokerages. Surely there are systems, philosophies, competitive advantages and environmental factors that differentiate an office with 25.3 sides per agent from one that closes essentially the same number of sales but requires eight times as many agents to do it. Beyond the Numbers Here’s the takeaway: Total transactions tell only part of the story. In some respects, they even cloud the issue. If you want to measure a brokerage and its commitment to agent success, per-agent productivity is the number to know. That’s not to say agent count isn’t important. It is. RE/MAX of Reading has nearly 150 agents, and togeth-

er they create a dynamic, bustling environment that’s both motivating and inspiring. It’s virtually impossible to be around highly productive people—and see them enjoying the fruits of that productivity—without aspiring to be highly productive yourself. That’s why the two questions I started with are so important for agents to consider and ask themselves. The fact is, agents who want to be more productive should find and join an office where high peragent productivity is a priority. Or, putting it another way: Would you rather be part of a brokerage where many agents are doing less business each, or fewer agents are doing more business each? Your career (and your bank account) could be greatly shaped by your answer. RE Adam Contos is CEO of RE/MAX, LLC. For more information, visit www.remax.com.

RISMedia’s REAL ESTATE May 2018 47

{Strategies} Building Your Team’s Workflow Key to Achieving Top-Tier Productivity BACKAGENT SETS TEXAS BROKERAGE APART FROM THE COMPETITION by Zoe Eisenberg

ike any good leader, real estate brokers are often looking for ways to strengthen and build their team. Whether you have a small, medium or large company, managing your agents’ workflow is key to achieving top-tier productivity and communication.

Nimesh Patel, broker/owner with RE/MAX Fine Properties (No. 356 in sales volume in RISMedia’s 2018 Power Broker Report) in Sugar Land, Texas, has been in real estate for over 16 years, and has been working with BackAgent since 2011 to handle everything from paperless transaction management to brand-tailored marketing, agent communication, MLS IDX integration, and more. The transaction management platform is just as it sounds: a back-end, built-in transaction workflow engine, acting as one of the most complete virtual brokerage systems. “We worked closely with the owner and the developers to help incorporate more items for the agents and brokerage,” says Patel, who currently has 175 agents working under him. “Our agents are done with paper and are more efficient,” says Patel, pointing to improved communication across the board since he began using BackAgent.

48 May 2018 RISMedia’s REAL ESTATE

Productivity has also increased since Patel onboarded BackAgent. “Reviewing paperwork on the brokerage level is much easier,” he notes. “Agents have all of their paperwork uploaded in a timely manner, and it’s all there for our review prior to closings.” Since working with BackAgent, Patel has also drawn a leg over competing brokerages, which sets his team apart and pulls in top talent. “Most of our new recruits have never seen anything like this. In our interview, we show some of our value propositions, including BackAgent, and they’re pleasantly surprised.” Patel often recommends BackAgent to peers, especially those on the brokerage level. “I was the first RE/MAX in Texas to use the system, and I trained about 100 other brokers at a convention. Once they all saw BackAgent, most of them incorporated the program into their offices.” With so much transactional management weight off his shoulders, Patel and his team are able to focus more on what they love about the job.

“I was the first RE/MAX in Texas to use the system, and I trained about 100 other brokers at a convention. Once they all saw BackAgent, most of them incorporated the program into their offices.” - NIMESH PATEL Broker/Owner, RE/MAX Fine Properties

“Yvette has made our working relationship with HSA even more valuable. Not only does she take the time to educate our agents about the features and benefits of the program, but she also goes above and beyond when dealing with our clients.” - PADDY COAN Manager, Jack White Real Estate

“Helping first-time homebuyers still gets me going every day,” says Patel. “I love consulting with a new couple and assisting them through the whole process more than actually running my brokerage.” With BackAgent, Patel gets back to what he loves, while still strengthening and supporting his team. For more information, please visit www.BackAgent.com.

Meeting and Exceeding Clients’ Expectations HSA HOME WARRANTY’S HIGH-QUALITY, COMPREHENSIVE PLANS BENEFIT BUYERS AND SELLERS ALIKE by Paige Tepping

o matter the market, real estate professionals are committed to going above and beyond for their buyer and seller clients. For Paddy Coan, manager at Jack White Real Estate in Wasilla, Alaska, and her licensees, home warranties are a key component to meeting—and exceed-

ing—clients’ expectations as they make their way through the home-buying or -selling process. A popular locale for investors and military personnel alike, Coan notes that the tremendous amount of new construction in the area has made for a vibrant community. “In 1997, when I first started working as manager at Jack White Real Estate, there were 30,000 people calling the area home. Today, that number has risen to 110,000,” says Coan, who goes on to explain that most of the area’s housing stock was built after 1992. And thanks to the firm’s longstanding relationship with HSA Home Warranty—a premium warranty provider that’s been offering high-quality, comprehensive plans and superior customer service for over 30 years—Coan and her licensees can rest assured that their clients go through the real estate process with an added layer of built-in comfort. “I’m a strong proponent of home warranties as part of our company risk-management program,” explains Coan, who notes that educating clients about the benefits associated with a home warranty provides a bit of a safety net should a covered appliance or major component of a mechanical system break down from normal wear and tear after the transaction has been completed. In fact, Coan recently had a client wake up to a warm RISMedia’s REAL ESTATE May 2018 49

refrigerator—an issue that was resolved with a quick call to a dedicated 800 number all buyers and sellers have access to. While each and every client who walks through the company’s door has the opportunity to take advantage of everything the home warranty has to offer, Coan explains that buyers and sellers alike are reaping the rewards— with upwards of 90 percent of the firm’s listing clients choosing to add seller’s home warranty coverage, in effect during the listing period to the new buyer’s coverage, which takes effect once the home sells. Working with HSA for the past 10 years, Coan has been nothing short of impressed with the relationship from the get-go. And that includes her local HSA rep, Yvette Maldonado. “Yvette has made our working relationship with HSA even more valuable. Not only does she take the time to educate our agents about the features and benefits of the program, but she also goes above and beyond when dealing with our clients,” says Coan. “In the end, having a home warranty changes the way our clients feel about things as they buy or sell a home— and well beyond,” concludes Coan. For more information, please visit www.onlinehsa.com.

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Streamlining Real Estate: Integration Meets Functionality ELM STREET TECHNOLOGY CREATES A ONE-STOP SHOP FOR CREATIVE REAL ESTATE SOLUTIONS by Liz Dominguez

he mass amounts of available technology can become overwhelming. This is just as true within real estate, an industry in which brokerages and agents rely on technology for virtually every task. From lead generation to acquisition and client management to retention, every step of the process is nearly always intertwined with a service that attempts to streamline and increase efficiency.

The challenge? Real estate processes become more complex when a multitude of tech platforms are introduced. Faced with this very obstacle, RE/MAX All Pros in Florida recently sought out the assistance of Elm Street Technology to simplify the job of a real estate professional.

“We have great long-term plans for Elm Street Technology. It has everything we need in order to run our company.” - ANTHONY G. CANIZARES Managing Broker, RE/MAX All Pros

“We were really looking for something for agents— to make it easier and faster for them, and to help me keep track of everything going on, as well,” says Melanie Chadwell-Norris, owner of RE/MAX All Pros, of which all 10 members are currently using the product. Within Elm Street Technology’s Elevate platform, brokers and agents can find an assortment of integrated solutions that address the driving forces of a real estate business—online marketing, client management, lead generation, social media, and more—all from one place. But for the folks at RE/MAX All Pros, the integration functionality is what initially captured their attention. “We decided to beta test the product, and it’s pretty mind-blowing. For starters, it’s an open, cloud-based platform with integration capability, so it allows other programs to plug in,” says RE/MAX All Pros Managing Broker Anthony G. Canizares. “We have agents that use other products, and this allows us to maintain visibility while they connect to their respective marketing programs.” What stood out next was Elm Street Technology’s training process. In fact, their exceptional client care was the ultimate differentiator among other real estate vendors. Both Canizares and Chadwell-Norris took notice of the company’s added personal touch when Elm Street Technology flew an onboarding specialist out to their office. “It shows that someone really cares and allows them

to address questions directly instead of on a webinar,” says Chadwell-Norris. Looking for a product that provided visibility into the business, could create a competitive advantage and would help cut costs, Canizares estimates that Elm Street Technology is saving the firm at least $1,000 per month by not having to pay for a variety of other products. And both Canizares and Chadwell-Norris agree that scalability is essential to determining a product’s success. “I think the best part is that it’s a scalable platform. You get to a certain agent count and some systems don’t work anymore. You start building teams and they don’t work anymore. We have great long-term plans for Elm Street Technology. It has everything we need in order to run our company,” says Canizares. With Elm Street Technology, RE/MAX All Pros doesn’t have to worry about whether the service works for the individual, on a team level or even at a broker level, as it successfully adapts to all real estate business environments. “For people with teams, it makes it very easy and streamlined to decide which leads go to which agent, and the follow-up is right in front of them,” says ChadwellNorris. The end goal for RE/MAX All Pros? To manage every facet of the real estate business by using a single platform. “You can’t focus on any one aspect, but rather, you have to do all of them very well. You have to provide a database system and workflows, you’ve got to be able to integrate transaction platforms, websites, IDX, etc. This is a technology suite for our business,” says Canizares. “That closed the deal for us. The system is superior to anything we’ve ever seen in the market.” RE For more information, please visit boss.tryelevate.com.

RISMedia’s REAL ESTATE May 2018 51

Setting Boundaries: The Regulation of AI and the Impact on Real Estate by Liz Dominguez

rtificial intelligence (AI)—once a far-fetched capability only dreamed up in films—is becoming mainstream, including within the real estate industry. More brokerages are becoming reliant on proprietary algorithms that use datasets to streamline various processes and make them more efficient. Lately, these algorithms are becoming popular among industry disruptors—companies that are straying from the traditional model, using tech such as AI and big data to provide an all-in-one real estate experience. But at what cost? With new technology comes risk. For example, a recently introduced full-service real estate service, REX Real Estate, uses an unconventional, AI-based business model with over 100,000 data points to identify which buyers should be marketed to. While efficient, this opens the door to potential discrimination lawsuits. Unless the algorithms can clearly break down why it chose certain buyers for its marketing strategy, controversial datasets that focus on or omit prospects based on familial

status, race and gender can become entangled within the buying and selling process. With the OJO Labs, Inc. and loanDepot partnership, AI can lead to problematic and assumed discriminatory lending practices. These companies may find themselves under the scrutiny of government officials if there’s a trend in who is being chosen for home loans based on the proprietary algorithm. The technology is becoming controversial, facing ethical queries

for its lack of code of conduct and regulation. According to the Wall Street Journal, New York City proposed a law this past August that would require businesses to publish the source code for these algorithms. After pushback from tech firms looking to protect their proprietary algorithms, a bill without source-code requirements passed in December. The mass regulation of AI would be difficult, as each industry uses the technology differently; therefore, proposed guidelines typically include vague provisions, such as privacy protections and general requirements for explaining how an algorithm makes choices—a difficult endeavor, as they tend to run on complex networks, according to the Wall Street Journal. While the U.S. Office of Science and Technology Policy released white papers on the ethical implications on AI under the previous administration, today’s officials are currently cutting back on government-imposed regulation, providing more freedom to businesses in how they use technology. Many industry professionals are welcoming AI as a way to stand apart from competing brokerages and to increase business profits and efficiency using big data; however, they may be unaware of the inherent risks these algorithms introduce. RE

Liz Dominguez is RISMedia’s associate content editor. Email her your real estate news ideas at ldominguez@rismedia.com. RISMedia’s REAL ESTATE May 2018 53

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{Power Teams}

Building the Right Team Creates Amazing Experiences by Verl Workman -Buyer’s Agents -Listing Partners -Inside Sales Associate (ISA)

or decades now, teams have been on the rise in real estate—an industry that’s been slow to catch on to the fact that clients can be better served with a team approach. Further, agents are living more balanced lives both as team leaders and team members.

While most businesses are set up and run as teams, for some reason, real estate agents have become so caught up in their personal importance in the transaction that they forget to see the most important part of real estate. This is the ability to create amazing client experiences, while making sure their clients are the most educated and prepared person in the transaction so that when they’re ready to transact, their family wins. For decades, agents have insisted that they’re the most important person in the transaction, and if it weren’t for them, the deal would never get done. Comments such as

“Nobody can do it as well as I can” and “My clients really love me; they would never work with a buyer’s agent” are simply based on ego, and the inability to remove oneself from the transaction. While this piece may seem biased toward teams, it’s actually biased toward the consumer. I believe that the game is the best teacher of real estate, and the more you show homes, write and negotiate contracts, list and market, the better you get at each task. It’s the opinion of many leaders in our industry that real estate teams are the future because they create an environment where the client gets to work with an expert in every aspect of the transaction. Here are the basic positions of expertise you should create if you decide to build a team: -Team Leader -Client Care Coordinator -Transaction Coordinator -Showing Assistants

Each position on the team has a full job description with clearly defined roles and clearly defined goals. Oftentimes, the team leader fills most of the roles until their business grows to the point where it makes sense to replace themselves in that role. The key to success in building a team is to create or follow a system with clear documentation on what’s being done, so that the team leader can train their replacement in each position until their team is fully staffed. The result will be a well-oiled machine where team members are a true extension of the team leader, providing clients with an amazing experience at every phase of the transaction. Once the team is formed, it’s the role of the team leader to create an environment where each person can have success in their position and intentionally create a culture of productivity. With the hundreds of teams we’ve coached over the years, we’ve come to learn the importance of creating great systems, following those systems, hiring to the right core values, and being quick to release team members who create risk and conflict and don’t live the value you’ve created for the team.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Contact him at Verl@WorkmanSuccessSystems.com. RISMedia’s REAL ESTATE May 2018 55

{Power Teams} What’s in Your Playbook? by Cleve Gaddis

n the very memorable Capital One credit card commercials, Samuel L. Jackson cleverly asks, “What’s in your wallet?” My question for you is, “What’s in your playbook?” From individual agents to mega teams, I think every real estate business owner needs a playbook. While a football team’s playbook contains strategies and plays, your business playbook should contain the same elements, which will take the form of a written outline of any process your business completes three or more times. Below are a few questions to help you get started thinking about what should be included in your playback, which you might prefer to call an operations manual.

What’s the process you follow when representing buyers? What do you do when you first meet? How do you educate them on the market? How do you help buyers avoid being surprised by the competitiveness of a low-inventory market?

How do you collect all the important information you’ll need from buyers and sellers? Do you have a form? Do you have any tricks or special ways of asking questions that elicit the most accurate answers? What do you do with the information once you collect it? Do you put it in a specific database?

56 May 2018 RISMedia’s REAL ESTATE

When do you update your contact database? How do you categorize prospects, current clients and past clients? What’s your action plan for maintaining good communication before, during and after the sale? How do you make sure you don’t drop the ball with buyers and sellers who want to work with you in the future, but not today?

What tools do you use to measure the performance of your marketing and sales activities? How many postcards do you have to mail to find a motivated seller? How many calls, emails and text messages sent will produce a ready, willing and able buyer? How much money are you making on the dollars invested in marketing? Wouldn’t it be nice to know the answers to these questions? More importantly—once you create a system that produces consistent results—wouldn’t you love to be able to duplicate it over and over again and produce more and more of the same result? My team utilizes the Workman Success Systems Training Center for all of our systems and processes. This online video resource provides everything we need to know and do to build a business that produces a reliable stream of sales and income. We don’t use everything in the Training Center because there’s so much included that it’s really not possible to use it all, but it’s amazing how having this resource has helped fuel the growth of our business for the last four years. You don’t need to personally have access to the Workman Systems to be able to grow a successful business yourself, but you’ll definitely need some-

thing similar. If you’d like some help getting started, connect with me at Cleve@GoGaddis.com and I’ll share the table of contents and an outline of the WSS Operations Manual, which should give you a huge head start in creating your own. In closing, if you found yourself thinking that you don’t have a big enough business to need a playbook as you read this article, you better get really comfortable with the size of your business today. As an alternative, I suggest you begin running your business as if you know it will be really big and profitable someday, as this is the only way it ever will be. Cleve Gaddis is a master coach with Workman Success Systems and team leader with Gaddis Partners, RE/MAX Center in Atlanta. He learned sales the hard way, selling vacuum cleaners door-to-door, and now puts those skills to use in helping his team close $60 million annually. He loves to share his systems and strategies to help others succeed. He hosts the Call Cleve Atlanta Real Estate Show heard weekly on NewsTalk 1160 WCFO. Contact him at Cleve@GoGaddis.com.

{Power Teams}

Leverage Learning by Sara Guldi

alking through Temple Square in Salt Lake City this past January, I found myself asking our friend and guide non-stop questions about the architecture, art and the Mormon faith. At some point, one of the friends in our group looked at me laughingly and asked, “Do you ever stop learning?” The answer to that is a resounding no. I love to learn for the sake of learning and understanding. As I thought about the topic for this article, the story from Salt Lake City kept replaying in my mind. We often hear about leverage in regard to team-building, or hiring a lawn service, a cleaning company or even a

personal shopper. Less often have I heard it applied to learning, and that’s a huge miss in our industry. Generally, we recognize that people are the most valuable asset of our companies and organizations, and at the same time, we overlook the fact that one of the reasons they’re the greatest asset is their ability to collaborate, collate and create knowledge as a community of practice and learning. In his 1998 article “Communities of Practice: Learning as a Social System,” Etienne Wenger not only defined these communities of learning, but also discussed how they function and the resources they create when they operate on this level. He posited that these communities are everywhere (work, school, church, clubs), and that we join them by participating, rather than by affiliating. They can even exist within and across departments, institutions and companies. It’s important to recognize that while a team can be a community of practice, a community of practice isn’t always a recognized team. The most powerful functions of a community of practice typically include the ability to exchange and interpret information, retain knowledge, keep up with new, cuttingedge practices and provide homes for identities. In January 2018, at Leverage 18, the Workman Success Systems Team Summit, Verl Workman talked about the television show “Wisdom of the Crowd” on stage in his opening remarks. Though recently canceled, the television show was still well-received by audiences. The premise is the story of a tech innovator driven by the unsolved murder of his daughter. He creates a crowdsourcing app for publicly sharing information to solve his daughter’s murder, and reinvents crime-solving

“We often hear about leverage in regard to team-building, or hiring a lawn service, a cleaning company, or even a personal shopper. Less often have I heard it applied to learning, and that’s a huge miss in our industry.” in the process. As he taps into the wisdom of the crowd successfully, his determination grows to solve more crimes, and, in the show, the way crime-solving has always been done changes at its most basic level. At Workman Success Systems, you will find some of the best and brightest minds in the industry, and much of the material used is crowdsourced with these agents and entrepreneurs. This community of practice is the epitome of leveraging learning.

Sara Guldi of The Guldi Group is a 13-year veteran of real estate. She lives in Florida and has a team in Maryland that consistently exceeds $20 million in production annually, with an average sales price of approximately $1,465K. In their best year, The Guldi Group did $64 million in production, and they attribute their long-term success to a strong commitment to systems and coaching. Guldi’s passion is coaching, and she loves helping others build amazing business and lives using the performance coaching systems developed by Workman Success Systems. Contact her at Sara@WorkmanSuccessSystems.com. RISMedia’s REAL ESTATE May 2018 57

{Power Teams} Training, a More Personal Leverage by Rick Geha

or you to have stopped long enough to read this article, it probably means that you’re using leverage in some way in your business or personal life. We actually all do. Anytime we have someone do something for us—or, better yet, have a tool, software or system do something for us that in the past we would have had to do ourselves in a painstakingly long manual operation— we’re using leverage. Okay, so, big deal. While most of us get that at some level, there are many of us who get it at a very high level and understand that the more we use leverage, the more freedom we have for the things that matter most. In the world of real estate, we have varied jobs and responsibilities, and as the saying goes: If you don’t have an admin, you are one. This statement is also about leverage. As a coach for over 20 years, I have come to learn that the one thing we haven’t leveraged to the fullest extent is our own training or the training of those around us. When I first began coaching small teams in the ’90s, we used to have them film the things they wanted to say to their people on old VHS tapes so that when specific positions were filled, they could put the individual in a room with a VHS player and have them watch the video as part of their training. While we still use video today, 58 May 2018 RISMedia’s REAL ESTATE

it’s a much more advanced version so that we can leverage the power of technology, video and software delivery programs to get you and your people trained. But there’s even better news. Whether you’re a coaching client of Workman Success Systems or not, our Training Center and systems are still available to you. If we’re being honest, your most valuable asset—and the asset that doesn’t renew—is your time. Our Training Center (along with all the other operating systems we advocate) is a much less expensive alternative to doing it yourself, especially if you’d rather spend your time being faceto-face with sellers and buyers. Imagine, if you will, a complete video training program to train your new client care coordinator or admin. For those of you who are new to the business, frustrated, stuck, or in need of a swift kick to get going, what training would you attend? Where do you go if you’re simply looking to take more listings and become more of an accomplished listing agent? There are fractured systems, different instructors and programs out there; however, none of them are thorough, comprehensive and easy to access. Accountability is the main reason most people hire a coach.

True leverage allows you to spend your time doing the activities you have prioritized as the most important in your day. Having a training center that you can access at will gives you the freedom to get yourself trained when it’s most convenient for you. It also allows your people to be trained in the office while you’re out listing and selling homes. Better yet, when you hire a buyer’s agent, our Training Center will allow you to again leverage your time, get them trained and hold them accountable to their roles and activities without taking time away from those vital parts of your day. It’s time to step up and take the plunge into gaining control of your business and your time, and leverage is the key. Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22, and has been selling for over 36 years; he has run, managed or owned real estate offices for the past 23 years. His love of people and mentoring their passions has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada and has presented keynote addresses to thousands of professionals from all industries and walks of life. Rick is proud to be someone who’s spent nearly three decades helping people worldwide discover and walk their path to personal freedom and is currently a coach with Workman Success Systems. Contact him at Rick@RickGeha.com.

What’s getting in the way of your team’s success? Probably you. Look, you can only do so much. And without the right tools and coaching, your team can only go so far. Workman Success Systems can coach you and your team to focus on what matters, and do it better than you ever thought possible. While giving you the back-end tools so you don’t have to spin your wheels on administrivia. Our coaching is customized to your team. It’s affordable and proven. And it’ll double your team’s productivity, and give you your life back, too.

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Can Millennials Move On and Up?

by Suzanne De Vita

s the biggest cohort of homebuyers, millennials are exercising influence in the market in unprecedented ways. They are at the center of demand for housing—built-up after many moved back in with their parents, and now releasing slowly, but surely, as the crash fades from memory. There are factors, however, that could keep a lid on the millennial move-out. According to Freddie Mac’s recently released monthly Insight, the amount of households led by young adults is down 3.6 percent from 2000—attributable to costly homes and stagnating wages. From 2000 to 2016, earnings grew just 1 percent for young adults; by comparison, home prices grew 29 percent. According to the National Association of REALTORS® (NAR), in March, home prices were up 5.9 percent year-over-year. Analysts at Freddie believe the gap is too great to ignore. They posit that affordability constraints are the cause of more than one-quarter 62 May 2018 RISMedia’s REAL ESTATE

of the decline in the formation of households by young adults—and if the climb in costs persists, there could be dire implications for the market. For millennials, even an incremental rise could stall them: A 1 percent hike in home prices cuts the likelihood millennials will head up their own household by 5 percent. (A 1 percent increase in income, inversely, ups the odds 3 percent.) “Housing costs are a major factor holding back young adult household formations,” says Len Kiefer, deputy chief economist at Freddie Mac. “Our research results indicate that 28 percent of the decline in young adult household formation is due to housing costs. If housing costs

continue to rise, we could see about 600,000 fewer households over the next decade.” Another factor? Timing. The catalysts (conventionally) for forming a household—aging, children and/or marriage—are not occurring as quickly. Comparing young adults in 2000 and 2016, data on fertility and marriages is lower now than it was—and according to realtor.com® research, “family needs” are the biggest millennial motivator for a purchase. If conditions improve for millennials, Freddie forecasts an additional 19 - 21 million households by 2025. The alternative, the analysts believe, could have critical consequences for homeownership, investing and overall wealth. RE

Suzanne De Vita is RISMedia’s online news editor. Email her your real estate news ideas at sdevita@rismedia.com.

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Discovering and Creating the Missing Piece for Success Commentary by Kuba Jewgieniew

hen I founded Realty ONE Group, I did it with the intent of fulfilling the missing piece that’s pivotal to the overall success of an agent: 100 percent, unabashed support from non-competing brokers who will serve as mentors to their agents. In my first year as a real estate agent, I closed over 100 transactions with over $30 million in sales. Yet, despite these momentous achievements, I was lacking the care of a supportive environment and broker—elements that would push me toward the next level of success. Instead of looking for the missing piece, I decided to create my own solution. In 2005, I launched Realty ONE Group with the simple mission of providing real estate professionals with the broker and marketing support they needed to succeed, in addition to offering unheard-of commission rates that defied conventional industry standards and a unique company “coolture” (a playful portmanteau of the words “cool” and “culture”), which has artfully fueled Realty ONE Group’s growth for close to 13 years.

Thinking back on my days as a REALTOR®, I sometimes can’t help but wonder how far I could have taken my success if my broker had exhibited any vested interest in my career. To ensure Realty ONE Group’s real estate professionals never feel left in the dark when it comes to their business, it was imperative that they felt empowered to run their business their way, as long as it was backed by a no-hassle, 24/7 support system that focused on their needs, or what we like to call a “YOU-First Focus.”

At Realty ONE Group, our “YOUFirst Focus” is an integral part of our support system. We have an experienced and friendly on-site support staff that’s readily available to answer any questions and concerns, including those that come up afterhours and on the weekend. But the care and support our company provides our real estate professionals goes beyond that to include other components, such as coaching and continuing education programs, online communication tools and business technology that will help streamline workflow, in addition to an undeniable passion for the industry. Most importantly, our real estate professionals have access to their non-competing brokers and amazing branch managers, many of whom hold over 20 years of industry experience and are committed to mentoring their professionals and making their goals a priority. Ultimately, it all comes down to the fact that we’re truly passionate about our business and helping our real estate professionals achieve greater success, faster. I’m fortunate to have come from a family that nurtured my entrepreneurial spirit and am thrilled to welcome more and more real estate professionals who have the desire to run their business on their terms. These are the people who believe in Realty ONE Group’s mission as they receive the support they need to be truly successful. I’m certain that once more agents recognize that there are no limitations to the amount of success they’re capable of, they will stop looking for the missing piece and discover that they, too, can empower themselves. RE Kuba Jewgieniew is the CEO and founder of Realty ONE Group. To learn more about the services, support and coaching programs Realty ONE Group provides to its growing family, please visit www.realtyONEgroup.com. RISMedia’s REAL ESTATE May 2018 65

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Ready to Retire? It’s Time to Plan Your Exit Strategy Commentary by Bryan Brooks

and on par with the competition? • Recruiting and Retention. Are you growing and keeping great agents? • Overhead. Are you committed to costly long-term contracts? • Employees. Are you over- or understaffed? Are your employees effectively managed and allocated for company needs? • Ancillary Services. Do you own ancillary companies? Are you interested in keeping them or selling them? Are your ancillary companies profitable?

o to any industry conference and you’ll inevitably see a session on the schedule about succession planning. The thing I notice time and again is that most brokers hear about succession planning, but very few do anything about it. Why? Because succession planning often feels like biting off more than you can chew. And, if you’ve never sold a company, it’s a daunting mountain to climb. Let’s dive into how you can get out of brokerage ownership and move into the next chapter of your career and life. A Solid Valuation Most brokers have invested an enormous amount of time, energy, heart, soul and money into growing a brokerage. Because of that massive investment, it’s inevitably a difficult decision to sell your company or turn it over to someone else. With an emotionally-charged decision like this, it’s easy to have higher than realistic expectations about what your company is worth; however, it’s important to start your journey toward selling your company with a valuation.

Find an expert in the industry who is savvy in brokerage valuations. Going through the process to get an accurate number for what the fair market value is for your company will also help solidify whether or not you’re ready to sell. If your valuation isn’t at the level you expected, meet with a business coach or brokerage sales expert to determine how you can get your company to the next level of profitability. An Outsider’s Look Once you have a solid valuation of your company, take a step back and look at your business as if you’re an outsider. Think about the following aspects of your company: • Office Space. What’s your squarefoot-per-agent ratio? Do you have effective desk occupancy? Are your locations in desirable areas

Finding the Right Buyer Deciding to sell your company is one thing. Finding the right buyer to acquire your pride and joy is another. Whether you run a traditional GCIbased model or a flat-fee model like HomeSmart, there are others out there operating similarly. It’s easiest when brokerage companies with comparable models merge, since agents are used to being charged a certain way. That said, you can still crosspollinate brokerage models in an acquisition when you do so strategically. If you’re in the market to sell, it’s a good idea to start at national real estate conferences. You’ll meet a lot of new people and get to talk to those from outside your market about what’s working in theirs. Timing Is Everything Above all else, timing is the most important factor. Selling a brokerage isn’t the exit strategy for everyone, but it’s a great option for a lot of successful operators. RE

Bryan Brooks is senior vice president of Franchise Sales at HomeSmart International, regularly facilitating mergers and acquisitions for brokerages nationwide. For more information, please visit www.homesmart.com.

RISMedia’s REAL ESTATE May 2018 67

The horizon of possibilities is at your fingertips for social media marketing with Back At You Media.

A Simpler Approach to Social Media Marketing by the National Association of REALTORS®’ REALTOR Benefits® Program Team

s a real estate professional, there are a lot of things to take care of each day, but worrying about social media marketing doesn’t need to be one of them. That’s one reason we’re very excited that Back At You Media is a

new partner in NAR’s REALTOR Benefits® Program with exclusive offerings for NAR members.

A top technology innovator, Back At You Media was part of NAR’s REach® accelerator class of 2014. Its marketing software makes it easy to promote agents and their listings on today’s most popular social networks, including Facebook, LinkedIn, Twitter, and more. “Agents know they need to integrate social media into their overall marketing plan, but with so many companies claiming to do this, confusion runs rampant,” says Michael Glazer, CEO of Back At You Media. “We’re proud to be a highly respected brand in the industry, already working with nearly 60,000 individual agents, and hundreds of enterprises, and, importantly, trusted by NAR.” How Does It Work? Agents go through an auto-onboarding process to set up their account, link up their social media profiles, add their MLS data, specify demographics of their target market and

68 May 2018 RISMedia’s REAL ESTATE

NAR worked together to introduce a plan uniquely available to REALTORS®: the NAR Starter Plan. For REALTORS® just getting started with social media marketing, the plan is designed to be simple and affordable. For as little as $10/month, NAR members can have their listings posted automatically (they can choose the time). They’ll also enjoy unlimited access to mobile-friendly single property websites, which can be used to highlight a listing for sale. Additional features include a leadcapture system, allowing the agent to capture buyer leads for a specific property via a ‘What Is Your Home Worth?’ landing page. REALTORS® with more advanced social media marketing needs who want additional features will enjoy $100 off the one-time activation fee for any plan generally available from Back At You Media. These plans also include all of the features of the NAR Starter Plan. determine their level of automation. Next, the service takes over and content related to listings and lead generation are automatically posted to the agents’ linked social media pages. Agents also receive a content scheduler to post content in advance, and an easy-to-use interface that leverages Facebook’s ad platform and keeps in mind fair housing* guidelines. Once on board, NAR members will receive unlimited support, training and webinars. Multiple Service Options There are three options under this program to address different comfort levels with social media marketing. From an enterprise looking for a solution for all of its agents or an individual agent just getting started, REALTORS®will find the right plan and tools to generate leads, maximize branding efforts, save time and money, and prove value to their clients. STARTER - Back At You Media and

BRONZE - Building upon the Starter Plan, this level provides additional lead-capture landing pages and premium content (blogs, branded videos, local content, housing charts and other great articles), automatically posted to their social media accounts. SILVER - This level includes all of the features of the Bronze level and adds Back At You Media’s GuaranteedReach option, which guarantees exposure to 6,000+ local people each month. GOLD - The most comprehensive solution with the largest advertising budget, Gold level subscribers receive all other services, plus 90 140 exclusive seller leads each year. At all levels, users receive performance reports—a great tool to use on listing appointments to demonstrate how they might market a seller’s home on social media.

Brokerage Solutions, Too Back At You Media also offers an enterprise solution that lets brokers set up NAR Starter Plans for all of their agents at a discounted monthly rate. This savings is available exclusively through the REALTOR Benefits®Program. Costs vary and, depending on the plan and number of agents, savings can be up to 80 percent through the REALTOR Benefits® Program. Brokers can breathe a sigh of relief knowing that social media is fully taken care of for the entire office. Not only will their agents’ listings automatically post, they’ll also receive best-in-class customer service, including chat and phone support, one-on-one coaching and webinars. Offering this perk to agents is also a great recruiting tool. Plus, brokers will be able to post content on all their agents’ social media pages, allowing agents to reach hundreds of thousands of local people. Learn more about this valuable new member benefit at NAR.realtor/ RealtorBenefits/BackAtYouMedia. Claim All Your Member Benefits Designed with you in mind, the REALTOR Benefits® Program is your official (NAR) member benefits resource, bringing you savings and special offers just for REALTORS®. Program partners are carefully selected, so you can be assured they understand the unique needs of real estate professionals and are committed to your success. Make NAR.realtor/RealtorBenefits the first place you stop when you shop for your professional and personal needs. RE *Remember, fair housing laws apply to a real estate professional’s use of advertising vehicles, including social media advertising. Real estate professionals should review fair housing laws to ensure that any advertisements, including the use of target marketing, complies with a real estate professional’s obligations and responsibilities under Federal, state and local fair housing laws (see www.justice.gov/crt/fair-housingact-2).

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{Broker Spotlight}

Making Its Way Forward Daniel Gale Sotheby’s International Realty by Paige Tepping

Patricia J. Petersen, Chairman & President (right), Deirdre O’Connell, CEO, Daniel Gale Sotheby’s International Realty

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ince its founding almost 100 years ago in Huntington, N.Y., Daniel Gale Sotheby’s International Realty has grown to become one of the Long Island region’s most significant residential real estate organizations. Much of the credit for its continued success through many decades of economic growth, industry changes, demographic shifts and the more recent technological revolution rests squarely with Patricia J. Petersen and her extraordinary management team. While many real estate organizations that began as a family business—much like Daniel Gale Sotheby’s—have either closed their doors or folded into a much bigger company, Daniel Gale Sotheby’s International Realty has forged its own path, opening or acquiring offices in desirable markets and developing strategic relationships enabling it to persevere and flourish, regardless of market conditions. Following the organization’s most successful year in its history, Pat Petersen stepped aside as chief executive, naming her second-in-command, Deirdre O’Connell, as her successor. “While it was difficult to step away from a role that has given me so much, knowing that I could turn to an executive as exceptional as Deirdre, and on the heels of our best year ever...well, that felt pretty good.” Petersen announced O’Connell’s assumption of the CEO role at the organization’s annual company-wide meeting in February, along with a few other announcements that more than demonstrated that Petersen’s last year as chief executive was a busy one. In 2017, the Daniel Gale Sotheby’s International Realty organization achieved $3.3 billion in sales volume, closed 3,590 units and maintained an average sales price across the organization of $912,000—almost twice the MLS average on Long Island. As further proof of its leadership in the luxury market, Daniel Gale Sotheby’s International Realty closed more than double the number of transactions

cessful; and ‘Forward’ serves as a metaphor for moving forward in life. This campaign is more about where we’re going than where we’ve been.” While Petersen has handed over the day-to-day oversight of the organization she helped build, she will still play a major role in the strategic direction of the organization as president and chairman of the board. Recently named to the SP200 (Swanepoel Power 200), Petersen joined Daniel Gale Sotheby’s International Realty as a sales associate in 1974, and right from the start was a success story, growing her own business as well as that of the firm. Working with real estate icon D. Kent Gale, the two visionaries plotted a course for Daniel Gale Sotheby’s International Realty that grew the company from two sales offices to a half-dozen, and launched a relocation department when no

above $3 million than its nearest competitor. As if the announcement of a new chief executive was not enough of a change for the future, Petersen also unveiled a powerful new branding campaign for the venerable organization: Your Way Forward (#yourwayforward). “While our traditions of integrity, professionalism and always doing the right thing will forever be at the heart of our organization, with our company’s 100th birthday approaching, we wanted to demonstrate to today’s market that we are 100 years young, and reflective of today’s homebuyer. We know how they get their information, how they communicate, and what they want in a home. In three words, ‘Your Way Forward’ communicates what we can do for our buyers and sellers. ‘Your’ places the emphasis directly on our audience; ‘Way’ signifies the direction, purpose and the Patricia Petersen outside Daniel Gale Sotheby’s path people follow to be sucCold Spring Harbor office circa 1980. RISMedia’s REAL ESTATE May 2018 71

other agency had one—followed by a new construction division and an agent training program that was among the most comprehensive and highly regarded in the industry. The pair formed alliances and recruited top agents, allowing them to venture into new territories and ultimately acquire competitors that shared the same high standards of professionalism and integrity. Over the years, Petersen assumed managerial roles of increasing responsibility, leading to her elevation to president and CEO in 1990. Like O’Connell, Petersen was handpicked by the executive she would succeed—in her case the late Kent Gale, whose leadership of the organization spanned 40 years. “Kent Gale and I worked side by side to build Daniel Gale, much as Deirdre and I have over the past decade,” says Petersen. “We owe a significant part of our success to always doing what was right, valuing integrity and upholding the highest standards of professionalism. Our adherence to those basic tenets always paid off in the long run, and 72 May 2018 RISMedia’s REAL ESTATE

helped to set us apart from other companies.” In a career defined by a keen vision and market savvy, perhaps Petersen’s boldest and most rewarding move took place in 2005 when she reaffirmed and renegotiated a decades-long association with Sotheby’s International Realty (SIR), which at that time was changing its affiliate model. Petersen saw the long-term value in the affiliation—certainly for its formidable brand, but also early on recognized the growing value in, and need for, increased exposure to a national and global audience through the extensive worldwide marketing, referrals and networking that only Sotheby’s International Realty could offer its affiliates. Daniel Gale Sotheby’s International Realty has been a Sotheby’s International Realty affiliate since 1976, and finished 2017 in SIR’s Top 5 based on closed sales volume. Today, as O’Connell takes the reins at Daniel Gale Sotheby’s International Realty, its marketing prominence is visibly demonstrated by the prevalence of its iconic whale logo

The firm services a region spanning 108 miles from NY Harbor to Shelter Island.

on For Sale signs across Long Island and Queens. Its brand is backed by a powerful team of some of the best real estate professionals in the industry delivering incomparable service to their clients and customers, both at home and abroad. Close to 1,000 people in 27 offices carry a Daniel Gale Sotheby’s International Realty business card, serving the real estate needs and investments of hundreds of different communities spanning 108 miles throughout Nassau and Suffolk Counties, Queens, the North Fork and Westhampton Beach. While Daniel Gale Sotheby’s International Realty has grown tremendously in the past two decades, it continues to embrace the supportive family feeling that has long defined its culture. In selecting O’Connell for the CEO role, Petersen looked to someone who was widely respected both within the organization and throughout the industry as a hands-on, approachable and vi-

sionary professional. When asked how it feels to be hand-picked as the successor to a woman who was just named among the top 200 most powerful leaders in the industry, O’Connell says, “It’s actually humbling. You work really hard and want to achieve your goals; everyone feels that way. When Pat proposed that I take on the CEO role I felt a little overwhelmed, but with excitement, honor and joy.” A highly successful salesperson and gifted sales and regional manager, O’Connell came to Daniel Gale Sotheby’s International Realty in 2007 after having built a successful start-up real estate agency in one of the most competitive markets on Long Island: Manhasset. “You don’t just walk into success—it takes time to build. We worked hard to build Manhasset. My husband even pitched in by running our five children around on weekends, although he was working full-time at a stressful job.” As that office gained traction and grew increasingly successful, O’Connell opened a second office in Cutchogue on the North Fork of Long Island, which was just beginning to

The transition in the CEO role was announced at the annual companywide meeting in front of an audience of close to 1,000 agents, associates, friends and family.

emerge as the next big thing in Long Island real estate. Her success did not go unnoticed by the management team at Daniel Gale Sotheby’s International Realty, which had its own Manhasset office and was looking to expand to the North Fork. When O’Connell sold her agency to Daniel Gale Sotheby’s International Realty and joined its senior management team, she did it so that she and her agents could continue to succeed in a rapidly changing landscape. “I was feeling the pressure to increase the resources available to my agents and clients as the real estate industry was undergoing tremendous change. When I met Pat, I instantly knew what to do. Daniel Gale Sotheby’s had the culture I was trying to build and the technology that was revolutionizing real estate—everything my agents had been begging for.” As part of the management team, O’Connell accepted the challenge to help regional manager Carol Tintle build Daniel Gale Sotheby’s International Realty’s presence on the North Fork of Long Island and other important markets, while taking charge of the organization’s Manhasset office. There were additional challenges as well, such as building allegiance to a new company and instituting a culture of collaboration. Under her leadership, the Manhasset office has grown in size and production, ranking as the No. 1 office in the organization for the last four years. A North Fork native, O’Connell was integral to Daniel Gale Sotheby’s International Realty’s East End expansion, which today includes offices in Mattituck, Cutchogue, Greenport, Shelter Island and the Hamptons. In her most recent executive position as general sales manager, O’Connell has been instrumental in the expansion of the organization west to Queens, south to Rockville Centre and east to Westhampton Beach. “Becoming part of the Daniel Gale Sotheby’s International Realty

family 11 years ago certainly more than exceeded my expectations, and it is a great privilege to continue to build upon Pat’s many significant contributions to Long Island and the industry, both locally and globally.” A number of changes occurred in the organization over the past few years to position it on solid ground for what would be an important succession plan—even if it wasn’t apparent at the time. According to Petersen, “Although the company still does have a family feeling to it, we’ve grown so much. I knew it was time to bring in some outside resources to help define who we were, and, more importantly, where we’re going. This included a comprehensive coaching program at the senior management level, in addition to elevating some of our key staff and sales managers. We also began annual surveys to not only secure feedback from sales associates and employees, but make changes accordingly.” O’Connell is now spearheading monthly senior management meetings, as well as the monthly sales managers’ meetings. There is also a weekly teleconference for the senior management team. “The reality is that Pat, Deb Hauser, Tom Calabrese, Jim Retz and I speak just about every day,” she explains. “That way it feels more like a conversation than a formal meeting, and we can respond quickly to the needs of our customers and clients, sales associates and staff without it feeling like an event.” “Daniel Gale Sotheby’s International Realty is exceedingly proud of its strong roots and professional history,” says O’Connell. As we look to the future in this ever-changing industry and world, we’re confident that Daniel Gale Sotheby’s International Realty will always be a leader, setting an example for the profession by living and acting in accordance with our ideals and morals.” RE For more information, please visit www.danielgale.com.

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{Broker Best Practices}

Real Leads, Real Results by Maria Patterson

Robert Slack Broker/Owner Robert Slack Fine Homes Ocala, Fla. www.robertslack.com Region served: Ocala, Orlando, Fort Lauderdale, Tampa, Miami and Sarasota Next move: Naples Inventory status: There’s not as drastic a shortage as there is in other areas, but there’s a bit of a multiple-offer situation. The future is...rosy. Business is wonderful, and agents are doing a good job. The market will be going up for a while. Robert, we interviewed you a little more than a year ago. At the time, you were at about 56 agents, recruiting by promising them a supply of realtor.com® leads. How did this work out? We’ve continued to offer the value proposition of giving agents 40 realtor.com® leads a month, with no monthly fees and no joining fees. We’re now up to 206 agents and still getting 10 applications a day from agents who want to join our company. Since the last time we spoke, business has boomed. We’re going to close 230 transactions this month (at press time) for about $50 million.

74 May 2018 RISMedia’s REAL ESTATE

How has the company managed to grow so much in that timeframe? About a year ago, I invited in a competitor of mine, and he’s now the COO and runs his part of the company out of the Orlando office. We recently opened an office in Land O’ Lakes, north of Tampa, and we’re looking to open further offices this year.

Would you say your success has more to do with your investment in online leads or your strategy for converting those leads? It’s a bit of both. Our approach definitely works, and people really like the realtor.com® leads. Their information is more accurate and more updated than some of the other big portals.

You were at 500 annual closings per year and now you’ve shot past 1,000. How much of your expansion and growth came from the leads? The internet is definitely driving the business, with all of our leads coming from realtor.com®. In fact, 80 percent of our closings this past year came from leads through realtor.com®. There’s no question that the quality of the leads has a lot to do with it.

For more information, please visit www.realtor.com/brokerwin.

Do you take on new agents, or do they have to have been in the business a while to be able to succeed with online leads? We have a lot of brand-new agents. We have to get them onboarded and trained, but two weeks after they get their license, they can be seeing instant cash flow. What makes your company successful with the opportunities you get from realtor.com®? We don’t do anything else. We don’t call expireds or FSBOs. We don’t stuff mailboxes. We have a call center in Ocala that operates from 7:30 a.m. to 10:00 p.m. 365 days a year. We have a group of people there that call back every lead in 20 seconds. Our call center people don’t try to preapprove people over the phone, but rather, they try to set appointments on behalf of the agents, because 92 percent of buyers will go with the first person they speak to. We buy shared leads from realtor.com®, which means we have to be first.

Discipline and Teamwork Key to Success by John Voket

Wally Kowis Broker/Branch Manager Realty ONE Group Las Vegas, Nev. www.wallykowis.realtyonegroup.com Region served: Greater Las Vegas Years in real estate: 25 Number of offices: 1 Number of agents: 500 Best tip for running a successful meeting: Use technology to bring everybody in so they can attend remotely, or replay the meeting from home or while out on the road. Key to staying profitable: Constant coaching/training, in addition to providing agents with an amazing business model and a lot of free tools. Top agent attribute: Not only do they have to be coachable, they also have to have an open mind and be

willing to do things differently. How was business last year? We were the only real estate company in Vegas to hit $1 billion in sales last year, an accomplishment that we attribute to being attractive to the masses because of the model we have. We also take the time to train and coach our agents in order for both them and our company to be productive. In what ways does your experience in the Air Force shape the way you approach your real estate career? Most of the people I’ve met in the real estate industry who have a military background are successful because of two things: discipline and teamwork. But it’s also critical that you be adaptable to change. Tell us more about using virtual tech to bring remote agents and staff into company meetings. I began using a closed Facebook group to do some live training which allowed me to reach more people, so I leveraged the technology for live meetings. While our live meetings typically draw 40 - 50 individuals within the office, meeting replays have gotten anywhere from 400 - 500 views. The other key is rich content, including current, relevant market information. We update all of our market content for our agents in real-time. How has the firm’s coolture helped you develop your team? I was responsible for the hashtag #coolture. Coolture is about having a business-oriented company, and like I tell my people every day: This job doesn’t define us, it’s just what we do. We have an amazing and awesome career experience, and they can have an amazing experience with their past, present and future clients. For more information, please visit www.realtyonegroup.com.

Bringing Top Service to Clients by Keith Loria

Jake Piller Broker/Owner Weichert, Realtors® - Heartland Faribault, Minn. www.wrheartland.com Region served: Southern Minnesota Years in real estate: 8 Number of offices: 2 Number of agents: 22 What makes Weichert, Realtors® - Heartland unique? While each office is independently-owned and -operated, you become part of the Weichert® family when you work for us, so it’s a mixture of a large family-owned company and a small family-owned company. It’s neat that we can collaborate and idea-share while using the marketing materials provided by Weichert and run with them. How would you characterize innovation at the firm? We’re always trying to stay ahead of the game and develop new ideas and marketing plans, and Weichert does a good job of showing us those ideas before our competitors begin using them. Our focus on innovation also helps us stay ahead of the curve in the eyes of our customers.

How are you updating your technology and training to provide the resources agents need to succeed? We’re a forward-thinking company, and we don’t simply rely on what has worked in the past. Our agents know that we’re always open to new ideas, so we’re laserfocused on incorporating new tactics and philosophies into the mix. In addition to having leadership within the office to show agents what they need to work on, we also help individual agents by having face-to-face conversations with them about specific tools or tactics. What do agents like best about working for the company? We have a huge team approach, so when an agent walks in the door, they immediately feel like they’re part of the family. We want to make sure there are more Weichert yellow lawn signs out there, and the best way to do that is by helping and encouraging one another. What are the biggest challenges you’re currently facing? When we started 10 years ago, we were the new kids in town, but we’ve come a long way with help from Weichert. Once you develop the success, people are always trying to put you down. We know we have something good, and we’re appreciative of that. How are you attracting new agents and retaining top producers? We start by using the resources Weichert provides to help us recruit the best agents out there. When we interview a new agent, it’s all about our team approach and the support they’re going to get. In order to become successful, you must have the right support, and people know they will get it when they come through our door. For more information, please visit www.weichert.com.

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{Trending}

Real Estate Social Media Marketing:

Dos and Don’ts

by Bill Gassett

ocial media marketing offers real estate agents a powerful tool for their business. Most REALTORS® have at least considered

creating a Facebook, Twitter or LinkedIn account, and many more already have accounts where they try to draw in potential clients. But there’s a learning curve to using social media, especially when it comes to bolstering a real estate business. It’s a learning curve that many real estate agents struggle with. Most agents think of social media as a free billboard where they can throw up an ad (their listing) and sell homes. Unfortunately, this strategy is one of the worst you can employ. These agents quickly discover that no one is interested in seeing their listings, and, in fact, many people are actually irritated by them. In many instances, you can even get banned from social media groups when you post real estate listings. Any REALTOR® that wants to use social media effectively needs to understand that using these platforms begins with building relationships. You don’t walk into a party, introduce yourself with a handshake and immediately ask if someone wants to buy a house you’re selling. The same goes for social media. You’re there to build relationships, and, ideally, potential sales will come as 76 May 2018 RISMedia’s REAL ESTATE

a result. Real estate social media mistakes are far too common among agents. There should really be required curriculum in place for learning proper social media etiquette. Savvy agents understand how to use the top real estate social media networks to their advantage. They don’t make advertising listings the focus of their social media efforts. Relationship-Building on Social Media—Being Useful While Not Being Pushy There are many REALTORS® who have established successful social media presences across a range of different platforms, including Facebook, LinkedIn and Pinterest. While each of these platforms have different rules and communities that expect different things, they all revolve around the social experience. You connect with other users and share content— either your own content, the content of other users or content you find online. It’s in the sharing of things like articles, pictures and videos—and the conversations you have with other users about this content—that leads to strong relationships. A perfect example of how to show off your expertise on social media is by answering common questions asked by consumers. Paying attention to what they’re looking for, and then sharing this type of information on social media, will go a long way toward showing off your real estate expertise. When you open a social media account and start off by pushing listings, you often come across as only interested in selling a product. Your listings may be very

important to you—which makes sense, since selling homes is how you pay the bills—but you have to realize that your listings are rarely important to anyone else on social media. In fact, a listing is about the least interesting thing you can share with someone who isn’t interested in buying a house. Even if they were interested in buying a house, what are the odds that they’re looking for a home like the one you’re selling? And even if the home is something they would want to buy, why would they buy it from you—the person on Facebook that posts nothing but house listings? You want people to come to you to buy a house, but you have to give them a reason to. Without establishing relationships—by building trust, being helpful and being knowledgeable—you will not draw in clients. People want to work with those they feel have a deep understanding of their craft, not someone who believes that their new three-bedroom home on Main Street in Some Town, USA is what everyone wants to see. Making People Like You and Becoming an Authority As a real estate agent, you have a lot to offer. These are the things you want to focus on. You probably spend a fair bit of time exploring the internet, reading about real estate-related issues, learning how to be better at what you do, etc. All of the things you read and look at can be shared with your friends on social media. Even better is having your own real estate blog where you can share your local and national expertise. With a blog, you’re providing the answers to questions people are looking for. Creating your own blog is a great way to potentially win business, as people always like someone with superb knowledge in their corner. Additionally, you can share the things you discover while providing informed commentary that’s uniquely yours. You can share home decorating tips on Pinterest, or take photos of a cool landscaping project you did at home and post them to Instagram. The options are endless. Beyond sharing things you find, you can create content that’s all your own. You may have ideas about the best way to buy or sell in your particular area, or tips that you give every first-time homebuyer. Maybe you enjoy educating buyers and sellers about controversial topics such as dual agency that don’t necessarily benefit the consumer. With a real estate blog, there are so many things you can write about. Each idea and subject that you’re interested in talking about can become a piece of content that you can give to people to help educate them about real estate. The more you share content and establish yourself as an authority in real estate, the more people will think of you when they want to buy or sell a house. If and

when they decide to find a REALTOR®, they may seek you out. After all, they’ve been studying all the information you’ve been giving out for months. Interacting With Others to Build Stronger Relationships Creating and/or sharing real estate-related content is a big part of building relationships on social media, but there’s an additional aspect that many REALTORS® fail to appreciate: Interactions with other users are key to building real relationships. You have to do more than just post a bunch of stuff, even if it’s interesting and useful. You can join real estate groups and interact with people around certain subjects you’re knowledgeable about. The more you talk to people in these groups— commenting on their contributions, sharing what they’ve contributed—the more people you will find that you enjoy interacting with. Fostering these stronger relationships is a critical piece of the puzzle, as it will entice folks to be more likely to talk to someone else about you. Even if your favorite member of your Pinterest real estate group isn’t looking to buy a house, maybe his or her friend is. Because you’ve shown yourself to be a cool, friendly person with a useful skillset, your social media friends may think of you first when it comes to real estate, and even refer people to you. Don’t be afraid to build relationships with other real estate agents, especially if you’re a blogger. By building a tribe of people who reciprocate the sharing of content, you’re able to exponentially expand your online reach. “You rub my back and I’ll rub yours” works amazingly well with real estate social media. My blog, Maximum Real Estate Exposure, would not be where it is today without the help and support of other people I’ve built relationships with. Practice Makes Perfect As a REALTOR®, you need to think of social media as a fun and interesting way to expand your circle. It’s a longterm endeavor that may yield financial benefits. Even if it takes a while, you can enjoy yourself while potentially improving your business. Can you share a listing every now and then? Sure. But don’t make sharing your listings the main reason you participate in social media. Have a spectacular property that you want to get out there? By all means, post it, but don’t make it your focal point. RE Bill Gassett is a nationally recognized real estate leader who has been helping people move in and out of the Metrowest Massachusetts area for the past 31 years. He has been one of the top RE/MAX REALTORS® in New England for the past decade. In 2017, he was the No. 6 RE/MAX agent in New England. RISMedia’s REAL ESTATE May 2018 77

{RISMedia’s Great Spaces}

by Zoe Eisenberg

College Town Listings As colleges across the country prep for graduation day, we’re running down a list of some of the most stunning homes on the market, just a stone’s throw from campus.

1920s Princeton Pad Located at 75 Cleveland Lane, not far from the ivy-strewn Princeton University, is a stunning five-level historic fieldstone manor, originally constructed in the 1920s. The 9,000-square-foot home has been recently renovated, and standout features include the grand foyer staircase, a bluestone patio that spans the entire rear of the home, a billiards room with gorgeous original wood beams and a carriage house with five car bays and a laundry room. 78 May 2018 RISMedia’s REAL ESTATE

Originally constructed in the 1920s, this historic fieldstone manor was recently renovated.

Elegance and ease blend perfectly in this intricately designed three-story mansion.

Listed by: Wendy Merkovitz, Gloria Nilson & Co. Real Estate Listed for: $4,898,000 Photos by: Eric Taylor

Three-Story Skidmore Mansion Located near Skidmore College, this intricately designed three-story mansion boasts 10 bedrooms, eight bathrooms, 7,500 square feet of living space and plenty of character. Outdoor living spaces are spread throughout, and the library comes with its own sliding ladderâ&#x20AC;&#x201D;perfect for the collegiate in your life. Built in 1886 with high ceilings and dramatic windows, this historic space is the perfect blend of elegance and ease. Listed by: Janet Besheer, Equitas Realty Listed for: $1,999,900 Photos by: Randall Perry

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Down-to-earth and high-end, this home offers the best of both worlds.

Serene Oregon State Stunner Located at 5960 NW Wildview Place in Corvallis, Ore., home of Oregon State University, this six-bedroom, five-bathroom home stretches over 5,600 square feet, with high ceilings, wide windows and an ambiance thatâ&#x20AC;&#x2122;s both down-to-earth and highend. Standout amenities include an indoor pool, a luxurious outdoor deck, gleaming wood throughout and a quiet, serene setting complete with forest views.

Listed by: Jill Schuster, Jill Schuster Team, RE/MAX Integrity Listed for: $1,250,000 Photos by: Ryan Murphy

80 May 2018 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

Channel your inner Helen Hayes and Rosie O’Donnell in this regal home.

Nyack’s ‘Pretty Penny’ Nicknamed “Pretty Penny,” this Italianate Victorian estate in Nyack, N.Y.—home to Nyack College— was once owned by actress Helen Hayes, as well as former talk show host Rosie O’Donnell. The regal 7,000-square-foot home sprawls over 1.5 acres with six bedrooms, eight bathrooms, several fireplaces and hardwood floors. Outside, you’ll find a 60-foot inground pool, as well as gorgeous gardens and grounds, all set right alongside the Hudson River. Listed by: Richard Ellis, Ellis Sotheby’s International Realty Listed for: $4,750,000 Photos by: Andrea B. Swenson RE

photo caption

RISMedia’s REAL ESTATE May 2018 81

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Webinar Recap:

How to Monetize Your Database Effectively

by Jameson Doris

n the latest RISMedia webinar, “Your Database: Maximizing Its Potential for Profit,” moderated by Cleve Gaddis, coach with Workman Success Systems, and sponsored by Elm Street Technology, the focus was capitalizing on your database to generate maximum ROI.

Featured speakers included Scott MacDonald, broker/owner and president of RE/MAX Gateway and Rick Turner, broker-in-charge, and president of Engel & Völkers Hilton Head Island - Bluffton, as well as Frank Chimento, VP of Brokerage Development at Elm Street Technology. “[As real estate professionals], you need to really maximize the data that’s already in your database,” said Gaddis. Many agents take for granted the wealth of information they have at their fingertips. In your database is not only a means to contact all your current and previous clients, but information that’s crucial to nurturing those relationships so you can have more clients in the future. Here are some things to keep

in mind: Protect Your Data From home showings to video marketing, it seems as if there’s no aspect of the real estate industry that’s safe from disruption today— and that includes your database; however, triggered by nationwide inventory shortages, this is a different kind of disruption. “Everyone is trying to get their hands on our clients—our past clients and our future clients,” said MacDonald. “It’s more important than ever that real estate agents and brokers protect their databases and effectively communicate with clients in their database.” “I heard a figure that, in 2017, $86 billion in commissions was

paid for brokerages,” added Gaddis, “so I’m not sure that the interlopers who are coming into the business actually want our clients, but they certainly want our commissions.” Utilize Newsletters Effectively This is by no means a new concept, but to excel in today’s market, you need to be more diligent than ever when it comes to deploying newsletters. One of the best ways to generate potential clients is by sharing charitable drives and local events through your newsletters, and then actually being present when the event rolls around. “I’ve spent years recruiting agents, and it’s never about the brand—it’s about your reputation,” said Chimento. “It’s important to keep clients updated with what’s happening in the market, where inventory levels are and how to win in multiple contract situations,” said MacDonald. “We have 160 agents, of which about 140 are each mailing [a newsletter] on a monthly basis to 500 clients, on average.” “We get very few people who opt out of our emails because they’re interested in what’s going on in the market,” said Turner. Educate Yourself and Your Agents It doesn’t matter how much information you have if you aren’t utilizing the vehicle to deliver it to clients correctly. Educate yourself, as well as your agents, on the technology, and regularly refresh yourself on the ins and outs of your database. “Brokers need to be aware that if agents don’t trust your database, they’re not going to use it,” said MacDonald. RE

To view the webinar in full, visit https://bit.ly/2ImfFnV. Jameson Doris is RISMedia’s blog/social media editor.

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Your Brand,Our Content MORE LEADS In todayâ&#x20AC;&#x2122;s real estate market, success depends on being closely engaged with your prospects and clients whenever and wherever they prefer. Our Content Solutions makes it easy for you to stay top-of-mind and highly relevant by providing world-class editorial news, home-buying tips and compelling lifestyle information automatically delivered through your marketing and communication channels. Whether youâ&#x20AC;&#x2122;re driving interest via your website, blogs, social media, email or newsletters, we provide the content you need to build trust, develop relationships and grow your business.

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{Blog Spot}

Submitting Creative Bids During the Spring Market Frenzy by Liz Dominguez

t’s that time of year again. The spring market is in full swing and crowds of buyers are fighting over their dream house—or at least the closest thing to it, considering this year’s nationwide inventory shortage isn’t leaving many options. What does that mean? Higher prices and a whole lot of bids. Listings in good condition tend to get multiple offers this time of year, and buyers are putting forth their strongest submissions—cash offers, over-asking, fast closings, etc. But creativity is the name of the game in this year’s competitive market. Buyers are inspired to win over the seller’s emotions. Here are the latest home-buying trends for beating out the competition this spring: Love Letters While they’ve been around for a while, they’re getting a lot more popular, being used by buyers as a lastditch effort to win via the seller’s emotional attachment to the home. Most letters talk about favorite design choices the seller incorporated, plans to raise the family and proclamations that the home is “the one” after a long and tough home search.

With so many letters delivered, buyers can’t risk being disingenuous. Oversharing or being too emotional can backfire. It’s best to get an idea of what type of person the seller is—emotional or data-driven—and what type of hobbies they have in common before typing up or writing a letter. Letters usually tell the seller that the buyer is serious and willing to take care of the home. But some sellers may only focus on the numbers and terms. It’s a toss-up, but it doesn’t hurt to try. Buyer-Crafted Videos These are a little newer, emerging after YouTube’s digital push into vlogging, or video blogging. While they can come off as cheesy, they are a little more personal than handwritten letters, because sellers

will feel like the potential buyer is talking directly to them. And if buyers are feeling gutsy, and the seller has a more creative personality, this can be the perfect place to showcase unique talents while sharing their love for the home. Can the buyer sing? A quirky, original song about the home may just be the winning ticket. Perhaps just a sit-down video with the buyers—talking directly into the camera to make it more conversational—is the winning choice. According to REALTOR®Magazine, a couple recently won a bid on their dream home by making a music video to “Our House,” which just so happened to be the song the sellers sang to each other when they first lit the fireplace in their home. The connection instantly won the sellers over, beating out another offer that was $20,000 over the buyers’ submission. The options are endless, and it’s more important than ever to stand apart from the crowd. RE This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com. RISMedia’s REAL ESTATE May 2018 85

{Industry Innovators}

Q&A: Justin Udy Leveraging Your Database Effectively by Jameson Doris

ustin Udy, CEO of Justin Udy & Team Real Estate with CENTURY 21 Everest Realty Group, got his start in the real estate industry over a decade ago aggressively buying and flipping properties around the Salt Lake City, Utah, area. Since then, he’s built up a successful team of agents, co-authored a book entitled “Winning Real Estate” and racked up numerous accolades along the way. Most recently, he and his team were named the “Large Sales Team of the Year” by the Salt Lake Board of REALTORS®. Here, Udy chats with us about utilizing your database to connect with agents and stay top-of-mind with clients, as well as what he sees as the next big trend in real estate.

What first drew you to the real estate industry? The week before I graduated college, one of my high school friends called me during finals. He told me how he was doing loans and that I could make zero dollars or as much as I wanted. I left the call center life and became a loan officer, and since I was used to being on the phone, I quickly became successful. When I had a $10K month, I started buying properties and flipping homes. When I referred the 15th client to my agent in a two-month timeframe, he told me that I should really consider getting my license...which turned out to be the best advice ever.

How did you end up at CENTURY 21? It took some hard times to get me to CENTURY 21. My primary brokerage shut their doors in 2007 with the market meltdown and I went to another small boutique brokerage. Unfortunately, I was their only high producer out of over 20 agents, and they were bleeding so badly that at one point they owed me $70,000 in commissions. I called a friend that was a broker at CENTURY 21 and explained the hemorrhage that was occurring. I told him that I thought I could orchestrate a merger

86 May 2018 RISMedia’s REAL ESTATE

of the agents to his office, but would need his help talking to the owners. It took a couple months, but the boutique brokerage paid me, the agents merged into the CENTURY 21 system, and everyone was happy.

At the end of the day, technology allows me to lead, manage and keep people accountable at a much higher level. It also allows me to focus on big deals that will help the team in the future.

What was your biggest obstacle as an agent?

You’ve been very successful in building a database. How do you utilize it to get the highest ROI possible?

There were always seasons that I was trying to figure out how to hire the right people, find the right systems, decide on the right marketing and get leads. Those were all big obstacles; however, the biggest obstacle I’ve had is figuring out how to always stay ahead of the real estate market. I always ask myself, “What’s next?” Staying top-of-mind and in front of the industry with changes in technology, social media and how clients consume content takes forethought and constant improvement.

Your database is the most valuable asset in your business. The world is so noisy and people establish new relationships all the time; therefore, we’re in the business of keeping relationships. We have a 50+ touch program, which ranges from sending out educational videos every month to monthly market updates from quarterly newsletters to inviting them to client events. We call [our clients] quarterly with the intent of making them aware of what’s happening in the market, notifying them of changes and just being a consistent resource for them. The key is always being top-of-mind so that they reach out to you when they need real estate assistance.

When you have a real purpose you’re working toward, it keeps you pushing that rock uphill.

You’ve grown quite a large team in just over 10 years. What are some of your best tips for growing a successful real estate team?

Grow a team for the right reasons. Really think about why you want to start a team. When you have a real purpose you’re working toward, it keeps you pushing that rock uphill. You also have to realize that you now have a stewardship and responsibility to your team; you work for them, it’s not the other way around. They are sinking their time, energy and livelihood into your dream; therefore, knowing why you’re starting a team and having a real purpose behind it will drive it forward even in the toughest times.

How have different emerging technologies aided your ability to grow and train your team? Technology is a part of every piece of our business today. From finding the right people, using systems, implementing marketing and generating leads, technology has given us an edge, and for me, it’s the ultimate leverage. It has allowed us to generate more business, find the right people to help us grow and have a consistent training system. Everything from Google Docs to track agents’ productivity, virtual meetings to discuss issues and online video training courses have been created for our agents. It allows me to scale my time and provide value to agents even if I may not be in the office.

What’s the next big trend going to be in real estate? Social media. If you’re not seen, you cannot do business. It’s so noisy out there and social is how people are connecting and communicating.

Where do you see yourself five years down the road? We will be selling over 600 homes a year and in a few different locations. I still love investing in real estate, and it will always be something I do; however, I see myself spending the majority of my time coaching, building leaders in my businesses and devoting even more time to family and charity involvement. I’m excited for the future! RE For more information, please visit www.justinudy.com.

Jameson Doris is RISMedia’s blog/social media editor. Send your blog ideas to jdoris@rismedia.com.

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{Ask the Experts}

Joe Sesso National Speaker Homes.com www.homes.com

What are the top technology trends I should be watching this year?

We’re five months into 2018, which means it’s the perfect time to look back at your goals to make sure you’re still on track. A great way to boost your likelihood of success is by looking to technology for help; however, before diving into technology, think about what you’re hoping to accomplish. This will help you figure out what’s best for you.

88 May 2018 RISMedia’s REAL ESTATE

What’s a simple way I can boost my technology use? If you don’t consider yourself tech-savvy, no problem. Make sure you’re using your phone to its full potential. Communication is the most important way to keep in touch with clients and connect with new ones. If you don’t have a communication plan, this could be a great place to start ramping up your technology use. Personalized texts, phone calls and messages through a platform like Facebook can help you form genuine connections with people.

Q& A

Is there anything that can help me get more online leads? While we’re used to bold banner ads that grab your audience’s attention, many have suggested that it’s time to move to a more subtle approach. Homes.com’s native ads let you connect with the right clients in the right way, without being overly demanding or pushy in their online space. The purpose of native ads is to allow your marketing to fit in seamlessly with the rest of the content on the page. They’re designed to be relevant and look like they belong there. This means users are more likely to share or click through to your site.

What about bold, new technology trends? If you’re looking for something more techy, voice-assistant devices have become extremely popular. These devices, like Google Home and Amazon Echo, can be used in a number of ways. Make life easier in the office by using them to schedule your next meeting, order more paper or set reminders. Another option is to bring one to your next open house. Incoming prospects can ask for details about the surrounding neighborhood, such as the closest coffee shop or the distance to their child’s school. Plus, both Google Home and Amazon Echo save all queries, which means you’re able to go back and view what people were searching for. If you want to go even bigger, consider virtual reality devices, such as HTC Vive, Oculus Rift and Google Daydream. While the first two come with a hefty price tag, Google’s version is less than $100 and uses your phone to create the virtual reality effect. Paired with a program like iStaging, your clients can now “walk” through your listing. Virtual reality gives clients the ability to experience a property without having to physically be there, which can be a great selling point. Once you start using a new technology, decide whether it’s helping your process or just creating another step in your already busy life. If something doesn’t work, don’t be afraid to let it go and try something different. Remember, the goal of using these new tech tools is to simplify your life and make your business even better. RE

Millennial-Ready Markets by RISMedia Staff

he generation with the highest influence in the market is millennials—and, according to a new report, the cities most popular for them are in the Mid-Atlantic and Midwest.

Analysts assessed data from LendingTree about millennial mortgage inquiries and offers in the past year, determining that Buffalo, Des Moines and Pittsburgh contained the most borrowers from Generation Y. In Buffalo, millennials made 40.5 percent of LendingTree purchase requests; in Des Moines, they made 42.4 percent of requests; and in

Pittsburgh, they made 41.9 percent of requests. In addition to the top three, other cities with concentrations of millennials are (in order) Lansing, Mich., Fort Wayne, Ind., Grand Rapids, Mich., Scranton, Pa., Syracuse, N.Y., Youngstown, Ohio, and Minneapolis, Minn. “From a housing market perspec-

tive, tight inventory is boosting prices in many markets, and millennial homebuyers must now contend with rising mortgage interest rates reducing their buying power,” says Tendayi Kapfidze, chief economist at LendingTree. “As affordability declines, borrowers should consider all the programs available to assist them in becoming homeowners, such as FHA loans.” RE For more information, please visit www.lendingtree.com.

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

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

RREIN Service Providers

ABR®....................................................................................... 92

Ascent Real Estate, Inc............................................................. 96

American Home Shield............................................................. 92

Berkshire Hathaway HomeServices Ambassador Real Estate..... 96

Berkshire Hathaway HomeServices........................................... 92

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®......96

Buffini & Company................................................................... 92

Berkshire Hathaway HomeServices Florida Realty..................... 96

Century 21 Real Estate LLC...................................................... 92

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.......96

Certified New Home Specialist ............................................... 92

Berkshire Hathaway HomeServices Georgia Properties.............. 96

CINC (Commissions Inc)........................................................... 92

Berkshire Hathaway HomeServices Nevada Properties.............. 96

Cole Realty Resource............................................................... 92

Berkshire Hathaway HomeServices Select Properties................... 96

Create for the Human............................................................... 92

Calcagni Real Estate................................................................ 96

CRS Data................................................................................. 92

CENTURY 21 Award.................................................................. 97

DocuSign................................................................................. 93

CENTURY 21 New Millennium................................................... 97

Engel & Völkers........................................................................ 93

Coach REALTORS®................................................................... 97

The Entrust Group.................................................................... 93

Coldwell Banker D’Ann Harper, REALTORS®............................... 97

ERA Franchise Systems, LLC..................................................... 93

Coldwell Banker Kappel Gateway Realty.................................... 97

Homes & Land......................................................................... 93

Diane Turton, REALTORS®......................................................... 97

Homes.com............................................................................. 93

Fillmore Real Estate................................................................. 97

HomeSmart International......................................................... 93

First Team® Real Estate............................................................ 97

HomeTeam Inspection Service.................................................. 93

GARDNER, REALTORS®............................................................. 97

HSA Home Warranty................................................................. 93

Gloria Nilson & Co. Real Estate................................................ 97

Leading Real Estate Companies of the World®.......................... 93

J. Rockcliff REALTORS®............................................................. 97

Motto Franchising, LLC®........................................................... 93

Jordan Baris, Inc., REALTORS®.................................................. 98

Moxi Works............................................................................... 94

Kinlin Grover Real Estate.......................................................... 98

National Association of REALTORS®.......................................... 94

Long & Foster Real Estate, Inc.................................................. 98

The Personal Marketing Company............................................. 94

Lusk & Associates Sotheby’s International Realty...................... 98

Pillar To Post Home Inspectors.................................................. 94

McCOLLY Real Estate................................................................ 98

Quicken Loans......................................................................... 94

Page Taft.................................................................................. 98

Real Living Real Estate............................................................. 94

Patterson-Schwartz Real Estate................................................ 98

Realogy Holdings Corp............................................................. 94

Randall, REALTORS®....................................................................... 98

realtor.com®............................................................................ 94

RE/MAX 440 and RE/MAX Central........................................... 98

Realtors Property Resource®.................................................... 94

RE/MAX Gateway..................................................................... 98

Realty Executives International................................................. 95 Realty ONE Group.................................................................... 95 RE/MAX, LLC............................................................................ 95 RISMedia’s Top 5 in Real Estate Network®................................ 95 Sellstate Realty Systems Network, Inc....................................... 95 Top Producer® CRM.................................................................. 95 Workman Success Systems...................................................... 95 Xpressdocs.............................................................................. 95 Zillow Group............................................................................. 95 zipLogix.................................................................................... 95

RISMedia’s REAL ESTATE May 2018 91

ABR®

CERTIFIED NEW HOME SPECIALISTTM

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

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

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.

CINC (COMMISSIONS INC)

BERKSHIRE HATHAWAY HOMESERVICES

COLE REALTY RESOURCE

(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.

(888) 231-0732 • www.colerealtyresource.com • Omaha, Neb. Cole Realty Resource helps thousands of agents and brokers find success. Agents can connect with neighborhoods to stay top of mind and promote open houses or Just Listed/Sold properties, while brokers use this tool to recruit, retain and cheerlead new agents, allowing for confident prospecting. All of this is achieved through a combination of innovative technology, industry knowledge of end-user practices and comprehensive data providers. Let us help you become a top agent today!

BUFFINI & COMPANY

CREATE FOR THE HUMAN

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

(914) 909-6701 • www.createforthehuman.com • John Lim Create for the Human is a groundbreaking philosophy from John Lim, CEO of Life In Mobile and an innovator in real estate technology, that helps real estate and real estate-related companies humanize their digital marketing. Through education about the implementation of four main principles, Create for the Human offers companies the opportunity to exponentially increase their marketing success and bottom line by reaching behind their consumers’ devices and screens to capture and truly engage buyers, sellers, brokers and agents.

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Nick Bailey, President & CEO Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference. Technology initiatives include both Englishand 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.

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(855) 246-2717 • www.commissionsinc.com • Marietta, Ga. • Matt Hart, Director of Sales CINC is the premier lead acquisition and conversion marketing platform designed for top-producing teams, agents and brokers. Their solution includes a consumer website that integrates with local MLS data, a complete customer relationship platform for nurturing leads, and a trio of three mobile apps supporting all aspects of the home sale process. Each month, CINC generates over 290,000 new homebuyer and seller leads for its clients.

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

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

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com Since its beginning in 1977 as a specialty boutique providing exclusive, high-end real estateservices in Hamburg, Germany, Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private aviation. Engel & Völkers currently operates a global network of over 10,000 real estate advisors in more than 30 countries, offering both private and institutional clients a professionally tailored range of luxury services. 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. Each brokerage is independently owned and operated.

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

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

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising

in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

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

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 125 offices in 16 states and nearly 14,000 agents. HomeSmart International offers franchisees, brokers and agents efficiency and innovation, coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry.

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

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

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

MOTTO FRANCHISING, LLC® (866) 668-8649 • www.mottomortgage.com • Denver, Colo. Created in 2016 as the second member of the RE/MAX Holdings, Inc. family of brands, Motto Franchising, LLC powers the growing

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network of independently-owned Motto Mortgage brokerages with a franchised business model structured primarily for real estate brokers interested in expanding into mortgage origination via an affiliated business. Motto Mortgage offices have access to loan products from top wholesalers and strong regulatory compliance support. The result is a different kind of business, created to innovate and disrupt the industry.

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.

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Matt Lombardi, SVP, Marketing, Communications and Events •M arc Gould, SVP, Member Development • Mark Birschbach, SVP, Strategic Business Innovation and Technology • Karen Bebart, VP, Member Marketing and Communications The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice. NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success. Visit www.nar.realtor/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree. Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2017 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store. Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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.

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

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

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

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

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

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database that is a free, exclusive benefit for REALTOR® members of the National Association of REALTORS®. The database provides REALTORS® with all available information about every parcel of residential

and commercial property in the United States, giving brokers and agents valuable tools and features to make them better informed in order to increase their efficiency in the marketplace.

commission structure and a passive income system, which pays a monthly payout average of over $1,100 per month, all go into making Sellstate the company of the future.

REALTY EXECUTIVES INTERNATIONAL

TOP PRODUCER® CRM

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

(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.

REALTY ONE GROUP (949) 346-9549 • www.RealtyONEGroup.com • Lou Gonzalez, President, Realty ONE Group Affiliates Known as the UNbrokerage, Realty ONE Group is the fifth-largest real estate brokerage and one of the fastest growing real estate franchisors in the nation. With over 10,000 real estate professionals across the country and global expansion on the horizon, Realty ONE Group empowers real estate professionals with business tools, technology, coaching and 24/7 support that aligns with the brand’s core belief in being pro-agent with a YOU-First Focus. One-hundred percent family-owned and debt-free since day ONE, Realty ONE Group is committed to creating a dynamic “coolture” that focuses on helping their professionals achieve greater success, faster, and continues opening doors for their clients, real estate professionals, and franchise owners every day.

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo. RE/MAX was founded in 1973 by Dave and Gail Liniger, who still manage the company today. From a single office in Denver, Colo., RE/MAX has grown to be a global real estate franchise network with more than 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.

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

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • www.JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise system that brings technology and creativity to a higher level. Labeled in RISMedia’s Real Estate magazine as “The World’s First Complete Real Estate System,” Sellstate brings a model that truly benefits both the broker and agent to the industry. Already located in eight states, Sellstate is quickly growing into one of the premier real estate franchise systems. Unparalleled technology, design,

WORKMAN SUCCESS SYSTEMS (385) 282-7112 • www.workmansuccesssytems.com • Salt Lake City, Utah Workman Success Systems delivers comprehensive team solutions to agents, brokers, and companies, private and group coaching solutions for every level of business, and proven seven-figure income earning systems and creating operational excellence. Workman Success Systems Founder, Master Coach and Speaker Verl Workman delivers the necessary performance skills, the latest and most effective tools, and proven dialogues and systems that work in order to achieve top performance and industry excellence. To hire Verl to speak at your next event, visit www.workmansuccess. com/speaking. Sign up for a free coaching consult by going to www.workmansuccess.com/consult.

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

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

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

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

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

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

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (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, 96 May 2018 RISMedia’s REAL ESTATE

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

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

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

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

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

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

CENTURY 21 AWARD

DIANE TURTON, REALTORS®

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

(877) 388-7866 • www.dianeturton.com Founded in 1985, the Diane Turton, REALTORS® name has earned renowned recognition as the premier real estate company in the markets that they serve. With 18 strategic locations on the New Jersey shoreline, the Diane Turton brand is the recognized leader in providing complete residential and commercial real estate ownership services and support. Diane Turton, REALTORS® caters to all real estate requirements, including title, insurance, relocation and referral services. The company is staffed with nearly 375 sales associates along with a full-time management/support team.

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

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

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

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

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

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

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

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

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge techRISMedia’s REAL ESTATE May 2018 97

nology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

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

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

LONG & FOSTER REAL ESTATE, INC. (866) 677-6937 ∙ www.LongandFoster.com Long & Foster Real Estate, the nation’s No. 1 independent brand by sales volume, is part of The Long & Foster Companies, a subsidiary of HomeServices of America, a Berkshire Hathaway affiliate. HomeServices is the nation’s second-largest real estate brokerage and one of the largest providers of integrated real estate services. Long & Foster Real Estate is the exclusive affiliate for Christie’s International Real Estate throughout select parts of the Mid-Atlantic and Northeast, and it is a founding affiliate of Leading Real Estate Companies of the World, a prestigious global network of real estate professionals that includes the Luxury Portfolio International division. Long & Foster Real Estate has over 220 offices, stretching from Raleigh, North Carolina, to Fair Haven, New Jersey, and from Martinsburg, West Virginia, to the Atlantic Ocean, and it represents more than 11,000 agents in seven Mid-Atlantic and Northeast states, plus the District of Columbia. The company, which has a productive commercial business in addition to its residential side, sold more than $31.2 billion worth of homes and helped people buy and sell homes nearly 88,000 times in 2016. Visit www.LongandFoster.com for more information.

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

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call 98 May 2018 RISMedia’s REAL ESTATE

home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

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

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

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

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

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

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

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

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

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 350

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

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 RISMedia’s REAL ESTATE May 2018 99

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

RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

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

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

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

MARYLAND CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Coverage Areas: Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

100 May 2018 RISMedia’s REAL ESTATE

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

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

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

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

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

Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

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

NORTH CAROLINA Coldwell Banker Advantage 7610 Six Forks Rd., Ste. 100, Raleigh, NC 27615 Contact: Benina Drake, CRP, SVP Relocation & Referral Services Tel: (800) 274-5345 • (919) 846-3330 (Direct) Email: BDrake@AdvantageCB.com • URL: AdvantageCB.com Coverage Areas: Apex, Cary, Clayton, Creedmoor, Chapel Hill, Durham, Falls Lake, Fayetteville, Ft. Bragg area, Henderson, Holly Springs, Knightdale, Lake Gaston, Lillington, McGee’s Crossroads, Pinehurst, Pittsboro, Pope Air Force Base area, Raleigh, Southern Pines, Wake Forest and Zebulon Offices: 17 • Associates: 325 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

PENNSYLVANIA Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

RISMedia’s REAL ESTATE May 2018 101

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

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

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

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

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

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

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

102 May 2018 RISMedia’s REAL ESTATE

WASHINGTON, D.C. CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Relocation Contact: Jeff Hetherington, Director of Relocation Email: move@c21nm.com • URL: www.c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Vicki Hamp, SVP of Corporate Real Estate Services Tel: (800) 335-0356 Email: Vicki.Hamp@LongandFoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 220+ • Associates 11,000+

INDEX OF SERVICE PROVIDERS ABR®...................................................................................10 American Home Shield................................................. IFC

National Association of Women in Real Estate Businesses (NAWRB).................................36

Asian Real Estate Association of America (AREAA)....54

The Personal Marketing Company..........................35, 64

Century 21 Real Estate LLC.............................................17

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

Clareity..............................................................................23

Pricing Strategy Advisor (PSA) Certification..................24

Create for the Human...................................11, 20, 52, 89

Quicken Loans.................................................... Bellyband

CRS Data...........................................................................41

Realtors Property Resource®...........................................13

Daniel Gale Sotheby’s International Realty.................BC

Realty ONE Group............................................................14

Homes & Land..................................................................66

RE/MAX, LLC.......................................................................1

Homes.com.................................................................... IBC

RISMedia’s Automated Content Engagement (ACE)....................................................................9,60-61, 103

HomeTeam Inspection Service............................................46 HSA Home Warranty................................................................ 7 Leading Real Estate Companies of the World®................19 National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................21 National Association of REALTORS ............................8, 27 ®

RISMedia’s Content Solutions.........................................84 RISMedia’s Real Estate CEO Exchange...........................5 RISMedia’s Top 5 in Real Estate Network®...............82, 90 Weichert Real Estate Affiliates, Inc.................................38 Workman Success Systems........................................59, 63

RISMedia’s Automated Content Engagement

We write it. We post it. You take all the credit.

Learn more at ace.rismedia.com

{re: Real Estate}

Strength in Numbers: Be a Force for Positive Change With the REALTOR® Party

hat’s the REALTOR® Party? It’s a powerful alliance of REALTORS® and REALTOR® Associations, and the only advocacy group in

America that fights exclusively for homeownership, real estate investment, strong communities and the free enterprise system.

tor/brokersjoin, you’ll receive an email from NAR containing important instructions to complete your enrollment and resources to answer any questions. Other Ways to Stay Engaged There are many ways members can remain informed and add their voice, including:

Ever since the National Association of REALTORS® (NAR) hired its first lobbyist in 1973, America’s largest trade association has engaged diligently with Capitol Hill lawmakers on a wide range of legislative and regulatory issues, with the overarching goal of encouraging sound and robust real estate markets that protect and strengthen the interests of both consumers and NAR members. With the creation of the REALTOR® Party in 2012, those efforts have been extended across the U.S. and its territories down to the grassroots level. No other group in America has the combination of geographic reach, political passion and ability to mobilize like the REALTOR® Party. Each of you is a part of that. As a broker, there are many ways you can get involved and rally your agents to follow your example. One key component is the REALTOR® Party website, which helps all NAR members stay informed on legislative developments and participate in Calls for Action at the national, state and local levels.

1. Register and vote - NAR’s goal is for every REALTOR® to be registered and to go to their polling place on election days. We’re getting close, but we need your help to reach full voter registration participation.

Broker Involvement Program NAR understands that the agents and employees in your office are much more likely to respond to a legislative Call for Action if it comes from you, their broker. That’s why NAR created the Broker Involvement Program, an email platform through which messages are sent to your agents, on your behalf, on critical issues, typically only three to five times a year. The emails appear to come directly from you and can include your company logo. You’ll receive an email when a Call for Action is being launched and have access to an online portal to view agent participation reports. Nearly 16,000 broker/owners currently participate in the Broker Involvement Program. And it’s easy to join. After completing a short form at www.realtorparty.real-

Together, We Can Make a Difference Advocacy is a joint effort. Get involved and add your voice. Working together, the REALTOR® Party can advance public policies and candidates that build strong communities, protect property interests and promote a vibrant business environment. Visit www.realtorparty. realtor to learn more. RE

104 May 2018 RISMedia’s REAL ESTATE

2. Sign up for REALTOR® Party Mobile Alerts - Simply text REALTOR to 30644 to subscribe and have national and state Calls for Action sent directly to your phone. 3. Follow us on social media - The REALTOR® Party is on Facebook, Twitter and other social media platforms. Use #REALTORParty in your posts. 4. Read the REALTOR® Party News - The latest information is always available at www.realtorparty.realtor and delivered to your email inbox on the second Thursday of each month. 5. Do your research - Learn who your elected officials are and where they stand on real estate issues.

Join the REALTOR® Party Get involved, get engaged and add your voice. Learn more at www.realtorparty.realtor.

Let us find a place you love to go home to each day.

855.8 88. 193 6 | # yo u r way fo r wa rd

d a n i e l ga l e.co m Each Office Is Individually Owned And Operated.