Real Estate Magazine - Solid Source Real Estate Companies - Oct. 2014 by RISMedia

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Making a Difference

Globally

Solid Source Real Estate Companies Page 88

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{Contents} October 2014/Vol. 30, No. 10 • www.rismedia.com

{On the Cover} 88 Making a Difference Globally

Solid Source Real Estate Companies If you had to describe Michele Velcheck in one word, passionate would certainly suffice. As founder and CEO of Solid Source Real Estate Companies—independent companies more than 2,000 agents strong, recognized by Inc. Magazine as one of the fastest-growing, independent real estate firms in the nation—Velcheck’s passion runs deep. In this month’s cover story, take a closer look at the company’s philanthropic endeavors, as well as the character and values the company is built upon.

{Highlights} 36 Securing the Future of Homeownership In this exclusive feature, Maria Zywiciel, director of strategic markets for Citibank, discusses why all those involved in the real estate transaction must be focused on the future of American homeownership: minority and first-time homebuyers.

53 The Power of Online Marketing

{Headliners}

In this month’s feature, learn how Zillow has been instrumental in helping one broker build his business…and celebrity status.

13 Policy Matters: 2014’s Unfinished Business

14 N AR Power Broker

65 ERA Real Estate’s New Look Is a Sign of the Times

Roundtable: Getting

It Right: Business Planning for 2015 16 R EBAC Report: Millennials to the Front

19 News Briefs 20 The RREIN Reporter 22 3 Proven Management Techniques that Work 46 3 Strategies to Take Your Real Estate Career to the Next Level 57 P ower Broker Forum Focuses on the Consumer Experience

80 C ost, Confidence and Convenience: Survey Reveals Americans’ Attitudes on the Smart Home

83 Americans’ Ratings of Local Job Market Highest Since 2008

Earlier this year, ERA Real Estate revealed a new look for the brand. Here, learn how the brand has positioned itself for the future.

98 Competence. Exclusivity. Passion. While every real estate brand has certain assets that set them apart, Engel & Völkers just might have cornered the market on differentiation. Here, take a closer look at the brand’s unique value proposition.

RISMedia’s REAL ESTATE October 2014 3

65 ERA Real Estate’s New Look Is a Sign of the Times Earlier this year, ERA Real Estate revealed a new look for the brand, one that reflects dynamic enhancements introduced over the last five years to fuel growth for the brand and its brokers. Here, learn how the brand has positioned itself for the future.

{Features}

{Online} Last month, 200 of the industry’s top brokerage leaders and visionaries converged on New York City for RISMedia’s 2014 CEO Exchange. The day-and-a-half-long event featured approximately 30 expert speakers and panelists, largely comprised of Power Brokers from across the country, who shared their tried-and-true strategies for operating in today’s economy. Take a look at what some of our attendees tweeted, and stay tuned to rismedia.com for more post-event coverage.

26 M arketing and Sales: Agent Advice: Working from Home Sweet Home 28 Understand the Details of Residential Construction to Increase Your Professionalism, Confidence and Sales Success 30 Industry Insight: Move Over Millennials, Better Homes and Gardens Real Estate Reveals Home-buying Dreams of Gen Z Teens 40 Stroll Through Our Neighborhood at the REALTORS® Expo in New Orleans 49 Trending: Housing Outlook in Face of Rising Rates 59 RISMedia’s Great Spaces 69 Strategies: American Home Shield; Homes.com; HSA Home Warranty; Moneycorp; Rackspace; Realtors Property Resource®; Zillow 77 7 Helpful Tips for First-time Homebuyers 84 Building a Real Estate Powerhouse 88 Making a Difference Globally 96 8 Must-Know Steps for Recruiting Top Talent 106 Ask the Experts: Non-covered Liabilities; Common Defects in Older Homes; Rental Trucks; Common Myths Associated with Working with International Clients

{Interviews} 92 Dean deTonnancourt, HomeSmart Professionals

93 Shell Solomon, CENTURY 21 Solomon Properties

94 J ames R. Imhoff, First Weber Group 4 October 2014 RISMedia’s REAL ESTATE

{Experts}

{Every Issue}

24 Margaret Kelly - Business

6 REtrends 9 Publisher’s Desk 110 Service Profiles 120 Referrals 128 RE: Real Estate—Claim

Building: View Online Real Estate Portals as Business Partners 33 Vince Leisey - What Is Culture? And How Much Does It Matter? 34 Verl Workman - Basic Training: Now Is the Time to Plan for 2015 105 Seth Kaplan - Life in Mobile: Mobile Apps and Easy-toUse Technology are the New Essential Trade Tools

Your .REALTOR Domain On October 23

We’re Better because of Better Homes and Gardens® Real Estate. Thanks to the brand’s legacy and reputation, new clients have an innate trust and confidence in our agents before even meeting them. Since our affiliation with the brand, we’ve expanded into new territories and significantly increased the number of agents that work with us. This has helped us rank as one of the top three brokerages in the market.* We have always been a great company, but with Better Homes and Gardens Real Estate… we’re better. To find out how you can be better:

BHGREFRANCHISE.COM JOSHUA TANNER | PRESIDENT & CEO Better Homes and Gardens Real Estate Generations

trusted brand

innovative tools

training & support

quality leads

*Based on 2013 Market Penetration by Company transaction volume report by Mobile Area Association of REALTORS. ©2014 Better Homes and Gardens Real Estate LLC. 175 Park Avenue, Madison, NJ 07940. All Rights Reserved. Better Homes and Gardens Real Estate LLC supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each Franchise 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} A recent Homes.com report on homebuyer search trends points out some important statistics from Google Data and the April 2014 Google Consumer Survey, which will impact how real estate professionals sell real estate:

19% Homebuyers are using their mobile devices 19 percent more than last year to look for listings, find directions to a house, call or email an agent directly, or watch a video of a home.

25% of mortgagerelated searches on Google have been via mobile, and half of those searches used terms like “mortgage calculator.”

69% Consumer searches for home improvement videos from a smartphone or tablet grew by 69 percent over last year.

55% 36% Mobile searches for open houses grew by 36 percent since last year.

of millennials (18-34 year olds) visited real estate websites in July, a 30 percent increase from last summer, with 36 percent visiting those sites—or their apps—on mobile devices, which grew a whopping 81 percent since last year (comScore Media-Metrix data).

13% Real estate videos on YouTube were viewed 13 percent more than last year. 6 October 2014 RISMedia’s REAL ESTATE

I’m Better because of Better Homes and Gardens® Real Estate. The brand offers me the tools and resources that help me serve my clients better. Through the brand’s industry exclusive access to a database of 100 million people, I’m able to save time and money by targeting brand-loyal customers for any type of listing I’m representing. I can also create professional, customizable print and online marketing pieces through the brand’s intranet, The Greenhouse. Also, I use this site to send a personalized Better Homes and Gardens subscription to my customers. All of this… and access to incredible training. I love to sell real estate and I’m really good at what I do, but with Better Homes and Gardens Real Estate... I’m even better. To find out how you can be better:

BHGRECAREERS.COM KRYSTAL WOY | ReALTOR® Better Homes and Gardens Real Estate David Winans and Associates

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.

Empower the Executive Within. 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.

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Each brokerage independently owned and operated. This communication is not intended for anyone under a contractual obligation.

{Publisher’s Desk} All about Culture

t RISMedia’s CEO Exchange held last month at Manhattan’s Yale Club, 200 of the industry’s best and brightest brokers and visionaries gathered to candidly share what it takes to succeed. Among the many topics of discussion, one theme emerged loud and clear: the importance of culture. Gino Blefari, founder of Intero Real Estate and incoming CEO of HSF Affiliates, set the stage during his opening keynote presentation in which he discussed creating a culture of accountability. “Most of us resist accountability because we don’t want to add any extra pressure to our already busy lives,” said Gino to the CEO Exchange audience. “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.” Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate, drove home the critical nature of culture in his CEO Exchange presentation “Creating a Winning Culture for your Firm.” According to Vince, culture begins at the top: “Companies with a great culture, such as Google, Facebook or Zappos, recruit and retain the best employees. Why? Because the leaders of such firms empower their employees— they give them a voice.” Find the first in Vince’s new series on culture on page 33. One firm that knows all about creating a winning culture is the subject of this month’s cover, Engel & Völkers (page 98). Now bringing its well-entrenched luxury, global concept to select markets across North America, Engel & Völkers is succeeding by offering a very unique value proposition. “Culture is very important to us, as is exclusivity,” says Anthony Hitt, CEO of Engel & Völkers North America, who also spoke about recruiting and selection during the CEO Exchange. “Exclusivity is not necessarily about price point, but rather about who should be part of this organization. We are adamant that this brand be something different and be something special, so we only want to attract the type of people who belong in our brand.” You’ll find more on culture throughout this issue, and detailed coverage of our CEO Exchange online at rismedia.com. We hope the best practices we share—in print, online and live at our events—put you on the path to profitability and great fulfillment 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 Dan Parmer, president and CEO of Harry Norman, Realtors, Atlanta’s oldest and largest residential real estate firm. Offering a rare combination of industry and financial acumen, Dan oversees the strategic direction and continued growth of the company, which encompasses 18 offices across Georgia and North Carolina. Dan draws on more than 30 years of corporate financial and management experience, including over 27 years in Atlanta’s residential real estate business. His hands-on management style connects him to all aspects of the company, with a focus on impeccable business ethics and personal sincerity. Leaders like Dan 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

REALTOR Launching October 23

Ready? What will your .REALTOR domain names be? Visit www.about.REALTOR to view naming guidelines, FAQs and videos.

Set? Mark your calendar for October 23.

Go!

Claim your domain at www.claim.REALTOR on October 23!

The only domain that means the trusted source in Real Estate.

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 J.B. Goodwin, CEO of JBGoodwin REALTORS® in Austin and San Antonio, Texas. J.B. founded the company the day he graduated from college over 42 years ago with the goal of operating a professional, full-service real estate organization, supported by an extensive training program for associates. Today, the company has over 500 agents and employees and boasts an innovative and energetic management team that includes Mark Murrell, division vice president. The firm continues to thrive with offerings in residential brokerage, corporate relocation and commercial brokerage, as well as affiliates in residential mortgage origination and title & escrow. Leaders like J.B. and Mark 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}

2014’s Unfinished Business This column is brought to you by the NAR Real Estate Services group.

by Ken Trepeta

ith the November mid-term elections around the corner, it is important to remember that there are still a number of issues that Congress has to address. While Congress will return for a lame duck session after the election, the issues they will debate remain unknown. Some key issues that impact the business of real estate that Congress needs to address are highlighted below.

3-Percent Cap of Fees and Points H.R. 3211 and S. 1577, “The Mortgage Choice Act,” are a bipartisan compromise that reduces discrimination against mortgage firms with affiliates in the calculation of fees and points in the Dodd-Frank Ability to Repay/Qualified Mortgage (QM) rule. A key requirement of this rule is that points and fees for a QM may not exceed 3 percent of the loan amount. The problem arises that under current law and rules, what constitutes a “fee” or a “point” varies greatly depending upon who is making the loan and what arrangements are made by consumers to obtain closing services. As a result of these definitions, many loan originators affiliated with other settlement service providers are not able to make QM loans to a significant segment of otherwise qualified borrowers. In June, the House of Representatives passed H.R. 3211, and it is critical that the Senate acts.

Mortgage Debt Cancellation Relief This provision of the tax code, which expired at the end of 2013, waives income tax on mortgage debt forgiven in a short sale or a workout for principal residences. If distressed homeowners have to pay tax on “phantom income” from forgiven debt, many will not go through with short sales or workouts and will go into foreclosure. Representatives Tom Reed (R-NY) and Charlie Rangel (D-NY) have introduced H.R. 2994 to extend the provision for one year, and Senator Debbie Stabenow (D-MI) introduced S. 1187, which would extend relief for two years. NAR encourages Congress to extend the provision retroactively for 2014 and also prospectively to include at the very least, 2015. Terrorism Risk Insurance Act or “TRIA” Terrorism risk insurance is critical to securing financing in commercial real estate; without it, property values may drop and construction and development may stall. Following the September 11, 2001 terrorist attacks, the challenges in underwriting the risks of claims resulting from acts of terrorism were magnified, and private insurers backed out of covering losses due to the difficulties with modeling for terrorist events, as they are man-made and specifically designed to be unpredictable and cause immense damage. The federal backstop set up by TRIA has, for

the past 12 years, ensured that terrorism risk insurance is widely available and affordable at virtually no cost to taxpayers. In July, the Senate approved S. 2244, “The Terrorism Risk Insurance Program Reauthorization Act of 2014,” by a vote of 93-4. In June, the House Financial Services Committee marked up H.R. 4871, “The TRIA Reform Act of 2014,” and it was approved by a party-line vote of 32-27. It is important that lawmakers act quickly, as this act will expire at the end of 2014. On the regulatory side, preparation for implementing the RESPA/TILA rule in August 2015 still requires a lot of work. It has become somewhat of an industry consensus that there is a need for more written guidance for a broad range of Dodd-Frank rules. Without written guidance, and perhaps written guidance that clearly has the force of law, we are unlikely to see much liberalization in access to credit and on other issues related to the Dodd-Frank rule. There is much for Congress to do before the year ends and there is still work ahead for CFPB, HUD and other agencies. NAR continues to press on all fronts for progress on these myriad issues and will do so for the rest of the year and into 2015 regardless of the outcome of the November election. RE Ken Trepeta is the director of Real Estate Services for the National Association of REALTORS®. RISMedia’s REAL ESTATE October 2014 13

{The NAR Power Broker Roundtable}

Getting It Right: Business Planning for 2015 Moderator: Steve A. Brown, Liaison for Large Residential Firms Relations, NAR Participants: Jack O’Connor Broker/Owner, The Denver 100 Realty, Englewood, Colo. Kevin Levent President/CEO, Better Homes & Gardens Real Estate Metro Brokers, Atlanta, Ga. David Boehmig President, Atlanta Fine Homes Sotheby’s International, Atlanta, Ga. 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: The multi-talented Ben Franklin, who had something to say about almost everything, said, “You may delay, but time will not. Postponing anything works to another’s advantage.” There’s truth in that, but for some, planning is never easy. How and when do you start your own business planning, and how do you get buy-in from your agents? Jack?

Jack O’Connor: A workable business plan has two parts: the financial plan and the action plan. How many transactions closed this year? How many will need to close next year to increase GCI (gross commission income) by whatever goal we want

14 October 2014 RISMedia’s REAL ESTATE

to set—and how are we going to get that done? I start by creating a calendar for myself, filling in everything I need to do—focused recruiting, maybe, or reining in expenses—and the capital investments I need to make to support my agents in meeting their objectives. It starts with me, but in a sense, their plans become a mirror of mine.

Kevin Levent: Agreed—and I do

start early, analyzing sales results, researching market trends, deciding where and how I’ll put my focus. As for agents, they basically wake up every morning unemployed. They need to be self-starters, to punch in, figuratively—to me, to their manager or to themselves. The most successful agents start planning on their own, but I send out reminders early, because the fact is, any business plan will take 90 days to implement.

David Boehmig: The bulk of my business plan is done before Thanksgiving. That includes a thorough analysis of this year’s business, an educated look at where the market and the economy are headed, and the first steps in an action plan based on where I want to be in a year. It’s open to tweaking, and I will tweak it, but the basic plan is in place. It’s pretty much the same for the agents. They need to look at the factors that resulted in this year’s business…ask how normal a year it’s been…what significant factors may have affected their production and whether those factors are apt to change going forward…and then figure out what they can do to obtain the best results.

ers. That’s less effective now for a variety of reasons, so the strategy may change to targeting move-up buyers, or secondhome buyers, or maybe just getting more listings. What’s your strategy, as a broker, for motivating your agents to get thinking and create a plan?

DB: Some of the most successful agents don’t do a business plan at all. They seem to follow some intuitive guideline, and if it works for them, that’s fine. But most agents need a roadmap, and that’s what I try to help them develop. JO’C: I take responsibility for seeing

that the tools are there for agents, to help them stay in the flow. Every 4-6 weeks, for instance, we host an event for our customer base. It may be a symposium with a local economist— or a seminar on improving your home value. Whatever it is, it won’t cost us a fortune, but we can’t begin to put a value on what we get back in customer loyalty.

KL: A broker has to invest—and so

must every agent—in the tools and strategies that give them a market edge, whether it’s specialized training, or customer events, or the right marketing exposure. But priority one is setting the goal—and for most of us, it starts with a business plan.

SAB: NAR has a field guide for writing a

business plan at REALTOR.org. Visit www. realtor.org/field-guides/ and select “Writing a Business Plan” from the list. It’s a good place to start. And no plan is set in stone. Be sure to ask yourself, “What is going on that may cause us to change our goals?” RE

SAB: And those factors do change year to year. For a while, a common strategy was reaching out to more first-time buy-

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}

Millennials to the Front by Marc Gould

illennials sometimes get a bad rap. The generation born roughly between 1982 and 2005 has been called everything from ‘lazy’ to ‘entitled.’ Some say they never grow up or move out of their parents’ basements and blame them for the lack of a strong housing recovery. Numbering 86 million members—the largest generation so far—millennials are an easy target. The fact is, millennials are growing up. The oldest are now in their 30s and are poised to enter the real estate market in a big way. Here are three facts about millennials that I find to be widely misunderstood. 1. Millennials are not sitting out the housing recovery. It’s true this generation is marrying and starting families later than previous generations. Millennials are also dealing with higher college loan debts and tighter credit requirements. These factors all contribute to a lower level of new household formation as compared to the baby boomers and Gen Xers at the same stage of their lives. But when you crunch the numbers and remove these factors, millennials as homeowners are actually exceeding expectations. 2. Millennials aspire to homeownership. They may disregard the status symbols of the past, such as watches and automobiles, but not homeownership. According to research by the National Association of REALTORS®, 87 percent of millennials view homeownership as a good financial investment, a higher percentage than other generations. Tight credit and student loan debt might be keeping millennials in rental properties longer than expected, but the majority see homeownership as an ultimate goal. 16 October 2014 RISMedia’s REAL ESTATE

3. Millennials are buying homes in the suburbs, too. While commuting costs and an active urban lifestyle are frequently mentioned as keeping millennials concentrated in large urban areas, data from the U.S. Census shows that this generation is actually growing fastest in smaller, second- or third-tier markets as well as in the suburbs. Colorado Springs, San Antonio and the suburbs north of Boston all experienced the strongest millennial growth in 2013. And by delaying creating families, millennials are just on the verge of parenthood. As these new families grow, they will most likely follow the path of previous parents and relocate to the suburbs for better schools and larger homes. Millennials are poised to enter the housing market full steam over the next few years. They’re already the largest share of homebuyers by age. How can you prepare your agents and your firm to best serve their needs? 8Millennials are new to homeownership. While they’ve done their research online, they still look to REALTORS® to explain the process

and offer good advice. 8Millennials will look for agents who are comfortable communicating by text and email instead of personal calls. Make sure your agents are up-to-date on the appropriate technology. 8Student loan debt, tighter financing requirements and new careers all make “value” a key component of a successful purchase. Keep on top of the latest financing trends and options in your market that will allow millennials to buy. Is your office ready? Now’s the time to look to the ABR®designation. It offers a variety of continuing education resources, such as the Generation Buy elective course, industry-related webinars and marketing tools to help agents stay on top of the latest real estate trends. Learn more about the benefits of earning the ABR® designation by visiting REBAC.net. 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

Only the best in the business join our brand. Angela’s achievements as a real estate professional and her consistently high level of service have earned her a place in Engel & Völkers’ most prestigious client service network, known as Private Office. She is one of the few who carry this distinction and is trusted by her fellow Private Office Advisors around the world for her expertise in the local market. Angela began her career in residential real estate sales 10 years ago. Within just two years, she became a market expert in Carefree, Scottsdale and the Biltmore neighborhoods, as well as one of the top agents in her company. Angela is part of Engel & Völkers because she understands the need for distinctive real estate representation and having a truly connected international network.

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

©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.

{News Briefs} RE/MAX, LLC has been named among the leading low-cost U.S. franchises for 2014 by Entrepreneur magazine. The global real estate leader ranked the highest among real estate brokerage franchises, and 11th overall on this year’s list, which included 95 franchises “that can be started for less than $50,000.” To be considered for the low-cost rating, franchises had to be rated among Entrepreneur’s 2014 Franchise 500, based on “quantifiable criteria such as system size, growth and financial strength and stability.” www.remax.com As the leading advocate for female consumers, WomenCertified Inc. recently honored American Home Shield with the 2014 Women’s Choice Award seal. This award designation is based on a national survey of thousands of women across

America who were asked to select the brands they would most highly recommend to family and friends. www.ahs.com

zipLogix recently announced a strategic partnership with Realty Pilot LLC, developer of enterprise software and data analytics for the real estate industry. This relationship will integrate Realty Pilot’s industry-leading OfferRunway.com technology to zipForm® Plus. With integrated access to Realty Pilot’s technology, users will be able to track their transaction history right from within zipForm® Plus. OfferRunway.com is a free offer management platform and is part of Realty Pilot’s suite of applications. www.zipLogix.com Century 21 Real Estate ranked highest in overall customer satisfaction by the J.D. Power 2014 Home Buyer/

Seller Satisfaction StudySM. Specifically, Century 21 Real Estate swept the awards by receiving the highest ranking among national real estate companies across all four customer satisfaction segments in the study, including: First-Time Home-Buyer Satisfaction, Repeat Home-Buyer Satisfaction, First-Time Home-Seller Satisfaction and Repeat Home-Seller Satisfaction. The study, now in its seventh year, measures customer satisfaction among first-time and repeat homebuyers and sellers with the nation’s largest real estate companies. www.CENTURY21.com For more news briefs, 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) Bill Kessler, CEO Dan Kruse, President

CENTURY 21 Affiliated

A Whole New Level of Success by Barbara Pronin Barbara Pronin: How many agents and offices do you currently have? Dan Kruse: We have a big footprint in our region, with 1,200 agents and 63 offices in four states—Wisconsin, Michigan, Indiana and Illinois (primarily Chicago). As a company, we did over $1.5 billion in closed volume last year. Bill Kessler: With the bad weather and low inventory we had this year, things slowed down for us a bit in the first half. But per-person productivity is way up again now. We’re already up 18 percent over the first six months of the year. BP: What sets CENTURY 21 Affiliated apart from the competition? BK: We are outperforming our competitors and beating most association averages, which is a pretty good indication we’re doing things right. Our differentiator is what we like to call our “special sauce,” an almost indefinable mix of company culture and shared vision that we think is unique to our organization. Our motto is, “one company, one culture.” We understand that a cooperative and dynamic business environment is critical to our growth. DK: There are two words I think best describe our culture: transparency and involvement. Bill and I do the strategizing, but there are no secrets here. Everything we do is transparent to our agents. BP: How would you describe market conditions in your area? DK: We’re in the midst of a price and appreciation dilemma at the moment because of the shortage of inventory. Sellers aren’t sure of the value of their property, and are still reluctant to sell, so buyers looking for the perfect home aren’t finding it available. Also, we’re seeing a change in demographics. First-time buy20 October 2014 RISMedia’s REAL ESTATE

ers, many of whom saw their parents lose equity for a while, are not as eager to jump in. We’re also seeing fewer new households forming, as multiple generations are moving in together under one roof in some regions.

BP: What’s been your approach to growth in recent years? BK: Even in today’s lackluster market, we’ve been able to add more agents, and per-person productivity is up. Luckily, we foresaw the most recent downturn and we pulled in our horns to conserve resources. As a result, we’re now able to invest in the new tools and technologies our agents need to compete successfully as the market begins to normalize. DK: Overall, our aim is not just to have the most educated and well-equipped agents, but also to educate consumers who are operating in a very different environment than they were just a few years ago. We make sure our agents fully understand the dynamics in every local market, the macro trends and the micro trends that can give them an edge over the competition. BP: What are the biggest challenges you’re facing today? BK: Communication, primarily. With such a big footprint, we know how important it is to remain inclusive. We meet regularly with team leaders, we’re into blogging to share our thoughts with the whole team, and we place a high value on agent retreats, award presentations, and other occasions where we celebrate our achievements and share ideas. DK: With 400 agents across a 400-mile area, we’re big on group webinars and videos. Our Tech Tuesday series of videos, for example, provides instruction and tips on making the best use of Instagram, Twitter, and emerging social media elements to generate business. Between our social media presence, our company website, and our individual agent websites, we know that 90 percent of customers searching for information in our region will find us. BP: In your opinion, what is most critical to your firm’s success path forward? BK: Staying on top of every local market. There are some confusing signposts out there for consumers

today, and our goal is to be first and best at helping people understand the dynamics and make the best real estate decisions.

volved brainstorming with others to help heighten creative thought processes and problem-solving techniques, whether working independently, as a team member or a team leader.

BP: What’s in store for the future of CENTURY 21 Affiliated? BK: We will remain open to sensible mergers and acquisitions, ready to expand into new areas where we see a need for centralized services and a professional, high-quality approach.

www.Gateway2RealEstate.com

DK: We also expect to grow organically, with recruiting focused not just on enlarging the company footprint, but ensuring there’s a path to growth for every individual agent in all our local areas. BK: Dan and I are always cognizant of what got us here in the first place. We share a very specific vision, we believe in a culture that motivates and inspires, and we put great stock into putting our people first. That’s our recipe for growth, and we’re sticking with it. RE

Berkshire Hathaway HomeServices Georgia Properties recently announced that its President & CEO, Dan Forsman, was recognized by the Atlanta Business Chronicle as the Most Admired CEO for Residential Real Estate. Four other CEOs were recognized as nominees for the award, including Jim Borders (Novare Group), Jenny Pruitt (Atlanta Fine Homes Sotheby’s International Realty), Dave Stockert (Post Properties) and Dan Parmer (Harry Norman REALTORS®). Forsman was voted the Reader’s Choice winner for the residential real estate category. There were 11 categories for these prestigious awards that were announced at the Cobb Energy Center at an exclusive event hosted by the Atlanta Business Chronicle. www.BHHSGeorgia.com

For more information, please visit www.c21affiliated.com.

RREIN Network News The Eastern Bergen County Board of REALTORS® (EBCBOR) Community Service Committee recently joined with Bergen Family Promise to host the 3rd annual “Dinner with REALTORS®,” as part of the “WalkIn Dinner Service” program, providing meals to more than 150 Bergen County residents in need. Many food pantries experience food shortages in the summer months due to decreases in donations. EBCBOR sought to fill this increased need and provide assistance to Bergen County residents who rely on food pantries or other like services. www.bergenboard.com

RE/MAX Gateway recently held their “TEAM SUMMIT 2014: The Playbook,” an interactive seminar specifically created for RE/MAX Gateway. Developed and facilitated by industry expert Scott MacDonald, broker/owner/ president of RE/MAX Gateway and the Broker Success Kit®, this four-hour workshop was designed to help real estate agents focus and consider the attributes, practices, habits and overall functionality of highly efficient real estate agents and teams. The program also in-

Above: BHHS Florida Network Realty collects backpacks for children in Northeast Florida during its 15th Annual Backpack Challenge. Left: The EBCBOR Community Service Committee joined with Bergen Family Promise to host the 3rd annual “Dinner with REALTORS®.”

The real estate professionals at Berkshire Hathaway HomeServices Florida Network Realty recently collected a record 571 backpacks filled with school supplies for children in Northeast Florida during its 15th Annual Backpack Challenge. The items were donated to students via Community Connections of Jacksonville, Operation New Hope, The Bridge of Northeast Florida, Inc., R.B. Hunt Elementary School, Hartley Elementary School, St. Augustine High School, Bryan Jennings Elementary School and Clay High School. www.BerkshireHathawayHSFNR.com RISMedia’s REAL ESTATE October 2014 21

3 Proven Management Techniques that Work

n business, the only thing that matters is what works, says Peder Johnsen. “The people in your company who are dealing with your customers—the clerks, the caregivers, the customer service reps—are where the rubber meets the road,” says the CEO of Concordis Senior Living, which owns, operates and develops senior housing communities. “That’s why it’s essential for the company leaders, the men and women in the offices that are often far from the front lines, to be where the action is on a regular basis,” he says. Johnsen offers these management tips, which apply to any type of business: 8 Identify the influencers in each work group. As with most businesses, senior living communities require teams of staff, from administrators to housekeepers and everyone in between. Within the various groups that make up your business, identify the key players— the people who influence others’ behavior, whether or not they hold a title or official authority. Meet with them on a regular basis so you can stay plugged in to what’s happening on the front lines. 8 Identify areas that need improvement. Talk to these key play-

22 October 2014 RISMedia’s REAL ESTATE

ers about systems and areas that need to be fixed, overhauled or eliminated, and about how team members are working together. They’ll often have ideas for innovations. The idea is not to look for people or problems to blame, but to work together to develop solutions and improve the team’s overall efforts. “The information you get in speaking with these key players is invaluable,” Johnsen says. “There may be nothing at all wrong, which is great, but these meetings give you, the CEO or manager, the information you need to constantly improve. It also reinforces the message to employees that they are valued members of the team.” 8 Figure out those “wildly impor-

tant goals.” You can have the best people in the field working for you, yet if they’re not specifically guided toward a certain goal, they are putting their time and effort toward an end that they’re assuming is correct. CEOs and other upper-level managers have the 30,000-foot view, so it’s up to them to guide everyone beneath them. “Short-term priorities may change slightly or drastically on a regular basis,” Johnsen says. “Your team may be self-sufficient, but their vision is limited to their daily duties. If they don’t know that a goal or objective has changed, they can’t work toward it.” RE Source: Peder Johnsen, Concordis Senior Living, www.concordisseniorliving.com

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{Business Building}

View Online Real Estate Portals as Business Partners by Margaret Kelly

eal estate agents have expressed concerns over thirdparty real estate portals, particularly in the wake of Zillow’s acquisition of Trulia. It’s understandable that some are questioning how this move will impact agents and consumers.

As an industry, however, we simply can’t turn a blind eye to the fact that many consumers are starting their home searches on these portals— and they’re doing so by the tens of millions each month. Those numbers are too big to ignore. Consumers want unfettered, user-friendly access to property listing data, and these media companies deliver it. But what the Zillows and Trulias of the world can’t offer is the expertise and guidance an experienced real estate agent brings to the table. These platforms offer a first step in a process that has many twists and turns. Real estate agents add a human touch that no website can match, and their value to the trans24 October 2014 RISMedia’s REAL ESTATE

action is evident in the results they deliver to their clients. Trulia and Zillow are dedicated media companies primarily focused on delivering online data. But brokerage networks have thousands of real estate agents who have established personal relationships with buyers and sellers in their local communities. Zillow CEO Spencer Rascoff went on the record at the RE/MAX Broker Owner Conference this summer, saying Zillow’s acquisition of Trulia doesn’t include plans to enter the brokerage business. He also said there would be no referral fees charged to agents. Everyone would benefit if the

merger results in increased accuracy of listing data, more lead generation for all real estate agents, and more efficient MLS integration so that consumers who use these portals have access to the most current, up-todate data possible. Remember, most of your leads still come from your sphere of influence. Whether or not you advertise on one of these portals, it’s always smart to diversify your ad spending in multiple avenues, including your website, social media pages, print advertising and direct mail marketing, among others. Real estate is no longer a onedimensional industry. Consumers have unprecedented access to online information like never before, and that’s a good thing for everyone. Technology is continuing to evolve, and consumers expect us to keep up with their demand to have instant access to information. It’s natural to be uneasy about this shift, but the industry may be better served by viewing the online portals as business partners who are helping to provide consumers with more accessibility to and greater visibility for real estate listings. Your value will never be obsolete in the purchase or sale of a home, and no search portal in the world can replace the professional guidance and market knowledge you’ve acquired over the course of your career. So keep doing what you’re doing. Stay sharp. After all, the best advertising you have is the kind that money can’t buy: repeat business and referrals from past clients after a job well done. RE

Margaret Kelly (CRB) is chief executive officer of RE/MAX, LLC. For more information, visit www.remax.com.

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{Marketing and Sales}

Agent Advice:

Working from Home Sweet Home Agent Web-based and browser-agnostic so our users can check up on prospects, update listings and check emails from anywhere.

ne of the marvels of the mobile age is that real estate agents and brokers can now work from practically anywhere. In many cases, modern technology makes it possible for you to work just as

efficiently from home as you could from a more traditional brokerage office. If you’re an agent who chooses to do business from a home office, here’s some advice to help you make sure that it’s time well spent. 1. Designate a Work Zone Choose an area in your home with minimal distractions where you will do the majority of your work. Sitting on the couch in front of the TV is probably a bad idea. Working from the kitchen table is doable, but a dedicated desk is better. You will feel more at peace if your work is contained to a designated area of your house, especially if you can shut the door behind you when you need to “clock out.” As they say, out of sight, out of mind. 2. Stock Up on Healthy Snacks It’s easy to lose focus when we wander into the kitchen looking for 26 October 2014 RISMedia’s REAL ESTATE

a treat. It’s even easier to do if it’s your kitchen. I-just-need-a-quick-bite frequently turns into let’s-try-thatnew-recipe and even oh-I-shouldclean-out-the-fridge. Talk about a time vacuum! Keep healthy, ready-to-eat snacks like protein bars, almonds and fruit near your desk for a quick energy boost when your blood sugar is getting low. 3. Use Web-Based Software Save time by using Web-based software you can access from any Internet-enabled device. This is especially important if you divide your time between a brokerage and home office. Instead of having to load software onto multiple machines (and pay for the licenses), you can use whatever is most handy. We made Point2

4. Find a Mentor A mentor can help you find new solutions that you might not think of on your own. Establish a relationship with a broker who has been in the business a long time. Utilize that person as a sounding board and ask them for opinions based on their experiences. Planning a monthly coffee date with your mentor will get you out of the office and recharge your batteries. 5. Schedule Social Time with Other Agents Since you won’t be interacting with your peers in the office, think of other ways to stay in the loop. Fellow agents are a great resource for learning about new technology, market trends and neighborhood gossip. Designate time twice a week to stay in touch on social media, and RSVP to any and all get-togethers organized by your brokerage or MLS. 6. Secure a Co-Working Space, Just in Case If your brokerage doesn’t offer conference rooms that you can reserve, find a co-working space you can use for important meetings or interviews. Having a professional, offsite office that you can use as a safety net will give you peace of mind when clients want to meet. RE Source: Point2. To learn more about online marketing and lead capture solutions for real estate agents, visit Point2.com, or contact feedback@point2.com.

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TECHNOLOGY A N A LY T I C S INNOVATION

Understand the Details of Residential Construction

to Increase Your Professionalism, Confidence and Sales Success by Zoe Eisenberg

n an industry where clients can find all the information they need with the click of a mouse, it’s important for real estate agents to be as knowledgeable as possible in every facet of the business. One educational plane that more agents are diving into is understanding the details of residential construction. The more agents know about how a home is built—the materials, methods and terminology—the more familiar they’ll be with their product. This wealth of knowledge will allow agents to better serve their clients, improve their level of professionalism, and increase their sales. The better an agent can understand residential construction, the better they’ll be able to serve their client, and the more valuable they’ll ultimately become.

“For most buyers, the purchase of a house is the largest and most complicated financial transaction in which they will ever be involved,” says David Horowitz, former senior vice president of Education and Development at NRT. “It is natural, therefore, for them to expect the REALTOR® they select to be well informed in every aspect of the buying process. This includes an understanding of the basic structural components of houses.” 28 October 2014 RISMedia’s REAL ESTATE

Consider what most consumers would expect from sales professionals in other industries. Whether cars, technology, or other products and services, how much respect would prospective buyers have for a salesperson without fundamental knowledge of the products they sell? As an agent, you want to be able to answer all of your client’s questions, from legal to foundational and everything in between. “How often are prospective buyers frustrated and disenchanted with sales associates who are unable to answer basic questions about a house’s components?” Horowitz asks. When a client can gain more information on the Internet than they can from their own agent, the agent’s credibility and confidence will suffer. “Agents that know they’ll be able to answer those questions are undoubtedly more confident because of it,” says Mike Knapp, president and CEO of Iowa Realty in Des Moines, Iowa. This higher level of confidence will help agents attract more clients and excel in their field. “The agent that understands how to help a client navigate this process will simply be more valuable than less informed agents,” notes Dan Forsman, president and CEO of Berkshire Hathaway HomeServices Georgia Properties in Atlanta, Ga. “If the agent provides accurate and relevant information about [residential] construction, the client will begin

to trust them,” says Forsman, “and trust is a key factor in developing a successful relationship and connecting with a client.” Not only will new-construction knowledge amp up your confidence and improve the level of trust between you and your client, it’ll also make you appear more professional. “Agents who are able to display their knowledge of new construction by expertly guiding buyers through the buying and building process will be viewed as highly professional,” says Knapp. So how can you improve your construction know-how? “One of the best ways to gain knowledge about home construction is through completion of the Residential Construction Certification course offered through Dennis Walsh & Associates,” says Horowitz. “The course, available in a self-study format, is extremely comprehensive. It’s a great way to become knowledgeable and self confident.” The Residential Construction Certification (RCC) course focuses on all the details of residential construction—materials, methods, terminology, quality, and more. While essential for new-home sales specialists, “this training is also fantastic for all agents, allowing them to truly understand the product they sell every day,” says Dennis Walsh, CEO of REbuildUSA and Dennis Walsh & Associates, Inc. The course allows agents1 to2/21/14 speak NAR-1208_MVP_RIS_HalfPageAd_2014_7.5x5.25_r8.pdf

more professionally with home inspectors, contractors and appraisers, and allows them to better serve buyers and sellers. “Knowledge is a key ingredient for a consultant in any field of expertise,” says Knapp. “With new construction, there are a lot of specifics, and having an understanding of things ranging from different insulation options, different siding types and what homes fit best on what home sites is important.” “We’re excited to have just completed a revision of our entire RCC course to include more than 500 new images to illustrate all the details of construction for the most comprehensive residential construction training in the industry,” says Walsh. “Designed specifically for real estate professionals, our training has helped more than 100,000 brokers, agents and others in the industry work more professionally with buyers, sellers, appraisers, inspectors, contractors, designers and others who impact real estate transactions and our clients.” An agent with a wealth of knowledge and the ability to effortlessly communicate this knowledge will put their clients at ease. A thorough understanding of new construction will ultimately make you—the agent—a better resource for your client. RE For more 11:41 AM information, visit

www.sellnewhomes.com.

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{Industry Insight}

Move Over Millennials, Better Homes and Gardens Real Estate Reveals Home-Buying Dreams of Gen Z Teens

And you’d be shocked as to what they’re willing to give up and how they envision buying a home

oday’s teens will likely never wait for transportation for more than two minutes, can buy nearly anything with the click of a button and have it delivered in 24 hours, and can instantly consult a cast of 1,000 of their closest friends on any decision large or small. These

once far-fetched notions are the reality of a generation of teens 21 million strong. You may think traditional dreams wouldn’t fit into their modern world— but you’d be wrong. In the first study of its kind, national findings released by Better Homes and Gardens® Real Estate reveal this generation of teens ages 13-17, part of Generation Z, is very traditional in their views toward homeownership and is willing to give up modern luxuries for the mainstream definition of the American Dream.

Four out of five (82 percent) of Gen Z teens surveyed indicate that homeownership is the most important factor in achieving the American Dream. For 89 percent of respondents, owning a home is part of their interpretation of the American Dream, followed by graduating from college (78 percent), getting married (71 percent) and having children (68 percent). How much does this dream really mean to today’s teens? Findings show that 97 percent believe they will own a home, and they are overwhelmingly willing to make sacrifices now if it means getting their ideal home in the future. Remarkably, 53 percent would be willing to give up social media for a year (tied with doing twice as much homework every night), 42 percent would go to school seven days a week and 39 percent would take their mom or dad to prom. “We have a clear view of tomorrow through our millennial consum30 October 2014 RISMedia’s REAL ESTATE

er research—now it’s time to look at the day after tomorrow,” says Sherry Chris, president and CEO of Better Homes and Gardens Real Estate. “Today’s teens are fiscally literate and realistic when it comes to their future. It’s quite profound that a generation that has never known a world without social media is willing to give up such a staple in their modern lives to achieve their dream home. With such mature insights at such a young age, Gen Z could very well be primed to be the next great generation.” Not surprisingly, 95 percent of these Gen Z future homeowners believe they will take key steps in the home-buying process online. Viewing home listings and taking virtual tours reign supreme, however, 29 percent expect to video chat with real estate agents. While this generation has been navigating the mobile and online space for years, a 59

percent majority believe they will undertake the search process for their future home with help from a real estate agent. When it comes to buying, a mere 19 percent believe they are likely to purchase a home online, while 81 percent will use more traditional methods such as working with a real estate agent. “For a generation living in an online world and knowing no limits to online commerce, seeing the overwhelming response from today’s teens on the value of working with real estate sales associates reinforces the importance of relationships and the human element in such a sophisticated and important transaction,” says Chris. The Teen Home-Buying Scene 8A Million Dollar Question: Already considered one of the most entrepreneurial generations, when asked what they’d rather have in the future, 77 percent chose owning a home over owning a business. And while teen years are filled with aspirations and dreams, 54 percent do not believe they will achieve millionaire status in their lifetime. 8Time to Buy: These savvy savers aim to own their first home by age 28—three years earlier than the median age of first-time homeown-

ers, according to the National Association of REALTORS®. They do, however, expect to progress through certain traditional milestones before they purchase their first home, like earning an advanced college degree (60 percent), getting married (59 percent), owning a pet (58 percent), and having children (21 percent). Seventy-six percent believe they are most likely to live with their significant other when purchasing a home versus living alone (15 percent) or living with a friend (8 percent). 8Realistic Values: Of the 97 percent who believe they will own their own home, respondents estimate paying on average $274,323 to purchase their first home. According to the latest U.S. Census data, the median cost of a home today is $273,500, so they are right on track and already well-informed.

8Parental Guidance: Fifty-one percent of Gen Z believe they know more about saving money compared to their parents at the same age. Of that group, 65 percent attribute this belief to discussions they’ve had with their parents about saving, and 41 percent give credit to learning about the economic recession in school. Sixty-one percent believe they are more knowledgeable since they have already begun saving money. This generation may be getting more than just advice from their parents. Fiftyseven percent believe their mom and dad are likely to help them buy their first home. 8Prime Location: While city living tends to appeal to young generations, nearly half (47 percent) of respondents said their future home will most likely be located in a suburban neighborhood, followed by a

city (23 percent), country or rural areas (20 percent) and destination locations (10 percent). Gen Z teens want to stay fairly close to where they grew up, but only 17 percent believe their ideal home would be located in the same town. Thirtynine percent plan to stay within the region—like the Northeast or Midwest—and 36 percent plan to stay in the same state. 8Grounded: Teenagers tend to be on a constant quest for the next best thing, but once they find their future home, they plan to stay put for a bit. On average, this generation plans to own just two homes in their lifetime. When it comes to prioritizing square footage versus amenities, it’s nearly a 50/50 split. RE

For more information, visit www.BHGRealEstate.com.

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What Is Culture?

And How Much Does It Matter? Commentary by Vince Leisey Editor’s Note: This is the first in a series of columns on the importance of corporate culture from Speaker and Coach Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate.

ulture is critical to having a vibrant, successful organization in this ever-changing world in which we live. Culture is the environment that we work within, which usually starts with a firm’s leaders and runs throughout the organization. Most importantly, culture breeds production. Companies with a great culture, such as Google, Facebook or Zappos, recruit and retain the best employees. Why? Because the leaders of such firms empower their employees—they give them a voice, and because they have a voice, these employees make a difference and contribute to the firm’s success every day. I believe culture has three main components:

1. Have a leadership team that understands the importance of and focuses on creating and maintaining a positive culture. 2. Have an attitude where everyone is there to encourage others to be better.

8The physical attributes of an office

3. Leadership is open, where everyone feels like they have a voice—all types of people can exist and prosper within this space (not cult-like).

8 The regular events and activities that

create a particular vibe 8 The energy or feeling one gets when

dealing with those employed by the firm Culture is intertwined in so much of what we do—everything from leadership and how we communicate, to the physical spaces we have created within our office. Quite often, people will ask me how the physical attributes of an office can have anything to do with culture. To me it’s simple. In our new office building, for example, we will have a gym, patio area, gathering spaces and a kitchen connected to a 25-foot balcony overlooking a tree line. These spaces are designed to be cool, hip and friendly...to foster and encourage an environment—a culture—of energy, excitement and passion. Spaces where agents can come together to share ideas, collaborate, help each other and build better relationships. In my organization, we focus on

A slice of life at BHHS Ambassador Real Estate: Vince Leisey delivers refreshments to employees via his mobile cooler.

two things more than anything else: coaching and culture. Coaching being how we teach and develop our agents to reach their goals and do even better than they thought they could. Culture to us is to have an environment that is full of energy, excitement, enthusiasm, passion and people with a positive attitude. We believe if we can be great at these two things, then we will continue to grow our business and attract other new agents. Above is a bubble chart that my friend Seth Mattison, owner of Futuresight Labs, shared with me as part of a mastermind group we were both involved with. I think it really illustrates the concept of culture quite well. Here are some goals to strive for in order to drive a positive culture within your firm:

4. Allow for open communication that is authentic, where people feel that there is a sense of trust, integrity and honesty. 5. Leaders inspire, motivate and make everyone perform at a higher level than they even thought possible. A good culture will create an environment where agents feel free to be heard—an environment that’s open and transparent. The leaders are approachable. Everyone has a say. The environment should be one of inspiration, encouragement and teamwork. We believe that activity breeds activity and helps create that positive culture. RE Vince Leisey is the president of Berkshire Hathaway HomeServices Ambassador Real Estate, www.bhhsamb.com. Email Vince with your comments at vince.leisey@bhhsamb.com. RISMedia’s REAL ESTATE October 2014 33

{Basic Training}

Now Is the Time to Plan for 2015 by Verl Workman

hen is the best time to build your business plan for the upcoming year? Many agents set aside time in December or January to do this critical task. But the problem with waiting until January is that if you begin your planning then, you won’t be executing on the plan for two, three, or even four months…and then the first quarter is gone.

The marketing you did, the lead generation that has occurred up to this point in the year should be paying you dividends, and you should know within a few transactions where you will end your 2014. You can look at your budget and expenditures and understand your cash flow. So let’s get cranking! The time to plan for next year is right now. Here are a few critical things you should consider as you plan your next year: 1. H ow did you do this year vs. your plan and goals? 2. What is your net profit? This is the amount left after you pay all of your expenses and add back your personal benefit. 3. W here did your business come from last year? 4. What are your fixed and variable expenses? 5. How much time did you spend with work vs. family? (This is critical for work/life balance) 6. W hat would it take to double your production this year?

34 October 2014 RISMedia’s REAL ESTATE

7. W hat marketing is working and what is not? (We call this a media summary). 8. I s it time to look at building a team? Or hire an assistant? Once you have all of your information gathered, you can put your goals in place and begin to put your marketing together for the following year. This strategy of planning early takes the overwhelming task of building a business plan and gets you way ahead of the game. There are so many ways to generate leads today, both online and offline, that you can truly build any type of business you choose and be very profitable in the process. Many agents today spend a lot of money on leads and don’t focus on really converting the opportunities that come their way. In 2015, we need to focus on increased conversion, increased profitability and increased sales numbers. All of this will equate to serving more families. As your coach, I would tell you that you can achieve the next level, but we don’t want to sacrifice our relationships with family,

friends and fun, or our faith to achieve that level. Planned balance in each of these areas will help you live a happy, healthy and fulfilled life. If you are overwhelmed this year and the thought of doubling your business scares you, then it may be time to hire a true business coach. Your coach can take a hard look at your business to see where it makes sense to outsource, or delegate, the activities that are taking up so much of your personal time. This business is incredible, the opportunities are real, and now it is up to you to plan and build for your future. Are you ready? 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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Securing the Future of Homeownership Citibank steps up outreach to minority and first-time homebuyers by Maria Patterson

s director of Strategic Markets for Citibank, Maria Zywiciel is charged with meeting the lender’s community reinvestment goals and ensuring that a suite of affordable lending products is available to would-be homebuyers from all walks of life. In this exclusive interview, Zywiciel discusses why all those involved in the real estate transaction—from real estate broker to agent to lender—must be focused on the future face of American homeownership: minority and first-time homebuyers.

The Diverse Face of Homeownership You don’t have to look very far to find a wealth of research that unwaveringly substantiates the growth in the 36 October 2014 RISMedia’s REAL ESTATE

minority-homebuyer segment, including projections for an exponential increase in the not-so-distant future. “Minority homeownership is getting much more attention than it has in the past,” says Zywiciel. “I was really impressed with the information published by the MBA (Mortgage Bankers Association) at their Diversity Summit (held this past June). According to the MBA research, out of the 17 million new households that formed between 2010 and 2013, over a third were from diverse markets. Those stats coming from an informed organization like the MBA are huge. The more mainstream the topic can be, the more visible it becomes.” The Hispanic market alone has had, and will continue to have, a significant impact on homeownership. According to the National Association of Hispanic Real Estate

Professionals (NAHREP), from 2000 - 2013, the total number of owner households in the U.S. grew from 69.2 million in 2000 to 74.7 million in 2013, or an 8 percent increase, and during that same time period, Hispanic households grew from 4.2 to 6.8 million, representing a 47 percent increase. With a population projected to grow to represent 30 percent of the total U.S. population by 2050, the Hispanic market will become critically important to real estate and lending professionals. The Hispanic segment proved its strength during the recent real estate downturn. According to Zywiciel, “While homeownership waned within the Hispanic community as well at that time, it still outpaced the general population.” Now, as the market continues on the path to recovery, Hispanic, Asian, and other diverse markets are expected to make an even larger impact on homeownership; impending immigration reform may potentially tip the scales even faster. The reason is simple: homeownership still matters in the global community. “Among immigrants, the American Dream is still to buy a home, more of a dream, in fact, than it is to many native-born Americans,” explains Zywiciel. “There’s a shift among America’s young people, who now don’t necessarily want to buy a house after graduating college. But homeownership is still very much the American Dream of immigrants coming to the United States.” According to Zywiciel, who is a co-chair for NAHREP’s Board of Governors, immigration reform is extremely important to NAHREP, whose research shows that even the slightest degree of reform would pump almost three million homes into the U.S. economy and create a healthy pipeline of home sales to come. Despite their strong desire to own a home, the housing and financial meltdown did generate a degree of distrust in homeownership among minority and immigrant consumers. Therefore, creating relationships and maximizing opportunities within diverse segments will require building trust through good information and guidance. “My parents came from Mexico in the 1950s,” shares Zywiciel. “Even back then, they spent so much time gathering information and looking for a trusted source. Now, the financial meltdown has tainted people’s view of lenders; add on layers of complexity, like language barriers, and the mistrust is exacerbated. Hispanics, like many minority groups, are looking for trusted sources of information because there is so much misinformation out there. It’s important for lenders, practitioners, real estate agents, and brokers to be proactive in getting the right information out.” Understanding the cultural differences among diverse groups is a critical component to building the level of

Advice for First-time Homebuyers:

Follow the Three Cs

Citibank’s Maria Zywiciel suggests that first-time homebuyers follow these steps to help secure their first home: Cash: Dispel the notion that everyone needs 20 percent down. There are programs available that require little outof-pocket, such as down-payment programs through lenders like Citibank, and municipalities and cities that are looking to spark reinvestment back into the community. Check with your local mortgage loan officer to see if these programs exist in your area. Credit: Know your credit score and do your homework to find out what must be done if it needs to be repaired. Look for non-profit agencies that will work with you and that can also help identify errors in your credit report. Confidence: Build confidence by getting informed: know what your credit score is; know what your down-payment options are; know what your closing costs are. Work with a real estate professional and lender to get pre-approval on a home so that you are comfortable and confident, and partner with a lender that will guide you through the entire process.

trust needed, adds Zywiciel. “Client segmentation is very important all the way around, not just as it relates to minority communities. In any sector, we should look to client segmentation to understand the current or anticipated needs of a particular client base or future customer.” When it comes to the diverse homebuyer, language is the primary area of focus, but equally important are the methods used to reach these consumers. As Zywiciel explains, this might involve community outreach as opposed to an ad in Town and Country or the Wall Street Journal; or with some groups, maybe it’s both. “Outreach is an important consideration,” says Zywiciel. “You must consider the geographic representation of where your sales force is. If you’re going to go down the language route, realize that it’s not just about the translation of material. If you want to really capture the essence of the message, you have to look at the whole feel of the piece, including pictures. There are also quality-control issues that the broker or lender has to be aware of, such as the tone and vernacular people are using on the phone. But this is the same approach you should take in any sector—you must anticipate customer needs.” RISMedia’s REAL ESTATE October 2014 37

industry was also very liberal with “There’s a shift among people they considered a good risk. With cash buyers and investors repreAmerica’s young people, “What’s important now is a balsenting such a large portion of recent who now don’t necessarily anced approach. But we still need home sales, first-time homebuyers want to buy a house after flexibility in lending—not everyone are finding themselves boxed out of has a 9-to-5 job or a banking histothe market. Efforts across the board graduating college. But ry—and we need education.” must be made to restore the first-time homeownership is still very To that end, Citibank offers a Comhomebuyer segment, a critical component of overall home sales each year. much the American Dream munity Program for borrowers who may have a lower FICO score and/or “Because of the unprecedented of immigrants coming to who need down-payment assistance, amount of investors and cash buythe United States.” issues that are common to many, ers in the market, inventory is being – Maria Zywiciel but that are often intensified within gobbled up and, in some pockets, Director of Strategic Markets, the diverse and first-time homebuyer we’re seeing over-inflation of property Citibank segments. To take advantage of this value,” explains Zywiciel. “The home program, Citibank requires borrowers seller wants the cash buyer who can close quickly versus someone who may need layered to participate in at least eight hours of homeownership financing or down-payment assistance to get into the counseling, which covers a wide array of topics, from mortgages to neighborhood beautification to budgeting home.” While government regulations and student-loan debt to what to do if the water heater breaks. According to Zywiciel, Citibank also has proprietary are making it even more difficult for the first-time homebuyer to secure a mortgage, Zywiciel emphasizes that programs that offer lower down-payment options and lenders do not hold the sole solution. “Policy needs to flexible underwriting options. This program also requires drive the solution. Perhaps some sort of incentive for counseling. As Zywiciel says, “An educated consumer will owner-occupants. There needs to be more attention on perform better.” While bumps in the road and uncertainty lie ahead, driving policies that favor owner-occupancy, and more Zywiciel expects a consistently brightening outlook for checks and balances with rental properties.” In the meantime, says Zywiciel, homebuyers—whether U.S. homeownership. “There’s less uncertainty among first-timers, minorities, immigrants, or otherwise—need lenders because we’re starting to see a new normal. Borrowers are more prepared than they were 10 years ago. affordable mortgage options. “People need affordable mortgage options that are Mortgage brokers out there today are the ones that surflexible, yet have responsible underwriting,” she ex- vived; the unscrupulous ones are out of business. The plains. “This is a tricky line to tow because the industry bigger and better lenders are the ones that are compliant has been criticized for being too lenient in the past. and have a lot of checks and balances. “The mortgage meltdown was such a dark time and However, a lot of the subprime lending and ‘looseygoosey’ underwriting that occurred in the past was the pendulum swung to the extreme opposite,” adds Zyfor very affluent people who didn’t have to state their wiciel. “Now it’s coming back to the middle and things income or assets. The mortgage meltdown really hap- are getting better.” RE pened on both ends of the spectrum. Often, just the lower-income market is blamed for the crash, but the For more information, please visit www.citibank.com.

Tough Times for First-Timers

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.

Stroll Through Our Neighborhood at

the REALTORS® Expo in New Orleans by Bob Goldberg

Welcome Home to the NAR Booth Start your visit at NAR Booth No. 1019 at the Morial Convention Center to learn how NAR benefits you. 8The party kicks off at Friday’s Opening Night Celebration from 3:00 - 6:00 p.m., when the NAR Booth transforms into the NAR Quarter for the night, offering some of Louisiana’s finest cuisine! 8Have you claimed your .REALTOR domain yet? Now’s your chance, with staff on hand to assist you. 8Check out the members-only discounts and unique offers on products and services only available with the REALTOR Benefits® Program, your official member benefits program.

or some, it’s called a neighborhood. For others, it’s a ward, a parish or maybe a village. No matter what you call it, though, where you live and work is your community; it’s the place you call home. You and your agents work hard to establish

yourself as local real estate experts, fixtures in the community that neighbors can trust and rely on. Your expertise is built on a solid foundation of skills, experience, education and knowledge, and the National Association of REALTORS® (NAR) offers a wide variety of resources to help you continue to succeed in your local market. Take a stroll through NAR’s neighborhood of member benefits and resources at the 2014 REALTORS® Conference & Expo, November 7 - 10 in New Orleans. The friendly faces in

40 October 2014 RISMedia’s REAL ESTATE

NAR Booth No. 1019 are happy to provide you with the knowledge you need to sustain your status as the neighborhood real estate expert.

8Learn about new opportunities with free, 20-minute presentations in the NAR Theater, featuring a range of topics from online marketing to financial tips to understanding your healthcare options. 8Discover how the REALTOR® Party is fighting to protect property ownership at the federal, state and local levels, and what you can do to help. 8See how RPR® can support you with the perfect mix of comprehensive neighborhood and property data, powerful analytics, dynamic reporting and a new mobile app. 8Shop the REALTOR® Store and receive 10 percent off select NAR products and publications. Remember to stock up on REALTOR®-logo merchandise too.

8Show your REALTOR®pride with the new REALTOR® credit card, available through the REALTORS®Federal Credit Union, a division of Northwest Federal Credit Union. 8Who knew simple actions can earn rewards? We did! And you can, too, with the Member Value Plus (MVP) program. Come find out more about the latest MVP action and take a tour of Errors & Omissions by Victor O. Schinnerer & Company, a REALTOR Benefits® Program Partner. 8Who will this year’s celebrity be? Stop by on Saturday from 1:00 p.m. - 4:00 p.m. to find out.

Explore the REALTOR® Pavilion Be sure to meet our neighbors, such as REALTOR®University, which offers a full spectrum of learning, continuing education, certification and designation courses, and a master’s degree program. Discover how NAR reaches consumers through Real Estate Today Radio and the Consumer Advertising Campaign, and how you can leverage both. You can also connect with membersonly discounts and special offers with partners in NAR’s REALTOR Benefits® Program. You’ll find a lot of great resources to support you and your business. Don’t Miss NAR-TV And tune in to NAR-TV for up-to-date news on the conference, your NAR member benefits, and more—available throughout the convention center and in headquarters hotel rooms. As you work hard to welcome clients to your neighborhood, we’re thrilled to welcome you to ours. And with your new knowledge and skills, you’ll be ready for anything. We hope to see you at the 2014 REALTORS® Conference and Expo! For more information, visit www.REALTOR.org/convention. RE Bob Goldberg is NAR senior vice president, Sales & Marketing, Business Development & Strategic Investments, Professional Development, Conventions.

t ’ Isn

Where in the World Rick Davidson?

by Maria Patterson

CENTURY 21 Leader Travels the Road to Success

hink you’re a road warrior? Chances are, your travel schedule pales in comparison to Rick Davidson’s. The CENTURY 21 CEO is resolute

in his belief that interacting with the firm’s worldwide network is essential to the collective success of all. From Tokyo, Japan to Boiling Springs, S.C.—and everywhere in between—Davidson’s travels bring him face-to-face with those who matter most: the brokers and sales professionals that comprise the global real estate franchise. In this exclusive interview, Davidson shares how he maximizes—and survives—life on the road.

42 October 2014 RISMedia’s REAL ESTATE

One of Rick Davidson’s most memorable experiences was at the Water Cube at the Beijing National Stadium for the 2008 Olympic Games, where he addressed 5,000plus CENTURY 21 China sales affiliates at the 2010 CENTURY 21 China annual convention.

Maria Patterson: You maintain an extremely impressive travel schedule. Is this typical for someone leading a major franchise? Or do you go beyond the norm? Rick Davidson: It’s a requirement of the job when you are leading one of the world’s largest residential real estate franchises. We are a globally complex organization with approximately 7,000 independently owned and operated franchised broker offices in 77 countries and territories worldwide with more than 102,000 independent sales professionals. Our franchisees have extensive operations in many of the key global markets, including: the United States, China, Japan, Taiwan, Canada, Mexico, Australia, Belgium, France, Germany, the UK, Brazil, Columbia and Venezuela, to name a few. So, the need to have my arms firmly around our global enterprise requires an extensive travel schedule, however, it also goes beyond that. We are in the relationship business. Establishing and develMeeting with Portuguese real estate franchisors and affiliated agents in Lisbon at the CENTURY 21 Portugal Annual Convention.

late ideas and offer suggestions on how our franchise members can grow their book of business. In addition, the success of any company is tied to leveraging the collective strength of the organization. We have incredibly successful U.S. franchisees and international master franchisors, through which we are able to share great ideas on how they have built their business and are serving their customers. This is one way we create synergies for our global brand.

MP: How do you decide which events to attend? RD: The decision is based on the needs of the business and our opportunity for growth in a particular marketplace. Internationally, for example, we have two Masters Meetings annually. One is always at our International Global Conference and the second is held in one of our international markets. Typically, we select a region where we have a strong presence so that we can learn from them and hear directly from their franchisees on what is working and the benefits of being part of the C21® System. We come together as a global organization to leverage our strength and global market position. For example, one of the most significant ideas to come out of these meetings over the last three years is the development and implementation of CENTURY21global.com. CENTURY21global.com is the only franchise brand website in the global marketplace with CENTURY 21® listings exclusively. It is a collaborative effort between 30 different countries that participate in listing feeds, and features 36 currency conversions and 16 language translations. This is vitally important when you consider the recent NAR International Buying Report that shows that in 2013, a total of $92.2 billion of real estate transactions in the U.S. included a principal from the international markets. Given the significance

oping long-term relationships with CENTURY 21®brokers and sales associates throughout the global markets is a core component of our long-term success.

MP: Why do you feel it’s important to attend this many events/visit so many offices?

RD: First and foremost, by attending events and visiting offices, I am able to build a mutual trust and confidence in our leadership and the strategic direction of the brand. Secondly, whether it is here or abroad, you cannot understand a real estate market until you put your feet on the soil. I am able to gain an understanding of the societal culture, the business culture and processes, and the real estate marketplace economy and how it functions. This understanding of the macroeconomic factors impacting a particular country or region, and how that relates to their ability to franchise into those markets and be successful as real estate entrepreneurs, helps me to formu-

Sharing best practices and understanding local markets around the globe are keys to company growth. Here, Davidson poses in Brussels with Mathieu Verwilghen, director of development and training for CENTURY 21 Belgium, at that country’s national convention. RISMedia’s REAL ESTATE October 2014 43

of our brand in the global marketplace, our affiliates are poised to capture this international business activity, provided we continue to strategically leverage our global platform.

MP: How do your travels benefit you as the leader of a major firm?

RD: As mentioned earlier, my travel helps me to strengthen relationships, understand the global economy and economic trends, learn about local and regional business and real estate practices, and see first-hand technology, tools, platforms and processes that are being used in markets outside the U.S. In turn, this knowledge affords me a broader view of our industry and helps me to be more effective in my role as CEO.

MP: How do you balance your travel schedule with the need to be present at CENTURY 21 headquarters? RD: It’s a delicate balance. While I do need to be visible in the office—talking with the team, understanding their projects, being involved in meetings and conference calls, etc.—I have an incredible amount of confidence in the team at C21®. We have a great field-base operations staff and a headquarters staff in Madison, N.J., that is second to none. Also, I believe strongly in empowering the team to accomplish the task at hand and to lead the organization toward the performance objectives that we establish each year. I look to, and lean on, my senior leadership team, including Greg Sexton, our chief operating officer, and Bev Thorne, our chief marketing officer. MP: How do you ensure that you are ‘in the loop’ on important happenings, both in the home office and on the road?

RD: Technology has enabled the ability to communicate at all times with the office, members of the corporate team and our global customer base. We have many standard communications processes that enable a consistent flow of information. That being said, nothing beats a

direct conversation, and we rely heavily on voice-to-voice communications. One example, we have a senior leadership-team call every Tuesday morning at 8:00 a.m. EST, no matter if we are at home or on the road. We talk about issues the company is facing for the particular day and week, look at “what’s hot,” discuss business trends and address our specific objectives. It comes down to a basic business principal that I follow: establish the goal, set the expectation, and unleash the team to do what they do best. Use a consistent and standardized review process to ensure you are on target and adjust your approach as needed. This can be accomplished regardless of where the team may be located at any given time. Of course, having a world-class assistant is one of the keys to many an executive’s success. Ellise Priber has been my executive assistant for the last eight years and she has been invaluable. Unfortunately, Ellise retired in September. She will be sorely missed by our entire team and many of our customers.

MP: What are some of the potential pitfalls of such a full travel schedule? RD: Every one of us has dealt with, or deals with, the trials and tribulations of travel. Air travel, in particular, can be incredibly difficult and certainly has an effect on all of us. The idea is to “roll with the punches” and use your time wisely to take care of the most pressing matters. Leverage technology to keep the communications process open and flowing as much as possible and maximize the opportunities with your business. On the other side, of course, is family and being able to spend time at home. Our families need us there as much as our work colleagues need to see us in the office. Bottom line: You have to want to make it work. Set expectations, and your schedule will follow. A strong family is the foundation on which we are able to build our careers. Even when schedules require back-to-back trips and often over a weekend or into holiday schedules,

Davidson speaking at the CENTURY 21® Global Conference where System members gather annually to learn, share and connect with peers from around the world.

On the day Mike Salter (right hand on sign) became a franchise affiliate of Century 21 Real Estate in the Shreveport and Bossier City markets, Rick was on hand to celebrate with the independent brokers and sales professionals from CENTURY 21 Elite.

44 October 2014 RISMedia’s REAL ESTATE

nothing can replace a “pit-stop” at home and spending time to connect and recharge. I am also a big believer in health and fitness. A strong body equals a strong mind. Creating the time necessary to maintain a physical fitness regimen is critical. I have found that regardless of the market, you can always find a decent gym and catch a good workout. While my internal clock is often off, there is always an hour in the day to maintain the commitment. Health and fitness also means eating right and sticking to a healthy diet. We all know that business dinners can offer an opportunity to indulge. You just have to stay true to yourself and stick to your plan.

MP: Path forward, do you anticipate maintaining this degree of travel/in-person interaction? What determines how much time you will spend on the road as opposed to at HQ? RD: When you are looking to build and operate a global enterprise, travel is part of the game. We will continue to build this organization market by market, office by office, individual by individual, and in doing so, I will continue a travel schedule dictated by the demands of the job. Four-and-a-half years ago when I accepted this position, I told my wife to prepare for a two-year sprint followed by a marathon. I learned that my calculations were slightly off, as it has been a four-and-a-half-year sprint and the marathon is somewhere on the horizon. In all seriousness, that’s not a bad thing, and while I anticipate that my travel will continue to be incredibly difficult, the entire leadership team travels extensively as well. We divide and conquer. We recognize the need and the demand and the desire for us to be in a number of different markets. We split it up so we can help to have the impact that our franchisees, our international masters and the market are looking for us to have. For more information, please visit www.century21.com.

CENTURY 21 Japan welcomed Davidson to its 2014 Annual Convention in Tokyo where international masters took a quick moment to gather before kicking off the three-day event.

Rick Davidson’s

Travel Tips and Tales Favorite country you’ve traveled to for CENTURY 21: Outside of the many wonderful cities and attractions the U.S. has to offer, I would say Japan. Japan is a country that is known for its wondrous nature and four seasons, but the history of a nation that has persevered through so many challenges is one that I can aspire and relate to as a proud countryman and businessman. Japan’s people, food and amazing landscapes coupled with their collective strength and unity are displayed proudly in their culture, like their way of life, customs, traditions, heritage and values, to name a few. The country is truly remarkable. Best way to maximize down time while traveling: I try to allocate down time for brokers and sales associates when I’m out in a market, whether it be the continental U.S. or abroad. There is always an opportunity to tie business to a social activity, whether it is a ball game, a charity outing or community event. These are ideal ways to look for commonalities and learn about the market and its people. For example, after our Global Conference in Vegas this past March, my wife and I, and several CENTURY 21 affiliated brokers, managers and their spouses rode our Harleys down to Arizona to take in the beauty of Sedona and Flagstaff. There’s nothing better than carving out time for yourself, then sharing it and spending quality time with your customers’ friends and families. Most memorable travel mishap: I have had many mishaps for sure, including emergency landings, in-flight medical emergencies of other passengers, fully-booked hotels with my room given away, middleof-the-night fire alarms, and certainly challenges with language barriers. Most memorable travel experience: When I spoke to 5,000-plus CENTURY 21 China sales affiliates at the Water Cube, which was built alongside Beijing National Stadium for the 2008 Olympic Games. The enormity of the stage, coupled with China’s belief that seeing the venue beforehand and practice are not required for great execution, and needing to speak alongside a translator, all added up to a time and place I will never forget. It was actually an awesome experience. RE

RISMedia’s REAL ESTATE October 2014 45

3 Strategies to Take Your Real Estate Career to the Next Level by Wendy Forsythe

e all get stuck from time to time and it can be frustrating. Feeling like we are just spinning our wheels is something all real estate professionals go through occasionally. If you’re feeling unsatisfied and want to take your career to the next level, consider these three strategies.

Strategy 1: Renovate As real estate professionals, we know that a strategic renovation project like updating a kitchen or bathroom in a home can add value to a property that far exceeds the cost. The same principal applies to your career. There might be areas of your career that could use a renovation. Find a quiet spot and turn off all electronic devices. Ask and answer the following questions: 8How many hours per day are you

prospecting? What does that look like? 8How many different sources of lead

generation are you utilizing? Are these enough? 8How do you stay in touch with your sphere of influence? When and how? 8Are you building an email list? 8Are you using e-alerts? 8Are you generating online leads? Are you converting online leads? 8Do you have a geographic or niche farming strategy? 8Are you gathering ratings and reviews from your clients? 8Are you communicating a consistent branding strategy with your marketing activities? 8Do you have coverage on the top 46 October 2014 RISMedia’s REAL ESTATE

real estate portals (Zillow, Trulia and realtor.com®)? 8Are you using text marketing, video

marketing and email marketing? 8Are you attending at least one

networking event each week? Once you’ve identified the answers to these questions, you can start planning your career renovation. Focus on the areas that will bring the highest return on investment. Strategy 2: Redecorate It’s possible that your next level doesn’t require all the demolition involved in a renovation. Maybe you just need to redecorate your career a little. 8When was the last time you updated your marketing materials? 8Do you need to freshen up your working environment? Does it have a positive impact on your energy? Think about your home office and car.

8Do you need to bring in some new ideas (in prospecting, marketing, technology or networking) to really get the flow of your career to the next level? 8Have you invested in reading or listening to any good professional development books lately? 8When’s the last time you invited someone you admire to lunch? A little inspiration can go a long way. Strategy 3: Rearrange If things are going along well and you’re hitting your goals but feeling tired and strapped for time, try strategy three. Many of us rearrange the furniture in our homes in order to gain a different perspective. A little rearrangement in your daily flow can give you an extra boost of energy and a next-level opportunity. 8Try time-blocking your daily calendar to include personal time, family time and playtime. 8Consider a virtual assistant or another part-time support. 8Take a mini vacation. Make the commitment today to get to your next level. The opportunities in today’s market are abundant, and you don’t want to miss them because you’re stuck in a rut. You can do it! Do you have any next-level tips? I’d love to hear about them. You can email them to me at wendy.forsythe@carringtonres.com. 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 1,400 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.

TAKE YOUR BUSINESS

TO THEWITHNEXT LEVEL SOCIAL MEDIA Are your social media efforts generating quality leads? Are they generating any leads at all? If you’re trying to figure out how to leverage these marketing channels to grow your business, we invite you to attend our Webinar on October 22. Wendy Forsythe,

Wendy Forsythe EVP/Head of Global Operations Carrington Real Estate Services

EVP/Head of Global Operations, will present practical tips and proven strategies that you can use to power up your social presence to FUEL your bottom line.

— JOIN US! Wednesday October 22, 2014

9:00 AM PDT 11:00 AM CDT 12:00 PM EDT

facebook.com/carringtonres

info.carringtonrealestate.com/webinars

twitter.com/carringtonres

877.330.2773 | careers@carringtonres.com carringtonrealestate.com/join

RREIN RREIN

RISMedia’s Real Estate Information Network®

NIERR

RREIN

Empowering NIERR

RREIN

Brokers

NIERR

RREIN

Sales Associates Consumers 48 October 2014 RISMedia’s REAL ESTATE

{Trending}

Housing Outlook in Face of

Rising Rates As long as mortgage rates remain under 6 percent, home sales should experience an increase in 2015 from the positive force of job additions.

With the Federal Reserve’s bond purchase program to end by October, and the likely increases in the fed funds rate in spring of next year, it is inevitable that the 30-year fixed mortgage rate will be rising.

by Lawrence Yun, Chief Economist, National Association of REALTORS®

he second quarter GDP figures were highly encouraging, assuring that job creation continues. Jobs will become ever more

important in what looks to be a sure rising interest-rate environment. Surprisingly, rates have barely moved this year. But sooner or later (by year end), there is likely to be a jump in rates, though the exact timing is difficult to pinpoint.

RISMedia’s REAL ESTATE October 2014 49

GDP Annual Growth Rates by Year Year

GDP Growth Rate

2010

2.5

2011

1.6

2012

2.3

2013

2.2

2014 forecast

1.7

2015 forecast

2.8

Source: BEA, NAR Research

Numerically, GDP in the second quarter increased at a 4 percent annualized rate, but that sharp growth was only for one quarter and the general pace of expansion has been inconsistent and uneven. Annual growth rates have been less than impressive after the harsh recession of 2008-2009, as the table above shows, along with my outlook for the upcoming years. Typically, after a recession, the economy should be expanding at 4 to 6 percent growth rates in order to compensate for the downfall. It is nonetheless an expansion, which means more production and incomes are being generated for the country and jobs are being added. The housing portion, called the Residential Investment, will outperform other sectors as housing starts look to kick much higher in the upcoming years. Residential Investment was already carrying an ever larger load of growth as it grew by 13.5 percent and 11.9 percent, respectively, in the past two years. Rising home sales and home prices contributed to brokers’ commission income. The employment situation in the meantime is coming out of its lull. A net 2.6 million new jobs have been added to the economy in the past 12 months to July. That is the highest 12-month tally in eight years. If such additions can continue, then the unemployment rate will fall to below 6 percent soon and the employment rate (the measure of how many of the adults are working) could break out higher from the current 58 percent. Before the recession, the employment rate had hovered in the 62- to 64-percent range. Though there is new research indicating the salary level of new college graduates is taking a hit of about 15 percent compared to past graduates, the overall salary level in the country is still on the rise. A typical worker wage, for example, rose in July by 2 percent over a year. The aggregate personal income (income of everyone all combined) rose 4 percent, with rent income showing a 7 percent gain. There is never an even recovery across the country and some states are markedly outperforming others. 50 October 2014 RISMedia’s REAL ESTATE

The table below shows the comparisons among the best and worst performing states in terms of the one-year job growth rate. Naturally, home sales will be better, other things being equal, in the states with healthier job market conditions. Finally, it is worth noting that the tailwind of job creation for home sales will be met by the headwind of rising interest rates. With the Federal Reserve’s bond purchase program to end by October, and the likely increases in the fed funds rate in spring of next year, it is inevitable that the 30-year fixed mortgage rate will be rising. So far, my prior guesses of rising mortgage rates have not been right—for the better. The sluggish U.S. and global economy had unexpectedly kept current monetary policies across the world extra accommodative. But economies are showing better signs of life. Moreover, inflation is beginning to pick up. With apartment rents rising at a

Job Growth Rate, Past Year, by State Best Performers

Worst Performers

North Dakota

4.5

Michigan

0.7

Nevada

3.7

Alabama

0.6

Texas

3.4

Wyoming

0.6

Florida

2.9

South Dakota

0.3

Utah

2.9

Virginia

0.3

Colorado

2.8

New Jersey

0.1

Oregon

2.7

Illinois

0.0

Delaware

2.6

Alaska

0.0

West Virginia

2.5

New Mexico

-0.1

California

2.2

Vermont

-0.2

Source: BLS

near 4-percent rate, according to a private source (REIS), and slightly over 3 percent, according to the government (BLS), the sheer weight of the housing components will carry the broader consumer price inflation to over 3 percent in 2015. That inflation rate is out of the comfort zone and the Federal Reserve will be forced to raise interest rates. But as long as mortgage rates remain under 6 percent, home sales should experience an increase in 2015 from the positive force of job additions. The outlook is for 2 to 2.5 million net new jobs in 2015. The 30-year mortgage rate will average 5.3 percent. Existing-home sales will rise by 4 to 8 percent. The national median home price will increase by 4 to 6 percent. RE Lawrence Yun is the chief economist for the National Association of REALTORS®.

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The Power of Online Marketing How One Broker Builds Business…and Celebrity Status by Keith Loria

s he walks around town, Samer Kuraishi, senior vice president of

Washington, D.C.’s A-K Real Estate, often draws second looks and a “how do I know you?” vibe, until eventually someone will almost always shout out, “You’re the guy on Zillow!”

Kuraishi is quick to point out that joining Zillow in 2011 has not only changed the brokerage business for the better, but the exposure has helped catapult him to one of the top real estate professionals in the area. After all, Kuraishi and his team went from zero online leads in 2011 to closing more than 351 transactions valued at more than $101 million in 2013, thanks to 85 percent of his cultivated online Zillow leads being converted to clients. “As of the end of August, I have done $89.2 million so far in 2014, on track for 40 percent growth,” Kuraishi says. “Of that, 90 percent is from Zillow leads.”

In the Beginning

At just 18, Kuraishi entered the real estate game and obtained licenses for Maryland, Virginia and D.C. “I was always intrigued with money and always considered myself an entrepreneur,” he says. “My father was in RISMedia’s REAL ESTATE October 2014 53

the business for 25 years, but that wasn’t really the driving force behind my decision. I wanted new things and was always thinking about ways to make money.” Kuraishi spent $300 for a 60-hour course, and within a few months of getting his license, was already cashing his first big check. “I had worked at some restaurants, but had never seen that much money in my life, and never looked back,” he says. “I still went to college (in 2004, he graduated from the University of Maryland), but knew this was what I was going to do.”

The Brokerage

Husni Kuraishi, Samer’s father, is the broker of record at A-K Real Estate. The younger Kuraishi opened his own branch in Germantown, Md., in 2004 and another in downtown D.C.—just two blocks from the White House— this past February. “It was always my dream to be in the city with the movers and shakers,” he says. Kuraishi works with all types of real estate, including, but not limited to, distressed properties—short sales, foreclosures, condo conversions, development, investment properties, first-time homebuyers, sellers, commercial and anything on a piece of land. His expertise has made him in-demand for webinars and conventions. One of the things that separates the brokerage from others in the area is that Kuraishi and his team speak eight languages fluently, appealing to the diverse multicultural atmosphere that defines the region.

Zillow Comes into Play

Kuraishi happened upon Zillow after receiving a random phone call about signing up.

54 October 2014 RISMedia’s REAL ESTATE

“It’s 2014 and people have less time; they want a tool to search for homes and look at photos, and do research on their own.” – Samer Kuraishi, SVP, A-K Real Estate

“I knew a little about it, but I had lots of people call me every day; this guy called a number of times, though, and I liked him, so I gave it a try,” he says. “I bought my first zip code for $110 and got a number of inquiries, and bought more.” Today, Kuraishi owns 114 zip codes and is the No. 1 spender in the country on the site. “It’s 2014, a new day and age, and people have less time; they want a tool to search for homes and look at photos, and do research on their own,” Kuraishi says. “Instead of walking into a car dealership and always having to hear, ‘do you need help?,’ you can shop at your leisure. Zillow keeps people from being harassed.” Today, 95 percent of his marketing portfolio goes toward Zillow. “I use some other sites, but I don’t believe the customer experience is as good,” he says. “The mobile products are better on Zillow, plus clients love the overall experience.” Kuraishi’s favorite tool is Zillow Digs, which lets customers explore different rooms and home-design ideas. He also likes that you can add social media links and is a big fan of the reviews. “Reviews are really important—good or bad—and I always make it a point to respond to all of them,” he says. “If you are building a team, you can give props to your agents, as well.” With 42 agents under his guidance, Kuraishi feels Zillow has been instrumental in helping him build the perfect team. He gives out 1,500 leads per month to his agents and buys the best leads and cutting-edge technology. “It has definitely helped me attract top agents to the brokerage,” he says. Leslie Shafer, an agent with A-K Real Estate, recently celebrated her two-year anniversary in real estate, after a 15-year career in the hospitality industry. “Zillow has been my main marketing strategy,” she says. “I signed up for my first zip code a year ago, and within 15 minutes, I had a phone call. Another came in the next day, and the commission from that one alone paid for everything.”

Today, she has four zip codes and is taking baby steps to grow even more, hoping to mature from a buyer’s agent to a listing agent. “As I become more seasoned and successful, I look forward to adding more zip codes,” she says. “I appreciate the fact that reviews are so paramount. People look me up, see my reviews and closings and many times say to me, ‘I read your reviews and you seem like a good fit for us.’” For that reason, Shafer makes sure that as soon as she closes on a property, she contacts her client and asks for a review. “I tell them that my online presence means the world to me and just as they found me there, it will help others find me,” she says. “Zillow will send out a request for a review, but I also like to add a personal touch and send an email asking about their new home and tailoring it toward them.”

Marketing Matters

Before stumbling upon Zillow, Kuraishi’s marketing efforts proved much less fruitful. He started with the yellow pages in the beginning, moved on to some mailers and local ads, but never spent lots of money prior to Zillow for leads. “For me, it was all about networking—working the

bars, clubs, restaurants, talking to friends, teachers and anyone who I had direct contact with,” he says. “I worked with a loan officer and we would reciprocate deals. Plus, once you get clients, the referrals begin and the pyramid kicks in.” A-K Real Estate’s Samer Kuraishi Group has its own Zillow page, and Shafer’s name is listed under it, which she says is the best marketing she can have. “Everyone on Samer’s team is encouraged to set up a profile,” Shafer says. “This is the tool of the future. It’s not just for young, savvy computer people, but for everyone. I rarely come across anyone who doesn’t know what Zillow is.”

Looking Ahead

Zillow has helped A-K Real Estate grow to one of the most successful brokerages in the D.C. area, and Kuraishi envisions even bigger things ahead. “Right now, I have built an exclusive real estate company based on my leverage of Zillow and will be spreading myself out more,” he says. “I see being able to branch out to Miami, L.A., Seattle, New York—becoming more of a boutique firm. That’s what I am looking for.” RE

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

Power Broker Forum Focuses on the Consumer Experience

n today’s changing marketplace, building viable relationships with real estate consumers is priority one for brokers and their agents. During RISMedia’s 19th Annual Power Broker Forum next month in New Orleans, a panel of real estate executives and brokers will discuss strategies for creating a better consumer experience in order to increase productivity and profitability for both the brokerage firm and its sales associates.

Glenn “Chip” Gardner Special Initiatives Director, GARDNER REALTORS® Matt Widows CEO/Founder, HomeSmart International The Power Broker Forum will take place on Friday, November 7, 2014, from 1:30 - 3:00 p.m., at the New Orleans Morial Convention Center, in conjunction with the annual REALTORS® Conference & Expo.* During the Power Broker Dinner later that evening at the New Or-

Diamond Level

Bank of America Home Loans

Platinum Level Master Level

Berkshire Hathaway HomeServices

Sherry Chris President & CEO, Better Homes and Gardens Real Estate

Harold Crye President, Crye-Leike REALTORS®

2014 Sponsors

Citibank

RISMedia President & CEO John Featherston will lead the following Power Brokers during the Forum:

Lennox Scott President, John L. Scott Real Estate

RISMedia’s Power Broker Reception & Dinner

Better Homes and Gardens Real Estate ERA Real Estate The National Association of REALTORS® Prudential Real Estate leans Marriott,** RISMedia will bestow the following awards upon deserving members of the real estate community:

RISMedia’s ‘On the Shoulders of Giants’ Award Sponsored by RE/MAX RISMedia’s National Homeownership Award Sponsored by Bank of America Home Loans RISMedia’s Real Estate Leadership Award RISMedia’s Tech Titan Award

realtor.com® RE/MAX

Host Level

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® Zillow

Please visit rismedia.com/events for further information.

Event Level

*The Power Broker Forum is open to all fulland day-conference attendees of the 2014 REALTORS® Conference & Expo.

Lone Wolf Real Estate Technologies

**The Power Broker Reception & Dinner is by invitation only. Invitations will be sent to all qualified attendees. RE

HomeSmart Intl.

Real Estate Digital The Real Estate Book

RISMedia’s REAL ESTATE October 2014 57

Photo Caption

{RISMedia’s Great Spaces}

The welcoming entrance of MLB pro Randy Johnson’s massive luxury estate.

by Nick Caruso & Zoe Eisenberg

Future MLB Hall of Famer Randy Johnson Lists Arizona Estate for $25 Million Baseball Great Randy Johnson, aka “The Big Unit,” has listed his 25,000-square-foot Paradise Valley, Ariz., estate for $25 million. The Joffe Group, Arizona’s top luxury real estate team and part of Berkshire Hathaway HomeServices Arizona Properties, was selected to sell the home. This custom-built, Mediterranean estate is located on a tiered, fiveacre parcel, perfectly situated to capture city light and mountain views. The property features seven bedrooms, 12 bathrooms, a commercialgrade fitness facility and detached two-bedroom guesthouse. “This is a very thoughtfully designed estate,” says Robert Joffe. “The layout works and feels comfortable, without being overwhelming. The craftsmanship is impeccable and the finish materials are some of

the finest I’ve ever seen.” Tumbled travertine, hand-scraped wood and French limestone flooring are used throughout. Cantera stone window-surrounds, rustic Hickory cabinetry, hand-carved pediments and moldings, coffered ceilings, custom-designed ironwork, motorized window coverings and multiple stone fireplaces complement the architecture and enrich the living spaces within. Johnson, a five-time Cy Young Award winner, wanted the estate to be elegant, yet functional, according to Joffe. The main level includes a

formal living room with a massive Cantera stone fireplace and soaring 24-foot ceilings, a tasteful 12-seat dining room with adjacent temperature-controlled wine cellar and a scenic, art-lined hallway with groin-vaulted ceilings. A custom stone archway leads through a generous butler’s pantry to the gourmet chef’s kitchen, replete with granite countertops, handcrafted Hickory cabinetry, stainless steel Viking professional-grade appliances and an oversized island. The kitchen and breakfast area overlook the home’s Great Room with wood-beamed ceiling and impressive

RISMedia’s REAL ESTATE October 2014 59

gas fireplace. The west wing is a true master retreat, complete with a secluded conversation area, fireplace, private patio and direct access to the rear grounds. The master bath is a serene, spa-like environment, featuring his and hers oversized vanities, a jetted soaking tub, multi-nozzle steam shower and gas fireplace. Nearby the master suite is a large personal office with herringbone wood flooring, adjoining poker room and impressive three-car display garage. This showroom is a car lover’s fantasy with full mechanic’s amenities, including pneumatic air hoses, epoxy flooring and tool storage visible from the massive picture window in the study. The lower level is an entertainment lover’s dream. There’s the 20-

Randy Johnson’s elegant, yet functional, property boasts 24-foot ceilings and a massive stone fireplace.

fully stocked snack bar. Just outside the screening room are a professional recording studio and adjacent performance stage with a custom light-

Private screening room and fully stocked snack bar? Count us in!

seat private screening room with plush, overstuffed chairs and stateof-the-art surround sound acoustics. The theatre entry boasts a custom marquee, working ticket booth and

60 October 2014 RISMedia’s REAL ESTATE

ing package and commercial sound equipment. Next door, there’s a collector’s music instrument showroom that’s not to be missed. The resort-style rear grounds are perfect for parties and family gatherings. Multiple seating areas invite conversation and relaxation in style. A covered patio with wood-burning pizza oven is ideal for outdoor dining, and entertainment takes center

stage with numerous outdoor flatscreen TVs and an inviting fire pit. All overlook a zero-entry pool that includes a spa and two-story waterslide atop the private bathhouse. Mature, sustainable landscaping and meandering walkways lead to a private, two-bedroom guesthouse, which includes an open Great Room, deluxe kitchen with Viking professional appliances and a secluded outdoor patio. Also detached from the main residence is a 1,746-square-foot workout facility custom-designed for one of the most celebrated Major League Baseball pitchers in history. The full-sized gym, complete with locker room and showers, provides ample room for commercial-grade fitness equipment and direct access to the adjacent tennis and sport court. Fully automated through a stateof-the-art CRESTRON system, the entire property is managed with the touch of a button via smartphone, inwall iPad or wireless remote. Adding to the ease of moving from one level to the next is an Abbey home elevator that serves all three floors of the estate. For more information about this estate, contact Robert Joffe or Jonathan Friedland of the Joffe Group at 602989-8300, or visit www.thejoffegroup.com.

Kutcher and Kunis Make Moves before Marriage Actor and funny-man Ashton Kutcher recently sold his home in the Hollywood Hills for $9.925 million. The home, which was finished in 2007, has been on the market since spring 2014. With a glassy, contemporary style, the three-story pad has views of the Hollywood Reservoir and the Hollywood sign. In addition to an abundance of light, the five-bedroom, eight-bathroom space includes a

Steve Martin’s St. Barts Paradise Photo courtesy of www.toptenrealestatedeals.com

Producer Passes on Malibu Mansion

gym, a sauna, a wine cellar, and an elevator, just in case you don’t feel like hoofing the lofty three-story staircase. Outside, the half-acre property boasts a swimming pool and spa. Kutcher’s fiancée, actor and former “That ’70s Show” co-star Mila Kunis, has listed her Hollywood home for $3.995 million. Kunis’ Mediterranean-style compound was originally built in 1958, but has since been renovated. It sits on a one-third acre lot with lofty ceilings, an open floor plan and an eightseat home theater perfect for watching home videos—or reruns of “That ’70s Show.” Kunis snatched up the space in 2008 for $2.885 million. So why are both Kunis and Kutcher listing their separate spaces? Rumor has it, the soon-to-be-wed pair may be house shopping for a space of their own. A new home isn’t the only thing on the horizon for the couple; the pair recently had their first child, and are rumored to be planning to make a few more, so their new home will certainly be equipped with a spare bedroom (or eight).

Steve Martin Slashes Price on St. Barts Paradise Pad Actor Steve Martin recently slashed the price on his St. Barts hideaway, a sprawling, yet quiet, four-bedroom home sitting high atop the hills of Lurin. The 28,191-square-foot, colonial-style home features beamed ceilings and walls that surrender to stunning ocean views, multi-level terraces and an impressive twotiered infinity pool. The property also includes a caretaker’s studio. The space, called Villa Au Soleil for its abundance of natural light, was originally priced at $11.59 million, and was listed for $10.623 million at press time.

Film producer Michael Manheim (“Roe vs. Wade,” “Leap of Faith”) and wife Janus Cercone recently sold their freshly minted Malibu space for a lofty $10 million price tag. The contemporary beach house, dubbed the Stone House, sits along 50 private feet of sand with its own private road, private grapevines and parking for five cars. The inside of the three-bedroom home includes a stunning Great Room, a massive media room and a master suite with a deck and ocean-view soaking tub. The pair bought the property two years prior for $5.6 million. They built the house through their company, Jaman Properties, which has sold homes to a myriad of A-listers, including Conan O’Brien, Fran Drescher and “The Simpsons” creator Matt Groening.

RISMedia’s REAL ESTATE October 2014 61

The Original Mad Man’s Mediterranean-Style Home in Florida Looking for a Mediterranean feel without leaving the safety of the states? Look no further than this stunning 4,500+-square-foot, Mediterranean-style home in Naples, Fla. With four bedrooms and four bathrooms, this home—surrounded by lush gardens—offers a dramatic, two-story library, a garden atrium and vaulted ceilings—all within minutes of the Gulf of Mexico. The home is currently owned by Myra Janco Daniels, former advertising executive and founder of the Naples Philharmonic Center of the Arts. Ms. Daniels is married to Draper Daniels, who, rumor has it, inspired the main character in “Mad Men,” Don Draper. Listed by: John R. Wood Properties, a member of Luxury Portfolio International® Listed for: $2,595,000

Home Shines Bright on Buzzards Bay Looking to live on your own private island? This New England-style home, nestled on the tip of Mishaum Point, on Buzzards Bay in Dartmouth, Mass., is a pretty close fit. Once featured on the cover of 62 October 2014 RISMedia’s REAL ESTATE

This stateside abode has Mediterranean flair and “mad” style.

Pool or beach? The tough decisions one must make while living in this Buzzards Bay home.

Architectural Digest, this hand-crafted, intricate wood and stone home offers up a 270-degree view of the ocean and 29,000 square feet of luxurious living space. With eight bedrooms, 10 bathrooms and four partial bathrooms, you can wash in a different tub every night for two weeks straight. Set on 10 stunning acres, the property also includes a guesthouse, a deep water dock, an infinity swimming pool, a bowling alley (that’s right!), and ample outdoor living space.

Listed by: Robert Paul Properties, a member of Luxury Portfolio International® Listed for: $25,000,000 RE

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ERA Real Estate’s

New Look

Is a Sign of the Times

by Paige Tepping

arlier this year, ERA Real Estate revealed a new look for the brand, one that reflects dynamic enhancements introduced over the last five years to not only fuel growth for the brand

and its brokers, but to position ERA Real Estate for the future.

“As the industry has evolved, we have evolved, all the while defining and redefining the ERA® brand promise,” says Charlie Young, president and CEO of ERA Real Estate. “As we enter the third year of a real estate recovery, it’s easy to see that our new yard sign is really much more than a sign; it’s a sign of progress and possibility for our brand and our brokers.” The contemporary logo and brand identity serve as a visual representation of a comprehensive brand revitalization, and ERA brokers across the country are introducing the “new ERA” to their communities through lively launch events, fundraisers and open houses. “We have been looking forward to sharing the visual aspect of this rebranding with the public since introducing it to our brokers and agents earlier this year so

RISMedia’s REAL ESTATE October 2014 65

Grattan and Sarah Donahoe of ERA Donahoe Realty, top left, the newest members of the ERA system, held a Grand Opening in their Temecula, Calif., office, while ERA Key Realty Services hosted a number of events at their offices throughout eastern and central Massachusetts.

that we can convey the brand’s positive momentum,” says Chris Trick, senior vice president of marketing and product development for ERA Real Estate. “The incredible creativity, collaborative approach and entrepreneurial spirit that our brokers are using as they plan and execute their local launches truly reflect the unique culture of our brand.” Market to Market, Street Corner to Street Corner With 16 offices throughout central and eastern Massachusetts, ERA Key Realty Services is the fourth largest agency in Massachusetts by number of homes sold. When tackling the prospect of activating ERA Real Estate’s new look across all of their markets, co-owners Bruce and Cheryl Taylor looked to their most valuable asset, their agents, and asked for input. Each office came up with a different event to introduce the “new ERA” to their communities with some offices joining forces to create regional events. From a family-friendly pig roast, to a community block party showcasing local restaurants and community organizations, to wine tastings to open house Sundays followed by client appreciation parties at the office, the planning and execution process fostered great team building across the entire company and really tapped into the defining characteristics of ERA Key Realty Services. Each event attracted between 150 and 200 people, providing a fun and informal backdrop for creating connections and fostering referrals. “We operate in a highly competitive market, but our culture of collaboration and camaraderie clearly set us apart,” says Bruce Taylor, president of ERA Key Realty Services. 66 October 2014 RISMedia’s REAL ESTATE

To that end, ERA Real Estate’s reimaging campaign has provided a timely launch pad to introduce ERA Key Realty Service’s enhanced value proposition to gain attention in the marketplace. “We’ve always had a focus on training,” says Cheryl Taylor, who serves as chief operating officer for the firm. “But this is the perfect opportunity to showcase our company’s commitment to professional development as a way to attract new talent.” ERA Decker Real Estate in Whitney Point, N.Y., leveraged an existing community happening to celebrate the new image with a family-friendly grand re-opening during the Village of Whitney Point’s annual Main Street celebration. With new ERA Real Estate videos playing in the background and the new logo proudly displayed via their window signage and team t-shirts, the company gave away branded t-shirts and provided a craft station for kids. “Our staff and office coordinator worked diligently with ERA Real Estate to pull together the new branding and incorporate our office re-launch party with an annual event put on by our town,” says broker Mike Decker. “We had a great turnout and the community seemed to respond well to our reimaging. We are embracing the new modern look of the branding and are excited about the new heights it will help our company reach.” New Look, New Name A number of ERA brokers embraced the reimaging campaign as a timely opportunity to re-invent themselves to reflect concurrent changes within their own companies. ERA Grizzard Real Estate, formerly known as ERA Tom Grizzard, has been an industry and community leader for more than 45 years. Several years ago, the firm’s ownership passed from founder Tom Grizzard to his son, Gus Grizzard, and continued to capitalize on the company’s strong brand cache. When news of the brand’s reimaging campaign was announced internally,

both father and son knew this was a prime time to signal that the firm had entered a new era, not only with the new look and feel, but also with a new name and the expansion into a fifth market in Clermont, Fla. “Changing our trade name to ERA Grizzard Real Estate symbolizes the evolution of our company, along with that of our ERA Real Estate brand,” explains broker/owner Gus Grizzard. “Real estate is one of the fastest evolving industries and this is a visual cue to the public that we are evolving with it.” Grizzard and company unveiled their new look and name with a lively tree planting ceremony to signify both growth and change. Days later, they completed the Clermont location acquisition. Across the country, Pargin Realty ERA in Albuquerque, New Mexico, and sister company ERA Sellers Buyers and Associates in El Paso, Texas, made a similar move. Coinciding with the firms’ rebranding, both companies updated their trade names to ERA Sellers & Buyers Real Estate, creating synergies and underscoring the regional strength of the two operations.

From building signs to business cards to branded cookies, ERA® companies across the country are introducing the new logo to their communities.

Commitment to Community Many ERA companies are combining their launch parties with fundraisers to benefit local organizations, tapping into ERA Real Estate’s long history of commitment to the community. ERA Reardon Realty in Jackson, Mich., leveraged its ninth annual Summer Wine Down event as the backdrop to launch its new look to the community while raising money for MDA. A fun night of wine and beer tasting, hors d’oeuvres, a silent auction, and live music featured wines from local vineyards and beer from local and regional breweries. ERA Hirsch Real Estate Team in Statesboro, Ga., also combined the company’s unveiling and launch party with their annual MDA fundraiser, hosting a community chicken bake for more than 350 people. According to broker/owner Pat Hirsch, “The recognition and attention that the event provided was invaluable; we could not have gained this type of exposure through traditional advertising, and we were excited to combine our annual event with a larger brand initiative that positions our company as a fresh-thinking, dynamic team.” “Real estate is a grass-roots business and we take a very individual approach to how we serve our customers,” says Young. “We believe our job is to facilitate the growth of our brokers and agents in a way that works best for them, and as our brokers introduce the ‘new ERA’ to their communities, it’s clear that they are reflecting the unique characteristics of their company and their markets in a way that is most meaningful to the people they serve.” RE For more information, please visit www.era.com.

RISMedia’s REAL ESTATE October 2014 67

with a follow up

{Strategies}

Obtaining Listings through Repeat, Referral Business American Home Shield® a key piece of the puzzle in getting deals closed by John Voket

fter a quarter century of successfully marketing real estate in the greater Pittsburgh area, Coldwell Banker’s Georgie Smigel knows a few things that keep driving her leading position in the market. Maintaining a solid focus on obtaining listings through repeat and referral business, Smigel is dedicated to making sure every client is well taken care of during, and long after, their buying or selling experience has passed. Thanks to her partnership with American Home Shield (AHS®) , Smigel can be sure her clients aren’t saddled with the expense and inconvenience of a major system breakdown in their new home. “We’re blessed with a lot of industry like Westinghouse,

a huge facility hiring a lot of engineers, in addition to PPG Industries relocating its headquarters within the area, which will bring in 800 employees,” says Smigel, who goes on to say that the Marcellus Shale drilling operation has created a lot of growth in energy-sector employment as well. And it doesn’t stop there. In fact, the Pittsburgh Penguins are completing a huge training facility just a couple miles from the company’s main office, which will bring a few dozen new jobs, as well as huge amounts of traffic into the region. “I always try to get an AHS home warranty on every listing,” says Smigel. “It’s a big stress reliever for my seller. When we sell, and have the inspection, if one of the systems is failing, we have coverage.” Smigel goes on to say that incorporating an AHS home warranty into the home-buying or -selling process has saved a lot of deals over the years. Whether it’s the furnace, HVAC system—or any other covered item—that fails during the listing period, her recommended AHS service has saved her clients significant money time and time again. Although Smigel finds some clients don’t want to initially make the extra investment, she explains that the

RISMedia’s REAL ESTATE October 2014 69

buyer is going to require it anyway. “I tell them they get coverage for the listing, which includes the time period when a home inspection is conducted, and they don’t have to pay until closing. At that point, almost everyone says go ahead,” says Smigel. “I don’t see why a REALTOR®wouldn’t want to sell the product; it means fewer phone calls and peace of mind after the closing. “Every time I meet a new associate, one of the first things I tell them is how American Home Shield is a great tool to make a REALTOR®’s job easier. And in this business, we need every tool we can get!” For more information, please visit www.ahs.com/realestate.

Upping the Competition in a Mobile-Driven Market Homes.com provides the technology infrastructure needed to get back in the game by John Voket

hen Darell Bowen decided to get back into real estate after taking a break from the business in 2001, he knew he needed to find his feet quickly. For Bowen, one of the biggest challenges was settling on the technology infrastructure needed to catapult Darell Bowen Realty back into the extremely competitive Florida Gold Coast markets around Florida’s West Palm, Wellington and Royal Palm Beach communities. “After looking at the best search engines, I started talking to Homes.com and realized that my website wasn’t very compatible to contemporary technologies, especially mobile,” says Bowen, who goes on to say that before he started using Homes.com for his Web needs—from lead generation to Web features that are pulling in new clients by the dozen—he spent an excessive amount of time identifying what he thought were the top sites for real estate listings. “My research identified the top four, so I set out to see what we needed to do to capture our leads from those sites,” he says. “After talking to the Homes.com rep, I discovered several options that I thought would be good for us.”

70 October 2014 RISMedia’s REAL ESTATE

And thanks to a strategic partnership, the brokerage’s website is not only powered and managed by Homes.com today, but so are the company’s social media initiatives. And several of Bowen’s agents have since contracted with Homes.com for their own websites. “The decision to use Homes.com for our website was driven by the fact that it would automatically adapt to a search from any type of device,” says Bowen, a key selling point for the broker/owner. “If you have a website, and it’s not optimized, clients have to do a lot of work to view it on a mobile device.” For Bowen, having a mobile-optimized website is crucial, since most of his clients are on their mobile devices 24/7. “If people are out driving and they see a For Sale sign, they want to be able to pull up the information within seconds, and it needs to look good,” he says. “On our sites, clients get the information they need on a page that’s easy to read. Not only are the photos bright and vivid, they can also be viewed in high resolution when accessed from a desktop computer. “Every week, there are leads coming in that we weren’t getting before, and we’ve only had our site launched for about a month,” adds Bowen, who notes that the Web

HSA Home Warranty: Keeping Agents and Their Clients Happy by Zoe Eisenberg

he real estate industry is predictably unpredictable. From shifting markets to rising rates and everything in between, it can be hard to traverse the forever undulating terrain. One thing that should remain consistent, however, is your commitment to your clients and agents. For Gordon Miles, president and COO of Berkshire Hathaway HomeServices Nevada and Arizona Properties, this commitment means offering a full suite of services, including a reliable home warranty.

“The decision to use Homes.com for our website was driven by the fact that it would automatically adapt to a search from any type of device.” - Darell Bowen Broker/Owner, Darell Bowen Realty

infrastructure designed by Homes.com is easy to use. “Once we set it up to receive information, it’s pretty automatic. And the individual websites and tools that come with those sites are tremendous assets for our agents,” says Bowen. “Homes.com helps us maximize the benefits we deliver to our clients, and that’s what it’s really all about.” For more information on responsive design websites or advertising on Homes.com, please visit http://connect.homes.com/homes-connect-fusion-landing-page/.

Known for its impeccable agent service, hands-on coaching and continued agent development, Berkshire Hathaway HomeServices Nevada and Arizona Properties has been recognized as one of the top 20 real estate companies in the nation. Founded 35 years ago, the full-service brokerage—with 21 offices and 2,000 agents between the two states—has also been included in Inc. Magazine’s 500/5000 list for three straight years. With such an outstanding reputation, Miles knew he needed to find a home warranty company that could not only live up to his reputation, but improve upon it. To ensure he was best servicing his clients and agents, Miles partnered with HSA Home Warranty, a home warranty company offering comprehensive plans to buyers and sellers. According to Miles, the decision was clear once he heard about HSA’s reputation for excellent service. “HSA has always stepped up when we needed them to and has demonstrated what a great partner they can be,” says Miles. So how can joining forces with a stand-out home warranty company help you excel? Below, Miles outlines a number of ways his company has benefitted from their long-standing relationship. Putting the Agent at Ease The ability to offer an accountable home warranty helps take the weight off the agent’s shoulders, offering them a first line of defense should anything go awry once the sale has closed. “I know that I’m providing our clients with a reputable, safe and stable home warranty product

RISMedia’s REAL ESTATE October 2014 71

Buying Abroad Made Easy Simplifying Foreign Currency Exchange with Moneycorp by Nick Caruso

uying a property abroad is one of the biggest transactions a homebuyer will make and often is the realization of a personal dream. Ensuring that the transaction runs as smoothly as possible has never been more important, especially when transferring large sums of money in another currency is taken into account. The exchange rate between currencies may be an overlooked factor for some, but it’s one that international buyers should keep in mind while shopping around. Or better yet, they could partner with a foreign currency dealer like Moneycorp.

that will be there when they need help,” says Miles. “When you’re able to tell a client, ‘don’t worry, that’s covered on your warranty policy,’ it’s a great feeling,” Miles explains. “If they have an issue after closing, and you can come save the day, that makes the agents and the clients happy.” Setting Yourself Apart Offering client support past the closing will automatically set you apart from the competition, as clients will feel like they’ve partnered with someone they can depend on not just throughout the sale, but for the long run. “It’s just one more service we can offer that helps us stand out, especially with the listing coverage,” says Miles, who notes that offering an HSA home warranty has helped close a sale on many occasions. Maintain and Lengthen Relationships In addition to a strong inter-company relationship, Miles notes that HSA has helped assist with client retention, allowing his agents to maintain and strengthen their relationships. Knowing the agent has their back past closing will encourage clients to pass along referrals, fostering a long-lasting relationship between the client and the agent. “HSA serves both the client and the agent,” says Miles. “It’s a home run.” For more information, please visit www.onlinehsa.com. 72 October 2014 RISMedia’s REAL ESTATE

Moneycorp, a non-bank provider of foreign exchange services, provides a multitude of services for buyers looking to transfer money to secure funds for a new home. From commercial foreign exchange services to online travel money, prepaid currency cards, and bulk delivery of physical currency, employing a company like Moneycorp makes all the difference between having a successful transaction and getting lost in the finite details of exchange rates and foreign regulations. Peter Day knows all about how Moneycorp can aid in the buying process. After he and his wife sold their software business in the UK last year, they began looking to buy lakefront property in Florida where he could fly an amphibian plane from their back garden. Having just purchased a new plane, Day was looking to base it in Florida, thanks to the abundance of lakes in the Sunshine State. “We found a suitable property in Orlando and decided to use Moneycorp for the transaction, as we were referred to them by the real estate agent,” says Day. “We found them to be both courteous and efficient.” Finding a competitive rate of exchange is also imperative for buyers when closing on an international deal. Monitoring exchange rates on behalf of clients ensures that clients get the best rate possible, which at times, can end up saving them thousands of dollars. “The rate they provided was very competitive compared to using our bank or any other foreign exchange provider,” says Day. Having a reputable currency trader may also help reduce any extra fees attached to transfers. In addition, a knowledgeable company like Moneycorp can help ensure

that the transfer is happening at the most favorable time for the buyer, always with the goal of getting the most bang for the client’s buck. According to Day, the actual process was simple. After receiving and accepting the proposed quote, Day transferred funds in GBP from his UK bank to Moneycorp’s bank account, which then transferred the funds in USD to the closing agent to pay the seller. With Moneycorp, Day’s goal of securing the property was met with the utmost importance and never bogged down with financial jargon or hullabaloo. With Moneycorp simplifying the exchange of monies for international buyers, buying a home outside one’s native country has never been easier. Although Day’s airplane is currently being certified and isn’t expected to be ready until 2016, Day states that he’ll use Moneycorp for all of his future international transactions. “It was easy and we saved about $10,000 over what we would have paid using our bank, so we were pleased.” For more information, visit www.moneycorp.com/usa.

Setting the Stage for Continued Growth The products, services and expertise to help you and your agents succeed by Paige Tepping

oday’s agents rely on technology to keep their transactions moving forward. But there’s one technology that they rely on the most: email. Nearly all real estate agents use email every day1.

ogy company. We’re constantly looking at the big picture in terms of where we’ll be in five years, and Rackspace shares this same philosophy.” From the company’s business-class Microsoft Exchange hosting and SharePoint services, to its website hosting and cloud services, Rackspace offers a wide range of products that support growing real estate businesses. What’s most important, though, is that Rackspace provides real-time support, 24/7/365. “Real estate professionals don’t work Monday through Friday 8:00 a.m. 5:00 p.m., and neither do IT professionals,” says Troccoli. “Rackspace has proven time and again that they’re available whenever we need them.” In the last two years, Berkshire Hathaway HomeServices Homesale Realty has experienced considerable growth, thanks to significant mergers and acquisitions. But these changes meant they’d need to migrate hundreds of email user accounts. With the Rackspace migration tool, they were able to move the accounts successfully, on their own timetable. Also, when they needed to migrate over 1,600 accounts to the company’s new domain name, Rackspace was there to help. “We were on the phone with Rackspace throughout the migration process and they went over and above in getting their engineers to do a one-off type of programming for us to ensure the process was as seamless as possible for our agents.” By choosing Rackspace, Berkshire Hathaway HomeServices Homesale Realty has been able to enjoy reliable, fully supported email services, with expert help when they need it most. And, what’s more, they’re free to

According to Sandra Troccoli, email is an integral part of the real estate professional’s communication toolset. So it’s important to partner with a reliable email service provider—one that helps real estate agents stay connected with their clients. As Director of IT and Website Services for Berkshire Hathaway HomeServices Homesale Realty in Lancaster, Penn., Troccoli points to the importance of consistent service as the motivation behind utilizing Rackspace services. “Service can be interpreted in various ways, but from a support perspective, it means being able to rely on the system to function the way we need it to,” says Troccoli. “One thing that really drew us to Rackspace is the fact that they’re not just an email company, but a technolRISMedia’s REAL ESTATE October 2014 73

focus on what they do best—sell homes. Through the National Association of REALTORS® REALTOR Benefits® Program, Rackspace offers REALTORS® a discount starting at 10 percent on all email hosting services. Learn more at www.rackspace.com/ email-hosting/nar. 2014 NAR Member Profile Report

Zeroing in on Market Conditions Realtors Property Resource® instrumental in keeping real estate professionals up to speed in an ever-changing market by Paige Tepping

s the real estate industry continues along the road to recovery, enticing buyers and sellers back into the game, real estate professionals are pulling out all the stops when it comes to keeping their finger on the pulse of the market. For Jen Branchini, a REALTOR® with Better Homes and Gardens Tri-Valley Realty in Pleasanton, Calif., keeping up with the ever-changing market is a crucial component to her continued success. Thanks to Realtors Property Resource® 74 October 2014 RISMedia’s REAL ESTATE

(RPR®), the information she needs to help her clients make an educated buying or selling decision is only a click away. “One thing I love about RPR is the amount of detail I get within the reports generated through the program, as it offers a telltale sign of what’s happening in the marketplace,” says Branchini. Aggregating hundreds of datasets on more than 160 million properties, RPR is the largest comprehensive database of parcel-centric property information in the industry, providing agents with all-inclusive reports that include details such as demographics, tax assessments, public records, default, REOs, foreclosure and pre-foreclosure data, MLS/ CIE-provided information, zoning, liens, school districts and flood plain maps. Created by The National Association of REALTORS® (NAR) for the sole purpose of providing REALTORS® with the data they need to meet the demands of their clients, Branchini turned to RPR exclusively for all her reporting needs nine months ago, around the time she was asked to beta test the program’s mobile product launching this fall. “I’m a very active REALTOR®, and constantly on-thego, so I need everything to be easily accessible,” says Branchini, who goes on to say that the mobile product makes the program even more valuable because she can now access RPR no matter where she is. “Clients want information right now—and so do I—and within three minutes, I can have a full report created and sent directly to them.”

Not only are the reports easy to put together, they’re also great conversation starters among Branchini and her clients. “Studying the reports allows me to understand what’s happening in the market more clearly, and better yet, they’re user-friendly and translate very well with the consumer,” says Branchini, who has found great success with the neighborhood reports she’s generated through RPR. Great for open houses, the neighborhood reports provide information related to how many homes have sold in a particular area within a given timeframe, as well as what types of homes are selling more consistently. “People will often ask what’s selling better in terms of three-bedroom or four-bedroom homes, and it’s interesting because sometimes it’s pretty even. And with the neighborhood reports, it’s easy to translate the sales information to the consumer,” concludes Branchini. For more information, please visit www.narrpr.com.

Igniting a Direct Connection to Consumers Zillow Pro for Brokers Offers More Exposure, More Leads and More Control by Nick Caruso

long with positive news of a rapidly rebounding market come certain challenges. Competition in the real estate market is fierce. Securing increased exposure for listings online has never been more important—to individual agents and brokers. In order to successfully amp up business and ride the progressive waves of the marketplace, it’s imperative that agents capitalize on opportunities that further promote their listings and entice inquisitive buyers to reach out. But how can proactive real estate agents ensure that more eyes are seeing their listings and that they’re first in line for new lead inquiries? Laffey Fine Homes, a Long Island, N.Y., brokerage with about 600 agents, joined Zillow Pro for Brokers in July. Soon after, the company saw an uptick in contacts from Zillow, with 411 contacts reaching out to its agents in July alone. After an introductory session on how to make the most of the free partnership, Laffey agents quickly recognized its benefits. According to Managing Principal Emmett Laffey, the

biggest change is the buzz around the firm. “On a daily basis, we hear agents discussing Zillow and the amount of Zillow inquiries they’re getting. The agents are definitely excited about the amount of direct calls they’re getting from their listings,” he says. With Zillow Pro for Brokers, brokers have the ability to set up a direct feed and maintain total control of their information, helping agents stay efficient and on schedule. Agents also have the opportunity to influence their contact rate by populating their Zillow profiles with a summary of expertise, past sales and client reviews. “The single greatest advantage is having the listing agent be the natural first choice to be contacted on their listings. It’s very beneficial. The agent is on the top right, and if they comply with the simple tasks of writing a bio and submitting sales, they have a five-star rating and the consumer will see the agent on top,” says Laffey. “The consumer can then reach out to the listing agent at our company first. That’s the name of the game and it has been a great thing.” Not only does Zillow Pro for Brokers allow for total control over listing data and more exposure for agents, Laffey Fine Homes also retains brand value, with their logo, link and source info appearing on every single listing. With this kind of brand recognition and spotlight on agent info, consumers are more than primed to contact the right agent when they’re ready to dive into the buying process. “Getting more calls from consumers means agents are getting more visibility,” says Laffey. “There’s an increase in the amount of consumers that are directly calling agents, and if I were to drill it down, it’s because more eyes are seeing their properties.” Thanks to the many positives that have come from their partnership with Zillow Pro for Brokers, Laffey Fine Homes plans on including information about the partnership in their marketing material for listing presentations. “Since Zillow is the number one site for real estate consumers, we know it’s very important to let our clients know how we market their properties on Zillow and how we get the consumers to call the agent directly,” says Laffey. With such a high importance placed on the listing agent, partnering with Zillow Pro for Brokers is a no-brainer…especially since it’s free to join. “It’s a simple process for agents to receive a five-star ranking. Consumers see that and they want to call the person on top—the listing agent. No one is more motivated to sell than listing agents.” RE For more information, visit www.zillow.com/broker-partners.

RISMedia’s REAL ESTATE October 2014 75

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by Bill Gassett

Editor’s note: This article originally appeared on RISMedia’s housecall blog.

ooking for a new home can be a pretty exciting task. With that much money on the line, it’s worthwhile

to read up on the process before you set out. Unnecessary mistakes can—and should—be avoided while trying to get the best deal for your money. As a first-time homebuyer, proper

guidance

from

seasoned

professionals can make all the difference.

Here are a few tips first-time buyers can use when trying to find their first home:

Get clear on what you want – This is the most important part of your preparation. You are about to enter a shopping experience that is unlike any other. At times, it can be stressful and difficult. There is a lot of money on the line and a big commitment to be made, so prepare accordingly. Get clear on what you really want and what you are willing to compromise on. This will make your home-shopping experience much more efficient and will give you a map to go off of should tensions run high. The better prepared you are, the better chance of having a smooth transaction.

Do your research – Home shoppers today are more empowered than ever before. You have so much information at your fingertips. Go online and find the areas you want to live in. Narrow down the neighborhoods you want to consider to three or four, and focus on those. Learn about the cost of the things you really want and the cost of the things you can do without. The more knowledgeable you are, the better you will be at negotiating a good deal.

Talk to the bank – Preparing to get a mortgage in advance of your actual purchase will be super important. Before you start looking at houses, have a discussion with your lender. The lender will be able to give you an honest

assessment of what your finances look like, how much house you can afford and what your rates will be. You want to know all of this—what it will really cost you—before you start looking at homes you can’t actually afford. Find out what your monthly payment will be at different rates and determine what your personal limits are as well. Depending on your credit, the lender may be willing to give you far more than you need. Once you know the RISMedia’s REAL ESTATE October 2014 77

line that reflects your realities. If you have bad credit that needs to be cleaned up first, for instance, you will need to spend some time working on that before you actually start house hunting. If you need to move right now, that is another factor in your timeline. Give yourself some restrictions so you will be encouraged to move at a steady pace and get the job done. Hunting for a house can be quite stressful and it is not something that should be drawn out any more than necessary. Determine what you want, work with a REALTOR®, and get it as efficiently as possible.

One of the biggest mistakes first-time homebuyers make is not thinking about their long-term plans. time is right to buy a home, make sure you get pre-approved by a lender. Make sure you understand the difference between getting pre-approved and pre-qualified for a mortgage. Without a doubt, you will want to get pre-approved, as a pre-qualification letter is not worth much. A savvy REALTOR® representing a homeowner will pick up on this right away. If you are competing with other buyers and are not financially prepared, you could lose out on your dream home.

Think about the future – Is this going to be a starter house that you will move out of in five years? Is it going to be a property that you fix up and flip? Is it going to be the home for your new family that you 78 October 2014 RISMedia’s REAL ESTATE

will be in for 10 or 20 years? Your long-term plans will help dictate your purchasing choices. It is important to understand what you really want this home for before you go and sign any papers and spend any money. One of the biggest mistakes first-time homebuyers make is not thinking about their longterm plans.

Find a good REALTOR®– A real estate agent can prove invaluable when shopping for a home. If you find one that is good—an agent that is finding people the homes they want at a price they are happy with—then much of the work will be done for you. The agent will talk about what you want, will run you through much of the above mentioned areas and will help you find the houses that are really what you are looking for. The agent will also be an effective negotiator, meaning that you will probably get more house for your money than if you went at it alone.

Set a timeline – The situation you are in is uniquely your own. You want to set a timeline for when you will find and buy home—a time-

Understand your fiscal responsibility - Another problem that first-time homebuyers don’t always properly think through is the financial responsibility of owning a home. A large amount of buyers will think about making their mortgage payments and nothing else. If you have been renting for a while, or even living with mom and dad, it is easy to see why this can happen. Unfortunately, owning a home comes with quite a few more firsttime home expenses that you may not have considered, such as appliances, furniture, and even taxes and insurance. These are all important things to consider when putting together your home buying budget. Use all of the above tips for finding your first home and you will be well on your way to enjoying your new life as a homeowner. RE Bill Gassett is a nationally recognized real estate leader who has been helping people move in and out of the Metrowest Massachusetts area for the past 27-plus years. He has been one of the top RE/MAX REALTORS® in New England for the past decade. In 2013, he was the No. 1 RE/MAX agent in Massachusetts. Connect with him on Google+.

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Agents Just

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

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Cost, Confidence and Convenience: Survey Reveals Americans’ Attitudes on the Smart Home

new smart-home study recently released from Lowe’s found that while Rosie the Robot is the futuristic feature consumers would want most from “The Jetsons,” more than 70 percent of smartphone users in America just wish they could control something in their home from their mobile device without getting out of bed. Lowe’s 2014 Smart Home Survey examined Americans’ attitudes and experiences with home automation, with a particular look at the most important features and top reasons for owning smart-home products. The data reveals that a majority of Americans are generally favorable to smart homes, with 50 percent preferring do-it-yourself solutions, and nearly two-thirds (62 percent) finding the smart home most beneficial for monitoring safety and security. The Smart Home Survey, conducted online in July by Harris Poll on behalf of Lowe’s, polled more than 2,000 U.S. adults aged 18+ and found that 52 percent of Americans feel that having a smart home is at least somewhat important to them. When it comes to purchasing consideration, more than half (56 percent) of Americans cite either cost or fees as the most important deciding factor (31 percent say monthly fee amount and 26 percent say the cost of equipment), followed by ease of use (13 percent) and security (11 percent). “In general, Americans feel positively toward products that will make their homes safer, more energy efficient and easier to manage. It is added evidence that the smart home and Internet of Things are here to stay,” says Kevin Meagher, Lowe’s vice president and general manager, Smart Home. Additional key findings include: It’s All about the Benjamins! 8In addition to citing overall cost as the most important factor in the purchasing decision of smart-home products, Americans are more than twice as likely to prefer a DIY solution without a monthly fee over a professionally installed/monitored system with a monthly service fee (50 percent vs. 21 percent). 840 percent say a benefit of owning a smart home would be to cut costs and save money on energy bills.

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Safety First 8 62 percent of Americans rank security and home monitoring as the most beneficial reason to own a smart home. 8 Overall convenience comes in at third place (35 percent), and protection from floods, fire and other disasters (29 percent) ranks fourth. 8 Americans aged 65 and older (24 percent) are more than twice as likely as those aged 18-64 (11 percent) to name ease of use as the most important factor in smart-home product purchase consideration. Wishful Thinking in the Age of DIY 8 While Rosie the Robot is the most-wanted futuristic feature from “The Jetsons,” according to more than one-third (36 percent) of Americans, most smartphone or tablet owners (70 percent) wish they could just control something in their home from their mobile device without getting out of bed. 8 “The Jetsons” automatic meal machine ranked second (19 percent), followed by the Flying Suit (16 percent). 8 In order of importance, Americans who own a smartphone or tablet want to adjust the thermostat (44 percent), turn on the lights (39

percent) or start the coffee pot (27 percent) before getting out of bed. 8 Nearly half of Americans (49 percent) wish their home would already be the perfect temperature when they arrive home. Other popular wishes include the lights being on (37 percent) and doors being unlocked (27 percent). 8 The top three things Americans wish they could control before they arrive home are actually the same three things they’re most likely to forget to do before leaving the house: turn off the lights (18 percent), adjust the thermostat (15 percent) or lock the door (5 percent). 8 Over half of Americans (52 percent) admit they forget to do something when they leave the home. Smart parents, safe kids 8 61 percent of parents with children ages 3-17 plan to monitor their children in some way when they go back to school. • 35 percent plan to buy their child a cellphone

• 13 percent plan to put a GPS or monitoring device in their child’s backpack • People in the Western region of the country (23 percent) are more likely than those in the Northeast (4 percent) or Midwest (9 percent) to put a GPS or monitoring device in their child’s backpack 8 Midwesterners are the least likely (41 percent) to monitor their children in any way when they go back to school.

• 19 percent will use at-home cameras

8 Men are more likely (68 percent) than women (55 percent) to monitor their child’s after-school activity. RE

• 17 percent will receive text notifications

Source: Lowe’s

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Americans’ Ratings of Local Job Market Highest Since 2008 better and one-quarter (25 percent) say that it will be worse. Compared to July, this represents a slight improvement, as 23 percent of Americans felt things would be better last month and 26 percent said things would be worse.

he economy’s a funny thing, as it exists— and can be perceived differently—at so many

levels. From world to nation to region, all the way down to your own household, reading economic tea leaves can have a great deal to do with where you’re standing. And while ratings of President Obama’s handling of the economy are holding steady, regional economic indicators are showing signs of improvement. These are some of the results of The Harris Poll® of 2,537 adults surveyed online between August 13 and 18, 2014. In August, three in 10 Americans (30 percent) give President Obama positive ratings for his handling of the economy, while seven in 10 (70 percent) give him negative ratings. This is even with July, but

down slightly from this point in the President’s first term (August 2010), when 32 percent of Americans gave the President positive marks on the economy and just over two-thirds (68 percent) gave him negative ratings. Looking ahead, one-fourth (25 percent) of U.S. adults expect the economy to improve in the coming year, while 46 percent expect that it will remain the same and roughly three in 10 (29 percent) expect it to get worse. Expectations that it will both improve and that it will worsen have grown since June (when these levels were at 22 percent and 26 percent, respectively), while fewer Americans expect things to stay the same (down from 51 percent in June). Closer to Home Looking at the home front, half of Americans (51 percent) say they expect their household’s financial condition to remain the same in the next six months, while just under onefourth (24 percent) expect it to be

Regional Job Market Turning to the job market in one’s own region, the perception that it’s good (26 percent) is on the rise. That’s not to say the news is all good, though. While the 41 percent of Americans rating the job market in their region as “bad” is down from March, as well as from any other time since 2008, they still outpace the “good” ratings by a wide margin. Additionally, onethird of U.S. adults (34 percent) rate the current job market in their region neither good nor bad. Looking to the next six months, over one-fourth of Americans (27 percent) believe the job market in their region will get better within that time, up from under one-fourth in March (23 percent). Two in 10 U.S. adults (20 percent) believe it will be worse, down slightly from 22 percent in March. Meanwhile, just over half (53 percent) believe it will remain the same, a slight decrease from 55 percent in March. By region, Westerners (29 percent) are the most likely to say the current job market in their region is good, while their Eastern counterparts (21 percent) are least likely to do so. Looking at the next six months, those in the Midwest and the South (22 percent each) are more likely than those in the West (15 percent) to anticipate the job market in their region will get worse. RE Source: The Harris Poll

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{Broker Spotlight}

Front left to right: Craig West, president of Affiliate office division; Holly Martin, president of Indianapolis Metro North division Back left to right: Kevin Kirkpatrick, John Dick, co-founders

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Building a Real Estate Powerhouse Berkshire Hathaway HomeServices Indiana Realty by Barbara Pronin

or nearly 35 years, Kevin Kirkpatrick and John Dick have led their real estate company with distinction, building it from a storefront enterprise in central Indianapolis in 1981 into an Indiana powerhouse with a well-earned reputation for excellence. On October 7 of this year, in a regional rollout bringing new energy and new signage to 14 offices and hundreds of yard signs, the company formerly known as Prudential Indiana embarks on its next exciting phase of growth as Berkshire Hathaway HomeServices Indiana Realty. “Affiliating with Berkshire Hathaway, with the full strength of Warren Buffett behind us, is one more step in our proven commitment to innovation and quality service,” says Kirkpatrick. In this exclusive interview, Kirkpatrick and the company’s Operations Executive, Craig West, share their vision of the new world of real estate, and their strategy for ensuring that this reimagined company continues to be an industry leader. Barbara Pronin: Kevin, can you briefly synopsize your career path in real estate and how your present company came to be? Kevin Kirkpatrick: I’m a third generation Hoosier, actually, and my father was a pioneer here in real estate management and construction. I started out following in the path he set, but after a few years, in 1976, I decided to get my real estate li-

cense and try my hand at the sales end. I came onboard what was then Century 21 Realty Group in 1981 and, along with my business partner, John Dick, and an eight-agent staff, we built the company into one of the brand’s top 15 offices in the country. We continued to grow through the ’90s by bringing in marketing partners in growing markets across the north central, central and south-

ern parts of the state. In 2010, we took the opportunity to become the exclusive Prudential Real Estate franchise in Indiana. It was a good decision because it gave us exceptional brand recognition and some industry-leading technology. But now, with Prudential pulling out of the real estate sector, we have this new opportunity to join with Berkshire Hathaway HomeServices—truly one of the nation’s most prestigious and trusted brands. We are thrilled to be partnered with Warren Buffett’s storied brand as Berkshire Hathaway HomeServices enters the real estate industry, and I am confident the move will propel us to yet another level of success.

BP: How many offices and agents do you currently have and what regions does the firm serve? KK: We have 400 agents in 14 offices and four satellite offices serving all of central and southern Indiana.

BP: How would you describe your firm’s positioning in the marketplace? What sets you apart from the competition? KK: We’re a full-service agency with a 30-year reputation as a premier Indiana company. Our dedicated agents, most of whom have multiRISMedia’s REAL ESTATE October 2014 85

ple years of market experience, are doing in excess of 5,000 transactions a year, and what really sets us apart, I think, is our seamless and customized service in all segments of the market. We are especially well-known for expertise in the highend market, and have become the leader for relocation expertise in the state as well as for the ancillary services we offer. Just as important, I think we’re recognized as an integral part of the community. I’m a past president of our local board and state associations, and we have proven leaders in all our offices and numerous marketing partners and agents who’ve been honored as REALTOR® of the Year for their service to both our industry and our communities. Many of our clients know and support our commitment to giving back. We work with numerous local charities as well as the Metro Board of REALTORS® Foundation, for example, to host golf tournaments and other events to support local shelters and develop new and better ways to help the homeless. We are very proud of the reputation we’ve built, and we will continue to work to give back to our communities.

BP: When and how will your brand conversion take place, and how is it being accepted? KK: The official conversion date is October 7, but we’ll accomplish the rollout on a regional basis, with sign changes, ribbon cuttings and special media opportunities planned in each local market. The Berkshire Hathaway name is one of the best-known and respected in the country, and our agents are excited to move forward with the strength of the brand behind us. Recently, we had the largest attendance ever at our annual company convention, and every agent who heard the news saw the brand change as a positive turning point in their careers. 86 October 2014 RISMedia’s REAL ESTATE

Craig West: Also, we believe the Berkshire Hathaway brand holds great appeal for the next generation of buyers and sellers, and for a new generation of industry professionals who see it as a defining opportunity to partner with an innovative and respected name. That makes this a very exciting time for us.

lot of buyer competition, and we’re beginning to see some double-digit increases in property value. At the same time, buyers today are pretty savvy. They understand that prices are increasing and that interest rates will undoubtedly begin to rise at some point. They are motivated to find the right property, so we are experiencing an increase in business in all our markets right now.

BP: What has been your approach to growth in recent years, and is that changing now that the market is rebounding? KK: Our approach has been to grow

“We’ll be gifting shares of Berkshire Hathaway B stock to every agent in our company, and every new agent that joins us will have the opportunity to earn shares. It’s a gesture we think every agent will appreciate” – Kevin Kirkpatrick Co-founder, BHHS Indiana Realty

BP: How would you describe current market conditions in your state? KK: The market is actually very good right now. We’re seeing a lot of activity. Our biggest challenge is a shortage of inventory, in part because we haven’t seen much new construction for the past five years. Because of the inventory shortage, we’re experiencing a seller’s market, with a

slowly and steadily and to anticipate and respond to market changes. We had the good sense to adjust our overhead when the market started to decline a few years ago. We consolidated some of our locations and kept a close eye on expenses. As a result, we were ready and able to start growing again as the market began to rebound. We’re currently investing in expanded technologies and a program of one-on-one agent development with a nationally certified business coach that we know will keep our people better equipped and more knowledgeable than anyone else in the industry.

CW: We’re also able to recruit more robustly. As we indicated, the BHHS brand has great appeal to new and experienced agents, and we know we can offer them the most innovative suite of tools and technology and the best agent development support available.

BP: So how, in fact, are you attracting—and retaining—top agents? KK: Our long history as a quality company has always helped attract top agents, and we know very well that quality agents are the very backbone of our success. We provide top-tier support and a working environment that supports collaboration among

“The Berkshire Hathaway HomeServices brand brings us the global presence of one of the most respected brands in the world. They share the great qualities and honorable reputation that have always been top priority to us: integrity, innovation and expertise. We are and will remain the same real estate company we have always been, built on great relationships with our clients and agents—and we couldn’t be more proud to carry the Berkshire Hathaway HomeServices Indiana Realty brand into our established markets.” - Cheryl and Lonn Stuckwish Marketing Partners Berkshire Hathaway HomeServices Indiana Realty Columbus and Seymour offices

agents and management, and now, as we convert to Berkshire Hathaway, we’re going to do something new. We want every agent company-wide to have a direct buy-in with the brand. We’ll be gifting shares of Berkshire Hathaway B stock to every agent in our company, and every new agent that joins us will have the opportunity to earn shares. It’s a gesture we think every agent will appreciate, and it’s one more way for us to show appreciation for their hard work and success.

BP: You mentioned earlier that today’s buyers are pretty savvy. How are you serving the changing needs of both buyers and sellers? KK: Technology has forever changed the way we live and work, and our focus today is on dealing with clients as they wish to be served. We were among the first companies in Indiana to embrace the paperless real estate transaction and to provide a mobile property search platform for consumers. Our systems are designed to be more accessible from mobile devices, providing instant response times, an intuitive customer experience, and paperless transac-

tion management to help our agents better connect with their customers.

BP: What do you see as your greatest challenges? KK: Staying on top, both in terms of industry leadership and customer satisfaction. Our marketing partners and our entire management team are charged with drilling down to the needs of every local market—seeking and implementing the best tools and strategies to help our agents succeed.

BP: And where do you see the greatest opportunities for increased business? KK: First and foremost, maximizing the draw of the Berkshire Hathaway brand. Real estate schools are busy again, and we intend to recruit top level professionals and continue offering new and better ways to guide them to successful careers. Second, maintaining the kind of company environment that inspires excitement through collaboration and productivity. That’s really the hallmark of the company…and third, anticipating trends and changes in ways that give our buyers and sell-

ers a distinct market advantage.

BP: Craig, in your opinion, what is most critical to the firm’s success path forward? CW: Positioning the company’s services to capitalize on the new business opportunities we anticipate during and after our transition to Berkshire Hathaway HomeServices. We will be part of a defining moment in our industry that will revolutionize the way services are provided to both our agents and their clients. We understand the opportunity we’ve been given and intend to take full advantage of it here in Indiana.

BP: What’s in store for the company’s future? CW: We have a new brand and an invigorated mindset that will be recognized across multiple generations of clients and real estate professionals. We have realized great success by collaborating with our marketing partners across the state, developing innovative strategies and marketing techniques that empower our agents to provide clients with all the information they need to make informed decisions. The support we receive from BHHS will allow us to continue this kind of success.

KK: John and I feel blessed and fortunate to have had the chance to partner with real estate professionals across the state to build the company we have. But I also know that there’s never a time for resting on your laurels. We look forward to earning new clients and expanding the company with the Berkshire Hathaway identity. We are confident that our established reputation, public confidence in the brand, and our combined, innovative approach to technology is the right formula to ensure our success going forward. RE For more information, please visit www.prudentialindiana.com. RISMedia’s REAL ESTATE October 2014 87

{Broker Spotlight}

Top: Celebration of the Bible being translated onto a solar-powered audio learning device for the 8 million people who speak the Luganda language in Uganda and surrounding areas. Bottom: The first students in a local Uganda school receive the “Picture Bible Stories” book.

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Making a

Difference Globally Solid Source Real Estate Companies by Paige Tepping

f you had to describe Michele Velcheck in one word, passionate would certainly suffice. As founder and CEO of Solid Source Real Estate Companies—independent companies more than 2,000

agents strong, recognized by Inc. Magazine as one of the fastestgrowing, independent real estate firms in the nation—Velcheck’s passion runs deep. From the company’s philanthropic endeavors to the character and values the company is built upon, there’s no question that Solid Source Realty’s heart is in the right place.

Providing Hope and Opportunity For many businesses across the board, giving back to the communities in which they serve is often a lot of talk and no real action. But at Atlanta-based Solid Source Companies, nothing could be further from the truth when it comes to the amount of time, energy and resources the firm dedicates to giving back. Whether it’s delivering Thanksgiving dinners and Christmas toys to local families, sending food and supplies for tornado relief or donating truckloads of food to local charities, Solid Source goes above and beyond to make a difference in people’s lives. And not just on a local level. In fact, several from the Solid Source family recently returned from a mission trip to Africa where they put the

finishing touches on a project that’s been two years in the making. “Two years ago, we began creating a Picture Bible Story Book designed to meet the needs of the millions in Ugandan villages who can’t read,” says Velcheck, “and through our partnership with Davar Partners Ministry, we were able to participate in translating the entire Bible into the Luganda language onto an audio device that’s solar powered.” While the motivation to get involved in supporting ministries in Africa began many years ago, today, Solid Source has provided free education, food, clean water and other assistance to the neediest families in Kenya, Uganda and Zambia. “Our goal is to help these beautiful people obtain basic life necessities,

which opens up available time to grow in their walk with God and develop as a self-sustaining community,” says Velcheck. “At the heart of Solid Source is a commitment to providing hope and opportunity to orphans, widows and the workingpoor families in the most desperate need. We work through ministries with a sustainability plan and exit strategy and are committed to teaching people how to fish, rather than just accepting fish,” she adds. Pushing Boundaries Every Step of the Way A true visionary whose foresight and commitment to excellence is unparalleled, Velcheck continues to push the boundaries. “There has never been a proverbial ‘finish line’ regarding how we define success,” says Velcheck. “We love doing what we do and we come to work each morning with joy, excitement and focus. Our commitment is to listen, learn and lead with integrity.” Solid Source is driven by a strong commitment to add value in new ways to the client and agent experience, beginning with ensuring that all office support staff hold a real estate license to offer a superior level of service to clients and cusRISMedia’s REAL ESTATE October 2014 89

“I have come to believe that business is done at the speed of trust. Trust is built on the character values and behaviors of the leader and how that is reflected in the culture. Solid Source Realty has made it their business to become a company based on character and values. The result has been nothing short of REMARKABLE! They are an example for all of us to aspire to and be inspired by! The kind of business you would recommend to a family member…which I did…and they were thrilled with the results! Michele and team Solid Source are rock solid and rock stars!”

- David Salyers, Vice President of Marketing, Chick-fil-A

Solid Source partners with Weissman, Nowack, Curry & Wilco (WNCW) closing attorney firm to provide clients and agents with a seamless closing experience. Left to right: Cindy Bowers, Realtor®; Brian Cowling, VP; Michele Velcheck, CEO; Tonia Sellers, managing partner, WNCW; Rebecca Meredith, president; Sherry Gill, WNCW agent services representative

tomers. “Our broker staff prioritizes keeping the license of each agent and firm safe by dedicating time to studying real estate rules and regulations, researching new case law and maintaining awareness of industry changes,” says Velcheck. And with the introduction of a suite of tools that enhances the home-buying and -selling experience through the use of technology made simple, Solid Source is uniquely positioned to always be at the forefront of what’s next. “Being the first to adopt technologies from different industries and apply them to real estate can be compared to building a bridge as we walk on it,” says Brian Cowling, vice president at Solid Source. The recent launch of mobile websites for listings and a website to accept earnest money payments online are two such examples. “Cli90 October 2014 RISMedia’s REAL ESTATE

ents and agents love the additional exposure the mobile websites offer and are thankful for the time savings of not having to drive an earnest money check to an office,” says Rebecca Meredith, president of Solid Source Companies. But perhaps most important is the training offered through the firm. “Solid Source delivers training through a variety of mediums, including online sales meetings, classroom sessions and streamed content, so agents can access the class from any computer or smartphone,” says Velcheck.

“Solid Source allows me the freedom to market myself and provides a technology platform of services that is intuitive and superior to any I’ve seen in the industry,” says Cindy Bowers, the firm’s No. 1 agent in 2013. “When I joined the firm seven years ago, I kept waiting for the ‘catch’ because it was hard to believe that a company could offer better service, support and technology than my previous brokerage at a fraction of my previous commission structure.” RE For more information, please visit www.SolidSource.com.

“Our goal is to help these beautiful people obtain basic life necessities, which opens up available time to grow in their walk with God and develop as a self-sustaining community. At the heart of Solid Source is a commitment to providing hope and opportunity to orphans, widows and the working-poor families in the most desperate need. We work through ministries with a sustainability plan and exit strategy and are committed to teaching people how to fish, rather than just accepting fish.”

- Michele Velcheck, CEO, Solid Source Real Estate Companies

MAKING A DIFFERENCE

Here’s a look at some of the initiatives Solid Source Realty has been involved in over the years. Uganda 8 Purchased fields for soccer ministry to mentor next-generation leaders

Kenya 8 Drilled a well in Muvukoni to provide clean water for over 5,000 people

8 Created Picture Bible Stories and funded the recording of the entire Bible in the Luganda language onto solar-powered audio players

8 Funded Camp Highland Kenya to teach life concepts such as faith and trust

Zambia 8 Funded land purchase and school building development for orphans and widows

Locally 8 Support charities and plan giving strategies to promote a hand up

8 Initiated food program to provide orphans with one nutritious meal each school day

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{Broker Best Practices}

Returning to a Balanced Market by Paige Tepping

Dean deTonnancourt Broker/Owner HomeSmart Professionals Warwick, R.I.

Region served: Rhode Island Years in real estate: 25 Number of offices: 1 Number of agents: 48 Tech tool you can’t live without: My smartphone. Best piece of business advice: Follow up and follow through on everything. What’s the real estate climate like in your area? We’re in somewhat of a balanced market with roughly six to seven months of inventory, so the key is to make sure we get more listings. While we aren’t in a buyer’s or seller’s market per se, we’re in an interesting position in that we have a lot of new inventory coming onto the market that’s active. In fact, we’re seeing multiple offers on new listings that are priced properly as soon as they come on the market, while homes that are priced out of their league continue to languish. What do you like most about the region in which you work? The most compelling aspect of working in Rhode Island is the fact that the market is so unique. We’ve all heard that real estate is local, and that’s especially true here since every town and city has its own nuances. Neighborhoods are so varied in and of themselves that you can literally go one street over and have a completely different marketvalue structure and desirability factor.

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In today’s ever-changing market, how does your company stay flexible? Staying flexible begins with being a paperless company. Our online platform—complete with a built-in CRM and marketing component— allows for each and every transaction to be handled in a paperless manner, providing agents with an easy way to stay ahead since everything they need is at their fingertips. How do you use technology to better serve your clients? Through online marketing and e-Signature programs. We also provide clients with status and traffic reports that show exactly what’s being done to market their property online, as well as the number of hits and pass-throughs from prospective buyers. Our clients enjoy being kept in the loop, and because of the information we’re providing, they’re becoming more knowledgeable consumers. How has your company embraced social media? Not only do we have a Facebook business page, our agents are also active on various social media sites, and some have even taken to blogging. But the key to social media success is in how you embrace it, making sure you maintain a top-of-mind impression. Therefore, we offer in-house training courses on a consistent basis and bring in vendors who are producing via social media to teach our agents. What is the most significant trend positively affecting your business right now? Advanced technology has the biggest impact on our business at the moment. From e-Signature programs to the ability to find property information through Realtors Property Resource® (RPR®) and Rhode Island’s Realist program, the ways in which we can obtain data when researching and comparing

properties for our clients has changed drastically over the years.

Increasing National and International Exposure through Strategic Affiliations by John Voket

Shell Solomon Broker/Owner CENTURY 21 Solomon Properties Tybee Island, Ga.

Region served: Tybee Island, Bloomington Island and Greater Savannah Years in real estate: 25 Number of offices: 2 Number of agents: 18 Best tip for dealing with difficult customers: Customers aren’t difficult. It’s important that you listen to their wants, needs and concerns, and not waste their time and energy on something they aren’t interested in. When you understand their goals, exceeding their reasonable expectations comes more easily. Best tip for running a successful meeting: Agents have to get something useful out of a meeting or it can actually be counterproductive to the effort. We only hold meetings when there’s important news to discuss. Key to staying profitable: We build longterm relationships with clients based on caring and trust so they continue to return and send us referrals. Best recruiting technique: Promoting our 28–35 percent marketshare in combination with being a new, independent franchisee of the iconic CENTURY 21 brand.

How do you determine your marketing spend between print and online? Has this ratio changed more recently? Up until this year I was contributing a substantial amount of money toward print marketing and helping agents market their clients’ properties. Now our marketing efforts are strictly focused on the Internet and various social networking platforms. What are your best strategies for working in non-traditional property markets? We have a huge second-home/vacationhome market and a separate first-home/ starter-home market, and many of the premium properties in the area have coastal or waterfront exposure. Our Tybee Island office draws a lot of attention because the office is physically visible to every visitor as they come on the island. The Wilmington Island area—with 30,000 full-time residents—has enough diversity of home stock that people can begin with a starter home and move up to a larger home while remaining in the same community. No matter where folks settle, to an extent, we’re promoting a really laid-back, beachfront lifestyle. What are two fundamentals you feel are essential to your company’s continued success? Embrace change and think globally while earning trust locally. As a new franchise affiliate of the CENTURY 21® System this past September, we are now experiencing national and international exposure like we’ve never had before. Promoting our established name on a local level will be a key component of our success. As we expand our listings exposure, people want a familiar company that has well established roots and a team that’s deeply embedded in the community. That’s who we are.

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Is there some program, activity or other development going on at your office that is keeping your company top of mind in the eyes of prospective and existing clients or in the community? We are moving from a boutique model to leveraging the support of the CENTURY 21 brand, from capitalizing on national programs at the local level, like the company’s sponsorship of the U.S. Men and Women’s Soccer teams, to advertising on family-oriented programs like the Little League World Series and Scripps National Spelling Bee. National advertising like this ties in nicely with my company’s ongoing commitment to do everything we can to assist consumers in Chatham, Effingham and Savannah counties to realize an amazing real estate experience and to ensure that we continue to be identified with professionalism, honesty, integrity and service. It is important that we can keep our name and the legacy we have in the local community while running the company the way it should be based on our long-term track record of success.

The Importance of Giving Back by Zoe Eisenberg

James R. Imhoff Chairman/CEO First Weber Group, a member of Leading Real Estate Companies of the World® Madison, Wis.

Region served: State of Wisconsin Years in real estate: 43 Average time on market: The 2014 year-todate average for Madison and Milwaukee is about 95 days, with Appleton, Oshkosh

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“Our focus on agent development is teaching them about true, face-to-face people skills and relationships, which will always be the high-water mark of a great REALTOR®. – James R. Imhoff Chairman/CEO, First Weber Group, a member of Leading Real Estate Companies of the World®

and Fond du Lac being 140 days, and Wausau and Stevens Point being 160 days. Average sales price: In Wisconsin, our average sales price varies by region and population density. In Madison and Milwaukee, the 2014 year-to-date average sales price for single-family homes is approximately $194,000. In Appleton, Oshkosh and Fond du Lac, the average sales price approaches $150,000, and in Wausau and Stevens Point, it’s closer to $135,000. Must-have tech tool: My iPad. Favorite way to connect with clients: Our agents are our clients as defined by our strategic plan. I stay in touch via email using numerous distribution lists, and I also send personally branded alerts that cover timely and important topics. What do you love most about working in real estate? The successful development of new agents using our Catapult Online Training platform and integrating these agents into our stateof-the-art, technology-based marketing platform, Frontrunner. It’s great to see them become successful. What are the biggest challenges for today’s consumers? Today’s consumer is pushed and pulled so many ways into thinking that the home-buying or -selling process is simple. Given that,

one of our biggest challenges is getting them to understand that it’s necessary to have a good agent by their side in order to bring the entire transaction process together. This includes marketing, financing, appraisals, inspections, title, legal, and more. How is your team preparing to meet these challenges? Even during the recession of 2008–2011, we invested untold dollars developing new technology to push and pull the consumer to our website, FirstWeber.com. We also continue to develop new agent technology tools. In fact, we recently rolled out an app that allows our agents to track all aspects of their clients, customers and transactions, while enabling them to complete an entirely paperless transaction. What makes your company stand out? Six years ago, we developed the First Weber Group Foundation to support our communities in Wisconsin. A self-funded foundation, First Weber corporate contributes its entire annual charity budget, agents contribute a minimum of $10 per side of each transaction, and our administrative staff contributes a minimum of $5 per pay period. There’s a Board of Directors consisting of shareholders and agents from around the state that reviews all requests and makes decisions on a quarterly basis. From inception, we’ve given over $1.4 million to Wisconsin charities. How are you preparing your agents for the future of real estate? While building our technology and integrating it into our “Catapult” training platform is very important, our focus on agent development is teaching them about true, face-to-face people skills and relationships, which will always be the high-water mark of a great REALTOR®. RE

8 Must-Know

Steps for Recruiting

Top Talent

by Patty McNease

s a business owner, do you find yourself asking, “How do I get balance back in my life?” or “Where do I find talented people?” Linda McKissack, real estate coach, speaker, entrepreneur and co-author of “HOLD. How to Find, Buy and Rent Houses for Wealth,” says these are the top two concerns of successful, yet overworked, real estate pros. McKissack recently hosted the “Secrets of Top Selling Agents” webinar from Homes.com and answered these questions by saying, “it’s all about ‘Success through People,’ hiring talent and creating an environment where everyone can succeed.”

McKissack’s passion is to help others develop a thriving real estate business. She is an avid proponent of achieving balance by leveraging systems, tools and people. During the webinar, McKissack, the owner of two real estate brokerage franchises, presented eight key steps for recruiting the right talent to build a business worth owning, without compromising your quality of life. 96 October 2014 RISMedia’s REAL ESTATE

8 Recruiting Steps By recruiting top talent, owners are able to look for other business opportunities because these talented people are now effectively doing the work that you were focused on 99 percent of the time. One common misconception, she says, is that entrepreneurs and owners don’t invest enough time in recruiting because they think there’s no one that can do

what they do and that the talented ones want to do it on their own. That is not the case, and by following these eight steps and investing the time into the right people, you can develop a strong team. Step 1: 4 Recruiting Philosophies Having an understanding of what motivates candidates is key to identifying their goals and how your organization is a good fit for them and vice versa. McKissack says that your talent pool is typically driven by one of these four recruiting philosophies: 1. N eed-Fulfillment Philosophy McKissack says that people want to come into your business not to fulfill your needs, but to fulfill their own needs. So you have to show them how and why your organization can meet their needs and expectations.

2. Value-Focus Philosophy - Show them the value of working with your business. 3. Law-of-Numbers Philosophy McKissack encourages real estate professionals to constantly be in search of top talent, even if they don’t have an immediate opening. If you talk to enough people, you’ll find some great candidates. 4. Either/Or Philosophy - This situation may present itself if the person is happy in their current position. In this case, showcase your business well enough so that you’re top-of-mind when that person reaches a crossroad at some point down the line. Step 2: 8 Recruiting Tools When showcasing your business to potential talent, arm yourself with supporting materials and resources that highlight why your organization will be the best fit for them. This reinforces how your business truly invests in their welfare and career advancement. McKissack says that a top complaint is that businesses don’t offer training or advancement opportunities. Items like a training calendar emphasize that the company values its employees and has plans to help them move up the ranks. Other items to consider include: 1. Company presentation 2. Operating and training manuals 3. Recruiting packet 4. Supportive articles 5. Training calendar 6. Company literature 7. Top people list 8. Time-management system Step 3: 8 Sources to Find Great People McKissack says you should always be actively looking and working these eight sources to find great people: 1. Real estate schools 2. Cold calling/past clients

3. Networking and allied resources 4. Career opportunity meetings 5. Advertisements 6. Direct mail 7. All associations/core groups 8. Educational events Step 4: 5 Recruiting Calls When you’re ready to initiate a conversation with a potential candidate, McKissack offers some scripts and one-liners to use during that initial meeting. Cold or Warm Calls 1. Invitation to get together and get to know each other 2. R eferral call: “Someone said to call” 3. W e’ve met and I wanted to follow up 4. C old call about career opportunities 5. Invitation to something Step 5: The 3-Step Recruiting Meeting McKissack stresses that these meetings are less about ‘selling and telling’ and more about getting to know the candidate to evaluate whether or not this would be a long-term, winwin relationship, and to determine what role they’d potentially fill within your business. Remember, as McKissack says, “Talent knows what it wants, or is searching to know.” 1. T ell me about yourself (Their story) 2. L et me tell you a little about myself (Your story) 3. M ake company presentation (Company story and tour) Step 6: Make a Talent Decision: Is There a Fit? Once you and the candidate have established a meeting, this step is the point at which you really get to know the person. McKissack suggests evaluating the conversation using the “red light, green light” approach by asking yourself, “Is it a go-forward, or a stop?” Are red flags cropping up? McKis-

sack says that if you get the feeling that they’re not going to help you get where you need to go and that you won’t be able to help them get where they want to go, it would be time to end the process. If the person has high potential, take them through the next step— the 10-Step Recruit Process—to validate any concerns. If the conversation is going well, and the candidate appears to be a good match, close the deal and ask them to join your company. If they decline, keep them on your radar and follow-up with them down the road. Step 7: 10-Step Recruit Process This step helps you stay focused when evaluating talented recruits. Use the checklist below to ensure you’re following a system, so that later, you’re not second-guessing your decision and asking, “Did I hire the right person?” For example, make sure you check the person’s references. You would not want to uncover any unsavory comments about them from a former employer or client down the road that might compromise your reputation. 1. Initial interview 2. References 3. Behavior assessment 4. Review references 5. Review behavior assessment 6. Ask comprehensive questions 7. Future self (Ask where they want to go in the future) 8. Review 9. Look at options 10. Close Step 8: Follow-Up McKissack says that at the end of the recruiting process, you need to determine if this person would be a good career decision. Is it a longterm, win-win relationship, where they’ll meet your needs and you’ll meet their needs? If so, ask them to join the company. RE Patty McNease is director of marketing, Homes.com. RISMedia’s REAL ESTATE October 2014 97

Competence. Exclusivity. Passion. Why These Real Estate Innovators Chose Engel & Völkers to Maximize Their Business Jeffrey Hammitt Engel & Völkers North Raleigh

Carol Sollak

Sandra Wilken Engel & Völkers Scottsdale

Tedi McKnight-Heikes

Engel & Völkers Wellington, Palm Beach

Engel & Völkers West Portland

Stuart Siegel Engel & Völkers New York City

Louis Critelli Engel & Völkers Monmouth County

Cheryl Davis Engel & Völkers Las Vegas

98 October 2014 RISMedia’s REAL ESTATE

Ron Amendola Engel & Völkers Toronto Uptown

Brooks Ballard Engel & Völkers Houston Intown

by Maria Patterson Scott Askew Steve deGuzman

Engel & Völkers Intown Atlanta

Engel & Völkers Denver South

hile every real estate brand has certain assets that set them apart, Engel & Völkers just might have cornered the market on differentiation. For starters, founded in 1977 in Hamburg, Germany, the premium real estate franchise is still actively led by its namesake, Christian Völkers, lending an independent, entrepreneurial vibe to a firm that has expanded to 38 countries around the globe and is comprised of more than 5,000 real estate professionals in more than 541 brokerages. Add to that background a successful push into some 45 North American markets, a leadership team that reads like a ‘Who’s Who’ of real estate, and a worldwide network that interacts in real-time, and you’ve got an unparalleled business model that discerning brokers are quick to recognize.

A Reputable, Reachable Leadership

Shirley Gary Engel & Völkers Buckhead Atlanta

Tatiana Hermanns Engel & Völkers Aurora

One of the factors that sets Engel & Völkers apart is the quality and accessibility of its leadership, beginning with Christian Völkers himself. “Christian Völkers is a living namesake of the company who is also very active in its direction,” says Anthony Hitt, CEO of Engel & Völkers North America (see sidebar on page 101). “Because we’re not a public company, we can do what we want to do on our own timetable. Christian Völkers told me to take our brand and evolve it for the U.S. market; to take who we are on a global basis and create something special in North America. That is extremely exciting to me.” Engel & Völkers began their foray into the North American market in 2006. “For the first five years, we had to come in and take the time to understand the market, and the last two years have really been our 2.0,” says Hitt. “There were a lot of people, however, who understood the brand and had the foresight to join us years ago, such as Colleen Holmes of Engel & Völkers Lake Placid. People have a desire for something that is fresh and different, which is also fun.” “We couldn’t be prouder of the firms that have joined Engel & Völkers over the years, and especially those in the past year,” says Holmes. “This is a collaborative culture. Each new brokerage enhances what we can do for our agents and clients.” To help create Engel & Völkers’ North American presence, Hitt assembled some of the best and brightest leaders this industry has seen, such as: Tom Kunz, former CEO of CENTURY 21 Real Estate; Stuart Siegel, former CEO of Sotheby’s International Realty; Jim Ramsay, former SVP of sales and operations for both Better Homes and Gardens Real Estate and CENTURY 21 Real Estate; and Jacob Stepan, who was formerly a senior executive at Cendant Corporation. RISMedia’s REAL ESTATE October 2014 99

According to Hitt, recruiting this real estate dream team speaks to Engel & Völkers’ core values: competency, exclusivity and passion. “We actually live by those values, starting with competency,” says Hitt. “We want to attract smart, competent people to join our brand who are at the top of their game. I had no other choice but to find that level of competency when it came to creating the team that would support the North America franchises and their agents.” And these real estate vets were eager to be part of something so exciting. As Kunz says, “Engel & Völkers is the reason I returned to real estate, because I believe what they offer is truly different and will ultimately change our industry.” This all-star leadership team is an important selling point to brokers who are signing on with Engel & Völkers. As Shirley Gary, a license partner and broker of Engel & Völkers Buckhead Atlanta, says, “Think about it—my mentor is Tom Kunz! Nobody else has that type of support system that I know of, that’s readily and easily available.” As Siegel says, “The company has

a North American leadership team that is experienced and proven. If one of us hasn’t seen it, it hasn’t happened.” Siegel, president of Engel & Völkers New York, watched as Hitt successfully redeveloped the brand and began to open in new markets across the U.S., and realized something truly unique was unfolding. “The marketplace was ripe for the introduction of a brand like ours and this was proven by the reception Anthony was receiving in launching Engel & Völkers nationally,” he recalls. “It proved that the market was very open to a brand that wasn’t just the same-old, same-old in the global luxury business. Over the last 35plus years, E&V had successfully built a credible business in Europe, Asia and the Middle East. Having launched one of the first international firms in the business, I knew that this truly represented a unique opportunity.” The same degree of selectivity used in assembling the Engel & Völkers North American leadership team is used when considering brokerages to join the brand. Only those firms that fulfill the core values of “com-

petency, exclusivity and passion” are considered, and thus, stand among an elite few. “Culture is very important to us, as is exclusivity,” says Hitt, “but exclusivity is not necessarily about price point, but rather about who should be part of this organization. We have protected territories, meaning we cannot put another shop in the same location. So it’s very important to us that we have the right partner who can grow with us and whom we can grow with. We are adamant that this brand be something different and be something special, so we only want to attract the type of people who belong in our brand.”

A Purist Approach to Premium Real Estate The North American firms that have joined Engel & Völkers’ network often point to one distinction as the overriding factor in their decision: the brand’s true, undiluted representation of premium real estate. For Gary, selecting a brand that would resonate with Buckhead, Atlanta’s escalating high-end clientele was critical. Gary’s brokerage is opening later this year in what she

Engel & Völkers boutique real estate shops are located in “protected territories,” guaranteeing their brokers market exclusivity.

100 October 2014 RISMedia’s REAL ESTATE

describes as the highest-rent project currently under construction in Buckhead, being touted as the Rodeo Drive of Atlanta. “Buckhead is steeped in tradition and is a very strong market for the wealthy,” she explains. “Today, we’re not only seeing older money, but also an influx of affluent consumers from the movie and music industries, with the likes of Tyler Perry and Usher opening studios here. The majority of retailers in this complex are based out of Europe, so there will be a lot of international consumers who recognize the Engel & Völkers brand. Most of the real estate companies here today have a very traditional look, but Engel & Völkers uses the shop concept and is very clean-lined and modern. It’s like the Tiffany’s of real estate.” Louis Critelli agrees. “This international company is truly international,” says the president of the soon-toopen Engel & Völkers in Monmouth County, N.J. Some nine years ago, Critelli left a national real estate brand where he had been a top-producing agent to launch his own firm. While several brands courted him over the years since, he felt that they all missed the mark for the type of premium firm he was intent on developing, and therefore, went out under his own banner as Critelli REALTORS®. However, when Engel & Völkers came along, he took a closer look. “I was really impressed that they were an independent, international company specializing in one thing: a brand promise of providing a consistent, premium-level of service,” says Critelli. “Engel & Völkers has integrity and experience since 1977, and it’s a company with one man at the helm—I liked all of that. Plus, having a protected region, I don’t have to worry about watching another company open up and take business away. We used to say that we were the Monmouth County address for luxury. Now we’re the Monmouth

One-on-One with Anthony Hitt How the Engel & Völkers North America President & CEO Is Steering the Company toward Success Maria Patterson: Tell us a bit about the selection process in targeting firms to join the E&V North America brand? Anthony Hitt: Christian Völkers has this philosophy that we are where our clients are, so Engel & Völkers is in the best locations around the word. We have to look at locations throughout North America that make sense for our brand, and there are about 300 locations that make a lot of sense. We select, analyze and perform a lot of due diligence on the markets that interest us to determine who the players are—who’s doing the business and who are they doing business with and what agents are representing that brand. Then we open the communication with those firms. We are not going after the biggest in every market—we are going after those we believe are the best and who fit our brand profile. MP: What most differentiates Engel & Völkers in the North American marketplace? AH: We are not the biggest. What separates us is that we know who we are. We know we’re not for everyone. We are agent—or “advisor,” as we like to say—driven, and advisor-centric. Supporting top advisors is in our DNA. Christian Völkers sold real estate very successfully, and a lot of the leadership in our company has also sold real estate. I sold real estate for nine years in one of the most competitive West Coast markets in the U.S. So we know what it means to be a market leader, to earn sellable listings and to have clients keep coming to you. Every system, tool, method and strategy we offer is developed around attracting and supporting the best agents—both current and future market leaders. It goes back to our core values—we want passionate people. People who love what they do and are great at doing it. MP: How are you promoting the brand to real estate consumers? AH: We’re actually more known than most realize. Anyone who travels or does business in Europe knows our brand. That said, we have a team of marketing and PR experts who support our new franchises when we open in new markets. We have strategies and tactics developed to strategically introduce the E&V brand into the local communities we serve. Of course, it all starts with aligning ourselves with the right partners and agents. By sharing our international awareness with a historically strong local presence, we are able to create something more powerful in the market that consumers and potential new agents are instantly drawn to. MP: What are your goals for expansion, both short and long term? AH: Our goal is to build the brand market by market and to continue to take the time to research and identify, not just the top players, but those in the market who share and seek the same values, mindset and culture that we do. We are a premium brand that has been doing a lot of things right for 37 years. We want to continue that tradition in North America. It’s not just about expanding our footprint, but about expanding our culture and our lifestyle—and, of course, selling a lot of real estate.

RISMedia’s REAL ESTATE October 2014 101

Engel & Völkers provides global networking opportunities for its brokers, such as its annual Polo Cup and White Party.

County address for luxury with an expansive and truly connected international network.” The international opportunities that Engel & Völkers offers to North American brokers was also a deciding factor for Ron Amendola—formerly of the Sutton Group in Toronto. A self-proclaimed “slow-moving guy,” Amendola made the decision to leave his brand of 24 years to become the first Canadian firm to join Engel & Völkers. “I analyze things to death, and sometimes you miss opportunities when you think too much,” he explains. “But I didn’t take a lot of time to figure this one out and I feel very confident I made the right choice.” According to Amendola, Engel & Völkers is different from anything he’s seen in Ontario and Toronto. “Engel & Völkers is definitely a global company with a referral network that can be appreciated by agents here in Toronto as well as agents abroad who want to work with a Canadian company.” Case in point, Amendola is already receiving inquiries from Engel & Völkers brokers in the U.S. and he hasn’t even opened his doors as the new brand yet. “The system for referrals is already in place,” he explains. “You don’t have to reinvent the wheel— it’s all there and planned out; the blueprints are already there.” “I was surprised to learn how many people in my own backyard knew the Engel & Völkers brand,” says Scott Askew, who opened his Engel & Völkers Intown Atlanta brokerage in Georgia last April with a grand opening event. “We unveiled our new Engel & Völkers sign and people walking by stopped to tell us that they knew who we were and were happy we were here.”

A Global Network, Right Next Door Engel & Völkers brokers across the board underscore the unique and invaluable ability of the brand’s global network to act as close-knit 102 October 2014 RISMedia’s REAL ESTATE

colleagues under one roof. Chalk it up to core values and top-notch technology. “We are not about having more dots on a map,” says Carol Sollak, a license partner and broker for Engel & Völkers Wellington and Palm Beach in Florida. “It’s about connecting those dots, and our network and technology is unparalleled in being able to do that.” According to Siegel, Engel & Völkers’ truly global network is a critical competitive differentiator in his New York marketplace. “We are the only global brand that works in a fully integrated platform,” explains Siegel. “What I see online, my associates in Hong Kong and Monaco also see. I have a call every Wednesday night with my colleagues in Hong Kong so they’re aware of the opportunities in New York and vice versa. This is a borderless, boundary-less, global company, and we quickly and pervasively get that across to our customers, clients and sales advisors.” This degree of seamless, global networking is a huge part of the value proposition to international consumers, say Engel & Völkers brokers. “The consumer is going to see a much better option from a truly global brand that is focused on one thing: selling to the premium market consumer,” says Critelli. “I can now say to customers, ‘tomorrow, your listing will be on a live feed in every Engel & Völkers office around the world, from New York, Miami and Los Cabos to Rome, Switzerland and Hong Kong.’” Complementing its global technology platform, Engel & Völkers creates many opportunities for its bro-

kers around the world to network in person as well. “It’s not like old-time networking at real estate conferences,” says Sandra Wilken, license partner and broker at Engel & Völkers Scottsdale who just returned from the company’s annual Polo Cup and White Party in Mallorca, Spain. “Here, you’re networking with high-end firms that are all part of your company, that have the same standards and ideals. People exchange ideas freely with people who are like-minded, and this turns into business. I am comfortable referring business to other Engel & Völkers brokers because I know their level of expertise, and I believe they will do the same for me.”

A Winning Combination for the Future of Real Estate The unique value proposition that Engel & Völkers brings to the table promises to expand the brand’s footing in key North American markets. Siegel clearly outlines the opportunity. “We have a very seasoned management and leadership team that is U.S.-trained and based,” says Siegel. “We have brand credibility, but we’re entrepreneurial and owned by the man who founded us—we’re a nimble company. A lot of our competitors have a model where the quarterly earnings report can dominate strategy and decisions. We can bob and weave as required by the market. We think long term and we think smartly. There couldn’t be a better time or place for all of these factors to come together for a global real estate brand like Engel & Völkers.” RE For more information, please visit www.evusa.com.

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{Life in Mobile}

Mobile Apps and Easy-to-Use Technology Are the New Essential Trade Tools by Seth Kaplan

ew businesses rely more on mobility and on-the-spot information gathering (and sharing) than residential real estate.

No surprise then that the National Association of REALTORS® 201314 Technology Survey found that “REALTORS® continue to find the most value in current technology tools that allow them to conduct business quickly and conveniently, wherever they need to.” On the top of the high-value tools list: forms software, mobile apps, electronic tablets and CRM (cus-

tomer relationship management) solutions. What makes these tools so essential is the right information and/or functionality in the right format for the moment in time in which the need arises. In particular, mobile apps have transformed complicated tasks, which previously required us to be in front of our desktop computers, to easily accomplishable, on-the-go “to-

do’s.” Tasks such as banking (Chase and Bank of America apps), virtual meetings (GoToMeeting), contracts (DocuSign), project management (Asana) and marketing (MRE), can now all be done on-the-go from a mobile device or tablet, eliminating the need to be stationary and increasing productivity in the field. In speaking to Kate Berg—the new CEO of MRE (Mobile Real Estate, LLC)—about this, she emphasized that MRE takes this need, in particular for real estate agents, to heart in their planning for the next generation of tools to help agents generate and manage more leads to close more business. MRE is currently in the process of gathering client feedback in order to develop a mobile app for their Win Local™ platform, knowing that their ability to increase agent efficiency and speed to market will make their tools more valuable. “In our recent outreach to clients, many agents told us what they would like to be able to do from an app that would help make the Win Local™ Platform more effective for their business,” says Berg. “Our goal is to support their efforts to help them win at the local level.” In building their latest mobile app, MRE gathered feedback from agents and brokers all over the country about how they were using the product today and what they would want in an app. Suggested features included the ability to edit listings, order signs, follow up with and manage leads and post listings to social media. MRE expects to launch their Win Local™ App in Q4 2014. RE For more information on the Win Local™ Platform, visit www.WinLocalNow.com. Seth Kaplan is president of Mobile Real Estate. For more information, visit www.mobilerealestateid.com. RISMedia’s REAL ESTATE October 2014 105

{Ask the Experts} Michael Ryder National Program DirectorSpecialty Programs Norman-Spencer Agency, Inc. www.norman-spencer.com

As a real estate professional, what steps can I take to ensure I’m not exposing myself to non-covered liabilities?

Brokers and agents often enter into contracts that contain an indemnity clause, assuming that these clauses are inconsequential and/or boilerplate at best. Nothing could be further from the truth. While nearly every contract typically contains an indemnity clause, some, such as REO Listing Agreements assigned by a bank (or the bank’s asset manager), often require the broker or agent to assume any and all liability...not just for the liability associated with negligent acts, errors or omissions attributable to the services that the broker or agent actually preformed in the transaction. In essence, the agent or broker is agreeing to assume liability that may not otherwise have attached to them and for which they would not typically be assigned responsibility. Most Real Estate (Professional Liability) Errors and Omissions policies contain a Contractual Liability exclusion, which excludes “liability assumed by the ‘Insured’ under any contract or agreement, unless such liability would have attached to the ‘Insured’ even in the absence of such agreements.” For example, if the terms and conditions of the REO Listing Agreement require the broker or agent to hire and oversee any repairs the property needs to bring it up to code and/or into good condition prior to marketing it for

106 October 2014 RISMedia’s REAL ESTATE

resale, the broker or agent may be assuming the role (and liability) of a Construction Manager; such services are not typically roles (and liabilities) associated with the definition of professional services of a broker or agent in Real Estate (Professional Liability) Errors and Omissions policies. Therefore, before entering into an REO Listing Agreement with a bank (or the bank’s asset manager), the broker or agent should carefully review its Errors and Omissions policy with a qualified real estate attorney, paying special attention to the indemnity clause, to satisfy themselves that they’re not assuming liability that would not otherwise attach (to them) in the absence of entering into such contract or agreement. For more information, visit www.normanspencer.com/toptier, or contact Michael Ryder at (800) 477-9192 x6001.

Jay Gregg Director of Marketing Pillar To Post Home Inspectors www.pillartopost.com

What are some of the most common defects to be mindful of when buying an older home? And what should be considered when preparing an older home for inspection?

There’s something about older buildings that makes them so appealing. Maybe it’s the greater emphasis architects once placed on ornate, decorative aesthetics. Maybe it’s the fact that older houses predate the massproduced, cookie-cutter look that’s so prevalent in modern homes. Maybe it’s the knowledge that houses were once built to a much higher standard of quality compared to those built today. Regard-

less of why you prefer older homes, it’s important to be aware of the potential issues that may plague them. Here are a few of the more common defects to be mindful of when purchasing an older home— or to consider when preparing your own older home for an inspector.

yond replacing existing insulation, you can stem the tide of heat loss by searching for and sealing air leaks and drafts like those found around electrical outlets, the foundation, siding and doors/windows. And a little caulk goes a long way.

8Depending on how old your home is, it might predate important safety standards. According to the EPA, homes built prior to 1978 may have lead-based paint, which could result in a number of negative health defects after extended exposure. Likewise, homes built from the early 1940s to the 1970s often have equally dangerous asbestos as insulation for pipes. Further, wiring that predates the 1950s was often made with a rubber compound that becomes brittle over time, which can pose a fire hazard. Figuring out when your house was built is an important first step in determining the potential safety issues you’ll have to consider.

“Buying an older house can be tremendously rewarding, but it’s important to be aware of the potential drawbacks common to aged dwellings. By being mindful of issues that can mar an older house, you stand to save a lot of time, money and effort.”

8Wear and tear will show its ugly head. Like a well-worn sweater, signs of aging are inevitable regardless of the quality of the materials and workmanship put into a home. Cracks, leaks and other seemingly superficial defects may lead to further trouble down the road. Thus, it’s important to be aware of the toll time has taken on the house, along with the potential damage that may eventually result if they aren’t dealt with. One small leak today may be one large pool tomorrow. 8Insulation may leave you cold. Asbestos use is not the only issue that may plague the insulation of older homes. Houses that hail from an era before energy efficiency was prevalent might lack the kind of insulation found in homes today. Be-

– Jay Gregg Director of Marketing, Pillar To Post Home Inspectors

According to the U.S. Department of Energy, a homeowner may save anywhere from 5 - 30 percent per year on energy costs by plugging leaks. 8Oil tanks are expensive to remove. In many older homes, heating was facilitated through the use of oil, necessitating oil tanks either above or below ground. Not only do oil tanks take up space, they can also leak and produce an unpleasant smell. In extreme cases, it can cost as much as $60,000 to remove an old buried tank that’s leaking and to clean up any mess it left. 8Insurance may be an issue. Many of the aforementioned issues may make insuring an older home very expensive, if not impossible. Insurers may demand that an outdated electrical system be upgraded before they’re willing to insure

it. Likewise, the potential environmental impact of a leaking oil tanker makes most insurers leery of insuring a home with an oil tank more than 20 years old. Buying an older house can be tremendously rewarding, but it’s important to be aware of the potential drawbacks common to aged dwellings. By being mindful of issues that can mar an older house, you stand to save a lot of time, money and effort, all of which could be better spent making your house a home.

CJ Steen Marketing Director On The Move, Inc. www.onthemovetrucks.com

What factors need to be considered before investing in a rental truck to communicate my commitment to providing exceptional service to clients?

You embrace a relentless pursuit toward providing your clients with exceptional service. Your challenge is to effectively communicate that commitment to others who are in the market to sell or buy a home. A great vehicle to meet this goal is to invest in and leverage the use of a rental truck as part of your service offering. Not only will you be able to deploy a tangible example of your service offerings, you can customize your rental truck for your business through the use of professional custom graphics. Integrating a rental truck offering into your portfolio of services is a powerful way to grow your business and to provide a necessary, RISMedia’s REAL ESTATE October 2014 107

{Ask the Experts}

If your business doesn’t have a great location to advertise your truck, consider trading limited, free use of the truck with a nearby business that offers better visibility.

Profitability

Maintenance

Sell your back door space to local businesses. You can break up the back door into 1-foot x 2-foot sections and charge a monthly rate. This will not only reduce your monthly costs, but also provides a great way to get referrals for your business.

and often critically needed, service to your clients. There are three things that you should consider when exploring the idea of offering rental trucks: advertising, profitability and maintenance.

Advertising

Your truck is a moving billboard! Use your truck to run local errands and participate in local parades, festivals and charitable events. The more your truck is seen within the community, the more calls you’ll receive. Make sure to mention your truck on all of your marketing materials, such as your website, Facebook, flyers, business cards and adver-

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tisements. Your truck is a valueadded service, so promote it whenever and wherever you can. Post flyers at local businesses advertising your truck and business. Make sure local businesses know that your truck is also available for commercial use. Commercial users tend to deal with the general public and are always reliable to promote you through word of mouth. Participate in the design of the graphics for your truck to achieve a great marketing message and project a positive image of your business. This is your largest advertisement. You want to make sure it’s eye-catching and sends a timely and compelling message.

It’s imperative to keep your truck in perfect working condition. If there’s any doubt regarding the safe operation of the vehicle, do not rent it and get the truck repaired quickly. Most vehicles do not come with a spare tire or jack. The last thing you want is a customer trying to change a truck tire on the side of the road. While a strong maintenance program will minimize breakdowns while the truck is in use, sometimes a breakdown does occur. Have a plan in place to assist the customer quickly and with minimal stress. In conclusion, there are many ways adding a rental truck to your portfolio can enhance your customer service offerings, provide exceptional marketing and advertising opportunities, and serve as a vehicle for community outreach. As with any marketing or advertising vehicle, careful planning will maximize your opportunity for tremendous success. For more information regarding truck rentals, please call On The Move, Inc. at 800-645-9949 and visit onthemovetrucks.com.

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

When it comes to working with international clients, what are some of the most common myths that need to be set straight?

International business can seem like a daunting venture. Language, culture and differing business practices are potential complications that can make even a seasoned real estate professional hand a foreign client to another agent. But why give that client, and any residual referral business that might come with it, to someone else? Let’s set five of the top myths straight:

I need to speak another language.

Au contraire! English is widely accepted as the global language of business, so chances are your international clients will have some command of the English language. And in today’s increasingly global marketplace, there are resources and tools aplenty to help you communicate in nearly any language. For tips on how to overcome language obstacles, visit the NAR Global blog at theglobalview.blogs. realtor.org, and check out the post “You Don’t Have to Speak Another Language to be a Global Agent.”

I need to be a world traveler.

Stamps on a passport don’t automatically translate to international success. In fact, some of the most prosperous global

professionals aren’t able to travel abroad more than once every year or two. So what do the jet-setters have in common with successful stateside agents? An Internet connection. Creating an online presence that provides unique, relevant and up-to-date information; accessibility via email, phone and video conferencing; and differentiating yourself with content and proven experience are key factors in attracting and keeping international clients. Past issues of Global Perspectives (available at realtor.org/global) provide practical tips for creating and executing an online marketing strategy through websites, blogs and social media.

International transactions are complicated and timeconsuming; it’s not worth it. No doubt, international transactions pose some unique challenges when compared to domestic transactions. But, in terms of whether it’s “worth it,” the numbers speak for themselves: 4 Last year, foreign buyers spent $149,000 more (mean purchase price) on homes in the U.S. than domestic (U.S.) buyers. 4 60 percent of foreign buyers paid in all cash, versus about a third of domestic (U.S.) buyers. 4 59 percent of international clients were from referrals.

International business doesn’t exist where I live.

I don’t have an international network.

Foreign buyers are purchasing in markets of all sizes, in all 50 U.S. states. NAR’s Local Market Assessment Case Studies (available at realtor.org/global/local-marketassessment-case-studies) profile U.S. states where global business is “unlikely,” and provide step-bystep instructions to help you find it where you live.

Past blogs from The Global View, such as “Build Your Global Team,” provide tips on finding international professionals in related fields, such as immigration attorneys, tax specialists and financing/ lenders. As you establish this network and refer business to these contacts, they will refer business to you. Agent-to-agent networking is also a worthwhile venture. The Certified International Property Specialist (CIPS) designation provides a strong educational foundation, and immediately connects you with an elite network of about 2,500 real estate professionals around the world who turn to each other first when referring international business. Find out more about the CIPS designation at realtor.org/global.

For tips on overcoming common obstacles in international transactions (such as financing, immigration, tax and currency issues), view the recent blog posts, “7 Tips for Managing International Transactions” and “Overcome Global Barriers,” on The Global View.

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Index of Preferred Providers The leading companies providing services to the real estate and relocation industries ABR®..................................................................................... 111 American Home Shield........................................................... 111 Bank of America Home Loans................................................. 111 Berkshire Hathaway HomeServices......................................... 111 Better Homes and Gardens Real Estate LLC............................ 111 Carrington Real Estate Services.............................................. 111 Centralized Showing Service................................................... 111 Century 21 Real Estate LLC.................................................... 111 Certified New Home Specialist................................................ 111 DocuSign............................................................................... 111 ERA Franchise Systems, LLC................................................... 111 FeedbackCentral.................................................................... 112 First American Home Buyers Protection Corporation................ 112 HomeFinder.com.................................................................... 112 Homes.com........................................................................... 112 HomeSmart International....................................................... 112 HSA Home Warranty............................................................... 112 Leading Real Estate Companies of the World®........................ 112 Lumentus Social.................................................................... 112 Mobile Real Estate................................................................. 112 National Association of REALTORS®........................................ 112 Norman-Spencer Agency, Inc.................................................. 113 On The Move, Inc.................................................................... 113 The Personal Marketing Company........................................... 113 Pillar To Post Home Inspectors................................................ 113 Pinnacle Quest Consulting...................................................... 113 Point2.................................................................................... 113 Prudential Real Estate ........................................................... 113 The Real Estate Book............................................................. 113 Realogy Holdings Corp........................................................... 113 realtor.com®.......................................................................... 113 Realtors Property Resource®.................................................. 113 Realty Executives International, Inc......................................... 113 Realty ONE Group.................................................................. 114 RE/MAX, LLC.......................................................................... 114 RentalRoost, Inc..................................................................... 114 RIS Consulting Services......................................................... 114 SharperAgent......................................................................... 114 Showing Beacon.................................................................... 114 Stewart Title........................................................................... 114 Top 5 in Real Estate............................................................... 114 Top Producer® CRM................................................................ 114 Verl Workman Seminars.......................................................... 114 zipLogix.................................................................................. 114

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RREIN Service Providers

Ascent Real Estate, Inc........................................................... 115 Berkshire Hathaway HomeServices Alliance Real Estate.......... 115 Berkshire Hathaway HomeServices Ambassador Real Estate... 115 Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....115 Berkshire Hathaway HomeServices, Florida Network Realty..... 115 Berkshire Hathaway HomeServices Florida Realty................... 115 Berkshire Hathaway HomeServices Fox & Roach, Realtors®.....115 Berkshire Hathaway HomeServices Georgia Properties............ 115 Berkshire Hathaway HomeServices Nevada Properties............ 116 Berkshire Hathaway HomeServices Select Properties.................116 Berkshire Hathaway HomeServices The Preferred Realty............116 Better Homes and Gardens Real Estate Mason-McDuffie........ 116 Better Homes and Gardens Real Estate Rand Realty............... 116 Calcagni Associates Real Estate............................................. 116 CENTURY 21 Affiliated............................................................ 116 CENTURY 21 Alliance.............................................................. 116 CENTURY 21 Award................................................................ 116 Century 21 New Millennium................................................. 116 CENTURY 21 Scheetz............................................................. 116 Coach Realtors®................................................................. 117 Coldwell Banker Advantage..................................................... 117 Coldwell Banker D’Ann Harper, REALTORS®............................. 117 Coldwell Banker First Realty.................................................... 117 Coldwell Banker High Country Realty...................................... 117 Coldwell Banker Hunter Realty................................................ 117 Coldwell Banker Kappel Gateway Realty.................................. 117 Coldwell Banker Platinum Partners......................................... 117 Coldwell Banker Prime Properties........................................... 117 Diane Turton, Realtors®....................................................... 117 Fillmore Real Estate............................................................... 117 First Team® Real Estate.......................................................... 118 Five Star Real Estate.............................................................. 118 GARDNER, REALTORS®........................................................... 118 Gloria Nilson & Co. Real Estate.............................................. 118 Harry Norman, REALTORS®..................................................... 118 J. Rockcliff Realtors®........................................................... 118 Jordan Baris, Inc., Realtors®................................................ 118 Kinlin Grover Real Estate Real Living....................................... 118 Lusk & Associates Sotheby’s International Realty.................... 118 McCOLLY Real Estate.............................................................. 118 Page Taft Real Living............................................................... 118 Patterson-Schwartz Real Estate.............................................. 119 Prudential Towne Realty.................................................................119 Randall, Realtors® Real Living...................................................119 Real Estate Teams, LLC..................................................................119 Real Living Lifestyles Real Estate...................................................119 RE/MAX 440 and RE/MAX Central......................................... 119 RE/MAX of Boulder, Inc.......................................................... 119 RE/MAX Crossroads............................................................... 119 RE/MAX Gateway................................................................... 119 RE/MAX Professionals............................................................ 119 RE/MAX Suburban................................................................. 119 RLS, REALTORS®.................................................................... 119

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 October 2014 111

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 112 October 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, 114 October 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.

RISMedia’s REAL ESTATE October 2014 115

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 For more than thirty-five years, CENTURY 21 Affiliated has maintained a reputation for excellence. 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.

116 October 2014 RISMedia’s REAL ESTATE

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 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. We have earned a reputation for delivering the highest quality real estate services. 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, www.c21nm.com, 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. It is presented annually to the company that demonstrates the highest level of proven leadership within their community. 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.

(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.

Coldwell Banker Hunter Realty has emerged as one of the Midwest’s largest, nationally linked real estate firms and among the region’s 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 Advantage

Coldwell Banker Kappel Gateway Realty

Coach Realtors®

(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.

Coldwell Banker D’Ann Harper, REALTORS® (210) 483-7002 • www.cbharper.com Coldwell Banker D’Ann Harper, REALTORS® is the largest full-service real estate company 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 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. For more information, visit www.cbHighCountry.com, call us at (800) 307-0777, or email juneslusser@tds.net.

Coldwell Banker Hunter Realty

(800) 426-0898 • www.KappelGateway.com Coldwell Banker Kappel Gateway Realty was created through the merger of Kappel & Kappel Realty, Inc. and Solano Gateway Realty, Inc. Both firms, founded in 1972, are the market leaders in Solano County, combining 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. Our website offers all properties in Northern California.

Coldwell Banker Platinum Partners (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.

www.cbhunter.com With 16 sales offices throughout Northeast Ohio’s 11-county area, RISMedia’s REAL ESTATE October 2014 117

First Team® Real Estate

J. Rockcliff Realtors®

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

(925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff Realtors®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff Realtors® is the fastest growing real estate company in the East Bay. Our offices are located in Danville, Blackhawk (2), Pleasanton, Livermore, Walnut Creek, Orinda, Lafayette and Montclair/Piedmont (Oakland Hills).

Five Star Real Estate (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.

Gloria Nilson & Co. Real Estate (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.

HARRY NORMAN, REALTORS® (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. HomeServices is the second largest, full-service, independent residential real estate brokerage firm in the U.S. with 17,000 sales associates spanning 20 states. 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.

118 October 2014 RISMedia’s REAL ESTATE

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

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

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

McCOLLY Real Estate (800) 348-2100 x206 • www.mccolly.com Since 1974, thousands of families in Northwest Indiana, 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 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. Call (301) 695-3020 or email info@realestateteams.com. 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 RE/MAX of Boulder has been a long-standing real estate icon in Boulder County, Colo. Established in 1977, it 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 their communities with 120 licensed REALTORS®, RE/MAX Crossroads is the largest RE/MAX Company in Ohio. One hundred percent of their associates 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 $500,000 to CMN. Crossroads’ outstanding associates closed nearly 3,000 transactions in 2012.

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. We are an experienced team of sales professionals committed to redefining personal service.

RISMedia’s REAL ESTATE October 2014 119

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) 916-488-3749 (Fax) 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 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services URL: www.firstteam.com Toll Free Phone: (855) 858-8028 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, 120 October 2014 RISMedia’s REAL ESTATE

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 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 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

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

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

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

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

RISMedia’s REAL ESTATE October 2014 121

indiana

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 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

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, Director, NM Relocation • URL: 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+ 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 122 October 2014 RISMedia’s REAL ESTATE

Washington, D.C. Offices: 4 • Over 150 REALTOR® Associates

Massachusetts

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

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+

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

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, RISMedia’s REAL ESTATE October 2014 123

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

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: 6 • Associates: 123

PENNSYLVANIA

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 Berkshire Hathaway HomeServices The Preferred Realty 9401 McKnight Road, Pittsburgh, PA 15237 Contact: Elaine DeBildt • Tel: (412) 261-4800 Email: edebildt@thepreferredrealty.com URL: www.ThePreferredRealty.com Coverage areas: Southwestern Penn., including the following counties, Allegheny, 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+ 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+

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

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

Texas

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

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 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+ 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

washington, D.C.

west virginia

wisconsin

RISMedia’s REAL ESTATE October 2014 125

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

Mobile Real Estate....................................... IFC, 38, 81, 95

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

National Association of REALTORS®..........................10, 29

AmeriSpec Inspection Services......................................64

National Association of REALTORS® Global.................127

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

On The Move, Inc. ...........................................................55

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

The Personal Marketing Company........................68, 103

Better Homes Realty........................................................58

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

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

Point2.................................................................................63

BuyerMLS...........................................................................56

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

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

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

Centralized Showing Service..........................................31

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

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

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

Corcoran Consulting & Coaching.................................76

Realty ONE Group............................................................35

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

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

ERA Franchise Systems, LLC............................................39

RISMedia’s Real Estate Information Network®

HomeSmart International................................................51 Homes.com......................................................................23

(RREIN)...............................................................................48 RISMedia’s Top 5 in Real Estate Network®.............79, 104

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

Solid Source Real Estate Companies............................BC

Lumentus Social...............................................................41

Stewart Title.......................................................................32

Market Leader..................................................................52

Verl Workman Seminars.................................................126

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}

Claim Your .REALTOR Domain on October 23

he National Association of REALTORS® (NAR) is pleased to announce that on October 23, 2014 at 11:00 a.m. EDT, NAR members can claim their .REALTOR top-level domain. With a .REALTOR domain, members can instantly communicate to consumers their status as a REALTOR® in their website address, which strengthens their connection to the REALTOR® brand and identifies them as a trusted source for real estate information. NAR will provide one free .REALTOR domain for one year to the first 500,000 members who register. The Online World is Changing We’re all familiar with .com, .net, .edu and the handful of other top-level domains (TLDs), but the Internet has become a cluttered, confusing online landscape. There are currently more than 271 million registered domain names on the Internet today, with too many users fighting for a commercial name space. Registering for a domain has become expensive and difficult, as there are not many .com names left. This is why, in 2005, the International Corporation for Assigned Names and Numbers (ICANN) began considering the introduction of new, generic, top-level domains (gTLDs), with the intent to bring order to the chaos of the Internet. NAR has been following this initiative for the past eight years and was one of more than 1,900 applications submitted for a TLD. NAR wanted to provide an exclusive REALTOR® domain to its membership, demonstrating the organization’s commitment to its members and showcasing the value of the $5 billion REALTOR® brand. In 2011, ICANN approved the expansion of the number of gTLDs, which included allowing companies and organizations to create domains for their brands. NAR was among the first associations to be granted a TLD exclusively for its membership and is pleased to finally bring this exclusive benefit to its members this October. Benefits of the .REALTOR Domain .REALTOR creates a name space for REALTORS®on the Internet. It allows you and your agents to be instantly branded as real estate experts consumers can trust. And since .REALTOR is only available to REALTORS®, there’s a clean slate of domain names to choose from, allowing you and your agents to get the Web address you want. With .REALTOR, REALTORS® can now stand apart from the .coms, .nets and other TLDs.

128 October 2014 RISMedia’s REAL ESTATE

To celebrate the launch of this exciting initiative, the first 500,000 members who register will receive one free .REALTOR domain for one year. Additional .REALTOR domains can be purchased at the same time, starting at $39.95 per year with multi-year and multi-domain discounts available. With a .REALTOR domain, brokers and agents in the U.S. will also receive a FREE realtor.com® profile website that can be customized to share content that’s important to you and your clients, including your listings, social media and client recommendations. You can even virtually “check-in” at open houses and showings too, further showcasing yourself as the local real estate expert. Are You Ready? It’s time to embrace the changing online landscape. Visit www.about.REALTOR to view all the helpful tools and resources that are available to you and your agents. From videos to fact sheets to naming guidelines, everything you and your agents need to prepare for the October 23 launch is just a click away. And remember to claim your .REALTOR domain on October 23 at 11:00 a.m. EDT at www.claim.REALTOR. RE

Claim Your .REALTOR Domain on October 23, 2014 8 Instantly communicate to consumers your status as a REALTOR® in your website address. 8 The first 500,000 members who register will receive one free .REALTOR domain for one year. 8 Pricing for additional domains starts at $39.95 per year, with multiple domains and multiple-year discounts available. 8 Domain names will be available on a first-come, first-served basis. 8 For more information, visit www.about.REALTOR. 8 Visit www.claim.REALTOR on October 23 to claim yours.

“We couldn’t choose a better brand opportunity and we look forward to years of growth as a result.” Mike Huff

Broker and Owner Berkshire Hathaway HomeServices Anderson Properties (TX)

TOGETHER WE’RE RAISING THE BAR.

JoinBerkshireHathawayHS.com

©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.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity. BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900 For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

Good to know.™

Essential Pieces To Every Transaction

SOLIDSOURCE.COM | WNCWLAW.COM | ACADEMYMORTGAGE.COM Weissman, Nowack, Curry & Wilco: 3500 Lenox Road, One Alliance Center, 4th Floor, Atlanta, Georgia 30326 Equal Housing Lender. ÂŠ2014 Academy Mortgage License #3113. GA Lic. # 20505. Academy Mortgage Atlanta: 5565 Glenridge Connector, Suite 400, Atlanta, GA 30342, 404-574-2600 Georgia Residential Mortgage Licensee.