Real Estate Magazine - Berkshire Hathaway HomeServices Anderson Properties - Oct. 2017

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Ready When Opportunity Knocks Smart Expansion Fuels Growth at Berkshire Hathaway HomeServices Anderson Properties From left to right: Broker/Owner Mike Huff, COO Rick Young, CAO Michael Johnston

– Page 80

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{Contents} October 2017/Vol. 33, No. 10 • www.rismedia.com

{On the Cover} 80 Ready When Opportunity Knocks Smart Expansion Fuels Growth at Berkshire Hathaway HomeServices Anderson Properties

66

80

Mike Huff has a simple philosophy when it comes to growth: go to where the opportunities are. It is this mindset that put him on the path to taking Anderson Properties from five agents in Houston to 1,000 agents in 40 locations throughout Texas, Oklahoma and Arkansas. With a focus on consolidation within the firm’s footprint and acquisitions from without, Huff believes in getting out of the way and letting agents do what they do best: “Do your job and work hard and good things are going to happen.” Find out more about Huff’s winning attitude and the strategies that have led to the firm’s success in this exclusive cover story.

{Highlights} 28

{Headliners} 15 P olicy Matters: NAR

88

Is Fighting for Your Internet Rights Marketing Matters: Don’t Back Down on Lead Generation During the Off-Season

Here, learn how Clareity’s DASH! platform is changing the communication game.

34 Stop Chasing Unicorns

20 E xecutive Appointments

Showstopping Tips for Creating an Outdoor Theater

40 N ick Bailey Set to Change the Real Estate Conversation

66 N AR Adds New Members Medicare

In this month’s NAR Power Broker Roundtable, industry professionals share how they’re fighting cybersecurity head-on.

28 Clareity’s DASH! Streamlines Team Workflow and Communication

18 R EBAC Report:

30 B log Spot:

16 Cyber Security: The Threat and the Measures to Take

Exchange to REALTORS® Insurance Marketplace

78 T ips for Boosting Repeat Business

87 W ebinar Recap: Great Leadership Begins With Mastering Your Mindset

Take a closer look at how HomeSmart is positioning itself to be the ideal brokerage that’s real.

88 Are Relocation Professionals Robot-Proof?

If you’ve ever wondered how artificial intelligence would affect the corporate relocation industry, don’t miss this exclusive feature.

RISMedia’s REAL ESTATE October 2017 3

{Features} 32 Setting the Path to Continued Success Begins With a Solid Foundation 52 Power Broker Perspectives: Richard “Dicky” Mopper, John Murray 59 Data Accuracy a Key Piece of the Real Estate Puzzle 60 Strategies: Buyside; Clareity; HSA Home Warranty; NAR-GRI; Realtors Property Resource® (RPR®); ReferralExchange 68 Putting Homes in the Fast Lane 80 Ready When Opportunity Knocks 90 RISMedia’s Great Spaces 95 Ask the Experts: Tips for Preparing to Sell Your Home This Fall

68

90

{Interviews} 84 Doug Loyd, Florida Executive Realty

85 M ike Bjorkman, HomeSmart NCG

85 Kelly Norris, Heritage Sotheby’s International Realty

86 J anet Horlacher, Janet McAfee Real Estate

{Experts} 25 Brian Buffini - Out of the Salt Shaker

26 D esirée Patno - The Growing Importance of Diversity in Real Estate 43 Geoff Lewis - Avoid the Slide Into Complacency 44 Terri Murphy - Script Your Way to Super Sales Success 47 Mark Mathis - Why You Should Be Working With Renters 49 Jennifer Ridenour - Why Your Mentorship Program Isn’t Working 51 Tom Kunz - Don’t Leave the Buyer Side on the Table 57 Matt Cohen - 5 Common Real Estate-Search User Experience Mistakes to Avoid 65 John Bunker - Marketing: It’s Not Just Advertising 71 V erl Workman - Under-Promise, Over-Deliver

4 October 2017 RISMedia’s REAL ESTATE

74 Nate Martinez - The Ultimate

30

Client Experience: Are You Providing World-Class Service?

97 Reggie Nicolay - Where Is the Real Value in Automated Valuation Models?

{Every Issue}

72 Cleve Gaddis - 3 Steps to Understanding Personality Types

73 R ick Geha - The Hardest Question to Ask

6 RISMedia Online 9 Publisher’s Desk 12 Did You Know?

99 Service Profiles 107 Referrals 112 RE: Real Estate – .realtor™ Adds Powerful Productivity Tools to Its Trusted Platform

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Catch the latest buzz

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

Achieving a Near Perfect Indoor Environment for Your Home

Achieving the ideal indoor environment involves managing quite a few elements within the home. In addition to keeping you and your family comfortable, the right indoor air system regulates circulation and can keep allergens, various pests and irritants away from you, your family and your guests.

14 Times Pop Culture Predicted Future Technology

Did you know that 3D printing, the Roomba and Siri were all predicted by movies and television shows decades before they existed?

#CEOX2017

8 Best Upgrades to Personalize Your New Home

Like RISMedia on Facebook to see photos and updates from our annual CEO Exchange.

Before you move into your new house, you may want to make upgrades.

These add value to your investment, improve your home’s function and allow you to express your personality.

Most Important Features Millennials Want in Their Homes As this younger generation continues to grow and succeed in life, the housing market seems to be the next millennial-facing industry.

Got video?

Subscribe to our channel at Youtube.com/user/ RISMediaUpdates for weekly home updates.

4 Real Estate DealBreakers and How to Fix Them Efficiently

The real estate sales process can be stressful and seemingly complicated.

These are a few factors that buyers and sellers may run into that could potentially prevent the deal from going through.

Connect with RISMedia @RISMediaUpdates

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6 October 2017 RISMedia’s REAL ESTATE

Zillow Instant Offers isn’t the only “disruptor” in real estate.

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NAR: My Advocate for education and professional development

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

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code of ethicS traiNiNG all realtors® are required to complete 2.5 hours of ethics training within a four-year cycle.

The training must meet specific learning objectives and criteria designed to assist realtors® in understanding and abiding by nar’s strict code of ethics and standards of practice.

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{Publisher’s Desk} Making a Real Difference

I

write this having just returned from RISMedia’s annual Real Estate CEO Exchange, an exclusive industry think tank we host in New York City each September. This year’s invitationonly gathering of more than 230 brokerage leaders and C-level industry executives was one of the most productive to date.

Generate More Business from Social Media!

HomeServices Chairman and CEO Ron Peltier was gracious enough to kick off this year’s CEO Exchange with his State of the Real Estate Union Address. His insights were candid and invaluable, and we were honored to have him open the day-and-a-half-long event. When I spoke with Ron post-show, he paid us an even greater honor when he said that the CEO Exchange stands apart from other events because it is truly focused on information that is pertinent to broker/owners, and that our panels are comprised of people who really care.

Our mission with the CEO Exchange, and any event we host, is to bring together a great collection of thought leaders, those who want to grow the business and who are influencing the industry. For our events to be successful—for them to be worthy of your precious time—they must be meaningful. We are glad to know that our events are making a difference for so many of you.

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And whether you’re an agent, a broker or a franchise, making a real difference with your respective constituents is essential not only for your success, but for theirs. Take a look at this month’s cover story for an example of one firm that is setting itself apart on the brokerage playing field with a business model that offers both low fees and maximum service.

Not just chasing unicorns, HomeSmart is offering real, tangible solutions. In a time when everyone is buzzing about “disruptors,” HomeSmart CEO Matt Widdows says that “disruption is the last thing the broker, agent or consumer wants. They want a modern experience, time- and cost-cutting efficiency and to know help and support is never more than a text, click or call away.” Find out more about how HomeSmart is making a real difference beginning on page 34.

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

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

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

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PUBLICATIONS & SERVICES Real Estate magazine Annual Power Broker Report & Survey RISMedia’s Automated Content Engagement (ACE) www.rismedia.com (Daily e-News) blog.rismedia.com (Housecall) RISMedia’s Real Estate CEO Exchange Power Broker Forum, Reception & Dinner at NAR Annual Power Broker Forum & Reception at NAR Midyear Copyright® 2017 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).

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{Did You Know?} #REalityCheck

A

ccording to a recent Zillow analysis, approximately 345 million-dollar neighborhoods have cropped up in the last three years, with the Los Angeles, New York and San Francisco metro areas forming the most million-dollar neighborhoods since 2014.

More millennial homebuyers are obtaining conventional financing over FHA financing, relying less on government-backed loans, according to the latest Ellie Mae Millennial Tracker™.

12 October 2017 RISMedia’s REAL ESTATE

Analysts at WalletHub recently identified the top 10 housing markets in the nation: 1. Frisco, Texas 2. McKinney, Texas 3. Allen, Texas 4. Cary, N.C. 5. Richardson, Texas 6. Seattle, Wash.

7. Bellevue, Wash.

8. Carrollton, Texas 9. Nashville, Tenn.

10. Denver, Colo.

Homebuyers today are more interested in houses with space to spare outdoors than those with substantial square footage inside—in fact, 56 percent would settle for a smaller house if it meant they could enjoy a larger yard.

Source: Taylor Morrison

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{Policy Matters} NAR Is Fighting for Your Internet Rights This column is brought to you by the NAR Real Estate Services group.

by Melanie Wyne

T

he National Association of REALTORS® has joined with a coalition of businesses and public interest groups working to preserve rules surrounding the open internet, also known as net neutrality. These rules have been in place informally since the dawn of the internet, and were formally established in 2015.

Net neutrality is shorthand for the concept that internet users should be in control of what content they view and what applications they use on the internet. More specifically, net neutrality requires that broadband networks be free of restrictions on content, sites or platforms. Networks should not restrict the equipment that may be attached to them, nor the modes of communication allowed on them. Finally, networks should ensure that communication is not unreasonably degraded by other communication streams.

Why Does NAR Care?

The business of real estate is increasingly conducted online. Streaming video, virtual tours and voiceover-internet-protocol are just some of the technologies that are commonly used by REALTORS® today. In the future, new technologies will be adopted that will no doubt require unencumbered network access.

Some real estate professionals, realty website operators and real estate industry-affiliated content providers believe net neutrality provisions

are necessary to prevent broadband providers (cable and telephone companies, primarily) from implementing possibly discriminatory practices that could negatively impact real estate professionals’ use of the internet to market their listings and services. Some possible examples include practices that would:

8 Charge certain websites more for the broadband speeds necessary to properly transmit or display audio or video content, such as online property tour, podcast or phone services

internet service. They would also now be permitted to create “fast lanes,” or deals negotiated with large content carriers to carry some website traffic faster than others.

Congress is beginning talks to explore whether legislation can be agreed to that would preserve open internet rules into law and avoid the ping pong of regulatory rules that businesses and consumers have experienced on this issue for the past several years.

NAR and its coalition partners are working both at the FCC and on Capitol Hill to preserve common sense open internet rules that will permit its members to continue to operate and innovate online. Preserving net neutrality means stronger protections for our members, and better results for the clients they serve.

Regulatory Background

Key Takeaways

8 Limit the public’s access to real estate websites 8 Limit a real estate firm’s access to online service providers who may be in competition with network operators’ own services, e.g., internet phone services

In April 2015, the Federal Communications Commission (FCC) published a final rule implementing open internet regulations that prohibit the blocking or degrading of lawful content on the internet by internet service providers. Shortly after the rules were finalized, Internet service providers (ISPs) Comcast, AT&T and Verizon, and their trade association, all sued to halt implementation of the rules, alleging that the FCC does not have proper authority. The FCC, under Chairman Ajit Pai, has issued a Notice of Proposed Rulemaking that would roll back the rules put in place in 2015 and leave the internet service market largely unregulated. ISPs would be under no duty to prevent blocking or degrading its customers’

8 Net neutrality is the idea that internet service providers can’t speed up, slow down or block any websites or applications.

8 Net neutrality is important to small, main street businesses like real estate brokerages that depend on open internet access every day to run their businesses and serve their customers.

8 NAR supports net neutrality and urges Congress to oppose legislation that would threaten the current FCC open internet rule and roll back the important protections put in place by the FCC in 2015. RE

Melanie Wyne is senior technology policy representative at the National Association of REALTORS®.

RISMedia’s REAL ESTATE October 2017 15

{The NAR Power Broker Roundtable} Cyber Security: The Threat and the Measures to Take MODERATOR:

Robert Bailey Broker/Owner, Bailey Properties, Santa Cruz, Calif.; Liaison for Large Residential Firms Relations, NAR PARTICIPANTS:

Rick Haase President, Latter & Blum Inc., REALTORS®, New Orleans, La.

Joan Docktor President, Berkshire Hathaway HomeServices Fox & Roach, REALTORS®, Devon, Pa.

Gurtej Sodhi CIO/EVP, Crye-Leike Group of Companies, Memphis, Tenn.

Rei Mesa President/CEO, Berkshire Hathaway HomeServices Florida Realty, Fort Lauderdale, Fla.

Scott MacDonald President, RE/MAX Gateway, Chantilly, Va. The Power Broker Roundtable is brought to you by the National Association of REALTORS® and Robert Bailey, NAR’s Liaison for Large Residential Firms Relations. Watch for this column each month, where we address broker issues, concerns and milestones.

Robert Bailey: According to NAR’s Associate Counsel Jessica Edgerton, the cost of cyber crime will top $2 trillion annually by 2019—four times the 2015 statistic.

How is the real estate industry fighting back, and what advice can experienced industry professionals share with colleagues—including the small- to mediumsized firms who are being increasingly targeted? Rick, you oversee more than 3,000 agents. How much effort goes into cyber security?

16 October 2017 RISMedia’s REAL ESTATE

Rick Haase: All it takes is one

breach, one click on a fraudulent link or one unsecured email re-routed to set a fraudulent wire transfer in motion that pours money into some criminal’s offshore bank account— and once the money’s gone, of course, it’s most likely gone forever.

So, for us, it starts with our agents— all 3,000 of them, who we constantly remind to use encrypted company email only when communicating with their customers—and it continues with frequent warnings to our customers that we will never send an email asking them to wire funds, so if they receive one, they need to contact us immediately.

Joan Docktor: We also use a two-

step authentication protocol, part of what we call our Phishing and Fraud Campaign. When agents log into our email, a text is sent to their phone, and they must input a verifiable security code in order for the login to be successful. Also, we are so serious about preparing our agents that we sometimes send out phishing-type emails ourselves just to see if they recognize them. If they don’t recognize and react properly to the threat, we let them know immediately that, “Hey, you fell for this,” and we push even harder on awareness training.

Gurtej Sodhi: At Crye-Leike, we had so many close calls that we contacted the local FBI office. They put interceptors, called “sniffers,” into place in our networks to monitor for potential threats. In essence, they have partnered with us in guarding against cyber crime so that we now have a four-pronged approach in place: infrastructure security, including firewalls and sniffers; user-level security systems—ID and access management systems for our agents, similar to what Joan described; sophisticated monitoring to prevent the hijacking of emails; and monthly education/awareness programs to

keep our agents consistently updated and aware.

Rei Mesa: Customer education is

also critical. They must be made aware that if they receive an email asking them to wire funds or verify their credentials, they must not respond spontaneously, because, like most firms today, we never make such requests by email. Unfortunately, cyber criminals are becoming increasingly sophisticated, so even if it means delaying a closing, we continue urging customers to verify with a phone call to the agent or title company before wiring anything.

Scott MacDonald: And consumers

should be warned not to respond to the email address or phone number in what may be a fraudulent email.

That could be playing right into the criminal’s hands. Consumers asked to send money or personal information by email should talk personally to their agent, and/or the title company, at a number they know to be genuine, to be sure that a request is legitimate.

RB: So if there’s good news, it’s that while computer and network intrusions proliferate, there are also technological and investigative resources available to monitor them—and FBI partnership opportunities.

RM: Quick reaction to any red flag is critical. That means alerting all concerned parties immediately and having the Secret Service and the FBI on speed dial.

RH: And reminding agents not to

use their private emails for business purposes.

RB: Visit www.fbi.gov/investigate/cyber for many more practical recommendations.

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

Find your path at C21.com

CENTURY 21 IS NOT AN APP IT’S A GLOBALLY-CONNECTED TRIBE OF UBER-INTELLIGENT ENTREPRENEURS LEADING THE WAY. IT’S INSTANT NAME RECOGNITION. IT’S THAT KNOWING NOD OF RESPECT. IT’S AN ALL-ACCESS PASS TO INNOVATIVE TECHNOLOGY, MULTI-CHANNEL MARKETING COMMUNICATIONS AND PRODUCTIVITY TOOLS. IT’S SUPERIOR LEAD GENERATION. IT’S YEAR AFTER YEAR OF AWARDS. IT’S PERSONAL SUCCESS. IT’S WHAT THE KIDS CALL “EXTRA.” IT’S EVERYTHING AN AGENT WANTS. AND THERE’S NO APP FOR THAT.

©2017 Century 21 Real Estate LLC. All Rights Reserved. CENTURY 21 and the CENTURY 21 Logo are registered service marks owned by Century 21 Real Estate LLC. Century 21 Real Estate LLC fully supports the principles of the Fair Housing Act and the Equal Opportunity Act. Each office is independently owned and operated. ®

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{REBAC Report}

Marketing Matters: Don’t Back Down on Lead Generation During the Off-Season

by Marc D. Gould

I

n my hometown of Chicago, October is a time of transition, when the days get shorter and the nights get colder. Unless you live and work in the Sun Belt, you’re probably seeing similar shifts in the weather—along with slower real estate markets. hear your message at least seven times before they’re prompted to take action. By sticking it out during the slower months, you’ll be more likely to capture buyers’ and sellers’ interest later, when they’re closer to taking action.

2

Even though it’s tempting to take a break in October, especially after a hectic summer season, it’s also the perfect time to fine-tune your lead generation efforts and rebuild your pipeline. After all, you want to make sure your firm is positioned as a top-of-mind resource when things pick up again.

Here are five ways to do it:

1

Don’t scale back. This is not the time to trim your budget. Consumers need to see your ads again and again. In fact, the Rule of 7 says that a prospect must see or

18 October 2017 RISMedia’s REAL ESTATE

Tag along. In addition to holding the course on your current ads, explore ways to create additional impressions with your prospects by advertising on other online platforms. For example, if you always use Google AdWords, try adding Facebook ads to your campaign.

Retargeting ads is another way to travel with prospects as they visit other sites. Google AdWords offers this option, and Facebook recently launched a similar product specifically for real estate brokerages.

3

Tweak your message. Instead of running generic real estate ads, get creative. Consider what will appeal to buyers and sellers, especially during the off-season.

This includes holiday themes or focusing on a particular niche market. One caveat: if your ads include graphic design elements (photography, fonts, logos, etc.), it’s best to maintain some visual consistency to reinforce and build upon your brand image.

4

Test and evaluate results. Not sure your new headline will work better than the old one? Try testing them side by side. Called A/B testing, both Google AdWords and Facebook ads have built-in tools that make it easy to set this up. (Most email marketing platforms let you do the same thing: send an initial distribution testing two subject lines, then complete the mailing using the headline that garnered the higher open rate.)

5

Make adjustments. The best part about testing and evaluating is that it allows for constant refinements and stronger results.

Yes, it may be faster and easier to keep doing what works, but that approach eliminates the possibility of discovering new and better advertising tactics. Besides, in a constantly changing marketing landscape, standing still actually translates into falling behind.

In addition to fine-tuning your online advertising, talk to your agents about ways they can use their “offseason” leads more effectively.

After all, what’s the point of ramping up your lead generation efforts without comparable efforts to nurture those leads? RE Marc D. Gould is vice president, Business Specialties, for NAR and executive director of REBAC. A wholly-owned subsidiary of NAR, The Real Estate Buyer’s Agent Council (REBAC) is the world’s largest association of real estate professionals focusing specifically on representing the real estate buyer.

With more than 30,000 active members, REBAC awards the Accredited Buyer’s Representative (ABR®) designation to REALTORS® who work directly with buyer-clients. To learn more, visit REBAC.net.

FORUM

11/03/2017 | 1:30 - 3:00 PM McCormick Place Convention Center, West Building Leading power brokers share their strategies for more effectively reaching and engaging consumers. Learn how brokers are connecting with consumers, generating leads and taking marketing efforts to the next level. Open to all full- and half-day Conference attendees.

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11/03/2017 | 6:30 PM | Palmer House Hilton Honoring the achievements of those firms who appeared in RISMedia’s annual Power Broker Report, the Power Broker Reception & Dinner is the industry’s premiere “who’s who” event. By invitation only. Contact Randi Vannucchi for more information: randiv@rismedia.com.

Platinum Level Dinner Sponsors: Buffini & Company, Homes.com, RE/MAX, Quicken Loans

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{Executive Appointments}

NRT LLC has named Roger Favano chief financial officer and senior vice president, the Realogy Holdings Corp. subsidiary recently announced.

Favano, a 25-plus-year veteran of the finance industry, will be responsible for all financial operations, including financial reporting, planning and analysis, with a focus on enhancing efficiencies and leveraging resources to support the company’s growth strategy and drive superior experience for its affiliated agents, employees and customers. Favano, who is replacing Kevin Greene, will report to Realogy Executive Vice President and CFO Tony Hull.

In other company news, NRT LLC has named Laura Rittenberg president of Coldwell Banker Residential Brokerage in Atlanta. Rittenberg, formerly president of Coldwell Banker Residential Brokerage on Long Island, N.Y., is responsible for overseeing the daily operations of Coldwell Banker Residential Brokerage in Atlanta’s 11 real estate offices. Rittenberg, who joined Coldwell Banker Residential Brokerage in 2000, is replacing Charlotte Sears, who has chosen to retire this year.

HomeSmart has announced the appointment of Wendy Forsythe,

a real estate industry veteran of 20 years, as its new chief operating officer. Forsythe’s appointment comes at a time when Scottsdale, Ariz.-based HomeSmart is making decisive moves to expand its brand and highperforming brokerage model nationally. Previously, Forsythe served as president of the Brokerage Division of management consulting company T3 Sixty. Before that, she was head of Global Operations at Carrington Real Estate Services, senior vice president of Network Services for Better Homes and Gardens Real Estate and vice president of Sales for Royal LePage, Canada’s largest real estate company. HomeSmart’s current president and COO, Ashley Bowers, will continue to lead the organization as president.

HSF Affiliates LLC, operator of Berkshire Hathaway HomeServices, Real Living Real Estate and Prudential Real Estate, has named Teresa Palacios Smith vice president, Diversity and Inclusion. Palacios Smith will be responsible for overseeing the franchisor’s commitment to increase diversity among its brokerage

networks and provide resources that meet the needs of diverse homebuyers and sellers. Previously serving as vice president of Business Development at Berkshire Hathaway HomeServices Georgia Properties, her immediate focus will be on diversity-led recruitment efforts for the brokerage networks and developing marketing collateral for minority real estate consumers. She will also consult with broker/owners on ways to grow business through focused diversity initiatives.

Weichert Workforce Mobility, Inc. has named Avrom Goldberg regional vice president and managing director, Asia Pacific, coinciding with the expansion of its presence in the region with the opening of a new office in Shanghai. Goldberg, a 30-year veteran of the workforce mobility industry, is responsible for leading the company’s strategy in the region. The Shanghai office, which complements existing offices in Hong Kong and Singapore, enables the company to provide greater local resources and expertise to companies moving talent into, out of and across China. RE

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

Adventurer...

REALTOR Always available! ®

Brother’s in town ... loves the neighborhood Anything available around us under 500K? Cool, I’m hiking with the family Let me check ...

There are a few good options Really ... like what?

Just emailed you a few homes and neighborhood report What? ... From the switchback?!

It’s what I do!

Will call when we get back

RPR’s app now includes Commercial data

© 2017 Copyright. All Rights Reserved. Realtors Property Resource, LLC® is a member benefit of the National Association of REALTORS®.

WE’RE MORE THAN A NETWORK.

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

LeadingRE.com/ OurCompanies

QUALITY CONNECTIONS INDEPENDENCE

™

Lead the way. Be a PSA. Take the guesswork out of pricing homes.

Whether you’ve been a REALTOR® for years or just listed your first house, it’s essential to price homes accurately. Now is the time to master this essential skill by becoming a Pricing Strategy Advisor (PSA).

This brand-new certification will make you an invaluable resource for your clients by: • Creating Comparative Market Analyses (CMAs) • Working with appraisers • Using the latest technology • Addressing home pricing misperceptions Determine a home pricing strategy with confidence. Learn the skills that result in accurate prices.

Become one of the first REALTORS® to say, “I’m a PSA.”

Learn more at PricingStrategyAdvisor.org.

force. If you want to “be salt,” you need to:

1

Make up your mind. Andrew Carnegie said, “You are what you think. So just think big, believe big, act big, work big, give big, forgive big, laugh big, love big and live big.”

Maintain a positive, can-do attitude and harness the power of a made-up mind.

Out of the Salt Shaker

by Brian Buffini

M

ost agents, in an effort to get quick results, only see as far as their next transaction. While this tactic works occasionally, it doesn’t match the seasonality of the market, and it’s not sustainable over the long run.

The most successful agents understand that while hunting for and generating leads is important, it’s also necessary to plan ahead by cultivating relationships.

THRIVE IN ANY SEASON The primary difference between an agent who’s just getting by and a successful professional is mindset.

Not only do the pros consider the future and prepare for potential shifts in the market, they understand the importance of investing in their relationships with existing clients.

Just as a farmer cultivates his fields, professionals tend to their relationships by calling to check in on clients, writing personal notes and providing great service after the transaction has closed. On the flip side, daily lead-generation activities put pros in the position of a hunter; performing daily lead-generation activities will produce leads and fill their pipeline with business.

CULTIVATE RELIABLE LEADS When the market is up, business flourishes. This is the time to build relationships and add people to your

database. You can help your business weather peaks and valleys by asking for referrals from clients when the market is high and making time to get face-to-face. This is also the time to make your business a well-oiled machine so you’re in a position to thrive when the market slows down.

BE “SALT” A primary trading commodity between civilizations, salt—or sodium chloride—is a seasoning that changed the world. Separately, both sodium and chloride are poisonous; however, when put together, they’re essential for life.

Think of sodium as our “thinking” and chloride as our “actions.” Thinking allows you to unleash the power of your mind; action helps you harness the power of your habits. When you combine the two—when you become salt—you’re an unstoppable

2

Just do it. Once you’ve decided to do it, do it. Theodore Roosevelt said, “Do what you can, with what you have, where you are.” Use the tools at your disposal to take action and build your business.

3

Do it better. Maya Angelou said, “Do the best you can until you know better. Then, when you know better, do better.” Always work to improve your skills and increase your knowledge, then apply what you’ve learned to your business.

Real estate is cyclical, which is why Buffini & Company offers productivity programs like the Blitz as part of our coaching memberships. Insulate yourself from the whims of the market by leveraging the peak seasons, maximizing your efforts and becoming salt. If you put in the work and commit to developing relationships, your business will not only survive— it’ll thrive. RE Brian Buffini was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986, where he became the classic American rags to riches story.

After becoming one of the nation’s top REALTORS®, he founded Buffini & Company, an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, Calif., Buffini & Company has trained over 3 million business professionals in 37 countries and currently coaches more than 25,000 business people across North America.

Today, Brian’s a New York Times best-selling author and reaches over 1 million listeners a year through his popular “Brian Buffini Show” podcast. For more information, pick up a copy of his latest book “The Emigrant Edge,” or visit buffiniandcompany.com.

RISMedia’s REAL ESTATE October 2017 25

The Growing Importance of Diversity in Real Estate Commentary by Desirée Patno

It’s no secret that diverse workplaces, from real estate franchises to Fortune 500 boardrooms, benefit immensely from diversity. In fact, Women in Business: the Value of Diversity—a 2015 study from global advisory firm Grant Thornton that analyzed S&P 500 companies—reports that American companies without female executives missed out on $567 billion in revenue in 2014.

Diversity in the workplace leads to diverse thought, solutions and plans. Companies generate a more well-rounded understanding of the consumer that contributes to innovation. Unfortunately, findings such as these have not been enough to encourage some companies to practice diversity.

Diversity in Real Estate The California Association of REALTORS® (CAR) reports that women comprise about 42.3 percent of California REALTORS®, compared to 57.3 percent that are men. Of these women REALTORS®, 71 percent are white; 11 percent are Hispanic; 9 percent are Asian; and 3 percent are African American. This lack of diversity is mirrored in the representation of minorities in brokerage ownership. According to CAR, wom26 October 2017 RISMedia’s REAL ESTATE

en make up 45 percent of brokerage owners in California. Of them, 70 percent are white; 10 percent are Asian; 9 percent are Hispanic; and 5 percent are African American.

The NAWRB 2017 Women in Housing Ecosystem Report compares these numbers to data from the U.S. Census Bureau’s 2012 Survey of Business Owners (SBO).

The SBO includes data for over 340,000 firms in California, including brokerages, real estate lessors and other related firm types. In 2012, women represented almost 30 percent of business owners, while 15.7 percent were equally owned by a male and female owner. Of women business owners, 72 percent were white. Even with this broader category, minorities are still underrepresented.

While these regional statistics on

the racial and gender divide in real estate don’t encapsulate the entire industry, they do parallel a worrying trend.

These gaps are especially visible in commercial real estate, where women face an approximate 23 percent income gap in median annual compensation, according to CREW Network’s 2015 Benchmark Study Report. The report further affirms that the representation of Hispanic women, Asian women and African American women in commercial real estate senior executive positions is less than 1 percent.

These statistics are representative of an industry not increasing its diversity, of professionals not fully considering their diverse clients and their buying power. As women and minorities increase as homebuyers, the industry should reflect this growth.

When an agent’s top priority is helping their customer, the foundation for success is already established; however, there may be an advantage to the diversity of your company.

If you’re serving minorities, you can leverage the minority workers; if you’re working with women buyers, women agents can possess a unique understanding of what these clients want throughout the homebuying process.

Whether it helps relieve a language barrier or a personal client preference, capitalizing on diversity in your company can position you to better serve a diverse client base and grow your bottom line. RE

Desirée Patno is president and CEO of the National Association of Women in Real Estate Businesses (NAWRB). For more information, please visit www.nawrb.com.

Clareity’s DASH! Streamlines Team Workflow and Communication

by Zoe Eisenberg

F

or real estate brokers, effective communication is essential for creating and maintaining a strong team. This requires hard work, open lines of dialogue, and a strong technology support system.

Enter Clareity DASH!, a customizable, easy-to-use single sign-on (SSO) dashboard for creating and managing content and technology tools for team members. The tool is perfect for brokers with large teams, teams that work out-of-office, or anyone with a heavy stream of content.

And let’s face it: in a day where content is king, that includes just about everyone.

The DASH! platform works to streamline workflow and communication by offering brokers an easy way to customize content display, send and receive important news and updates, and tie in third-party technology tools—all with a single sign-on.

Pete Galbraith, president of Coldwell Banker Select in Oklahoma, has been working with Clareity for over 15 years. It was the high security single sign-on capability that initially drew Galbraith’s team to the DASH! product, but after integration, the communication opportunities stood out in a big way. “The communication piece is huge for us,” says Galbraith. “DASH! helps disseminate information about what’s going on within our company to our agents.”

Craig Lescoe, broker/owner of National Realty Center in Michigan, also started using Clareity’s DASH! as a way to improve communication within his team. With 23 years of experience in the real estate industry, Lescoe has a team of 275 agents who all work remotely. With so many team members out of the office, a smart, streamlined way for them to all receive the same information at the same time was essential for his team’s progress and growth.

“Before, I would send a video email or a regular email, then a text message or voicemail broadcast, then a post on our support center site,” says Lescoe. This method proved to be time-consuming and ineffective. To solve 28 October 2017 RISMedia’s REAL ESTATE

this, Lescoe began posting pop-up notifications in his DASH! content management section, so when an agent logs in, they see the message immediately.

The proof of the platform’s impact was in the agent response, Lescoe explains. Immediately after integrating this new method, results were instantly noticeable. One of his first posts was a reminder to his team to complete a sign-up for an upcoming continuing education class.

Lescoe had already done two rounds of communication through Facebook and email without much response. But within 48 hours of sending out his DASH! message, Lescoe had more sign-ups, messages, and feedback than ever. “Nothing I had tried before was as effective as the DASH! post. I could tell within 48 hours it would be a game changer.”

But the speedy messaging system isn’t the only game changer for Lescoe’s team. The platform’s single sign-on capability is huge, as well. “Everything is in one place for my team: important messages from me, their MLS, lead gen, education—everything, all in one spot.”

Galbraith echoes Lescoe: “Single sign-on is huge. The agents love it, and if the agents love it, we place a lot of value on it. It solves so many problems with trying to remember various security levels of passwords.”

Lescoe appreciates the platform’s high level of customization, which allows him flexibility and control over branding. “I can customize the entire dashboard, from

the banner with our logo to what programs I want featured and where.” During integration, Lescoe got on the phone with the Clareity support team to let them know how he wanted things laid out. “I wanted a way to have our agents quickly click and watch a video, so now we have a video news section clearly featured.” The support team executed his vision, and now his dashboard allows him to execute efficiently and communicate with ease.

“It’s important to us as we add tools to our tool belt,” says Galbraith. With the help of the Clareity support team, Galbraith notes that it’s easy to put new tools on the dashboard and make them easy to access. “We offer DASH! as a value-add for our agents,” explains Galbraith.

“Anytime you can add a powerful tool such as DASH!, it helps build brand loyalty and agent retention.”

Hardly new to the scene, Clareity has been around since 1996, and has worked hard to serve over 850,000 real estate professionals. In August 2017, they were acquired by the information and analytics service provider CoreLogic.

“We were always looking to be able to offer our network additional third-party tech providers to bring further value to brokers, agents, and their MLS associations,”

says Chris Bennett, executive leader of Real Estate Solutions with CoreLogic, who explains that Clareity was a natural fit for the company. “It’s a large industry, but a small industry when it comes to people knowing about new products and company reputations,” says Bennett.

“Clareity has always had a good reputation, and when they launched the dashboard feature, it was something that people took notice of. It’s creative and innovative, and people saw it as something that would add real value to their members.”

So what’s next for Clareity as part of CoreLogic? “One of the things that needs to be known is that we’ve had a strong relationship with Clareity for 13 years,” says Bennett. “A lot of integration has already been done.” That said, Bennett’s team will be bringing a number of additional third-party tech providers and their solutions into DASH! to further support their users and increase their value. “Our combined reputations are drawing a lot of attention,” says Bennett. “As we begin to have tighter and tighter integration through the MLS, you’re going to see a large growth in tech providers.” RE For more information, please visit www.clareity.com.

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Showstopping Tips for Creating an Outdoor Theater

by Amalie Drury

T

here’s something magical about watching a movie outdoors— the fresh air, the novelty of a big screen under the stars, the excitement of a group of people all laughing along to their favorite lines. And you don’t have to wait for your local park district to host a screening when you create your own outdoor movie theater right in your backyard. Here’s what you’ll need.

T

here’s something magical about watching a movie outdoors—the fresh air, the novelty of a big screen under the stars, the excitement of a group of people all laughing along to their favorite lines. And you don’t have to wait for your local park district to host a screening when you can create your own outdoor movie theater right in your backyard.

Here’s what you’ll need.

COZY SEATING Create a stadium-style effect by arranging a semi-circle of comfortable outdoor lounge chairs, sofas and chaises for adults. Then spread thick picnic blankets—or sleeping bags—on the grass closer to the screen for kids. Scatter oversized pillows, poufs and extra blankets within arm’s reach for everyone.

SOFT LIGHTING When your guests get up and down for snacks during the show, make 30 October 2017 RISMedia’s REAL ESTATE

sure to light their way with candles (real or battery-operated) in glass hurricanes, a strand of string lights overhead or even rope lighting along the ground similar to the aisle at an actual movie theater.

SNACKS AND DRINKS Make it festive with a big popcorn popper complete with a buffet of toppings like melted butter, parmesan cheese, Cajun spices and cinnamon sugar. Other easy food ideas include sophisticated meat-andcheese boards for adults, homemade pizza cut into small squares,

and bowls of miniature candy bars for all to enjoy.

Beer and wine are the logical way to go for drinks—they’re easy to pour and can be sipped over the course of a couple of hours. Make them feel special with a bar-cart setup complete with pretty ice buckets and attractive melamine glassware, rather than disposable plastic.

TECH GEAR There are a lot of different options when it comes to the key components you’ll need to actually screen your movie: a projector, a screen, a sound system and a media player.

If cost is no object and you foresee using these components time and again, there are amazing high-quality inflatable screens and high-pixel projectors on the market. But you’ll have just as much fun with a kingsized white bed sheet hung on the side of your house or garage, a lowcost (or rented) projector, your laptop and your best Bluetooth speaker cranked way up.

Just be sure to test your setup before movie night, checking to make sure your connections work and determining how dark it needs to be outside before your movie shows up nice and bright on the screen.

FUN AND GAMES As dusk begins to fall, get your guests excited to watch the movie and draw them to their seats with “previews,” like clips from wildlife documentaries and classic cartoons. Consider raffling off a pair of tickets to a movie at a local theater, and plan something participatory for intermission—a trivia game or a toast with a special batched cocktail will keep the mood festive. RE

This article originally appeared on RISMedia’s blog, Housecall. Visit us at blog.rismedia.com.

For us, real estate isn’t work ... it’s our passion.

That’s why we don’t operate in offices, but in our signature shop locations.

Whether in Toronto, Ottawa, Newport Beach, Barcelona or Brussels, you’ll recognize an Engel & Völkers shop when you see one. White façades and large windows are designed to showcase beautiful real estate exposés and draw visitors in as they dream and explore the idea of a new home. On streets around the world, our shops are an expression of our passion for real estate and a shared commitment to support our real estate advisors to provide premium service to their clients at every price point.

We invite you to drop in, browse and see what a future at Engel & Völkers might hold for you.

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

©2017 Engel & Völkers. All rights reserved. This advertisement is not an offering. An offering can only be made by prospectus filed first with the department of the law of the state of New York. Such filing does not constitute approval by the department of law. Additionally, depending on where you are located, an offering may require filing with your respective state authorities. Minnesota Registration Number: F-5339

Setting the Path to Continued Success Begins With a Solid Foundation

by Paige Tepping Please describe your experience leading the first Sellstate office to open in the Mooresville area.

Al Wimberly: Having brought the franchise up from Fort Myers, Fla., I can honestly say the experience has been great. Not only does Sellstate offer the best technology package, but our overhead is low, which keeps us from having to nickel-and-dime agents. We also pay a high commission split. While all of these factors are important, I think the biggest draw is Sellstate’s Agent Asset Development (AAD) Program, which is instrumental in establishing an alternative pillar of income agents can use by introducing people to the company. Unheard of in the industry, the AAD Program pays sponsoring agents 5 percent of the recruited agent’s GCI on a monthly basis.

Al Wimberly Broker/Owner Sellstate Select Mooresville, N.C. www.sellstateselect.com Region served: The Lake Norman area of North Charlotte, N.C. Years in real estate: 23 Number of offices: 1 Number of agents: 64

32 October 2017 RISMedia’s REAL ESTATE

Were there any specific challenges you had to overcome, and what most excited you about expanding the brand into a new area?

AW: A big deal 10 - 15 years ago, name recognition was huge because when people searched for a property, they searched at sellstate.com, remax.com, etc. With the advent of technology, the buying and selling public is taking advantage of sites such as Zillow, Trulia, Homes.com and realtor.com®, so it’s not necessarily all about the company anymore. Today, it’s more about the individual agent, and that’s who people are hiring these days. Agents should not only depend on their company for resources, but they should take advantage of these resources, as well. The bottom line is that real estate is more of a people business in this day and age. While technology is great, people want to know who they’re working with on a personal level.

What differentiates Sellstate Select from the competition?

AW: We’re very involved in our community and do a lot of charitable contributions and sponsorships throughout the year with local schools and the Lake Norman Volunteer Fire Department. Another thing that sets us apart is the environment of learning and sharing we’ve created within the office. Our agents know they can be open about their business, providing the opportunity to learn from their peers.

This is the best family atmosphere I’ve ever experienced.

How have you used the Sellstate brand to better serve the Mooresville area?

AW: As we continue to grow more individual offices, the brand will spread even further. People recognize our logo, which is very unique, and they recognize the name more so than ever today. We don’t force our agents to talk about the company, but they constantly do because they’re happy and proud of what they do and where they work. This has been eye-opening because the overall reputation of real estate agents has been jaded for a long time, but our people aren’t intimidated by announcing that they’re real estate professionals.

In what ways are you setting your agents up for success?

AW: This begins from the top. My business partner Sanford Brown comes from an extensive corporate background, so his experience in the corporate sales industry combined with mine in the real estate industry gives agents a real presence with their business development and marketing capabilities. Agents learn how to run a professional business from his end, and how to deal with agent contracts, etc., from my end. He and I combined provide the best of both worlds. We also offer an eight-week career acceleration program that provides a solid foundation upon which our agents can depend. Starting from the ground up, the program covers everything from time management to technology.

In the end, if agents have the correct foundation, they have no choice but to succeed.

As broker/owner, what achievements/milestones are you most proud of?

AW: My proudest achievement is the fact that my agents are proud of what they do. They’re happy, they know they’re in an environment where they can speak up, and they know they’re not being taken for granted.

I’ve been in the industry for a long time, and I know we could have bought any franchise we wanted to, or developed anything we put our minds to. While the word “agent-centric” has become so diluted today, with Sellstate, it truly is all about the agent. We take a hands-on approach in order to get our agents established, creating a different perspective than what they’re used to.

What’s on the horizon as we head toward the future?

AW: In addition to controlled agent growth, we’ll also be growing into three target markets over the next 14 - 16 months. I think the more we grow in the Lake Norman area, the more our growth will offset into Charlotte, North Charlotte and South Charlotte. One of the large opportunities that I anticipate is creating a presence in these market areas in order to explode over the next 2 - 5 years. RE

Giving back to the community and finding time for a healthy dose of fun are paramount at Sellstate Select.

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

RISMedia’s REAL ESTATE October 2017 33

STOP CHASING

UNICORNS How HomeSmart Is Positioning Itself to Be the Ideal Brokerage That’s Real

by Paige Tepping

34 October 2017 RISMedia’s REAL ESTATE

T

he real estate industry’s appetite for disruption is challenging everything known about the business. In the right hands, it’s an exciting

excuse to embrace innovation. In the wrong hands, it isolates consumers and agents throughout the industry.

Being a disruptor is a claim increasingly made by brokerages and emerging technologies. Opendoor and Zillow Instant Offers have garnered a lot of attention as disruptors. In an effort to get noticed, other companies jumped on the bandwagon. But, when it comes to creating a smooth, beneficial and enjoyable real estate transaction for all parties, HomeSmart CEO Matt Widdows says disruption is the last thing the broker, agent or consumer wants.

They want a modern experience, timeand cost-cutting efficiency and to know that help and support is never more than a text, click or call away.

The company has been leading the charge to clear the typical brokerage clutter for well over the last decade, providing a business model positioned to thrive in an otherwise uncertain climate.

“Through all the market’s uncertainty, HomeSmart’s high-service, low-cost model, enabled by a cohesive software platform and toolset, continues to be the most reliable, high-performing approach that delivers consistency and value,” says Widdows.

In this regard, says HomeSmart, the search for the ideal brokerage—that’s real—can be called off. HomeSmart has found a business model to which

a growing number of agents and brokers flock. There are nearly 14,000 agents throughout the country, and HomeSmart intends to add another thousand before year’s end.

“I think disruption is helping our model in many ways,” says Widdows. “We’re very technology-based already. We’re in a good position moving forward. Companies relying on heavy revenue streams based on agent commissions are going to have a hard time adapting.”

Perhaps this is why Keller Williams recently announced it would set aside $1 billion for technology development to combat disruption, suggests Widdows.

HomeSmart, which has been running on its proprietary software for more than a decade, is poised to go head-tohead with a disrupted market.

“Our motto is that if we have to do it twice, automate it,” says Widdows, adding that technology is not in any position to oust agents from their business if the right model is established.

It’s not easy for agents and brokers to recognize the right model. A lack of consistent reporting within the industry is keeping them from accurately comparing what every brokerage offers.

The result is a struggle for finding true transparency. An agent may join a com-

“Companies relying on heavy revenue streams based on agent commissions are going to have a hard time adapting.”

- MATT WIDDOWS CEO, HomeSmart

RISMedia’s REAL ESTATE October 2017 35

Operational Excellence Through Centralized Services “I think disruption within the industry that keeps the process personal, but allows the consumer to have more control, influence and information, is a healthy disruption.”

- ASHLEY BOWERS COO & President, HomeSmart

HomeSmart credits its high performance to the operational rigor it puts into every aspect of its unique brokerage model. From recruitment to transaction management to agent and broker support, its centralized services create optimal efficiency and service that scales. Take a tour of HomeSmart’s centralized service operations at www.HomeSmart.com/Broker360.

pany that offers 100 percent commission, thinking they’ll keep all their money, but then they’re hit with fees left and right. Agents are having to learn the hard way that not all brokerages are designed equally.

In man versus machine, technology can’t compete with a real estate agent as a local expert. Yes, more than half of buyers found the home they purchased online, according to the National Association of REALTORS®; however, 88 percent of buyers purchased their home through an agent or broker.

“I think disruption within the industry that keeps the process personal, but allows the consumer to have more control, influence and information, is a healthy disruption,” says HomeSmart COO and President Ashley Bowers.

Unhealthy disruption, Bowers adds, is anything that comes be-

36 October 2017 RISMedia’s REAL ESTATE

tween the agent and consumer.

“Buying a home is one of the most stressful things anyone goes through, and is typically the largest investment anyone makes,” says Bowers. “To take out the expert in the process and move into a 100 percent technical or online approach, you lose the non-emotional guidance. Consumers need to have an advocate or expert in their corner who isn’t emotionally tied to the transaction. It’s the service the agent provides well beyond finding a home.”

The agent manages transactions from start to finish, and HomeSmart is focused on making it as easy as possible for agents to do their job.

More than a quarter of agents and 21 percent of brokers reported spending between $501 and $2,000 on technology between May 2016 and May 2017. At

HomeSmart, that number is zero.

“Agents will come in because of our fee structure, which includes a lot of value-adds such as technology at no cost,” says Widdows. “At the end of the day, though, agents stay because of our service. It’s the core of who we are.”

The trait that HomeSmart says sets its service above the competition is integration.

“We’re the first company out there that actually provides a 100 percent end-to-end integrated technology platform,” says Todd Sumney, CMO for HomeSmart. “As a broker or agent, you can put all of your business in one platform. When an agent joins us, they aren’t being nickel-and-dimed with technology costs to support different components of their business.”

HomeSmart is a one-stop shop for agents. When they join, they receive access to proprietary software that streamlines the entire buying and selling process. Agents gain access to a dashboard called RealSmart Agent that shares information with their broker counterpart’s dashboard, RealSmart Broker. In addition to saved time on simple (continued on page 38)

Real World Innovation HomeSmart innovates with purpose. It’s the company’s focus to not invest in or release technology without demand or value to its agents and brokers. Beyond seamless transaction management via tools and systems, HomeSmart International offers agents and franchisees access to technology such as:

Consumers can also quickly access information about nearby listings for future tours and showings.

Lighted yard signs A HomeSmart exclusive, the lighted yard sign lets listings shine 24/7.

SmartReception A virtual live receptionist service greets guests, answers phones and grants remote access to offices. HomeSmart’s franchise owners are able to better manage overhead costs by subscribing to the service with full coverage at a branch office, or parttime coverage while on-site staff are away.

SmartListing When HomeSmart agents use a SmartListing yard sign, they give consumers the ability to text, click or call to get instant access to property details on their phone. Simultaneously, agents get notified of the inquiry, while also having the contact’s phone number automatically captured in their RealSmart Agent CRM for future follow-up.

SmartShowing App This app helps clients and agents keep track of scheduled showings. SmartShowing finds the best driving routes between each home tour and allows clients to upload images and take electronic notes at each property.

RealSmart Broker With a big upgrade planned for Q4 2017, this technology hub enables HomeSmart’s brokers and franchisees to manage their entire business end-to-end from one place. The platform centralizes a 24/7 paperless transaction system and broker/agent communications. Additional features include education portals, recruitment assistance and accounting integration.

RealSmart Agent Fully integrated with the broker system, HomeSmart is releasing a brand-new agent dashboard in 2017. With a single login, agents can access all listing information, transaction documents, custom marketing materials and everything needed to manage their business.

RISMedia’s REAL ESTATE October 2017 37

High Standards Start Here Core to HomeSmart’s model is helping its franchise owners and brokers maintain a strong bottom line without sacrificing a high-quality agent experience.

Its franchise operations team works with each franchise on model adoption to ensure their success. That includes helping meet standards for size, layout, amenities and décor for branch offices.

See those standards for yourself at www.HomeSmart.com/Branch360.

“When an agent joins us, they aren’t being nickel-and-dimed with technology costs to support different components of their business.”

- TODD SUMNEY CMO, HomeSmart

data entry, HomeSmart’s model puts operational standards in place for all aspects of the business. For example, teams are expected to process paperwork on transactions within 48 hours. What’s even better? A solitary login to access the entire dashboard.

It’s this efficiency that attracted Bryan Brooks, senior vice president of HomeSmart’s franchise sales.

“HomeSmart wants agents to take their extra money and invest it in their own business as an agent, or even in their personal lives if that’s what they choose,” says Brooks, who came to the company two years ago after spending more than a decade at a traditional brokerage. “HomeSmart agents are given the choice of what to do with their extra earnings, instead of having to turn it over to their broker.”

Beyond tech, HomeSmart fosters a collaborative culture and reinforces ongoing learning. It has

38 October 2017 RISMedia’s REAL ESTATE

active social media groups, offers training online and in-person and offers centralization that allows scale.

HomeSmart’s Centralized Services was created to alleviate workload and hard costs to franchises. Features include concierge calls that proactively seek out ways to help agents and brokers with a range of daily brokerage activities, such as recruitment, marketing, technology support and virtual reception.

“Matt was innovative before his time,” recalls Brooks of his first meeting with the HomeSmart founder. “More than two-thirds of brokerages are still not paperless. The fact that HomeSmart has been offering that since 2007 has us years ahead of the majority of the industry.”

HomeSmart is continuing to grow, and a large part of its immediate plan is expansion through acquisition and entering into new markets.

In May, HomeSmart acquired Denver brokerage Cherry Creek Properties,

making the Arizona-based firm the largest in Colorado by agent count.

Looking forward, Bowers says sights are set in the South and on the East Coast, with a goal to surpass an agent count of more than 15,000 before the end of 2017. Since acquiring Cherry Creek Properties, the company is adding about 40 agents a month to its Colorado teams.

The combined national performance for HomeSmart, its franchises and Cherry Creek Properties in 2016 was $14.68 billion in closed sales volume and 53,888 in closed transactions.

Nationwide, HomeSmart has 126 office locations, with 42 of those being corporate-owned branch offices, and the other 84 privately owned by franchisees.

The more business automation these offices and franchises have access to, the more time and resources individual agents and brokers will have to make sales and focus on personally connecting with consumers. This is HomeSmart’s next focus, Bowers says. Bringing transparency to the consumer will only make the agent—the backbone of the industry—more valuable, and HomeSmart intends to be the first one knocking at that door. RE For more information, please visit www.homesmart.com.

Nick Bailey Set to Change the Real Estate Conversation How the president and CEO of CENTURY 21® plans to strengthen the brand’s voice

F

or 20-year industry veteran Nick Bailey, his appointment as president and CEO of Century 21 Real Estate

LLC has brought him full circle—back to the place where it all began when he jumped in feet first to the buying and selling side of the real estate business. In this exclusive interview, Bailey shares how his past has set the stage for success as he takes the reins at CENTURY 21.

40 October 2017 RISMedia’s REAL ESTATE

by Paige Tepping

Paige Tepping: Please provide a brief overview of your background in the industry and how you ended up where you are today as president and CEO of Century 21 Real Estate.

Nick Bailey: My real estate career began 21 years ago this past August, at CENTURY 21 no less, but what truly kickstarted my career was my decision to begin investing in real estate at the age of 17. After becoming licensed at 21, I listed and sold for a short time before becoming a broker.

From there, I had the opportunity to join RE/MAX world headquarters, where I spent the next 11 years. This led me to my industry relations position at Market Leader, which was acquired by Trulia before being acquired by Zillow—where I’ve been for the past five years. I’ve always been interested in the ownership side of the business, and my experience in working with brokerages and helping companies grow both their business and agent count has come full circle with my recent appointment at C21®. Throughout my tenure at Zillow Group, I’ve been able to focus on the consumer side of the equation while

threading together what’s needed for brokerage partnerships and creating a good consumer search experience, providing an interesting lens to look through as we build on the market momentum and global growth of the iconic CENTURY 21 brand.

PT: In what ways will your background help you in your new position?

NB: First and foremost, I believe the agent is the most important component of a real estate transaction. By no means has the real estate process gotten any easier over the years, but rather, it’s gotten more complex. At the same time, my experience working on the consumer side at Zillow Group was instrumental in opening my eyes to the fact that we’re in a consumer movement that’s defined by the need for additional transparency in everything we do. And I don’t just mean real estate. Consumers are craving transparency when it comes to how they purchase retail products online and their experiences within everyday life. The process of buying or selling a home is complicated, and it’s frustrating for both buyers and sellers, but it’s important to remember that their experience is dependent on the process the agent provides. While some agents are good at doing this, which is awesome for the industry, moving forward, I want to take the experience of what consumers are demanding and what agents need to make the consumer happy and have this be our focus. To that end, I don’t believe agents and companies are truly seeing what consumers are demanding in terms of the experience of going through the home-buying or -selling process.

PT: Looking at your technology background specifically, how will this help raise the technology level at CENTURY 21?

NB: We know consumers are relying on technology as a medium to make their lives easier. When we look at where industry-related tools for agents/brokerages are in comparison to the technology we as consumers use in our daily lives, it’s clear to see that the industry hasn’t moved fast enough. We need to increase the velocity and speed at which we innovate. While those of us in the industry talk about how fast the technology landscape is changing, I don’t think it’s moving as quickly as we say it is. When it comes to talking about how much the industry has changed, I believe just as much has stayed the same.

ple wondering what’s behind the curtain. Having worked on this side of the business with Zillow Group, I know there isn’t anything behind the curtain. What I hope to do is bring clarity to the fact that there are other marketing companies out there like Zillow Group who will continue to drive massive audiences of people searching for real estate, which is terrific, but it doesn’t mean they’re going to become an agent/broker—as this is not their business model. I’m going to use my voice to tell everyone looking at these companies to instead focus on what they do really well.

PT: You’re being brought on to help build the brand’s foundation and position the brand in global markets.

What’s first on the agenda as you begin to tackle these initiatives?

NB: Global real estate consumers know, love and trust CENTURY 21. I can’t help but think that it’s an awesome foundation to walk into from a leadership perspective. At the same time, I recognize that there’s a consumer side and an industry side to seeing the brand. From the industry side, my first task will be to ensure that the brand is viewed as innovative and fresh. I will also focus on making sure we have a strong voice and that we’re at the forefront of the conversation.

PT: Why is it important for a brand like CENTURY 21 to have a strong global network?

NB: Global investors view the U.S. as the most stable market and the place for the best return in their investments. Having a global network at CENTURY 21 provides a terrific foundation to help foster this international exchange. This is a huge part of our industry, and we have the network in place to leverage it.

PT: What are you most excited about as you step into this new position?

NB: The landscape of real estate is more competitive than ever, at least since I’ve been involved, and in a competitive environment—or a crowded real estate space, if you will—the ability to create clarity, direction and innovation is key. This is one thing I’m most looking forward to.

PT: Looking ahead, what’s on the horizon for the CENTURY 21 brand?

NB: Positioning the brand as relevant, fresh and innova-

PT: Can you tell us about transitioning from Zillow—a firm many see as a disintermediator to the traditional real estate model—to a brand like CENTURY 21?

NB: My role in this regard is to be able to use my voice

tive are the three main things I want to make sure we’re tackling. This is especially true on the technology front, where we need to ensure we have a mobile-first environment. While mobile continues to drive both consumers and agents, I want to be sure we’re taking a fresh approach and wrapping it into innovation. RE

within the industry to move through ‘a lot of noise’ when it comes to a company like Zillow Group, with many peo-

For more information, please visit www.century21.com.

RISMedia’s REAL ESTATE October 2017 41

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{Business Building}

Avoid the Slide Into Complacency

by Geoff Lewis

I

t’s a great time to be in real estate. The economy is humming, and we’re in the thick of one of the best real estate markets we’ve seen in years. If inventory were to gain some ground, we’d be in even better shape.

I’ve spoken with a number of agents who are as busy as they’ve ever been. It’s all-hands-on-deck, with phones ringing, texts flying back and forth and offices buzzing with activity.

The Q2 RE/MAX National Housing Report bears this out. Home sales for the first half of 2017 set a new record in the report’s nine-year history, and over half of the 53 metro areas cited in the study experienced an increase in transactions.

Amidst all the hustle and bustle of showing homes, working through contracts and closing deals, it can be easy to lose track of a key com-

ponent of any successful real estate career: your professional development.

Even though we’re all enjoying a hot market, it’s important to keep pushing forward with career development and education. In doing so, you ensure you stay ahead of the curve on whatever market trends and consumer preferences lay ahead.

It’s interesting to note that regardless of market conditions, you often find that the productivity of top agents remains relatively consistent.

Their business doesn’t rise and fall due to forces around them—they’re

in control of their own destiny, their own success.

And just like the best athletes constantly work to hone their skills, you find the top real estate producers attending courses, going to seminars and earning certifications to further their expertise. Natural talent can only take you so far. The best of the best know that greatness is achieved through continual training and development.

Taking time to further your professional growth might be the last thing on your mind at this point of the year, but it shouldn’t be. A long, thriving career depends on continuing to push boundaries and learn new techniques, strategies and skills.

As busy as you may be, now’s the time to step up. Take a course. Sign up for a seminar. Go to a real estate event. Carve out a few hours and attend an evening class. Create the momentum for a thriving business.

The resulting knowledge you gain directly translates into the value you offer clients. And without value, there’s no such thing as a sustainable business. What sets you apart from the next agent? What makes you better than them? What do you offer that they don’t? The answers to these questions form the foundation of a successful career.

Every real estate agent can agree that a hot market is certainly nice— and a boon to our business. But for those agents who make professional development a priority, success comes no matter the conditions or trends. RE

Geoff Lewis is president of RE/MAX, LLC. For more information, visit www.remax.com.

RISMedia’s REAL ESTATE October 2017 43

New York, states that his team prefers calling over emailing to keep the connection personal and consistent.

Knowing what to say, he says, is key to advancing the connection to more sales.

Script Your Way to Super Sales Success

by Terri Murphy

A

sk any entrepreneur what they need to make more sales, and no matter their profession, they will most likely say, LEADS! But the truth is, leads aren’t enough, and just like referrals, they’re simply one part of our business. What really counts is the conversion rate, which explains a great deal about the quality of the lead and the quality of the system used to convert that lead into a closed transaction.

The difference between succeeding and struggling lies in the word “engage.” The challenge is to shift the mindset of the agent from focusing on the acquisition of more leads to a higher conversion rate for leads already generated.

The best strategy for converting more leads to profits might just be in the “conversation” that begins the moment the prospect raises his or her hand and ends with a closed transaction. The evidence lies in the scripting and resources top agents

44 October 2017 RISMedia’s REAL ESTATE

use to achieve an impressive conversion rate.

During RISMedia’s ACE Webinar this past September, superstar lead converter Mark Seiden (with input from Sara Guldi)* explained that using scripts and dialogues are like using core math. When you understand the power and premise of the activity, you build confidence and have a better understanding of how to provide the leadership to help prospects with their specific needs.

Myths about scripts It’s not about memorizing someone else’s words, but rather, understanding the reasons for objections and how to best determine what that prospect needs to meet their real estate objectives.

Automation often leads to abdication Automation is great, but it leads to abdication when a personal connection is missing. Consider deploying multiple channels to connect. Mark Boyland, super team leader from

Automation with the personal touch Mike Coke of Terra Firma Realty in Wisconsin launched a comprehensive outreach to sellers via direct mail, a Facebook ad for $5 and a landing page offering information about the pros and cons of a seller’s market. This piqued sellers’ interest about finding out the current value of their home when they registered online to get a free property evaluation.

Once the prospect signed up, it set the stage for a follow-up contact that allowed the team to use a threepage scripted outline to determine their level of motivation.

If the prospect was interested in a more accurate competitive market analysis, the response was different than the reply to the homeowner who was solely interested in staying in their home. Other options became available when more information was exchanged, guided by a good script.

When the team used scripts to better understand the needs and interests of the prospect, they could confidently offer information that fit each individual’s needs beyond the scope of an automated drip system—and with impressive results.

Scripts take practice, customizing and great delivery. Change your attitude and brush up on great scripts to convert more of your leads to sold.

RE *To hear more from Mark and Sara, check out RISMedia’s webinar scripts on YouTube: http://bit. ly/2wD20FT. Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com.

Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com.

WE’RE ALWAYS WORKING

TO PROVIDE EXPERIENCES THAT MOVE PEOPLE. At Stewart Title, we’re constantly moving forward and evolving to provide you and your customers with something better. For 124 years we’ve provided personal, meaningful experiences by charting the course of an industry leader – growing our offices, maintaining financial strength to give customers peace of mind, and building an industry-leading staff of experts. All of which allows us to provide you and your customers with closings that result in wonderful memories worthy of this moment in their lives.

Keep your transactions moving forward.

Download our new TRID Amendment Quick Guide at stewart.com/RIS171.

© 2017 Stewart. All rights reserved.

OMAR

KAREN

INDEPENDENT REAL ESTATE AGENT

ERA® AFFILIATED BROKER

Looking for more tools and support to help grow his business Seeks future-forward solutions to develop and manage customer relationships Seeking ways to develop new skills and stay ahead of trends in the marketplace

Offers a collaborative approach, focusing on driving productivity Creates actionable leads for agents with the innovative Zap® platform Top ranked learning program focuses on tech resources and consumer engagement

At ERA, our best-in-class resources, tech tools and shared expertise empower affiliated agents to grow their business their way.

WWW.ERA.COM © 2017 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 owned by ERA Franchise Systems LLC. As an independent contractor sales associate affiliated with an ERA® franchise office, you have a variety of resources, tools, technologies and educational opportunities available to you. The ERA educational materials, programs, or meetings which may contain suggestions and best practices are not mandatory. Nothing in this document is intended to create an employment relationship. Note: This document may contain suggestions and best practices with regard to specific issues you may encounter for you to use at your discretion.

Why You Should Be Working With Renters Commentary by Mark Mathis

A

s a real estate agent, you know a steady stream of leads is the only way to keep your business moving; however, many agents shy away from rental leads because they believe they aren’t worth the time or investment. The only tool that allows you to timestamp the lifecycle of a customer, rental leads can be a great way to increase your client list. The best part about rental leads is that most agents aren’t focusing on them, so it opens a new, untapped market. If you put these tips to the test and find your business thriving, you may have found your niche.

Why should I work with rental leads?

While many groups such as millennials are moving toward homeownership, some can only afford to rent.

This means there’s a large portion of potential homeowners waiting. If you can work with them now, you’ll know exactly when their lease is set to expire. This puts you in prime position to contact them about buying a home as their rental period ends.

Where do I begin?

Before you start, set a price point

(e.g., $2,000/month). This means you’ll only work with clients who are looking for rentals priced at $2,000 and above. After they’ve found their dream property and moved in, send something small to congratulate them. This creates a warm relationship, giving you something to build on in the future.

How can I convert renters to buyers?

After your clients have moved into their rental, add them to an email campaign and invite them to follow

you on social media. Share periodic tips related to saving for a down payment and how to prepare to buy a home. After they’ve been renting for nine months, contact them directly to ask if they’re interested in buying as their lease comes to an end. Since you helped them before, you know exactly what they’re paying, where they live, and what they wanted in a property. This gives you a great advantage in helping them look for a home. If they seem a little hesitant, send them some properties that show how much they could be saving by owning instead of renting.

Keep in mind that if someone inquires about renting, it doesn’t disqualify them from buying. Many renters have great credit scores and savings, but don’t know they can afford a home. You could show them that it’s less expensive to own than rent. If it turns out a rental client doesn’t want to buy, you can always refer them to another agent.

What do I do with the leads that don’t meet my price point?

If your price point is $2,000 and you have a number of leads below this price range, farm them out to other agents. Offer to sell these leads for a nominal fee ($5 each) to rentalspecific agents. Over time, they’ll pay for themselves. If you’d rather keep them in-house, these leads could be great for new agents who are still building their experience.

Ready to start building your client database? Homes.com can connect you with quality rental leads in your area. Don’t let any more rental leads slip away from you; start connecting with them today. For more information, visit http://bit.ly/homesrental.

RE Mark Mathis is general manager of Agent and Broker Sales at Homes.com. For more information, please visit connect.homes.com.

RISMedia’s REAL ESTATE October 2017 47

Why Your Mentorship Program Isn’t Working Commentary by Jennifer Ridenour

A

ll brokers want their agents to be successful; but, who measures success? Often, we become so hung up on systems and efficiencies that one reliable support channel for new agents frequently gets overlooked: the mentorship program.

When implemented properly, a mentorship program lays the foundation for agents to choose their own path to success.

Defining Success by Your Standards, Not the Individual’s Consider what an agent needs to begin his or her real estate career: guidance, knowledge and a glimpse into everyday tasks so that he or she can relate to real-world experiences in the field.

Keep in mind that success and goals are individually defined. Some have a goal to help acquaintances and only sell one or two homes a year, while others set a huge sales volume goal. It’s not up to one person to determine if another is successful or not. It’s with this understanding that we’ve formed, and found success in, our mentorship program.

Assigning Mentors to Mentees, Not Matching Them The evolution of our program began when we had one mentor that ev-

eryone had to rely on. The mentor was running her own business and becoming overwhelmed, causing the mentees to hesitate when they should have been reaching out.

Since a mentorship’s foundation is pairing two people together to create an environment conducive to learning and trust, the results were unfavorable.

Now, our program approaches the process differently. The very core of what we do at HomeSmart is giving our agents the education, tools and support to succeed, easily translating into building a mentorship program that’s valuable, not counterproductive.

Honing in on individuality, mentors and mentees are paired up based on teaching/learning styles and personality.

Enrollees begin with a behavioral assessment test to identify their strengths and weaknesses. The mentee is then interviewed about personal goals and expectations, followed by the mentee personally interviewing mentors matched through

the test. The mentee can confidently make the final choice, creating an experience perfect for them.

Determining When the Mentorship Ends, Not Being Flexible Empowering our agents to embrace their definition of success means being flexible with their time in the program. This is divided into two segments: length of time and program path.

Some mentees have preceding responsibilities, while others can dedicate more time to power through.

Offering one set of time parameters to complete the program would fail those agents whose lives didn’t parallel our plan. Instead, our mentees work through at their pace, and once they’ve closed three sales transactions with the help of their mentor, they’ve completed the program.

Flexibility for our mentees is also given in their personal education choices. We have a professional development course that complements the program, and enrollees can choose to use it or not. We want our mentees to thrive, not be stuck in a program that pushes them away.

Ignoring Change, Not Embracing It When we analyzed the program, we broke everything apart and asked difficult questions. The program is constantly evolving and improving because it isn’t rigidly structured. It needs to be flexible to bend with an agent’s needs.

As real estate changes and markets shift, agents coming in vacillate, too. We’re constantly looking forward and back so that we can find better ways to communicate and elevate the mentees’ experiences. Otherwise, we’ll fall behind the times. RE Jennifer Ridenour is the consulting broker and agent development manager at HomeSmart International.

For more information about joining HomeSmart as an agent, please visit Homesmart.com/join, or visit HomeSmart.com/Franchising for franchising opportunities.

RISMedia’s REAL ESTATE October 2017 49

CONGRATULATIONS! to Patricia Petersen, Jon Evans, and the entire leadership team at

Most Innovative Brokerage Award Runner-up

is proud to partner with the most innovative brokerages in the industry.

Getbuyside.com

Don’t Leave the Buyer Side on the Table Commentary by Tom Kunz

C

ontrol the listing, control the market. This concept is an industry fundamental. While this remains true, why discount the opportunity to make more money on the deal?

Representing the listing is what costs real estate professionals the most financially, versus being solely a buyer’s agent. A listing agent first creates assets to win the business.

Then, when you earn the listing, your costs are put into place to dedicate the appropriate resources to promote and market the property.

Imagine offsetting these marketing costs and increasing your pure profit by finding the buyer for the property, as well. After all, aside from the seller, who knows this property better than you?

Breaking Down the Numbers Whether an individual agent or broker, the following equation remains

true. Divide your gross closed commission for the month by the total sides of business you conducted for the month. That produces a unit value, meaning it provides a monetary worth to each side of business you conducted. Then, take a look at the listings sold where someone else or another company brought in the buyer. If you multiply that number by the unit value and split it by the average commission, it provides a pool of money that was technically left on the table.

Taking on Both Sides As the listing agent, it’s important to make moves quickly and in the best interest of your client upon

signing the listing agreement. Part of that includes finding the right buyer for the property in a timely fashion. Identify the home’s key factors, and check your database first for buyers who have specifically requested those items. If possible, connect with these potential buyers within the first 2 - 3 days, before the MLS requires you to list the property. This reinforces your value to buyer clients and demonstrates your immediate effectiveness to your seller. Of course, continue your efforts with targeted marketing strategies as needed.

As a broker, utilize regular sales meetings to encourage your agents to lift double-sided business for the brokerage. Start with sharing the pool of money you calculated as left on the table. First ask, “Who could have used some of this extra money this month?” Follow this by asking, “Who has a new listing?”

Have the agent stand up and speak to the listing. Then ask your agents, “Who has a buyer for that listing?”

If no one raises their hand, the question is then, “Who is going to get a buyer for that listing?” Write that person’s name down, and for the next month, hold them accountable to close it. This works for the reverse scenario, as well.

Collaboration, communication and accountability are vital in supporting your efforts to increase your doublesided business. Not only does this increase per-person productivity (PPP), revenue and profit, but also a sense of community and support within your brokerage. RE Tom Kunz is executive vice president, Engel & Völkers.

To learn more, please visit www.evusa.com.

RISMedia’s REAL ESTATE October 2017 51

{Power Broker Perspectives}

by Keith Loria

Richard “Dicky” Mopper

Rooted in the Real Estate Community Partner Engel & Völkers Savannah

Being in the real estate business for nearly 40 years, Richard “Dicky” Mopper, partner with Engel & Völkers Savannah, has made an endless number of relationships in Georgia’s historic coastal city, and looks forward to each and every day of work.

“What I love is helping people find the right house for themselves, or the right properties for whatever their venture is going to be on the commercial side of things,” says Mopper. “To me, the key is the personal relationship you can build, and the ability to actually make friends.”

Dedicated to Savannah’s real estate industry, Mopper is a valuable contributor to the area’s professional organizations.

He’s a life member of the Distinguished Sales Society, a member of the local, state and national Board of REALTORS®, and a past officer of the Savannah Board of REALTORS®.

Having run his own firm for most of his time in the business, Mopper made the decision to become part of Engel & Völkers about two years ago.

“It’s been the best de-

52 October 2017 RISMedia’s REAL ESTATE

cision we ever made. Our growth has increased significantly, and our average price per listing has increased more than $100,000 since the change,” he says. “I had never had any desire to be part of a franchise, but the more I got to visit with Engel & Völkers, the more I realized they were very similar to our small firm.

They’re family-oriented, their ethical standards are enormous, and their work ethic is the best I’ve ever seen.”

Hoping to add a second office to the firm’s footprint within the next 24 months, Mopper is currently looking at sites.

Mopper notes that it’s been a “really interesting” time in the Savannah market, with varied neighborhoods and multiple types of properties available.

Values have been steady and sales have been brisk so far this year, with low interest rates proving to be an enormous help.

“We’re seeing enormous growth in new construction in the Savannah area in those areas we consider bedroom communities,” he adds.

The biggest change Mopper has noticed throughout the course of his career

is the industry’s transition from a broker-controlled business to more of an agent-centric business— and that’s changed his job description as a broker/ owner.

“Part of the challenge is finding and keeping good agents because they’re constantly being asked to move to other firms,” he says. “We’re very fortunate that we’ve been in busi-

Mopper and his team participate in many community events, including raising funds for The Humane Society and a Bowl-A-Thon for Lifeline for Children.

ness for a long time and have very strong community relationships. We have a policy of non-aggressive recruiting; our reputation has caused a number of people to just come to our door.”

Once new agents join the firm, Mopper believes they stay because of the firm’s family atmosphere and the 24/7 broker policy where someone is always available to provide help or answer questions.

There’s also a lot of training available to agents, with a Lunch and Learn program that explores a different topic designed to increase business held every two weeks.

“In today’s world, it’s really important for anyone in the real estate industry to stay up with the standards in the market and understand and be educated on everything that’s new,” says Mopper. “In addition to the CE credits that all of our agents are required to do, we offer in-house training to all new agents coming on board, whether they’re experienced agents or brand new to the industry. It’s a very informative course about the tools we offer and how to be better in the market—how to list, how to sell, and how to understand contracts.”

One of the things agents will learn is understanding flood zones, which is a big issue in the Savannah community. They’ll also learn about technology.

“We’re really fortunate to have several people we call ‘tech-perts’ on staff to keep up with all the advanced technology not only in the real estate industry, but in the world today,” says Mopper.

In Mopper’s opinion, what makes the firm unique is that each agent has been taught that there’s a lot more to selling a house than being able to show that it has a pretty kitchen.

“You need to be able to work with your client, understand what the taxes are and what the insurance is, and tell them what they should expect from a home inspection,” says Mopper. “They need to really be educated, up-todate and have knowledge.”

VITALS: Engel & Völkers Savannah Years in business: since 2016; formerly Mopper Kelly, REALTORS® Size: 1 office, 32 agents Regions served: Savannah and the Coastal Empire www.savannah.evusa.com

“I had never had any desire to be part of a franchise, but the more I got to visit with Engel & Völkers, the more I realized they were very similar to our small firm.”

– Richard “Dicky” Mopper Partner, Engel & Völkers Savannah

RISMedia’s REAL ESTATE October 2017 53

John Murray

Working Smarter With Analytics Managing Broker & President Key Realty

John Murray has spent 14 years in real estate, and in that time, he has individually listed and sold approximately 15,000 homes. He is licensed in Illinois, Florida, Maryland, Virginia and Wisconsin.

“My real estate company is unique in that we hand out our leads, tools and systems for free, so our agents are able to succeed, and all of our efforts are focused on their success,” says Murray. “I see a lot of models where the focus is on the brokerage, and we’re the opposite of that. It’s important to run our brokerage like a big team.”

Murray conducts most of his business in Rockford, Ill., and tends to focus on a specialty niche. Like many in the industry, he’s seeing a supply problem, with much more demand.

54 October 2017 RISMedia’s REAL ESTATE

“It’s certainly a seller’s market,” he says. “We focus a lot on data and predictive analytics and working smarter to target sellers and buyers, focusing our dollars and efforts on those individuals who have a higher propensity to buy or sell.”

Using analytics in this way is something Murray has been doing for more than a decade—before it became a trendy thing to do.

“Our access to this data has changed as the availability of data has changed,” says Murray.

“It’s become broader and wider, but at its root core, it’s still about utilizing data to better understand the market and specifically target those who are more likely to transact,” he adds.

“We’ve been very early adopters of technology. I started with a relational database the day I started in real estate.”

Before beginning his real estate career, Murray worked as a CTO for a Fortune 500 company’s wireless subsidiary and served as IT program manager for numerous Fortune 100 companies, including IBM Global Services, so he understands the importance of doing so.

“If you rewind to 2003, real estate wasn’t systematized, but I did that from day one,” says Murray.

“Today, the landscape has changed. The availability out of the box is there. Systems are extremely important today.”

Murray goes so far as to say that analytics is the future of real estate. “If you go to any market, and you can pinpoint your customers and identify them to any degree of certainty, that’s where the market is,” he says. “It’s missioncritical. The brokers that don’t adopt big data are going to lose, because at the end of the day, the consumers will be targeted by those who do understand.”

Today, Murray has a brokerage in multiple states, interfaces with multiple private equity funds and still finds the time to buy, sell and trade real property.

“The real estate firm is expanding, and at some point, it will be a national company,” says Murray.

“We’re going to tie into a much larger picture with leads and referrals and a lot of these analytics. A side project we’re working

on involves building the next generation customer acquisition component.”

In addition to his prowess in the real estate game, Murray is also a tech guru, serving as co-owner of Realty Pilot, a virtual, cloud-computing enterprise tech platform designed to improve the way residential brokers, agents and asset managers do business through automation and data analytics. Murray leads the ongoing development of Realty Pilot’s suite of cutting-edge realty technology platforms.

A success in both, Murray looks back fondly on his decision to retire from the IT world and enter the real estate game.

“I really like the people in this industry; they’re hardworking and fun-loving,” says Murray. “It’s been something I’ve enjoyed.”

RE

“If you go to any market, and you can pinpoint your customers and identify them to any degree of certainty, that’s where the market is.”

– John Murray Managing Broker & President, Key Realty

VITALS: Key Realty Years in business: 7 Size: 14 offices, 88 agents Regions served: Illinois, Florida, Maryland, Virginia and Wisconsin 2016 sales volume: $128,158,529 2016 transactions: 1,483 www.keyrealtyus.com

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Call your local Weichert® office today or 800-301-3000, or visit jobs.weichert.com. *Among traditional real estate brokers. Experian Hitwise 1/2016. **Average based Google Analytics, 7/2016. © 2017 Weichert Real Estate Affiliates, Inc. Weichert® is a federally registered trademark of Weichert Co. All other trademarks are the property of their respective owners.

REALTORS® is a federally registered collective membership mark which identifies a real estate professional who is a Member of the NATIONAL ASSOCIATION OF REALTORS® and subscribes to its strict Code of Ethics. Each WEICHERT® franchised office is independently owned and operated.

5 Common Real EstateSearch User Experience Mistakes to Avoid Commentary by Matt Cohen

4

Not focusing enough on mobile.

Make your mobile web experience as thoughtful and robust as your desktop experience. The best way to support this is by creating responsive web pages. Apps have their place, too. Either way, the mobile experience must offer strong features while respecting the constraints of the mobile platform.

5

I

n our industry, we make a big deal about having the best data, but consumers value something even more: a great user experience (UX) for real estate search. Following are some common mistakes that websites and apps make:

1

Making it too easy to overconstrain the search. When a search presents users with too many fields, not only does it make the search process seem complicated, but it also makes it too easy for the user to end up with too few results, or no results at all. The most effective sites present users with a simple search form and then let them narrow their results on the results page.

2

Giving users too many choices for next steps. The interfaces are often too crowded, or have a lot of advertisements. This results in user confusion and decreases the efficient use of the application. It’s

essential to know what the most important thing is on each page, and what users are most likely to want to click in order to provide large, obvious links and actions, not wasting precious space on items that don’t take the user down the critical path.

3

Showing every piece of information you have, just because you have it. This is very common in IDX and VOW displays. Even if you think it’s crucial to show everything, it’s important to highlight the listing content that’s meaningful to different users. For buyers, for example, that will be price, pictures, number of bedrooms and bathrooms, size and location.

Asking for unearned trust. Don’t ask too much of the user before showing them the value of the site or app. Some sites or apps make the user accept location-sharing right away, force users to sign up right away, or make them agree to a big terms-of-use agreement right off the bat. Downloading an app or visiting a site doesn’t mean the user trusts you enough to agree to your requests. Ask for permissions as late in the process as you can.

When possible, explain your need to request information before doing so.

It’s important to evaluate UX with end users early and often, and develop a plan for UX as early as possible—it’s always less expensive to plan design before software coding has begun. If you’re creating a real estate search app, you should involve user experience design experts in your design, while relying on industry specialists for industry knowledge. When it comes to creating great software and user experience, the right people at the right time in the process make all the difference. RE

Matt Cohen is chief technology officer at Clareity Consulting, www.clareity.com.

RISMedia’s REAL ESTATE October 2017 57

EXPAND YOUR NETWORK With over 15,000 members in 37 chapters across the US and Canada, AREAA is the largest Asian American and Pacific Islander (AAPI) trade organization in North America. As a member, you’ll receive discounted pricing to all AREAA events, FREE webinar training to help fine-tune your skill sets, and be able to participate in International Trade missions.

Find out more about AREAA or join the AREAA family at areaa.org

E M P O W E R • E D U C AT E • E X PA N D

Data Accuracy a Key Piece of the Real Estate Puzzle

by Keith Loria

“I have a small company with three other agents and we all use HouseCanary.

We even use it in our listing presentation to give the seller another strong reference point.”

– JIM WALKER Owner, Jim Walker Realty Services

H

aving been in the real estate business for more than 35 years, Jim Walker knows a savvy innovation when he sees one. The owner of

Jim Walker Realty Services in Flowood, Miss., Walker recently became the first REALTOR® in his MLS to use HouseCanary—the most comprehensive real estate dataset in the marketplace.

The relationship started the way most of his business connections do—with a phone call.

“I get so many calls from companies wanting to sell me some real estate service or item, and I normally don’t take a lot of out-of-state calls, but I took this particular one,” says Walker. “I didn’t really want to subscribe to anything else because I had tried everything under the sun, but the HouseCanary person continued to persuade me.”

Walker looked at the tool closely and was intrigued by the fact that the company had just opened up the market.

“I signed up and started using it, and I use it all the time now,” says Walker. “There are a lot of things that I like about it, but one of the primary things is its accuracy.”

HouseCanary also allows Walker the ability to make

changes with the comps, which has helped him keep his clients happy.

“I use it with listings and most of the time it’s so close to an actual CFA that I’ve grown to depend on it,” adds Walker. “I work with a lot of buyers and pay a lot of money to internet lead providers, and if I’m going to show a house, one of the first things I do is check the value. If the buyer likes it, I’ll dig in a little deeper as far as the value. HouseCanary has really helped with that.”

Because there’s a mixture of houses in his area, it can be somewhat challenging to have a true valuation in a neighborhood. Walker finds that, for the most part, HouseCanary is able to come up with that number.

“Customers really like it. They like the fact that I have this service and can give them another look at what the property is,” he says. “For a new client— someone who hasn’t even signed an account—it provides both me and them a reference point. They don’t know me, so they don’t know if I’m exaggerating anything. HouseCanary lends credibility to me. It shows them that I’ve gone the extra mile with this service, instead of just telling them what I’ve seen.”

Presenting clients with an overview of the data that HouseCanary provides has been a boon when it comes to helping Walker land new customers.

“I have a small company with three other agents and we all use HouseCanary. We even use it in our listing presentation to give the seller another strong reference point,” says Walker. “It’s easy. You can do it on the fly, and that’s great. It’s been very beneficial for me and my business.” RE For more information, please visit www.housecanary.com/ris.

RISMedia’s REAL ESTATE October 2017 59

{Strategies} An Everlasting Value Proposition LEARN THE POWER OF PRICING WITH NAR’S PRICING STRATEGY ADVISOR CERTIFICATION

by Nick Caruso

F

or real estate agents vying for leads, any competitive differentiator is an advantageous one. For those looking to be a cut above the rest, the National Association of REALTORS®’ Pricing Strategy Advisor (PSA) certification can help. Designed to help enhance skills in pricing properties, creating CMAs, working with appraisers and more, agents armed with this designation can more strongly clear up clients’ misunderstandings when it comes to pricing and home values.

Michael Straley, regional leader of eXp Realty in Fredericksburg, Va., and team lead of the Go Straley Group, knows all about the importance of NAR’s PSA course, Pricing Strategies: Mastering the CMA. Having earned the ABR®, SFR®, PSA and CRS designations (among others), Straley has been instructing on the importance of pricing principles for two years now.

So what do agents learn in the course?

“Pricing is very analytical because you’re dealing with markets, so it includes economics. You’re also dealing with analytics, which is mathematics. You’re dealing with a unique commodity, which creates an inefficient market by nature. When you bring these elements together and try to create a pricing scenario, it’s not cut and dry,” says Straley.

Over the course of six modules, Straley makes sense of this complicated subject by building a foundation so that REALTORS®can construct their own system of being able to calculate real property pricing…and learn how to explain it all to customers.

The six modules cover the principles of pricing, choosing comparables, preparing the CMA, presenting the CMA, learning about appraisals, and honing your pricing strategies. Straley even offers tips on how to approach sellers and how wordsmithing can often ease blows.

“Sellers get a little irritated by the word ‘comparable,’ so we say, ‘This property is the most similar substitute for your property,’” he says.

“If you’re dealing with an emotional seller, you want to be able to present things so that they’re well-received, collaborative and effective. You have one time to be new to the market, so if you burn your one time by being overpriced, the only way you can get that back is to wait a 60 October 2017 RISMedia’s REAL ESTATE

year or so.”

Learning how to work with appraisers is another crucially important course component. The PSA class teaches agents what appraisers do and how their process unfolds. It’s important for agents to gather as much data as possible, says Straley, and present it to the appraiser. All of this data will make a huge difference, and is “a game changer in the relationship between appraisers and agents.”

The PSA certification can help from a marketing standpoint, too.

“With the PSA certification, you have that competence sitting beneath your confidence, so when challenged, you have all the answers,” says Straley.

This information could be the make-or-break factor that helps agents win listings and impress sellers, which is “an irreplaceable differentiator,” says Straley.

“Some people who are new to the industry don’t realize how complex it is to sit at a table with somebody who owns a unique property and put your stamp of approval on a price and be able to back it up,” he says. “Some people might leave the class exhausted, but they’re excited at the same time.

“It’s a value proposition that lasts forever.”

For more information, please visit pricingstrategyadvisor.org.

Realtors Property Resource®: Building Tangible Business HOW REFERRALEXCHANGE BOOSTS THE BOTTOM A Valuable Asset in a LINE FOR NEVADA REALTOR® Competitive Industry

by Paige Tepping

F

or Chad Dixon, a broker associate with RE/MAX Results in Edina, Minn., figuring out the fastest, most effective way to get things done with the least amount of clicks is the name of the game when it comes to staying ahead of the competition. And with Realtors Property Resource® (RPR®) by his side, he’s been able to do just that.

While the ease of use associated with the RPR platform and the presentation of its reports initially piqued Dixon’s interest, he now turns to RPR on a daily basis—sometimes up to five times a day.

An avid proponent of both the RPR Property and Mini Property Reports, Dixon has a unique competitive advantage in that he’s providing people way more data than most agents can provide.

“RPR’s Property Report is a way for me to generate something to give to the consumer about the home in which they’re inquiring,” says Dixon. “Not only do they love the data included within the report, but the layout is gorgeous, as well. It looks like something I spent a lot of time working on and putting together.”

And for occasions where the standard 26-page report may be overkill, Dixon can simply choose the fields to include in the report.

“My clients absolutely love it. The presentation is spectacular, it doesn’t take any time, and I can even do it from my phone via the mobile app,” says Dixon, who can’t say enough about RPR’s mobile app—a boon for today’s busy real estate professional.

“It’s great to be able to send a report when you’re standing in the kitchen,” adds Dixon. “People want a copy of it to use as a reference point because of all the data that’s in it. All I have to do is punch in the email address and hit send.”

A true game changer in today’s tech-driven environment, the entire RPR platform has been instrumental in giving Dixon a leg up on the competition.

“Utilizing RPR helps me stand out because a lot of agents are intimidated by technology. They feel like they have to be sitting behind the computer putting a whole bunch of work into creating a report to give to someone,” concludes Dixon.

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

by Maria Patterson

E

ric Gothan, a REALTOR® with Sierra Nevada Properties, knows first-hand that real estate is not a business you can walk right into and expect to be an overnight success. “It takes a bit of time,” he explains.

Serving all of northern Nevada, Gothan is having a particularly good year. “So far, I’m tracking right along with my business plan, and am 15 percent over last year (at press time),” he reports. “By the end of the year, I expect to see a 20 percent increase over last year.”

Gothan attributes part of his success this year to his decision to sign on with ReferralExchange about six months ago. Connecting more than 20,000 top agents in a premier referral network that covers the entire U.S., ReferralExchange allows agents to build both inbound and outbound referral income.

“The more I read about ReferralExchange, the more curious I got. They really look for high-quality agents and it’s a lifetime membership. Even if you move to another company, you’re still part of ReferralExchange.”

- ERIC GOTHAN REALTOR®, Sierra Nevada Properties

What really piqued Gothan’s interest was how ReferralExchange took the concept of lead generation to a new level. “I was getting so many emails from companies telling me how they could increase my business by getting me these great leads, but it was going to cost me a lot every month,” he explains. “The more I read about ReferralExchange, the more curious I got. They really look for high-quality agents and it’s a lifetime membership.

Even if you move to another company, you’re still part of ReferralExchange.”

So instead of paying exorbitant monthly fees for leads that may or may not convert to actual business, Gothan signed on to become part of the nationwide network that quickly resulted in two inbound and four outbound referrals. “The inbound referrals came from agents who had clients looking in areas they didn’t handle, and the outbound referrals were for two clients I had going to Idaho, one moving to New Mexico and the other to Arizona.”

RISMedia’s REAL ESTATE October 2017 61

A Client-First Approach to Service Excellence HSA HOME WARRANTY GOES ABOVE AND BEYOND FOR BUYER AND SELLER CLIENTS

by Keith Loria

F

or Chris Lengquist, team leader at Keller Williams Diamond Partners in Olathe, Kan., there’s no such thing as homeownership without hiccups. “Life happens.

Whether a drain backs up or a furnace goes out in the first week, month or year, stuff does happen,” says Lengquist. “A home warranty can help to mitigate the cost of such an event, and HSA Home Warranty and our local representative George Brockman are in the business of providing such a service.”

For Gothan, this type of business that directly impacted his bottom line far outweighs lead generation programs. “These are actual, tangible people wanting to do one of two things: relocate here or relocate out of here.

Portals give you leads and it’s your job to follow up. The lead may be serious or it may not be serious. There’s no way of telling until you talk to someone…if you get to talk to someone at all. With ReferralExchange, these are people who are further along in the process and are serious about what they need to do. They have a reason or a goal for moving.”

When Gothan has a client looking outside of the areas he serves, he puts them into the ReferralExchange system and an agent in the network will contact him for more information. “That way I can get a good feel for the agent and give them a good idea of what the client is looking for. It’s important that the agent has an understanding of who’s on the other end.”

According to Gothan, the success of the ReferralExchange network lies within the quality of its members.

“People who are part of the network are very professional in their business,” says Gothan. “We have very seasoned agents in the network.”

He also points to the quality of the ReferralExchange team itself. “If I have a question or an issue, I can get a hold of them to resolve it. The system and the technology are great, and the website is easy to manage and navigate. It’s really a win-win situation.”

Bottom line, says Gothan, ReferralExchange helps give him a leg up on his competition. “If you utilize the system and market yourself properly—let all your clients know you can work the entire United States—then it will pay dividends. It’s pennies from heaven.”

The firm has learned that many homebuyers like the protection from unexpected covered expenditures that the home warranty can help provide, especially newer homeowners who may not have the cash reserves of older buyers. Lengquist explains that with a home warranty plan, the buyer’s exposure on big-ticket items can be greatly reduced.

Adam Kedish, a 12-year veteran REALTOR® with Keller Williams Diamond Partners, notes that the firm’s relationship with HSA is invaluable.

“Our clients love knowing that if something goes wrong, the HSA home warranty will help with the expense on covered items,” he says. “Some of our clients are first-time homebuyers who spent a large part of their savings just getting the house, and the first year can be scary if something breaks. HSA gives them the reassurance they need to feel confident in their buying decision.”

Sellers find great protection, as well. When someone has an issue covered by the home warranty, whether it be a dishwasher or a leaking water heater, they simply contact HSA. “The warranty protection provided while the home is up for sale and running through escrow is great,” says Lengquist, who notes that the real benefit comes after the sale is completed. Buyers turn to HSA for covered repairs instead of the seller.

When it comes to sellers, Kedish says they enjoy the free coverage during the listing period, which helps them focus on selling the house.

“If a covered item fails at the last minute, they contact HSA,” says Kedish.

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

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

62 October 2017 RISMedia’s REAL ESTATE

Enhancing Efficiency Through Open Lines of Communication CLAREITY’S BROKER DASHBOARD SETS THE STAGE FOR HAPPIER, MORE PRODUCTIVE AGENTS

by John Voket

B

efore aligning everyone at Sioux Falls’ Hegg, REALTORS® on the Clareity Broker Dashboard, Broker/ Owner Gregg Gohl found company intranet messages weren’t immediately reaching certain agents he may have been corresponding with, or his entire staff, in a timely manner.

But today, according to the firm’s Director of Operations Kim Schafer, no agent or support staffer can access the regional MLS—or any company resource—without passing through a custom-designed dashboard.

With an eye on expanding the use of their Broker Dashboard components even further, Hegg, REALTORS® is taking advantage of the Clareity notification module, which allows a handful of administrators and managers to send messages to unique groups of users, providing Schafer a platform on which she can publish original content with a built-in content management system.

“Continuing to provide tools that enhance efficiency will result in happier and more productive agents.”

lists of vendors, marketing materials, and more.

“We pipeline agents into a system that shows them all the local permits that have been pulled on properties they may be handling, links to things like school system details, vetted home inspectors, flood maps, a parcel finder, and our local county GIS systems,” says Schafer.

“And we’ve chosen to put all the forms in the system, so every possible form that may be involved in a transaction is there for them in one place.”

Schafer also posts about upcoming events, agent meetings and training.

“Our company used to use an intranet, but we were challenged to drive agents to initiate logging into it. Now, all the information we need them to know is put in front of them every time they want to log into the MLS, so they can’t miss it,” says Schafer. “It certainly has improved agent accountability.”

Schafer also employs a tool to send individuals or groups of agents a pop-up that freezes the screen for 15 seconds or more if there’s a priority message or correspondence they need to view.

“They have to read it before they can even pass through to the dashboard, which is getting us close to a 100 percent response rate,” says Schaefer. “Even though some agents may not log in every day, as soon as they do, they respond.”

“Continuing to provide tools that enhance efficiency will result in happier and more productive agents,” concludes Gohl, who notes that the introduction of the Clareity Broker Dashboard is having a measureable and positive impact on his company’s bottom line.

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

- GREGG GOHL Broker/Owner, Sioux Falls’ Hegg, REALTORS®

“With our local MLS using the Clareity Dashboard as its single-sign on (SSO) solution, we knew our agents were already logging in on a daily basis,” says Gohl. “By creating a brokerage dashboard the agents must view before logging into our MLS software, we were able to tailor a single site that has most everything they need to do their jobs.”

Instead of searching through countless other websites and files, agents can find whatever they need quickly and easily. Under Clareity’s guidance, Gohl customized the firm’s dashboard with links to specific resource websites, a forms library, information about continuing education, RISMedia’s REAL ESTATE October 2017 63

Converting Leads Into Clients BUYSIDE HELPS BERKSHIRE HATHAWAY HOMESERVICES’ AGENTS ATTRACT AND CONVERT SELLER LEADS

by Zoe Eisenberg

W

hile most top producing real estate professionals understand that having quality leads in the pipeline equates to more sales, generating these high quality leads can be a challenge—especially in low-inventory markets—where listing leads are the hottest commodity. Enter Buyside, a company that helps agents find seller leads by analyzing the demand activity—and helps to keep the seller loyal post-transaction.

“As a business services provider, we’re always looking to provide our brokers with tools that will add value to them, their clients, and their business,” says Jason Waugh, president and CEO of Berkshire Hathaway HomeServices Northwest Real Estate and Berkshire Hathaway HomeServices Real Estate Professionals. Waugh says he uses Buyside to provide premium resources his team needs to not only excel, but also to become the deep well of service knowledge their clients deserve.

So how does it work? Buyside finds quality seller leads by helping agents lean on an asset they already have: their buyers. In real-time, the company analyzes the thousands of buyer leads that have been generated each month and uses them to help attract those highly coveted seller leads. Buyside provides sellers with a lead-

“While nothing will replace the need for an experienced professional, the intelligence from Buyside is proven to rapidly convert a lead to a revenueproducing customer.”

- JASON WAUGH President & CEO, Berkshire Hathaway HomeServices Northwest Real Estate and Berkshire Hathaway HomeServices Real Estate Professionals

64 October 2017 RISMedia’s REAL ESTATE

gen marketing suite that includes customized landing pages with multiple property valuations, guiding potential home sellers to inquire about receiving a professional valuation and advice.

“While nothing will replace the need for an experienced professional, the intelligence from Buyside is proven to rapidly convert a lead to a revenue-producing customer,” says Waugh.

Buyside not only helps brokers generate seller leads, but it also gives brokerages insight into their real-time buyer inventory. The platform consumes buyer search criteria data from users of the brokerage’s website, buyers that have been manually entered by their agent, and many other sources, including data from the major consumer web portals.

The knowledge Buyside agents are able to share with their clientele allows them to distinguish themselves in their market. “One of the most proven axioms in the business is that the most knowledgeable real estate brokers deliver the best real estate experience,” says Waugh. “The market intelligence and actionable information generated by Buyside results in us having the most informed and knowledgeable broker delivering the best real estate service possible.”

Waugh also notes that having Buyside in his company’s toolbox helps when it comes to recruiting and retaining the best talent. “When the organization is evaluating outside services to invest in, we ask ourselves: ‘Will this help our existing brokers provide more value? And will they help in attracting new talent to the company?’ We place a high premium on critical decision-making data and are committed to having the most knowledgeable brokers in the industry. The Buyside platform is in perfect alignment with our goals.” RE For more information, please visit www.getbuyside.com.

Marketing: It’s Not Just Advertising Commentary by John Bunker

Price. It’s a widely held belief that no agent should work for less than the standard 6 percent split, and for good reason. You provide a specialized and valuable service to both buyers and sellers. Still, you can beat other agents on price if you can get the highest possible price for your selling clients and negotiate lower prices for your buyers. Both are excellent real estate marketing skills.

Place. Location is difficult to adjust; most of us prefer to work near home.

That said, a bit of local research can tell you whether it might be worthwhile to branch into neighboring markets that may be underserved by qualified agents.

W

1. Product 2. Price 3. Place 4. Promotion

Promotion. Although it’s just one piece of the puzzle, this is what most people actually mean when they use the term “marketing.” It’s also important to remember that advertising isn’t the only form of promotion. Anything you do to generate leads, make your name known and develop your brand can be considered promotion.

This includes:

A good marketing strategy will find you standing out from your competitors in one or more of the four Ps. If you’re not sure where to begin, check out the examples below.

8Business cards 8Mailers 8Print, radio or television ads 8Promotional giveaways 8 Developing your internet and social media presence

e talk a lot about marketing in the real estate industry, but what exactly is it? Isn’t marketing just advertising your product or service?

Not really. That’s rather like saying that cooking is just putting food on a plate. Sure, advertising is part of any good marketing strategy, but minimal effort gets minimal results.

If you just purchase a few ads and sit back to wait for clients, you’re not likely to succeed.

Advertising Is Just One Piece of the Marketing Puzzle A strong marketing strategy involves a multi-faceted approach. Advertising has its place, but it only delivers good results as part of a broader marketing campaign. What’s more, many people confuse the term “marketing” with promoting a business.

In fact, promotion—the goal of advertising—is just one piece of the bigger picture.

The Basics of Real Estate Marketing Many people have heard of the four Ps of marketing:

Product. Can you provide better service than your competitors? If so, that’s excellent marketing. Try: 8 Honing your negotiating skills to get your clients the best possible price 8 Having a solid bank of qualified industry professionals to refer your clients to (this includes loan brokers, home inspectors and title insurers) 8 Writing strong listing descriptions that sell

Promote Your Way, but Don’t Forget Marketing Basics Promotion, including advertising, is more flexible than the other pieces of the marketing puzzle. Get the first three marketing basics in order before you begin experimenting with the type of business promotion that delivers the best results for you. RE

John Bunker is marketing director at RealEstateCalendars.com. For more information, please visit www.realestatecalendars.com.

RISMedia’s REAL ESTATE October 2017 65

NAR Adds New Members Medicare Exchange to REALTORS® Insurance Marketplace

by Matt Lombardi

N

early 200,000 members of the National Association of REALTORS® (NAR) are already age 65 or older, and next year, it’s estimated that nearly 100 members will turn 65 every day, according to the NAR 2017 Mem-

ber Profile. Turning 65 is a milestone event that typically includes eligibility for Medicare; however, most Medicare recipients also purchase supplemental insurance to help pay for medical services that Medicare doesn’t cover.

Recognizing that well-rounded insurance coverage is important for our members, NAR’s REALTOR Benefits® Program is proud to introduce the Members Medicare Exchange, available through REALTORS® Insurance Marketplace. NAR members who are eligible for Medicare (or have family members who are Medicare-eligible) now have an easy way to research and select among a variety of Medicare supplemental insurance options at highly competitive prices.

“The Members Medicare Exchange is our latest effort to assist NAR members aged 65 and older as they explore options that expand their coverage,” explains Shannon Kennedy, president of SASid, Inc. (Smart and Simple Insur66 October 2017 RISMedia’s REAL ESTATE

ance Development). SASid is the administrator of REALTORS® Insurance Marketplace (RealtorsInsuranceMarketplace.com), and a proud partner in NAR’s REALTOR Benefits® Program. “We believe in hands-on personal service, so if at any point a member needs assistance in navigating the Medicare supplemental insurance landscape, our licensed benefit specialists are available to answer questions and provide basic information, including the highlights and differences between the individual plans, basic eligibility, and enrollment information.”

How It Works After obtaining Original Medicare through the federal government, Medicare-eligible NAR members who want to explore their coverage options can use the Members Medicare Exchange (RealtorsInsuranceMarketplace.com/Medicare) to quote, shop and enroll in a variety of supplemental Medicare insurance products.

The new Exchange includes a resource center with a variety of educational tools to assist NAR members in understanding Medicare overall, in addition to available plan options.

These resources include: 8Educational articles and videos 8FAQs and glossary of terms 8 Savings calculators and coverage checklists 8Caregiver resources 8 A prescription drug tool (to assist in selecting the best plan based on prescriptions used) Members can benefit from these resources, regardless of whether they decide to select a plan through REALTORS® Insurance Marketplace or elsewhere. Complimentary consultation and personal assistance from a licensed benefits specialist is included as a benefit of NAR membership.

Open Enrollment: It’s On Now While many of the products offered through REALTORS® Insurance Marketplace can be purchased yearround, it’s important to note that the annual open enrollment period for Medicare is on now, running from October 15 to December 7.

Take note though: If this is the year you turn 65, you can enroll in supplemental Medicare coverage at any point in the three months up to or after the month of your birthday.

To access the Members Medicare Exchange, visit RealtorsInsuranceMarketplace.com/Medicare or call 877-267-3752.

Discover ALL Your Benefits Designed with you in mind, the REALTOR Benefits® Program is your official (NAR) member benefits resource, bringing you savings and special offers just for REALTORS®.

Program partners are carefully selected, so you can be assured they understand the unique needs of real estate professionals and are committed to your success. Make www.NAR.realtor/RealtorBenefits the first place you stop when you shop for your professional and personal needs. RE Matt Lombardi is senior vice president, Marketing, Events & Alliances, for the National Association of REALTORS®.

About SASid, Inc. and Additional Insurance Options Available Through REALTORS® Insurance Marketplace NAR offers all REALTORS® and their families access to a full roster of money-saving health and wellness plans and products through REALTORS® Insurance Marketplace. This exclusive online comparative shopping site greatly simplifies the insurance buying process.

The site is powered by SASid, a trusted NAR partner who has helped thousands of NAR members find the best solutions for themselves and their families, providing group dental and vision plans, and a strong roster of additional healthcare options, including a telemedicine plan that provides a modern approach to healthcare and a private major medical exchange.

SASid’s team of licensed benefit specialists offer complimentary consultative services, including cost-saving solutions.

All products are available via the Marketplace website. Highlights include:

8Recently Enhanced REALTORS® Dental Insurance – You asked, we listened!

REALTORS®Dental Insurance plans now offer 100-percent preventative in-network coverage. There are three great group plans to choose from, and these plans continue to have benefits for over 370 procedures, including preventive, basic, and major dental benefits. Next-day coverage is available.

On average, participants see an average savings of at least 42 percent versus not having insurance.

In addition to the enhanced dental plans, the Marketplace offers:

8Members Health Insurance Exchange – major medical insurance 8Short-Term Medical Solutions – temporary plans 8 REALTORS® Vision Insurance – group plans offering coverage for exams, frames, lenses, and more 8 Members TeleHealth – a modern approach to healthcare with access via phone, tablet, web chat or email 8Supplemental Health Plans – designed to supplement major medical 8Drug Card America – a free prescription drug discount card To explore your options, visit RealtorsInsuranceMarketplace.com or call 877-267-3752.

RISMedia’s REAL ESTATE October 2017 67

Putting Homes in the Fast Lane

by Paige Tepping

I

n Oklahoma, Catherine has fallen in love with a new-construction property and is worried it will slip away if she waits to make a bid until after her current home sells. Fifteen hundred miles away in California, John is being transferred out of state by the military and needs to find a buyer for his home quickly—or put his new position in jeopardy. And Sarah, who’s been caring for her aging mother in Massachusetts, is now having to juggle a move into an assisted living facility at the same time as selling her mother’s home.

Even though these people have never met and are experiencing very different life changes and associated emotions and pressures, they have one thing in 68 October 2017 RISMedia’s REAL ESTATE

common: they all need to sell their home, not only for a fair price, but also in a short amount of time.

Luckily, in today’s consumer-focused market, a number of options are available to these sellers.

Several online real estate service providers recently introduced “buy now” options for sellers that guarantee an offer in as little as three days, with some offers coming within 24 hours. But as these digital disruptors seek to sell more homes faster electronically, consumers are left wanting more.

Whether it’s transparency in offer price, local market insight or the human touch, sellers are increasingly demanding the best of both worlds. That’s why ERA Real Estate offers qualified sellers the opportunity to participate in programs that combine a transparent, competitive offer with an ERA-affiliated agent’s personal assistance navigating the landscape.

For Catherine, John and Sarah, a 40-year-old program offered by ERA Real Estate, the ERA Sellers Security PlanSM (ERA SSP), is the only franchise-backed program of its kind, designed specifically to help agents win more listings and give sellers the confidence that their home will sell at a fair price—and quickly. The program is simple, reliable and backed by decades of experience.

Here’s how it works: owners of qualified properties (see sidebar) work with an ERA® agent to have the home evaluated and appraised. After a list price is established by a third-party appraisal, the ERA agent then starts to actively market the property, with the goal of selling the home at the highest possible price within six months of listing. If the property doesn’t sell, the home is purchased at 90 percent of the appraisal cost, less closing costs. The transaction is transparent, reliable and beneficial to both the agent and the seller.

Over the last year, the program has undergone several important updates to evolve with current market conditions, and to make it accessible to more sellers and more attractive to agents who use the program to better position listings to sell.

ERA Real Estate has also added a new, innovative alternative called ERA Express Sell for home sellers to take advantage of. Currently being piloted in Florida, the ERA Express Sell option allows sellers of qualified properties to sell their home for 86.5 percent of the appraised value as soon as 30 days from acceptance of a purchase offer. Between June and December 2016, ERA agents who offered the program to potential sellers significantly increased their capture rates.

Based on the success of the pilot, the franchisor

To qualify for the ERA® Sellers Security® Plan, homes must…

• Be a single-family primary residence • Be valued between $50,000 and $750,000 • Not be within the top 10 percent of the MLS • Be marketable • Be located in their broker’s primary marketplace • Meet absorption rate criteria

Sellers must…

• Have a minimum of 10 percent gross equity in the home • Be current on all mortgages and have no liens filed against the property. The owner will be responsible for mortgage payments and maintenance on the home until closing.

Opt-Out Clause The seller can opt-out of the listing agreement with the ERA broker within 21 days of being notified if they do not qualify for SSP.

has plans to launch it in various markets across the U.S., offering a two-lane option for agents to present to sellers—the fast lane and the express lane, both backed with the transparency and security of a seasoned franchise, and both able to provide sellers with a degree of security in knowing when their home will sell.

Catherine, for example, can make a contingencyfree offer on a new-construction home, while John can be more nimble in his relocation. And Sarah has the opportunity to accept a fair market price for her mother’s home. On top of that, the agents working for each of them gain the trust of their client—as well as the listing.

“This additional ‘express lane’ offering, coupled with ERA’s legacy ‘fast lane’ program, can help agents—the lifeblood of the industry—win more listings, position homes better and increase their productivity,” says Sue Yannaccone, ERA Real Estate president and CEO. “Our biggest goal with these programs is to provide ERA-affiliated agents with new ways to support their communities while keeping the hallmarks consumers expect: accountability and trust.” RE For more information, please visit www.era.com.

RISMedia’s REAL ESTATE October 2017 69

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{Power Teams}

Under-Promise, Over-Deliver

by Verl Workman

T

he real estate industry is full of amazing people who have a desire to do well, but according to Gallup Poll, we’re not very well respected. This is in part a symptom of under delivering and not being focused on creating the ultimate client experience.

The key to exceeding expectations is to first decide what level of agent you want to be. Do you want to do the minimum required to get paid at the closing table, or do you sincerely want to create raving fans because of the experience you created during the home-buying or -selling process? If the answer is creating the ultimate client experience, follow the lead of the elite agents and brokers who make it their mission to create these experiences, and build your systems around excellence.

One of our coaching clients, Anthony Marguleas of Amalfi Estates, will close $200 million in real estate this year listing and selling homes in California.

Anthony’s team has taken the time to break down every touchpoint, follow-up and interaction with their clients to intentionally create an amazing client experience. In dealing with the elite, and high-dollar buyers and sellers, Anthony has learned that his team can’t be average. Not only does his team host amazing open houses, they also have amazing client appreciation events.

And they’ve even implemented a high-touch system in order to stay in touch with clients before, during and after each transaction. As a result,

his business continues to grow, as does the team’s ability to serve more families. Once a transaction is complete and commissions are paid, members of the team donate up to 10 percent of their commission to one of five local charities in the name of the client.

This experience allows them to be a critical part of the community, create an amazing experience for the client, and make a real difference. As a result, they’ve donated over $400,000 to date, with the goal of reaching $1 million. The clients love that the team is focused on making a difference instead of running around with commission breath.

Here are a few suggestions that will make a difference when it comes to creating an amazing client experience: 8 Increase your communication.

Follow up, stay in touch and keep clients informed as to what’s going on with the transaction.

8 Build a premium marketing program that has more, does more, and separates you from the average.

8 Hold client events. This gives you the ability to connect with your

clients on a more personal and fun level.

8Do what you say you’re going to do.

8 Use a system. Don’t use Post-it notes or text messaging to remember to do the right thing. Use a follow-up system and schedule your communication so that it never falls through the cracks.

8 Become a true expert. Read articles, attend classes, study trends and know the inventory.

There’s no substitute for experience. If you don’t have it, block out time on a daily basis to gain the knowledge you need so that you can communicate with confidence and accuracy.

8 Be passionate with everything you do. Your enthusiasm will rub off on everyone you come in contact with.

8 Go the extra mile. When you’re all done, ask what more you can do, then do it.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Sign up today for a free business consult with Verl by sending an email to coach@verlworkman.com. To hire Verl to speak at your next event, email events@verlworkman.com.

RISMedia’s REAL ESTATE October 2017 71

{Power Teams}

3 Steps to Understanding Personality Types

by Cleve Gaddis

I

f you were to ask 10 home sellers or buyers who have all worked with the same real estate agent—delivering the exact same service—to rate the service they received, you’ll probably get a variety of different ratings. This happens because every client is unique. Fortunately, however, everyone fits into four basic personality types.

You’ve probably heard of the DISC Personality Assessment. Many real estate companies use it when making hiring decisions, but it can also be valuable in helping you size up your clients. I happen to be a high D. I prefer people to be brief and to the point, show appreciation, provide options and benefits, focus on results, and handle problems immediately.

I’m currently working with a seller who is a high S. She needs me to express genuine interest, give her a sense of support, avoid confrontation, be relational, give her time to adjust to change, be patient, and show sincere appreciation. Can you see the potential conflict? If I provide the type of service I prefer, she won’t be happy—even if she gets what she wants. When I provide the type of service preferred by a high S, she’ll feel as comfortable as when she’s in her favorite pair of pajamas.

72 October 2017 RISMedia’s REAL ESTATE

What does DISC stand for?

D – Dominance. Sees the big picture, can be blunt, accepts challenges and gets to the point I – Influence. Shows enthusiasm, is optimistic, likes collaboration, dislikes being ignored S – Steadiness. Doesn’t like to be rushed, calm demeanor, relaxed approach, supportive actions and humility C – Conscientiousness. Enjoys independence, objective reasoning, wants the details and fears being wrong According to DISC Insights by PeopleKeys, you can determine a person’s personality type in three easy steps. After interacting, ask the following questions:

1.

Are they an introvert or an extrovert? Introverts are better listeners than talkers, and extroverts are better talkers than listeners. Extroverts will fall into the D or I category, while introverts generally fall under S or C.

2.

If they’re an extrovert, determine whether they’re friendly or direct. If they’re extroverted and friendly, they’re an I. If they’re extroverted and direct, they’re a D.

3.

If they’re introverted, are they helpful and accommodating, or are they curious and analytical? If they’re helpful and accommodating, they’re an S, and if they’re curious and analytical, they’re a C. By answering the three questions above, you’ll be able to adjust— based on your client’s personality—the way you and your team interact with them. Not only will your client appreciate the difference, it’ll lay the foundation for them to give you rave reviews and send a regular stream of referrals your way.

Cleve Gaddis of Gaddis Partners, RE/MAX Center learned sales the hard way, selling vacuum cleaners door-to-door, and now his real estate team closes $60 million in sales annually in Atlanta, Ga. He loves to share his sales strategies and to see others succeed.

He’s the host of the Call Cleve Atlanta Real Estate Show which can be heard on NewsTalk 1160 WCFO every week. Contact him at Cleve@GoGaddis.com.

{Power Teams}

The Hardest Question to Ask

by Rick Geha

“W

asn’t that the most fun EVER?!” Have you ever yelled that out to a buyer or seller at the end of a transaction?

If we’re being honest, this isn’t something we usually say, and, quite frankly, any time we’re told to ask the client what their experience was like, we do all we can to avoid the question.

Why? Because we have an innate fear of hearing that we didn’t satisfy the way we truly believed we would—that we were “less than” or “not enough.” In fact, we set out to amaze, and we often fall short.

This subject is as broad and deep as the oceans of the world. Let’s simplify it. We can eliminate most of the stress and strife around providing the ultimate client experience.

How? Good question.

In 1996, Dr. Tony Alessandra wrote a book called “The Platinum Rule.” He essentially negates the Golden Rule, and it’s a good thing.

While the Golden Rule says to do unto others as you would have them do unto you, the Platinum Rule says to do unto others as they would like done unto them. I don’t like to be treated the same way you like to be treated, and I’ll prove it to you. If you need more proof, go online and take the 5 Love Languages assessment and compare your results with your spouse.

Knowing this, if we would just do the most uncomfortable thing ever, our clients would all have an outstanding experience. They would also make sure others know about it through word of mouth, Yelp, Zillow Reviews, social media, etc.

If you took the time to find out exactly what the customer is looking for, deliver that exact request and check in along the way to make sure you’re doing all you agreed to, you probably wouldn’t have to ask how you did because they would be delivering unsolicited testimonials of your performance and obvious genius.

Here’s a news flash: Being broke is more uncomfortable than asking clients to rate their experience throughout the process. Seeing your friends and clients use a different agent is more uncomfortable than asking this one simple question.

You need to know everything about how your clients want to be treated. This includes understanding how they want to be communicated with, and how often you need to communicate with them in order to make them ecstatic.

In the end, remember that you’re enough, but you don’t read minds.

If you took the time to find out exactly what the customer is looking for, deliver that exact request and check in along the way to make sure you’re doing all you agreed to, you probably wouldn’t have to ask how you did.

Ask your client what they want and how they want it, and then deliver.

Rick Geha of The Rick Geha Real Estate Team began his real estate career at age 22, and has been selling for over 36 years and has run, managed or owned real estate offices for the past 23 years. His love of people and mentoring their passions has led him to a successful career as a speaker, trainer and coach. Over the past 15 years, he’s led more than 1,000 classes and workshops throughout the U.S. and Canada. He is currently a coach with Workman Success Systems.

Contact him at Rick@RickGeha.com.

RISMedia’s REAL ESTATE October 2017 73

{Power Teams}

The Ultimate Client Experience: Are You Providing World-Class Service?

by Nate Martinez

W

hen was the last time you had an ultimate customer experience? What experience(s) did you tell your friends about, and are those still top-of-mind for you? In your real estate business, do your clients experience a world-class process?

Last year, I had the pleasure of flying business class on Korean Air to Vietnam. The service was over the top, and set a new bar for air travel. Several years ago, Korean Air was one of the worst airlines, and today, they’re one of the best because they learned how to provide the ultimate customer experience.

Are your clients telling their friends about the amazing experience they had working with you?

If they are, congratulations! If not, let’s dive into how you can create an over-the-top experience that your clients will go out of their way to tell everyone about.

The only way to exceed a client’s expectations is to ask what they expect. We survey every client who works with us to get feedback on the service we provided. Many years ago, one of my best buyer’s agents was devastated by a survey she received.

On a scale of one to five, where three is average, she received a 74 October 2017 RISMedia’s REAL ESTATE

three. She was upset because she felt she had done an amazing job; however, she had failed to ask about the client’s previous buying experience.

The client had a previous experience that set the bar high, and by not asking, my agent had already failed to meet their expectations, and the service the client received was just average when compared to their previous experience.

In order to provide the ultimate client experience, we must have systems and procedures in place. This plan takes a lead and turns it into a prospect, a prospect into a customer, and a customer into a client. You need a plan that turns every client into a successful homebuyer or seller.

Every step of the process needs to be detailed so that every aspect of buying or selling a home with you can be executed to perfection.

Your plans need to be implemented into your CRM (Customer Relationship Manager). A CRM is a database that allows you to keep track of all your clients, appointments and business processes.

Build-out action plans for each as-

pect of your business with specific details on how to take the task from A to Z. How many action plans do you need? One for every aspect of your business. Here are a few examples: 8 Listing appointment follow-up plan 8Marketing plan 8 Contract to offer acceptance plan (seller and buyer) 8 Pending escrow to closing plan (seller and buyer) 8 Post-closing follow-up plan (seller and buyer) 8 Buyer consultation plan 8Showing homes and offer plan Having action plans aren’t only essential to delivering world-class service, but they also allow us to predict a successful outcome. RE Nate Martinez is the broker/co-owner at RE/MAX Professionals in Glendale, Ariz. Nate has 30 years of experience in real estate, is seasoned in negotiations and holds the prestigious ABR®, CRS, GRI, e-PRO® and SFR® designations, among other certifications.

He firmly believes in the value of education, having trained hundreds of real estate professionals as a speaker, and is currently a coach with Workman Success Systems. Contact him at natem@remax.net.

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Tips for Boosting Repeat Business

B

y following these five helpful tips, you can gain repeat business and turn your clients into advocates.

1. Over-Communicate and Over-Service Make sure you keep your clients up-to-date on every detail of their transaction. If they call you, quickly get back to them. Show them that their business is important to you.

Go the extra mile and wow them with personal touches. And never make a promise you can’t keep. It’s better to under-promise and over-deliver than to over-promise and under-deliver.

2. Reward Loyal Clients Sometimes agents can become so focused on bringing in new clients that they forget about the ones with whom they have already worked. A little thank you goes a long way. Reward past and current clients with exclusive discounts, rewards or other tokens of gratitude.

78 October 2017 RISMedia’s REAL ESTATE

3. Think Long-Term Don’t think of your clients as a onetime, short-term commission; think of the total revenue they can bring you over time. Develop a long-term marketing strategy in order to keep in touch and stay top-of-mind with existing and past clients. Email is a powerful tool and should be at the forefront of your marketing plan. Add value by sending newsletters and blogs that offer useful information your clients would be interested in.

4. Connect Through Social Media According to Forrester Research, getting social media followers and fans to engage often makes them far more likely to recommend you.

Using Facebook, Twitter, Pinterest and other social media sites daily

can help ensure that your clients become advocates and want to refer you to friends and family.

5. Ask for Referrals and Show Gratitude Although some clients may give you referrals without prompting, many won’t, so you will have to ask for them. Include a request for referrals in all of your client communications, and try to bring it up naturally in conversation. Consider creating a referral program. After receiving referrals, a handwritten note/card with an update is a nice touch. Keep track of who sends you business so that you know to give those people extra attention. RE

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{Broker Spotlight}

Ready When Opportunity Knocks Smart Expansion Fuels Growth at Berkshire Hathaway HomeServices Anderson Properties

by Maria Patterson

From left to right: Broker/Owner Mike Huff, COO Rick Young, CAO Michael Johnston

80 October 2017 RISMedia’s REAL ESTATE

M

ike Huff has a simple philosophy when it comes to growth: go to where the opportunities are. It is this mindset that put him on the path to taking Anderson Properties from five agents in Houston to 1,000 agents in 40 locations throughout Texas, Oklahoma and Arkansas. With a focus on consolidation within the firm’s footprint and acquisitions from outside, Huff believes in getting out of the way and letting agents do what they do best: “Do your job and work hard and good things are going to happen.” Find out more about Huff’s winning attitude and the strategies that have led to the firm’s success in this exclusive feature.

Maria Patterson: Tell us a little about how you got started in the business world.

Mike Huff: I spent most of my childhood in a town that no one’s heard of but everybody knows. Mount Airy, N.C. is the real Mayberry—it’s where Andy Griffith was born and where “The Andy Griffith Show” was conceived. My father had a wholesale distribution business that covered all of Western North Carolina.

After graduating college, I got into that business with my father; we had multiple locations and we were very successful. We worked with contractors and dealt in building, plumbing, heating, air conditioning and electrical supplies.

But like most businesses, everything goes through a phase of consolidation, and so did we. When we sold the business, I worked with the new owners for three years. When my contract was not renewed, I had a job offer from a competitor in Houston within an hour, and I joined that firm. But that was a publicly traded company, and I was used to being my own boss. I quit three times and they talked me into staying twice.

MP: How did your career path lead you toward real estate?

MH: I had gotten my real estate license and started acquiring properties in Houston. I had acquired 100 properties and decided I would start managing them; that grew to 400 properties. I had my license with a small company with just five agents, Anderson Properties. When I got there in the early 2000s, Suzanne Anderson was about to shut the business down, and I got to thinking, this is a chance for me to show what I can do. I was frustrated with the publicly traded company I worked for and felt like this was a chance to put my money where my mouth is and see if what I thought about running a business would really work.

MP: Seems like you made the right decision—the company has certainly grown since then!

MH: I took those five agents and in 12 years, have grown it to 1,000 agents in 40 locations within three states.

MP: What did your path to growth look like?

MH: The company did pretty well in

Houston the first 3 - 4 years, and then we had an agent who wanted to move to Austin, so we bought a company there.

When we got to about 100 agents, we felt we needed to change something. We had reached a plateau and were afraid to change and risk losing what we had, but you have to be dynamic and continue to look for ways to grow the business. We decided to affiliate with Better Homes and Gardens Real Estate in 2010 and continued to grow and add companies within and outside of our footprint. But a year-and-a-half later, the polish was wearing off, and Better Homes and Gardens Real Estate had the opportunity to get a bigger player in Houston. They asked us to leave the network. We immediately secured an opportunity to join the Prudential Real Estate network, just prior to the creation of Berkshire Hathaway HomeServices. That fortuitous move was like an explosion.

Within just a little bit, we expanded our business outside the state of Texas to Oklahoma. When we converted fully to Berkshire Hathaway HomeServices, it took us to another level.

When we went from Better Homes

RISMedia’s REAL ESTATE October 2017 81

and Gardens to Prudential, we doubled, and when we went from Prudential to Berkshire Hathaway HomeServices, we doubled again.

Now, we’re working on consolidation within our footprint and acquisitions outside our footprint.

MP: Clearly, you’re very successful at business expansion. What is your philosophy toward growth?

MH: We’re constantly buying companies and consolidating branches.

Consolidation is the wave of the future for this industry—there are a lot of broker/owners out there aged 65 - 85 with no exit strategy. Every company I buy, I evaluate for six months to a year, and each one is different. We understand the importance of loyalty and identity, so we allow them to retain some independence and continue to do what had historically made them strong. I’d like to tell you that I’m real smart and did all these smart things to make us grow—but my father reminded me that I’m not that smart and I need to hire smart people. So I did. I had worked with Rick Young in a prior life, and Michael Johnston was not only a friend, but the first person I hired when I bought Anderson Properties. I could not have gotten here without the both of them—and yes, they are smarter than me! These days, everybody likes to be bold and different, but there’s a lot to be said about consistency. We have stayed consistent to our core values. Pretty much everything we believed in at the beginning, we still preach now.

Diversity is another important part of who we are. We have over 35 countries represented within our offices and 30 different languages spoken, along with every religious denomination and sexual orientation. We’re all swimming in the same pool and fishing in the same water.

82 October 2017 RISMedia’s REAL ESTATE

Mike Huff

MP: What sets your firm apart in its various markets?

MH: First of all, the Berkshire Hathaway HomeServices name is very powerful and opens a lot of doors for us. I also think we have a very strong management team throughout the system, from regional to state leaders to individual managers in the offices. I think that sets us apart. And our upper management—myself, COO Rick Young and CAO Michael Johnston—we get our

hands dirty. We don’t micromanage, but we do know the business and how to make things happen.

MP: What are some of the market challenges you’re currently dealing with?

MH: Our markets are very heavily reliant on oil and crude. While the rest of the country loves how low gas prices are, Oklahoma and Texas would be a lot happier if oil and gas prices were higher. But those are

“We’re not putting pins on the map and saying, ‘this is where we want to go next.’ We go where the opportunity presents itself.”

- MIKE HUFF Broker/Owner, Berkshire Hathaway HomeServices Anderson Properties

things you can’t control, and believing otherwise will get you in trouble really quickly. We need to be nimble enough to react to the market because there’s no way to control it.

Now, with the devastating aftermath of Hurricane Harvey upon us, we have a whole new set of challenges that will impact our communities, agents, markets and business for years to come.

MP: What most attracts agents to Berkshire Hathaway HomeServices Anderson Properties, and why do they stay?

MH: There’s not one thing that brings a mass of agents to you… there are 10 - 15 things that bring 80 percent of agents to you. Agents are creatures of habit. They like to stay where they are, and they know what we have to offer. We want to be in their top 2 - 3 choices of companies. If you have to go out and convince someone to work for you, there’s a good chance you’ll lose them.

We’ve had a good track record with agents over the years. We’ve been honest with them and do the best we can to do the right things for them. One of the best things about me is also the worst thing—I’m always going to tell you the truth.

For what it’s worth, the surviving agents from the original five are still with us, and most owners of the

companies we’ve acquired remain as integral players. Their experience is valued as we continue to grow, which says a lot about our culture.

MP: Please describe your firm’s culture and leadership philosophy.

MH: We all have a job to do. Do your job and work hard and good things are going to happen. I let people do their jobs, and that translates down to the agents. I’m there to help them if they want it, but otherwise, I step out of the way and let them do their work.

A vital part of what binds the company together across three states is our support of the Sunshine Kids organization. Dedicated to helping children living with cancer, this organization has been supported by the entire network for many years. Two years ago, we broke the record for funds raised, and we continue to do all we can as we go forward.

MP: What is your approach to coaching and training?

MH: For new agents, we have a week-long boot camp, which teaches them 80 percent of what they need to know. The other 20 percent is experience. We probably have 300 training opportunities a year at our branches, and we also offer online training. You can lead a horse to water, but you can’t make them drink. Usually, agents who don’t

want to adhere to training—and those who fight you on it—won’t be real successful.

MP: What most drives the company’s success?

MH: I’m a firm believer that 80 percent of this business is based on agents’ connections (who they know and what they know), and the other 10 - 15 percent of the business is based on relocation and other types of outside influences. A lot of brokers say it’s all about themselves, but it’s not the broker that makes the agent—the agent makes the brokerage. The broker has the financial and legal responsibility, but at the end of the day, good agents make us look good.

MP: How do you stay ahead of the curve on technology, online marketing and social media?

MH: You can’t. Technology is changing way too quickly. If you take the time to evaluate technology the way you should, it’s outdated before you can even implement it. You have to rely on your gut and your agents.

We also rely on Berkshire Hathaway HomeServices to move us forward.

MP: How will you grow the company moving forward?

MH: We’ll go wherever the opportunities are. We’re not putting pins on the map and saying, ‘this is where we want to go next.’ We go where the opportunity presents itself.

If you don’t have an exit strategy and you want to do something with your company, we don’t care where you’re at. If you don’t hunt, you don’t eat in this business. RE

For more information, please visit www.berkshirehathawayhs.com/AndersonProperties.

RISMedia’s REAL ESTATE October 2017 83

{Broker Best Practices}

Committed to Excellence

by John Voket

which is consistently developing better trained, more productive agents—and strong, positive feedback on post-closing surveys.

Doug Loyd Broker/Owner Florida Executive Realty, a member of Leading Real Estate Companies of the World® Tampa, Fla. www.floridaexecutiverealty.com Region served: The Greater Tampa Bay area Years in real estate: 37 Number of offices: 5 Number of agents: 170 Best tip for dealing with difficult clients: Difficult clients may be nervous about the price, process, pace and outcome, so offer objective information that’s correct and timely, as well as a calming voice.

Best tip for running a successful meeting: Treat them as regularly scheduled teaching and training opportunities.

Key to staying profitable: Maintain a serious, ongoing focus aimed at raising revenue or lowering expenses.

Florida Executive Realty recently established a non-profit foundation.

What was the motivation behind this decision? We’ve been honoring

84 October 2017 RISMedia’s REAL ESTATE

staff members involved in charitable or humanitarian endeavors with a Humanitarian of the Year award at an annual company event for years. Those good works inspired us to establish the Florida Executive Realty HOPE Foundation in 2015, with agents we previously honored serving as directors. We selected four local non-profits and directed donations of $25,000 in our second year from agent contributions and matching company dollars. This year’s goal is $40,000, with the possible addition of a fifth beneficiary.

Your company has initiated something called S.E.A.L. training. What is that all about? Our company is fully committed to excellence first and numerical growth as it naturally follows, so our teaching, training and coaching programs need to be robust enough to develop the former and effectively support the latter. As we updated, upgraded and expanded those efforts, we branded the overall initiative S.E.A.L. (Service, Education, Advocacy and Leadership) training,

Why is your new homes division so important to your overall mission?

Our new homes division started in 2014 with the acquisition of a local niche brokerage focused only on new construction. By establishing this stand-alone division, we developed even greater cooperation with local and national builders and opened greater lines of communication between our senior managers and our featured builders. This division serves as a liaison between agents and clients, an educational resource for agents, and a relationship-builder at the on-site level. The program was honored as the “Rainmaker Lead Generation Program of the Year” in 2016 at the Leading Real Estate Companies of the World® conference and continues to generate additional sales, marketing and profit opportunities.

What brought you to affiliate with LeadingRE? We joined LeadingRE (then RELO) in 1998, and the affiliation stands as a significant milestone for our company, with benefits far exceeding expectations. Our attendance at both regional and national LeadingRE events has raised our company’s profile, helped us keep abreast of industry changes, and been key to establishing personal and professional friendships across the country.

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

Creating Profitable Relationships Mike Bjorkman Broker/Owner HomeSmart NCG Valencia, Calif. www.homesmartncg.com Region served: Northern Los Angeles County Years in real estate: 26 Number of offices: 3, with another set to open prior to 2018 Number of agents: 250 Please describe the current trends in your market. Buyers are more demanding, sellers are more giving, the higher end is slowing down and the average price range is still cranking right along. Today, it’s all about explaining to sellers that flexibility will command a higher price and a guaranteed close, while making buyers feel like they’re getting a better deal. While it used to be all about giving sellers what they wanted, we’re all in this together now.

What strategies do you have in place to help your agents succeed?

We have access to some of the finest agent training, both live and

online. In addition to hosting my own podcast; The Real Estate Marketing Show, agents have access to a variety of training videos via YouTube and our HomeSmart agent dashboard.

What role does social media play within your firm? The best strategy is to approach social media with balance and to control what you say and how you say it. My four rules for social media success begin with allowing your friends and followers to get to know you by sharing your hopes, dreams and aspirations. From there, it’s all about posting current listings and testimonials from satisfied buyers and sellers. Next, get people to like your page by sharing your enthusiasm for helping out in and around the community and by providing solid real estate advice. And last, but not least, never post anything negative. By paying attention to these areas and creating a good balance, you will create profitable relationships. It’s also important to communicate with clients the way they prefer, as not everyone uses the same social media platforms.

Double-Digit Growth

Kelly Norris Executive Vice President, General Manager Heritage Sotheby’s International Realty Napa, Calif. www.heritagesir.com

by Paige Tepping

Therefore, we train agents to adapt their social media messaging to match the goals and personality styles of each and every client.

In what ways does your firm stand out from the competition? The tools and technology we have access to through HomeSmart give us a truly competitive edge. There’s nothing that an agent needs that we don’t provide. The brand’s flat-fee model is another thing that sets us apart, as it allows agents to use the money they save for marketing, branding and lead generation.

The franchise support we receive is another point of differentiation, enabling us to get more done in a shorter amount of time.

How do you keep HomeSmart NCG top of mind with former clients?

Through technology. The tools provided to us through HomeSmart have built-in CRMs, so we have everything we need to stay in touch.

It’s also important to note that everything is created with the intention of being used within direct mail, social media or email campaigns and marketing materials.

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

by Nick Caruso

Region served: All of Napa County, some of Sonoma and Solano counties Years in real estate: 29 Number of offices: 2 Number of agents: 65

current 65. As of this last year, the market has more or less flatlined.

The difference is that everyone else has seen a dip in their business, but we continue to grow at a double-digit rate, year-over-year, in topline sales.

How is the real estate market growing in Napa, and how is your company growing as a result? It’s been growing substantially since 2011.

We’ve been growing in double digits year-over-year, and since I took the management job four years ago, we went from roughly 26 agents to our

Are people starting their home searches online, or is it all word of mouth? Word of mouth is always important, but our online presence couldn’t be more important today.

It’s a huge priority for us to make sure we’re found in a number of different ways through portals like

RISMedia’s REAL ESTATE October 2017 85

realtor.com®. At the same time, we do social media/Facebook marketing and have our own personal website. We have our own internal marketing department that works on SEO and our blog to drive traffic to a number of different areas so we can gather as many online leads as possible.

have Market Snapshot, which sends clients (or those we’re still turning into clients) reports full of market information. Leads then go into Top Producer, which all of our agents can utilize. The whole package has been extremely successful. Our company is on the forefront of technology, and realtor.com®is paramount to that.

How has your online presence contributed to your growth? We’ve been a part of realtor.com®for a long time. They pull our listings every month, but being one of the larger listing companies in the Valley, we started using them in a larger way. We have an auto-responder in FiveStreet, which auto-responds to inquiries so we can filter those throughout the company. We also

How do you incentivize agents to respond before consumers land in your competitors’ hands? We realize that timing is everything. Our listing agents, because they’ve worked so hard to take the listing, get first crack at the lead that comes in. Because they’re busy, they often can’t get to the lead within five minutes, so it creates opportunity for other people in the company. After five

Exceeding Expectations Janet Horlacher Principal Janet McAfee Real Estate, a member of Leading Real Estate Companies of the World® St. Louis, Mo. www.janetmcafee.com Region served: St. Louis, Mo. Years in real estate: 22 Number of offices: 1 Number of agents: 85 What factor has the largest influence on the real estate industry today? Demographics and debt. In 2015, millennials surpassed baby boomers as our country’s largest living generation. It’s also the generation with the largest student debt. Having postponed homeownership by what many think is 10 years, it’s taking a toll on our homeownership rates and the natural progression of home-buying from the first-time purchase to the tradeup home to one’s forever home. As millennials approach their mid-30s, we’re watching to see if they enter the housing market. We should be finding ways to incentivize them.

86 October 2017 RISMedia’s REAL ESTATE

minutes, the lead gets broadcast in a round robin type format, going to two agents at a time.

How does your firm’s agent productivity compare to the norm? As an agency in this county, we have the highest productivity per agent by far.

Compared to our competitors, we’re probably 25 - 45 percent ahead per agent. A lot of that can be attributed to our commitment to lead generation and training, cultivating leads and turning them into clients and customers. I can’t emphasize how important realtor.com® is to us.

We just signed another contract, and our long-term goals definitely include them.

For more information, please visit www.marketing.realtor.com.

by Gabrielle van Welie

What’s the most unique way you’ve marketed a new listing?

Our approach is systematic and earnest; we shy away from gimmicks. Yes, we’ve done our fair share of events, charitable tie-ins and splashy giveaways, but in the end, it comes down to delivering a meaningful message (visual and aspirational) through a mix of broad reach and targeted mediums and leveraging our incredible agent network.

How do you see your market evolving throughout the next year? I’ve never experienced this market duality we’re seeing today. The low- and mid-range priced homes have virtually no inventory (-2 months), which is generating intense competition and higher prices. The first-time homebuyer is getting squeezed out in multiple offer situations and remains paying rising rent prices.

Conversely, our luxury homes have ample inventory (8+ months) and have experienced downward pricing

pressure, causing empty nesters to stay in their homes longer. It’s going to be interesting to see how this plays out in the next few years.

What’s your best tip for dealing with picky buyers? Promise 80 percent and deliver 90 percent. This entails asking your buyers to make a list of all the features they want in their dream home before explaining that no home has 100 percent of these features, but you will work with them to find a home with 80 percent of what they desire. You will exceed their expectations when your exhaustive search delivers 90 percent of everything they want.

What do you like most about the region in which you work? Our Midwestern mindset is open and forthright. It’s infinitely easier to solve a problem when you understand each other’s position and are able to communicate in an honest, no-nonsense fashion.

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

Webinar Recap:

Great Leadership Begins With Mastering Your Mindset

by Paige Tepping

N

o matter the industry, there are certain qualities an individual must possess in order to be a great leader. From one’s skillset to being able to approach various situations both openly and honestly, leaders have their work cut out for them when it comes to guiding others to success.

While possessing a positive attitude and being confident and committed are important, being a good leader also has a lot to do with how we manage ourselves.

This topic was discussed indepth during RISMedia’s ACE Webinar, “Leadership: Winning Mindset, Winning Marketshare.” The webinar, sponsored by HouseCanary, was moderated by real estate coach Cleve Gaddis of Gaddis Partners, RE/MAX Center.

“A lot of what I do and how I understand leadership is through communication and how I listen, more so than what I say,” said Paul Sessum, team leader/REALTOR® with Keller Williams Realty World Media Center in Los Angeles. “More often than not, it’s not about what the team is/isn’t doing, but rather, what the team leader is/ isn’t doing—and where they are in their mindset,” added Sessum.

Once this relationship has been mastered, it’s all about leading by example.

“Leaders do what other people won’t do, and by doing so, others begin to follow,” said Sessum.

For Brooke Sines, a REALTOR® with RE/MAX of Grand Rapids in Michigan, it’s her dedication to cocreation (a management initiative/ form of economic strategy that brings different parties together in

order to jointly produce a mutually valued outcome) that has set the tone for the way in which she leads her team.

“I don’t have an ‘I’m-the-boss mentality,’” said Sines. “Instead, I look to everyone on the team to add their ideas, input and thoughts on everything just as much as I do.

This is a huge part of what type of team we are.”

Taking this one step further, Hines stressed the importance of practicing what she preaches. Whether it’s completing her Daily Success Habits Tracker right alongside the mem-

bers of her team, utilizing Agile Project Management software to keep projects moving forward or taking the time to sit down and business plan, Sines is committed to setting a positive example.

“Not only do each of these tools provide a great way for us to collaborate as a team, but they’re also instrumental in helping us shoot for our own individual goals—as well as the team goal—at all times.”

While leadership styles vary from person to person and industry to industry, one thing is clear: Getting your mind in the game is half the battle.

“People tend to think of leadership along the more obvious dimensions, but being in tune with yourself and the community and how folks are reacting to the way you lead is a good reminder for anyone in a leadership position,” concluded Martin Morzynski, CMO of HouseCanary. RE To view the webinar in full, visit: bit.ly/rismedialeadership.

Paige Tepping is RISMedia’s managing editor.

RISMedia’s REAL ESTATE October 2017 87

{Trending}

Are Relocation Professionals

Robot-Proof?

by Peg Guinta, CRP, GMS

E

ver wonder how artificial intelligence would affect the

corporate relocation industry?

Could robots ever take over?

Clearly, there is expanding reliance on technology applications, especially to track and report data and manage administration processes.

But among the tech tools, many corporate programs feature personalized consultation that Relocation Management Company (RMC) counselors provide to assignees throughout the process. The counselor or consultant coordinates employer-provided services and facilitates the move to the new location. Besides relocation subject expertise and service delivery, counselor performance is assessed on various interpersonal skills, including knowledge and explanation of mobility policies, responsiveness to assignees’ needs and problemsolving ability.

The job of a corporate relocation counselor can be challenging for many reasons. First, each assignee’s situation tends to differ, so no two relocations are exactly alike.

Also, counselors interact with indi88 October 2017 RISMedia’s REAL ESTATE

viduals and families during a typically high-stress period—uprooting and moving one’s residence while starting a new job assignment.

Counselors can handle 50 or more transfers at a time, although case load depends on policy/program complexity and whether assignees are renters or homeowners. To succeed in this environment, counselors’ skillsets must include strong interpersonal and critical thinking skills.

While relocation department staff skill requirements are not identical, there is much similarity. In addition to local real estate expertise, relocation department staff must also possess the same high-service mentality and interpersonal qualities as RMC consultants. Other skills that similarly benefit both roles include critical thinking, discerning judgment and creativity—all needed to handle diverse situations arising during home marketing, negotiation and home search processes. These qualities, and a desire to help assignees and families navigate the often-stressful relocation process, are vital whether in a corporate or real estate brokerage setting.

So, could we ever see automated relocation professionals? Probably not soon. Research indicates it won’t be easy for artificial intelligence to duplicate jobs that depend on social and other “humanistic” skills.

More Consultative, Less Robotic One of five main themes about tech age job training according to The Future of Jobs and Jobs Training (Pew Research Center, 2017), is that “Learners must cultivate 21st-century skills, capabilities and attributes” to protect their jobs from robots.

The research further explains that “Tough-to-teach intangibles such as emotional intelligence, curiosity,

creativity, adaptability, resilience and critical thinking will be most highly valued.” Add empathy, and these are many of the personal characteristics that RMC consultants and relocation department staff use daily to successfully interact with assignees on the phone and in the field.

Could we ever see automated relocation professionals?

Probably not soon.

Research indicates it won’t be easy for artificial intelligence to duplicate jobs that depend on social and other “humanistic” skills.

Other research on this topic indicates similar findings. According to The Future of Employment: How Susceptible are Jobs to Computerisation?, a paper by Carl Benedikt Frey and Michael Osborne, University of Oxford, telemarketing jobs are most likely to be done by a robot.

No surprise there. The study also found that mental health and social services jobs had much less chance of being automated, because they ranked high in “…cleverness, negotiation and helping others.”

Not surprisingly, the relocation industry draws many with backgrounds and work experience in education/teaching and the social sciences. Relocation department personnel having these backgrounds or interests could be in a sweet spot to consider other types

of corporate mobility positions, as well.

Hone Humanistic Skills Corporate clients expect assignees to have superior relocation experiences; in fact, most collect and review service satisfaction ratings of RMCs and often, other professionals that interact directly with assignees, including relocation department staff.

Employers’ policy assistance usually includes home-finding and household goods transportation services, and sometimes home marketing and home sale assistance.

Most corporate transfer populations include various eligibility levels ranging from minimal guidance to highly customized, personal concierge services. Regardless of eligibility level, home marketing and destination service assignments usually present opportunities for relocation department staff to practice consultative skills.

Transformative technology surely is afoot in the relocation and real estate industries. But tech tools should reduce administrative tasks, allowing time to refine advisorybased services. You know—those “21st century capabilities and attributes” that may help robot-proof jobs.

Robots are a long way from being able to empathize while providing expert counsel for the myriad of challenges that can occur during a relocation. So, if you possess the right qualities and interests and decide corporate mobility is a good niche market—don’t worry, the robots will be a bit delayed in arriving.

RE

Peg Guinta, CRP, is projects director for RIS Consulting Group. For questions, please email peg@rismedia.com.

RISMedia’s REAL ESTATE October 2017 89

{RISMedia’s Great Spaces}

For $29.75 million, this view (and the space below) can be all yours.

by Nick Caruso & Zoe Eisenberg

Mel Gibson’s Jungle Vacation Home in Costa Rica With its year-round tropical weather and democratic government that’s been in place since the 1940s, Costa Rica was one of the first getaway outposts for semi-expat Americans— a practical alternative to Florida and California. Consistently rated by the Happy Planet Index as the happiest country in the world with safe streets, a cheap cost of living, beautiful parks, dozens of sandy beaches, excellent medical care, a thriving economy and a 2.5-hour flight to the United States, about 70,000 Americans have moved to Costa Rica. And thousands more have purchased vacation homes, including Mel Gibson.

While scouting locations for his 2006 film “Apocalypto,” Gibson bought an entire 403-acre beachfront jungle on Costa Rica’s Nicoya 90 October 2017 RISMedia’s REAL ESTATE

Peninsula. His estate includes three homes, each of which is separated from the others by an extensive canopy of trees stretching across the entire property. Each of the two smaller single-story homes has two bedrooms, vaulted ceilings, kitchens, verandas, air conditioning, and their own swimming pools and BBQ areas. Casa Barrigona has its own

poolside cottage and Casa Dorada has a loft, giving each additional sleeping space.

The main two-story, hacienda-style residence, Casa Guanacaste, overlooks the long, wide beach and has seven bedrooms, eight bathrooms, a large courtyard and pool, and multiple terraces affording both ocean and jungle views. All three villas have

been constructed of Costa Rican wood, with Spanish and Italian tiles and red barrel-tile roofs that create a tropical ambiance.

Located on Costa Rica’s northern Pacific coast, beach lovers will find white sand beaches along with nearby steep cliffs. Animal lovers will enjoy the howler monkeys, get an occasional glimpse of an ocelot and maybe even watch sea turtles lay eggs on Gibson’s private beach.

Listed by: Robert Davey, Plantacion Properties; Rick Moeser, Christie’s International Real Estate Listed for: $29.75 million Photo credit: Christie’s International Real Estate

Sunny Split-Level Tribeca Condo for Sale

Don’t miss your chance to own this New York City knockout.

For anyone looking to upgrade their New York City living, this recently listed split-level Tribeca condominium is a knockout. Located at 119 Chambers Street, the 2,240-square-foot space resides in a cast iron building from 1858 that was renovated and converted to a condominium in 2008.

Sleek and spacious with lots of sunlight, the three-bedroom, four-bathroom condo has exposed brick, high ceilings, a wood-burning fireplace for those frosty New York nights, a stunning bathroom with a walk-in shower, a washer and dryer, and an upgraded kitchen with every amenity you could dream up. There are four additional units in the building, as well as private storage in the basement and an on-site gym.

Listed by: Halstead Properties Listed for: $3,895,000 Photo credit: Halstead Properties

RISMedia’s REAL ESTATE October 2017 91

This former social club hosted the likes of the late great George Washington.

For Sale: Former Social Club of George Washington Would you like to rub elbows with George Washington? Well, you can’t, but you can live in a space his elbows once rubbed. Located at 555 Washington Street in Alexandria, Va., a former social club that hosted the likes of the late great leader is now on the market. The original event space was built in the 1700s, then turned into a restaurant and finally renovated into a sweet, sunny condo in 2008.

Full of rich details, this threebedroom, three-bathroom unit perfectly encapsulates Southern charm.

Spanning 2,202 square feet, the Colonial unit has exposed brick flooring and accents, a chef’s kitchen, wide, sun-filled rooms, and a private patio alcove with a cozy fireplace perfect for entertaining.

Listed by: Sue Goodhart of The Goodhart Group, McEnearney Associates Listed for: $1,099,000 Photo credit: Shoot & Showcase 92 October 2017 RISMedia’s REAL ESTATE

Mark Twain’s Family Farm House in Redding, Conn.

Most Americans know Samuel Langhorne Clemens (aka, Mark Twain) as the author of “The Adventures of Tom Sawyer” and “Adventures of Huckleberry Finn,” but he was also a family man. He and his wife Olivia Langdon had four children.

As a provider, Clemens had made today’s equivalent of $8 million from

his writing and touring while his children were still young. Unfortunately, due to some bad investments, he lost everything and moved the family to Europe, until a friend came to his aid and helped him set up a plan for paying off his debts and rebuilding his personal finances. With this accomplished (and following the death of his wife in Europe), Clemens returned to Connecticut with his kids to begin anew.

Mark Twain’s family farmhouse—spread across 18.7 acres—is currently up for grabs.

Clemens settled down at his country home, Stormfield, outside of Redding, Conn., and bought the farm next door (“Jean’s Farm”) for his ailing youngest daughter Jean, with the hopes that someday she would be healthy enough to move in. That farm, located next door to his own country home, is now for sale.

Spread across a pastoral 18.7 acres, Jean’s Farm is a storybook farm dating back to the mid-1800s.

Well sized for a gentleman’s farm, horses or a hobby farm, it still retains the romance of its original roots on the exterior; the interiors of the buildings have been completely refurbished from the studs out and repurposed for today’s lifestyle and entertaining. The farmhouse has lost none of its country charm, and the 1860s barn is now devoted to a movie theater, games and indoor sports, with the bonus of a full apartment.

There is also a separate studio and a saltwater swimming pool, children’s play area and plenty of room to roam. With approximately 3,645 square feet, the main house has five bedrooms and four bathrooms, hickory floors and antiqued ceiling beams.

Windows and doors are all new and the eat-in kitchen has been outfitted with marble counters, custom cabinetry and Gaggenau appliances. All rooms are spacious and filled with sunlight, including the large upstairs landing. Grounds include meadows, stone walls, steps and bridges, a fish pond, mature trees, a shaded drive and cheerful flowerbeds.

Listed by: Lois Lehman, William Raveis Luxury Properties in Southport, Conn.

Listed for: $1.85 million Photo credit: William Raveis/TopTenRealEstateDeals.com RE

RISMedia’s REAL ESTATE October 2017 93

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{Ask the Experts}

Dan Steward President Pillar To Post Home Inspectors www.pillartopost.com

Q: A:

What are your top tips for preparing to sell a home in the fall?

First and foremost, use the beauty of the season. If you’re lucky enough to live in a region that experiences changing seasons, take advantage of everything the season has to offer by incorporating autumnal flowers, plants and floral arrangements into the mix. Whether it’s colorful mums or adding intense color and drama to the home’s

exterior with perennials, feature a variety of fall floral arrangements both inside and outside the home.

Next, be sure to check the roof and gutters. While a roof’s drainage system diverts thousands of gallons of water from a home’s exterior and foundation walls, it’s important to keep the process moving in order to avoid water damage. In addition to taking the time to unclog and clean the gutters, now is also a good time to inspect the roof from top to bottom. In addition to looking for damage to metal flashing in and around vents and chimneys, check ridge shingles for cracks and wind damage.

While outside, take the time to check driveways, walkways and steps for any noticeable damage.

Fixing any problem areas during the fall is critical in order to prevent little problems from becoming expensive headaches down the line. Look for cracks that are more than 1/8-inch wide, uneven sections and loose railings on

steps.

Before the bitter temperatures of the winter season move in, take the necessary steps to ensure that outside faucets and in-ground irrigation systems don’t freeze and burst.

Close any shut-off valves serving outside faucets, then open the outside faucet to the drain line. If you don’t have shut-off valves, or freeze-proof faucets, you can buy faucet covers at your local home improvement store.

Moving inside, check the home for air leaks, as gaps in caulk and weather-stripping can account for 10 percent of a home’s heating bills, according to the U.S. Department of Energy.

While weather-stripping is the most cost-effective way to control heating and cooling costs, it should be checked and replaced as needed every six months.

And last but not least, bring in a professional to inspect the home’s heating system to ensure it’s working properly before the cold weather arrives. RE

Q& A

Where Is the Real Value in Automated Valuation Models?

Commentary by Reggie Nicolay

A

handful of organizations offer Automated Valuation Models (AVMs), yet not one is 100 percent accurate. The truth lies in the types of data AVM providers use to generate the AVM.

The Problem With AVMs Although most AVMs are readily and publicly available to consumers, real estate agents, appraisers and lenders, they carry distinct disadvantages. First, without a physical inspection, AVMs do not factor in a property’s condition, and thereby rely on “average condition” scenarios when determining value.

Second, AVMs draw from public record sources, which can be inaccurate and incomplete. So says Karen France, senior vice president of Association and MLS Services at Realtors Property Resource® (RPR®) . “Public records are known for being incomplete and slow to react to changing market trends,” says France. “There

can be a delay for transactions to be recorded at the local courthouse and then even longer to be published electronically. Every courthouse has their own procedures, and many of them are not electronic.”

In some cases, AVMs include listing information licensed from an MLS, which, in turn, can provide a more accurate representation of comparable on-market properties and information acquired from a prior physical inspection. Yet, according to France, if MLSs are only sharing onmarket listings with an AVM provider, rather than both on- and off-market information, the AVMs generated are only painting part of the picture when it comes to the estimated value.

“Many things can distort the estimated value of a property, including situations where a property is unusual compared to its neighborhood counterparts, access to off-market data is limited or missing, or you’re working in an area with a lot of new construction,” says France.

Perhaps the greatest concern rising from the public dissemination of AVMs is the prevalence of misinformation delivered by consumer-facing real estate websites. Lower values may prompt low-ball offers, used by buyers as a negotiating point, whereas overinflated values create unrealistic expectations among sellers who want every dollar squeezed out of their property.

The open-market availability of AVMs, especially to consumers, has become a double-edged sword for REALTORS®, as well. It can be a challenge to counter a seller’s expectations when there’s a 5 percent price variance on the estimate he or she found online. On a $300,000 home, that margin of error can amount to $15,000.

Of course, there are times when the reported AVM is good news for both the REALTOR® and the seller, says France. “Imagine the advantages of being the agent who tells a seller that his or her house is actually worth more than the AVM estimate,” she says. “But only a qualified REALTOR®, armed with complete market information, will know how to reach the true market value of the property.” RE To learn more about RPR’s exclusive Realtor Valuation Model®, read the unabridged version of this article: http://bit.ly/2fba3UB.

Reggie Nicolay is vice president, Marketing and Communications, Realtors Property Resource® (RPR®). For more information, please visit www.narrpr.com.

RISMedia’s REAL ESTATE October 2017 97

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

RREIN Service Providers

ABR®..................................................................................... 100

Ascent Real Estate, Inc........................................................... 104

American Home Shield........................................................... 100

Berkshire Hathaway HomeServices Ambassador Real Estate... 104

Berkshire Hathaway HomeServices......................................... 100

Berkshire Hathaway HomeServices C. Dan Joyner, REALTORS®....104

Buffini & Company................................................................. 100

Berkshire Hathaway HomeServices Florida Realty................... 104

Century 21 Real Estate LLC.................................................... 100

Berkshire Hathaway HomeServices Fox & Roach, REALTORS®.....104

Certified New Home Specialist ............................................. 100

Berkshire Hathaway HomeServices Georgia Properties............ 104

CINC (Commissions Inc)......................................................... 100

Berkshire Hathaway HomeServices Nevada Properties............ 104

CRS Data............................................................................... 100

Berkshire Hathaway HomeServices Select Properties.................104

DocuSign............................................................................... 100

Calcagni Real Estate.............................................................. 104

Engel & Völkers...................................................................... 100

CENTURY 21 Award................................................................ 105

The Entrust Group.................................................................. 101

CENTURY 21 New Millennium................................................. 105

ERA Franchise Systems, LLC................................................... 101

Coach REALTORS®................................................................. 105

Homes & Land....................................................................... 101

Coldwell Banker D’Ann Harper, REALTORS®............................. 105

Homes.com........................................................................... 101

Coldwell Banker Kappel Gateway Realty.................................. 105

HomeSmart International....................................................... 101

Diane Turton, REALTORS®....................................................... 105

HomeTeam Inspection Service................................................ 101

Fillmore Real Estate............................................................... 105

HSA Home Warranty............................................................... 101

First Team® Real Estate.......................................................... 105

Leading Real Estate Companies of the World®........................ 101

GARDNER, REALTORS®........................................................... 105

Moxi Works............................................................................. 101

Gloria Nilson & Co. Real Estate.............................................. 105

MRE – Win Local®.................................................................. 101

J. Rockcliff REALTORS®........................................................... 105

National Association of REALTORS®........................................ 102

Jordan Baris, Inc., REALTORS®................................................ 106

Oakley Signs & Graphics........................................................ 102

Kinlin Grover Real Estate........................................................ 106

The Personal Marketing Company........................................... 102

Long & Foster Real Estate, Inc................................................ 106

Pillar To Post Home Inspectors................................................ 102

Lusk & Associates Sotheby’s International Realty.................... 106

Quicken Loans....................................................................... 102

McCOLLY Real Estate.............................................................. 106

Real Living Real Estate........................................................... 102

Page Taft................................................................................ 106

Realogy Holdings Corp........................................................... 102

Patterson-Schwartz Real Estate.............................................. 106

realtor.com®.......................................................................... 102

Randall, REALTORS®.....................................................................106

Realtors Property Resource®.................................................. 102

RE/MAX 440 and RE/MAX Central......................................... 106

Realty Executives International............................................... 103

RE/MAX Gateway................................................................... 106

TM

Realty ONE Group.................................................................. 103 RE/MAX, LLC.......................................................................... 103 RIS Consulting Services......................................................... 103 RISMedia’s Top 5 in Real Estate Network®.............................. 103 Sellstate Realty Systems Network, Inc..................................... 103 Top Producer® CRM................................................................ 103 Workman Success Systems.................................................... 103 Xpressdocs............................................................................ 103 Zillow Group........................................................................... 103 zipLogix.................................................................................. 103

RISMedia’s REAL ESTATE October 2017 99

ABR®

CERTIFIED NEW HOME SPECIALISTTM

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

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

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

CINC (COMMISSIONS INC)

BERKSHIRE HATHAWAY HOMESERVICES

CRS DATA

(800) 666-6634 • www.berkshirehathawayhs.com Berkshire Hathaway HomeServices is a brand-new real estate brokerage network built for a new era in residential real estate.

The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the market a definitive mark of trust, integrity, stability and longevity. The brand, grounded in the financial strength, efficiency and tradition of its HomeServices of America parent company, will change the face of residential real estate.

www.crsdata.com Since 1989, CRS Data has provided you with a wealth of tax data.

Our new, customized MLS Tax Suite integrates seamlessly into your MLS system and gives REALTORS® current tax data, detailed maps and robust features on all browsers and mobile devices.

Find listings and FSBOs quickly, evaluate them effectively and give clients professional presentations. We’re proud to provide a personal customer service experience to support our intuitive MLS Tax Suite. Learn more by visiting www.crsdata.com.

BUFFINI & COMPANY

DOCUSIGN

(800) 945-3485 • www.buffiniandcompany.com Headquartered in Carlsbad, Calif., Buffini & Company is the largest real estate coaching and training company in North America.

Founded by real estate expert and master motivator Brian Buffini, the company provides a unique and highly effective lead generation system and comprehensive business coaching and training programs, which have helped entrepreneurs in 37 countries improve their business, increase net profit and enhance their quality of life.

(866) 219-4318 • www.docusign.com/nar • Seattle, Wash.

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

CENTURY 21 REAL ESTATE LLC (877) 221-2765 • www.century21.com • Madison, N.J. • Greg Sexton, Chief Operating Officer Century 21 Real Estate LLC is a leading global residential franchise real estate sales organization, with approximately 7,400 independently-owned and -operated franchised brokerages and more than 111,000 independent real estate professionals in 78 countries and territories worldwide. The Century 21® System capitalizes on brand marketing, promotions and sponsorships, and fundraising efforts with Easter Seals, to build brand awareness and preference. Technology initiatives include both Englishand Spanish-language consumer websites, www.century21.com and www.century21.com/espanol, a recently redesigned intranet site, www.21Online.com, and the Century 21 Learning System®, a web-based learning platform. Century 21 Real Estate LLC is a subsidiary of Realogy Holdings Corp.

100 October 2017 RISMedia’s REAL ESTATE

(855) 246-2717 * www.commissionsinc.com • Marietta, Ga. • Matt Hart, Director of Sales CINC is the premier lead acquisition and conversion marketing platform designed for top producing teams, agents and brokers.

Their solution includes a consumer website that integrates with local MLS data, a complete customer relationship platform for nurturing leads, and a trio of three mobile apps supporting all aspects of the home sale process. Each month, CINC generates over 290,000 new home buyer and seller leads for its clients.

ENGEL & VÖLKERS (212) 234-3100 • www.evusa.com ​S​ince its beginning in 1977 as a specialty boutique providing exclusive, high-end real estate services in Hamburg, Germany, Engel & Völkers has become one of the world’s leading companies specializing in the sale and lease of premium residential and commercial property, yachts and private aviation. Engel & Völkers currently operates a global network of over 8,​5​00 real estate advisors in more than 7​50 ​ brokerages spanning g ​ reater than 30​countries across five continents, offering both private and institutional clients a professionally tailored range of luxury services. It established Engel & Völkers North America in 2007 and assembled a team of the industry’s top leaders, performers and real estate innovators to expand operations in the U.S., Canada and Mexico.

Committed to exceptional service, Engel & Völkers supports its

advisors with an array of premium quality business services; marketing programs and tools; multiple platforms for mobile, social and web; as well as access to its global network of real estate professionals, property listings and market data​.

offers franchisees, brokers and agents efficiency and innovation, coupled with the systems and technologies necessary to succeed in today’s evolving real estate industry.

THE ENTRUST GROUP

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

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

ERA FRANCHISE SYSTEMS, LLC (800) 869-1260 • www.era.com • Madison, N.J. • Susan Yannaccone, President & CEO Since 1971, ERA Franchise Systems, LLC, a global residential real estate leader, has set new standards in customer service, technology and training for the real estate industry. Top-notch offerings from ERA Real Estate include the Sellers Security® Plan, a comprehensive home protection plan, and ERA.com, its award-winning consumer website.

The ERA network includes over 2,350 independently-owned and -operated offices with over 37,000 brokers and independent sales associates throughout the U.S and 30 other countries and territories.

ERA Franchise Systems, LLC is a subsidiary of Realogy Holdings Corp.

HOMES & LAND (800) 726-6683 • www.HomesAndLand.com Homes & Land, one of the industry’s most trusted and recognized brands, offers real estate professionals a marketing solution that combines the prestige of print and a suite of digital products. With a network of 220+ magazines in communities throughout the U.S. and Canada, Homes & Land connects top agents and brokers with qualified homebuyers and sellers. Publishers provide custom advertising in an upscale magazine, global reach through HomesAndLand.com, and website partners including The Wall Street Journal, The New York Times, duPont REGISTRY and Robb Report. Visit HomesAndLand.com/Magazine-Directory to find your local publisher.

HOMES.COM (866) 697-3308 • http://connect.homes.com/ Homes.com offers brand advertising, lead generation, online reputation and marketing solutions to connect you with over 12.5 million consumers monthly! With a high average visit time, consumers visiting Homes.com are more engaged and more likely to buy when compared to visitors of other national real estate websites.

Connect with these motivated homebuyers and sellers with the most powerful suite of tools for your real estate business—and convert more leads to closed transactions.

HOMESMART INTERNATIONAL (800) 865-9025 • www.homesmartfranchise.com Founded in 2000, HomeSmart International is one of the fastestgrowing real estate companies in the nation with 125 offices in 16 states and nearly 14,000 agents. HomeSmart International

HOMETEAM INSPECTION SERVICE

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

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

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

Brokerages with Moxi Works collectively sell over $72 billion worth of homes annually.

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

RISMedia’s REAL ESTATE October 2017 101

NATIONAL ASSOCIATION OF REALTORS® (800) 874-6500 • www.NAR.realtor • Chicago, Ill. • Bob Goldberg, CEO • Matt Lombardi, SVP, Marketing, Events & Alliances • K enneth Burlington, VP, Strategic Alliances, Business Development, Product & Sales Management • Karen Bebart, VP, Marketing, Digital Marketing, Marketing Research •M arc Gould, VP, Business Specialties; Dean, Student Services, REALTOR® University • Mark Birschbach, VP, Strategic Investments, Second Century Ventures The term REALTOR® identifies a real estate professional who is a member of the National Association of REALTORS® and subscribes to its strict Code of Ethics and Standards of Practice.

NAR members have access to the REALTOR Benefits® Program, the official member benefits resource for discounts and special offers on products and services just for REALTORS®. Program partners are industry leaders who understand the unique needs of real estate professionals and are committed to your success.

Visit www.nar.realtor/RealtorBenefits. NAR is also proud to make the .REALTOR domain available exclusively to members to help them stand out in the marketplace as the trusted source for real estate for consumers. Visit http://about.REALTOR. And, for a lifetime of learning, REALTOR® University can take your career to the next level with continuing education courses, earning a designation or certification, or a Master in Real Estate degree.

Visit www.REALTORU.edu. The REALTOR® Store features print and ePublications, including top-selling “The Little Red Book: Safety Rules to Live by for REALTORS®” and the “2016 NAR Profile of Home Buyers & Sellers.” Visit www.NAR.realtor/Store.

Additionally, NAR’s venture capital arm, Second Century Ventures, has invested in companies that push forward innovation in the real estate industry and can benefit NAR’s members. Visit www.secondcenturyventures.com.

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

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

PILLAR TO POST HOME INSPECTORS (800) 294-5591 • www.pillartopost.com • Tampa, Fla. · Alice Soon, Marketing Founded in 1994, Pillar To Post is the No. 1 Home Inspection brand in North America with over 550 franchisees located in 49 102 October 2017 RISMedia’s REAL ESTATE

states and nine Canadian provinces. The Pillar To Post difference includes a printed on-site report allowing for faster closings, each inspector carrying $1 million in E+O insurance to cover both the agent & the broker, and convenient scheduling options to meet every client’s needs.

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

REAL LIVING REAL ESTATE (866) 373-6228 • www.realliving.com Real Living Real Estate is a full-service real estate brokerage network with a comprehensive and integrated suite of resources for franchisees and their sales professionals, as well as the consumers who work with them. The Real Living brand was recognized

by Entrepreneur magazine. Real Living Real Estate is a network brand of HSF Affiliates LLC, majority owned by HomeServices of America, Inc., a Berkshire Hathaway affiliate.

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

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

REALTORS PROPERTY RESOURCE® (888) 914-7771 • http://blog.narrpr.com • Chicago, Ill. • Dale Ross, CEO • Marty Frame, President • Jeff Young, COO Realtors Property Resource® (RPR) is a national, parcel-centric database 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 (800) 252-3366 • www.RealtyExecutives.com • Scottsdale, Ariz.

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

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

RE/MAX, LLC (303) 770-5531 • www.remax.com • Denver, Colo.

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

RIS CONSULTING SERVICES (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.

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

SELLSTATE REALTY SYSTEMS NETWORK, INC. (866) 661-3847 • JoinSellstate.com • Fort Myers, Fla. Sellstate is a revolutionary, forward-thinking real estate franchise system that brings technology and creativity to a higher level.

Labeled in RISMedia’s Real Estate Magazine as “The World’s First Complete Real Estate System,” Sellstate brings a model that truly benefits both the broker and agent to the industry. Already located

in eight states, Sellstate is quickly growing into one of the premier real estate franchise systems. Unparalleled technology, design, commission structure and a passive income system which pays a monthly payout average of over $1,100 per month all go into making Sellstate the company of the future.

TOP PRODUCER® CRM (800) 821-3657 • www.TopProducer.com Top Producer® CRM is the super fast, super easy real estate marketing system that makes it a breeze to build your loyal client base.

Keep your sales pipeline running smoothly, follow up automatically, and manage your business in minutes with Top Producer® CRM.

WORKMAN SUCCESS SYSTEMS (385) 282-7112 • workmansuccesssytems.com • Salt Lake City, Utah Workman Success Systems delivers comprehensive team solutions to agents, brokers, and companies. Private and group coaching solutions for every level of business. Proven 7 figure income earning systems and creating operational excellence. Workman Success Systems Founder, Master Coach, Speaker, Verl Workman delivers the necessary performance skills, the latest and most effective tools, and proven dialogues and systems that work in order to achieve top performance and industry excellence. To hire Verl to speak at your next event, visit www.workmansuccess.com/speaking. Sign up for a Free Coaching Consult by going to www.workmansuccess.com/consult.

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

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

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

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RREIN Member Profiles ASCENT REAL ESTATE, INC. (619) 325-4100 • www.ascentrealestate.net Owned and operated in San Diego since 2005, Ascent Real Estate embodies an enviable combination of entrepreneurial energy, comprehensive industry experience, and local market knowledge.

This mix lets Ascent “out national” its local competition, thanks to its exceptional professional team and world-class infrastructure, and “out local” the national competition, thanks to its laser-like focus on the specific markets in which it operates. Our highly productive sales team of approximately 140 agents has elevated Ascent as a leader in marketshare in the Metro San Diego Area. Our agents receive ongoing training and education, and they go above and beyond to deliver the diligent and ethical standard of care we are committed to providing. And, as an exclusive San Diego affiliate of Leading Real Estate Companies of The World®, Ascent Real Estate is a hyper local brokerage with a global reach.

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

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

BERKSHIRE HATHAWAY HOMESERVICES FLORIDA REALTY (954) 693-0100 • (800) 386-1554 www.BHHSFloridaRealty.com • Sunrise, Fla. • Rei Mesa, CRS, CRB, President & CEO Berkshire Hathaway HomeServices Florida Realty (formerly Prudential Florida Realty) is a full-service brokerage servicing 17 counties throughout Florida and is a wholly owned subsidiary of WCI Communities, Inc. It is a franchise member of Berkshire Hathaway HomeServices. The company is the fifth largest brokerage in the nation among the affiliate network brokers and offers residential and commercial services, seasonal rentals, property management, 104 October 2017 RISMedia’s REAL ESTATE

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

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

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

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

BERKSHIRE HATHAWAY HOMESERVICES SELECT PROPERTIES (314) 835-6000 • www.bhhsselectstl.com Since 2002, Berkshire Hathaway HomeServices Select Properties has helped keep the St. Louis real estate market local. With 11 offices in the metro area, Berkshire Hathaway HomeServices Select ranks as the No. 1 locally-owned real estate firm in St. Louis.

Berkshire Hathaway HomeServices Select prides itself on providing the highest quality real estate brokerage services to its clients and customers and in being recognized in the community for high standards and ethics.

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

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

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

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

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

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

estate professionals.

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

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

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

GARDNER, REALTORS® (800) 566-7801 • www.GardnerRealtors.com Since 1943, GARDNER, REALTORS® continues our tradition of excellence as the leading full-service real estate company in the Southeast Louisiana and Southern Mississippi Region. The GARDNER Real Estate Family includes over 800 real estate professionals in 24 neighborhood offices that serve over 100 communities. Our professional services include residential and commercial sales and leasing, relocation and corporate services, asset management/REO and property management, plus the convenience and added value of one-stop shopping for mortgage, title and home warranty services.

We are proud to be home grown, locally-owned and internationally known. Also, we love to give back to the communities we serve through GARDNER LOVE, which is the philanthropic arm of GARDNER, REALTORS® and The Gertrude Gardner Foundation.

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

J. ROCKCLIFF REALTORS® (925) 251-2501 • www.rockcliff.com • www.rockliffcares.com J. Rockcliff REALTORS®, located east of San Francisco, is the East Bay’s premier real estate company. Recently named No. 1 in

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residential sales (in the East Bay) by the San Francisco Business Times, J. Rockcliff specializes in service. With leading-edge technology, state-of-the-art marketing across multiple mediums, the most experienced management team in the Bay Area and dedicated, ethical and professional agents, our goal is to provide a client experience that is second to none. With almost 600 agents and nine offices, J. Rockcliff REALTORS® is the fastest-growing real estate company in the East Bay.

JORDAN BARIS, INC., REALTORS® (800) 4-JBARIS • (973) 736-1600 • www.JordanBaris.com info@jordanbaris.com Founded in 1952, Jordan Baris Inc., REALTORS® is among the most respected full-service real estate brokerages in Northern New Jersey.

With a team of close to 150 associates, the firm operates offices in West Orange and South Orange, with teams focused on Essex, Morris, Union and Hudson counties. Jordan Baris, Inc. offers real estate brokerage to buyers and sellers of residential and commercial properties, developers, tenants and landlords; title services through JB Title Agency, LLC; and global relocation services through its membership with the Leading Real Estate Companies of the World®.

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

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

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

MCCOLLY REAL ESTATE (800) 348-2100 x206 • www.mccolly.com Since 1974, McCOLLY Real Estate has found your place to call home, from the shores of Lake Michigan in Northwest Indiana to Lake Street Beach in Chicago. McCOLLY is a proud LeadingRE member with bilingual agents in 14-plus languages among 450plus REALTORS® in 18 offices. McCOLLY Companies is the One Source for All Purpose Real Estate with its ancillary companies of McColly Insurance, Community Title, McCOLLY Auctions, McCOLLY Bennett Commercial, McCOLLY New Homes Division and Luxury Home Portfolio™.

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

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

RANDALL, REALTORS® (401) 364-3388 • www.randallrealtors.com Randall, REALTORS® has been a consistent leader in the marketing of Southern New England properties for more than 28 years.

Specializing in waterfront properties and second homes, our agents boast a 98.5 percent client satisfaction rating. Through our extensive marketing network, we offer tremendous exposure for our property listings and continue to deliver successful sales and representation for our clients. In addition, Randall, REALTORS®’ Vacation Rental Department offers a large selection of vacation rental properties serving the Southern Rhode Island shoreline and Eastern Connecticut.

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

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

YOUR BROKER-TO-BROKER SOURCE FOR REFERRALS FROM REAL ESTATE’S LEADING RESIDENTIAL BROKERAGE COMPANIES CALIFORNIA Ascent Real Estate, Inc. 410 Kalmia St., San Diego, CA 92101 Contact: Gina Lancelot • Tel: (619) 325-4100 Email: info@ascentrealestate.net • URL: www.ascentrealestate.net Coverage Areas: San Diego Offices: 9 • Associates: 180 CENTURY 21 Award - Orange County 22342 Avenida Empresa, Ste. 110, Rancho Santa Margarita, CA 92688 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: Orange County Offices: 15 • Associates: 1,200 CENTURY 21 Award - San Diego, Riverside 7676 Hazard Center Dr., Ste. 300, San Diego, CA 92108 Contact: Joshua Tucker, Director of Relocation Services Tel: (760) 217-2491 (Toll Free) • Fax: (619) 374-2706 Email: jtucker@century21award.com Coverage Areas: San Diego, Southern Riverside Offices: 15 • Associates: 1,200 Coldwell Banker Kappel Gateway Realty 750 Mason St., Ste. 101, Vacaville, CA 95688 Contact: Rachel Guerin Tel: (707) 427-5344 or (844) 861-5631 • Fax: (707) 446-9830 Email: info@kappelgateway.com • URL: www.KappelGateway.com Coverage Areas: Vacaville, Benicia, Davis, Dixon, Fairfield, Napa, Rio Vista, Suisun City Vallejo and Winters, Calif.

Offices: 7 • Associates: 240 First Team® Real Estate 108 Pacifica Ave., Ste. 300, Irvine, CA 92618 Contact: Gayle D. Glew CRP, CRB, Director, Relocation and Corporate Services Tel: (855) 858-8028 (Toll Free) Email: gayleglew@firstteam.com • URL: www.firstteam.com Coverage Areas: Southern California counties of Orange, Riverside, Los Angeles, San Bernardino and San Diego Offices: 36 • Associates: 1,865 J. Rockcliff REALTORS® Headquarters Office: 4115 Blackhawk Plaza Circle, Ste. 201, Danville, CA, 94506 Contact: Robin Dickson, CRS, GRI, Executive Vice President Tel: (925) 251-2501 (O), (925) 324-1323 (C), 877-JRCKCLF (572-2523) (TF) Email: rdickson@rockcliff.com • URL(s): www.rockcliff.com • www.rockliffcares.com Coverage Areas: Alameda County: Alameda, Albany, Berkeley, Castro Valley, Dublin Emeryville, Fremont, Hayward, Livermore, Newark, Oakland, Piedmont, Pleasanton, San Leandro, Sunol, Union City; Contra Costa County: Alamo, Antioch, Bethel Island, Brentwood, Byron, Canyon, Clayton, Concord, Crockett, Danville, Diablo, Discovery Bay, El Cerrito, El Sobrante, Hercules, Lafayette, Martinez, Moraga, Oakley, Orinda, Pinole, Pittsburg, Pleasant Hill Port Costa, Richmond, Rodeo, San Pablo, San Ramon, Walnut Creek; San Joaquin County: Country Club, Lathrop, Lodi, Manteca, Mountain House, Stockton, Tracy, Silicon Valley/San Jose area

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

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

DELAWARE Berkshire Hathaway HomeServices Fox & Roach, REALTORS® 1 International Plaza, Ste. 100, Philadelphia, PA 19113 Contact: Linda Zanzinger, Vice President, Relocation/REO Services Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ Patterson-Schwartz Real Estate 7234 Lancaster Pike, Ste. 220B, Hockessin, DE 19707 Contact: Brian Pomije, Relocation Manager Tel: (302) 234-3600 (Office) • (302) 234-5207 (Direct) • (800) 443-2295 (Toll Free) Email: bpomije@psre.com • URL: pattersonschwartz.com Coverage Areas: Delaware (New Castle, Kent and Sussex counties), Pennsylvania (Chester and Delaware counties), Maryland (Cecil, Kent and Harford counties) Offices: 9 • Associates: 350

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

GEORGIA Berkshire Hathaway HomeServices Georgia Properties 863 Holcomb Bridge Rd., Roswell, GA 30076 Contact: Kathy Connelly, SVP Corporate Services • Tel: (678) 352-3321 Email: Kathy.Connelly@BHHSGeorgia.com • URL: www.BHHSGeorgia.com Coverage Areas: Metro Atlanta and North Georgia Offices: 22 • Associates: 1,100 RISMedia’s REAL ESTATE October 2017 107

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

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

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

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

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

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

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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

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

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

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

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

Tel: (610) 595-3149 Email: Linda.Zanzinger@foxroach.com • URL: www.foxroach.com Coverage Areas: Greater Philadelphia Region, Greater Allentown and Easton Region, Southeast Pa., Southern and Central N.J., Northern Del. Offices: 65 • Associates: 4,000 Diane Turton, REALTORS® 511 Forman Ave., Point Pleasant Beach, NJ 08742 Contact: Dawn Fetherston, Director of Relocation & Corporate Services Tel: (877) 388-7866 Email: info@dianeturton.com • URL: www.dianeturton.com Coverage Areas: Monmouth County, Ocean County and Middlesex County (N.J.) Member Organizations: Leading Real Estate Companies of the World®, Luxury Portfolio, Luxury Real Estate Offices: 18 · Associates: 375 Gloria Nilson & Co. Real Estate 826 Alexander Rd., Princeton, NJ 08540 Contact: Patricia (Tricia) Kobos Tel: (888) 467-MOVE (Relocation Line) • (609) 750-7605 (Direct) Email: pkobos@glorianilson.com • URL: www.glorianilson.com Coverage Areas: Mercer, Middlesex, Monmouth, Morris, Ocean and Somerset counties, N.J.; Bucks County, Pa. Offices: 23 • Associates: 700+ Jordan Baris, Inc., REALTORS® 50 Mt. Pleasant Ave., West Orange, NJ 07052 Contact: Carol Abdo, Relocation Director Tel: (973) 736-1600 (Office) • (800) 4-JBARIS (Toll Free) Fax: (973) 736-5159 Email: relocation@jordanbaris.com • URL: www.jordanbaris.com Coverage Areas: Essex, Union, Hudson and Morris counties. Specifically West Orange, South Orange, Maplewood, Livingston, East Hanover, Roseland, Short Hills, Montclair, Bloomfield, Belleville, Newark, East Orange, Orange, Irvington, Jersey City, North Bergen, Union, Vauxhall, Parsippany-Troy Hills Offices: 2 • Associates: 150 Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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

Offices: 19 • Associates: 650+

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

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

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

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

Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

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

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

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

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

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

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

Offices: 16 • Associates: 700+

110 October 2017 RISMedia’s REAL ESTATE

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

Offices: 16 • Associates: 700+ Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com • URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+ RE/MAX Gateway 4090B Lafayette Center Dr., Chantilly, VA 20151 Contact: Scott MacDonald, President Tel: (703) 652-5760 • (703) 727-6900 (Cell) Email: scottmacdonald@remax.net • URL: www.gateway2realestate.com Coverage Areas: Virginia, Washington, D.C., Maryland Offices: 6 • Associates: 170

WEST VIRGINIA Long & Foster Real Estate, Inc. Headquarters Office: 14501 George Carter Way, Chantilly, VA 20151 Contact: Pandra Richie, President of Corporate Real Estate Services Tel: (800) 336-0356 Email: Pandra.Richie@Longandfoster.com URL: www.LongandFoster.com Coverage Areas: Delaware, Maryland, New Jersey, North Carolina, Pennsylvania, Virginia, Washington, D.C., and West Virginia Offices: 170+ • Associates: 10,000+

INDEX OF SERVICE PROVIDERS ABR®...................................................................................10

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

American Home Shield...................................................13

National Association of Women in Real Estate Businesses (NAWRB).................................48

Asian Real Estate Association of America (AREAA)....58 Berkshire Hathaway HomeServices.............................. IBC

The Personal Marketing Company..........................55, 70

Buyside..............................................................................50

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

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

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

Clareity........................................................................27, 39

Quicken Loans.................................................................BC

Create for the Human...................................11, 20, 95, 96

Realtors Property Resource®...........................................21

Engel & Völkers.................................................................31

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

ERA Franchise Systems, LLC............................................46

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

Homes & Land..................................................................98 Homes.com........................................................................7

RISMedia’s Automated Content Engagement (ACE)...........................................................................9, 76-77

HouseCanary............................................................................ 5

RISMedia’s Power Broker.................................................19

HSA Home Warranty............................................................ IFC

RISMedia’s Top 5 in Real Estate Network®.....................94

Leading Real Estate Companies of the World®...........22-23

Stewart Title.......................................................................45

National Association of Hispanic Real Estate Professionals (NAHREP)®..................................................42

Weichert Real Estate Affiliates, Inc.................................56 Workman Success Systems........................................75, 79

National Association of REALTORS ............................8, 29 ®

The Only Constant is Change

Information/ trends

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Get prepared to help international clients in today’s constantly shifting global landscape.

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{re: Real Estate} .realtor™ Adds Powerful Productivity Tools to Its Trusted Platform

H

ow do you define “trust?” In the real estate industry, it implies several qualities, including competence, reliability, professionalism and

honesty. Trust must be earned, but it’s also subject to first impressions. In the online world, those first impressions can be encouraged (or discouraged) by

products—a huge time-saver if you’re on the go and trying to locate old emails, files, etc.

Your .realtor™ domain includes several additional benefits: 8 Professional email (for example, info@john.realtor instead of JohnMorgan@gmail.com)

something as simple as your domain name.

8 Double the amount of cloud storage that you get with a free Gmail account

Therefore, establishing trust is one of the many reasons members of the National Association of REALTORS® (NAR) have been claiming their .realtor™ domains. Exclusively available to members, firms and NAR boards (and the Canadian Real Estate Association), a domain name ending in .realtor™ is an excellent way to make a lasting impression on prospects and clients by reminding them who you are and what you do.

8 Direct U.S.-based customer support through .realtor™

Much More Than a Domain Since the .realtor™ top-level domains were first offered, several enhancements have been integrated into the platform, including easy-to-build IDX-powered websites (from Placester®, a REALTOR Benefits®Program Partner) and a free realtor.com® profile website (these two benefits are currently for U.S. members only).

In addition to these excellent marketing tools, .realtor™ now offers best-in-class communication and productivity tools, making it easy for members to incorporate professional email from G Suite, as well as other G Suite applications. By taking advantage of .realtor™’s entire digital toolkit, members can propel their real estate business forward, leveraging web solutions designed to improve their marketing efforts and maximize their business efficiencies.

G Suite is a product from Google Cloud, consisting of cloud computing, productivity and collaboration tools, originally launched in 2006 (as Google Apps for Work).

Since then, the breadth and depth of its applications have grown, now including a robust integration of email, cloud storage, word processing, spreadsheets, presentation tools, shared calendars, and more.

All the work you do with your .realtor™ domain on G Suite is instantly backed up by Google’s data centers and synchronized for access on any of your devices. Further, Google’s search capabilities are built into all G Suite

112 October 2017 RISMedia’s REAL ESTATE

8 An advertisement-free email experience Anyone can set up G Suite and run their business email through Gmail, although the process requires several steps in order for your domain’s MX records to point to Google servers. With a .realtor™ domain, the process is managed for you. All you need to do is follow a few simple screen-by-screen steps, and the .realtor™ team takes it from there.

Available G Suite Applications for Real Estate Google Cloud’s collection of G Suite applications can truly streamline an agent’s busy digital life. A few examples: Open houses — Use Google Forms (on a tablet) to effortlessly compile visitor data and manage follow-up.

On-the-go meetings — Use Hangouts for easy-to-join video conversations with clients and office members.

Store anything/retrieve anywhere — Google Drive’s cloudbased storage simplifies organizing and retrieving client photos, transaction files, listing presentations, etc., on any device.

Customer relationship management — The G Suite Marketplace includes several CRM integrations to power up your agents’ lead development efforts.

Get Your .realtor™ Individual members of NAR can claim their first .realtor™ domain at no cost for the first year and $39.95 per year after that. (For firms, the cost is $79 per year; bulk discounts are available for individuals and firms.)

Add G Suite for $60 per year and take advantage of everything that .realtor™ has to offer. Learn more at www.get.realtor. RE

AN AMBITIOUS AGENCY FOR AMBITIOUS AGENTS. Join the fastest-growing real estate network in the U.S. and see what the Berkshire Hathaway HomeServices name can do for your career.

Residential • Commercial ©2017 BHH Affiliates, LLC. Real Estate Brokerage Services are offered through the network member franchisees of BHH Affiliates, LLC. Most franchisees are independently owned and operated. Berkshire Hathaway HomeServices and the Berkshire Hathaway HomeServices symbol are registered service marks of HomeServices of America, Inc.® Information not verified or guaranteed. If your property is currently listed with a broker, this is not intended as a solicitation. Equal Housing Opportunity.

BHH Affiliates, LLC, 18500 Von Karman, Suite 400, Irvine, California 92612 (949) 794-7900. For New York Residents: This advertisement is not an offering. An offering can only be made by a prospectus filed first with the Department of Law of the State of New York. Such filing does not constitute approval by the Department of Law. For Minnesota Residents: BHH Affiliates, LLC is registered in the State of Minnesota, Registration number F-7072.

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