Real Estate Magazine - The Keyes Company - Nov. 2014 by RISMedia

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Page 88

THE AWARDS SAY “CENTURY 21.” BUT ONLY BECAUSE OF THE THOUSANDS OF AGENTS WHO MADE THIS POSSIBLE. The CENTURY 21® brand ranked “Highest Overall Satisfaction for FirstTime and Repeat Home Buyers and Sellers” by J.D. Power. Congratulations to our many driven agents.

C21.COM The CENTURY 21® brand received the highest numerical score among full service real estate firms for first-time and repeat home buyers and sellers in the proprietary J.D. Power 2014 Home Buyer/Seller StudySM. Study based on 4,800 total evaluations measuring 5 firms and measures opinions of individuals who sold a home in the past 12 months. Proprietary study results are based on experiences and perceptions of consumers surveyed March 2014 – May 2014. Your experiences may vary. Visit jdpower.com ©2014 CENTURY 21 Real Estate LLC. All Rights Reserved. CENTURY 21® is a trademark owned by CENTURY 21 Real Estate LLC. CENTURY 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunities Act. Each office is independently owned and operated.

THANK YOU. Pillar To Post Home Inspectors is celebrating our twentieth anniversary this year and our relationships with the real estate community lie at the very heart of our past, present and future. It is impossible to build a world-class company and brand without a meaningful connection between the company and its customers and to deliver on a brandâ&#x20AC;&#x2122;s promises every day and every time. Our promise continues to be to provide you and your clients with an extraordinary level of professionalism and service in home inspection and to deserve the trust and loyalty you place in us. And as we celebrate this landmark in our business we look forward to working with you in the future, and to the responsibility and accountability we hold as the easiest to work with and finest home inspection company in North America. Thank you from all of us at Pillar To Post. Sincerely,

Dan Steward, CEO Pillar To Post

1-800-294-5591 pillartopost.com

{Contents} November 2014/Vol. 30, No. 11 • www.rismedia.com

{On the Cover} 88

88 Leaders of Leaders in South Florida The Keyes Company For Mike Pappas, president and CEO of The Keyes Company, the Gold Coast of Florida has been a source of personal fulfillment and professional achievement for as long as he can remember. Real estate is in his blood, and his family-owned company enjoys an established reputation for excellence in the industry in six seaside counties. In this month’s cover story, Pappas shares the people-first strategies that have driven the firm’s success for so long—and his plans to refresh its iconic image and take it to the next level.

{Highlights} 32 Running Full-Speed Ahead for REALTORS® In this exclusive interview, find out how Chris Polychron intends to approach the year ahead as the 2015 National Association of REALTORS® President.

40 Customizing Videos on the Fly

{Headliners}

22 3 Types of Photos

13 P olicy Matters: Brokers

16 19 20

Concerned about Generation Y but Expect a Better 2015 N AR Power Broker Roundtable: Chris Polychron: Advocating for Brokers in 2015 R EBAC Report: Professionalism Is the Key E xecutive Appointments The RREIN Reporter

30 46 61

You Can’t Afford to Overlook in Your Next Listing Presentation C EO Exchange Exclusive: One-on-One with Dave Liniger 3 Steps to Getting the Most Out of Your Online Leads R enowned Journalist Bob Woodward to Keynote RISMedia’s Power Broker Dinner S ales and Marketing: Most Popular Keywords When Listing a Property

In this month’s feature, learn the importance of incorporating local video content into your marketing efforts via mobile, and how ez flix—the newest product of RealBiz Media—can help ease the process.

62 Scene & Heard: Power Brokers Strategize for Success at RISMedia CEO Exchange An elite gathering of 200 of the real estate industry’s top brokers and leaders took place on Sept. 9 and 10 during RISMedia’s Real Estate CEO Exchange. See the highlights of the event in this exclusive recap.

108 The Face of Urban Luxury In this exclusive feature, take a closer look at the unique perspective of high-end New York City real estate.

RISMedia’s REAL ESTATE November 2014 3

estate industry’s top brokers and leaders took place on Sept. 9 and 10 during RISMedia’s Real Estate CEO Exchange. See the highlights of the event in this exclusive recap.

{Features} 28 S taying Ahead of the Burbank, Calif., Market with Maximum Exposure and Up-to-Date, Accurate Listings 44 C harge It! with the New REALTOR® Credit Card 49 Trending: Survey Indicates Credit Expansion Headwinds 57 REBAC Hall of Fame Highlights the Top Crop in Buyer Representation 67 Strategies: HSA Home Warranty; Norman-Spencer; Realtors Property Resource® 73 RISMedia’s Great Spaces 76 Preparing for the Future 78 A Better Crystal Ball: Building Your Competitive Advantage with Big Data 84 Energy and Synergy Empower Agents for Big Success 88 Leaders of Leaders in South Florida 92 Reinventing the Real Estate Brokerage Model 96 Leading on All Levels 116 Ask the Experts: 2015’s Biggest Social Media Trends

{Online} RISMedia’s Housecall is at the door! Visit our official blog (blog.rismedia.com) today to get the scoop on some of the hottest and most trending real estate topics around, so you and your clients can stay ahead of the curve…and the competition. Here are just a few samples of what’s in store over at Housecall: 4 Things Agents Should Never Say

Ever put your foot in your mouth in front of a client? Don’t let those utterances be a deal breaker. We’ve put together a few scripts you can use in your communication, along with a couple useful do’s and don’ts. http://bit.ly/1xOuHvu Does Your CRM Work Wonders?

No matter who uses it – agents, mortgage pros, home stagers, title insurers – CRMs are developed in the same way, with the same capabilities. They work. The challenge is making them work for you. http://bit.ly/1qn1Ha8 Tips for Hosting a Creative Open House

Need some fresh ideas to spruce up your next open house? Try a unique new approach with these tips! http://bit.ly/1pqIWQ4 Bon Jovi’s Soho Penthouse Drops in Price

Expanded coverage of our Great Spaces column continues on the Web! Take a look inside Bon Jovi’s gorgeous Soho penthouse, and check out what other celebrities are alive and kicking in real estate. http://bit.ly/1pT606Q

{Interviews} 83 Brandon Brittingham, Long & Foster Real Estate 100 David Squier - Realty ONE Group 101 Ron Mintz - People & Properties Sotheby’s International Realty 102 Gerry Burke - Berkshire Hathaway HomeServices HWWB, REALTORS® 103 Maureen McEnearney Dunn - McEnearney Associates, Inc. REALTORS® 104 Skip Bettarel - HomeSmart Legends 105 Bill Keleher - Berkshire Hathaway HomeServices New Jersey Properties

{Experts} 24 Margaret Kelly - Business Building: Want Your 2015 to Be a Success? Start Making Your Goals Now

26 Tom Kunz - Diving Deep into the Operations of a Successful Brokerage 37 Chris Trick - Go Local, Go Mobile 38 Verl Workman - Basic Training: There Is No Job Too Small to Outsource 115 Lisa Mihelcich - Millennials: Growth and Opportunity

{Every Issue} 6 REtrends 9 Publisher’s Desk 118 Service Profiles 128 Referrals 136 RE: Real Estate—REALTOR® Designation Awareness Month Emphasizes Benefits of Continuing Education 4 November 2014 RISMedia’s REAL ESTATE

We’re Better because of Better Homes and Gardens® Real Estate, the first brand of the new era of real estate. We’re relevant outside of the real estate space, providing meaningful content to consumers, 365 days of the year. We have associated our company with a brand that puts us in the American household, at times when just The Masiello Group alone couldn’t. Better Homes and Gardens Real Estate The Masiello Group… now we’re there. We are good at what we do. But thanks to our affiliation with Better Homes and Gardens Real Estate… we’re better. To find out how you can be better:

BHGREFRANCHISE.COM CHRIS MASIELLO | PRESIDENT & CEO Better Homes and Gardens Real Estate The Masiello Group

trusted brand

innovative tools

training & support

quality leads

©2014 Better Homes and Gardens Real Estate LLC. A Realogy Company. 1 Campus Drive, Parsippany, NJ 07054. All Rights Reserved. Better Homes and Gardens Real Estate LLC supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. Better Homes and Gardens® is a trademark owned by Meredith Corporation and licensed to Better Homes and Gardens Real Estate LLC. This is not intended, and shall not be deemed to constitute, an offer to sell a franchise. Franchise offerings made only by a Franchise Disclosure Document.

THESE FRANCHISES HAVE BEEN REGISTERED UNDER THE FRANCHISE INVESTMENT LAW OF THE STATE OF CALIFORNIA. SUCH REGISTRATION DOES NOT CONSTITUTE APPROVAL, RECOMMENDATION OR ENDORSEMENT BY THE COMMISSIONER OF CORPORATIONS NOR A FINDING BY THE COMMISSIONER THAT THE INFORMATION PROVIDED HEREIN IS TRUE, COMPLETE AND NOT MISLEADING. This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. The Minnesota registration number for this franchise system is F-5883.

{REtrends}

gains are slowing, prices are still trending upward. From June to July, they climbed 0.2 percent nationally, after seasonal adjustments were factored in.

The Anatomy of Today’s Renter

Home Equity Lines of Credit Jump 21 Percent through First Half of 2014 RealtyTrac® recently released its first-ever U.S. Home Equity Line of Credit Trends Report, which found that in the 12 months ending June 2014, a total of 797,865 Home Equity Lines of Credit (HELOCs) were originated nationwide, up 20.6 percent from a year ago and the highest level since the 12 months ending June 2009. The report also shows HELOC originations accounted for 15.4 percent of all loan originations nationwide during the first eight months of 2014, the highest percentage since 2008. 6 November 2014 RISMedia’s REAL ESTATE

Case-Shiller Numbers Reflect Slowdown in Housing Gains but Upward-Trending Prices The nation’s housing market cooled off faster than expected this summer, according to recently released figures from S&P/Case-Shiller Index, however, home prices increased 5.6 percent in July from the year before. That’s down from 6.3 percent in June and their slowest pace since November 2012. The slowdown was broad-based, with price gains cooling off in 19 of the 20 cities Case-Shiller surveys. While

According to a recent survey from Homes.com and ForRent.com, the demographic makeup of the dominant renter persona is single, young females. Of the survey participants, 80 percent were female, one-third were millennials (age 18-33) and 45 percent live alone. However, on the flip side, baby boomers, those aged 50 and over, accounted for nearly 30 percent of the survey participants. Further, 44 percent share the rental space with their spouse, significant other, roommates or children. When it comes to tech preferences, over 80 percent of renters reported that they use their desktop computer during their rental search. More than half also used their smartphones and 20 percent used a tablet device to find a place to call their own.

I’m Better

because of Better Homes and Gardens® Real Estate. The brand gives me exclusive access to marketing tools that I wouldn’t have with any other company. Whether it’s access to quality leads from the Better Homes and Gardens® magazine database, or the ability to share real estate news or home decorating tips with my sphere of influence to help me grow my clientele — Better Homes and Gardens Real Estate gives me a platform to shine brighter and BE BETTERSM. I’ve always been good at what I do, but with Better Homes and Gardens Real Estate… I’m better. To find out how you can be better:

BHGRECAREERS.COM ESANET BENEDICT | REAlToR® Better Homes and Gardens Real Estate Gary Greene

trusted brand

innovative tools

training & support

quality leads

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

EXPERIENCE THE

ADVANTAGES OF BEING AN

EXECUTIVE

“The best real estate agents are called EXECUTIVES.” At Realty Executives International, our real estate agents are called Executives. Through training, certification, and experience, each and every one stands levels above your “typical agent.” As an Executive, you will work with a company that attracts only the best in the business. Enjoy an international network, effective branded marketing, and an excellent customer support team that always has your back. And, we have all the latest tools and technologies to skyrocket your success.

What Are You Waiting For? Contact us today. 1.800.252.3366 | JoinUs@RealtyExecutives.com

1.800.252.3366 JoinUs@RealtyExecutives.com www.RealtyExecutives.com This communication is not intended for anyone under a contractual obligation.

{Publisher’s Desk} Taking Networking to New Levels

hile copious amounts of planning go into developing the subject matter of the panels and presentations during RISMedia’s events, we put a lot of thought into our networking events, as well. After all, we realize that the time spent informally mingling with colleagues and peers is often just as valuable as attending an educational session. That’s why, when it came to planning the closing reception for RISMedia’s CEO Exchange this past September, I wanted to do something special—something that was worthy of our event’s Manhattan setting and that offered attendees a real New York City moment. Thanks to our friends at Leading Real Estate Companies of the World® and Halstead Property, we were able to hold our closing reception at a spectacular penthouse listing on Broadway, in the heart of Manhattan’s Upper West Side. We share this event—dubbed ‘The Ultimate Power Broker Open House Experience’—with you in this month’s cover story (page 108), not only so that you, too, can get a peek inside New York City luxury living, but also to underscore the growing impact of the luxury market and urban real estate across the country. You’ll also find insights from LeadingRE and Luxury Portfolio’s Paul Boomsma, who shared critical information for understanding and marketing to today’s luxury buyer during his CEO Exchange presentation. You’ll find more coverage of our highly successful CEO Exchange throughout this issue, including a recap beginning on page 62 and highlights of my one-on-one with RE/MAX Founder and Chairman Dave Liniger on page 30. We also hope to see you at our Power Broker events this month in New Orleans. Held in conjunction with the REALTORS® Conference & Expo, RISMedia will be presenting its 19th annual Power Broker Forum at the Morial Convention Center on Friday, Nov. 7, from 1:30 – 3:00 p.m. (open to all full- and one-day Conference attendees). Later that evening, we will be hosting our 19th annual Power Broker Reception & Dinner at the New Orleans Marriott, honoring those brokers who ranked among the Top 500 in RISMedia’s 2014 Power Broker Report. We look forward to an evening of celebration, along with insights from special guest speaker Bob Woodward, the award-winning Washington Post reporter and author. Here’s to a great conference for all!

John E. Featherston CEO & Publisher

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Jim Litten, president of F.C. Tucker Company, Indiana’s largest independent real estate firm. After serving a tour of duty in Vietnam – earning the Army Commendation Medal and a Bronze Star – Jim joined F.C. Tucker in 1972, working in many capacities before becoming owner and president of the Residential Real Estate Division. Under his leadership, the company has grown to more than 1,500 agents and $3.2 billion in sales. Jim’s impressive industry service includes leadership roles for the National Association of REALTORS®, The Realty Alliance, the Metropolitan Indianapolis Board of Realtors and the Indiana Real Estate Commission. Leaders like Jim are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

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RREIN

RISMedia’s Real Estate Information Network®

RISMedia’s Top 5 in Real Estate Network®

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

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

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

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

sales Senior Vice President Kara T. Stripay Senior Vice President Anne Kraft Client Relations Manager Patty Sinisko Business Development Advisor Brett Johnson Guidebook Sales Gus Olsen

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

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

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

WHERE LEADERS

LIVE.

What distinguishes Leading Real Estate Companies of the World® is strong leadership at each of its brokerage companies, large and small – leaders like Mike Riedmann, president of NP Dodge Real Estate, the largest full-service company in Omaha, Nebraska. Founded in 1855, NP Dodge is America’s oldest, familyowned real estate company. Five generations solidify the character and integrity of NP Dodge, and Mike and his team keep the company thriving and growing every day through innovation and a keen creative vision. The company’s expertise extends well beyond residential sales – also specializing in commercial real estate, land development, property management, title & escrow, global relocation and insurance, with more than 500 employees and over 500 sales associates. Leaders like Mike are at the helm of the network’s 500+ market-leading firms around the world, coming together under the Leading Real Estate Companies of the World® banner to create a powerhouse that collectively sells more homes than any other network. At LeadingRE, it’s all about “Making the Best Brokerages Better,” with a robust menu of industry-leading brokerage services in technology, marketing, education and lead generation. LeadingRE.com | 800.621.6510

SOMETHING SPECIAL HAPPENS IN A RE/MAX OFFICE. It’s hard to define exactly what it is, but it seems to be built on a mix of great people, great attitudes and great results. When you join RE/MAX, you become part of it. And you start to see how important your professional choices are. Come, see for yourself.

{Policy Matters} Brokers Concerned about Generation Y but Expect a Better

2015

This column is brought to you by the NAR Real Estate Services group.

by Jessica Lautz

hile the typical firm profile is similar to previous years, the future expectations of firms change as the real estate market evolves over time, as seen in the results from NAR’s 2014 Profile of Real Estate Firms.

In examining firm characteristics, this year’s report finds that 81 percent of real estate firms have a single office, typically with two full-time real estate licensees, and 81 percent of firms specialize in residential brokerage. Eighty-four percent of firms are independent, non-franchised companies and 14 percent are independent franchised companies. In terms of firms’ business operations, the typical residential real estate firm’s brokerage sales volume was $4.7 million in 2013, while the typical commercial real estate firm’s brokerage sales volume was $4.3 million in 2013. Those with only one office had a median brokerage sales volume of $3.9 million in 2013, while those with four or more offices had a median brokerage sales volume of $187.5 million in 2013. Similarly, those with one office had a total of 18 real estate transaction sides in 2013, while those with four or more offices typically had 710 real estate transaction sides in 2013. Firms typically had 30 percent of their customer inquiries from past client referrals, 25 percent from re-

peat business from past clients, 11 percent from their website, 5 percent through social media and 1 percent through open houses. Firms typically had 35 percent of their sales volume from past client referrals, 30 percent from repeat business from past clients, 10 percent from their website and 5 percent through social media. Firms report their current competition is most likely to come from traditional brick-and-mortar firms, followed by non-traditional market participants, and finally virtual firms. In looking to the future, this year’s profile finds that 45 percent of firms reported they are actively recruiting sales agents in 2014. This is more common among residential firms (49 percent) than commercial firms (34 percent) and more common among firms with four offices or more (87 percent) than firms with one office (40 percent). Eighty-seven percent of firms reported the reason for recruitment is growth in primary business, followed by the desire for younger agents at 36 percent. Larger firms are much more likely to recruit for the desire for younger agents and to replace agents who are leaving the firm. Reflecting a housing market showing signs of recovery, 64 percent of firms expect profitability (net income) from all real estate activities to increase in the next year. Commercial real estate firms are more optimistic as 71 percent expect profitability to improve, as well as large firms with four or more offices—69 percent expect profitability to improve. Forty-eight percent of firms expect competition to increase in the next year (mid-2014 to mid-2015) from non-traditional market participants. Forty-one percent of firms expect competition during the same time period to increase from virtual firms, while only 16 percent expect competition will increase from traditional brick-and-mortar firms.

Profitability, keeping up with technology, maintaining sufficient inventory, and local or regional economic conditions are among the biggest challenges sited for firms in the next two years. Commercial firms are more likely than residential firms to site state and local economic conditions, while residential firms are more likely to site recruiting younger agents, competition from non-traditional market participants, and agent retention. When firms are asked to predict the effect of generations on the industry for the next two years, the most common concern was Generation Y’s ability to buy a home due to stagnant wage growth, a slow job market, and their debt-to-income ratios—59 percent of firms cited this as a concern. This was followed by baby boomers retiring from the real estate industry, and conversely, the recruitment of Generation Y and Generation X into the real estate profession. Firms with four or more offices were most concerned with baby boomers retiring and the recruitment of Gen Y and Gen X into the industry. RE For more information on this new report, visit http:// www.realtor.org/reports/profile-of-real-estate-firms. Jessica Lautz is the director of Member and Consumer Survey Research for the National Association of REALTORS®. RISMedia’s REAL ESTATE November 2014 13

{The NAR Power Broker Roundtable} Chris Polychron: Advocating for Brokers in 2015 Steve A. Brown, Liaison for Large Residential Firms Relations, NAR Chris polychron 2015 President, National Association of REALTORS® The Power Broker Roundtable is brought to you by the National Association of Realtors® and Steve A. Brown, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Steve A. Brown: Chris Polychron, a

REALTOR® for 27 years, will bring his straight-shooting, passionate brand of advocacy for brokers and REALTORS® to his role as 2015 NAR President. An executive broker with 1st Choice Realty in Hot Springs, Ark., Chris has built a long career of advocating for all things related to homeownership, whether it be in front of a congressional committee or at a fundraiser in his own backyard. Today, I have the chance to talk with Chris about his plans for leading the national association in 2015. Chris, what’s your overall approach to the NAR presidency?

Chris Polychron: I’ve traveled quite a

bit on NAR business and have had great input from our members, and I will continue to seek information from them. The benefits and services NAR provides should revolve around our members. It’s a cliché to say I want to give back to my members, but I really mean it.

SB: What are some of the key regula-

tions/legislations you will be advocating for during your tenure as NAR President?

CP: In 2015, we will focus on tax reform. As Jerry Giovaniello [NAR se14 November 2014 RISMedia’s REAL ESTATE

nior vice president and chief lobbyist] said, “REALTORS® need no education regarding tax incentives for housing and real estate investments.” In other words, we don’t want any change to the tax code when it deals with housing. It’s still the American dream to own your own home, so why take away the incentives to do so? Our Association, including the leadership team, will continue to fight any change in the tax code. Another issue is our GSEs (government sponsored enterprises), Fannie Mae and Freddie Mac. History has shown, especially during tough times, that private investors are not going to provide enough capital to maintain liquidity in the secondary mortgage market. We are working with both sides to highlight the importance of maintaining the role of the federal government. Without an explicit government guarantee, consumers would pay higher mortgage interest rates.

SB: What are some of the biggest challenges the industry is currently facing?

CP: As an industry, we have to pro-

mote ourselves to the younger buyer. Apartment rents are increasing and we have to show potential first-time homebuyers the advantages of buying a house.

SB: There’s lots of big news these days in the data and online portal world. Where do brokers and their agents fit in this equation?

CP: One of the areas I want to work on is making sure members have availability to big data and understand how to use it effectively. All REALTORS® must have good technology training so they can use data for the benefit of the consumer. In the past, we gave away our data and got no value for it. As we move forward as an industry, our members will

One of the areas I want to work on is making sure members have availability to big data and understand how to use it effectively. All REALTORS® must have good technology training so they can use data for the benefit of the consumer. – Chris Polychron 2015 President, National Association of REALTORS® continue to accumulate accurate, timely data and gather insight into properties by using a wide variety of sources. More than any other group, these efforts will steer consumers toward REALTORS®. The acquisition of Move (who operates realtor.com®) by News Corp. is a great move for our members, all of whom use portals. To say I’m excited about this acquisition is an understatement.

SB: What will be key to broker profitability in 2015…and beyond?

CP: There are several ways you can increase profitability. You can reduce expenses or generate more income—that’s the beauty of real estate. We have the ability to find ways to run our organizations more profitably. We don’t need as large of an office anymore. Bricks and mortar don’t make you a lot of profit. REALTORS® make you profit. Increasing the number of first-time homebuyers, maybe increasing sales through the second-home market, all of that will add to broker profitability. RE 8For an expanded version of this article and other NAR Power Broker Roundtable topics, please visit www.rismedia.com.

OUR SIGN OF SUCCESS

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

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

{REBAC Report}

Professionalism Is the Key by Marc Gould

hen buyers are looking to hire an agent, what tops their list of criteria? According to the National Association of REALTORS®’ Profile of Home Buyers and Sellers, not surprisingly, the answer is ‘honesty and integrity.’ And with statistics showing that over half of all business comes from either referrals or previous experience, good brokers know that professionalism is the key to growing their business. But how do you demonstrate and market your professionalism? How do you communicate your value proposition? Here are some ideas: 8 Follow your brand. Whether you’re an office of one or 500, you have a brand. The No. 1 role of a brand is to communicate your company’s values in a way that differentiates it from the competition. If you haven’t looked at your materials in a while, it might be time for a review. Ask yourself these questions: Are your materials conveying who you are as a broker, as a firm, as an organization? Have new opportunities presented themselves that might make a rebranding effort worthwhile? Review your business plan to make sure it’s speaking the same language as your brand. 8 Make sure your office is following you. You’ve spent significant time and money developing, testing and advertising your brand. Make sure your agents are taking advantage of that work by using the brokerage branding on their business cards, signs and other materials. Confirm that your office understands your brand strategy and uses the tools you provide to help convey that message. 8 Maintain a personal touch while leveraging technology. Customers want to be able to reach their agent, 16 November 2014 RISMedia’s REAL ESTATE

understand the transaction and know where they are in the process with ease. Take advantage of technology, whether it’s e-signature tools or the latest CRM software to help your agents provide state-of-the-art service. And make sure the human touch is there with follow-up phone calls or texts, customer satisfaction surveys and face-to-face interaction. 8 Communicate your value in your own way. Not everyone has to have a blog; not everyone has to tweet. If your real strength lies elsewhere, trying to fake it isn’t going to help you communicate your value. Understand that what you’re selling is knowledge, service and the value you and your firm bring to the deal over and above what the competition can provide. If that’s best presented through cold-calling, community involvement, or more traditional marketing channels, then don’t shy away from the tried and true. 8 Encourage lifelong learning through professional development such as designations and certifications. By committing to continued study, you and your agents are demonstrating a desire to provide a bet-

ter class of service to clients. And the results bear this out: Surveys consistently show that agents with designations and certifications have higher incomes than those without. A great place to start is the Accredited Buyer’s Representative (ABR®) designation. Not only will the training enhance the skills and knowledge of your office, an ABR® designation comes with membership to REBAC that provides specialized marketing tools and continuing education resources to leverage your skills down the road. Professionalism is essential for growing your business. Understand yourself and what you’re good at, create a plan, work hard and be consistently customer-focused. Soon enough, you’ll be on the path to follow your colleagues in the REBAC Hall of Fame. Be sure to check out the latest inductees featured on page 57. RE Marc Gould is vice president, Business Specialties, for the National Association of REALTORS® and executive director of REBAC. A wholly-owned subsidiary of the National Association of REALTORS® (NAR), The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer. With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

“I don’t want to be a part of just any brokerage – I want to be different. And I think our clients want to feel that way too.” Angela Phillips, Private Office Advisor, Engel & Völkers Scottsdale

Some think we expect too much from our agents. We don’t. Our success as a worldwide leader in real estate is shared among the 5,000 professionals in 38 countries who proudly represent our brand. We support our advisors with the industry’s most effective technology and marketing tools, specialized training, a competitive compensation structure and the benefits of a true international network. Top real estate professionals who are passionate about what they do and committed to greater results are welcome. If you’re ready to sell more, earn more and raise the level of your success, we’re ready to hear from you. Call today for a confidential interview or visit JoinEV.com to learn more.

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

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

GIVE YOUR TEAM A POWERFUL EDGE

Empower them with the

ABR DESIGNATION ®

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

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

{Executive Appointments} HomeServices of America, a Berkshire Hathaway affiliate, announced the appointment of Steven John as president and CEO of HomeServices Relocation, effective September 16, 2014. Mary Lee Blaylock, current president and CEO of HomeServices Relocation, has been named senior vice president and general manager of Berkshire Hathaway HomeServices California Properties, effective October 1. As HomeServices Relocation’s president and CEO, John will be responsible for expanding the size, scope and footprint of HomeServices Relocation, providing operational and financial oversight and serving as chief liaison for new and existing clients. In her role at Berkshire Hathaway HomeServices California Properties,

Blaylock will focus on enhancing the internal organization processes and infrastructure, provide guidance and direction to the company’s 57 sales offices and more than 2,400 REALTORS®and oversee the creation and delivery of value-added marketing solutions and innovative technologies.

Engel & Völkers North America announced that Jim Ramsay, former senior vice president of Sales, Operations and Field Services for both Better Homes and Gardens Real Estate and CENTURY 21 Real Estate, has joined the international luxury real estate brand as chief operating officer. In his role as COO, Ramsay is responsible for expanding and strengthening Engel & Völkers’ presence throughout the

United States, Canada and Mexico. He has already built a highly talented market development team, and leads internal teams in the enhancement of the brand’s service offerings.

Homes.com® announced the appointment of David Mele as president, effective September 29, 2014. Mele will lead the overall business strategy and daily operations of Homes.com. Prior to joining Homes.com, Mele was president of Pilot Media and publisher of The Virginian Pilot, a Landmark Media Enterprises newspaper. He also served as general manager of Pilot Interactive. RE For more executive happenings, please visit www.rismedia.com.

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

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

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

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

President J. Rockcliff REALTORS®

Focusing on Agents, Ensuring Steady Success by Maria Patterson Maria Patterson: How is J. Rockcliff REALTORS® currently positioned in your marketplace now that the real estate recovery is underway? Jeff Sposito: Things have changed dramatically over the last year-and-a-half. From the fall of 2012 on, it’s been a record-breaking time for us and we’re really excited about that. Last year was our best year ever. We closed $2.6 billion in sales and this year seems to be on pace. During the downturn, we closed two offices but are now looking at opening offices in new markets in the East Bay (San Francisco area). The market has taken a few slow-downs in 2014 so far, but we’re still very optimistic. For the past three years, we’ve been named by the San Francisco Business Times as the No. 1 real estate firm based on closed volume for all of the East Bay—which is surprising because we only have six offices in the East Bay, whereas some of our competitors have 20 to 25. So we’re very happy about that achievement. MP: To what do you attribute this level of success? JS: We’ve basically been the No. 1 firm in our area for the last 20 years—and that’s not a small feat. We’ve been very consistent with very little turnover in agents and we have the most experienced management team in the business. We have both managers and agents who have worked with us for over 20 years. Being able to hold it all together and keep everyone on board is the key. MP: Why do you think agents and managers have stayed with you for so long? JS: Everything I do and have done for over 27 years has been geared toward making agents more successful. Agents realize that and see that daily. We’re a traditional, commission-split company and agents stay with us because they realize they will ultimately end up making more money. We had 10 agents make over a million dollars last year, with one making over two million, and 20 November 2014 RISMedia’s REAL ESTATE

our top agent made over three million.

MP: What resources do you provide to agents that enable them to achieve such success? JS: Our legal team, our marketing department and our technology resources put us at the forefront in each of these areas. We have a director of Risk Management who interfaces with agents and clients to resolve issues before they ever get to an attorney. We hired a full-time marketing director and also brought on a videographer. We will do anything we can to knock down hurdles for our agents, whereas some of our competitors seem to be putting up hurdles. MP: What strategies have you put in place to stand apart and maintain a competitive edge in your market areas? JS: We just rolled out a “white label” set of Client Relationship Management (CRM) tools in order to give our agents a better product and an opportunity to be more successful. We really got into video and, in our market, we are the only company that created a green room where—for free—agents can set up an appointment with our videographer and create a video about a listing, a report on market conditions, etc. All of these state-of-theart tools practically guarantee retention. MP: What does today’s successful agent look like? JS: The most successful agents are focusing on listings. Northern California is the epicenter of inventory shortage and successful agents know that listings are gold. The successful agent has evolved into their own company and agent teams are getting larger, which a lot of brokers aren’t happy about. You can fight it or you can embrace it and make it work. We’ve always been agentcentric at our company, so we’ve embraced it. Agent teams are mini companies and the key is keeping the team together. MP: What plans do you have in place as you look to continue to grow the company? JS: We have been contemplating and have had people encouraging us to franchise, even though we’re a local company. I’ve had a number of brokers from as far away as Florida want to franchise our name. We started the process four years ago, but then we backed off due to market conditions. Now that the market is growing, we’re seriously looking at starting up the franchise process again and heading in that direction. I’m optimistic about

the market and excited for everyone out there. I think we’re in for a number of good years. RE For more information, please visit www.rockcliff.com.

RREIN Network News The St. Louis Business Journal has named Berkshire Hathaway HomeServices Select Properties the 14th largest women-owned company in St. Louis. Select Properties, a provider of residential real estate services to the greater St. Louis area, is owned by Maryann Vitale Alles, Deb Colburn and Angie Ignatowski, and has climbed on the Business Journal’s annual list of Largest WomenOwned Businesses for the last two years. The list is based on 2013 revenue, in which Select Properties posted a total revenue of $22,223,495. BHHSSelectSTL.com

Long & Foster Real Estate has joined forces with Alliance, a real estate franchise with 14 offices and nearly 800 agents in the Philadelphia area. Alliance, which was ranked as one of the nation’s top real estate brokerages in RISMedia’s 2014 Power Broker Report, will operate under the Long & Foster brand going forward. Over the past few years, Long & Foster has focused on expanding its presence throughout the Delaware Valley and along the coast in Delaware and New Jersey. With the acquisition of Alliance, as well as its strategic growth in Delaware and New Jersey, Long & Foster is well positioned in the Northeast real estate market. www.LongandFoster.com

Berkshire Hathaway HomeServices Georgia Properties introduced a new feature that allows consumers to enter an address to “click and see” local home-value estimates on more than 1,200 company and agent websites. The estimates are free and do not require registration. The company is also introducing a new market trends report called Market Watch (based on MLS data) and a new Interactive AVM (Automated Valuation Model) report, the same report used by lenders to estimate home values for mortgages. The home value estimates provided by BHHS Georgia Properties are powered by Collateral Analytics, which has been rated as one of the most accurate sources by the lending industry. This report shows a value estimate and value range plus other data from tax

Breaking records, one backpack at a time. BHHS Fox & Roach, REALTORS® and The Trident Group collect 3,420 backpacks, a 13.5 percent increase from 2013.

records, such as last sale price and date, comparable properties and local market trends. The Market Watch report includes local MLS data for a more accurate perspective of local market trends. BHHSGeorgia.com

Another record-breaking backpack drive by Berkshire Hathaway HomeServices Fox & Roach, REALTORS® and The Trident Group has resulted in the collection of 3,420 backpacks, a 13.5 percent increase from 2013. Gathering to fill backpacks at Cradles to Crayons are (above, left to right): Michal Smith, Cradles to Crayons executive director; BHHS Fox & Roach Chairman and CEO Larry Flick; BHHS Fox & Roach President Joan Docktor; Trident Group President Gerry Griesser; and Fox & Roach Charities President Kassie Erb. Since 2006, BHHS Fox & Roach has collected 12,400 backpacks and supplies for homeless/foster care children in the tri-state area. In 2013, they had a new record of more than 3,000 backpacks donated, an increase of 84 percent. Fox & Roach Charities, a charitable foundation sponsored by Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, coordinated the project with the company’s sales associates and employees, and partnered with Cradles to Crayons, a nonprofit organization that provides, free of charge, the basic necessities to children living in low-income and homeless situations. www.foxandroachcharities.com RISMedia’s REAL ESTATE November 2014 21

{Blog Spot}

3 Types of Photos You Can’t Afford to Overlook in Your Next Listing Presentation by Paige Tepping

hey say a picture’s worth a thousand words, but when it comes to real estate, they may be worth a lot more. “Because so many buyers do the 20-second ‘yes or no’ to homes as if they’re looking for their next mate on a dating website, sellers need to recognize that how they present their home is of utmost importance,” says Rhonda Duffy, a top listing agent in the U.S. and broker of Duffy Realty of Atlanta. While photos of the bedrooms, bathrooms, kitchen, family room and even the backyard are a staple, in 22 November 2014 RISMedia’s REAL ESTATE

today’s competitive market, standing out among the crowd is more important than ever. And that means showcasing the photos—and emotions— that will draw in the most people. According to Duffy, the most important photo is one that showcases the front of the house. Before snapping the shot, spend some time cleaning up the area, removing any and everything that may take away from the overall appearance of the house and property itself. “Inspect this photo for anything negative, such as a view of the neighbor’s house, the crack in the driveway, the overgrown bushes and the lack of mulch,” says Duffy. “This photo has to be ‘manicured’ to the hilt.” Also, be sure to wait for a

sunny day to snap the picture—and make sure the sun is behind you. Taking the same photo at night when the home is lit up is another great option. Photos that provide a view of what’s seen when sitting down are another type of photo that Duffy insists should make the cut. “If the favorite view in the home is sitting at the breakfast table looking outside, that view should be included.” By incorporating photos with different viewpoints, prospective buyers will get a better feel for the home and its surroundings. These photos will also make great keepsakes once the home has sold. And last but not least, “make sure the photos express an emotion,” says Duffy. From the quiet reading nook in the family room to the cozy screened-in porch, eliciting emotion will go a long way toward attracting a wide range of interested buyers. The foundation of all other advertising, property photos—if done correctly—are a great way to capture attention and drive traffic into the home. While the photo types discussed here are just a few examples that will undoubtedly provide an added edge, it’s important not to overlook the basics when taking photos. That means making sure rooms are neat and tidy, the lighting is just right and the photos follow the flow of the home. No one wants to see unmade beds, clothes strewn all over the place, dishes in the sink or toilets with the lid up, so be sure to look at each room through the eyes of a prospective buyer before the camera even comes out. RE Paige Tepping is RISMedia’s Managing Editor. Email her your blog topic ideas: paige@rismedia.com. This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

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{Business Building}

Want Your 2015 to Be a Success? Start Making Your Goals Now by Margaret Kelly

s this year winds down, it’s a great time to take a critical inventory of your business. I like to think of it as a checkup that’s similar to an

annual physical at the doctor’s office.

At those visits, your doctor evaluates your overall health by conducting a battery of tests on your blood counts and cholesterol level, evaluating your diet and weight, discussing what adjustments you made for certain conditions and, most importantly, developing a plan of action to correct any new concerns. Unless you make that appointment and take the time to visit your doctor, you won’t know what ails you. The same can be said of your business. Setting goals and creating strategic plans doesn’t happen without some introspection. A good place to start: Revisit the goals you set for 2014 to see if you ac24 November 2014 RISMedia’s REAL ESTATE

complished them this year. Did you close as many transactions as you wanted to? Are you on track to earn the gross income you wanted for the year? Have you generated the number of new leads needed to keep a healthy inventory of listings? If you answered yes to these questions, that makes it easier to plan for 2015. If you’ve fallen short of your production goals, take a long, hard look at what you might need to change. This is a crucial step; you don’t want to spend time or money in areas that are not dollar-productive and will keep you from moving forward. Whether it’s fine-tuning your advertising, finding administrative

help so you can get more face-toface time with clients, or increasing your listing price range, you should be able to pinpoint what’s working— and what isn’t—so you can adjust your approach accordingly. Figuring out what you need to change and making a plan on how to do better is a great first step. Next, it helps to write out your goals for the year ahead. We all have different systems for business planning, so pick one that works for you (even if it’s daily sticky notes or auto-reminders in your calendar). Not everyone’s goals are tied to income. Maybe you want to break into luxury sales so you can take fewer listings. Maybe you’re thinking about earning an advanced degree. Or maybe you want to schedule more time with your family or get more involved in charity work. No matter what it is, take the time to write down your goals. Remember: People who write down their goals are more likely to achieve them. Think of it as a road map to your own success. One fantastic thing about working in real estate is your freedom of choice. It’s up to you to shape your future, and it all starts with a positive mindset. And keep in mind that no successful company—even a small business—reaches its potential without having a clearly defined plan to get there. So take a day or two to reflect on what’s next for your real estate business. Celebrate your triumphs, learn from your missteps and, above all, grow from them to have an even more fulfilling year ahead. You owe it to yourself—and your clients. RE Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

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Real estate is local, and you need to have local knowledge, just as you need to know your local weather. The opportunity for real estate professionals is to be the source for that local knowledge.

Diving Deep into the Operations of a Successful Brokerage Commentary by Tom Kunz

here are a lot of people who either feel positive or negative about the real estate market right now based on the various reports and statistics that get out into the public in so many different ways. Good or bad, to the consumer, it all translates into instability. There is no one direction the market is headed that is agreed upon by everyone.

Real estate, like the weather, cannot tell you much about your local market based on national averages. Real estate is local, and you need to have local knowledge, just as you need to know your local weather. The opportunity for real estate professionals is to be the source for that local knowledge. As a real estate professional, this is an opportunity to be the local expert and to know what the real story is in the market. It’s having the ability 26 November 2014 RISMedia’s REAL ESTATE

to know the data nationally and internationally and being able to explain why it is relevant to what’s happening in the local market or not. At Engel & Völkers, we have a License Partner Training program in which we work with individual brokers to take a deep dive into their markets. The first step on this path is to define their markets. We start with the general marketplace of the brokerage and then we divide it into submarkets, each represented by

an agent who will develop his/her submarket. Then we take a close look into their MLS and national and local REALTOR® association data to find out what is really going on in their marketplace and how it compares with the national scene. We look at the average sales price, the number of homes sold over the past year, the types of properties and the seasonality. We operate under the rule that if you don’t know your numbers, you don’t know your business. While this has been known as farming, we call it “submarket specialization,” and it’s a strategy we apply in markets worldwide. To become a market expert, we ask that the agent gain the in-depth knowledge required to truly be an expert. We promote a culture in which agents, whom we call advisors, are expected to remain knowledgeable of not just the real estate market activity, but of all the reasons why people live where they live. It’s knowing about the best new restaurants, new developments, the school system and the history, and developing the network that will be part of the exceptional, white-glove service that defines our brand. Once the markets are defined and the experts are in place, we move toward developing a business plan based on the data we’ve uncovered in the initial research. We work together to create specific business goals and identify the steps it takes to achieve them. Of course, the first is having the agents who can accurately explain the realities of the local market and their perception of the market based on what they’ve heard nationally, in addition to the local market conditions. From there, it’s about providing the services and strategies to help them achieve their real estate goals. RE

Tom Kunz is executive vice president, Engel & Völkers Real Estate USA.

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Staying Ahead of the Burbank, Calif., Market with Maximum Exposure and Up-to-Date, Accurate Listings Brad Korb

Broker/Owner, The Brad Korb Real Estate Group, Burbank, Calif.

BK: 1. Zillow: It’s a great benefit to us because we show up 90 percent of the time in our marketplaces. 2. Trulia: We’re able to track buyer history and the homes and cities at which they’ve been looking. 3. “Just Sold” postcards: Every time we sell a home, we send out postcards to 1,000 nearby homeowners. 4. Burbank Bulletin Newspaper: Our monthly newspaper we’ve published for 13 years now. I involve the community by giving free ad space to local non-profits and schools.

rad Korb, broker/owner of The Brad Korb Real Estate Group in Burbank, Calif., uses Zillow to stay on top in his local market. As both a Zillow Premier Agent and a Zillow Pro for Brokers partner, Brad’s agents benefit from immense exposure in the Burbank area and up-to-date, accurate listings. Real Estate Magazine: You’ve been in the industry for over 35 years. What have been the most important factors in keeping your business evolving with the times? Brad Korb: I’ve always kept in touch with my past clients, even the ones from 1979. I call my clients to wish them a happy anniversary every year. In addition, I publish a personal newspaper—the Burbank Bulletin, which goes out once a month—and send bi-monthly video emails through Vyral Marketing. 28 November 2014 RISMedia’s REAL ESTATE

RE: How are home shoppers different today than they were 10 years ago? BK: Homebuyers are now looking online and have access to home information that wasn’t available to them before the inception of sites like Zillow. Now, REALTORS® like myself are educating buyers on the importance of using a REALTOR®. RE: You’ve got a lot of marketing initiatives for your brokerage. What are the top five and why?

5. Our own 800 number: I can track where my leads are coming from across different marketing initiatives, which is critical to understanding my ROI. RE: You’ve been a Zillow Premier Agent for about two years. How do you use this program as a broker, and what’s been the effect on your business? BK: Our ROI has been phenomenal with Zillow. Zillow leads have more valid emails and phone numbers than other sites, and the contacts we receive are serious buyers and sellers. We constantly have a few Zillow leads in escrow. As a broker, Premier Agent gives our team more exposure for our listings; this has been a great marketing tool with sellers who want their home seen by as many buyers as possible. RE

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CEO Exchange Exclusive:

One-on-One

with Dave Liniger

RE/MAX founder predicts ‘significant increase’ in real estate market by 2016

by Maria Patterson

hen it comes to real estate icon Dave Liniger, John Featherston says it best: “He is the Dos Equis commercial. This is the most interesting man in the world.”

This is how Featherston, RISMedia president and CEO, fittingly introduced the RE/MAX chairman and co-founder during a special session at RISMedia’s Real Estate CEO Exchange, “The Franchise Perspective: One-on-One with Dave Liniger.” From being one of the first real estate brokers to employ a predominantly female workforce to nearly waging a run for the Senate, Liniger’s adventurous spirit and storied career have provided him with an array of valuable insights and staunch opinions to impart. During RISMedia’s Real Estate CEO Exchange, held at Manhattan’s Yale Club on Sept. 9 and 10 (see full recap on page 62), Featherston sat down with Liniger for a candid interview about the past, present and future of the real estate business, for which Liniger received a standing ovation from the 200 brokers and industry leaders in attendance. Following are excerpts from their memorable conversation: 30 November 2014 RISMedia’s REAL ESTATE

John Featherston: Dave, first of all, what do you see for the remainder of 2014 and looking ahead to 2015? Dave Liniger: The recovery has not really happened as rapidly as any of us would have expected. Statistically, there is business out there, but you have to be more competitive, better and smarter than the competition to get it—it’s up to the individual agent to figure out how to make it in the current market. Next year, there should be about 5.3 million home sales, and the year after that, the market should get significantly better. I see a significant increase around the middle of 2015 into 2016 and 2017.

JF: When the market was in the doldrums of the downturn, you took a leadership position in training agents to handle distressed property business. Now that this segment is winding down, what’s next? DL: Most people in the industry do

not understand how significant foreign purchases are today and how much more significant they will become. Houses are being purchased by non-American people from countries like South and Central America, where there is instability. The Chinese government is encouraging wealthy Chinese to buy real estate outside of the country because they are bidding prices up and creating a bubble there. This type of foreign investment is going to increase, and brokers and agents need to figure out how to tie into it.

JF: How are current government regulations impacting brokerage business, specifically, affiliated business arrangements? DL: The pendulum swings back and forth, and this election cycle, we will see the pendulum swing back from the far left to the center when people get fed up and vote differently. The conservatives feel there’s far too much regulation and the liberals feel

JF: In your opinion, what are the most significant changes the real estate industry has seen? DL: A lot of people ask, “What’s changed in the last five

there’s not enough. But 80 percent of people are in the center and could probably get along fine without the nuts on either side. I think the regulation front will loosen up in the future, but we have to be out there doing things about it.

JF: When Zillow and Trulia first came on the market, they were looked at as interlopers. But today, you’re doing a lot of business with Trulia. What’s your position now, especially in light of the merger? DL: During RISMedia’s CEO Exchange at Sanctuary several years ago (Liniger’s private golf club outside of Denver), I looked at Zillow and said, “We have to figure out what your position is. Are you going to be in the media business or are you replacing real estate companies? If you’re going to be a media company, then you’re my partner.” They assured me that they don’t want part of our commissions—they want advertising revenues. If Zillow and Trulia have cost efficiencies between the two companies, I don’t have a problem with the merger. I look at them as my partner. They spent $500 million on a technology platform—our company doesn’t have that kind of money, nor do any others. So they are providing a service to REALTORS®—a service that REALTORS® should’ve created in the first place. NAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf

2/21/14

years?” But it’s more important to ask, “What hasn’t changed?” What hasn’t changed is that this is still an agent-centric business where the agent still has the relationship with the buyer and seller. Brokers who can create the correct environment for agents are the ones who will succeed. Part of this environment is things, part of it is people, and part of it is technology and trainers. And the most important part is the leader. Do you coach, prepare and train? As our CEO Margaret Kelly says, you can’t give yourself personal attention and appreciation.

JF: Dave, what’s the next adventure for you? DL: I’ve had a fabulous life of military service, friends, adventures…but starting a small business and succeeding at it is probably the greatest adventure in the world. That success will be with you until the day you die. Being in business for yourself is the greatest invention there is. I have a love affair with real estate agents—we earn every penny, no one hands it to us. We have to figure out how to make a living. The friendship and relationships of independent business people like yourself is the greatest adventure in the world. RE 11:41 AM

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Running

Full-Speed Ahead for REALTORS

by Maria Patterson

Chris Polychron takes the helm as NAR 2014 president-elect

hen Chris Polychron speaks to his fellow members of the National Association of REALTORS® (NAR), he sometimes turns his back to the audience and holds up a mirror in front of him. This is Polychron’s way of letting the membership know that he is one of them. And standing shoulder to shoulder with REALTORS® across the country is exactly how Polychron intends to approach his presidency—fighting for the betterment of all members, himself included. In this exclusive interview, Polychron—an executive broker at 1st Choice Realty in Hot Springs, Ark., and a REALTOR® for 27 years—discusses what’s 32 November 2014 RISMedia’s REAL ESTATE

most important to the current and future state of real estate and how he intends to ‘run full speed’ for REALTORS® and the consumers they serve. Maria Patterson: For starters, Chris, what are your feelings as you prepare to step into the NAR President’s role? Chris Polychron: I’m very, very excited. I threw my hat in the ring in late 2007. Since then, there’s been all this build-up to this moment, and all of a sudden, you realize it’s here. When I gave my speech at NAR’s Leadership Summit in August, it hit me: The time is now. I was so excited when I hit that stage. The first lines in my speech were, “I’m honored, yet humbled, to be the 2015 NAR President,” and I literally got very emotional

when I said those words in rehearsal. My speeches are more like conversations. I start out by telling members all about me—I give them a synopsis of what they’re getting. I remind them that I am one of them and I am still very much a practitioner.

estate market? How far have we progressed in terms of a real estate recovery? CP: I might answer that differently if I lived in California or Florida, but in Arkansas, we never had the huge downturn. Nationally, I think everyone would agree that our market is better. I am cautiously optimistic. We’re MP: Why is the call to Association service—at every seeing a little downturn right now, caused by a number level—important to you as a real estate professional? of factors, the primary reason being overly tight credit CP: I’ve always been a “joiner” and requirements to secure a mortgage have given a lot of myself through from financial institutions. We are service. Whether it’s through a club, meeting with Mel Watt (director of the the Chamber of Commerce, or fundFederal Housing Finance Agency) and raisers in my community, I’ve always Bill Emerson, CEO of Quicken Loans, given back on a local level. I’ve always to talk about this very subject. One viewed serving my local market and of the jobs of the NAR President is helping to build communities as part to try and get those agencies and big of being a REALTOR®— we don’t just banks to cooperate more—so we are sell real estate. working with them to consider adjustAs I got more involved and started ing their credit scoring calculations volunteering a lot for NAR, and got infor loans and get more aggressive in volved as the RPAC (REALTORS® Polititerms of lending. cal Action Committee) fundraising chair, I firmly believe that in 2015, we will I really began to enjoy interacting with see steadily building equity, and that’s members all over the country. I feel like what we want. Four to five percent “One of my goals as that’s one of my strengths. I’m an easy would be a wonderful increase each person to get to know and I hope that president is to help further year so people can build equity, which, characteristic of mine is beneficial as distinguish the difference in turn, builds their financial strength. we move forward as an Association. I in the minds of consumers I think we’re on the right path. Interwill run at full speed to help brokers est rates are still low—they have gone between a REALTOR® and and all REALTORS®succeed. up some, but they’re still awfully good. a non-member real estate And even if they go up another point or MP: What are some of your personal agent, and to help improve two, they’d still be good. goals for your tenure as president? the understanding of that CP: One of my goals as president is to MP: What do you foresee as your/the important distinction by industry’s biggest challenges in 2015? help further distinguish the difference the general public.” CP: REALTORS® have to stand up for in the minds of consumers between consumers as their advocate and rea REALTOR® and a non-member real – Chris Polychron main their trusted source and the first estate agent, and to help improve the NAR 2014 President-Elect point of contact with the consumer. understanding of that important disWe are in a fierce battle for that right tinction by the general public. I use now with the portals of the world. Onevery opportunity I can, including talking to the public on all the airplane trips I’ve been tak- line data can’t replace the local market knowledge the ing lately. I hope in the future we can establish a huge REALTOR® provides, or their expertise during a closdifference and a standard. But this has to come from ing—that just can’t be replaced with a computer. I see the members themselves. We have to vote whether we that as a huge challenge. The consumer wants data—any information they can want to move forward with not only strengthening our Code of Ethics, but perhaps adding a Code of Excel- get—and they don’t always know if it’s accurate. We lence as well. I don’t want it coming from the top down, have to get to a point where the consumer is seeking but from the bottom up. I want the members to tell us out our data from trusted sources like realtor.com® and our new .REALTOR top-level domains. what they want. How do we make that happen? We’re talking about MP: How would you describe the current state of the real creating a “REALTOR® Bill of Rights” so that the listRISMedia’s REAL ESTATE November 2014 33

ing agent and broker would be prominently identified on the first page of any report citing housing data with a hyperlink. That way we ensure they get credit for accumulating accurate data. We ought to help members and MLSs protect their listing data and make sure the portals don’t modify or alter that data, and that the word REALTOR® is prominently displayed in connection with listing data provided by our members.

MP: What are your thoughts on News Corp’s recent acquisition of Move, Inc.?

CP: This is a great ownership change. News Corp has the wherewithal to compete with any Wall Street Company. They own the Wall Street Journal, the New York Post, MarketWatch—they know what they’re doing and they want to be No. 1 in everything they do. Now they want to be part of the REALTOR®family. In the past, you might agree that general news favored Wall Street over the real estate industry. But I think the future is now in real estate. All of a sudden, real estate may be on the same pedestal as Wall Street.

MP: What legislative issues are of biggest concern to brokers and their REALTORS®? CP: There are three issues we want to get passed during the lame duck session of Congress this year. First is the Mortgage Choice Act that passed the U.S. House of Representatives. This importantly redefines a provision in the Ability-to-Repay rules that limits mortgage fees and points to three percent (3%) in order for home loans to be considered Qualified Mortgages (QM). Next is the Mortgage Debt Forgiveness Tax Relief Act, which penalizes a person who does a short sale and then gets taxed on so-called phantom income. I feel like we can get that done. The other is the renewal of TRIA (Terrorism Risk Insurance Act). Because TRIA has a government guarantee, the rates are more affordable. It’s important to our members who practice commercial

real estate that we get that done as well. I think we can feel confident that all three of those will be done within 2014.

MP: Where will you and the NAR leadership team focus your efforts in 2015?

CP: I’m a big team guy. My team will meet in Hot Springs, Ark., the week after I’m installed as president at the REALTORS® Conference & Expo in New Orleans. Some of what we will spend our efforts on next year hasn’t even come out yet. We must remain the first point of contact with consumers. On the legislative front, tax reform and reforming Fannie Mae and Freddie Mac will be on the table. We will also look at MLS issues. We don’t control the MLS, but we’re a family. I hope to bring the two sides together—the big brokers and the MLSs—for the benefit of the member. Our differences aren’t great, and hopefully, we can mediate a good resolve for all.

MP: Currently, what are the biggest obstacles prospective homebuyers are facing, in particular, first-time homebuyers, and what can be done to overcome these obstacles? CP: The biggest obstacle prospective homebuyers are facing right now is wage growth. The highest wage earners in America are in the upper 10 percent, and they are gaining by leaps and bounds, but middle and lower class wages are not increasing. There is stagnant wage growth, lingering problems with unemployment and tight credit conditions. First-time homebuyers are historically a huge part of the market—40 percent. We have to address their needs one way or another. The first-time homebuyer is one of the biggest keys. We also need more inventory and more new homes. We have to lower credit requirements to help encourage first-time homebuyers and all homebuyers. I’m looking forward to the work ahead in 2015. RE

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Go Local, Go Mobile Commentary by Chris Trick

obile technology continues to transform the way we do business. Nearly daily enhancements to mobile phones and tablets mean that more and more people are moving to mobile devices to conduct more and more online activities. That makes it a business imperative to meet the changing consumer.

Industry research from NAR and Google reveals that 89 percent of new home shoppers use a mobile search engine at the onset and throughout their search for a home. These consumers are not only using their mobile device while they’re on-the-go, they’re also accessing content on their mobile device while they’re in their own homes. In addition, these consumers are not just using search engines on their mobile devices. They’re also using mobile apps: 68 percent of new home shoppers reported using a mobile app at some point during their information gathering. The good news is that today’s homebuyers and sellers can access a wealth of information from a variety of platforms, from researching home information, getting directions to visit a home, comparing prices and features, searching a listing company’s inventory, and most importantly, calling or clicking to connect with a brokerage or agent. This research clearly tells us that mobile technology connects online content to offline connections. And it’s more and more evident that optimizing this connection is a critical best practice. The responsive design for our

Industry research from NAR and Google reveals that 89 percent of new home shoppers use a mobile search engine at the onset and throughout their search for a home. website—which makes our listings easily accessible on desktop, mobile and tablet platforms—is optimized for mobile and has significantly enhanced the user experience. Since introducing the enhanced website, engagement has increased. We’ve also seen a 30 percent jump in mobile traffic to our site. In fact, nearly 40 percent of traffic on ERA.com comes from mobile devices. That number spikes to nearly 50 percent on weekends! The numbers are astounding, but I can’t say that I’m surprised. The mobile activity we’re seeing is part of a trend we’ve focused on for some time. We’ve watched the way in which real estate professionals conduct business evolve over the past few years as they become less attached to an office and more reliant on a mobile device to keep them connected.

For that reason, we make sure all of our online communications, tools and products are formatted for mobile use for ERA-affiliated independent sales professionals. This includes broadcast text messaging and our broker/agent-focused, multi-functional mobile app, ConnectERA, which provides brand updates, as well as our lead management app, which allows brokers and agents to connect real-time with consumers. Concurrently, we know that real estate is a local business, so we offer customizable consumerfacing, mobile-enabled tools to facilitate strong agent-consumer connections. From our geo-targeted mobile app to email campaigns to mobile video, we provide our brokers and agents with the ability to be local and mobile. Armed with these insights, we’re using our understanding of how technology is impacting consumers to inform the decisions we make in how to best support our brokers and their continued success. RE

Chris Trick is senior vice president of marketing and product development, ERA Real Estate.

RISMedia’s REAL ESTATE November 2014 37

{Basic Training}

There Is No Job Too Small to Outsource by Verl Workman

he two most common phrases I hear from agents are “nobody can do it as good as me” and “my market is different than all the others.” While it may be true that nobody can do it exactly like you, this myth that is expounded from the mouths of some exceptional agents is just not true.

When we interview and survey agents across the globe, we find one consistent issue and challenge: They feel as if there are not enough hours in a day to get it all done. They spend countless hours preparing showings, following up with leads, driving buyers around and negotiating contracts, all at the expense of their family, friends, faith and fitness. The business of being a real estate agent can be very rewarding, but (in my humble opinion) no success in business can compensate for failure in our homes. Our responsibility is to provide for our families and make the world a better place. We do a great job as an industry in the “better place” part of that equation, but often it is at the expense of our families and other priorities. Many companies understand this and do their best to provide help and resources for their agents. Others provide tools and technology, and some even encourage the building of teams. The life of a sole proprietor is very different than that of a CEO. If you truly want to become the CEO and build a great business and still have a rewarding family life, you may want to consider the following things: 38 November 2014 RISMedia’s REAL ESTATE

8Use systems and create operational excellence in everything you do. I have always said systems first, assistants second. Contact management, Web lead generation systems, follow-up systems, transaction management systems, etc. Any task you repeat more than two times should have an automated system to ensure it’s done correctly and timely every time. 8Outsource or hire assistants to do the administrative tasks in your business. This is one of the hardest and most important things you’ll ever do. When you hire the right person, you’ll find that the level of service you provide your clients will increase, and so will your free time and production. 8Focus on what you love most about this business and become an expert; delegate everything else. If you love prospecting and listing, hire a buyer’s agent to work with your buyers. If you love new construction or investment properties, hire other agents to work with your traditional clients. The key is to put your energy and efforts into the areas of your business that give you the highest return on your time investment. When you

say “yes” to one thing, you’re saying “no” to something else. The key is to make sure your highest priorities get the “yes.” Whether you want to build a team or just get your business to a place where you control it instead of it controlling you, reach out and find a coach, someone who can guide you through this process. A great coach knows the processes and systems, they know how to find, hire and train talent, and they can guide you to a much higher level of productivity and profitability. Most important, your coach can and should help you focus on what’s really important in your life. You truly can have it all! RE Verl Workman is president of Corcoran Consulting, Inc. (CorcoranCoaching.com, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential broker’s or agent’s existing practice. Sign up today for your complimentary business consultation at www.corcorancoaching.com/ programs.

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“Our philosophy is that every listing deserves its own story. And that doesn’t just mean taking stills of school shots and converting them to video with a voiceover on it. We want to empower agents to do more and really stand out with something different.” - Dan Skoglund Director of Enterprise Sales, RealBiz Media Group

40 November 2014 RISMedia’s REAL ESTATE

g n i z i m o t s Cu Videos on the Fly by Keith Loria

f you’re a real estate agent working today, and you’re not using video as a way to market yourself and the listings you represent, you’re missing a critical component of building business. You might

as well be using a rotary phone.

Attention spans are getting shorter and people want things fast and easy, which is why most house hunters would rather watch a short video about a listing than scroll through a page full of text or even photos. Now, thanks to ez flix, it’s easy to incorporate local video content into your marketing efforts via mobile. Ez flix is the newest product of RealBiz Media, aimed at helping property agents and brokers sell their listings. “More and more, the successful agents are those who can be productive from their mobile phone,” says Steven C. Marques, RealBiz Media Group’s president/CRO. “To compete and be efficient, you need to start the listing process right from a seller’s home on your mobile device.” Ez flix gives real estate agents the power to capture, edit and publish video in a matter of minutes. It essentially allows an agent to manage listings on his or her mobile device 24/7. “Ez flix lets an agent tell his or her story,” Marques says. “By using a convenient mobile app, one can add personality, interesting information, create listing presentations, and show their value to prospects and clients.”

Studies show the use of video will increase your Google ranking, conversions, open rates and click-through rates by staggering amounts, with average engagement levels increasing as video continues to play a more prominent role in the online experience. “Video has proven to enhance your listings, and Google looks at this as a high priority for ranking,” Marques says. “Google likes local content, and this product can really position the agent with local, sticky and relevant content to surround their listing. A better chance to rank means a better chance to get leads and acquire new listings, and a better chance to grow your business.” According to Dan Skoglund, director of Enterprise Sales for RealBiz Media Group, creating a personal connection to the viewer by incorporating your own personality and demonstrating your community expertise will help your video stand out. “Ez flix allows for agents to tell a story. Our philosophy is that every listing deserves its own story,” Skoglund says. “And that doesn’t just mean taking stills of school shots and converting them to video with a voiceover on it. We want to empower agents to do more and really stand out with something different.”

The idea is to be as communitycentric as possible, with videos of everything from churches to schools to neighborhood block parties—anything that has real substance and value to those considering a move. In Skoglund’s opinion, there needed to be a better way for a consumer to decipher all the three-bedroom, two-bathroom options out there in a particular location. The localized video approach is a way to empower agents at the street level to create content that tells the story. “Even something as simple as the view from the house or distance to schools, whatever makes that property valuable, we wanted to give the agent a way to present that so it’s not just another listing,” adds Skoglund. “These agents have fairly powerful technology in their hands with their iPhone or Samsung or Nexus—and this mobile app allows them to use it to their greatest advantage.”

Benefits Abound Ez flix has the ability to easily and quickly create virtual tours, complete with an agent’s profile, just by clicking existing property photos and listing videos. Agents can then arrange them in sequence, add voiceover and/or music, and post the movie on social media sites and other websites for clients to see. “The app can showcase new listings, update current ones, and help introduce yourself to your clients,” say Skoglund. “You can add new photos and videos or use pre-existRISMedia’s REAL ESTATE November 2014 41

ing pictures from listings. Plus, after updating your photos, you can add agent interviews, local content, music, voiceover and personal branding, and ez flix will do the rest.” With a simple press of a button, ez flix will upload the listing video to everywhere needed to help a property sell faster. Creating listing presentations on demand will give agents an edge over others competing for the business. Plus, being able to change, edit and modify listings on the fly gives the agent a strong chance to not only gain new listings, but manage the listings they already have. “They can show the seller of the home they took the time to make a short presentation (movie) on their listing before they engage with the sellers,” Marques says. “It lets agents make a compelling commu-

nity message around their listing content.” Because more agents are operating in the field today due to brokers downsizing offices, there’s less fulltime staff available to help agents in the management of their listings. Marques says ez flix can help push back the photos, notes and comments, as well as any video, right to the broker’s administration accounts remotely—saving time, money and even a drive back to the office. What ez flix is really doing is creating a video ecosystem for the agent. “You can go in, we have all your listings—although you do need to come to the website to verify your identity because we are going to provide and populate your specific app with your listings,” Skoglund says. “From that point forward, when you log on to your app, all your listings

show up on your phone and you have the ability to modify them from your phone.” The last step once the video is to your liking is to syndicate it—and RealBiz Media will send it out to all social media platforms, portals, the MLS and the broker’s site. When it gets syndicated, the agent also has the ability to create a video flyer and get printed flyers and postcards. One last feature Marques says agents will appreciate is that you can add a selfie—or video cameo—and the system will automatically add it to all your listings. This helps potential clients put a face to your name, and house hunters will think of you as the local expert when it comes time to find their ideal home. RE For more information, please visit www.ezflixapp.com.

ÂŠ 2014 ERA Franchise Systems LLC. A Realogy Company. All Rights Reserved. ERA Franchise Systems LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Office is Independently Owned and Operated. ERA and the ERA logo are registered service marks licensed to ERA Franchise Systems LLC.

Charge It!

with the New REALTOR® Credit Card by NAR’s REALTOR Benefits® Team

help our members better manage their business and personal lives, while also saving them money and offering rewards to enhance their purchasing power.” “Our work with the Credit Union to offer this official REALTOR® Credit Card underscores NAR’s commitment to providing all members and association staff with the tools and resources to help them succeed in the real estate marketplace,” says NAR Former President Martin Edwards, Jr., CCIM, who serves as a director and member representative on the Board of Directors for REALTORS® Federal Credit Union, a Division of Northwest Federal Credit Union. “We are pleased to be able to offer NAR members specializing in residential and commercial real estate, association staff and their family members a new choice in credit.”

Application Starts with Membership

n November, NAR members, association staff and their family members have a new choice for their credit needs: the official REALTOR® Credit Card. Through NAR’s REALTOR Benefits® partnership with REALTORS® Federal Credit Union, a Division of

Northwest Federal Credit Union, NAR members can now apply for the card program that includes exclusive REALTOR®-branded designs and specialized branding options. The Credit Union was selected as the provider based on their competitive and creative product offering and their unique ability to meet the needs of NAR Members. In this case, the new credit card carries multiple benefits for REALTORS®. “Through our partnership with the Credit Union, we’re able to offer an extremely attractive option for meeting your personal or business credit needs,” says Bob Goldberg, NAR

44 November 2014 RISMedia’s REAL ESTATE

senior vice president, Marketing and Member Benefits. “In addition to instantly identifying cardholders as REALTORS® and supporters of homeownership, this new credit card carries competitive features, including specialized designs and branding options, no annual fees and a comprehensive rewards program. This new offering fits well within the goal of the REALTOR Benefits® Program: to provide valuable services that

Applications are available for establishing both business and personal credit cards to all new and current Credit Union members. Credit Union membership is open to NAR members as well as national, state and local REALTOR® association staff and their immediate family members who also hold a savings account with the Credit Union. The new, personal consumer and business credit cards will make their official debut at the REALTORS®Conference & Expo in New Orleans—but brokers and agents are encouraged to apply any time. If you are not yet a member of the Credit Union and would like to apply for a credit card, it’s easy to open a savings account to become eligible—and, as of November 1, the minimum balance to open an account is $1. However, the Credit Union will deposit the $1 into your account to start your Credit Union membership. There will be no cost to you.

Card-Carrying Features and Benefits The credit card offers competitive features that make it a logical financial choice—as you have come to expect from your Credit Union. Features and benefits include: 8 Personal Credit and Business Credit Card: Offering a competitive APR, no annual fee, no balance transfer fee and no cash advance fee. 8 Customized Design: REALTORS® have a variety of choices, including customized real estate-themed designs and REALTOR® branding options specifically for residential or commercial practitioners. Additional design options that represent real estate and homeownership are available for family members and non-member association staff. 8 Imprinted Message: Options to include an imprinted tagline or title below the cardholder’s name such as “REALTOR®,” “Commercial Real Estate,” “Association Management,” or “Home Ownership Matters.” 8 Rewards Program: Full-featured rewards program that allows cardholders to earn reward points for purchases and redeem for cashback, travel, merchandise, event tickets, charity donations and more. 8 Annual Fee Waiver: No annual fee for either the personal or business credit cards—a value of $85 on business credit cards. 8 Additional Products: Secured credit cards and reloadable prepaid debit card (scheduled for 2015) options will also be available as part of this program.

One of Many Benefits from Your Credit Union The options and features of the REALTOR®Credit Card reflect how the Credit Union understands the unique needs of NAR members. Your Credit Union provides the best variety of financial products for REALTORS®, including: 8 Virtual banking, including personal financial management tools and state-of-the-art online banking services 8 Savings and investments products, such as traditional, money market, retirement savings accounts and more 8Checking, debit card and access to thousands of ATMs 8 Loans and lines of credit for personal, automobile and mortgage needs 8 Member Service Center Representatives to answer your questions 8 And for businesses, small business loans and lines of credit (up to $50,000), membership eligibility and credit qualification apply. RE Bob Goldberg is NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

3 Steps

to Getting the Most out of Your Online Leads by Wendy Forsythe

f you want to build a successful and profitable real estate business, then you need leads, and lots of them. Online leads can add to your bottom line and be a tremendous source of income, but most real estate professionals haven’t put the right

systems into place to really monetize these opportunities.

Before you spend money on an ad campaign or lead-buy program, there are three steps you need to take to ensure that your investment is going to result in the desired return.

Step 1: Have proper tracking in place A client relationship management (CRM) tool is critical. If your CRM tool is your email inbox, then you will fail. You need a system that will keep track of incoming leads, and you need to be committed to using that system. Successful agents document every interaction with a lead and utilize the CRM functionality to schedule follow-ups. People often ask me, “What is the best CRM to use?” My answer is the one that you’re going to commit to using. I have a favorite CRM tool, but the reality is that it doesn’t matter. Committing to using the system is where the real key to success lies.

Step 2: Have a proper lead conversion plan Internet lead gurus convert online leads because their lead conver-

46 November 2014 RISMedia’s REAL ESTATE

sion plan is the right combination of response time and ongoing follow-up. MIT recently performed a sales study that determined that you’re 100 times more likely to reach a lead if you call within the first five minutes of registration. Are you contacting your leads as soon as they register? Not only is call-response time critical to your success, so is proper follow up and lead nurturing. Drip campaigns, e-alerts and monitoring tools are all components of successful follow-up.

Step 3: Understand where your leads are coming from. Are they shared or exclusive leads? For a smaller cost per lead, you can purchase leads that are considered “shared leads.” Shared leads are leads that have been given to you and at least one other agent at the time of registration. If you’re buying shared leads, response time is critical, so you should plan ahead. If a lead comes in, you’ll want to be the first to respond.

On the other hand, leads coming from a pay-per-click campaign will be exclusive, meaning only coming to you; however, they usually cost more and may or may not be a better lead. Success with online leads comes from developing a system and working that system. If you’re interested in more information on this topic, send me an email and request our white paper, “How Successful Agents Capture, Convert, and Cash-In With Online Leads.” RE

Wendy Forsythe is the executive vice president and head of global operations at Carrington Real Estate Services, where she is responsible for the operations and growth of the national brokerage with offices in 22 states and 1,500 agents. You can email her at wendy.forsythe@carringtonres.com. To learn more about taking your career to the next level with Carrington Real Estate Services, visit www.carringtonrealestate.com/join.

RREIN RREIN

RISMedia’s Real Estate Information Network®

NIERR

RREIN

Empowering NIERR

RREIN

Brokers

NIERR

RREIN

Sales Associates Consumers 48 November 2014 RISMedia’s REAL ESTATE

{Trending}

Survey Indicates

Credit Expansion

Headwinds by Ken Fears

he mortgage market was buffeted by a number of changes in 2013 and 2014; among them, higher fees at the Federal Housing Administration (FHA) and changes to underwriting as required by

the Ability-to-Repay (ATR) and Qualified Mortgage (QM) Rules. In April of this year, NAR Research conducted its second Survey of Mortgage Originators. This second installment queried a sample of mortgage lenders about the actual impact of the ATR/QM rule three months after implementation, in addition to questions about the impact of changes to the FHA program.

RISMediaâ&#x20AC;&#x2122;s REAL ESTATE November 2014 49

90.1% Since January 10, what

share of your production has been for safe harbor QM, rebuttable presumption QM and non-QM?

8.3%

Safe Harbor QM

Rebuttable Presumption QM (standard

1.6%

Non-QM

Source: NAR

definition or FHA)

Respondents indicated that nonQM lending accounted for just 1.6 percent of production by respondents in this sample and 8.3 percent were rebuttable presumption. Furthermore, non-QM lending was restricted to high-balance and/or high-quality lending. And investor preferences were important: 68.4 percent of respondents indicated that they did not produce non-QM loans based on investors’ preferences, and a surprisingly high 50 percent indicated a reluctance by investors to purchase rebuttable presumption QM loans. However, an encouraging 73.7 percent of respondents indicated that they had fully adapted to the new rules, well ahead of expectations reported by respondents in the January survey. What about loans that didn’t get made? Since January 10, nearly half of respondents indicated they had had some issue closing a loan due to the ATR/QM rule. Lenders handled these issues in a variety of ways. For loans that did not meet

50 November 2014 RISMedia’s REAL ESTATE

the 3-percent cap on points and fees, the most cited method for handling them was to reduce the fees, but on average, 21.3 percent of such applications were not originated, and outsourcing of services was used for 18.9 percent of those originated. In addition, 43.8 percent of respondents indicated that the fees for outsourced services where higher than in-house services. Financing fees was the least frequent response. To limit their risk, roughly half of respondents did not use buffers ahead of the 3-percent cap, 43 percent Debt-to-Income (DTI), or rebuttable presumption boundary(s), and 5.3 percent eliminated them in the three months since inception. Buy-back risk and inability to discover all information about the consumer’s ability to repay the loan were the most often cited reasons for the use of buffers. Even though 73.7 percent of originators had adapted to the rules, 22.2 percent of respondents indicated that they

would not phase out buffers on QM safe harbor and rebuttable presumption parameters even once they are fully adapted. FHA’s premiums have also been on lenders’ minds. Increases to the FHA’s upfront and annual mortgage insurance premiums since 2010 and permanent MI (Mortgage Insurance) policy have undermined an average of 5.7 percent potential purchases where the consumer could not afford FHA’s fees or conventional financing. In most cases, a consumer faced with the higher fees chose not to buy or to put off buying indefinitely or were able to qualify for Veterans Affairs (VA) or a Rural Housing Services (RHS) loan. Conventional financing was cited nearly half as often as an option and originators indicated that it is decidedly more difficult to get financing in the conventional space for a borrower with a higher Loan-to-Value (LTV) or lower FICO. Finally, roughly 10.5 percent of originators indicated that the FHA’s 100 percent mortgage insurance guarantee was not important for lending to high LTV or low FICO borrowers, while 26.3 percent indicated that they would not lend without it. An additional 57.9 percent indicated that it was important to different degrees, and 5.3 percent were uncertain. The survey results suggest that originators have made strides adapting to the ATR/QM rules in the current environment, but that buffers, along with liquidity and buy-back concerns, may limit expansion of credit to the full credit box. In addition, FHA’s insurance is important for lenders. Moves to limit it have and will impact access for some borrowers. RE Ken Fears is the director, Regional Economics and Housing Finance, for the National Association of REALTORS®.

Challenges

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your challenge

growing your business and standing apart from your competitors

REALTOR sOlUTIOns

® ®

nar nar offers offers a a wide wide selection selection of training options of training options for for brokers and their agents brokers and their agents

NAR members benefit from a lifetime of learning opportunities, including classroom and online courses, training toward designations and certifications, webinars, and a Master’s Degree in Real Estate. REALTOR® University Master of Real Estate Program. REALTOR® University offers a Master of Real Estate degree for real estate professionals who are interested in furthering their education to enhance their career and improve their business. REALTOR® University’s Master of Real Estate helps brokers and their agents differentiate themselves with concentrations that cater specifically to the practical needs of real estate professionals. www.RealtorU.com/masters-real-estate/ D&C

NOV.

Designations and Certifications. Since 2001, the NATiONAL ASSOciATiON Of REALTORS® has offered professional development courses to NAR members. These courses are available online from REALTOR® University, and tackle relevant business ideas, topics and trends affecting the market, and reward students with over 12 designations and certifications specific to the topic(s) addressed. Many of these designations and certifications can now be used for continuing education credit in local real estate license requirements. www.REALTOR.org/designations Continuing Education. REALTOR® Designation Awareness Month is recognized annually in the month of November. The NATiONAL ASSOciATiON Of REALTORS® encourages brokers and their agents to increase their professionalism, proficiency and income through pursuance of an officially endorsed NAR designation or certification. www.REALTOR.org/education

November is Designation Awareness Month! Enjoy 20% off NAR official designation and certification online courses through REALTOR® University.

Manage showing activity here, there or anywhere.

Are you going to the REALTORS® Conference & Expo in New Orleans November 07-10, 2014? Visit us in booth #629 for a chance to win an iPad mini!

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Personal Service Meets High Tech: The New Standard No More Phone Tag! CSS has transformed the way agents schedule appointments and manage showing activity with courteous and knowledgeable customer service, the intuitive interface of Showings.com and the convenience of the CSS Mobile App. It’s about the seamless integration of personal service and user-friendly technology that delivers accurate information in real-time, every day. Introducing CSS Scheduler... CSS Scheduler, powered by Showings.com, is an online scheduling tool integrated in the MLS system, providing a single interface for all active MLS members to schedule and manage showing appointments online.

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High-Tech Meets Personal Service:

The New Standard

by Paige Tepping

Centralized Showing Service equips real estate professionals with the tools they need to deliver real value to their personal relationships with buyers and sellers

he real estate industry has benefitted greatly with the evolution of technology over the last two decades; brokers and independent

agents alike are devising communication strategies and expanding their use of mobile technology to stand out from the competition. The ultimate goal? Delivering real value to the personal relationships they’re fostering with buyers and sellers.

While developing meaningful relationships is all about sharing value and building trust with clients, an agent’s effectiveness is ultimately determined by the relevance and timeliness of the information being shared. That’s where Centralized Showing Service (CSS) becomes an essential part of an agent’s life, every day. With a steadfast commitment toward seamless integration of personal service and user-friendly technology that delivers accurate information in real-time, CSS is continuing to improve the way real estate professionals interact with their clients.

RISMedia’s REAL ESTATE November 2014 53

CSS has transformed the way agents schedule ap- ing activity. All communication is processed and shared pointments and manage showing activity. They’ve done immediately for all parties. this with courteous and knowledgeable customer serKeeping the lines of communication open among evvice representatives, an easy-to-use mobile app and eryone is crucial. “CSS allows me to set contact prefthe website Showings.com. For Anita Colletti, president erences that work best for each individual client,” says of the Bonita Spring-Estero Association of REALTORS® Colletti. Sellers insist on having convenient and instant (B.E.A.R.) and a REALTOR®with John R. Wood Properties communication options available to them. CSS will noin Florida, the benefits offered through CSS go a long tify the seller of showing requests directly by phone, text way toward helping her provide a greater level of service message and/or email. Sellers greatly appreciate the to clients with less time and effort—whether she’s in the ability to quickly approve or decline a showing request office or out showing homes. from their mobile devices. “That means no phone tag, Appointments on CSS member listings are easier for no missed showings and no more lost sales opportushowing agents because they can nities,” continues Colletti. There’s schedule an entire day of multiple also the option to provide sellers showings with one quick phone call. with access to the reports generCSS Customer Service Representaated on Showings.com. “Or you can tives take calls on behalf of listing opt to send the reports yourself, agents to schedule and confirm which acts as a good conversation all appointments, cancellations starter.” and reschedules. Agents can even Many MLSs across the nation schedule online at Showings.com, have seen firsthand the tangible or through the CSS Mobile App— benefits associated with the widewithout making a call—24 hours spread adoption of a centralized sysper day. tem to schedule, organize and man“As a longtime user of CSS, I age showing appointment activity. have relied upon them to sched– Anita Colletti, In addition to offering full-service President of the Bonita Spring-Estero ule all my showings,” says Colletti. and mobile options for agents and Association of REALTORS® (B.E.A.R.) “One call gets me through to a real brokers, CSS provides an MLS soluBonita Springs, Fla. person. They’re always prompt, tion as well: CSS Scheduler. Adoptcourteous and knowledgeable and ed by many MLSs nationwide, CSS all my showing information is stored Scheduler can be integrated directly in one place online. Sharing showing activity through into the MLS, providing a single interface that can be Showings.com and the mobile app keeps me closer to used by the MLS’ subscribers to schedule showings on my clients than ever before.” all listings. “This online showing management system is With more prospective buyers and sellers going online a huge benefit for agents,” says Colletti. “They can book for their real estate needs, keeping up with mobile tech- showings directly from within the MLS. Quick showing nology is more critical than ever. Agents are conducting notifications are sent automatically. Agents can access business 24/7 from anywhere. The CSS Mobile App, for the information they need in the MLS and choose how iOS and Android, allows agents to provide their clients a they wish to be notified. There’s no more phone tag.” higher level of communication and service. Colletti was instrumental in adding CSS Scheduler to the “The CSS Mobile App allows me to schedule an entire B.E.A.R. MLS, which was launched in October 2014. day’s worth of appointments at one time. Other features Nearly two decades ago, CSS was created to address of the mobile app are critical in my day-to-day workflow, the issue of home-showing inefficiencies within the resisuch as the ability to manage my showing activity, view dential real estate community. The structured way CSS upcoming appointments, access showing instructions handles showing requests is concise, consistent and and lockbox codes, map a showing tour, and even provide reduces the opportunity for error. CSS currently servicfeedback. CSS makes it so much easier for an agent to es close to 100 MLSs and markets, serves more than work in the field,” adds Colletti. In addition to schedul- 155,000 subscribing full-service members, and more ing and showing properties, the CSS Mobile App allows than 400,000 REALTORS® touch their system each the listing agent to manage their listings, edit showing month to book showings. RE instructions and access seller contact information. In addition, the app also provides a seller portal, allowing For more information, please contact 877-688-7469, info@showings.com or sellers to approve showings on-the-fly and monitor show- visit www.showings.com.

“No more phone tag, no missed showings and no more lost sales opportunities.”

54 November 2014 RISMedia’s REAL ESTATE

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

REBAC Hall of Fame Highlights the

Top Crop

in Buyer Representation by Zoe Eisenberg

ach November, as agents are in full-swing for the fall buying and selling season, the Real Estate Buyerâ&#x20AC;&#x2122;s Agent Council (REBAC) acknowledges the achievements of its most accomplished members by inducting them into the REBAC Hall of Fame. Initially nominated by their peers and then selected by a panel of industry leaders, REBAC Hall of Famers demonstrate outstanding work ethic, a commitment to their buyers and the proven ability to not only survive, but flourish, in the ever-changing real estate industry.

RISMediaâ&#x20AC;&#x2122;s REAL ESTATE November 2014 57

This month, REBAC welcomes its latest top crop of Accredited Buyer’s Representatives (ABR®) to the REBAC Hall of Fame. These real estate professionals are utilizing their ABR® designation to grow their business, set themselves apart from the competition, educate themselves and their clients, and represent buyers with passion, innovation and integrity. “As an exclusive buyer agent, I am not a ‘salesperson’; I am an expert that offers a service-oriented approach representing the buyer’s interest,” says real estate broker/owner, exclusive buyer agent and recent 2014 REBAC Hall of Fame inductee Lora Cusumano, who has been working in real estate for 11 years. “I go out of my way to gather as much information as I can to help my buyer client make an educated decision on whether or not to buy a particular property, and devise the best negotiating strategy for them,” says Cusumano, whose favorite way to help her clients is to educate them. 2014 REBAC Hall of Fame inductee and long-time real estate veteran Eloise Erikkson Martin shares Cusumano’s belief in making education a priority: “Every year, I start off with a personal note to my sphere and past clients providing an update of the real estate market and letting them know how much I appreciate their business,” says Martin, who has been active in the real estate industry for 30 years.

58 November 2014 RISMedia’s REAL ESTATE

However, clients aren’t the only important component of the education equation. “I am always educating myself though continuing education, designations and through experiences,” says Cusumano, who notes that one of her preferred methods of staying up-to-date revolves around her ABR® designation. “I love the Today’s Buyer’s Rep publication. It always has awesome tips and articles that I have successfully used in helping my business grow,” Cusumano comments. “I believe in the importance of continual education, in-depth market knowledge, communication and delivery of extraordinary customer service,” says Martin, who stresses that ABR®’s ongoing education and information, programs and updates help her stay on top of the issues and trends to successfully serve her buyers. Rick Conley, a 2014 REBAC Hall of Fame inductee and ABR® course instructor, can speak volumes about the importance of education. A licensed broker and agent who has been working in the real estate industry since 1988, Conley frequently promotes the importance of NAR/REBAC courses to brokers and associations. “I love the value of buyer representation and convey the benefits to my attendees in the course, promoting the ABR® as a much higher level of professionalism and service,” says Conley. When Conley is on stage speaking to agents and brokers, he makes sure that all of his classroom topics are practical and valuable, providing the attendee with takeaway materials directly related to their practice. “My goal is to engage,” says Conley. “I conduct seminars on a one-to-one level.” 2014 REBAC Hall of Fame inductee, the Greater Metropolitan Association of REALTORS® (GMAR)— the largest local Association of REALTORS® in Southeast Michigan—houses several continuing education courses, designation courses, and REALTOR® Code of Ethics training for real estate professionals looking to improve their services. “Since the program’s inception in 2010, we’ve had just under 3,000 REALTORS® complete a REBAC course with us in southeast Michigan,” says Vickey Livernois, the association’s education director. REBAC inducted GMAR into its 2014 Hall of Fame for its widespread promotion of the ABR® course and buyer representation awareness among its more than 6,000 real estate members. “GMAR agent training focuses on this elevated service level and designs offerings that prepare today’s real estate professional for the emerging buyer client,” says Duane March, GMAR’s CEO. “I want to be an invaluable resource to my clients

and sphere and be a person they can always depend on,” says Martin, who stresses that her ABR®designation helps present her as dependable and knowledgeable. Martin uses the marketing materials provided by ABR® to educate and inform her buyers through their entire real estate transaction. It’s these added touches that really differentiate ABR® designated REALTORS® from their competition. “Today’s consumers are smarter than ever because of the Internet,” explains Cusumano. “Buyers are now researching real estate firms and designations and interviewing agents before hiring the ‘right’ buyer agent,” she continues. “Also, listing agents in my local boards that don’t like to work out of their area love to refer buyer clients to me because they know what my designation represents.”

“Today’s consumers are smarter than ever because of the Internet. Buyers are now researching real estate firms and designations and interviewing agents before hiring the ‘right’ buyer agent.” – Lora Cusumano 2014 REBAC Hall of Fame Inductee

The difference between ABR® designated professionals and other agents is something that Conley stresses during his educational seminars; “I strive to help agents understand that if they can educate their buyers of the value of an ABR® designated agent, and the difference from an ordinary representative, they will be rewarded with a lifetime of referral and repeat business.” From growing their businesses to providing opportunities for continued education, these inductees are proof that having your ABR® designation automatically gives you, the real estate professional, a foothold above the competition. RE The Real Estate Buyer’s Agent Council (REBAC) has over 30,000 members, including 25,000 ABR® (Accredited Buyer’s Representative) designees. Any REBAC member holding either the Accredited Buyer’s Representative (ABR®) or the Accredited Buyer’s Representative Managers (ABRMSM) designation is eligible for the REBAC Hall of Fame. For more information about the REBAC Hall of Fame, please visit www.REBAC.net/HOF.

2014 Sponsors

Renowned Journalist Bob Woodward to Keynote RISMedia’s Power Broker Dinner

amed investigative journalist for the Washington Post and prolific non-fiction author, Bob Woodward, will serve as the special guest speaker at RISMedia’s upcoming Power Broker Dinner on Nov. 7 in New Orleans. Woodward’s presentation is sponsored by the event’s Diamond-level sponsor, Bank of America Home Loans.

Bob Woodward has worked for The Washington Post since 1971. He and Carl Bernstein reported on the Watergate scandal for which The Post won the Pulitzer Prize in 1973. Woodward was the lead reporter for The Post’s articles on the September 11 attacks that won the National Affairs Pulitzer Prize in 2002. Woodward has authored or co-authored 17 books, including “All the President’s Men,” and his most recent book, “The Price of Politics,” an examination of how President Obama and Republican and Democratic leaders attempted to restore the American economy. During RISMedia’s 19th Annual Power Broker Reception & Dinner, taking place on Nov. 7 in the Grand Ballroom of the New Orleans Marriott, Woodward will provide an insider’s look on the current political environment in Washington, D.C., and the conflict in the Middle East. RISMedia’s annual Power Broker Reception & Dinner is an exclusive, invitation-only event honoring the Top 500 brokers in RISMedia’s Annual Power Broker Report & Survey, published this past April. The event will also be highlighted by the presentation of the following industry awards:

RISMedia’s National Homeownership Award Sponsored by Bank of America Home Loans The National Homeownership Award is bestowed upon a member of the real estate community who continuously demonstrates extraordinary contributions toward increasing homeownership and building better communities.

RISMedia’s ‘On the Shoulders of Giants’ Award Sponsored by RE/MAX, LLC The On the Shoulders of Giants Award was created to recognize those individuals whose efforts, works, deeds and character exemplify superior achievements in and for the real estate industry, yet whose efforts often go unnoticed.

RISMedia’s Real Estate Leadership Award Sponsored by Buffini & Company The Real Estate Leadership Award is designed to honor an industry visionary who embraces innovation and exercises resilience to blaze new paths to success for real estate professionals and consumers alike.

Diamond Level Bank of America Home Loans Platinum Level Citibank Master Level Berkshire Hathaway HomeServices Better Homes and Gardens Real Estate Buffini & Company Dell ERA Real Estate National Association of REALTORS® Prudential Real Estate realtor.com® RE/MAX, LLC Host Level GARDNER REALTORS® Homes.com HomeSmart International HSA Home Warranty Leading Real Estate Companies of the World® Mobile Real Estate Pillar To Post Home Inspectors Point2 Realty Executives International Realtors Property Resource® Trulia Zillow Event Level American Home Shield Lone Wolf Real Estate Technologies PCMS Real Estate Digital The Real Estate Book RealtyTrac RentalRoost

RISMedia’s Tech Titan Award Sponsored by Dell The Tech Titan Award is presented to brokerage leaders who have demonstrated an exceptional ability to adapt and integrate new and innovative tools and services within their organization to improve and enhance the overall consumer experience. RE

RISMedia’s REAL ESTATE November 2014 61

RISMedia’s Real Estate CEO Exchange at Manhattan’s Yale Club welcomed 200 Power Brokers and industry leaders.

Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Realty, shared strategies for creating a winning culture.

NAR Director of Real Estate Services, Ken Trepeta, presented a regulatory update, sponsored by Citi.

Scene & Heard Power Brokers Strategize for Success at RISMedia CEO Exchange

n elite gathering of 200 of the real estate industry’s top brokers and leaders took place on Sept. 9 and 10 during RISMedia’s Real

Estate CEO Exchange held at the Yale Club in New York City. Expressly designed for select, leading broker/owners and their respective leadership team members, the overall theme of the sold-out event was, “Raising Your Value Proposition: Key Strategies for Operating in Today’s Economy.” 62 November 2014 RISMedia’s REAL ESTATE

This year’s CEO Exchange featured approximately 30 expert speakers and panelists, largely comprised of Power Brokers from across the country, participating in more than 10 sessions and presentations that targeted key issues confronting today’s brokers and their firms, including the following keynote presentations:

Panelists discuss the impact of Big Data (l to r): Jenya Denissova, Google; Dale Ross, RPR; James Harrison, MLS Listings

Gino Blefari, Founder, Intero Real Estate; Incoming CEO, HSF Affiliates - The Power Broker Perspective: Running and Operating a Firm in Today’s Market Ken Trepeta, Director of Real Estate Services, National Association of REALTORS® - The Future of Affiliated Business Arrangements: How to Protect Mortgage, Title, Insurance Revenue…and More – sponsored by Citi

Vince Leisey, Broker, Coach and Speaker, Berkshire Hathaway HomeServices Ambassador Realty - Crafting a Winning Culture for Your Firm

Dave Liniger, Founder and Chairman, RE/MAX - The Franchise Perspective: One-on-One with Dave Liniger – sponsored by Bank of America Home Loans

Brokers tackle the future of affiliated business arrangements (l to r): Ed Krafchow, BH&G Mason-McDuffie; Dick Schlott, Gloria Nilson & Co. Real Estate; Joan Docktor, BHHS Fox & Roach REALTORS®; Merle Whitehead, Realty USA

Kevin Kelleher, President and CEO, Cartus - Employee Mobility Trends Affecting Residential Real Estate Brokerages Greg Schwartz, Chief Revenue Officer, Zillow - After the Acquisition: What’s Next for Zillow and Organized Real Estate?

Paul Boomsma, President, Luxury Portfolio International®; COO, Leading Real Estate Companies of the World® - The Move-up and Luxury Marketplace: Why High-end is on the Rise

Brokers exchange recruiting and retention tactics (l to r): Kevin Levent, BH&G Metro Brokers; Anthony Hitt, Engel & Völkers North America; Mike Schlott, the Randall Family of Companies

Innovators shared stand-out marketing strategies (l to r): Ken Baris, Jordan Baris REALTORS®; Thad Wong, @properties; Jennifer Marchetti, Better Homes & Gardens Real Estate; Charlie Young, ERA Real Estate; Alon Chaver, Trulia

Special presenter Kevin Kelleher, president and CEO of Cartus, provided insights into employee mobility trends.

RISMedia’s REAL ESTATE November 2014 63

CEO Exchange guests network at the Opening Reception in the Yale Club library, sponsored by Better Homes and Gardens Real Estate

Creating a Culture of Accountability

Left to right: Greg Sexton, CENTURY 21; Kevin Levent, BH&G Metro Brokers; Byron Kelly, Prudential Realtycenter. com; Dick Schlott, Gloria Nilson & Co. Real Estate

The challenges of profitably operating a brokerage firm in today’s market are many, but key to doing so are leadership skills and accountability systems. This was the message delivered by Gino Blefari, incoming CEO for HSF Affiliates and former founder, president and CEO of Intero Real Estate, as he opened the CEO Exchange with a detailed blueprint of how he led Intero to become the No. 1 real estate company in Silicon Valley today. Key to his approach at Intero was creating a culture of accountability through a series of systems that continually track managers’ and agents’ most important goals as well as their “small wins.” “Most of us resist accountability,” Blefari said. “However, accountability can be magic. By making regular commitments about what you’ll do and what you want to manifest in your lives, you are able to produce breakthrough results and expand yourself in ways you didn’t think you could.” The ‘wow’ moment came when Blefari revealed the company’s projected profits over last year. By increasing per-person productivity, recruiting efforts and more detailed budgeting, the company’s projected profit is expected to jump from $11 million in 2013 to more than $26.5 million. “That’s the power of a small win,” he said. “It’s those little things that ultimately have a huge impact.”

Left to right: Candace Adams, BHHS New England Properties; Joan Docktor, BHHS Fox & Roach REALTORS®; Marsha Rand, BH&G Rand Realty

Exclusive networking opportunities also took place during RISMedia’s CEO Exchange, including: a Welcome Reception, sponsored by Better Homes and Gardens Real Estate; a Networking Luncheon, sponsored by Trulia; and “The Ultimate Power Broker Open House Experience” Closing Reception, sponsored by Halstead Property, a member of Luxury Portfolio International®, where attendees took part in a private tour of one of New York City’s most exclusive listings (see this month’s cover story, page 108). 64 November 2014 RISMedia’s REAL ESTATE

RISMedia President & CEO John Featherston with Opening Keynote Speaker, Gino Blefari, incoming CEO, HSF Affiliates

Brokers share their “biggest mistakes” (l to r): Helen Hanna Casey, Howard Hanna Real Estate; John Heithaus, BuyerMLS; David Romero, CENTURY 21 Award; Joe Rand, BH&G Rand Realty

Hashing out the Zillow/Trulia merger at the CEO Exchange Luncheon, sponsored by Trulia: Paul Levine, Trulia; Greg Schwartz, Zillow

During a Networking Luncheon, sponsored by Trulia, Paul Levine, COO of Trulia, assured conference attendees that real estate consumers are still the primary focus for the companies. “Our focus is creating great solutions for consumers and helping them through a very complex process,” said Levine. Immediately following the luncheon, Featherston had a chance to talk shop with Greg Schwartz, chief revenue officer of Zillow. According to Schwartz, Zillow plans on continuing to build partnerships built on values. “We want to build the most efficient platform in the history of real estate,” said Schwartz. “We have some expertise in marketing on digital devices. We need to make that expertise work for you as well.” RE

John Featherston goes one-on-one with RE/MAX Founder & Chairman Dave Liniger during a special presentation, sponsored by Bank of America Home Loans

For detailed recaps on CEO Exchange sessions, please visit RISMedia.com and enter “CEO Exchange Exclusive” in the search field.

Dave Liniger Predicts ‘Significant Increase’ by 2016

RISMedia Editors Maria Patterson, Beth McGuire, Nick Caruso and Suzanne De Vita contributed to this report.

During a special session at RISMedia’s Real Estate CEO Exchange, “The Franchise Perspective: One-on-One with Dave Liniger,” RISMedia President & CEO John Featherston sat down with the RE/MAX Founder and Chairman for a candid interview about the past, present and future of the real estate business (see the full recap on page 30). According to Liniger, “The recovery has not really happened as rapidly as any of us would have expected. Statistically, there is business out there, but you have to be more competitive, better, and smarter than the competition to get it. I see a significant increase around the middle of 2015 into 2016 and 2017.” Liniger also addressed the roadblock being created by government regulations. “Real estate firms should be a one-stop-shopping operation and the government is going to try and stifle that,” he told the audience. “I think the regulation front will loosen up in the future, but we have to be active and out there doing things about it.”

Addressing the Zillow and Trulia Merger The future of Zillow and the acquisition of Trulia was also a hot topic at RISMedia’s 2014 CEO Exchange.

2014 Event Sponsors Diamond Level Citibank Master Level Bank of America Home Loans Berkshire Hathaway HomeServices Better Homes and Gardens Real Estate Century 21® Real Estate • ERA Real Estate National Association of REALTORS® Prudential Real Estate • realtor.com® • Trulia Host Level Mobile Real Estate Realty Executives International, LLC Realtors Property Resource® • Zillow Event Level Homes.com • HSA Home Warranty Pillar To Post Home Inspectors • Point2 RealtyTrac • The Real Estate Book

RISMedia’s REAL ESTATE November 2014 65

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A Real Estate Machine: Realtors Property Resource® Helps Agents Become More Efficient by Zoe Eisenberg

eal estate is an extremely complex industry. From tracking market changes to connecting with clients and acquiring new listings, the average real estate professional tackles a heaping plate, daily. However, with the right toolset, it’s possible to work not only faster, but smarter.

The National Association of REALTORS®’ Realtors Property Resource® (RPR®), the largest comprehensive database of parcel-centric property information in the industry, can step in to help you bolster your branding, become more efficient, and position yourself as the prime source of real estate information, seamlessly. An exclusive benefit to NAR REALTOR® members, RPR aggregates hundreds of datasets on more than 160 million properties, acting as an online real estate library with no public access, which now features a mobile app: RPR MobileTM. “When my buyers call me and say they like a home they’ve seen online, I can one-up the consumer portals by sending them a detailed property report from RPR that includes not only the basic property details, but also a home’s entire history and neighborhood information,” says Nicole Nicolay, a REALTOR® Associate with the Engel Group at J. Rockcliff REALTORS® in Pleasanton, Calif., who notes that RPR is an integral resource for her business. The tool provides an all-inclusive report with details like demographics, tax assessments, public records, default, REO, foreclosure and pre-foreclosure data, as well as MLS/CIE-provided information, zoning, liens, school districts and flood plain maps. The fact that it’s included in your NAR dues only sweetens the pot. “The RPR mobile app gives me the power to have all the answers and information I need no matter where I may be,” says Nicolay. “Whether I’m at an open house, out with a client or taking my kids to basketball practice, I can easily retrieve the info I need to immediately answer my client’s question or schedule a showing.”

With REALTOR® parents, Nicolay has been involved in the real estate business her entire life. “Even as a child, I walked farms, worked in the office and helped out with marketing tasks.” In 2005, Nicolay launched her first two real estate marketing companies—Effektive Solutions and Agent Evolution—which have both since been acquired. While Nicolay is a marketing pro, she is actually a new agent. “I got my real estate license in July and joined my parents in the family business,” she explains. What does Nicolay love most about using RPR? The efficiency. “When I meet potential clients at my open houses, I always offer to send them a property report or neighborhood report from my mobile phone while talking to them,” says Nicolay, who notes that these easy-to-use reports are her favorite RPR feature. “I also love that I can be without my laptop or iPad and simply use the RPR app on my phone to check out a property, get the specifics and use the one-touch button to call the agent for a showing. “In addition to sending property and neighborhood reports to existing clients, I also send market activity reports to past clients,” says Nicolay, who chooses a few past clients per week and sends them a market activity report for their area with a personal note attached, helping to strengthen her relationships. RPR also goes a long way toward bolstering Nicolay’s personal branding, with customizable reports and data that is easy to create and deliver. “My company branding and contact info are on the cover of every report I generate,” explains Nicolay. “So if potential clients receive a report via email or take a printed report from one of my open houses, I know they are always able to reach me, and know exactly who provided them with the information.” RE For more information, please visit www.narrpr.com.

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Extra Protection, Extraordinary Service Maintaining Focus with Competitive E&O Coverage by Nick Caruso

lthough we aim to do our best on the job every single day, mistakes are sometimes made. Despite our best attempt to minimize those occurrences, we are human, and the real estate industry is regrettably not immune to the minor mess-up. Large real estate companies need further protection than just their Business Office Package Policy. For full protection from mistakes made while acting on behalf of another party, Error and Omissions insurance (E&O) can provide coverage from situations such as a misrepresentation of facts or failure to disclose a known piece of information to a buyer. Having a program such as the Norman-Spencer Top Tier Real Estate Errors and Omissions Insurance Program can ease the minds of agents and brokers, allowing them to focus on what’s most important: how to best serve their buyers and sellers. Coldwell Banker Vanguard Realty knows all about the significance of having a trusted E&O insurance program. Having served the Jacksonville, Fla., market since 1977, Vanguard Realty began as an independent and affiliated with various companies throughout the years, finally landing with Coldwell Banker in 2010. Notably, the company is the official real estate company and relocation partner of the Jacksonville Jaguars, a marketing relationship that started three years ago, giving Vanguard Realty the license to use the Jaguar’s logo on marketing materials and vice versa in the stadium. In addition, the market has fared well for the company this year, according to President Pete Dalton. “The market in 2014 has been very similar to 2013. The last half of this year is shaping up better than the last half of last year, and sales are up 18 percent year-over-year as compared to an average growth of 2 percent in the market.” “One of the challenges we’re seeing is that a lot more people want to re-enter the business after exiting when the market went down,” says Donald Gulick, CFO, Coldwell Banker Vanguard Realty. “We’re setting up a program that addresses the needs of those agents. As new agents come in, you need different types of programs 68 November 2014 RISMedia’s REAL ESTATE

and marketing to give them the additional training that they need.” To help get agents up to speed, the company offers a program Dalton calls “Concierge Service,” which enables agents to order marketing materials online, giving them a tremendous advantage in the market. This, along with the Norman-Spencer Top Tier Real Estate E&O Program, has helped Vanguard Realty retain agents that bring in $2 million or more in sales, securing them an average production per agent rate of $4 million in sales—highly impressive numbers for a market with average sales prices hovering around $200,000. Partnering with REO Advisors, a national insurance agency specializing in Real Estate E&O insurance, also gives Vanguard Realty a competitive, differentiating edge in their market. In 2012, the company contacted REO Advisor’s National Account Executive, Anthony Burgos, in order to compare other programs’ coverages and rates to their then-current policy. After comparing various available E&O programs, Burgos ultimately recommended the Norman-Spencer Top Tier Real Estate E&O Program as its comprehensive policy coverages best matched Vanguard Realty’s coverage needs.

houses, lockboxes, discrimination defense, environmental hazards, and much more, taking the weight of potential incidents off management’s chest. According to Michael Ryder, National Program Director for Norman-Spencer, the company is in the process of rolling out an expanded policy with even more enhanced coverage options to further serve its real estate customers going forward. “I would certainly recommend REO Advisors and the Norman-Spencer Top Tier Real Estate Errors and Omissions program, and have in the past. I have no hesitation doing so,” says Gulick. “Our relationship with Anthony at REO Advisors and Norman-Spencer has been positive both in pricing and in customer service, and we all appreciate that here,” concludes Dalton. If you would like to discuss your E&O coverage with REO Advisors, the agency for Coldwell Banker Vanguard Realty, they can be reached at www.reoadvisors.com. The Norman-Spencer Top Tier program is available through most insurance agencies, however, you may also choose to have your local insurance agent contact NormanSpencer agency at www.norman-spencer.com/toptier.

Key Relationships Crucial to Growing Success “I would certainly recommend REO Advisors and the Norman-Spencer Top Tier Real Estate Errors and Omissions program, and have in the past. I have no hesitation doing so.” - Donald Gulick CFO, Coldwell Banker Vanguard Realty

“We had 30 days to get the proposal together, get quotes, and lock things up. Anthony went out of his way to accommodate us and work with us. That’s a fairly short time to put a package together and get everything organized and presented. It worked out nicely and we’ve been with REO Advisors and Norman-Spencer’s Top-Tier E&O Program since September 2012,” says Gulick. The overriding reason Vanguard made the switch was due to REO Advisors’ outstanding customer service. “If there’s any information that I need, or any turnaround needed, Anthony provides superb customer service that’s very quick, and that’s important when you’re dealing in this area of management,” adds Gulick. Thanks to its new E&O policy, Vanguard Realty is now covered for security incidents or data breaches, open

HSA Home Warranty proves to be the perfect resource for expanding brokerage by John Voket

uba Jewgieniew, CEO of Southern California-based Realty ONE Group employs a workforce of 5,500 REALTORS® staffing 23 office locations in the region, and counts more than 30 franchisees as key partners in the company’s growing success. As he readies to take the Realty ONE Group brand national next year, Jewgieniew is also evaluating key vendors who have the ability to grow alongside his company. One of those key vendors is HSA Home Warranty, whose home warranties are among Realty ONE Group clients’ most widely purchased vendor services. “As the number of real estate units sold continues at a strong pace, values will go up,” says Jewgieniew, who notes that the markets the company serves are enjoying healthier economic conditions and consumer confidence today. RISMedia’s REAL ESTATE November 2014 69

“I also see an anticipated stock market correction in the next six to nine months as an indicator of what’s to come,” adds Jewgieniew, “and it’ll be interesting to see how buyers, sellers and the overall housing market react. I’m expecting home values to continue rising incrementally, but the number of units closed to be flat year-overyear in 2015 and 2016. In the meantime, there’s no stopping our double-digit growth and we’re excited to be working closely with HSA, a quality and reputable organization.” While his company has been focused on franchising over the past couple of years, Jewgieniew and his key staff members took their time figuring out the most optimal business model. “We want to make sure franchisees are doing well,” says Jewgieniew. “After I started 10 years ago in Las Vegas, I copied the business model in Arizona, then in Orange County, Calif. We’re in eight states now and going nationwide in 2015.”

And when it comes to key vendors his clients use, Jewgieniew also cautions clients to choose very carefully. “Clients need to be very picky,” he says. “These days it’s all about the positive experience.” With the recent acquisition by American Home Shield (AHS), Jewgieniew notes that the new ownership brings greater potential as HSA grows concurrently with Realty ONE Group. “The beauty of HSA is that they’re growing into new markets.” And for Jewgieniew and his clients, “HSA’s comprehensive coverage and outstanding service is not only great for the transaction while it’s alive, but also because the consumer experience continues beyond the transaction. When consumers begin making a home, they want to know the best furniture store, preschool and trusted companies like HSA,” says Jewgieniew. “We’re the local experts, and make sure to discuss the benefits of working with HSA to all of our clients. Not only do they know their products, they’re competitively priced and they employ quality folks.” Jewgieniew says most of his agents are big fans of HSA as well. “HSA is a trusted vendor, and using trusted vendors is so helpful if something goes sideways during the transaction,” says Jewgieniew. “And they’re very good to our clients. Service really does matter to them.” “Not only does an HSA Home Warranty help us close thousands of deals for our agents, our relationship goes a long way toward calming the nerves of our clients,” concludes Jewgieniew. “Discussing the benefits of an HSA Home Warranty has become part of the boilerplate conversation we have with every applicable homebuyer and seller.” For more information, please visit www.onlinehsa.com.

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{RISMedia’s Great Spaces}

by Zoe Eisenberg

For Sale: The Most Expensive Listing in the Nation Want to live in the most expensive active listing in the country? Don’t we all. At $139 million, “Le Palais Royal” has carved out space as the priciest listing currently circulating. And it’s located in Florida, of all places.

The magnificent, French-inspired Beaux Arts masterpiece sits on Florida’s Atlantic Coast. The palatial, 60,000-square-foot estate roosts on more than four acres, with 465 feet of beachfront right on Millionaires Mile. In addition to a strip of sand named after a club of the richest of the rich, Le Palais Royal has a 492foot private dock, perfect for that private yacht you’ve always wanted, as well as an underground garage

with parking for more than 30 cars. If that isn’t enough for you, then you will be tickled to know that the entryway is marked by a 13-foot, 22-carat gold-leaf gate and a 26-foot entrance fountain, one of six outside waterfalls lining the estate. The front doors lead to a $2 million marble staircase with a steel-iron railing and (you guessed it) more gold leaf, which supposedly took craftsmen over two years to construct. In addition to the estate’s 11 bedrooms and 17 bathrooms, the space is also home to the first-ever IMAX Theater contracted for private use, featuring a 50 by 27-foot screen and seating for 18 with a bar. Currently under the final phase of construction, the space is slated for completion before the end of 2015, so start breaking open those piggy banks! Listed by: William P.D. Pierce, Coldwell Banker Residential Real Estate Listed for: $139 million RISMedia’s REAL ESTATE November 2014 73

In addition to the three-bedroom main house, the space also has an office tower overlooking the swimming pool. The two buildings are connected by a bridge, although unfortunately, it is not a drawbridge.

Photo Caption

Colorado Home Designed by a Disney Great This stunning contemporary Colorado home—located within a private community nestled in an aspen grove—features rich mocha oak floors, high-end finishes and stunning views of nearby Beaver Creek. Built in 2006, the sunny, well-lit space was designed by the late architect Peter Dominick, who designed many noteworthy Disney hotels. The home spans 5,358 square feet with four bedrooms and six bathrooms. Listed by: Catherine Jones Coburn, Slifer Smith & Frampton Real Estate, a member of Luxury Portfolio International® Listed for: $5,995,000

‘Real Estart’: When Art and Real Estate Collide What happens when an art curator puts his home on the market? The home itself acts as a living exhibit. Recently, Los Angeles County Museum of Art curator emeritus Maurice Tuchman put his Hollywood Hills West home on the market with an asking price of $5.75 million. The hilltop compound, built in 1995, was designed especially 74 November 2014 RISMedia’s REAL ESTATE

for Tuchman by museum architect Brent Saville and had a silver screen appearance in the 1999 film “The Limey,” directed by Steven Soderbergh and written by Lem Dobbs. With curved walls made of floorto-ceiling windows and panoramic views of mountains, ocean and cityscapes, the house is breathtaking in scale, views and amenities. One unique feature is a duo of windows showing sweeping views of two juxtaposing worlds: a protected canyon parkland, and a bird’s eye view of downtown Los Angeles. The kitchen is home to more than just state-of-the-art appliances; a tile mural depicts an apocalyptic projection of Capital Records being overtaken by natural elements and the passing of time.

Take a Bite Out of Georgia’s Gingerbread House Dreaming of a space good enough to eat? Head on down to Savannah, Ga., where one of the city’s most beloved venues—a delicate, gingerbread-style home—recently sold for $837,500. The sweet space is a real iconic piece of Savannah’s architecture, with intricately designed carpentry details and trimming. Built in 1899 by Cord Asendorf, The Gingerbread House is one of the most delicious examples of Steamboat Gothic architecture in the country, not to mention one of the most photographed homes in Savannah. While the space has switched hands, the new owners will continue to rent out the venue to hopeful brides-to-be and for other special events. Listed by: Franklin Williams and Chris White, Celia Dunn Sotheby’s International Realty Listed for: $837,500

Funnyman Jimmy Kimmel Laughs Out of Hollywood Hills Home Television personality, producer, screenwriter and budding bass clarinetist Jimmy Kimmel recently placed his old Hollywood home on the market for $2.299 million. What Kimmel lacked in class on “The Man Show” he made up for in his living space; The Hollywood Regency-style house, originally built in 1947, features a dashing wrought iron stair railing, a floorto-ceiling leaded glass bay window and glossy hardwood floors. Stretching over a glorious 3,605 square feet, the home has five bedrooms, five bathrooms, a recording studio fully equipped with a sound booth, and 12—yes, 12—televisions. In addition to an abundance of TV time, the house also has a fancy glassed-in bar that opens to the outside kitchen, pool, and a hot tub terrace that features a pizza oven, BBQ, smoker and beer keg dispenser. Because every old Hollywood home needs a keg dispenser. Listed for: $2.299 million RE

RISMedia’s REAL ESTATE November 2014 75

Preparing for the Future by Paige Tepping

2014 HomeFinder.com Agent Makeover Sweepstakes winners Cindy Harris (top left), Kathryn Marshall (top right), Vernon Ubico (bottom left) and Vicki Rainwater (bottom right) show off their new styles.

Winners of the HomeFinder.com Agent Makeover Sweepstakes, presented by PNC Mortgage, get a jump start on the new year; business and style makeover included

s 2014 begins to wind down, real estate professionals across the board are taking a good hard look at the past 12 months—

celebrating their successes and thinking outside the box to strategically position themselves ahead of the competition moving forward. While it’s never too early to start planning for the year ahead, the five lucky winners of the 2014 HomeFinder.com Agent Makeover Sweepstakes, presented by PNC Mortgage, got the ultimate head start when they were flown to Chicago, from September 10 - 12, 2014, for a two-day business and style makeover.

76 November 2014 RISMedia’s REAL ESTATE

“Our goal is to provide the five winners and thousands of entrants with the necessary tools to establish their niche, and localize their marketing strategies to succeed in a competitive climate,” says Doug Breaker, president and CEO, HomeFinder.com. The five winners, chosen at random, received a twonight stay at The James Hotel in the heart of downtown Chicago and a style makeover that included a new outfit and styling session from a professional stylist, a new hairstyle and hair/makeup consultation and a professional headshot photography session. The winners also had the opportunity to participate in various one-on-one coaching sessions with industry leaders who discussed topics such as, Localizing

Your Social Media Strategy, Online Marketing Tools to Grow Your Business, Staying Relevant in Your Industry, and more. For winner Vernon Ubico, with HP Residential Services in Coral Gables, Fla., the decision to enter the HomeFinder.com Agent Makeover Sweepstakes presented by PNC Mortgage was a no brainer. “I’ve been self-taught throughout my career, and any opportunity to have professional coaching and instruction is welcome,” says Ubico. Keeping Up with Technology to Connect with Buyers This year’s winners pointed to various aspects of their business that most needed a makeover—from time management to lead generation, lead conversion and prospecting. “I need to be more focused on the time I am spending on my real estate business,” says winner Vicki Rainwater with RE/MAX Professional Advantage in Monroe Center, Ill., who points to new business and time management as the areas of her business that most need a makeover. Another common theme revolved around social media, new technology and digital marketing. “Younger people are now beginning to buy homes, and I need to be active on social media to reach them,” says Bernie Calvario with Coldwell Banker Residential Brokerage in Northborough, Mass. “I am really starting from the ground level here, so I am excited to build my presence and begin outreach to clients via those channels.” For Cindy Harris—with Coldwell Banker Gosslee in Shreveport, La.—being found in today’s competitive market is the name of the game when it comes to incorporating social media and new technology into her business routine. “Younger people are really on top of technology and a lot of them are searching for homes on sites like HomeFinder.com, and doing research on social media. If I’m not on top of that, they won’t find me.” “Incorporating social media and new technology into my business will allow me to contact more people and interact with them more efficiently,” adds Ubico. Building a Solid Digital Foundation As prospective buyers continue to turn to the Internet for their real estate needs, digital marketing is increasingly important for real estate professionals who want to successfully reach this new generation. “I like the technology behind digital marketing,” says Rainwater. “I like the fact that you can be in front of more people and spend less money than advertising in a newspaper or on a postcard.” Whether it’s having a truly personal website or displaying both your personality and business persona on social media, building up your digital foundation is a crucial first step. “Having a personal website really struck a chord with me, especially how I need to change my bios and sum-

“I’m excited to go home and add more fun, unique outfits to my professional wardrobe.” - Bernie Calvario 2014 HomeFinder.com Agent Makeover Sweepstakes winner mary to add keywords and reflect my professional background,” says Calvario. “It’s not just about listing your credentials; it’s about explaining who you are, what you do and how you can help your clients.” For Kathryn Marshall—a real estate professional with Keller Williams Premier in Dallas, Texas—social media is the most interesting aspect of digital marketing. “Since it’s personal and business at the same time, consumers see us as human beings. They see our interests, our value to the company and how we can be of value to them.” Hitting the Ground Running in 2015 For Marshall, preparing for 2015 begins with turning her “shoulds” into “musts,” and making the commitment to implement what she’s learned. “During the business makeover, I was shown what I need to do and how I need to do it,” says Marshall, who goes on to say that incorporating keywords into her bio will be a priority upon returning to the office. “Putting this advice into application will be a big step for me,” says Harris. “Many times you hear things and don’t act on them, so putting the advice into practice will be one of my goals.” “I can’t wait to make my social media profiles uniform to appear more professional, and to take advantage of HomeFinder.com’s Single Property Websites and use Open Home Pro for my open houses,” says Ubico. “The training that HomeFinder.com has given me, and the tools I’ve learned about, will be huge for my business. I am so excited to start working with Open Home Pro—it is going to be a huge timesaver for me,” concludes Calvario. RE To access the business makeover advice that the 2014 winners received, please visit blog.homefinder.com. For more information on digital marketing solutions for your business, please visit www.homefinder.com/agents-and-brokers/. RISMedia’s REAL ESTATE November 2014 77

A Better Crystal Ball:

Building Your Competitive Advantage with Big Data by Dave T. Garland Editor’s Note: This is the third article in a series on Big Data analysis as relevant to the real estate industry.

n the previous article of the series, we briefly discussed the key differences between “traditional” and Big Data.

We established that the sheer magnitude and unstructuredness of Big Data allows for creative— even unorthodox—uses of the available information. It was also held that, in time, data processing would allow computers to outpace human decision making, and it therefore becomes imperative to, so to speak, jump on the bandwagon before it’s too late.

Now, let’s look at some more concrete implications that Big Data hold for the real estate industry. First and foremost, expect a steady increase in the amount of available data, including that which will be available to the regular homebuyer. The recent announcement of the News Corp acquisition of Move, Inc. and the famed Zillow78 November 2014 RISMedia’s REAL ESTATE

Trulia merger serve as direct testimony to this. The algorithms for automatic value calculations are improving, and they will be further served by complementary data, mined in fresh and innovative ways. For example, while as of now, the median error of Zillow’s price estimates (Zestimates) is around 6.9 percent, you can only expect that number to shrink as new data are introduced and their estimation algorithm becomes further refined. Imagine the implications for automatically determining market value if devices were able to provide data about the wear and tear, or the condition of the floors, or the exact dimensions of the house. Predictive analysis is also becoming a thing of the present. Tools such as SmartZip are likely to become much more important to the average REALTOR®, as Big Data companies like Zillow, Trulia and Redfin—seeing as they are betterequipped for producing heaps of content for search engines—are more easily found by users who are subsequently tempted to skip the REALTOR® altogether. By employing Big Data, predictive analysis software can alert REALTORS® as to which houses are like-

ly to sell soon. It is of great value to the customer as well. Imagine having finally decided to move out of your starter home and promptly receiving a letter from a REALTOR®already well-versed in your situation. It’d probably seem like an unbelievable stroke of serendipity, serving as a further incentive to move out and, of course, to use the REALTOR® in question as your agent. And it goes beyond that. As data processing and acquisition becomes more refined, practitioners will be able to act with more foresight. SmartZip already seems like something quite “out there,” but what would be the case if a real estate agent was able to establish patterns from seemingly unrelated data? For example, a rise of inquiries about purchasing abandoned warehouses in a well-populated region could serve as an indicator for a future apartment complex or

Expect a steady increase in the amount of available data, including that which will be available to the regular homebuyer. The recent announcement of the News Corp acquisition of Move, Inc. and the famed Zillow-Trulia merger serve as direct testimony to this. a supermarket that will drive prices up. Eventually, the availability of such data can make those with access to it become nothing short of market wizards. Furthermore, real estate agents, homebuyers and sellers aren’t the only ones experiencing changes due to Big Data. Ancillary segments of the real estate industry are transforming as well. The banking sector has long capitalized on its access to Big, or at least Bigger Data, weeding out potential “smart buyers” or investors and getting

better prices for their properties. The lending sector is influenced in other ways, too, by the emergence of Big Data. For example, lenders of short-term loans are said to include data, such as the latest Facebook posts of the borrower, in their decisions to hand out loans. Banks are more likely to look for seemingly tangential information about the client that ensures lower risk of default. To sum up, the biggest changes that Big Data will bring in real estate seem to be data availability

to the consumer (tools such as Zillow). They are provided with valuable information that not only helps establish the expected value of their property, but also with patterns and neighborhood information that they wouldn’t otherwise be able to access. Buyers, on the other hand, can better determine if what they’re looking at is a reasonable deal. Real estate agents, however, will, in time, become more and more proficient in making accurate, actionable market forecasts. While it’s becoming harder to reach customers in their area, real estate agents can also tap into the potential of Big Data with tools such as SmartZip that help them target their services better. Sectors only tangentially related to real estate, such as banking, escrow or real estate support services (which will be further dealt with in another issue), also experience changes that can, in turn, influence the real estate sector in unprecedented ways. In the next article of the series, we’ll discuss some of the changes Big Data brings to industries related to real estate, as well as comment on the way Big Data transforms other significant parts of a real estate agent’s profession, discussing tools that can be used for improving their businesses. RE

Dave T. Garland is a principal with Rainmakers Group. For more information, please email dgarland@rainmakersgroup.com or call 650-353-7757. RISMedia’s REAL ESTATE November 2014 79

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{Sales and Marketing}

HARDWOOD FLOORS

tain brand names should be included when listing a property. For example, Sub Zero ranked No. 1 in the brands preferred by homebuyers. Other preferred brands include Viking, Miele, Bosch and Whirlpool.

STAINLESS STEEL APPLIANCES

Privacy: A Must-Have When Listing Luxury Properties

BEAUTIFUL

$1 million and under

Most Popular Keywords When Listing a Property

“B

eautiful apartment,” “dream home” and “spacious living room.” These are just several of the most popular terms used by U.S. real estate agents when creating a listing description. In 2013, Point2 conducted a study of nearly 300,000 active, U.S.-based listings to produce a list of the most popular terms used to describe homes for sale or apartments for rent. Some of the results were unexpected and surprising. After all, who would have thought that the word “beautiful” would appear at the top of the list?

list of descriptors used by agents.

Top Three Most Buzzworthy Terms Used in Listing Descriptions

NO. 3 STAINLESS STEEL APPLIANCES are in huge demand; therefore, every agent should mention them when advertising a home. Additionally, specific brand names do matter when listing appliances. Read below to find out which brand names generate the most interest when describing home appliances.

No. 1 BEAUTIFUL is the most frequently used word. Perhaps due to the fact that it appears more convincing than “OK,” “nice,” “great” or “cute,” but also because to some buyers, it may sound more trustworthy than “fantastic,” “incredible” or “dazzling.” “Must see,” “dream” and “great” also ranked highly within the

NO. 2 HARDWOOD FLOORS comes in second on the list. This specific feature represented a must-have for a large segment of online consumers, most likely conveying the likelihood of other quality amenities. Agents should include this term within their property description when possible.

Brand Names Impress Point2’s research indicated that cer-

It would seem that mid-range homes and luxury mansions should not be described in a similar manner, since they appeal to different audiences with different lifestyles and expectations. “Beautiful” appears to satisfy the average homebuyer, but it does not meet expectations when it comes to properties listed upwards of a million dollars. Point2 discovered that within the high-end real estate segment, special keywords are affiliated with specific price ranges: 8$1 million and under: When advertising properties, most agents refer to a “well-maintained” home with “lots of storage” and a “covered front porch.” 8$1-$5 million properties: Along with the price increase, demands on specific features were also more prominent. Popular keywords include: “ocean views,” “guesthouse” and “media room.” 8$5 million and over: Unless you advertise a “wine room,” “pool house” or a “home theater,” chances are low that you’ll attract the attention of this top-tier luxury buyer. Make sure to include these eyecatching descriptions to impress the most affluent buyers. RE To access the complete list, visit www.Point2Homes.com/news and download the free report “Top 100 Most Popular Real Estate Listing Keywords.” Point2 Homes is owned and operated by Point2, a member of the Yardi® family of companies. Point2 Homes is a comprehensive online real estate marketplace that helps connect buyers with agents. RISMedia’s REAL ESTATE November 2014 81

with a follow up

{Top 5 in Real Estate Network® Spotlights} Knowledge Is Power by Lesley Grand

Brandon Brittingham

Long & Foster Real Estate Years in real estate: 5 Region served: The entire state of Maryland Average market time: 60 days How are you operating your business more efficiently—where have you cut back and where have you invested? One of the things we are doing to be more efficient is taking the team concept to a new level. We use our team approach to divide and conquer. I assign roles to people to best fit their strengths. At this point, we are almost like an assembly line or a well-oiled machine. We know what we are supposed to be doing and we are able to execute quickly and easily, which has made us much more efficient. How are you staying educated and informed about market conditions? In order to be a market expert, you have to be in tune with that market. In my case, I am on many boards, so I have my fingers on the pulse of the market at all times. I know the trends and I know what is affecting the market. I find out which new employers are moving into town and I watch how national programs affect our region so that I can pass that information along to our clients as well. I am also very active on the board of the Maryland Association of REALTORS®. In fact, for 2014, I was the REALTOR®of the Year for my board. How do you most effectively communicate with clients? I text, email, call, use social media

and write letters. But my most effective method of communicating with clients is by good, old-fashioned, face-to-face communication. At the end of the day, what makes a REALTOR® outstanding is the service that he or she provides. For me, sitting down with a client and talking to him or her is the best way to serve them. You can’t build trust with another human by texting him or emailing her. You have to look them in the eye and address their concerns. You have to let them know that you are there working for them. Communicating face to face is the only way to build a lasting relationship, and that, after all, is what we work toward. I want to be their realtor®for life.

house they really like, they need to be ready to move right away. That means being pre-approved and not hesitating. Because if they don’t move quickly, they are likely to lose the house.

Best strategies for overcoming low inventory: We have low inventory in various areas of this market. When I have a buyer who is looking in a low-inventory area, I educate that buyer. I let them know that when we go looking at houses, if there is a

What are you doing to stay one step ahead of the competition? Knowledge is power. I try to be better educated in all areas of the business. From new technology to new financial products, I try to learn everything I can, grow and pass it on. RE

Most creative marketing idea: I try to become something of the neighborhood ambassador—the community expert. There really is nothing like being a spokesman for the community for building business. I am very well-versed about the excellent aspects of our community. So since I’m looked at as the community expert, people naturally come to me when they are in the market for a house in the area.

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{Broker Spotlight}

Energy and Synergy Empower Agents for

Big Success Realty Executives of Nevada

by MariabyPatterson Maria Patterson

84 November 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

hen Jeff and Fafie Moore opened their first Realty Executives of Nevada office in 1989, they came to Las Vegas with a vision of what a

dynamic, successful real estate firm would look like, and they proceeded to build exactly that. Today, with 150 agents in two anchor offices and two satellite offices, and regional developments in six states, the firm has grown to become one of the largest, most productive firms in Nevada. But they’re not stopping there. In this exclusive interview, learn how the Moores are ensuring that the firm remains vibrant and in tune with the changing times…and the evolving Las Vegas real estate market. By combining innovative systems and strategies with leadership’s rich expertise and knowledge, Realty Executives of Nevada offers agents a

“We are ranked in the top four companies in Las Vegas and have the highest average sales price. This is because we hire full-time agents who are experts in real estate.” - Fafie Moore President and Broker/Owner, Realty Executives of Nevada

winning formula. Maria Patterson: Tell us a little about the formation of Realty Executives of Nevada. Fafie Moore: When Jeff and I were married in 1985, he was the service director at a five-store group of auto dealerships with over 400 employees working under his management. In 1981, I began my real estate career at Realty Executives in Phoenix. By the time we got married, we saw the opportunity in real estate to work together in a dynamic, exciting business we both enjoyed. So in 1986, we joined forces and soon became one of the top-producing teams at Realty Executives in Phoenix. This is what led to us acquiring our Realty Executives franchise in Nevada, since I was born in Reno and grew up there. We moved to Las Vegas in 1989 to open our first

office in a city where we had never sold real estate and didn’t know anyone. We had a dream of what an office should be and decided to come build it. Within the first year, we were solidly growing and planning a second office.

MP: How has the firm evolved and grown since 1989? Jeff Moore: We have survived the Gulf War, the boom, the bust and now the birth of the new economy. We currently have 150 agents in two anchor offices and two satellite offices in Clark County (Las Vegas and Henderson). Over the years, we have also grown as regional developers to building offices in Nevada, Utah, Montana, Idaho, Wyoming and Hawaii.

FM: We are ranked in the top four

companies in Las Vegas and have the highest average sales price. This is because we hire full-time agents who are experts in real estate. Our one-on-one support is readily available and comes with solutions based on the extensive experience of our management team.

MP: What factors are most critical to your success and impressive growth over the years? FM: We have the systems and strategies, combined with the experience and knowledge, to enable agents to succeed. For example, we recently had a broker in the region close his company after many years because he wanted to focus on selling real estate. He came to us because he felt we have more expertise and the resources he needed, and that we RISMedia’s REAL ESTATE November 2014 85

damentals, technology and proven systems applied in a timely process. In an age of information overload, we help our agents decipher the options with the greatest benefits. Our culture is one of “experts supporting experts.” We offer weekly training sessions taught by top-producers in the field, who offer practical applications and solutions, not just theory.

operated at a higher level. We have energy and synergy.

JM: We have a close-knit environment; we’re not a company with 2,000 agents—that’s not our business model. Our agents have access to managers who are incredibly experienced people who know how to find a way to get things done.

FM: I was the president of the Las Vegas Chamber of Commerce in 2008—only the fifth woman and the second REALTOR® to head the Chamber of Commerce in 100 years. I know a lot about the community— agents use me as a resource.

MP: What sets Realty Executives of Nevada apart in the marketplace? FM: We are the only real estate company in southern Nevada that can help an agent grow from starting their business, to building a team, opening a satellite office and eventually having their own franchise without the disruption of ever-changing brands or making the next step alone. We are there with over 25 years of brokerage management experience and billions of dollars of sales to guide their success. Nobody else can offer this evolution focused on their success. We have two examples of agents that have done this.

JM: We know what works and creates profitability and success. We can ensure that those REALTORS® affiliating with Realty Executives can create a uniquely personalized experience, advocating for those they represent, embodying the entrepreneurial DNA on which our company was founded in an environment of a connected, caring family. These are our brand pillars and we live them daily.

MP: Fafie, given your track record as a top-producer, share with us 86 November 2014 RISMedia’s REAL ESTATE

“We know what works and creates profitability and success. We can ensure that those REALTORS® affiliating with Realty Executives can create a uniquely personalized experience, advocating for those they represent, embodying the entrepreneurial DNA on which our company was founded in an environment of a connected, caring family.” - Jeff Moore Broker/Owner, Realty Executives of Nevada

your philosophy on success in the current market. FM: “Everything sells—it’s a matter of price and time.” I learned this when I started in real estate when interest rates were 18 percent and agents were fleeing the business like a sinking ship. Every day is a new day. If real estate is your career, it is imperative to learn to anticipate where the market is trending, identify opportunities and execute plans to maximize those opportunities. Successful people thrive by focusing on strong business and selling skills, regardless of the market. In booming markets, people fail, and in bust markets, people thrive.

MP: How do you help your agents achieve success in any market? FM: Our training focuses on fun-

MP: How do you maximize technology to help your agents succeed? JM: Our agents have a dashboard called “Executive Access,” which allows them to manage transactions, websites, lead generation, database management, CRM and other marketing functions. The Internet has made geography and farms critical to marketing once again. We are looking for agents willing to implement focused prospecting to serve specific niche markets. For more than 15 years, we have had a full-time marketing services administrator to assist in development and execution of each agent’s unique online strategy to serve their niche market.

FM: And not only do we offer technology solutions, we understand how to apply them and how to use them to their full advantage. MP: What are up-and-coming agents looking for in a real estate firm? FM: I love to recruit because it’s my opportunity to continually talk to people and find out what matters to them. The baby boomers were more interested in who you are and how big your company is. The rocks you put out for them are different than what you put out for younger people who are more interested in what your collaborative efforts are and what you’re doing to help agents. They’re very different in how they approach things and what their expectations are of their bro-

Jeff Moore meets regularly with Realty Executives of Nevada agents. “We offer agents a highly experienced management team,” he says.

ker. They want to know what kind of relationship you have with the community, what you know about the real estate business, and how you can help shorten their learning curve.

MP: What most attracts agents to your firm? FM: Our systems, strategies, expertise, experience and knowledge are used to build each agent’s business. We focus on creating personalized plans rather than a cookie-cutter approach of one size fits all. We attract REALTORS® who want to grow their business and build their dream. As a result, they can pursue personal interests and family time because they have a sustainable business. Today’s upand-coming real estate agents want to collaborate—they’re the most collaborative group I’ve ever seen. We are a good fit for this objective. We work hard and have fun together.

JM: We also offer agents a highly experienced management team, including a marketing services administrator to assist in selecting and implementing sales and online strategies supported by one-onone coaching, mentoring, systems, tools, and proven methods of business development to create a sustainable business and shorten the learning curve. FM: Rather than focusing just on managing our agents, we provide visionary leadership to make their dreams come true. MP: How does this leadership extend to the community? FM: We are stewards of our community and have had years of community involvement, including the food bank, Foundation for an Independent Tomorrow—which helps people get meaningful employment—and we also provide shoes, holiday gifts and support for at-risk

children in southern Nevada.

MP: How are you positioning the firm for the future of this business? FM: We have assembled a management and support team focused on the mission of preparing our agents to transition to the new era of consumer-focused business. Look at how differently the new generation of agents is advertising—it’s not the way people advertised 10–20 years ago. They’re not as prone to putting their picture on a bus-stop bench. They’re more content-driven because their whole life is about accessing different types of content and delivering meaningful information. If we’re going to serve today’s real estate customers, we have to serve the agent who serves that consumer. We are continually evolving to remain viable. RE For more information, please visit www.realtyex.com. RISMedia’s REAL ESTATE November 2014 87

{Broker Spotlight}

Leaders of Leaders in South Florida The Keyes Company

88 November 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

The Keyes Company is home to 2,200 agents in 35 offices serving Florida’s Gold Coast.

by Barbara Pronin

ife is good on the Gold Coast of Florida. For Mike Pappas, president and CEO of The Keyes Company, it’s been a source of personal fulfillment and professional achievement for as long as he can remember. Real estate is in his blood, and his family-owned company enjoys an established reputation for excellence in the industry in six seaside counties.

Founded by Ken Keyes in 1926, during the early Florida boom times, the firm survived both the Great Depression and the Great Hurricane of 1926 before Pappas’ father bought it from Keyes some 40 years later. “There aren’t too many companies who can trace their heritage back for nearly 90 years,” Pappas notes. “When I got my business degree while running track at Wake Forest University, I felt fortunate to come into a company with this proud tradition in the community.” Pappas started in sales, as most newbies do, and earned his way through the ranks as a branch manager, then regional manager, and general manager. In 1992, through a leveraged buyout with his brother, Tim, a Certified Public Accountant, the company changed hands into the present generation, with Mike at the helm and Tim as vice president of finance. Today, they have 2,200 agents in 35 offices serving the Gold Coast counties of Miami-Dade, Broward, Palm Beach, Martin, St. Lucie and Volusia. But for all its achievements, Pappas, whose leadership is based on long-established family values laced with innovation, is not content to let the company rest on its laurels. In this exclusive interview, he shares the people-first strategies that have driven the firm’s success for so long— and his plans to refresh its iconic image and take it to the next level.

Barbara Pronin: Mike, how would you describe your company’s positioning in your marketplace? What sets you apart from the competition? Mike Pappas: We are the largest independent, family-owned company in the region and a Founding Member and Shareholder of Leading Real Estate Companies of the World®, a global network of more than 500 preRISMedia’s REAL ESTATE November 2014 89

According to Keyes Company President Mike Pappas, South Florida has said goodbye to the downturn and come back strong.

mier real estate firms in more than 50 countries around the world. That makes us the neighborhood broker with national and international connections. We are also one of the oldest companies in the region, with a wealth of first-hand, local real estate knowledge. And we are consistently ranked among the top 50 companies in the nation by RISMedia’s Annual Power Broker Report. What really sets us apart is the quality of our agents. I think of our team as “leaders of leaders,” because every one of our people is a leader in his or her community. They are REALTOR® board executives throughout our footprint area. They are service club presidents, civic leaders, nonprofit charity advisors, deeply rooted contributors in each community we serve—and we have a family-like vibe and mentality. We are a company that cares about each other and our customers. We are committed to each other and to creating the best possible real estate experience for every customer we serve. 90 November 2014 RISMedia’s REAL ESTATE

BP: How would you describe current market conditions in your area? MP: I’m delighted to say we have said goodbye to the last remnants of the downturn. South Florida has come back strong and it’s easy to understand why. We have sun and fun, contending sports teams, and a revved-up economic engine. We are a no-tax state, which attracts more and more financial institutions to us. We have a growing arts scene in Miami and we rank among the cruise capitals of the world. In short, we are a world-class region. Who wouldn’t want to live here? Or have a second home in South Florida? It’s a good time to be in real estate.

BP: How has your company evolved over the years, and what has been your approach to growth? MP: We have a strong belief in, and a long history of, seizing opportunity at times when others are retreating. We’ve always kept our eye on market conditions and responded in appropriate ways. That’s what keeps us

fiscally healthy. At the same time, we’ve acquired 50 independent brokerages in just the last 10 years. We are an organization committed to strategic growth, as my father was in his day, and to being on the innovative edge to ensure that we keep getting better as we grow. Our goal is to equip our agents with the best training, the best technology and the best possible strategies for success while integrating and simplifying the real estate transaction. We take care of the business end so they don’t have to. They can get out there and do what they do best, and that is selling real estate.

BP: How are you serving the needs of today’s more informed, diverse and tech-savvy consumers? MP: By treating them as we do our agents: the way they want to be treated, with what we believe is the right combination of high-tech and high-touch. We offer consumers our market watch reports, social media marketing, virtual tours and

worldwide exposure, but still believe the business is done face to face. We have the best-educated, most knowledgeable, and most dedicated agents in the industry. We know our technology is second to none— and superior customer service is a given. We can even boast one of the largest bilingual sales forces in America. We have between 700 and 800 agents—more than a third of our sales staff—who speak two languages or more. In a region like this, an international melting pot, that is a huge advantage.

BP: How are you attracting and retaining the top agents you are so proud of? MP: When you’ve been in business as long as we have, you naturally attract the best. We have one office manager who has been with the company for 44 years—and a legion of agents who’ve been with us for many years because we treat our employees like family. We work together and play together, whether it’s mentoring or sharing business strategies or hopping on our bikes for a marathon to raise funds for a cause we believe in. We are there for each other every day in every way, and that creates the kind of environment where success and personal growth flourishes. We offer comprehensive training for new agents and the best in education and technology for all, from five-star training and certification programs to the most effective lead capture, data management and mobile platforms available. We don’t believe in putting a Band-Aid on a problem that needs attention. We use what I call the bottom-up effect. We listen, really listen, to what our agents ask for, and we fit the solutions to their needs.

“There aren’t many companies of this size where every agent gets a hand-written birthday note from the boss. But it’s typical of the special, caring environment we work in every day.”

- Paula Renaldo Chief Marketing Officer The Keyes Company

BP: What are the biggest challenges facing your company? MP: Reinventing real estate in a changing world, and building the next generation of Keyes REALTORS®. Our internal plans are to streamline and automate even more than we have— to outdo the big online competitors with systems that exceed their userfriendliness and draw more customers to us. We don’t plan to change our image or operations so much as refine and refresh them. Anticipating trends and needs, and being first with the right solutions, is very much a part of our agenda.

BP: What do you see as your biggest opportunity? MP: Much the same, actually. We are blessed to be in one of the world’s hot spots, in a region that draws people from everywhere. One-fourth of our business this year will come from relocation and, as I mentioned, we have the bilingual staff to make the most of it. We also have seven full-time recruiters to help us keep growing, and a business plan that’s been proven again and again to help agents succeed in this business. So the opportunities are there and endless, and we know we have the structure—and most of all, the heart—to make it work to our advantage.

BP: In your opinion, what is most critical to your firm’s success path forward? MP: All the pieces are in place. We have the people. We have the tools. We match the people we serve. In addition to our numbers in residential real estate, we listed and sold over $800 million in commercial property last year, and we rolled out a luxury homes program recently that is just now hitting its stride. We’ve got our heads wrapped around technology and training and our hearts are in the right place, and by the first of the year, we’ll launch our new venture to update and refresh our image. It isn’t dramatic. It doesn’t need to be. We’re happy with who we are. But times are changing, and we are committed to matching our brand and our look with reality.

BP: So what’s in store for the future of the company? MP: We are gratified to be the leader of leaders. It’s who we are. We are lucky to count our team of 2,200 agents as part of our extended family. That’s the concept, and the vision, we believe will keep us in the forefront. Times change, but integrity doesn’t. We look forward to the next 90 years in our company’s honorable history. RE For more information, please visit www.keyes.com. RISMedia’s REAL ESTATE November 2014 91

{Broker Spotlight}

Reinventing the Real Estate Brokerage Model HomeSmart International

by Maria Patterson

HomeSmart International CEO & Founder Matt Widdows with their new, innovative backlit LED yard sign

n 2000, when Matt Widdows founded the HomeSmart brand in Phoenix, Ariz., it wasn’t for any other reason than to make his own life easier as a real estate agent. Widdows had worked for other real estate companies in the Metropolitan Phoenix market and always felt like he couldn’t quite get what he needed out of those companies as an agent. So, in founding the HomeSmart brand, Widdows set out on a path to change how the real estate brokerage business was operating. Fast forward to today, and he’s innovating the real estate industry again.

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A Revolutionary Brokerage Concept Historically, real estate brokerages charged high fees to be able to provide any sort of service to agents due to the high cost of staffing and outsourced technology systems. Widdows found this structure to be flawed and committed his early days as a brokerage owner to finding a solution for agents that enabled them to pay lower fees, receive outstanding service and company-owned, proprietary technology systems that are cutting-edge, easy-to-use and integrated. Within a year, the concept had recruited 100 agents organically to the HomeSmart brand. By 2004, just three years after launching the company, HomeSmart boasted almost 1,000 agents in the Phoenix Metropolitan market. By 2005, HomeSmart had broken into the top 10 and claimed number six marketshare with more than 1,500 agents. “I believe our initial growth came about for the same reasons I started HomeSmart in the first place; agents were looking for something that other brokerage companies just weren’t able to offer,” says Matt Widdows, founder and CEO. “From the very beginning, we’ve given agents a place to focus on their real estate businesses, with an extremely high level of service at a low cost.” HomeSmart continued to grow rapidly, even during the recession when nearly every other real estate brokerage across the country contracted, with an astounding 4,000 agents and No. 1 marketshare in the Metropolitan Phoenix market, in both transaction sides and sales volume. As the brand grew with such amazing speed, it became clear that the systems Widdows and his team had implemented were designed for scalable growth. One such system

included an internal paperless transaction management system (built and used exclusively by HomeSmart since 2008) that processes nearly 20,000 transactions each year in the Phoenix brokerage alone. By 2009, HomeSmart was completely paperless with 100 percent agent adoption in less than six months. One of Widdows’ first innovations was the launch of HomeSmart’s Virtual Reception technology in 2001. This enables each branch office front desk to be hosted by a single reception center in the company’s headquarters office. In each HomeSmart branch office in Phoenix, guests are

greeted upon entry by a live person at the main office reception center on a 50-inch LED, flat-screen television. The virtual receptionist greets the customer, can lock and unlock doors, page agents within the office, and more. Now, this same technology is being launched for HomeSmart brokerages nationwide. The launch and implementation of this reception system made HomeSmart the first brokerage in the country to do something so groundbreaking with this important office function. “When we launched the virtual reception [Smart Reception®] in our offices, the local competition

What Franchisees Say about HomeSmart “After meeting Matt [Widdows] and hearing his vision about the changing industry and how HomeSmart is ahead of the curve, it was a no-brainer for me to join the HomeSmart brand. To me, the operational efficiency and integrated technology platform is a driving force behind the successful growth of my company.” - Randy Rector, broker/owner of HomeSmart Evergreen Realty (Brea, Calif./Los Angeles Area) “Over the course of my 30 years in the real estate brokerage business, I have worked with multiple brands. Most franchisors sell you a brand and then take a ‘hands-off’ approach, but at HomeSmart, I know the company is vested in my success by helping me manage the day-to-day operations of my business and working to consistently make the real estate transaction and brokerage business simple. I feel like I have a true partner in my business and not just a franchisor.” - Bill Flemming, broker/owner of HomeSmart Connect (Arlington Heights, Ill./Chicago Area) “Bringing innovation, support and a responsive real estate network to my agents is always my professional goal, and aligning my brokerage with HomeSmart International created synergy and an environment for me to do just that. The HomeSmart brand and leadership are perpetually moving forward for future growth and helping brokers and agents achieve success. HomeSmart makes sense in every way, and I want to continue to grow the brand in Texas in a BIG way.” - Dendea Balli, broker/owner of McAllen HomeSmart RGV (McAllen, Texas/Austin Area)

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in an average of 4.6 minutes and phone calls rarely even go to voicemail. The HomeSmart brokerage in Phoenix also has one of the lowest percentages of claims at below 0.10 percent, a feat unheard of with nearly 5,000 agents and 20,000 closed transactions per year. Widdows attributes this to the experience of HomeSmart’s agents, the sophisticated transaction management process and the accessibility of his brokerage staff. “Customer service is critical and our agents and franchisees are our number-one customers,” says Widdows. “When we serve our agents and meet their needs, we’re enabling them to do the same with their clients; just ask any of our agents about our service and support.”

A New Approach to Franchising

Poised for Exponential Growth What HomeSmart is doing by combining centralized services and an integrated system for franchisees and agents in a low-cost model is unlike what any other franchisor in the industry is offering today. And, it’s intentional. “As a company, we’ve never really worried about what the competition is doing because we’d rather focus on what it is the broker of today and agent of tomorrow need to support their businesses and grow,” says Ashley Bowers, HomeSmart International chief operating officer. HomeSmart International has certainly poised itself for significant growth in the coming years by creating a structure that can expand with the brand, implementing new and innovative marketing strategies and leveraging the company’s strength and expertise in technology and systems. pointed to it as a negative, but we found that our own agents saw it as cutting-edge and really understood that innovations like this are what set HomeSmart apart from the competition,” says Widdows.

Service is Priority One Service is key at HomeSmart with 94 November 2014 RISMedia’s REAL ESTATE

internal systems tracking every single touch-point. Widdows himself reviews each comment card from every transaction and from agents who leave the company (hint, very few leave). The brokerage staff at HomeSmart is so dedicated to maintaining a high level of service that emails from agents are returned

After five years in the brokerage business, and with a booming company quickly rising to the top, Widdows began receiving inquiries from brokers across the United States about whether they, too, could launch the HomeSmart brand in various markets. Thus, HomeSmart International was born, franchising systems were created and the first franchisee came on board in 2006 in Temecula, Calif. HomeSmart International’s initial foray into franchising was broker-led, with no marketing of the brand being done outside of word-of-mouth. However, in 2010, Widdows and his team launched a dedicated franchise sales strategy, which has led to nearly 50 franchisees coming on board under the HomeSmart brand in recent years. Today, there are HomeSmart offices in 13 states and one overseas country. “When it comes to franchising, our entire emphasis is to make it easy for brokers to be successful,” says Ashley Bowers, HomeSmart International chief operating officer. As a franchisor, HomeSmart In-

ternational has been able to duplicate the success of its Phoenix brokerage and is offering franchisees systems and technologies that are custom to the HomeSmart brand and intended to make owning a real estate brokerage turnkey and profitable. “So many brokers in the industry see their brokerage as a business that can, at best, break even on its own without ancillary services or other revenue streams,” says Brad Clayton, HomeSmart International vice president of sales. “On the contrary, our HomeSmart system enables brokers to achieve new levels of profitability and business growth with their brokerage business alone.” From the beginning, HomeSmart has provided an integrated and proprietary system, which requires just one single sign-on entry point and allows brokers and agents to manage their businesses efficiently to focus on profit-producing activities instead of the day-to-day minutiae. The leadership team at HomeSmart asserts it’s the only real estate franchisor that can claim all agents under the brand offer clients the same processes and technology, using uniform back-end transaction systems that make the consumer experience positively consistent, regardless of where in the country they are located. The integrated system frees the broker up to do what they do best— invest in agent success and grow the brokerage business.

Centralized Services to Reinvent the Brokerage Business The brand recently launched what it is referring to as its “Centralized Services.” The Centralized Services offering allows broker/owners to select à la carte support and services they want HomeSmart International to provide for them, lowering individual broker overhead and increas-

ing profit margins all while providing higher-touch support to agents and consumers. “Other companies franchise based on the concept of teaching a broker how to do something and then sending them on their way to do it on their own,” says Bowers. “Our integrated technology and centralized services give brokers the opportunity to capitalize on a proven system and get their lives back. Our franchising approach is different in

“Rather than sending every broker/owner out into the abyss to duplicate what we already know to work, we are providing centralization so we can collectively dominate in each of our existing and future markets.” – Matt Widdows Founder, HomeSmart

that we will not only educate the broker about how to do something, but we’ll take it a step further and actually do it for them.” “Rather than sending every broker/owner out into the abyss to duplicate what we already know to work, we are providing centralization so we can collectively dominate in each of our existing and future markets,” says Widdows. “Regardless of where a brokerage is at and who owns it, we can guarantee a high level of quality and service in each transaction because of our integrated technology software and centralization.”

Centralized Services Unpacked Agent Services: Serves as front-line support for brokers and their agents and handles anything from technology troubleshooting and submitting files/paperwork to board questions, license renewals and day-to-day customer care. Agent services will essentially handle any agent interaction outside of contract questions.

Transaction Services: Is broken into two segments: paperwork and closing. The paperwork team will review files to prepare them for broker review and communicate with agents on missing documents and status of files. The closing aspect will process orders to pay commissions and distributions of funds to agents on behalf of the brokerage once the file has been closed. Career Services: The HomeSmart International career team can handle every aspect of a broker’s recruiting activities, including marketing, prospecting, setting appointments and on-boarding new agents.

Smart Reception: Offers virtual reception capabilities for the brokerage office. A virtual receptionist (a live person located at the HomeSmart International headquarters) greets clients and assists agents through live interaction over the Internet. This serves as a back-up receptionist for the brokerage. A Franchising Concept and Brokerage Model Unlike Any Other All of this translates into a value proposition HomeSmart is confident franchisees can’t find anywhere else—driving recruiting forward and creating an environment where brokers are able to break through growth barriers they previously experienced in their businesses. RE For more information on HomeSmart International, visit www.HomeSmartInternational.com or www.Facebook.com/HomeSmartFranchise.

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{Broker Spotlight}

Leading on all Levels

by Maria Patterson

First Weber Group 96 November 2014 RISMediaâ&#x20AC;&#x2122;s REAL ESTATE

ith more than 50 offices and 1,200 agents, Wisconsin’s First Weber Group has risen to become the state’s No. 1 firm in transactions, according to

RISMedia’s 2014 Power Broker Report. Driving this great success is the firm’s commitment to its agents, customers and the community at large—and an innovative approach to technology systems and office environments. This focus on serving all of its constituents is the central theme to First Weber’s rebranding as “The Human Side of Real Estate.” Here, Jim Imhoff, CEO and chairman of First Weber Group, explains how the firm has grown thus far, and what the next chapter has in store. Maria Patterson: Please briefly synopsize your career path in real estate and how you came to lead your firm. Jim Imhoff: First Weber Group evolved from its formation in the early 1970s through a merger of First Realty and Weber Realty in 1996. It expanded its reach in the state of Wisconsin by merging with the Milwaukee Prudential firm in 2002. The evolution has continued in the past 10 years with movement into North Central Wisconsin (Stevens Point, Wausau, Wisconsin Rapids and Marshfield); Northern Wisconsin (Rhinelander, Minocqua and Eagle River); and into the Fox River Valley (Fond du Lac, Oshkosh and Appleton). First Weber’s heavy investment in technology, even during the market downturn of 2007 – 2011, made this growth possible, and this contin-

ues today. There are many shareholders in the ownership and management of First Weber. The management team consists of myself, Kevin Donnell, Bob Weber and Tammy Maddente, with many others in full-time support.

MP: How many offices and agents do you currently have and what regions does your firm serve? JI: We currently have more than 50 offices and 1,200 agents throughout the state of Wisconsin. We are active members in five regional MLS services. A number of our offices have been designated “Smart Offices,” designed to serve more rural areas by utilizing technology to link the agent and the community to a regional office. Administrative support is provided from a regional hub. First Weber has also begun to

embrace a café concept at some of our offices, which have open areas, hoteling work stations, comfortable conversation areas and a coffee bar. We have found that this concept is very popular, especially among the younger millennial agents.

MP: How would you describe your firm’s positioning in the marketplace? What sets your firm apart from the competition? JI: According to RISMedia’s 2014 Power Broker Report, we are currently the No. 1 firm in the state of Wisconsin and 23rd in the nation. We are set apart from our competition by virtue of our commitment to cutting-edge technology, advanced training methods and our brokercentric approach to our agents. They are our primary customer. We abide by a set of Core Values that was developed by our agents, staff and management team. Our Core Values describe how everyone at First Weber relates to and treats our clients and customers, our staff, our company, ourselves, other REALTORS®, the real estate industry, and the overall community. To that end, in 2006, we established the First Weber Group Foundation to enhance First Weber’s commitment to strengthen our communities through both charitable contributions and volunteer leadership. As of this year, we have

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provided over $1.4 million in charitable contributions.

MP: Could you give us an example of some of the cutting-edge technology First Weber provides? JI: First of all, Frontrunner represents our technology marketing platform, creating webcasts of all listings and agent-branded emailable magazines. Then there’s Catapult, our online training platform, which has been a strong learning tool for our existing agents and a focal point in recruiting new agents.

MP: How would you describe current market conditions in your area? JI: All of our markets, which vary greatly in size and demographics, have demonstrated consistent recovery over the past few years. We serve major metropolitan areas, such as Madison (the state capitol), Milwaukee, Wausau and the Fox River Valley. However, we also serve a large number of more rural areas, and our Northwoods Region is a prime area for second homes—or as we like to say, our “vacation gold coast,” and they have all shown a nice recovery.

MP: What has been your approach to growth in recent years and how has that changed now that the market is rebounding? JI: In the past several years, we have been able to grow our company internally by placing a strong emphasis on recruiting and by acquiring smaller firms that were unable to provide the services we provide at an affordable cost due to economies of scale. Externally, we have been growing our company by rebranding ourselves to the general public. We have hired Lindsay, Stone and Briggs, a nationally known branding and advertising group, to assist us in this effort. The firm hosts an 98 November 2014 RISMedia’s REAL ESTATE

annual, three-day educational program known as Brandworks University, to which we have sent several of our management team. We have also conducted a major television blitz throughout the state to reintroduce ourselves and our new brand: “First Weber… The Human Side of Real Estate.”

“We cannot afford to be stagnant in this constantly evolving environment. However, as we build this firm with technology, we can never forget that real estate is really about relationship building. So training and nurturing our entire staff to focus on the consumer, developing the very best in one-onone, face-to-face human relationships, is critical. We truly are ‘The Human Side of Real Estate.’” – Jim Imhoff CEO and Chairman, First Weber Group

We have engaged 1000watt of Oakland, Calif., as a consulting firm as we redesign our website so we can provide the information the general user wants to find quickly and easily. Lastly, we have asked our managers to spend 50 percent of their time recruiting, and the other 50 percent is divided between mentoring and transactional assistance. We are insistent.

MP: How has your company evolved over the years and survived the challenges of the downturn? JI: Probably the greatest evolution in our firm has been our increase in developing and using cutting-edge technology. We have developed a

GPS-based app for public use so the user can see all available listings in any area as they drive by. Agent contact information is provided so inquiries can be made at the moment. The app is available on iOS and Android devices. Our agents also have their own First Weber Agent app, which constantly lets the agent know about new listings, offers, etc., that meet specifications the agent has entered. Through this app, agents can literally complete an entire paperless transaction. We also developed an online training platform, Catapult, for our agents, where they can learn to utilize all the different tools available to them at their own pace. There are over 200 training modules, some of which are presented by national speakers with the modules branded to First Weber. First Weber provides our agents access to numerous email-card systems and a regularly scheduled, comprehensive newsletter, which automatically helps the agent stay in close contact with their clients and customers. We also have a search function, “My First Weber,” on our website that can be set up by either the agent or consumer. The program provides immediate notification of new listings that match the criteria. We have spent an untold number of thousands of dollars to remain on the cutting edge of technology in order to better address the requirements of the new age of consumers to whom using the technology is a basic requirement.

MP: What are the biggest challenges currently facing your firm and its agents? JI: Real estate consumers are only in the market, on average, every five to seven years. There are dynamic changes every year, especially in technology. The consumer

is pushed and pulled in so many ways into thinking that purchasing real estate is simple. Re-educating them to the reality that they need a qualified REALTOR® to bring together the many pieces of a transaction—such as marketing, appraisal, inspection, financing, title and legal—is, and will be, a paramount task in future years.

MP: Where does the greatest opportunity for increased business lie? JI: Probably our greatest opportunity lies within our continuing efforts to recruit new and experienced agents. Obviously, this increases our exposure in the marketplace and shows our commitment to providing the highest quality services to the buying and selling public. The best opportunity for increased business lies within our appealing to a new generation of consumer.

MP: How are you serving the needs of today’s more informed, more tech-savvy consumer? JI: As we discussed earlier, we are meeting the needs of this new consumer by providing the best technological products available and having the most advanced online training on these products available 24/7 to all of our agents. By training and encouraging access to all of the tools we offer, agents are better able to serve the modern consumer. A First Weber agent can now complete an entire transaction without one piece of paper.

MP: How are you attracting and retaining top agents? JI: As a result of our being the technology leader in the state, younger agents tend to gravitate toward our firm in order to utilize all we offer. In addition, we offer outstanding incentives, commission structure, training, managerial support and a well-known brand throughout the

state. We also recognize that each region in which we operate has its own needs and personality. First Weber provides a full-time attorney on staff for use by mangers and agents. He interacts with our agents routinely by not only answering questions and keeping them informed, but by representing them in consumer or regulatory issues. This is at no cost to the agent. We also provide full-time tech trainers who conduct online and live webinars demonstrating how best to utilize all the tech products we offer. These webinars are also archived so that agents can access them on demand. First Weber maintains a full staff of IT techs who are available to work on the agents’ personal computer issues through First Weber’s own “Help Desk.”

MP: In your opinion, what is most critical to your firm’s success path forward? JI: As we grow our numbers of young, tech-savvy agents, we will exponentially expand our client

base and grow our business. We cannot afford to be stagnant in this constantly evolving environment. However, as we build this firm with technology, we can never forget that real estate is really about relationship building. So training and nurturing our entire staff to focus on the consumer, developing the very best in one-on-one, face-toface human relationships, is critical. We truly are “The Human Side of Real Estate.”

MP: What’s in store for the future of your firm? JI: We are very optimistic about First Weber’s future. With our emphasis on recruiting and training new agents with our online education programs, we can expect continued growth throughout the state. By providing the consumer with the best technology and the best trained and caring agents, we feel we can project a very bright future for First Weber. RE For more information, please visit www.firstweber.com. RISMedia’s REAL ESTATE November 2014 99

{Broker Best Practices}

Good Habits Lay the Groundwork for Future Success by Paige Tepping

David Squier Corporate Broker Realty ONE Group Las Vegas, Nev.

Region served: Las Vegas Valley Years in real estate: 26 Number of offices: 4 Number of agents: 315 Favorite part of your job: Coaching, mentoring and training agents. Best advice for new agents: Be coachable. Create good habits from the beginning and pay attention to the basic fundamentals, including your database, farming and social media. Describe the current consumer-confidence climate in your area. Consumer confidence has improved dramatically since the downturn. Not only has our market stabilized, it’s experienced a nice growth spurt over the last few years, which has helped with the level of confidence among buyers and sellers. One of the biggest draws today is the affordability index. Prices and interest rates are low, providing opportunities for investors, first-time buyers and anybody else interested in getting off the sidelines. What are your best strategies when it comes to coaching, mentoring and training agents? We have a very solid training platform for our agents that is complemented through coaching and mentoring. My role as a coach

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and mentor is to help my agents take the information they get through the various forms of training we provide and put it to practical use so that the foundation is set for their business to grow. More often than not, agents are left on their own when it comes to figuring out how to incorporate the things they learn into their daily routine, something I liken to having the pieces of a puzzle and not knowing where to start. My job is to help them start with the border and work their way in. How does your company make its agents’ jobs easier? We offer several new tools, the first being a personalized app that agents can use to connect with potential clients and work with them through the buying or selling process. Our agents also use the Videolicious app to produce their own videos, and we’re in the process of launching an app called Curb Call, a cutting-edge technology that will connect buyers with agents and allow them to arrange showings on demand. We also provide phenomenal Web exposure for our agents by featuring their listings on top real estate websites throughout the world. All of these things are at no cost to the agent! What is one of the challenges your market faces and what are you doing to overcome it? For several months in a row, our inventory numbers have been flat. Overcoming this is about educating clients regarding the challenges—and benefits—of the market, which is done by communicating through email, direct mail, personal calls, video and social media. How does your company stay current and flexible? By staying in touch with technology and current trends. We listen to what our agents say

and take that feedback to heart in order to provide what they need for continued growth. We are truly an agent-driven company, so it’s crucial that we stay plugged in to their needs. In the end, if our agents are successful, the company will continue to grow, and we can continue to provide more for our agents.

Driving Business, Capturing Marketshare by Nick Caruso

Ron Mintz Manager, REALTOR®, CDPE, SFR Treasurer - CCAR Board of Directors Director - CAR Board of Directors People & Properties Sotheby’s International Realty Danville, Calif. Region served: Oakland, Berkeley, Lafayette and Danville, Calif. Years in real estate: Since 1989 Number of offices: 6 Number of agents: 185 Best tip for dealing with difficult customers: Listen to what they have to say before you start speaking. Try to provide the best service that you can. Don’t be confrontational; try to provide a solid solution to the problem. Favorite tech tool you can’t live without: My smartphone. What is driving business for you today? The real estate market is pretty hot right now, though we are seeing some slowing. I would

say our experienced agents are continuing to provide excellent service, driving business to us. Our brand is also driving business to us. Our prime locations enable us to serve the population we’re looking to serve. What new systems are you looking to implement into your business? We are implementing a new CRM and lead aggregation all through realtor.com®. We’re hoping this will definitely assist us. We’re in the process of a name change as well [to Bay Sotheby’s International Realty], and we’re reopening our Lafayette facility, which has been completely reconstructed. We’re moving our Danville location to a new building that will portray the sophistication of the Sotheby’s image. We have quite a few things ahead of us. What tools are currently provided to your sales associates? We are introducing Top Producer as our CRM and FiveStreet for lead conversion, both products of realtor.com®. We’ve also introduced some other tools, including Rezora, a customizable email platform that allows you to send out mass emails and really beautiful pieces. How are you helping your agents traverse the mobile aspect of the business? We have a mobile app that is a Sotheby’s International Realty app. It allows our clients to receive listings, and it has a GPS locator where you can search by name or address. Plus, it’s customizable by each agent. When the consumer gets it from an agent, anything they pull up will be branded for the agent, which is a great thing. Also, Top Producer, our new CRM we’ll be introducing has great mobile capability in that it provides a one-touch follow-up system for agents to use. We held meetings regarding

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Top Producer and talked about it on a number of occasions. We found that integration between FiveStreet and Top Producer was something we should take advantage of. We ultimately decided to go with both to really provide the best service. This will be rolling out to 150 of our agents in mid-November, and we’ll see how it grows from there.

Best tip for finding success in today’s market: Get back to the basics and practice good time management. Best tip for dealing with a difficult customer: Be patient. Really listen to what the person is telling you, ask open-ended questions, then see if there is something that can be done to correct the situation.

What are you looking forward to as we get closer to the year’s end? We’re looking forward to all the new opportunities coming toward us—the name change, the move, the relaunch of our Lafayette office. We are really pleased to start capturing a larger share of the market in the areas that we serve, and solidifying our presence in the Bay Area. We also look forward to working with other Sotheby’s offices, both local and on the Peninsula, to increase overall brand awareness. These are exciting times!

What is one challenge your market faces today and what are you doing to overcome it? One major challenge we’re experiencing today is a lack of good inventory. To overcome this, we are using proven methods for increasing our inventory, like postcards in combination with the Every Door Direct Mail® system from the U.S. Postal Service. We also encourage our agents to share their successes with one another.

Getting Back to the Basics by Zoe Eisenberg

Gerry Burke Managing Partner Berkshire Hathaway HomeServices HWWB, REALTORS® Birmingham, Mich. Region served: Southeast Michigan Years in real estate: 28+ Number of offices: 2 Number of agents: 87 Average time on market: 40 days Average sales price: $269,907

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How do you keep your agents motivated? The first step toward keeping our agents motivated is making sure they have clear goals. Once their goals have been defined, we work closely with each agent to ensure they stay focused. One way we do this is by having weekly sales meetings. How do you use technology to better your business? We use a combination of high-tech and hightouch so that we stay on the minds of our clients and customers. We also have a support staff within the office that is responsible for making sure agents are using the tools that are available to them. What is your best tip for company branding? We are fortunate to be associated with Berkshire Hathaway HomeServices, so it’s really important that we listen and follow the lead of the experts hired by the most popular brand in real estate.

I’ve noticed that you advertise your brand and your listings in The Real Estate Book and on RealEstateBook.com. Can you tell me more about how you work this into your overall marketing strategy and how it benefits you? The Real Estate Book and RealEstateBook.com fit our needs for several reasons. First, since it’s available in a printed, digital and mobile format, it serves our entire marketplace. The online aspect allows our listings to be seen without us having to load or change the information, and the local magazines have a long shelf life since they are not dated. Overall, it’s a cost-effective advertising investment and a real time-saver.

A Consistent and Persistent Focus on Clients by John Voket

Maureen McEnearney Dunn President McEnearney Associates, Inc. REALTORS®, a member of Leading Real Estate Companies of the World® McLean, Va. Region served: Washington D.C. Metro Region Years in business: 34 Number of offices: 7 Number of agents: 325 Best tip for dealing with difficult customers: Listen, be calm and be direct with any response. And ask thoughtful questions. Most effective way to motivate agents:

Sincere recognition and respect for their efforts. Can’t live without tech tool: Homesnap. It’s the best mobile app we have found for consumers and agents alike. Key to working together: Open and honest communication with our agents, staff and clients in an atmosphere of mutual trust and respect. How do you determine your marketing spend and how has this ratio changed in recent years? Our management team takes a fresh look at our overall marketing plans every six months, and our focus is on the competitive landscape, rather than on a fixed goal of allocating a certain percentage of our spend to print or online. We aren’t hesitant to make a major investment in print when it makes sense to do so—we did that in early 2013 and this year, too, with the Washington Post after several years of significant cuts in print ads. Our spending naturally tends more toward the Web and virtual marketing though. We’re spending almost three times as much on our online marketing than we did just three years ago. Please talk about a few of your technology best practices. When it comes to technology, we have two fundamental guidelines: any tool we use and any tool we introduce has to be fully mobile, and for every dollar we spend on technology, we spend 50 cents on training and support. Great tools without agent adoption are pointless. Therefore, our technology team is constantly evaluating our current resources and tools and scanning the marketplace for new tools that could enhance our agents’ productivity and their ability to best serve our clients. We also established a 24/7 help desk that agents can contact when they have questions.

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What are two fundamentals that you feel are essential to your company’s continued success? From the very first day, our focus has been on the client. We also take great care in hiring and supporting agents who are fully committed to serving our clients. Our success and steady growth are borne from a consistent and persistent focus on our clients.

Technology Integration Lays Foundation for Continued Success

Is there some program, activity or other development going on at your office that is helping keep your company top of mind in the eyes of clients and/or in the communities you serve? Our agents are very involved in local community activities and charitable organizations. Last year, we supported over 100 different charitable organizations, from Little League teams to 5Ks to major fundraising events. It’s not just about giving money. It’s about being present and involved in the community—at all levels. As we continue to become more successful, it’s wonderful to be able to give back without having to debate making a sizable donation to worthy causes.

Skip Bettarel

“When it comes to technology, we have two fundamental guidelines: any tool we use and any tool we introduce has to be fully mobile, and for every dollar we spend on technology, we spend 50 cents on training and support.” – Maureen McEnearney Dunn President, McEnearney Associates, Inc. REALTORS®, a member of Leading Real Estate Companies of the World®

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by Paige Tepping

Broker/Owner HomeSmart Legends Temecula, Calif. Region served: Southwest Riverside county Years in real estate: 45 Number of offices: 2 Number of agents: 175 Favorite part of your job: Seeing and assisting in the success of our salespeople. Top tip for staying organized: My goal for the end of each day is to have as empty a plate as possible so that I can start the following day with a clean slate. I also prioritize my tasks so that I take care of the most important things first. What are some of the current trends you see in your market right now? Not only is our inventory increasing, when it comes to time on market, that’s a little longer as well. I get the sense that there isn’t a lot of urgency and confidence among today’s consumers, which may be attributed to prices having increased too high, too fast. That being said, the number of short sales and bank-owned properties are few and far between, and interest rates remain solid. All in all, our marketplace is stable and we’re doing well.

How do the integrated technology systems offered by HomeSmart help the entire brokerage work smarter, not harder? Industrywide, more people are working remotely today than ever before, and one of the greatest features and benefits that led me to want to join the HomeSmart brand back in 2005 when the office opened was the technology they offered. From minimizing redundancy and making life easier for our agents, our administrative team, my business partner and myself, to the tools we have access to via HomeSmart, the entire operation runs much smoother for everyone involved. Not only do we have access to a wide array of easy-to-use tools, they all integrate together to help us get things done more efficiently, while improving our marketing strategies at the same time. Why are integrated technology systems so important, especially in today’s market? Since so many people in this industry work out of their homes today, integrated technology systems are beneficial as they allow real estate professionals to connect from wherever they are. Whether they’re at home, on the road or on vacation, they can still do a good job for their customers and clients while keeping everything in order. It makes my life as a broker more manageable so I can focus on developing my agents instead of implementing backend systems. I understand HomeSmart offers a wide array of technology systems, including singlesign-on platforms. In what ways do these platforms benefit the brokerage? Our agents are all set up with their own login to a program called RealSmart Agent (RSA), while myself and the administrative team use

RealSmart Broker (RSB), which enables us to upload documents and monitor and track them throughout the transaction. Through RSA, agents have access to any and all the tools they need to help with their marketing strategies and sales level. They can also upload documents into the system that need to be seen by myself and the administrative team via RSB. The entire system works seamlessly together and is unlike anything else I’ve seen during my tenure in real estate.

Keeping Tabs on Current Trends by Paige Tepping

Bill Keleher Chairman/CEO Berkshire Hathaway HomeServices New Jersey Properties Somerset, N.J. Region served: Central and Northern New Jersey Years in real estate: 45 Number of offices: 20 Number of agents: 650 Top tip for running a successful meeting: Bring something of value. What are some of the current trends you see in your market right now? With 70 miles between our northernmost and southernmost offices, the trends we’re seeing vary. That being said, the markets that have a direct line to Manhattan are really solid. Not only is there significant appreciation in prices in these areas, we’re also

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seeing multiple offers on properties. In the next tier—offices that don’t have a direct rail line, but are still somewhat hubs in the counties they’re in—things are a little more even. We’re seeing appreciation in these markets, but not at the same rate, and inventory is just about adequate. And in the most remote markets that we serve, conditions are still recovering, but at a much slower rate. What demographic segments are driving your business these days? While we’ve seen a decline in first-time buyers this year, move-up buyers and those who are more established financially seem to be driving things today. Our average transaction has grown significantly in the last 13 months as well. While we’re seeing a 3-4 percent appreciation in price, the average transaction has grown 8-9 percent. What is one challenge your market currently faces, and what are you doing to overcome it? In our most active markets, we’re seeing a shortage of inventory, so we’ve partnered with our agents through a multi-faceted approach to build stronger relationships in order to generate more leads and ultimately get more listings. Not only have we provided our agents with better platforms for social network marketing, we’ve also stepped up our direct mail platform, making it easier and cheaper for them by providing them with spectacular templates to choose from. We’ve also done a number of networking/relationship-building events within the communities that we serve. For example, in Montclair, we dedicated a portion of our office to the Montclair Art Museum. We run shows for individual artists or groups of artists on

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“Not only have we provided our agents with better platforms for social network marketing, we’ve also stepped up our direct mail platform, making it easier and cheaper for them by providing them with spectacular templates to choose from.” – Bill Keleher Chairman/CEO, Berkshire Hathaway HomeServices New Jersey Properties

a regular basis, which gives us the chance to get to know the people in the community. In the markets that aren’t quite so hot, we’ve brought agents into a coaching program to help them build their business and make them much more knowledgeable about the real estate transaction itself. How does your company stay flexible and current? By paying close attention and observing trends as they happen. The truth is, what happened in 2008-9 snuck up on us, and it shouldn’t have. While there were a lot of signs, we weren’t involved in the same level of analysis that we are today because we had so many good years in a row. Today, we’re more cognizant of the fact that we have to ask the hard questions about everything on a more consistent basis. We also have to be prepared to change course much more quickly. You recently began operating as part of the Berkshire Hathaway HomeServices Network. What are you most looking forward to? The identity itself. Not only is it a new brand, it’s bringing a new identity into the marketplace. And it’s incredibly powerful because of the Berkshire Hathaway company and Warren Buffett. In general, there’s a level of curiosity about the brand and the substance being provided. RE

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Luxury Halstead Property Showcases New York City Luxury at Its Finest by Nick Caruso

erched atop one of the most prime Lincoln Center condominium buildings, this stunning

penthouse offers a glimpse of what luxury truly means in New York City. Featuring unparalleled 360-degree views of Manhattan, this one-of-a-kind “townhouse in the sky” boasts three stories with separate entrances and 16 rooms, totaling an impressive 10,100 square feet and making for a memorable finale to RISMedia’s 2014 Real Estate CEO Exchange.

Power Brokers and industry professionals take in phenomenal Manhattan views at Penthouse 3C on Broadway as part of The Ultimate Power Broker Open House, the finale to RISMedia’s 2014 Real Estate CEO Exchange.

Held in conjunction with Halstead Property, one of the largest and most visable residential real estate brokerage firms in New York, RISMedia’s CEO Exchange conference attendees had the opportunity to participate in “The Ultimate Power Broker Open House”—a personal tour of this massive, beyond beautiful luxury property, now on the market (at press time). With its sleek custom design and lavish amenities both inside and out, Penthouse 3C at 1965 Broadway offered brokers a unique perspective of high-end New York City real estate.

RISMedia’s REAL ESTATE November 2014 109

“A good part of the high-end market in New York City is dominated by the luxury new developments,” says Diane Ramirez, CEO of Halstead Property, a member of Luxury Portfolio International®. “Our fall market is our second strongest selling season in Manhattan, and we are already seeing special, one-of-a-kind larger apartments coming to the market at record-breaking prices.” “I’m so pleased that Halstead Property was able to showcase The Ultimate Power Broker Open House during RISMedia’s CEO Exchange,” says Paul Boomsma, president/CEO, Luxury Portfolio International® and COO, Leading Real Estate Companies of the World®. “A magnificent penthouse with over 10,000 square feet of living space is rarely available in New York City. It’s both livable for a family, as well as entertaining on a grand scale with stunning views and finishes. It has it all.” In Boomsma’s CEO Exchange Special Presentation entitled, “The Move-up and Luxury Marketplace: Why High-end is on the Rise,” he stated that although the New York City market is currently being driven by low supply, it still remains affordable compared to other global cities. Given this, international buyers from China, Brazil and Russia are looking at New York City as an attractive option to pick up a prime slice of luxury real estate. According to Boomsma, New York has 490 listings priced over $7.65 million, with the highest recorded sale in the last 12 months topping out at $70 million. (The price of Penthouse 3C at 1965 Broadway is available upon request). Luxury buyers value lifestyle and want it to reflect and suit their families’ needs, says Boomsma. Travel, leading a fulfilling and healthy life, and a steady work-life balance are all factors that are heavily weighed by luxury buyers when making sizable decisions about real estate prospects. In the case of this Broadway residence, the building is located next to the Apple Store, across the street from the Reebok gym, and is a very short walk to Riverside and Central Park, giving its new owners full access to all of the Upper West Side’s famous food, stores and retail destinations. Brokers and service providers who attended RISMedia’s CEO Exchange, held at the Yale Club in New York City (see recap on page 63), were more than impressed by this gem of a listing. “This was the ideal closing event and a great way to end this conference, particularly for those who travel from far away and may not get to experience the New York real estate scene,” says Karen Bigos, broker, Towne Realty Group, Short Hills, N.J. “It’s not every day I see 110 November 2014 RISMedia’s REAL ESTATE

a property where I cannot find one thing that I would change or complain about. This one has it all. I’ve been in luxury homes, traveled around the world, and this home is really fabulous.” With 8,100 interior and 2,000 exterior square feet, the penthouse can serve all kinds of needs, from an über-relaxing staycation to an elegant (or rambunctious!) night of entertaining guests—the eight bedrooms, nine full bathrooms and two kitchens offer plenty of space to host. The master bedroom suite is like no other—a peaceful retreat with dazzling views, a walk-in closet and a large master bathroom, with over 25 slabs of onyx, his/her sides and a huge, two-person, all-glass-enclosed shower with great northern views. “The renovation that was done in this home is exceptional because the owners designed it as a home for a lifetime. The floor plan was thoughtfully conceived so that it feels more like a house than an apartment, and special attention to custom details abounds throughout,” says Louise Phillips Forbes, licensed associate real estate broker, Halstead Property. “There is even a floor dedicated to staff or relatives who reside full-time in the residence that contains two bedrooms, two bathrooms, a second full kitchen and a separate entrance to retain autonomy.” The outside space is just as breathtaking as its interior. Enhanced with two spacious, landscaped and

The spacious dining room is one of many to boast unbelievable views of Manhattan. Below left: The relaxing home office contains a double stone desk, gorgeous cabinetry and a large TV on a custom lift.

This story was also covered on RISMedia’s blog, Housecall. Visit the blog at blog.rismedia.com. irrigated terraces, the extraordinary outdoor living space has views of the north, south, east and west, a large entertaining and lounging space, a unique, one-of-a-kind elevated planter system and immense electronic sliding doors, one of which was brought up 33 stories to the home via crane. The views atop the terraces are so magnificent they are almost indescribable. “The floor-to-ceiling-windows and open, 360-degree views throughout, which span from the Freedom Tower to

Executive Chef Elisabeth Weinberg (right) of Miss Elisabeth’s Catering prepares hors d’oeuvres in one of the home’s cutting-edge kitchens.

RISMedia’s REAL ESTATE November 2014 111

Left: Paul Boomsma, president of Luxury Portfolio International® and COO, Leading Real Estate Companies of the World®, poses with Louise Phillips Forbes, licensed associate real estate broker, Halstead Property. Right: John Featherston, CEO & Publisher, RISMedia (far left); James Gricar, president, Halstead Property; Diane Ramirez, CEO, Halstead Property; Phillips Forbes; Darryl MacPherson, executive vice president, RISMedia.

the George Washington Bridge, including Central Park, fireplace is perfect for hosting intimate parties or grandadd to the wow factor of this penthouse,” says Forbes. scale events. It features a paneled, exotic wood ceiling, “Louise’s listing is absolutely stunning. A perfect word floor-to-ceiling frameless glass panels overlooking one is ‘breathtaking,’” says Ramirez. “What truly resonates of the terraces, and has southern views over Lincoln with me, other than the beauty and the incredible space, Center and the Freedom Tower. are the 360-degree views of Manhattan. It literally takes The breakfast room has direct access to one of the your breath away, and I have lived terraces providing north and west here for many years and seen many views overlooking the Hudson River wonderful views!” and the Central Park Reservoir and But this still doesn’t scratch has two additional refrigerators, a the surface of this colossal, chic large wine cooler, and second builtproperty. Panoramic views can also in coffee machine. be seen from an immense grand “The home is beautifully room of over 1,500 square feet, appointed and there is such containing two sitting areas, over a luxury of space in a city not 65 feet of floor-to-ceiling windows, known for that amenity. It’s been a free-floating, four-sided bronze one of our most visited homes on and glass fireplace, stone and wood Halstead.com, and it’s easy to see bar, and drop-down movie screen why,” says Ramirez. with hidden speakers and black-out Penthouse 3C at 1965 Broadway shades. is a sight one must see to believe. -Diane Ramirez In the bronze and wood-paneled It’s an extraordinary piece of property CEO, Halstead Property study, there’s a unique, free-floating and one astounding opportunity for double stone desk with pop-up any future buyer. computer screens, custom bookshelves and cabinetry, “None of us would have ever had the opportunity to and custom bronze art lights. A large TV on a custom see a listing like this under normal circumstances. It lift that recesses into the paneled ceiling can also be really is icing on the cake,” says Dale Ross, CEO, Realtors found, which pivots when in the down position to allow Property Resource®, who was a featured speaker at the CEO Exchange. for different viewing angles. “In my 25 years in the business, I’ve never seen The large main kitchen employs stainless steel, Corian (including on the walls) and slab stone construction with anything like it. This one is special,” says Forbes. “I have double stoves and double ovens, two refrigerators, three been fortunate to have all kinds of listings, but this is a jewel and it will always be one of a kind. I feel very sinks and three dishwashers. It’s posh to the max. The well-sized dining room with a double-sided privileged to be a part of this.” RE

“The home is beautifully appointed and there is such a luxury of space in a city not known for that amenity. It’s been one of our most visited homes on Halstead.com, and it’s easy to see why.”

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Breast Cancer Awareness During the month of October, AmeriSpec franchise owners joined together to spread the word of early breast cancer detection. Please join us in thanking all of those who participated in the AmeriSpec early breast cancer detection campaign. Justin Woodford

Dave Doubrava

Lindsey & Jess Hodges

Ed Mitchell

Nevada, Orange County Making Strides Charity

Arizona Cancer Association of Havasu

Georgia Cancer Walk-Sponsor local Realtor

New Jersey Leukemia & Lymphoma Society, Inc

Michael Gebben

Chris Lopez

Tom Sutko

Charles Lyday

Madison, Wisconsin Breast Cancer Recover/Women’s Realtors Council

California Susan G. Komen

Nebraska American Cancer Society Susan G. Komen

Florida American Association for Cancer

Charles Gifford

California Susan G. Komen

Tim McGovern

California National Breast Cancer

Florida Susan G. Komen North Fla

Don Scott Massachusetts American Cancer Society

Collen Brand

Cheryl Myers Delaware Delaware Cancer Coalition

New York Traci’s Hope Charity

Lynn & Jess Alvarez California Susan G. Komen

Joe Lockhart

Like Having

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members 5 have it all.

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If you’re a top agent, you didn’t become one by doing what everyone else does. And now that you’ve done it, you don’t have time for anything that doesn’t help you stay on top. That’s where the Top 5 in Real Estate Network comes in. As some of America’s most successful agents, our members enjoy exclusive access to an array of personal branding, professional networking and technological resources few others can match. • Top Tools • Top Training • Top Technology From weekly marketing videos to monthly coaching sessions, every element is designed to help you differentiate yourself and dominate your market. Find out how top producers stay on top – and how you can join them there. Visit us at Top5inRealEstate.com today.

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Millennials: Growth and Opportunity Technology critical to helping a new generation buy homes Commentary by Lisa Mihelcich

hen the U.S. Census Bureau announced earlier this year that only 36 percent of Americans under the age of 35 own a home (the lowest level since the early 1980s), it was easy to jump to the conclusion that the absence of the much-discussed millennial generation from the pool of new homebuyers might be a drag on the housing market.

There is growing evidence to suggest, however, that millennials might be anything but a drag: they might be primed to send a housing market already gaining momentum from sustained low rates and a steadily improving economy to really take off. In a study that took place this summer, Chicago-based BMO Harris Bank found that about three-quarters of millennials are already planning on purchasing a home within the next five years. Nearly four out of 10 millennials plan to do so within the next two years, and 15 percent in the next year. In the context of a market that is steadily heating up and showing signs of even more significant growth in the near future, new technologies and new efficiencies—like those available through zipLogix’s comprehensive suite of streamlined digital solutions—will be more important than ever. New Buyers and New Opportunities With a potentially large number of

new and different buyers coming into the market without preconceived notions of how the home-buying process works, this is an ideal opportunity for our industry to step forward and make the process faster and easier for everyone involved. It is all the more important because millennials expect to operate in a mobile/digital environment. This is a generation with high expectations for speed, service and technical savvy. New Efficiencies With increased volume, it is critical to be able to perform as many transactions as quickly as possible. zipLogix products allow key documents to be signed without ever leaving the office, to have multiple transactions going on at the same time, to be able to close quicker and have completed and verifiable documentation, and to avoid the headaches and delays of snags and disputes by quickly resolving potential conflicts with the powerful and proprietary security and tracking functionality that is an inte-

gral part of the system. New Hiring and Training Protocols Historically, most industry training takes place on the fly: in the midst of a transaction. Today, however, zipLogix has created a vast library of on-demand training videos available online to help new hires get up-tospeed quicker. Additionally, Help and Wizard functionality baked into the software itself provides critical resources to walk users through specific tasks. New Standards for Accuracy With more data being introduced into the system, handling that information and reducing errors is vital. With zipLogix digital solutions, MLS data is pulled directly into zipForm, and local, regional and national data flows not only out, but also in, to ensure that all forms are as up-to-date as possible. Consequently, the need to retype and reenter data is substantially reduced or eliminated, both lightening the workload and reducing the potential for error. RE Lisa Mihelcich is COO, zipLogix.

RISMedia’s REAL ESTATE November 2014 115

{Ask the Experts}

Erica Campbell Byrum Director of Social Media Homes.com and For Rent Media Solutions www.homes.com

Q: A:

What are the biggest social media trends for real estate in 2015?

Social media, digital marketing and new technology hold massive opportunities to attract new business, retain customers, create engagement and increase revenue. They’re also constantly evolving, so it’s challenging to know what will help grow your real estate business. Since the advent of social media, we’ve tested many tactics to see what consumers are drawn to and what falls short. As we brace for 2015, let’s explore five social media marketing trends that should be on your radar for 2015.

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Create a Sense of ‘Youtility’ In the age of “information overload,” our marketing messages must not only stand out, but be valuable enough that people share them with their networks. Youtility is “marketing so useful, people would pay for it,” according to Jay Baer, marketing consultant and author of the New York Times best-selling book, “Youtility,” and the newly released e-book, “Youtility for Real Estate.” When people share your content, they’re essentially adding their seal of approval, which has the potential to increase the quality and your rank on search engines. Hire talented writers who generate helpful, innovative and shareable content that will stick out, portray you as the expert and keep your brand top of mind. After all, Baer says, “the difference between helping and selling is just two letters.”

Image-based Content Rules Using visual content to tell stories will be imperative to connecting with your audience, as it helps them identify with your brand. In fact, the brain processes visuals 60,000 times faster than text (Zabisco). Focus on visual-based social platforms like Instagram, Pinterest and Google+. Share not only photos, but videos, including micro and time-lapse videos, like the Hyperlapse app from Instagram, that can truly showcase your brand and properties in an innovative, visually pleasing format. Think like a journalist and dedicate resources to develop these assets and collect stories. There are dozens of free and low-cost

of homebuyers search for homes using their mobile device (NAR). In 2015, if you haven’t transitioned to responsive design websites that provide a user-friendly experience, or taken advantage of mobile ads, you are missing tremendous opportunities to connect with consumers.

editing tools like PicMonkey.com, Piktochart.com and Rhonna Designs to help you create your own graphic masterpiece. Also, monitor and emulate trends like the cutting-edge formats featured on BuzzFeed.com. And look to real estate pros like Raj Qsar, principal and owner of The Boutique Real Estate Group, who are doing it right.

Activate Employees and Fans Empower your employees to act as brand ambassadors using their personal social accounts. This will be huge in 2015 and makes total sense as your employees have a large stake in the success of your business, and their support helps to humanize your brand. Motivate them to share their brand love with con-

tests. Then, crowdsource their content, photos and videos for potential use in paid ads, blog posts and other formats so that they ultimately become your content creators.

Go Mobile or Go Home Eighty-nine percent of homebuyers search for homes using their mobile device (NAR). In 2015, if you haven’t transitioned to responsive design websites that provide a user-friendly experience, or taken advantage of mobile ads, you are missing tremendous opportunities to connect with consumers.

Pay to Play Goes Mainstream Social networks have grown exponentially, gone public and are monetizing the exposure they once gave to businesses for free. Now, if agents and brokers want to share their content with a targeted audience, you’ve got to pay to play. The prevalence of Twitter and Facebook ads, and promoted pins on Pinterest, have gone mainstream. However, take note that Instagram is now the new player, delivering nearly 180 times more engagement for businesses than Facebook and Twitter combined (Sprinklr). Agents and brokers, it’s time to embrace this new shift and be open to the idea of paying for ads to capture these active, social and mobile consumers.

Discover five additional social trends that will be on the rise in 2015 by viewing my presentation at slideshare.net/EricaCampbell. Follow me @EricaCampbell on Twitter for more social media best practices for the real estate and multi-family housing industries. RISMedia’s REAL ESTATE November 2014 117

Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®..................................................................................... 119 American Home Shield........................................................... 119 Bank of America Home Loans................................................. 119 Berkshire Hathaway HomeServices......................................... 119 Better Homes and Gardens Real Estate LLC............................ 119 Carrington Real Estate Services.............................................. 119 Centralized Showing Service................................................... 119 Century 21 Real Estate LLC.................................................... 119 Certified New Home Specialist................................................ 119 DocuSign............................................................................... 119 ERA Franchise Systems, LLC................................................... 119 FeedbackCentral.................................................................... 120 First American Home Buyers Protection Corporation................ 120 HomeFinder.com.................................................................... 120 Homes.com........................................................................... 120 HomeSmart International....................................................... 120 HSA Home Warranty............................................................... 120 Leading Real Estate Companies of the World®........................ 120 Lumentus Social.................................................................... 120 Mobile Real Estate................................................................. 120 National Association of REALTORS®........................................ 120 Norman-Spencer Agency, Inc.................................................. 121 On The Move, Inc.................................................................... 121 The Personal Marketing Company........................................... 121 Pillar To Post Home Inspectors................................................ 121 Pinnacle Quest Consulting...................................................... 121 Point2.................................................................................... 121 Prudential Real Estate ........................................................... 121 The Real Estate Book............................................................. 121 Realogy Holdings Corp........................................................... 121 realtor.com®.......................................................................... 121 Realtors Property Resource®.................................................. 121 Realty Executives International, Inc......................................... 121 Realty ONE Group.................................................................. 122 RE/MAX, LLC.......................................................................... 122 RentalRoost, Inc..................................................................... 122 RIS Consulting Services......................................................... 122 SharperAgent......................................................................... 122 Showing Beacon.................................................................... 122 Stewart Title........................................................................... 122 Top 5 in Real Estate............................................................... 122 Top Producer® CRM................................................................ 122 Verl Workman Seminars.......................................................... 122 zipLogix.................................................................................. 122

RREIN Service Providers Ascent Real Estate, Inc........................................................... 123 Berkshire Hathaway HomeServices Alliance Real Estate.......... 123 Berkshire Hathaway HomeServices Ambassador Real Estate... 123 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....123

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Berkshire Hathaway HomeServices, Florida Network Realty..... 123 Berkshire Hathaway HomeServices Florida Realty................... 123 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.....123 Berkshire Hathaway HomeServices Georgia Properties............ 123 Berkshire Hathaway HomeServices Nevada Properties............ 124 Berkshire Hathaway HomeServices Select Properties.................124 Berkshire Hathaway HomeServices The Preferred Realty............124 Better Homes and Gardens Real Estate Mason-McDuffie........ 124 Better Homes and Gardens Real Estate Rand Realty............... 124 Calcagni Associates Real Estate............................................. 124 CENTURY 21 Affiliated............................................................ 124 CENTURY 21 Alliance.............................................................. 124 CENTURY 21 AllPoints Realty.................................................. 124 CENTURY 21 Award................................................................ 124 Century 21 New Millennium................................................. 124 CENTURY 21 Scheetz............................................................. 124 Coach Realtors®................................................................. 125 Coldwell Banker Advantage..................................................... 125 Coldwell Banker D’Ann Harper, REALTORS®............................. 125 Coldwell Banker First Realty.................................................... 125 Coldwell Banker High Country Realty...................................... 125 Coldwell Banker Hunter Realty................................................ 125 Coldwell Banker Kappel Gateway Realty.................................. 125 Coldwell Banker Platinum Partners......................................... 125 Coldwell Banker Prime Properties........................................... 125 Diane Turton, Realtors®....................................................... 125 Fillmore Real Estate............................................................... 125 First Team® Real Estate.......................................................... 125 Five Star Real Estate.............................................................. 126 GARDNER, REALTORS®........................................................... 126 Gloria Nilson & Co. Real Estate.............................................. 126 Harry Norman, REALTORS®..................................................... 126 J. Rockcliff Realtors®........................................................... 126 Jordan Baris, Inc., Realtors®................................................ 126 Kinlin Grover Real Estate Real Living....................................... 126 Long & Foster Real Estate, Inc................................................ 126 Lusk & Associates Sotheby’s International Realty.................... 126 McCOLLY Real Estate.............................................................. 126 Page Taft Real Living............................................................... 126 Patterson-Schwartz Real Estate.............................................. 127 Prudential Towne Realty.................................................................127 Randall, Realtors® Real Living...................................................127 Real Estate Teams, LLC..................................................................127 Real Living Lifestyles Real Estate...................................................127 RE/MAX 440 and RE/MAX Central......................................... 127 RE/MAX of Boulder, Inc.......................................................... 127 RE/MAX Crossroads............................................................... 127 RE/MAX Gateway................................................................... 127 RE/MAX Professionals............................................................ 127 RE/MAX Suburban................................................................. 127 RLS, REALTORS®.................................................................... 127

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

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

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

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

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

Carrington Real Estate Services (877) 330-2773 • Carringtonrealestate.com/Join Carrington Real Estate Services is one of the 18 companies under the Carrington Holding Company, LLC. Together, these businesses cover virtually every aspect of the single-family residential real estate transaction, including investment in U.S. real estate and mortgage markets, loan origination and service, asset management and property preservation, rentals, title and escrow services. By leverag-

ing our family ties, we have grown to be one of the largest residential real estate brokerages in the country in just five short years. Join our network of more than 1,200 sales professionals serving 26 states.

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

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Rick Davidson, President & CEO Century 21 Real Estate LLC is the franchisor of the world’s largest residential real estate sales organization, with approximately 6,900 independently owned and operated franchised brokerages and more than 102,000 real estate professionals in 75 countries and territories worldwide. Technology initiatives include both English and Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the CENTURY 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

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

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

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Charlie Young, President & CEO Since 1971, ERA Franchise Systems, Inc., a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website. The ERA network includes approximately 2,300 independently owned and operated offices with approximately 31,000 brokers and sales associates throughout the United States and 33 other countries and territories. ERA Franchise Systems, Inc. is a subsidiary of Realogy Holdings Corp. RISMedia’s REAL ESTATE November 2014 119

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

First American Home Buyers Protection Corporation (800) 444-9030 • https://homewarranty.firstam.com/realtor.aspx First American Home Buyers Protection is a leading provider of home warranties. We offer homeowners, home buyers, and home sellers protection against costly repairs and replacements on their home’s essential systems and appliances. Our services are supported by a national network of independent pre-screened and qualified contractors. Founded in California in 1984, the company operates two call centers in California and one in Arizona, and is a member of the First American Financial Corporation family of companies.

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

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

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

HSA HOME WARRANTY (800) 367-1448 • www.onlinehsa.com • Madison, Wis. • Mike Clear, President HSA Home Warranty provides home warranty coverage in 48 states and E&O insurance in all 50 states. The HSA Home Warranty repairs or replaces mechanical systems and appliances that fail due to normal wear and tear during the coverage period. With HSA Home Warranty, real estate professionals minimize their risk by lowering their exposure to liability. Their clients are protected from the financial burden that comes with unexpected mechanical failures in their home. They avoid post-sale disputes about 120 November 2014 RISMedia’s REAL ESTATE

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

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

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

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

Norman-Spencer Agency, Inc. (800) 477-9192 x.6001 • www.norman-spencer.com/toptier Norman-Spencer Agency, Inc. is recognized as a nationally acclaimed provider of property and casualty insurance services. Our Top Tier Real Estate Errors and Omissions Insurance Program is designed to address the specific needs of the largest real estate firms in the industry. We’ll work with your existing insurance agent or refer one to you who is familiar with our Top Tier Program. Please call us at 800.477.9192 x.6001 or visit www.norman-spencer.com/toptier.

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

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

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

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

Point2 (888) 955-7900 • www.Point2Agent.com • Saskatoon, Canada • Linda Moola (lmoola@point2.com) Point2 (www.point2.com) provides real estate marketing and lead management software to brokers and agents in North and South America, Europe, Asia, Australia and Africa, as well as listing data aggregation and syndication solutions to real estate MLSs,

Boards and Associations across the U.S. and Canada. Point2’s solutions also include the consumer real estate listings portal, Point2 Homes, as well as end-to-end property management software for small to medium size organizations, managing up to 1,000 units. Point2 is a Yardi Systems Inc. (www.yardi.com) brand.

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

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

REALOGY HOLDINGS CORP. (973) 407-7215 • www.realogy.com • Madison, N.J. • Mark Panus, SVP, Corporate Communications Realogy Holdings Corp. (NYSE: RLGY) is a global leader in real estate franchising with company-owned real estate brokerage operations doing business under its franchise systems, as well as relocation and title services. Realogy’s brands and business units include: Better Homes and Gardens® Real Estate, CENTURY 21®, Coldwell Banker®, Coldwell Banker Commercial®, The Corcoran Group®, ERA®, Sotheby’s International Realty®, NRT LLC, Cartus and Title Resource Group. Collectively, Realogy’s franchise system members operate approximately 13,500 offices with 251,000 independent sales associates doing business in 104 countries around the world.

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

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

Realty executives international, inc. (800) 252-3366 • www.RealtyExecutives.com Realty Executives International, Inc., one of the fastest growing real estate franchises in the United States, boasts nearly 10,000

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sales associates and more than 500 franchises worldwide in 26 countries. Since 1965, Realty Executives International has built a culture of top producers by offering an environment that is truly agent-centric and designed to best support the professional real estate practitioner. Publications like Entrepreneur, Success and Inc. magazines have ranked Realty Executives Intl. as a leader based on growth, management stability and financial soundness.

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

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

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

RIS CONSULTING SERVICES

HTML email (no attachments or links), or post to their personal website. One of the more powerful features allows the subscriber to run complete promotional and follow-up drip email campaigns through a proprietary online Customer Management System.

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

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

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

Top Producer® CRM (800) 821-3657 Top Producer® CRM is the super-fast, super-easy real estate marketing system that makes it a breeze to build your loyal client base. Top Producer® CRM allows you to connect to dozens of popular lead sources, making it easy to prioritize incoming prospects, close current business and build referrals for future business. Keep your sales pipeline running smoothly, follow-up automatically, and manage your business in minutes with Top Producer® CRM. Visit TopProducer.com

Verl Workman Seminars

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

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

SHARPERAGENT

zipLogix

(866) 614-9372 • www.SharperAgent.com • Denver, Colo. • Brian Wildermuth, President SharperAgent delivers the industry’s most powerful contact marketing system that combines direct mail and email marketing into one easy-to-use system. SharperAgent subscribers can distribute personalized newsletters, greeting cards, local marketing cards, sports schedules, flyers and much more via traditional mail, 122 November 2014 RISMedia’s REAL ESTATE

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

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

Berkshire Hathaway HomeServices Alliance REAL estate (800) 325-7700 • www.bhhsall.com For over 35 years, Berkshire Hathaway HomeServices Alliance Real Estate has served the Greater St. Louis metropolitan area, earning a highly respected reputation for quality service and state-of-theart technology. Known for its growth throughout the region, the company operates seven branch locations with over 375 agents in four major counties, making it the 2nd largest residential real estate brokerage in the area. Berkshire Hathaway HomeServices Alliance Real Estate offers a full range of complementary services, including corporate relocation, new homes marketing, commercial sales, and mortgage, title and home warranty products.

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

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

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

Berkshire Hathaway HomeServices Florida Realty (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the 5th largest brokerage in the nation among the affiliate Network brokers and offers residential and commercial services, seasonal rentals, property management, REO & Foreclosures, corporate relocations, referral services, mortgage, title, insurance, home service plans, and personal concierge services. BHHS Florida Realty is the No. 1 Fundraiser for The Sunshine Kids, having raised over $2.3 million since 2001. For more information, visit www.BHHSFloridaRealty.com.

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

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

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Berkshire Hathaway HomeServices nevada Properties

CENTURY 21 Affiliated

(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.

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

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, BHHS Select ranks as the No. 1 locallyowned real estate firm in St. Louis. BHHS Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and takes pride in being recognized in the community for high standards and ethics.

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

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

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

Calcagni Associates 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.

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

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

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

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

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

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

top producing real estate companies. Coldwell Banker Hunter Realty distinguishes itself by offering unparallel service by its extensively trained sales associates, specializing in residential and commercial real estate sales and leasing, relocation services, new construction, land sales and one-stop service for mortgage, title, escrow and home warranty. Coldwell Banker Hunter Realty has been presented the highly acclaimed Coldwell Banker Chairman Circle award yearly since 1991. Visit us online at www.cbhunter.com.

Coldwell Banker Kappel Gateway Realty

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

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

Coldwell Banker D’Ann Harper, REALTORS®

Coldwell Banker Platinum Partners

Coldwell Banker Advantage

(210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company servicing the metropolitan San Antonio, Texas, market. Since opening in 1986 and specializing in corporate relocation, the company has become a trusted name in the real estate industry. With almost 350 sales associates and 7 offices, the company’s extensively trained representatives have the knowledge and expertise to service all aspects of the real estate business. Its core services include global relocation, property management and rentals, commercial sales and leasing and mortgage financing. The company has earned the prestigious Coldwell Banker Chairman Circle award continuously since 1990.

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

COLDWELL BANKER HIGH COUNTRY REALTY (800) 307-0777 • www.cbHighCountry.com • email: juneslusser@tds.net Coldwell Banker High Country Realty is the leading regional real estate firm serving the Blue Ridge Mountain resort markets in North Georgia, Western North Carolina and Tennessee. Our specialties include second- and vacation-home lifestyles, retirement living, investment property, land, commercial real estate, reo and asset management and relocation services.

Coldwell Banker Hunter Realty www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s

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

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

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

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

First Team® Real Estate (888) 236-1943 • www.FirstTeam.com First Team® Real Estate is the No. 1 privately held real estate company in Southern California with 2,000 agents and employees

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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.

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.

Five Star Real Estate

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

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

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

Jordan Baris, Inc., Realtors®

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

Long & Foster Real Estate, Inc.

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

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

HARRY NORMAN, REALTORS®

Lusk & Associates Sotheby’s International Realty

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

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

Gloria Nilson & Co. Real Estate

J. Rockcliff Realtors® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most 126 November 2014 RISMedia’s REAL ESTATE

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

Page Taft Real Living (203) 453-6511 • www.pagetaft.com Since opening its Guilford office in 1980, Page Taft has expanded its presence with offices in the historic towns of Madison and Essex, Conn. Page Taft agents foster long-term relationships with

clients, based on a strong foundation of trust and an unsurpassed commitment to excellence. These unique strengths set us apart from our competitors and make us your most valuable resource in fulfilling your real estate needs.

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

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

Randall, Realtors® Real Living (401) 364-3388 • www.randallrealtors.com Randall, Realtors® Real Living has been a consistent leader in the marketing of Southern New England properties for more than 28 years. Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating and are among the most highly trained anywhere in New England. 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.

Real Estate Teams, LLC (301) 695-3020 · www.realestateteams.com • info@realestateteams.com Real Estate Teams, LLC provides professional real estate services to clients in Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. We specialize in residential, new construction, land, commercial, relocation and rental properties. Our agents have sold more properties than any other real estate office in Frederick County since 2004. Professionally trained agents take advantage of today’s technology to help their clients realize a bright tomorrow. Contact us today for more information about our real estate services. Free online property searches are available at www.realestateteams.com.

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

RE/MAX 440 and RE/MAX Central (215) 453-7653 • www.pahomesforsale.com • Tom Skiffington, Broker/Owner, tskiffington@remax.net RE/MAX 440 and RE/MAX Central is a first-class, professional real

estate company. Our goal is to provide the most prompt, courteous and professional services to all our customers and clients. We are the leading RE/MAX in Pennsylvania and Delaware with the highest sales volume and transactions. RE/MAX 440/Central has 10 different offices in Bucks, Montgomery and Lehigh counties.

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

RE/MAX Crossroads (800) 887-7444 • www.remaxneo.com • Dennis Steed, ABR, CRB, CRS, GRI, e-Pro, Broker/Owner, dsteed@remax.net RE/MAX Crossroads is locally owned and operated with 7 locations in the greater Cleveland and Akron/Canton area. Serving our communities with over 150 sales partners and support staff, RE/MAX Crossroads is the largest RE/MAX Company in Ohio. One-hundred percent of our sales partners choose to contribute a portion of each transaction to Children’s Miracle Network Hospitals (CMN). Since the company’s inception in 1993, RE/MAX Crossroads has contributed over $600,000 to CMN. Crossroads’ outstanding partners closed nearly 3,700 transactions in 2013, making us one of the top 25 Real Estate Companies in the U.S. ranked by per agent productivity.

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

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

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

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

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

Ascent Real Estate Inc. 410 Kalmia Street, San Diego , CA 92101 Contact: Client Services • Tel: (619) 325-4140 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage areas: San Diego Offices: 7 • Associates: 140 Better Homes and Gardens Mason-McDuffie Real Estate 2260 Douglas Blvd., Ste. 140, Roseville, CA 95661 Contact: Linda Howard, President, Network Services Tel: (916) 488-1787 (Direct) • (800) 451-3131 (Toll Free) • (Fax) 916-488-3749 Email: linda.howard@bhghome.com • URL: www.bhghome.com Coverage areas: Northern California, Northern Nevada Offices: 29 • Associates: 1,700 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Suite 110, Rancho Santa Margarita, CA 92688 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Drive, Suite 300, San Diego, CA 92108 Contact: Kathy Paddock, CRP, Vice President Relocation Services Toll Free: (800) 821-1411 • Fax: (949) 480-5345 Email: kpaddock@century21award.com Coverage areas: San Diego, Southern Riverside Offices: 15 • Associates: 1200 Coldwell Banker Kappel Gateway Realty 750 Mason Street, Ste. 101, Vacaville, CA 95688 Phone: (707) 427-5344 or (800) 426-0898 • Fax: (707) 446-9830 Contact: Loretta Neubert E-mail: relo@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Dixon, Fairfield, Rio Vista, Suisun City Vallejo and Winters, Calif. Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Avenue, Suite 300, Irvine, CA 92618 Toll Free Phone: (855) 858-8028 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com • E-mail: gayleglew@firstteam.com Coverage areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1865 J. Rockcliff Realtors® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (O) 925.251.2501, (C) 925.324.1323, (TF) 877-JRCKCLF (572-2523) Email: rdickson@rockcliff.com URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

128 November 2014 RISMedia’s REAL ESTATE

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

COLORADO

RE/MAX of Boulder, Inc. 2425 Canyon Blvd. #110, Boulder, CO 80302 Contact: D.B. Wilson, CDPE, SFR, CRS, GRI Broker Assoc./Mgr., Relo. Svcs. Tel: (303) 449-7000 • Toll Free: (800) 825-7000 • Fax: (303) 449-8554 • Email: dbwilson@BoulderCO.com • URL: www.BoulderCO.com Coverage areas: Boulder, Longmont, Louisville, Lafayette, Broomfield, Niwot, Nederland, Lyons, Superior, Westminster, Erie, Firestone, Frederick, Jamestown, close in mountains and the entire Boulder Valley. Covering much of Adams, Larimer, Weld, Denver, Jefferson, Gilpin and all of Boulder and Broomfield counties Offices: 1 • Associates: 85 RE/MAX Professionals 390 Union Boulevard, Lakewood, CO 80228 Contact: Brad Whitehouse, Broker/Owner Tel: (303) 268-4236 (office) • (303) 887-5159 (mobile) Email: bradwhitehouse@remax.net • URL: www.homesbythepros.com Coverage areas: Denver and surrounding areas Offices: 8 • Associates: 380

CONNECTICUT

Calcagni Associates Real Estate 330 South Main Street, Cheshire, CT 06410 Contact: Steven Calcagni, President Director of Relocation: Camille Urbano • Tel: (203) 272-1821 ext. 368 Email: Camille_Urbano@calcagni.com • URL: www.calcagni.com Coverage areas: New Haven County, Central Connecticut Offices: 3 • Associates: 100 CENTURY 21 AllPoints Realty 117 North Main Street, Southington, CT 06489 Contact: Kelly Peterson, COO • Tel: (800) 525-7793 Email: C21KellyPeterson@gmail.com • URL: www.c21allpointsrealty.com Coverage area: Southington, Cheshire, Plainville, Bristol, Farmington, Newington, Berlin, New Britain, Waterbury, Watertown, West Hartford, Enfield, Somers, Suffield, Manchester, Windsor, South Windsor, East Hartford, Vernon, Tolland, Granby, New Haven, Branford, Northford, Meriden, Wallingford, North Haven, East Haven, Guilford, Old Saybrook, Orange, Naugatuck, Milford Office: 6 • Associates: 214 Page Taft Real Living 89 Whitfield Street, Guilford, CT 06437 Contact: Karen Stephens, Executive VP • Tel: (203) 453-6511 Email: kstephens@pagetaft.com • URL: www.pagetaft.com Coverage areas: Connecticut Offices: 3 • Associates: 60 Randall, Realtors® Real Living 4009 Old Post Road, 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, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services,

(610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000

Email: brphillips_cb@tds.net • URL: www.cbHighCountry.com Coverage areas: The Blue Ridge Mountain Areas of: Murphy, Robbinsville, Hayesville, (N.C.), Hiawassee, Young Harris, Blairsville, Blue Ridge, and Ellijay, (Ga.), and Polk County (Tenn.) Offices: 4

Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, Vice President of Relocation Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com • URL: www.MyCbpp.com Coverage areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

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

FLORIDA

Berkshire Hathaway HomeServices, Florida Network Realty 4190 Belfort Road, Suite 475, Jacksonville, FL 32216 Contact: Linda Lindenmoyer, Dir. Relocation, Referral Services and Bus. Dev. Tel: (800) 456-8036 • Direct: (904) 296-6400 ext. 313 Email: Linda.Lindenmoyer@Prunet.com URL: www.prudentialnetworkrealty.com or www.BHHSFloridaNetworkRealty.com Coverage Areas: Northeast Florida including: Jacksonville, Avondale, Ortega, San Marco, Riverside, Neptune Beach, Arlington, Southside, Atlantic Beach, Jacksonville Beach, Ponte Vedra Beach, Mandarin, St. Johns, World Golf Village, St. Augustine, St. Augustine Beach, Crescent Beach, Orange Park, Fleming Island, Middleburg. Serving Clay, St. Johns, Duval, Flagler counties Berkshire Hathaway HomeServices Florida Realty 1580 Sawgrass Corporate Pkwy, Suite 400, Sunrise, FL 33323 Tel: (954) 693-0100 or (800) 386-1554 • Fax: (954) 236-6962 Contact: Rei Mesa, CRS, CRB, President, CEO Email: ReiMesa@BHHSFloridaRealty.com • URL: www.BHHSFloridaRealty.com Relocation Contact: Sharon Sapp, Vice President, Relocation, Referrals & REOs sharonsapp@BHHSFloridaRealty.com Serving 17 counties throughout Florida, including Southeast Florida, Southwest Florida and Orlando area Offering mortgage, title, insurance, home service plans, 1031 exchange services! Offices: 39 • Associates: 1,350 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage areas: Daytona, Daytona Beach, Daytona Beach Shores, Flagler, Holly Hill, New Smyrna Beach, Ormond Beach, Ponce Inlet, Port Orange, South Daytona Offices: 15 • Associates: 550

georgia

Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Road, Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 Coldwell Banker High Country Realty 274 W. Main Street., Blue Ridge, GA 30513 Contact: Barbara Phillips, Director of Referral and Relocation Services Tel: (706) 632 7311 X227

Harry Norman, REALTORS® 532 East Paces Ferry Road NE, Atlanta, GA 30305 Contact: Patsy Alston, patsy.alston@harrynorman.com Tel: (404) 504-7950 Email: patsy.alston@harrynorman.com • URL: www.harrynorman.com Coverage Areas: Atlanta, Ga. Offices: 12 • Associates: 1,000

illinois

CENTURY 21 Affiliated 221 West Beltline Highway, Madison, WI 53713 Contact: Bonnie Kunstman, Relocation Director Tel: (815) 207-6813 • Cell: (815) 922-3246 Email: bkunstman@C21Affiliated.com • URL: www.Century21Affiliated.com Coverage Areas: South Central Wisconsin, Northern Illinois, Greater Chicagoland area, Northwest Indiana, Eastern Minnesota, Southern Michigan. Offices: 56 • Agents: 1,200 McCOLLY Real Estate 800 Deer Creek Drive, Schererville, IN 46375 Contact: Deborah Horton, CRP, RCC, Director of Referral/Relocation Services Tel: (800) 348-2100 ext 206 Email: dhorton@mccolly.com • URL: www.mccolly.com Coverage areas: Alsip, Beecher, Blue Island, Bourbonnais, Bradley, Burbank, Burnham, Calumet City, Channahon, Chicago, Chicago Heights, Chicago Ridge, Clearing, Coal City, Country Club Hills, Crestwood, Crete, Dolton, Evergreen Park, Frankfort, Glenwood, Grant Park, Harvey, Hazel Crest, Hegewisch, Hickory Hills, Homer Glen, Homewood, Joliet, Kankakee, Lansing, Lemont, Lockport, Lynwood, Manhattan, Manteno, Markham, Matteson, Midlothian, Mokena, Momence, Monee, Morgan Park, Mount Greenwood, New Lenox, Oak Forest, Oak Lawn, Orland Hills, Orland Park, Palos Heights, Palos Hills, Palos Park, Park Forest, Peotone, Plainfield, Posen, Richton Park, Riverdale, Romeoville, Roseland, Sauk Village, Shorewood, South Holland, St. Anne, Steger, Tinley Park, University Park, Worth Offices: 15 • Associates: 550 RE/MAX SUBURBAN 330 East Northwest Highway, Mount Prospect, IL 60056 Contact: Layla El Said, layla@laylaelsaid.com Email: layla@laylaelsaid.com • URL: remaxsuburban.com Coverage areas: Northwest suburbs of Chicagoland Offices: 7 • Associates: 180

indiana

RISMedia’s REAL ESTATE November 2014 129

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

louisiana

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

Tel: (508) 420-1130 Email: lcundiff@kinlingrover.com • URL: www.kinlingrover.com Coverage areas: Southeastern Massachusetts Offices: 16 • Associates: 275

Michigan

Minnesota

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

mississippi

Missouri

Berkshire Hathaway HomeServices Alliance Real Estate 17050 Baxter Road, Ste 200, Chesterfield, MO 63005 Contact: Patty Viliocco • Telephone: (800) 325-7700 • Fax: (636) 537-4875 Email: pviliocco@bhhs.com • URL: www.bhhsall.com Coverage Area: Greater Metropolitan St. Louis area including St. Louis and surrounding cities; St. Louis County; St. Charles County; Jefferson County; Franklin County; Lincoln County; Warren County Offices: 7 • Associates: 375+

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

Berkshire Hathaway HomeServices Select Properties 1650 Des Peres Road Suite 205, Saint Louis, MO 63131 Contact: Angie Ignatowski, Relocation Director Tel: (314) 835-6000 Direct (314) 835-6050 Email: 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

Massachusetts

Kinlin Grover Real Estate Real Living 4 Wianno Ave., Osterville, MA 02655 Contact: Lucy Cundiff, Director of Agent Services

130 November 2014 RISMedia’s REAL ESTATE

NEbraska

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

NEvada

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

NEW JERSEY

Berkshire Hathaway HomeServices Fox & Roach, Realtors® 1 International Plaza, Suite 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services, (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage areas: Greater Philadelphia Region, Greater Allentown and Easton Region, SE Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, Realtors® 511 Forman Avenue, Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Diane Turton, Realtors Relocation Services • Tel: 1-877-DTURTON Email: dturton@dianeturton.com • URL: www.dianeturton.com Coverage areas: Monmouth County and Ocean County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 16 · Associates: 350 Gloria Nilson & Co. Real Estate and RLS, REALTORS® 826 Alexander Road, Princeton, NJ 08540 Contact: Pat Renner, Director of Business Development Relocation Line: (888) 467-MOVE • Direct: (609) 750-7605 Email: prenner@glorianilson.com • URL: www.glorianilson.com Coverage areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties Offices: 17 • Associates: 600+ Jordan Baris, Inc., Realtors® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Office: (973) 736-1600 • Toll Free: (800) 4-JBARIS • Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage area: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150

NEW YORK

Better Homes and Gardens Rand Realty 10 Schriever Lane, New City, NY 10956 Contact: Janet Farsetta, Vice President, Relocation Tel: (845) 825-8071 Email: janet.farsetta@randrealty.com • URL: www.randrealty.com Coverage areas: The major New York suburbs, Westchester, Rockland, Orange, Dutchess, Putnam, Sullivan and Ulster counties in New York Offices: 25 • Associates: More than 800 Coach Realtors® 66 Gilbert Street, Northport, NY 11768 Contact: Elaine Elish, Inbound Referral Coordinator, (800) 321-7356 x138, Email: elaine@coachrealtors.com URL: www.coachrealtors.com/buying-and-selling/relocation.cfm The Coach Realtors Relocation Department understands the complexities and challenges of employee transfers and is very responsive to the many needs of relocating families. Coach’s relocation division is supported by three full-time referral coordinators; Elaine Elish, Kathy Brandofino and Roseanne Tourto. These 3 professionals draw upon more than 50 years of combined relocation experience in order to make client transition a comfortable one. Offices: 18 • Associates 618 Coldwell Banker Prime Properties 10 Osgood Avenue, Green Island, NY 12183 Contact: R. James Long, Broker/Owner Tel: (518) 640-4008 • Fax (518) 456-8980 Email: jim.long@ColdwellBankerPrime.com Coverage Areas: New York State, primarily Capital Region and Central New York Offices: 16 • Sales Associates: 500 No. 1 Coldwell Banker affiliate in New York State Fillmore Real Estate 2990 Avenue U, Brooklyn, NY 11229 Contact: John Reinhardt, President/CEO • Tel: (800) 528-6673 Email: JohnReinhardt@Fillmore.com • URL: www.fillmore.com Coverage areas: Brooklyn, Staten Island, Bronx and parts of Westchester Offices: 16 • Associates: 400

NORTH CAROLINA

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

RISMedia’s REAL ESTATE November 2014 131

NORTH DAKOTA

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

ohio

CENTURY 21 Scheetz Scheetz Relocation: (800) 634-6099 – Award-winning, CARTUS Principle Broker, USAA, Brookfield, Lexicon, SIRVA, Weichert, NEI, Altair, Parago, The MI Group, Crown, Prudential, Graebel Contact: Annie Hamilton, Vice President of Relocation Email: ahamilton@c21scheetz.com • url: www.c21scheetz.com Coverage Areas: Indianapolis, Carmel, Fishers, Noblesville, Westfield, Zionsville, Greenwood, Brownsburg, Avon, Plainfield, Cicero, Fortville, McCordsville, Franklin, Greenfield, Sheridan, Trafalgar, Lebanon Coldwell Banker Hunter Realty 24600 Detroit Road, Suite 265, Westlake, OH 44145 Contact: Jean Strelou, Relocation Director Office: (216) 899-2544 • (800) 777-0793 Email: cbhunter@coldwellbanker.com • URL: www.cbhunter.com Coverage Areas: Northeast Ohio including the following counties and cities: Ashtabula, Cuyahoga (Cleveland), Erie (Sandusky), Geauga, Lake (Mentor), Lorain, Medina, Portage, Summit (Akron), Stark (Canton) and Wayne (Wooster) Offices: 16 • Associates: 320 RE/MAX Crossroads 17149 SouthPark Center, Strongsville, OH 44136, Northeast Ohio Contact: Dennis Steed, Broker/Owner, Tel: (800) 887-7444 Email: dsteed@remax.net • URL: www.remaxneo.com Coverage areas: Northeast Ohio, Akron, Canton, Medina, New Philadelphia, Rocky River, Stow, Fairlawn, Strongsville, including Carroll, Cuyahoga, Medina, Lorain, Summit, Stark and Tuscarawas counties. Offices: 7 • Associates: 150

PENNSYLVANIA

132 November 2014 RISMedia’s REAL ESTATE

Beaver, Butler, Armstrong, Westmoreland, Washington, Lawrence, Fayette and Somerset Offices: 18 • Associates: 650 CENTURY 21 Alliance 4370 Main Street, Philadelphia, PA 19127 Contact: Ron Clarke, President & CEO Office: (215) 757-2121 • Mobile: (267) 475-8900 URL: http://c21alliance.net Coverage Areas: Greater Philadelphia area and its suburbs, including the surrounding counties of Bucks, Chester, Delaware, and Montgomery Offices: 14 • Associates: 500+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Lusk & Associates Sotheby’s International Realty  100 Foxshire Drive, 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 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates RE/MAX 440 and RE/MAX Central 701 West Market Street, Perkasie, PA 18944 Contact: Tom Skiffington: Broker/Owner, Email: tskiffington@remax.net Tel: (215) 453-7653 • (215) 643-3200 URLs: www.pahomesforsale.com and www.lehighvalleyrealestate.com Coverage areas: Pennsylvania counties: Bucks, Berks, Delaware, Chester, Montgomery, Lehigh, North Hampton, and New Jersey Offices: 10 • Associates: 170

rhode island

Randall, Realtors® Real Living 4009 Old Post Road, 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 Drive, Greenville, SC 29607 Contacts: Karen Taylor, Director of Relocation, ktaylor@cdanjoyner.com, (864) 678-5244 Jo Anne Conner, Network Mgr., jconner@cdanjoyner.com, (864) 678-5227 URL: www.cdanjoyner.com Brookfield GRS, SIRVA, AIReS Relocation, Graebel, MI Group Coverage Areas: Greenville, Greer, Taylors, Duncan, Spartanburg, Mauldin, Simpsonville, Fountain Inn, Powdersville, Easley, Piedmont, Anderson Offices: 9 • Associates: 275+

Coldwell Banker Platinum Partners 6349 Abercorn Street, Savannah, GA 31405 Contact: Christy Woiwode, COO, VP of Relocation, Tel: (800) 505-8111 Email: Christy@cbplatinumpartners.com • URL: www.MyCbpp.com Coverage Areas: Beaufort, Bluffton, Hilton Head (S.C.), Savannah, Pooler, Richmond Hill, Statesboro, St. Simons Island, Brunswick, St. Marys (Ga.) and all areas in between Offices: 7 • Associates: 150

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

tennessee

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

Texas

Coldwell Banker D’Ann Harper, REALTORS® 18756 Stone Oak Parkway, Ste. 301, San Antonio, Texas 78258 Contact: Pam Poitevent, Sr. VP Relocation Services Toll Free: (800) 521-1408 • Direct: (210) 483-7035 Email: ppoitevent@cbharper.com • URL: www.cbharper.com Coverage areas: San Antonio metropolitan area including New Braunfels, San Marcos, Seguin, Spring Branch, Bulverde, Canyon Lake, Schertz, Universal City, Boerne, Bandera, Kerrville and surrounding areas. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 7 • Associates: 350

Virginia

CENTURY 21 New Millennium 5990 Kingstowne Towne Center, Alexandria, VA 22315 Contact: Todd Hetherington, CEO • Tel: (800) 382-1101 • Fax: (703) 822-0136 Email: move@c21nm.com • URL: www.c21nm.com Relocation Contact: Scott Becker, Dir., NM Relocation, Email: move@c21nm.com Providers of world class real estate services in the Northern Virginia, Washington, D.C., and the Southern Maryland markets. Our areas of expertise range from Fortune 500 executives to specialized training in military and government relocation. Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Prudential Towne Realty 600 22nd Street, Virginia Beach, VA 23451 Contact: Darlene Lamb, Director of Corporate Relocation Services Toll Free: (757) 296-0003 • Direct: (757) 709-2947 Email: relocation@prudentialtownerealty.com • URL: www.prudentialtownerealty.com Coverage areas: Southeast Virginia/Hampton Roads: Virginia Beach, Norfolk, Portsmouth, Chesapeake, Suffolk, Smithfield, Newport News, Hampton, York County, Williamsburg and Gloucester. Offices: 18 • Associates: 400 Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia & Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

washington, D.C.

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Phone: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Real Estate Teams, LLC 50 Citizens Way, Suite 400, Frederick, MD 21701 Contact: Kim Koval, Relocation Director Main Office: (301) 695-3020 Email: relo@realestateteams.com • URL: www.realestateteams.com Coverage Areas: Maryland, Pennsylvania, Virginia, West Virginia and Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

west virginia

wisconsin

RISMedia’s REAL ESTATE November 2014 133

Don’t Just

Sharks. .

e n O e B with the

It’s time toGet

Your Unfair

Share.

It’s time to start expecting more. From your business. Your events. Yourself. It’s time to stop worrying about getting your fair share and start working to get all you deserve. In other words, it’s time to book Verl Workman for your next company event. Because Verl does more than just help you maximize your resources, dominate your market and build your business. He helps you find your inner shark and become the agent you know you’re meant to be.

It’s time to get what you want.

“I was completely energized by your enthusiasm, encouragement and ideas. After 20 years, I needed the joy that you bring to the ‘business’ of Real Estate. It is contagious and uplifting. Thank you for making a difference in this agent’s life!”

– Johanna Molloy

“You have such great insight into market trends, customer needs, etc. I found your seminar extremely captivating and walked away with more confidence in my career, knowing that with a few paradigm shifts, I can achieve great success. Thank you again.”

– Kelley A. Dettloff

Real Events. Real Results. Real World.

Marketing that produces more listings. Technology that provides real solutions. Insights, ideas, strategies and systems that make a difference and make your competitors nervous. They’re all part of our Elite Agent program – but they’re not for the faint of heart. Sound aggressive? Good. Sound like you? Even better.

It’s time to get Verl. Ask your event planner to book him. Now. Verl Workman Seminars 801.410.0466 Speaking@VerlWorkman.com

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

Market Leader..................................................................55

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

Mobile Real Estate....................................... IFC, 34, 59, 70

AmeriSpec Inspection Services....................................113

National Association of REALTORS®....................10, 31, 51

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

National Association of REALTORS® Global.................135

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

On The Move, Inc. ...........................................................42

Better Homes Realty........................................................60

The Personal Marketing Company..........................72, 82

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

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

Carrington Real Estate Services.....................................47

Point2.................................................................................66

Centralized Showing Service..........................................52

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

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

The Real Estate Book.....................................................107

Corcoran Consulting & Coaching.................................71

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

CRS Data...........................................................................35

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

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

Realty ONE Group............................................................39

ERA Franchise Systems, LLC............................................43

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

HomeSmart International................................................56

RISMedia’s Real Estate Information Network®

Homes.com......................................................................23 The Keyes Company............................................................BC

(RREIN)...............................................................................48 RISMedia’s Top 5 in Real Estate Network®.............80, 114

Leading Real Estate Companies of the World®......9, 11, 29

Stewart Title.......................................................................36

Lumentus Social...............................................................45

Verl Workman Seminars.................................................134

In an increasingly diverse marketplace,

what you don’t know could hurt your bottom line. NAR’s Global Education can help. At Home With Diversity (one day course) Assess and understand attributes of diversity in your local market to earn the confidence of all buyers and sellers. The online AHWD course counts as continuing education credit in most U.S. states. Visit realtor.org/ahwd.

Certified International Property Specialist Designation (CIPS) The CIPS designation includes five full days of study focusing on international real estate transactions. Become part of an elite referral network of over 2,000 professionals worldwide. Visit realtor.org/cipscourses.

{re: Real Estate}

REALTOR® Designation Awareness Month Emphasizes Benefits of Continuing Education

uccessful REALTORS®are required to keep current on a wide range of evolving issues, including technology, changing legalities, highly-specialized transactions and many other central components of our business. This is why the National Association of REALTORS® (NAR) offers a series of designation and certification programs designed to help busy REALTORS® stay ahead of the curve, maintain ethical practices, and manage profitable businesses that are built to last. Specialized Learning Leads to Increased Sales Increased marketability is a key benefit REALTORS® gain when they secure an NAR designation or certification. According to the 2013 NAR Member Survey, the median annual income of REALTORS® with no designation was $33,500 vs. $61,000 for those with at least one designation, a difference of $27,600. Continuing Education Encompassing a Variety of Specialties NAR and its Institutes, Societies and Councils offer numerous designations and certifications that enable REALTORS® to become experts in a variety of real estate specialties. While you may be familiar with some of our more popular programs, take time to explore other options designed to keep your office on top of today’s changing markets: 8Certified International Property Specialist (CIPS) International buyers are a growing segment of the real estate market both in the U.S. and overseas. CIPS will provide you with the knowledge and skills to globalize your business. 8Military Relocation Professional (MRP) The newest NAR certification, MRP educates REALTORS® about working with current and former U.S. service members, veterans and their families to find the housing solutions that best suit their needs and to help them take full advantage of available benefits and support. Covered are the basics of VA financing and an understanding of the processes and procedures involved in military relocation. 8Seniors Real Estate Specialist® (SRES®) This designation is for REALTORS® who want to be able to meet the special needs of maturing Americans when selling, buying, relocating, or refinancing residential or

136 November 2014 RISMedia’s REAL ESTATE

“REALTORS® have access to advanced education, designation and certification programs, tailored to virtually every real estate specialty. Beyond building skills, knowledge and productivity, these prestigious programs enhance the professional image of REALTORS® and take our members to the next level.” - Vicky Hammond 2014 Chair of the Professional Development Committee

investment properties. By earning the SRES® designation, REALTORS® are prepared to approach mature clients with the best options and information for them to make life-changing decisions. REALTOR® Designation Awareness Month November is REALTOR® Designation Awareness Month. Throughout the month, members can enjoy 20 percent off of online NAR official designation and certification courses through REALTOR® University. It’s the perfect time for you and your agents to increase your professionalism, marketability, proficiency and income through pursuance of an officially endorsed NAR designation or certification. re:source 8Visit www.REALTOR.org/designations to learn more about all NAR designation and certification courses and continuing education opportunities. Master of Real Estate REALTOR® University offers a Master of Real Estate degree for real estate professionals who are interested in furthering their education to enhance their career and improve their business. REALTOR® University’s Master of Real Estate helps brokers and their agents differentiate themselves with concentrations that cater specifically to the practical needs of real estate professionals. To learn more, visit: www.RealtorU.com. RE

Real Estate Agency Brand of the Year: Berkshire Hathaway HomeServices

The 2014 Harris Poll EquiTrend® names Berkshire Hathaway HomeServices the highest ranked real estate agency brand by consumers. Not even a year old, the brand credits its namesake, Berkshire Hathaway Inc., and the top quality affiliates and agents who represent it for the honor.

Berkshire Hathaway HomeServices received the highest numerical Equity Score among real estate brands included in the 2014 Harris Poll EquiTrend® Study, which is based on opinions of 41,806 U.S. consumers ages 15 and over surveyed online between January 3 and February 31, 2014. Your opinion may differ. “Highest Ranked” was determined by a pure ranking of a sample of real estate brands. ©2014 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Equal Housing Opportunity.